Reverse engineering venture capital

In 2018, Drew Glover and Alex Harris started a marketing consultancy with a clause most clients didn't think much about. Fiat Growth would help fintech startups with acquisition, partnerships, and performance marketing. In exchange, along with the fee, it wanted the right to invest in the company's next funding round.

Neither of them had money to invest. Harris was running growth at Chime. Glover was leading marketplace development at Steady, a Series C fintech. They had known each other since Cal, where Glover was a walk-on wide receiver and Harris a student manager on a roster that included Aaron Rodgers. They had a view into many companies that were spending badly, and a suspicion that the view itself was worth something.

"We didn't have the money to invest in these businesses by ourselves at the time, but we knew we wanted to get into venture," Glover said in a 2024 interview with Amplitude. So they built a way in.

"From day one, we only worked with companies that we thought were investable businesses and we strategically asked for the right to invest in the majority of those businesses," Glover told the CEO.com Podcast. "It literally means we contractually get the right to invest in the next funding round."

Three years and about 200 clients later, they had a stack of unexercised options and a track record of watching founders work. In 2021, they founded Fiat Ventures to cash in the options. The first fund closed at $25 million in 2022. By 2024, it had backed more than 20 companies, roughly 60 percent of them former Fiat Growth clients.

"Instead of sitting down with a founder, getting a coffee and then investing, we get to work with that founder and that team for three months, all the way to a year, prior to investment," Glover said.

He calls it reverse-engineering venture. On August 25, the firm closed a $35 million second fund and brought Fiat Growth and Fiat Ventures under a single brand, FGV, with the fund now operating as FGV Capital. The vehicle, which includes co-investment capital, was oversubscribed against a $25 million target and pushes total assets under management past $60 million. MassMutual, Bank of America, Reinsurance Group of America, and the Stellar Development Foundation are in the LP base.

The obvious question about a consultancy that invests in its own clients is whether the consulting relationship bends the investment decision. Glover told TechCrunch that the two businesses remain separate entities with what he called clear processes to keep one from biasing the other. The point of the shared infrastructure, he said, is to give the investment team better information, "not influence the outcome." He also said the combined model is winning the firm spots on cap tables it would not otherwise get, because founders want the advisory network as much as the check. Whether the wall holds is something his LPs will find out over the life of the fund.

Glover's argument on the CEO.com Podcast was that the wall is beside the point, because capital alone no longer wins deals. "Most VCs, what they deliver to a company is simply capital," he said. "Where the market is headed now is as a venture capitalist, you need to have something extra beyond capital to win your way onto a really competitive cap table."

He does not miss the years when it was otherwise. "People were raising $20 million rounds without a product," he said. Now the same founders are trying to make $3 million last 36 months. "Entrepreneurs are thinking like entrepreneurs again."

Glover grew up in East Oakland. His father worked at a housing nonprofit, and his mother was a teacher, according to a profile his firm published. He went to private schools, he told the CEO.com Podcast, and football got him to Berkeley. The neighborhood is why fintech.

"I had exposure to a lot of underserved communities, underserved communities that had all the upside in the world but not all the access in the world," he said. He cited a figure he has used often: that 80 percent of Americans lack $500 in savings for an emergency, and argued that fintech companies now sit on more data about those people than any other industry. "Through AI, we can use that data for good, and we can use it for bad."

The bad version is easy to name. Payday lending. Micro-lending. Products that take a person's financial data and use it to sell them something they cannot afford. "We have to make sure that the people that are building products for the most vulnerable populations are also the ones that understand those population's true issue," he said.

That is also where he lands on who should be running funds. Black GPs get well under 1 percent of venture capital, Glover said, and Fiat has described itself as one of the few Black-owned venture firms in the country. But he told the San Francisco Examiner in 2024 that the partners decided early not to pitch themselves as a diversity fund, even when the money for that was flowing.

He watched that money arrive in 2020 and he watched it leave. "The second we saw that wave was the second I looked at everyone around me and said, 'This is a wave, but it's going to die,'" he told the CEO.com Podcast. Corporate diversity programs got funded, then defunded. Separate funds for Black founders and Black GPs were raised once and did not raise again. "We're seeing a lot of the minority GPs and minority founders going back to look for that money to raise that next round or that next fund, and the money's just not there. It was earmarked for a certain cause that has now passed."

What frustrates him is not that the wave ended. It is what it took to start one. "I don't like the fact that I feel like really bad moments like George Floyd need to happen for those waves to hit."

His own explanation for the numbers is unglamorous. Networks hire from networks. "If it's five white people, five Asian people, or five black people, the odds are that the next hire is going to look like the rest of the team." He got into the room, he said, by working hard and getting lucky, in that order.

Glover's days start at 5:30 a.m. with a workout, the only quiet hour before his two-year-old is up. They end with his laptop open on the couch while he and his wife watch Alone, the show where survivalists get dropped in the wilderness with 10 items and the last one standing wins half a million dollars. He has seen every season. He is certain he could last a month out there. His wife gives him a week.

Every CEO.com Podcast conversation ends with the same question: who gave you a chance?

Glover named Judson Griffin, a sales manager at Namely who hired him as an account executive when he had never sold anything. Namely did not become the unicorn its employees hoped it would be. Glover did not care. "He was like, 'You know what? I feel like you got that, that thing,'" Glover said. "It was really the first time in my career where I realized I was really, really, really good at something."

00:00:00 Introduction and Background
00:02:18 Unique Approach to Venture Capital
00:04:42 Importance of Value Beyond Capital
00:07:49 Focus on Fintech and AI's Impact
00:12:15 Lack of Diversity in Venture Capital
00:14:41 Trajectory of DEI Efforts
00:17:50 A Day in the Life
00:20:33 Reading Recommendations
00:21:51 Traits of a Leader
00:22:34 Career Advice on Knowing Your Goals
00:24:10 Essential Tools and Apps
00:25:36 Role of Leaders in Current Events
00:28:31 Personal Branding in Venture Capital
00:33:15 Importance of Affiliate Marketing
00:35:47 Acknowledging Support and Career Chances

WEBVTT

00:00:09.742 --> 00:00:11.591
Drew,<00:00:10.063> thank<00:00:10.224> you<00:00:10.305> so<00:00:10.465> much<00:00:10.691> for<00:00:10.787> coming<00:00:11.028> on<00:00:11.173> the<00:00:11.205> show.

00:00:11.768 --> 00:00:12.733
It's<00:00:11.913> great<00:00:12.219> to<00:00:12.299> meet<00:00:12.621> you.

00:00:12.878 --> 00:00:14.100
Great<00:00:13.119> to<00:00:13.200> have<00:00:13.457> you<00:00:13.666> on<00:00:13.907> here.

00:00:14.486 --> 00:00:18.555
You<00:00:14.872> are<00:00:15.114> the<00:00:15.274> general<00:00:15.693> partner<00:00:16.336> or<00:00:16.722> a<00:00:16.818> general<00:00:17.140> partner<00:00:17.542> at<00:00:17.687> Fiat<00:00:18.089> Ventures.

00:00:19.150 --> 00:00:20.744
Tell<00:00:19.457> me<00:00:19.555> about<00:00:19.946> Fiat<00:00:20.288> Ventures.

00:00:20.842 --> 00:00:23.171
You've<00:00:21.102> had<00:00:21.428> quite<00:00:21.917> the<00:00:22.080> career<00:00:22.585> so<00:00:22.813> far.

00:00:23.464 --> 00:00:25.957
Everything<00:00:23.872> I've<00:00:24.018> been<00:00:24.425> reading<00:00:24.702> about<00:00:25.077> you<00:00:25.256> is<00:00:25.419> just<00:00:25.663> fascinating.

00:00:26.746 --> 00:00:29.968
But<00:00:26.986> let's<00:00:27.147> start<00:00:27.323> with<00:00:27.483> Fiat<00:00:27.788> Ventures,<00:00:28.349> how<00:00:28.509> you<00:00:28.670> came<00:00:28.846> to<00:00:28.990> be<00:00:29.166> where<00:00:29.343> you<00:00:29.551> are<00:00:29.663> right<00:00:29.888> now.

00:00:30.673 --> 00:00:30.866
Yeah.

00:00:31.074 --> 00:00:34.488
So<00:00:32.116> Fiat<00:00:32.437> Ventures<00:00:32.757> was<00:00:32.853> very<00:00:33.078> much<00:00:33.254> inspired<00:00:33.735> by<00:00:33.975> Fiat<00:00:34.280> Growth.

00:00:34.777 --> 00:00:40.997
So<00:00:35.242> I<00:00:35.482> actually<00:00:35.819> oversee<00:00:36.139> two<00:00:36.300> separate<00:00:36.604> companies,<00:00:37.005> Fiat<00:00:37.246> Growth<00:00:37.582> and<00:00:37.903> Fiat<00:00:38.143> Ventures,<00:00:38.624> and<00:00:39.121> I'm<00:00:39.345> lucky<00:00:39.602> enough<00:00:39.746> to<00:00:39.874> have<00:00:39.987> co-founders<00:00:40.612> on<00:00:40.708> each.

00:00:41.509 --> 00:00:47.136
For<00:00:42.151> Fiat<00:00:42.391> Growth,<00:00:42.856> we're<00:00:43.016> a<00:00:43.112> growth<00:00:43.353> consultancy<00:00:44.138> that<00:00:44.459> is<00:00:45.757> really<00:00:45.998> focused<00:00:46.302> in<00:00:46.383> the<00:00:46.479> fintech<00:00:46.815> space.

00:00:47.200 --> 00:00:53.147
We<00:00:47.344> work<00:00:47.521> with<00:00:47.665> over<00:00:47.841> 200<00:00:48.322> companies,<00:00:49.044> driven<00:00:49.268> over<00:00:49.508> a<00:00:49.524> couple<00:00:49.845> billion<00:00:50.166> dollars<00:00:50.470> in<00:00:50.550> revenue,<00:00:51.047> and<00:00:51.127> you<00:00:51.192> can<00:00:51.352> think<00:00:51.464> of<00:00:51.592> us<00:00:51.656> as<00:00:51.785> a<00:00:51.993> full-service<00:00:52.570> marketing<00:00:53.035> agent.

00:00:53.340 --> 00:01:09.283
We've<00:00:54.093> been<00:00:54.189> around<00:00:54.413> for<00:00:54.573> 5<00:00:54.814> and<00:00:54.894> a<00:00:54.958> half<00:00:55.278> years,<00:00:55.759> but<00:00:55.919> the<00:00:56.080> one<00:00:56.400> thing<00:00:56.576> that—<00:00:56.961> or<00:00:57.217> many<00:00:57.458> things<00:00:57.634> make<00:00:57.858> us<00:00:58.002> unique,<00:00:58.323> but<00:00:58.483> one<00:00:58.659> that<00:00:58.820> makes<00:00:58.996> us<00:00:59.076> super<00:00:59.445> unique<00:00:59.845> is<00:01:00.342> from<00:01:00.566> day<00:01:00.823> one,<00:01:01.464> we<00:01:01.624> only<00:01:01.864> worked<00:01:02.024> with<00:01:02.185> companies<00:01:02.521> that<00:01:02.649> we<00:01:02.810> thought<00:01:02.986> were<00:01:03.066> investable<00:01:03.787> businesses,<00:01:04.572> and<00:01:04.668> we<00:01:05.566> strategically<00:01:06.335> asked<00:01:06.575> for<00:01:06.655> the<00:01:06.751> right<00:01:06.992> to<00:01:07.152> invest<00:01:07.873> in<00:01:07.953> the<00:01:08.033> majority<00:01:08.530> of<00:01:08.658> those<00:01:08.834> businesses.

00:01:09.556 --> 00:01:13.690
So<00:01:10.116> literally<00:01:10.437> meaning<00:01:10.982> we<00:01:11.318> contractually<00:01:11.863> get<00:01:11.959> the<00:01:12.039> right<00:01:12.264> to<00:01:12.360> invest<00:01:12.696> in<00:01:12.824> the<00:01:12.856> next<00:01:13.161> funding<00:01:13.497> round.

00:01:14.667 --> 00:01:25.660
And<00:01:15.068> over<00:01:15.244> the<00:01:15.388> years,<00:01:15.629> as<00:01:15.725> we<00:01:15.885> kept<00:01:16.109> growing<00:01:16.350> the<00:01:16.446> business,<00:01:17.631> we<00:01:17.712> really<00:01:17.904> started—<00:01:18.833> we<00:01:19.330> realized<00:01:19.891> that<00:01:20.916> not<00:01:21.157> only<00:01:21.349> is<00:01:21.493> Fiat<00:01:21.734> Growth<00:01:21.958> this<00:01:22.134> incredible<00:01:22.599> growth<00:01:22.855> consultancy,<00:01:23.576> but<00:01:23.673> it's<00:01:23.881> also<00:01:24.137> this<00:01:24.297> incredible<00:01:24.842> due<00:01:25.019> diligence<00:01:25.499> arm.

00:01:26.365 --> 00:01:35.290
And<00:01:26.861> in<00:01:26.957> 2021,<00:01:27.743> we<00:01:27.903> actually<00:01:28.207> founded<00:01:28.544> Fiat<00:01:28.864> Ventures,<00:01:29.425> which<00:01:29.585> is<00:01:29.666> our<00:01:29.826> venture<00:01:30.146> fund,<00:01:30.403> and<00:01:30.531> we<00:01:30.627> raised<00:01:30.819> our<00:01:31.028> first<00:01:31.348> fund,<00:01:31.588> which<00:01:31.749> was<00:01:31.845> $25<00:01:32.454> million,<00:01:32.710> to<00:01:33.656> take<00:01:33.896> advantage<00:01:34.313> of<00:01:34.393> those<00:01:34.617> rights<00:01:34.873> to<00:01:35.034> invest.

00:01:35.979 --> 00:01:58.089
So<00:01:36.059> we<00:01:36.091> started<00:01:36.380> raising<00:01:36.652> in<00:01:36.732> 2021,<00:01:37.517> we<00:01:37.678> closed<00:01:37.854> our<00:01:37.982> $25<00:01:38.479> million<00:01:38.960> venture<00:01:39.280> fund<00:01:39.456> in<00:01:39.520> 2022,<00:01:41.283> and<00:01:41.363> now<00:01:41.539> sitting<00:01:41.844> here<00:01:41.988> in<00:01:42.084> 2024,<00:01:43.510> um,<00:01:44.071> you<00:01:44.151> know,<00:01:44.264> we've<00:01:44.472> invested<00:01:44.873> in<00:01:44.953> over<00:01:45.129> 20<00:01:45.513> companies,<00:01:46.235> uh,<00:01:46.956> Around<00:01:47.613> 60%<00:01:48.239> of<00:01:48.351> those<00:01:48.640> businesses<00:01:48.993> are<00:01:49.137> companies<00:01:49.522> that<00:01:49.603> we<00:01:49.843> previously<00:01:50.405> worked<00:01:50.581> with<00:01:50.758> at<00:01:50.822> Fiat<00:01:51.287> Growth<00:01:51.929> because<00:01:52.185> we<00:01:52.266> got<00:01:52.426> to<00:01:52.570> work<00:01:52.891> in<00:01:52.988> the<00:01:53.068> trenches<00:01:53.549> with<00:01:53.790> founders<00:01:54.656> to<00:01:54.752> understand<00:01:55.233> founder<00:01:55.538> dynamics,<00:01:56.677> the<00:01:56.838> growth<00:01:57.142> trends<00:01:57.479> they<00:01:57.640> were<00:01:57.736> seeing.

00:01:58.137 --> 00:02:03.094
And<00:01:58.265> when<00:01:58.346> we<00:01:58.442> saw<00:01:58.682> something<00:01:59.003> special,<00:01:59.966> we<00:02:00.046> basically<00:02:00.447> said,<00:02:00.672> hey,<00:02:01.169> we<00:02:01.329> need<00:02:01.570> to<00:02:01.650> lean<00:02:01.875> in<00:02:01.971> with<00:02:02.212> an<00:02:02.292> investment<00:02:02.837> here.

00:02:03.479 --> 00:02:16.904
And<00:02:03.736> it's<00:02:03.896> really<00:02:04.137> kind<00:02:04.361> of<00:02:04.522> created<00:02:04.923> this<00:02:05.163> idea<00:02:05.500> of<00:02:05.741> reverse<00:02:06.222> engineering<00:02:06.784> venture<00:02:07.345> where<00:02:07.489> instead<00:02:07.810> of<00:02:08.388> sitting<00:02:08.612> down<00:02:08.789> with<00:02:08.933> the<00:02:09.029> founder,<00:02:09.430> getting<00:02:09.671> a<00:02:09.751> coffee,<00:02:10.217> and<00:02:10.297> then<00:02:10.457> investing,<00:02:11.356> we<00:02:11.436> get<00:02:11.580> to<00:02:11.741> work<00:02:11.917> with<00:02:12.061> that<00:02:12.302> founder<00:02:12.639> and<00:02:12.719> that<00:02:12.944> team<00:02:13.200> for<00:02:13.650> 3<00:02:14.008> months<00:02:14.968> all<00:02:15.065> the<00:02:15.147> way<00:02:15.309> to<00:02:15.472> a<00:02:15.700> year<00:02:15.960> prior<00:02:16.432> to<00:02:16.546> investment.

00:02:18.730 --> 00:02:22.746
Well,<00:02:18.922> that's<00:02:19.083> what<00:02:19.131> I'm<00:02:19.195> so<00:02:19.244> fascinated<00:02:19.806> about<00:02:19.967> what<00:02:20.127> you're<00:02:20.272> doing<00:02:20.529> in<00:02:20.609> your<00:02:20.754> model<00:02:21.236> is<00:02:21.348> the<00:02:21.477> combination<00:02:21.975> of<00:02:22.055> those<00:02:22.296> two<00:02:22.457> things.

00:02:22.859 --> 00:02:28.984
Because<00:02:23.100> like<00:02:23.276> you<00:02:23.357> said,<00:02:23.662> most<00:02:24.048> VCs,<00:02:24.706> it's<00:02:24.867> like,<00:02:25.092> hey,<00:02:25.976> we<00:02:26.072> want<00:02:26.217> to<00:02:26.313> invest,<00:02:26.779> we'll<00:02:26.891> write<00:02:27.100> a<00:02:27.181> check,<00:02:27.759> maybe<00:02:28.080> we'll<00:02:28.225> take<00:02:28.402> a<00:02:28.483> board<00:02:28.709> seat.

00:02:29.048 --> 00:02:30.471
So<00:02:29.113> we'll<00:02:29.226> see<00:02:29.517> you<00:02:29.776> once<00:02:30.018> a<00:02:30.083> quarter.

00:02:31.069 --> 00:02:32.071
Sometimes<00:02:31.457> they<00:02:31.489> don't<00:02:31.700> even<00:02:31.797> do<00:02:31.877> that.

00:02:32.185 --> 00:02:35.822
If<00:02:32.298> it's<00:02:32.459> an<00:02:32.605> early<00:02:32.863> stage<00:02:33.316> VC,<00:02:33.736> it's<00:02:33.963> just<00:02:34.060> like,<00:02:34.237> hey,<00:02:34.383> just<00:02:34.787> send<00:02:35.110> the<00:02:35.272> updates.

00:02:36.468 --> 00:02:41.889
You<00:02:36.565> are<00:02:36.792> actually<00:02:38.004> rolling<00:02:38.182> up<00:02:38.343> your<00:02:38.424> sleeves,<00:02:39.294> working<00:02:39.777> with<00:02:39.955> these<00:02:40.196> companies<00:02:40.680> and<00:02:40.825> working<00:02:41.083> with<00:02:41.325> these<00:02:41.550> teams.

00:02:42.308 --> 00:02:51.865
So<00:02:42.614> one,<00:02:42.920> it<00:02:43.082> gives<00:02:43.210> you<00:02:43.243> an<00:02:43.275> incredible<00:02:43.436> advantage<00:02:45.472> to<00:02:45.568> see<00:02:45.938> how<00:02:46.580> they<00:02:47.464> work,<00:02:47.962> how<00:02:48.283> they<00:02:49.472> kind<00:02:49.713> of<00:02:50.275> tackle<00:02:50.612> challenges,<00:02:51.174> all<00:02:51.271> that<00:02:51.415> type<00:02:51.496> of<00:02:51.656> stuff.

00:02:52.042 --> 00:02:56.507
And<00:02:52.218> you<00:02:52.379> get<00:02:52.540> to<00:02:52.700> kind<00:02:52.877> of<00:02:52.941> shape<00:02:53.343> the<00:02:53.568> product<00:02:54.066> in<00:02:54.146> a<00:02:54.162> lot<00:02:54.371> of<00:02:54.451> ways<00:02:54.788> and<00:02:54.933> shape<00:02:55.351> in<00:02:55.495> particular<00:02:55.929> their<00:02:56.025> messaging.

00:02:57.198 --> 00:03:03.318
I<00:02:57.214> mean,<00:02:57.985> that<00:02:58.563> must<00:02:58.884> be—<00:02:59.929> I<00:02:59.945> mean,<00:03:00.089> so<00:03:00.250> many<00:03:00.394> people<00:03:00.635> have<00:03:00.732> tried<00:03:00.973> this<00:03:01.133> like<00:03:01.294> studio<00:03:01.840> model,<00:03:02.964> right?

00:03:03.768 --> 00:03:04.699
Which<00:03:04.169> it's<00:03:04.410> worked.

00:03:04.747 --> 00:03:12.522
And,<00:03:04.924> you<00:03:05.004> know,<00:03:05.069> I<00:03:05.165> know<00:03:05.454> Uber<00:03:05.791> came<00:03:06.016> out<00:03:06.113> of<00:03:06.193> his<00:03:06.354> studio<00:03:06.836> model<00:03:07.398> or<00:03:07.655> something<00:03:08.024> like<00:03:08.201> that,<00:03:08.988> but<00:03:09.149> this<00:03:09.325> feels<00:03:09.582> even—<00:03:10.450> this<00:03:10.610> feels<00:03:11.012> cleaner<00:03:11.895> than<00:03:12.120> even<00:03:12.377> that.

00:03:12.618 --> 00:03:13.293
I<00:03:12.698> really<00:03:12.939> like<00:03:13.196> it.

00:03:13.646 --> 00:03:17.719
Yeah,<00:03:13.983> it's<00:03:14.143> a<00:03:14.159> little<00:03:14.384> bit<00:03:14.544> different<00:03:14.865> than<00:03:15.009> an<00:03:15.105> accelerator,<00:03:15.827> you<00:03:15.923> know,<00:03:16.084> like<00:03:16.308> we're<00:03:16.404> not<00:03:16.613> competing<00:03:17.030> with<00:03:17.190> a<00:03:17.415> YC.

00:03:18.297 --> 00:03:22.466
Um,<00:03:19.115> we<00:03:19.339> want<00:03:19.596> the<00:03:19.692> ability<00:03:20.237> to<00:03:21.039> be<00:03:21.264> an<00:03:21.344> extension<00:03:21.841> of<00:03:21.985> your<00:03:22.081> team.

00:03:22.963 --> 00:03:28.416
We<00:03:23.108> want<00:03:23.284> the<00:03:23.429> ability<00:03:24.006> to<00:03:24.808> invest<00:03:25.193> in<00:03:25.289> companies,<00:03:25.850> but,<00:03:26.315> um,<00:03:26.492> of<00:03:26.716> equal<00:03:26.957> importance<00:03:27.374> to<00:03:27.438> help<00:03:27.775> build<00:03:28.095> company.

00:03:29.362 --> 00:03:43.000
And,<00:03:29.683> um,<00:03:30.084> and<00:03:30.180> so<00:03:30.324> when<00:03:30.501> we're<00:03:30.661> leaning<00:03:30.966> in<00:03:31.062> with<00:03:31.239> an<00:03:31.367> investment,<00:03:32.169> um,<00:03:32.489> we're<00:03:32.602> not<00:03:32.810> just<00:03:33.131> underwriting<00:03:33.644> it<00:03:33.772> from<00:03:33.933> the<00:03:33.965> standpoint<00:03:34.494> of<00:03:34.654> do<00:03:34.751> we<00:03:34.911> believe<00:03:35.152> this<00:03:35.312> founder<00:03:35.713> and<00:03:35.793> this<00:03:36.018> business<00:03:36.354> and<00:03:36.419> this<00:03:36.595> market<00:03:37.301> are<00:03:37.541> perfectly<00:03:38.022> aligned<00:03:38.503> with<00:03:38.760> timing<00:03:39.626> but<00:03:39.723> we<00:03:39.867> also<00:03:40.060> want<00:03:40.172> to<00:03:40.221> make<00:03:40.381> it<00:03:40.446> so<00:03:40.590> we're<00:03:40.687> investing<00:03:41.088> in<00:03:41.329> companies<00:03:41.650> that<00:03:41.731> we<00:03:41.875> can<00:03:41.972> actually<00:03:42.277> add<00:03:42.373> value<00:03:42.775> to.

00:03:43.257 --> 00:04:00.496
And<00:03:43.353> so<00:03:44.462> when<00:03:44.703> we<00:03:45.008> get<00:03:45.089> to<00:03:45.185> work<00:03:45.410> with<00:03:45.506> a<00:03:45.587> company<00:03:46.004> and<00:03:46.133> see<00:03:46.374> all<00:03:46.486> the,<00:03:46.936> all<00:03:47.032> the,<00:03:47.498> all<00:03:47.579> the<00:03:47.675> incredible<00:03:48.157> momentum<00:03:48.655> and<00:03:48.800> trends<00:03:49.282> that<00:03:49.378> are<00:03:49.587> leading<00:03:49.908> us<00:03:50.005> to<00:03:50.149> want<00:03:50.294> to<00:03:50.326> lean<00:03:50.567> in<00:03:50.647> with<00:03:50.824> an<00:03:50.872> investment,<00:03:51.852> we're<00:03:52.157> equally<00:03:52.479> excited<00:03:52.880> to<00:03:52.977> say,<00:03:53.218> great,<00:03:53.539> once<00:03:53.764> we<00:03:53.860> put<00:03:54.021> this<00:03:54.262> money<00:03:54.567> in,<00:03:54.808> we're<00:03:54.905> going<00:03:55.017> to<00:03:55.130> be<00:03:55.290> able<00:03:55.467> to<00:03:55.644> team<00:03:56.431> up<00:03:56.592> with<00:03:56.672> that<00:03:56.929> team<00:03:57.234> and<00:03:57.395> founder<00:03:57.716> on<00:03:57.780> a<00:03:57.957> deeper<00:03:58.278> level<00:03:59.001> and<00:03:59.098> ensure<00:03:59.483> the<00:03:59.564> success<00:04:00.046> of<00:04:00.110> the<00:04:00.206> business.

00:04:01.170 --> 00:04:08.202
It<00:04:01.251> also<00:04:01.556> gives<00:04:01.733> us<00:04:01.877> the<00:04:01.974> ability<00:04:02.375> to<00:04:02.520> really<00:04:02.777> bring<00:04:03.082> different<00:04:03.403> investors<00:04:03.966> around<00:04:04.223> the<00:04:04.303> table<00:04:04.785> that<00:04:04.865> can<00:04:05.171> also<00:04:05.572> add<00:04:05.749> the<00:04:05.829> type<00:04:06.086> of<00:04:06.424> call<00:04:06.728> it<00:04:06.808> special<00:04:07.273> sauce<00:04:07.674> that<00:04:07.834> we<00:04:08.058> add.

00:04:08.619 --> 00:04:18.762
I<00:04:08.859> think<00:04:09.436> what<00:04:09.596> we've<00:04:09.821> seen<00:04:09.917> in<00:04:09.997> the<00:04:10.125> market<00:04:10.542> over<00:04:10.702> the<00:04:10.798> last<00:04:11.359> 5<00:04:11.599> to<00:04:11.680> 10<00:04:11.984> years,<00:04:12.240> even<00:04:12.465> 20<00:04:12.785> years,<00:04:13.122> is<00:04:14.244> most<00:04:14.644> VCs,<00:04:15.670> what<00:04:15.846> they<00:04:16.182> deliver<00:04:16.888> to<00:04:16.984> a<00:04:17.112> company<00:04:17.785> is<00:04:17.865> simply<00:04:18.314> capital.

00:04:19.291 --> 00:04:29.355
And<00:04:19.387> I<00:04:19.451> believe<00:04:19.772> where<00:04:19.852> the<00:04:19.932> market<00:04:20.317> is<00:04:20.477> headed<00:04:20.797> now<00:04:21.198> is,<00:04:21.759> as<00:04:21.951> a<00:04:22.095> venture<00:04:22.416> capitalist,<00:04:22.961> you<00:04:23.057> need<00:04:23.217> to<00:04:23.313> have<00:04:24.115> something<00:04:24.643> extra<00:04:25.140> beyond<00:04:25.461> capital<00:04:26.502> to<00:04:26.903> win<00:04:27.127> your<00:04:27.287> way<00:04:27.544> onto<00:04:27.864> a<00:04:27.944> really<00:04:28.185> competitive<00:04:28.730> cap<00:04:28.986> table.

00:04:29.547 --> 00:04:41.150
And<00:04:29.627> so<00:04:29.787> we<00:04:29.947> take<00:04:30.124> a<00:04:30.172> lot<00:04:30.348> of<00:04:30.412> pride<00:04:30.685> in<00:04:30.829> being<00:04:30.989> able<00:04:31.213> to<00:04:31.326> drive<00:04:31.614> so<00:04:31.870> much<00:04:32.111> more<00:04:32.672> than<00:04:32.832> just<00:04:33.474> capital<00:04:34.358> to<00:04:34.438> a<00:04:34.518> cap<00:04:34.839> table,<00:04:35.546> but<00:04:35.642> all<00:04:35.867> the<00:04:35.947> other<00:04:36.060> strategic<00:04:36.589> pieces<00:04:37.874> that<00:04:37.970> drive<00:04:38.291> that<00:04:38.452> business<00:04:38.773> to<00:04:38.853> scale<00:04:39.255> in<00:04:39.335> super<00:04:39.640> smart<00:04:40.122> and<00:04:40.218> cost-efficient<00:04:40.860> ways.

00:04:42.370 --> 00:04:43.365
I<00:04:42.386> absolutely<00:04:42.868> agree<00:04:43.076> with<00:04:43.253> that.

00:04:43.494 --> 00:04:49.178
I<00:04:43.510> don't<00:04:43.670> think<00:04:43.831> you<00:04:43.975> can<00:04:44.072> just<00:04:44.297> write<00:04:44.554> checks<00:04:44.875> anymore<00:04:45.581> and<00:04:45.661> pretend<00:04:45.999> you<00:04:46.079> have<00:04:46.239> a<00:04:46.320> Rolodex<00:04:46.962> that<00:04:47.107> will<00:04:47.267> come<00:04:47.460> into<00:04:47.685> play<00:04:47.925> at<00:04:48.070> some<00:04:48.327> point<00:04:48.632> down<00:04:48.809> the<00:04:48.889> road.

00:04:49.676 --> 00:04:54.541
You've<00:04:49.916> really<00:04:50.414> gotta,<00:04:51.362> you<00:04:51.442> know,<00:04:51.602> be<00:04:51.940> beneficial<00:04:52.646> to<00:04:52.823> the<00:04:52.903> founders<00:04:53.385> and<00:04:53.465> to<00:04:53.642> the<00:04:53.786> people<00:04:54.107> leading<00:04:54.428> it.

00:04:54.910 --> 00:05:07.755
I<00:04:54.926> mean,<00:04:55.151> it<00:04:55.295> is<00:04:55.456> a<00:04:55.472> little<00:04:55.633> bit<00:04:55.777> harder<00:04:56.034> to<00:04:56.114> get<00:04:56.259> money<00:04:56.435> now<00:04:56.676> than<00:04:56.757> it<00:04:56.837> was,<00:04:57.543> um,<00:04:58.572> previously,<00:04:59.218> but<00:04:59.363> I<00:04:59.460> still<00:05:00.009> think<00:05:01.558> if<00:05:01.703> you're<00:05:01.832> going<00:05:01.961> to<00:05:02.187> last<00:05:02.688> in<00:05:02.768> the<00:05:02.849> venture<00:05:03.172> capital<00:05:03.575> game,<00:05:03.833> you're<00:05:04.011> going<00:05:04.334> to<00:05:04.382> have<00:05:04.689> to<00:05:04.786> do<00:05:05.028> something<00:05:05.415> like<00:05:05.996> what<00:05:06.238> you<00:05:06.335> are<00:05:06.480> doing,<00:05:06.803> which<00:05:06.980> is<00:05:07.126> really<00:05:07.287> incredible.

00:05:09.247 --> 00:05:09.603
It's<00:05:09.425> true.

00:05:11.365 --> 00:05:23.346
A<00:05:11.510> lot<00:05:11.995> of<00:05:12.642> businesses<00:05:13.531> 3,<00:05:13.790> 4,<00:05:14.097> 5<00:05:14.339> years<00:05:14.598> ago,<00:05:14.921> we<00:05:15.018> were<00:05:15.164> very<00:05:15.406> much<00:05:15.649> in<00:05:15.730> the<00:05:15.810> momentum<00:05:16.295> market<00:05:16.861> where<00:05:17.669> everyone's<00:05:18.074> thought<00:05:18.316> was,<00:05:18.478> is<00:05:18.623> we'll<00:05:18.720> just<00:05:18.850> solve<00:05:19.111> problems<00:05:19.700> with<00:05:19.945> money<00:05:20.681> because<00:05:21.155> the<00:05:21.253> rounds<00:05:21.907> that<00:05:22.054> were<00:05:22.152> being<00:05:22.381> raised<00:05:22.725> were<00:05:22.806> so<00:05:23.133> large.

00:05:24.383 --> 00:05:37.336
Now<00:05:24.623> that<00:05:24.783> the<00:05:24.864> market's<00:05:25.248> really<00:05:25.505> come<00:05:25.826> down<00:05:26.210> to,<00:05:27.333> I'd<00:05:28.150> say,<00:05:28.391> just<00:05:28.551> more<00:05:28.872> realistic<00:05:29.449> standards,<00:05:30.154> like<00:05:30.619> there's<00:05:30.795> less<00:05:31.036> money<00:05:31.340> being<00:05:31.597> invested,<00:05:32.559> which<00:05:32.799> is<00:05:33.024> forcing<00:05:33.585> founders<00:05:34.146> and<00:05:34.322> teams<00:05:34.883> to<00:05:35.044> build<00:05:35.348> their<00:05:35.525> business<00:05:35.845> in<00:05:36.006> much<00:05:36.182> smarter,<00:05:36.711> efficient<00:05:37.128> ways.

00:05:37.913 --> 00:05:48.254
Therefore,<00:05:38.891> to<00:05:39.148> my<00:05:39.372> point<00:05:39.773> a<00:05:39.789> second<00:05:40.110> ago<00:05:40.799> of,<00:05:41.120> you<00:05:41.216> know,<00:05:42.082> a<00:05:42.258> venture<00:05:42.723> capital<00:05:43.220> team,<00:05:43.621> a<00:05:43.701> venture<00:05:44.022> capital<00:05:45.048> firm<00:05:45.545> needs<00:05:45.705> to<00:05:45.785> be<00:05:45.945> able<00:05:46.106> to<00:05:46.250> drive<00:05:46.651> more<00:05:46.827> than<00:05:46.971> just<00:05:47.789> capital.

00:05:48.831 --> 00:05:53.881
It's<00:05:48.991> because<00:05:49.536> these<00:05:49.713> founders<00:05:50.050> are<00:05:50.178> looking<00:05:50.498> for<00:05:50.739> every<00:05:50.995> competitive<00:05:51.492> advantage<00:05:52.037> to<00:05:52.262> prolong<00:05:53.144> their<00:05:53.384> runway.

00:05:54.090 --> 00:06:00.677
You<00:05:54.138> know,<00:05:54.427> like<00:05:56.114> 3,<00:05:56.291> 4<00:05:56.516> years<00:05:56.708> ago,<00:05:56.997> you<00:05:57.062> have<00:05:57.174> 12<00:05:57.496> months,<00:05:57.801> great,<00:05:58.058> we'll<00:05:58.202> just<00:05:58.299> go<00:05:58.395> raise<00:05:58.604> another<00:05:58.845> $10<00:05:59.022> million,<00:05:59.343> $20<00:05:59.584> million,<00:05:59.873> $100<00:06:00.307> million.

00:06:01.271 --> 00:06:04.870
People<00:06:01.576> were<00:06:01.753> raising<00:06:02.139> $20<00:06:02.396> million<00:06:02.878> rounds<00:06:03.119> without<00:06:03.344> a<00:06:03.504> product<00:06:03.906> just<00:06:04.067> to<00:06:04.163> kill<00:06:04.324> our<00:06:04.484> team.

00:06:05.352 --> 00:06:11.554
Now<00:06:05.609> folks<00:06:05.850> are<00:06:05.882> scrambling<00:06:06.396> around<00:06:06.653> trying<00:06:06.878> to<00:06:06.959> raise<00:06:07.216> $3<00:06:07.457> million<00:06:07.842> and<00:06:08.646> try<00:06:08.758> to<00:06:08.838> make<00:06:09.063> it<00:06:09.144> so<00:06:09.224> that<00:06:09.449> lasts<00:06:09.706> them<00:06:09.867> 36<00:06:10.509> months<00:06:10.750> instead<00:06:11.007> of<00:06:11.088> 6<00:06:11.457> months.

00:06:12.116 --> 00:06:33.300
And<00:06:12.212> so<00:06:12.839> the<00:06:12.919> mindset,<00:06:13.787> the<00:06:13.947> entrepreneurial<00:06:14.590> mindset,<00:06:15.313> I,<00:06:15.554> I'm<00:06:15.731> actually,<00:06:16.052> as<00:06:16.148> a<00:06:16.293> venture<00:06:16.679> investor<00:06:17.723> and<00:06:17.900> someone<00:06:18.221> that's<00:06:18.382> building<00:06:18.703> companies,<00:06:19.137> I'm<00:06:19.330> really<00:06:19.571> excited<00:06:19.988> about<00:06:20.229> because<00:06:21.176> entrepreneurs<00:06:21.690> are<00:06:21.898> thinking<00:06:22.155> like<00:06:22.379> entrepreneurs<00:06:23.021> again<00:06:23.582> versus<00:06:23.903> just<00:06:24.031> saying,<00:06:24.464> oh,<00:06:24.721> we'll<00:06:24.961> just<00:06:25.121> go<00:06:25.266> out<00:06:25.378> in<00:06:25.426> a<00:06:25.506> couple<00:06:25.763> months<00:06:26.003> and<00:06:26.100> solve<00:06:26.485> the<00:06:26.709> problems<00:06:27.110> that<00:06:27.206> we're<00:06:27.431> facing<00:06:28.168> with<00:06:28.409> more<00:06:28.569> money<00:06:29.115> versus<00:06:29.676> optimizing<00:06:30.189> a<00:06:30.333> business<00:06:30.654> foundation<00:06:31.215> to<00:06:31.360> really<00:06:31.600> scale<00:06:32.178> in<00:06:32.258> the<00:06:32.338> smartest<00:06:32.803> possible<00:06:33.220> way.

00:06:34.022 --> 00:06:37.967
But<00:06:34.407> is<00:06:34.583> it<00:06:34.808> easier<00:06:35.385> to<00:06:35.866> raise<00:06:36.171> money<00:06:36.331> if<00:06:36.491> you<00:06:36.588> say<00:06:37.069> it's<00:06:37.213> an<00:06:37.293> AI<00:06:37.614> company?

00:06:38.833 --> 00:06:41.992
That<00:06:39.057> is<00:06:39.154> definitely<00:06:39.538> helpful<00:06:40.902> right<00:06:41.094> now<00:06:41.318> in<00:06:41.399> this<00:06:41.639> market.

00:06:42.281 --> 00:06:46.033
I<00:06:42.425> will<00:06:42.521> say<00:06:42.746> though,<00:06:42.858> like,<00:06:44.125> I<00:06:44.301> am<00:06:44.750> the<00:06:44.847> biggest<00:06:45.167> believer<00:06:45.552> in<00:06:45.713> AI.

00:06:46.129 --> 00:06:52.224
I<00:06:46.290> think<00:06:46.386> we're<00:06:46.514> at<00:06:46.611> one<00:06:46.755> of<00:06:46.787> those<00:06:46.947> inflection<00:06:47.477> points,<00:06:48.038> like<00:06:48.198> when<00:06:48.294> the<00:06:48.439> internet<00:06:49.481> was<00:06:49.658> founded,<00:06:50.058> like<00:06:50.283> when<00:06:50.379> the<00:06:50.860> iPhone<00:06:51.390> was<00:06:51.518> taking<00:06:51.968> off.

00:06:52.305 --> 00:06:55.645
I<00:06:52.385> truly<00:06:52.706> believe<00:06:52.947> we're<00:06:53.108> in<00:06:53.252> one<00:06:53.364> of<00:06:53.429> those,<00:06:53.910> those,<00:06:54.392> those<00:06:54.569> transformative<00:06:55.275> moments.

00:06:56.319 --> 00:07:12.665
I<00:06:56.560> will<00:06:56.817> say<00:06:57.668> that<00:06:57.764> I<00:06:57.925> think<00:06:58.422> some<00:06:58.663> of<00:06:58.727> the<00:06:58.872> things<00:06:59.049> that<00:06:59.129> people<00:06:59.338> are<00:06:59.594> over-focusing<00:07:00.397> on<00:07:00.799> is<00:07:01.377> trying<00:07:01.698> to<00:07:01.858> invest<00:07:02.260> in<00:07:02.340> the<00:07:02.420> next<00:07:02.806> OpenAI,<00:07:03.849> uh,<00:07:04.267> versus<00:07:05.230> focusing<00:07:05.712> on<00:07:05.857> their<00:07:05.953> existing<00:07:06.515> portfolio<00:07:07.398> and<00:07:07.542> ensuring<00:07:08.024> that<00:07:08.120> their<00:07:08.281> entire<00:07:09.164> investment<00:07:09.887> portfolio<00:07:10.946> is<00:07:11.091> making<00:07:11.396> sure<00:07:11.557> they<00:07:11.653> are<00:07:11.878> AI<00:07:12.119> optimized.

00:07:13.243 --> 00:07:22.060
Um,<00:07:13.724> all<00:07:13.901> these<00:07:14.061> different<00:07:14.302> investments<00:07:14.832> have<00:07:15.105> very,<00:07:15.507> very<00:07:15.972> unique<00:07:17.320> focused<00:07:17.820> go-to-market<00:07:18.480> strategies<00:07:19.100> or<00:07:19.440> products<00:07:19.980> that<00:07:20.120> are<00:07:20.180> trying<00:07:20.420> to<00:07:20.520> solve<00:07:20.700> a<00:07:20.939> very<00:07:21.060> specific<00:07:21.460> problem.

00:07:22.620 --> 00:07:38.320
And<00:07:22.680> we<00:07:22.760> need<00:07:22.960> to<00:07:23.000> make<00:07:23.180> sure<00:07:23.300> that<00:07:23.460> we're,<00:07:23.840> as<00:07:24.400> venture<00:07:24.940> investors<00:07:25.420> and<00:07:25.580> money<00:07:25.780> managers,<00:07:26.220> we<00:07:26.280> have<00:07:26.480> to<00:07:26.600> make<00:07:26.700> sure<00:07:26.820> we're<00:07:26.960> looking<00:07:27.160> inward<00:07:27.560> at<00:07:27.820> what<00:07:27.980> our<00:07:28.140> portfolio<00:07:28.540> already<00:07:28.780> looks<00:07:29.020> like<00:07:29.540> to<00:07:29.720> ensure<00:07:29.980> that<00:07:30.120> our<00:07:30.280> founders<00:07:30.680> are<00:07:30.960> thinking<00:07:31.380> about<00:07:31.800> what<00:07:32.380> AI<00:07:32.840> can<00:07:33.139> do<00:07:33.320> for<00:07:33.480> their<00:07:33.640> business<00:07:34.180> to<00:07:34.680> optimize<00:07:35.100> it<00:07:35.340> from<00:07:35.620> a<00:07:37.000> capital<00:07:37.300> efficient<00:07:37.720> standpoint.

00:07:38.320 --> 00:07:40.030
How<00:07:38.500> can<00:07:38.620> I<00:07:38.700> make<00:07:38.840> it<00:07:38.960> so<00:07:39.000> I<00:07:39.040> can<00:07:39.160> do<00:07:39.300> more<00:07:39.480> with<00:07:39.680> less?

00:07:40.440 --> 00:07:45.360
But<00:07:40.660> also<00:07:40.880> at<00:07:41.000> the<00:07:41.160> same<00:07:41.340> time,<00:07:41.580> how<00:07:41.660> can<00:07:41.780> I<00:07:41.880> make<00:07:42.020> it<00:07:42.140> so<00:07:42.180> I<00:07:42.300> continue<00:07:42.600> to<00:07:42.740> scale<00:07:43.020> up<00:07:43.180> my<00:07:43.580> product<00:07:43.940> and<00:07:44.120> my<00:07:44.320> business<00:07:44.640> to<00:07:44.840> the<00:07:45.000> masses?

00:07:45.360 --> 00:07:46.980
If<00:07:45.480> we're<00:07:45.660> a<00:07:45.820> B2B<00:07:46.080> company,<00:07:46.640> B2C<00:07:46.900> company,<00:07:46.920> or<00:07:46.940> B2B2C<00:07:46.960> company.

00:07:49.283 --> 00:07:49.427
Yeah.

00:07:50.229 --> 00:07:50.566
Yeah.

00:07:50.727 --> 00:07:53.582
And<00:07:51.111> I<00:07:51.272> wonder<00:07:51.913> in<00:07:52.010> particular,<00:07:52.491> well,<00:07:52.651> one,<00:07:52.876> I<00:07:52.956> have<00:07:53.052> two<00:07:53.197> questions.

00:07:54.079 --> 00:08:02.291
One,<00:07:54.480> you<00:07:54.576> focus<00:07:55.121> on<00:07:55.282> fintech<00:07:56.725> and<00:07:56.966> I<00:07:57.046> would<00:07:57.222> love<00:07:57.399> to<00:07:57.784> get<00:07:57.928> a<00:07:57.960> sense<00:07:58.265> for<00:07:58.425> why<00:07:58.907> fintech<00:08:00.511> of<00:08:00.896> all<00:08:01.008> the<00:08:01.152> other<00:08:01.329> industries<00:08:01.778> inside<00:08:02.034> of<00:08:02.098> tech.

00:08:02.355 --> 00:08:06.926
And<00:08:02.676> you've<00:08:03.141> probably<00:08:03.334> done<00:08:03.494> other<00:08:03.718> things<00:08:03.943> as<00:08:04.039> well,<00:08:04.200> but<00:08:04.617> it<00:08:04.681> seems<00:08:04.921> like<00:08:05.082> the<00:08:05.162> strategy<00:08:05.643> is<00:08:05.723> entirely<00:08:06.269> around<00:08:06.541> fintech.

00:08:07.712 --> 00:08:15.876
And<00:08:08.675> on<00:08:08.771> top<00:08:09.092> of<00:08:09.156> that,<00:08:09.717> my<00:08:09.894> question<00:08:10.615> following<00:08:11.016> up<00:08:11.161> on<00:08:11.241> the<00:08:11.482> AI<00:08:11.818> part<00:08:12.925> is,<00:08:13.663> man,<00:08:14.048> AI<00:08:14.304> could<00:08:14.465> really<00:08:14.705> transform<00:08:15.187> that<00:08:15.427> industry.

00:08:16.053 --> 00:08:18.942
What<00:08:16.149> do<00:08:16.229> you<00:08:16.325> think,<00:08:17.977> that's<00:08:18.218> going<00:08:18.315> to<00:08:18.476> look<00:08:18.717> like?

00:08:19.023 --> 00:08:20.486
How<00:08:19.183> do<00:08:19.264> you<00:08:19.360> think<00:08:19.586> that's<00:08:19.827> going<00:08:20.004> to<00:08:20.165> evolve?

00:08:21.291 --> 00:08:25.361
So<00:08:22.353> I'll<00:08:22.803> answer<00:08:24.733> the<00:08:24.894> first<00:08:25.136> question.

00:08:25.474 --> 00:08:35.034
Um,<00:08:26.264> I'll<00:08:27.666> have<00:08:27.811> to<00:08:27.892> go<00:08:28.037> back<00:08:28.456> in<00:08:28.536> time<00:08:28.778> a<00:08:28.843> little<00:08:29.020> bit<00:08:29.165> to<00:08:29.262> kind<00:08:29.423> of<00:08:29.504> give<00:08:29.665> you<00:08:29.745> the<00:08:29.826> reason<00:08:30.148> why<00:08:30.712> I<00:08:30.793> got<00:08:30.954> to<00:08:31.115> fintech,<00:08:31.583> but<00:08:32.244> I<00:08:32.324> grew<00:08:32.469> up<00:08:32.582> in<00:08:32.646> the<00:08:32.808> inner<00:08:32.969> city<00:08:33.227> of<00:08:33.340> Oakland,<00:08:33.565> California,<00:08:34.179> in<00:08:34.404> East<00:08:34.646> Oakland.

00:08:35.373 --> 00:08:43.955
Um,<00:08:35.873> I<00:08:35.953> had<00:08:36.115> exposure<00:08:36.841> to<00:08:37.793> a<00:08:37.874> lot<00:08:38.051> of<00:08:38.212> underserved<00:08:38.697> communities,<00:08:39.568> um,<00:08:40.133> underserved<00:08:40.536> communities<00:08:40.972> that<00:08:41.101> had<00:08:41.343> all<00:08:41.440> the<00:08:41.601> upside<00:08:41.924> in<00:08:42.004> the<00:08:42.150> world<00:08:42.408> but<00:08:42.521> not<00:08:42.811> all<00:08:42.876> the<00:08:43.129> access<00:08:43.551> in<00:08:43.635> the<00:08:43.736> world.

00:08:44.522 --> 00:08:56.116
And<00:08:44.666> I<00:08:44.763> believe,<00:08:45.484> you<00:08:45.564> know,<00:08:45.789> through<00:08:45.949> the<00:08:46.110> idea<00:08:46.591> of<00:08:47.489> earning<00:08:47.793> money,<00:08:48.130> saving<00:08:48.531> money,<00:08:48.852> investing<00:08:49.413> money,<00:08:49.814> fintech<00:08:50.776> to<00:08:50.856> me<00:08:51.097> has<00:08:51.578> the<00:08:51.738> greatest<00:08:52.203> upside<00:08:52.684> to<00:08:52.748> have<00:08:53.342> the<00:08:53.566> largest<00:08:54.224> impact<00:08:54.929> on<00:08:55.170> future<00:08:55.587> generations.

00:08:56.613 --> 00:09:11.061
And<00:08:57.752> in<00:08:57.816> the<00:08:57.912> world<00:08:58.152> we<00:08:58.297> live<00:08:58.457> in<00:08:58.553> today,<00:08:58.858> where<00:08:58.938> it's<00:08:59.034> the<00:08:59.259> easiest<00:08:59.820> it's<00:09:00.061> ever<00:09:00.317> been<00:09:00.558> to<00:09:00.654> start<00:09:00.975> a<00:09:01.039> company,<00:09:01.600> to<00:09:01.841> earn<00:09:02.081> money,<00:09:03.043> save<00:09:03.284> money,<00:09:03.524> and<00:09:03.621> invest<00:09:04.086> money,<00:09:04.727> we<00:09:04.823> not<00:09:05.032> only<00:09:05.192> have<00:09:05.304> to<00:09:05.385> make<00:09:05.529> sure<00:09:05.705> that<00:09:05.834> we<00:09:05.930> are<00:09:06.010> thinking<00:09:06.395> from<00:09:06.571> a<00:09:06.716> literacy<00:09:07.132> standpoint,<00:09:07.838> how<00:09:07.870> do<00:09:07.998> we<00:09:08.030> make<00:09:08.191> it<00:09:08.255> so<00:09:08.399> people<00:09:08.720> understand<00:09:09.217> what<00:09:09.377> is<00:09:09.538> possible<00:09:09.955> and<00:09:10.083> how<00:09:10.179> to<00:09:10.340> engage<00:09:10.724> with<00:09:10.885> it?

00:09:11.382 --> 00:09:27.542
But<00:09:11.526> also<00:09:11.767> from<00:09:11.928> the<00:09:11.960> standpoint<00:09:12.441> of<00:09:12.505> making<00:09:12.826> sure<00:09:13.067> that<00:09:14.030> the<00:09:14.255> right<00:09:14.511> technologies<00:09:15.169> are<00:09:15.314> being<00:09:15.554> built<00:09:16.196> that<00:09:16.581> aren't<00:09:16.838> predatory<00:09:17.865> to<00:09:17.897> the<00:09:18.026> people<00:09:18.282> that<00:09:18.427> need<00:09:18.603> the<00:09:18.684> help<00:09:18.924> the<00:09:19.005> most<00:09:19.951> and<00:09:20.272> are<00:09:21.010> inspiring<00:09:21.733> folks<00:09:22.278> to<00:09:22.679> continue<00:09:23.578> to<00:09:23.883> kind<00:09:23.995> of<00:09:24.220> build<00:09:25.086> their<00:09:25.825> financial<00:09:26.306> future<00:09:26.627> and<00:09:26.707> their<00:09:26.932> financial<00:09:27.413> health.

00:09:28.376 --> 00:09:33.977
And<00:09:30.254> sorry,<00:09:32.227> what<00:09:32.324> was<00:09:32.484> the<00:09:32.564> second<00:09:32.709> question?

00:09:34.314 --> 00:09:35.325
Just<00:09:35.036> AI.

00:09:35.533 --> 00:09:39.064
How<00:09:35.629> do<00:09:35.758> you<00:09:35.934> think<00:09:36.159> AI<00:09:36.416> transforms<00:09:38.245> fintech?

00:09:39.689 --> 00:09:41.519
I<00:09:39.705> mean,<00:09:39.930> it's<00:09:40.042> going<00:09:40.139> to<00:09:40.187> affect<00:09:40.572> every<00:09:40.765> single<00:09:41.134> industry.

00:09:41.952 --> 00:09:51.088
But<00:09:42.097> that<00:09:42.273> one<00:09:42.434> in<00:09:42.514> particular,<00:09:43.156> with<00:09:43.381> all<00:09:43.622> of<00:09:43.863> the,<00:09:44.344> with<00:09:44.585> the<00:09:44.826> potential<00:09:45.163> for<00:09:45.324> fraud,<00:09:45.709> all<00:09:45.886> of<00:09:45.966> that<00:09:46.191> type<00:09:46.367> of<00:09:46.400> stuff,<00:09:46.689> like<00:09:46.929> you<00:09:47.170> got<00:09:47.299> to<00:09:47.331> protect<00:09:47.812> against<00:09:48.198> AI<00:09:49.081> as<00:09:49.241> much<00:09:49.482> as<00:09:49.563> you've<00:09:49.675> got<00:09:49.819> to<00:09:49.900> build<00:09:50.141> with<00:09:50.365> it,<00:09:50.462> it<00:09:50.542> seems<00:09:50.879> like.

00:09:51.489 --> 00:09:51.746
Yes.

00:09:52.051 --> 00:10:02.985
Um,<00:09:53.271> and<00:09:53.368> so<00:09:54.636> beyond<00:09:55.037> that,<00:09:55.664> AI<00:09:56.065> has<00:09:56.386> such<00:09:56.579> an<00:09:56.643> important<00:09:57.189> role,<00:09:57.430> but<00:09:57.526> also<00:09:57.767> such<00:09:58.024> a<00:09:58.088> huge<00:09:58.329> responsibility,<00:09:59.597> uh,<00:09:59.854> across<00:10:00.256> the<00:10:00.528> specific<00:10:01.620> communities<00:10:02.118> that<00:10:02.214> I'm<00:10:02.359> talking<00:10:02.680> about.

00:10:03.065 --> 00:10:07.609
You<00:10:03.129> know,<00:10:03.451> 80%<00:10:03.788> of<00:10:03.948> America<00:10:04.366> doesn't<00:10:04.591> have<00:10:04.831> $500<00:10:05.634> in<00:10:05.714> case<00:10:06.036> of<00:10:06.132> an<00:10:06.212> emergency<00:10:07.015> in<00:10:07.143> their<00:10:07.240> savings<00:10:07.497> account.

00:10:07.770 --> 00:10:07.866
Now.

00:10:08.267 --> 00:10:22.658
And,<00:10:09.069> um,<00:10:10.032> with<00:10:10.128> the<00:10:10.224> technology<00:10:10.834> that's<00:10:11.010> being<00:10:11.251> built<00:10:11.492> around<00:10:11.813> finance,<00:10:12.358> uh,<00:10:12.839> uh,<00:10:13.176> around<00:10:14.219> fintech<00:10:14.604> right<00:10:14.781> now,<00:10:15.503> it<00:10:15.727> is,<00:10:16.449> uh,<00:10:17.588> it<00:10:17.653> is<00:10:17.893> one—<00:10:18.615> fintech<00:10:18.936> has<00:10:19.193> the<00:10:19.273> most<00:10:19.658> data,<00:10:20.460> um,<00:10:21.343> in<00:10:21.680> out<00:10:21.776> of<00:10:21.904> any<00:10:22.081> other<00:10:22.241> industry.

00:10:23.268 --> 00:10:27.824
And,<00:10:23.589> um,<00:10:24.086> through<00:10:24.391> AI,<00:10:25.209> we<00:10:25.370> can<00:10:25.530> use<00:10:25.755> that<00:10:25.931> data<00:10:26.172> for<00:10:26.396> good<00:10:26.814> and<00:10:26.894> we<00:10:26.974> can<00:10:27.118> use<00:10:27.311> it<00:10:27.375> for<00:10:27.536> bad.

00:10:28.402 --> 00:10:34.994
Um,<00:10:28.883> you<00:10:28.915> know,<00:10:29.381> my<00:10:29.621> goal<00:10:29.798> is<00:10:29.942> to<00:10:30.022> make<00:10:30.183> it<00:10:30.215> so<00:10:30.327> I'm<00:10:30.504> constantly<00:10:30.969> investing<00:10:31.466> and<00:10:31.611> working<00:10:31.883> with<00:10:32.092> companies<00:10:32.445> that<00:10:32.573> are<00:10:32.734> using<00:10:33.055> it<00:10:33.712> for<00:10:33.792> the<00:10:33.936> best<00:10:34.193> possible<00:10:34.657> outcome.

00:10:35.699 --> 00:10:50.166
And<00:10:35.955> that's<00:10:36.195> everything<00:10:36.660> from<00:10:37.477> taking<00:10:37.781> someone's<00:10:39.800> financial<00:10:40.345> data<00:10:40.585> and<00:10:40.681> being<00:10:40.922> able<00:10:41.082> to<00:10:41.242> recommend<00:10:41.723> them<00:10:42.123> different<00:10:43.645> products<00:10:44.286> in<00:10:44.430> different<00:10:46.209> ways<00:10:46.689> to<00:10:47.010> take<00:10:47.330> their<00:10:47.490> money<00:10:47.827> and<00:10:47.971> better<00:10:48.275> invest<00:10:48.756> it,<00:10:48.932> better<00:10:49.173> save<00:10:49.509> it,<00:10:49.733> better<00:10:50.054> earn.

00:10:50.871 --> 00:10:55.629
It's<00:10:51.079> also<00:10:51.336> the<00:10:51.480> one<00:10:51.736> that's<00:10:51.960> going<00:10:52.137> to<00:10:52.297> make<00:10:52.473> it<00:10:52.601> so<00:10:53.482> we<00:10:53.883> are<00:10:54.684> using<00:10:54.940> data<00:10:55.261> for<00:10:55.421> good.

00:10:55.886 --> 00:11:03.015
As<00:10:55.998> I<00:10:56.062> talked<00:10:56.318> about<00:10:56.543> the<00:10:56.687> word<00:10:56.927> predatory,<00:10:58.465> you<00:10:58.545> talk<00:10:58.786> about<00:10:59.090> payday<00:10:59.426> lending,<00:10:59.811> you<00:10:59.907> talk<00:11:00.131> about<00:11:00.388> microlending,<00:11:01.189> you<00:11:01.269> talk<00:11:01.509> about<00:11:01.750> the<00:11:01.830> entire<00:11:02.310> lending<00:11:02.695> market.

00:11:04.137 --> 00:11:08.078
There's<00:11:04.313> a<00:11:04.457> lot<00:11:04.633> of<00:11:04.794> folks<00:11:05.114> out<00:11:05.274> there<00:11:05.435> that<00:11:05.595> are<00:11:05.675> very<00:11:06.059> vulnerable<00:11:06.636> that<00:11:06.797> need<00:11:06.973> a<00:11:06.989> lot<00:11:07.213> of<00:11:07.277> financial<00:11:07.822> help.

00:11:08.495 --> 00:11:15.897
And<00:11:08.623> we<00:11:08.719> have<00:11:08.960> to<00:11:09.024> make<00:11:09.200> sure<00:11:09.440> that<00:11:09.584> we<00:11:09.681> are<00:11:09.761> not<00:11:09.985> only<00:11:10.321> building<00:11:10.706> products,<00:11:11.523> but<00:11:11.603> we're<00:11:11.747> also<00:11:12.004> utilizing<00:11:12.501> their<00:11:12.805> data<00:11:13.286> to<00:11:13.462> empower<00:11:13.927> them<00:11:14.087> to<00:11:14.231> make<00:11:14.391> the<00:11:14.455> right<00:11:14.872> decision.

00:11:16.634 --> 00:11:31.359
A<00:11:16.714> lot<00:11:16.795> of<00:11:16.891> this<00:11:17.115> comes<00:11:17.291> back<00:11:17.596> to<00:11:17.692> the<00:11:17.836> type<00:11:18.092> of<00:11:18.173> companies<00:11:18.589> that<00:11:18.717> are<00:11:18.813> being<00:11:19.054> founded<00:11:19.438> and<00:11:19.518> the<00:11:19.615> type<00:11:19.791> of<00:11:19.935> founders<00:11:20.416> that<00:11:20.496> are<00:11:20.576> building<00:11:20.896> these<00:11:21.137> businesses<00:11:22.098> and<00:11:22.258> making<00:11:22.563> sure<00:11:22.739> that<00:11:22.819> the<00:11:22.979> people<00:11:23.300> that<00:11:23.396> are<00:11:23.524> building<00:11:23.844> products<00:11:24.325> for<00:11:24.405> the<00:11:24.501> most,<00:11:25.367> for<00:11:25.447> the<00:11:25.527> most<00:11:25.783> vulnerable<00:11:26.264> populations<00:11:27.209> are<00:11:27.450> also<00:11:27.786> the<00:11:27.946> ones<00:11:28.667> that<00:11:28.892> understand<00:11:29.709> those<00:11:29.949> populations'<00:11:30.670> true<00:11:31.135> issues.

00:11:31.953 --> 00:11:40.592
And<00:11:32.033> we're<00:11:32.193> not<00:11:32.354> just<00:11:32.595> building<00:11:32.836> products<00:11:33.221> to<00:11:33.318> make,<00:11:35.148> to<00:11:35.229> make<00:11:35.405> just<00:11:35.646> billion-dollar<00:11:36.272> outcomes,<00:11:36.851> but<00:11:36.931> we're<00:11:37.075> doing<00:11:37.332> it<00:11:37.477> for<00:11:37.573> positive<00:11:38.135> impacts<00:11:39.099> as<00:11:39.340> well<00:11:39.725> as<00:11:39.902> large<00:11:40.287> outcome.

00:11:41.251 --> 00:11:58.499
And<00:11:41.572> I<00:11:42.134> actually<00:11:42.873> take<00:11:43.033> a<00:11:43.050> lot<00:11:43.210> of<00:11:43.274> pride<00:11:43.531> in<00:11:43.596> just<00:11:43.756> being<00:11:44.720> a<00:11:44.880> Black<00:11:45.603> VC<00:11:46.486> that<00:11:46.872> grew<00:11:47.193> up<00:11:47.450> in<00:11:47.594> the<00:11:47.755> community<00:11:48.413> that<00:11:48.638> I<00:11:48.815> believe<00:11:49.778> needs<00:11:50.100> to<00:11:51.304> get<00:11:52.091> access<00:11:52.508> to<00:11:52.653> the<00:11:52.749> best<00:11:52.990> innovation<00:11:54.259> by<00:11:54.355> the<00:11:54.596> founders<00:11:55.319> and<00:11:55.463> the<00:11:55.624> businesses<00:11:56.282> that<00:11:56.427> are<00:11:56.604> building<00:11:57.567> the<00:11:57.647> most<00:11:57.888> responsibly.

00:11:59.477 --> 00:11:59.669
Yeah.

00:11:59.717 --> 00:12:02.201
How<00:11:59.829> much<00:12:00.054> venture<00:12:00.358> capital<00:12:00.679> goes<00:12:00.919> to<00:12:01.015> Black<00:12:01.271> founders<00:12:01.736> every<00:12:01.960> year?

00:12:03.018 --> 00:12:04.861
An<00:12:03.098> embarrassing,<00:12:03.739> an<00:12:03.883> embarrassing<00:12:04.460> number.

00:12:05.165 --> 00:12:06.720
Uh,<00:12:05.662> well<00:12:06.367> below<00:12:06.608> 2%.

00:12:06.768 --> 00:12:09.444
I<00:12:06.784> was<00:12:06.928> going<00:12:07.938> to<00:12:08.082> say<00:12:08.386> below<00:12:08.691> 1<00:12:09.204> even.

00:12:09.492 --> 00:12:12.361
So<00:12:09.733> yeah,<00:12:09.893> if<00:12:10.005> it's<00:12:10.229> below<00:12:10.534> 2,<00:12:11.335> um,<00:12:11.591> it's<00:12:11.832> below<00:12:12.216> 1.

00:12:12.457 --> 00:12:13.562
That<00:12:12.649> is<00:12:12.938> fascinating.

00:12:13.851 --> 00:12:14.925
It's<00:12:14.075> below<00:12:14.316> 1<00:12:14.540> for<00:12:14.700> women.

00:12:15.421 --> 00:12:15.966
Is<00:12:15.501> that<00:12:15.678> what<00:12:15.902> it<00:12:15.934> is?

00:12:16.014 --> 00:12:18.947
Below<00:12:16.142> 1<00:12:16.399> for,<00:12:16.944> uh,<00:12:17.280> minority<00:12:18.466> GPs.

00:12:19.508 --> 00:12:25.246
So<00:12:19.924> me<00:12:20.149> specifically<00:12:20.966> being<00:12:21.190> a<00:12:21.286> GP<00:12:21.911> of<00:12:22.024> a<00:12:22.168> venture<00:12:22.488> fund,<00:12:22.713> a<00:12:22.809> founder<00:12:23.129> and<00:12:23.193> a<00:12:23.209> GP<00:12:23.594> of<00:12:23.690> a<00:12:23.770> venture<00:12:24.011> fund,<00:12:24.572> That<00:12:24.732> is<00:12:24.893> sub-1%.

00:12:26.579 --> 00:12:27.558
Why<00:12:26.739> do<00:12:26.803> you<00:12:26.964> think<00:12:27.141> that<00:12:27.365> is?

00:12:28.730 --> 00:12:56.276
You<00:12:28.811> know,<00:12:28.987> within<00:12:29.228> the<00:12:29.373> VC<00:12:29.646> space,<00:12:30.031> it's<00:12:30.127> a<00:12:30.191> networks<00:12:30.818> breeds<00:12:31.155> networks<00:12:31.717> type<00:12:31.958> of<00:12:31.990> space<00:12:32.905> that,<00:12:33.226> you<00:12:33.322> know,<00:12:33.483> and<00:12:33.628> so,<00:12:34.109> um,<00:12:35.073> you<00:12:35.153> know,<00:12:35.233> I<00:12:35.394> was,<00:12:35.651> I<00:12:35.811> was<00:12:36.036> very<00:12:36.357> privileged<00:12:36.935> to,<00:12:37.160> to,<00:12:37.337> to<00:12:37.497> grow<00:12:37.738> up<00:12:38.123> in,<00:12:38.766> in<00:12:40.291> East<00:12:40.612> Oakland,<00:12:41.094> California,<00:12:42.459> while<00:12:42.571> at<00:12:42.635> the<00:12:42.716> same<00:12:43.021> time,<00:12:43.583> you<00:12:43.615> know,<00:12:44.225> be<00:12:44.402> put<00:12:44.546> in<00:12:44.642> private<00:12:45.028> schools,<00:12:45.525> at<00:12:45.606> the<00:12:45.686> same<00:12:45.991> time<00:12:46.328> be<00:12:46.971> good<00:12:47.115> enough<00:12:47.388> at<00:12:47.533> football<00:12:47.998> to,<00:12:48.416> to<00:12:48.576> be<00:12:48.737> able<00:12:48.897> to<00:12:49.122> get,<00:12:49.524> uh,<00:12:50.327> to<00:12:50.408> get<00:12:50.569> the<00:12:50.602> ability<00:12:50.940> to<00:12:51.053> play<00:12:51.311> football<00:12:51.617> at<00:12:51.794> UC<00:12:52.036> Berkeley<00:12:52.439> and<00:12:52.584> get<00:12:52.746> to<00:12:53.407> one<00:12:53.503> of<00:12:53.568> the<00:12:53.729> best<00:12:54.358> public<00:12:54.696> universities<00:12:55.438> in<00:12:55.502> the<00:12:55.583> entire<00:12:56.050> world.

00:12:56.873 --> 00:13:04.682
And<00:12:56.969> so<00:12:59.379> less<00:12:59.704> than,<00:12:59.947> I<00:13:00.093> believe<00:13:00.693> it's<00:13:00.871> still<00:13:01.066> this,<00:13:01.244> like<00:13:01.650> less<00:13:01.877> than<00:13:01.974> 2%<00:13:02.233> of<00:13:02.444> all<00:13:02.525> of<00:13:02.688> UC<00:13:03.174> Berkeley<00:13:03.758> is<00:13:03.904> African<00:13:04.228> American.

00:13:05.927 --> 00:13:16.888
And<00:13:06.008> so<00:13:06.815> the<00:13:07.784> stats<00:13:08.252> that<00:13:08.301> I'm<00:13:08.511> sharing<00:13:08.979> right<00:13:09.237> now,<00:13:11.401> it<00:13:11.498> is<00:13:11.724> consistent<00:13:12.548> across<00:13:13.178> all<00:13:13.678> the<00:13:14.228> networks<00:13:15.218> that<00:13:15.461> ultimately<00:13:16.012> get<00:13:16.175> into<00:13:16.434> this<00:13:16.596> space.

00:13:17.346 --> 00:13:26.386
I<00:13:17.442> just<00:13:17.602> happen<00:13:17.923> to<00:13:18.019> be<00:13:18.708> one<00:13:18.820> of<00:13:18.965> the<00:13:19.109> lucky<00:13:19.429> ones<00:13:19.686> that<00:13:20.006> both<00:13:20.311> worked<00:13:20.567> hard<00:13:20.968> and,<00:13:21.144> and<00:13:21.289> got<00:13:21.449> a<00:13:21.465> little<00:13:21.689> bit<00:13:21.850> lucky<00:13:22.170> along<00:13:22.491> the<00:13:22.571> way<00:13:23.212> to<00:13:23.292> find<00:13:23.533> my<00:13:23.677> way<00:13:23.933> into<00:13:24.174> these<00:13:24.478> rooms<00:13:24.895> and<00:13:24.975> be<00:13:25.200> able<00:13:25.360> to<00:13:25.456> take<00:13:25.616> advantage<00:13:26.081> of<00:13:26.177> them.

00:13:27.844 --> 00:13:37.493
But<00:13:28.005> yeah,<00:13:28.325> you<00:13:28.357> know,<00:13:28.565> like<00:13:28.678> at<00:13:28.742> the<00:13:28.886> end<00:13:28.982> of<00:13:29.062> the<00:13:29.143> day<00:13:29.383> here,<00:13:29.559> if<00:13:29.768> you're<00:13:29.944> building<00:13:30.200> a<00:13:30.265> company<00:13:30.729> and<00:13:30.825> you're<00:13:30.970> a<00:13:30.986> team<00:13:31.162> of<00:13:31.306> 5<00:13:31.643> and<00:13:31.723> someone<00:13:32.012> says<00:13:32.172> we're<00:13:32.268> hiring<00:13:32.653> someone<00:13:32.989> new,<00:13:33.951> the<00:13:34.191> instinct<00:13:34.736> is,<00:13:34.849> is<00:13:35.137> I'm<00:13:35.313> just<00:13:35.474> gonna<00:13:35.698> look<00:13:35.810> into<00:13:36.035> my<00:13:36.195> network<00:13:36.612> and<00:13:36.740> hire<00:13:36.932> someone<00:13:37.301> else.

00:13:37.557 --> 00:13:45.347
And<00:13:37.638> if<00:13:37.798> it's<00:13:38.743> 5<00:13:39.000> white<00:13:39.240> people<00:13:39.641> or<00:13:40.202> 5<00:13:40.459> Asian<00:13:40.763> people<00:13:41.003> or<00:13:41.164> 5<00:13:41.388> Black<00:13:41.725> people,<00:13:42.190> odds<00:13:42.510> are<00:13:42.767> that<00:13:42.927> next<00:13:43.183> hire<00:13:43.488> is<00:13:43.648> going<00:13:43.808> to<00:13:44.113> look<00:13:44.353> like<00:13:44.530> the<00:13:44.610> rest<00:13:44.866> of<00:13:44.946> the<00:13:45.075> team.

00:13:45.796 --> 00:14:06.362
And<00:13:45.876> so<00:13:46.277> we<00:13:46.454> just<00:13:46.614> need<00:13:46.775> to<00:13:46.855> be<00:13:47.015> better<00:13:47.400> at<00:13:47.737> welcoming<00:13:48.299> people<00:13:48.764> into<00:13:49.197> the<00:13:49.341> community<00:13:50.304> and<00:13:50.448> being<00:13:50.625> really<00:13:51.026> thoughtful<00:13:51.427> and<00:13:51.587> conscious<00:13:52.085> about<00:13:53.256> making<00:13:53.512> sure<00:13:53.833> that<00:13:54.635> the<00:13:54.796> people<00:13:55.181> that<00:13:55.277> are<00:13:55.357> deploying<00:13:55.983> money,<00:13:56.865> uh,<00:13:57.427> look<00:13:57.747> like<00:13:58.485> the<00:13:58.886> problems<00:13:59.833> we're<00:13:59.929> trying<00:14:00.250> to<00:14:00.394> solve<00:14:01.373> and<00:14:01.597> come<00:14:01.934> from<00:14:02.175> the<00:14:02.319> problems<00:14:02.720> that<00:14:02.817> we're<00:14:02.913> trying<00:14:03.137> to<00:14:03.218> solve<00:14:03.843> and<00:14:04.325> come<00:14:04.501> from<00:14:04.661> the<00:14:04.726> socioeconomic<00:14:05.688> backgrounds.

00:14:06.651 --> 00:14:12.121
Uh,<00:14:07.469> because<00:14:07.693> I<00:14:07.790> take<00:14:08.030> a<00:14:08.046> lot<00:14:08.207> of<00:14:08.271> pride<00:14:08.528> in,<00:14:08.752> in,<00:14:08.993> in<00:14:09.089> my,<00:14:09.538> my<00:14:09.634> fellow<00:14:09.955> GPs,<00:14:10.501> Marcos<00:14:10.838> Fernandez<00:14:11.255> and<00:14:11.463> Alex<00:14:11.720> Harris.

00:14:12.426 --> 00:14:20.322
We<00:14:12.523> both<00:14:12.685> take<00:14:12.927> so<00:14:13.104> much<00:14:13.331> pride<00:14:13.653> in<00:14:13.815> being<00:14:14.057> able<00:14:14.299> to<00:14:15.090> understand<00:14:15.494> how<00:14:15.914> we,<00:14:16.140> we<00:14:16.221> have<00:14:16.398> a<00:14:16.560> deep<00:14:16.786> understanding<00:14:17.189> of<00:14:17.270> how<00:14:17.367> to<00:14:17.431> solve<00:14:18.093> the<00:14:18.239> problems<00:14:18.659> because<00:14:18.981> we<00:14:19.207> come<00:14:19.547> from<00:14:19.773> those<00:14:20.015> problems.

00:14:21.064 --> 00:14:29.705
And<00:14:21.242> if<00:14:21.322> that<00:14:21.629> connection,<00:14:23.242> that<00:14:23.580> thread<00:14:24.129> isn't<00:14:24.387> there,<00:14:26.226> you're<00:14:26.322> basically<00:14:26.790> trying<00:14:26.968> to<00:14:27.032> solve<00:14:27.290> problems<00:14:27.838> based<00:14:28.161> on<00:14:28.709> ChatGPT<00:14:29.303> research.

00:14:30.911 --> 00:14:32.213
Yeah,<00:14:31.377> yeah,<00:14:31.779> exactly.

00:14:33.306 --> 00:14:48.980
What<00:14:33.403> do<00:14:33.483> you<00:14:33.580> think<00:14:34.110> of<00:14:35.477> the<00:14:35.573> trajectory<00:14:36.923> of<00:14:37.150> DEI,<00:14:37.749> diversity,<00:14:38.251> equity,<00:14:38.542> and<00:14:38.623> inclusion,<00:14:39.109> and<00:14:39.206> the<00:14:39.287> fact<00:14:39.530> that<00:14:39.676> like<00:14:39.854> it<00:14:39.919> was<00:14:40.097> so<00:14:41.016> universally<00:14:41.658> accepted,<00:14:42.220> probably<00:14:42.573> in<00:14:42.718> 2018,<00:14:43.665> it<00:14:43.697> was<00:14:44.002> such<00:14:44.227> a<00:14:44.324> big<00:14:45.512> push,<00:14:45.833> and<00:14:45.929> now<00:14:46.636> the<00:14:46.732> trajectory<00:14:47.230> seems<00:14:47.519> to<00:14:47.615> be<00:14:47.760> going<00:14:48.017> the<00:14:48.241> opposite<00:14:48.739> way.

00:14:50.409 --> 00:14:54.728
What<00:14:50.570> are<00:14:50.650> your<00:14:50.810> feelings<00:14:51.308> on<00:14:51.388> that,<00:14:51.549> and<00:14:51.629> how<00:14:51.806> are<00:14:52.111> companies<00:14:52.834> that<00:14:53.058> you<00:14:53.235> are<00:14:53.315> investing<00:14:53.877> in<00:14:54.102> thinking<00:14:54.375> about<00:14:54.680> it?

00:14:55.724 --> 00:14:55.948
Yeah.

00:14:56.045 --> 00:15:06.160
Well,<00:14:57.650> as<00:14:57.795> you<00:14:57.907> know,<00:14:58.212> from<00:14:58.437> the<00:14:58.534> investment<00:14:59.015> standpoint,<00:14:59.722> you<00:14:59.754> see<00:14:59.914> it<00:14:59.963> in<00:15:00.043> the<00:15:00.139> public<00:15:00.460> markets,<00:15:00.862> there's<00:15:01.263> different<00:15:01.584> waves,<00:15:02.050> there's<00:15:02.178> different<00:15:02.548> trends,<00:15:03.254> and<00:15:04.057> when<00:15:04.153> the<00:15:04.314> trend<00:15:04.571> is<00:15:04.715> humming,<00:15:05.261> everyone's<00:15:05.679> behind<00:15:06.064> it.

00:15:07.124 --> 00:15:16.922
The<00:15:07.365> DEI<00:15:07.927> wave<00:15:08.232> was<00:15:08.409> one<00:15:08.650> that,<00:15:09.517> um,<00:15:10.015> you<00:15:10.096> know,<00:15:10.481> I,<00:15:10.658> I<00:15:11.284> look<00:15:11.461> back<00:15:11.766> on<00:15:11.863> and<00:15:11.943> I'm<00:15:12.088> frankly<00:15:12.425> frustrated<00:15:12.987> with<00:15:13.228> because<00:15:13.533> the<00:15:13.565> second<00:15:14.417> we<00:15:14.513> saw<00:15:14.834> that<00:15:15.059> wave<00:15:15.332> is<00:15:15.477> the<00:15:15.557> second<00:15:15.862> I<00:15:15.943> looked<00:15:16.119> at<00:15:16.200> everyone<00:15:16.505> around<00:15:16.842> me.

00:15:17.003 --> 00:15:19.733
I<00:15:17.083> said,<00:15:17.324> this<00:15:17.501> is<00:15:17.629> a<00:15:17.709> wave,<00:15:18.673> um,<00:15:18.850> but<00:15:18.946> it's<00:15:19.155> going<00:15:19.332> to<00:15:19.476> die.

00:15:20.119 --> 00:15:33.241
Um,<00:15:20.376> because<00:15:20.633> historically<00:15:21.259> when<00:15:21.404> it<00:15:21.500> come—<00:15:21.966> when<00:15:22.127> people<00:15:22.303> are<00:15:22.528> rallying<00:15:22.946> behind,<00:15:24.215> uh,<00:15:24.375> and<00:15:24.472> around,<00:15:25.179> uh,<00:15:25.355> specifically<00:15:26.014> such<00:15:26.255> like<00:15:26.464> a<00:15:26.624> racial<00:15:27.363> revolution,<00:15:28.552> um,<00:15:29.355> uh,<00:15:29.692> it,<00:15:29.853> it<00:15:30.030> tends<00:15:30.479> to<00:15:30.656> be<00:15:31.218> a<00:15:31.298> spike<00:15:32.102> and<00:15:32.182> then<00:15:32.342> a<00:15:32.583> big<00:15:32.824> decline.

00:15:33.867 --> 00:15:37.607
And<00:15:33.947> this<00:15:34.188> one<00:15:34.589> was<00:15:34.910> actually<00:15:35.231> inspired<00:15:35.873> by<00:15:36.580> the<00:15:36.676> death<00:15:36.852> of<00:15:36.997> George<00:15:37.302> Floyd.

00:15:38.425 --> 00:15:45.696
And<00:15:39.870> it<00:15:40.688> raised<00:15:41.170> a<00:15:41.250> ton<00:15:41.411> of<00:15:41.491> conversations,<00:15:42.759> but<00:15:42.855> it<00:15:42.935> also<00:15:43.497> forced<00:15:43.963> a<00:15:43.995> lot<00:15:44.219> of<00:15:44.300> people<00:15:44.845> to<00:15:45.022> confront<00:15:45.584> it.

00:15:46.370 --> 00:15:49.083
And<00:15:47.108> a<00:15:47.253> lot<00:15:47.413> of<00:15:47.510> folks<00:15:47.734> confronted<00:15:48.248> it<00:15:48.376> in<00:15:48.457> different<00:15:48.713> ways.

00:15:49.596 --> 00:16:00.863
Some<00:15:50.238> were<00:15:50.543> nonprofits<00:15:51.362> that<00:15:51.506> were<00:15:52.405> able<00:15:52.630> to<00:15:52.790> raise<00:15:53.111> more<00:15:53.272> money<00:15:53.544> that<00:15:53.689> they<00:15:53.994> ever<00:15:54.251> raised<00:15:54.652> in<00:15:54.732> their<00:15:54.893> entire<00:15:55.294> lives<00:15:55.695> because<00:15:55.936> there<00:15:56.016> were<00:15:56.096> so<00:15:56.241> many<00:15:56.498> corporates<00:15:57.124> that<00:15:57.220> were<00:15:57.316> saying,<00:15:57.621> we<00:15:57.782> need<00:15:57.942> to<00:15:58.167> act<00:15:58.424> on<00:15:58.584> this<00:15:58.745> because<00:15:59.050> the<00:15:59.146> people<00:15:59.387> are<00:15:59.483> saying<00:15:59.948> we<00:16:00.029> need<00:16:00.221> to<00:16:00.334> act<00:16:00.606> on<00:16:00.767> it.

00:16:02.018 --> 00:16:12.348
You<00:16:02.098> saw<00:16:02.355> VCs<00:16:02.997> open<00:16:03.221> up<00:16:03.318> separate<00:16:03.879> VC<00:16:04.280> funds<00:16:04.488> and<00:16:04.601> say,<00:16:04.745> we're<00:16:05.339> exclusively<00:16:06.044> going<00:16:06.285> to<00:16:06.445> invest<00:16:06.991> in<00:16:07.889> Black<00:16:09.012> GPs<00:16:09.798> or<00:16:09.974> Black<00:16:10.375> founders<00:16:11.081> or<00:16:11.338> female<00:16:11.819> founders.

00:16:13.728 --> 00:16:19.727
And<00:16:13.824> so<00:16:14.289> it<00:16:14.322> was<00:16:14.466> very<00:16:14.690> exciting<00:16:15.188> for<00:16:15.268> a<00:16:15.332> long<00:16:15.589> time,<00:16:15.910> and<00:16:15.974> I<00:16:16.070> think<00:16:16.246> a<00:16:16.375> lot<00:16:16.551> of<00:16:16.776> really<00:16:17.032> great<00:16:17.353> money<00:16:17.899> flowed<00:16:18.460> to<00:16:18.620> really<00:16:18.861> great<00:16:19.118> causes.

00:16:20.561 --> 00:16:28.293
What<00:16:20.722> I'm<00:16:20.962> most<00:16:21.267> frustrated<00:16:21.845> about<00:16:22.390> is<00:16:23.689> now<00:16:24.010> that<00:16:24.155> that<00:16:24.411> wave<00:16:24.636> has<00:16:24.812> passed,<00:16:25.550> it's<00:16:25.775> not<00:16:26.015> becoming<00:16:26.577> a<00:16:26.657> consistent<00:16:27.299> cause<00:16:27.780> for<00:16:27.860> everyone.

00:16:28.662 --> 00:16:40.358
And<00:16:28.807> we're<00:16:31.088> seeing<00:16:31.377> a<00:16:31.393> lot<00:16:31.618> of<00:16:31.715> the<00:16:32.598> minority<00:16:33.385> GPs<00:16:34.108> and<00:16:34.189> minority<00:16:34.767> founders<00:16:35.972> going<00:16:36.374> back<00:16:36.936> to<00:16:37.418> look<00:16:37.643> for<00:16:37.739> that<00:16:37.964> money<00:16:38.221> to<00:16:38.366> raise<00:16:38.542> that<00:16:38.783> next<00:16:39.089> round<00:16:39.410> or<00:16:39.522> that<00:16:39.747> next<00:16:40.068> fund.

00:16:40.470 --> 00:16:49.515
And<00:16:40.711> the<00:16:40.840> money's<00:16:41.113> just<00:16:41.273> not<00:16:41.514> there<00:16:41.996> because<00:16:42.221> it<00:16:42.253> was<00:16:42.543> earmarked<00:16:43.346> for<00:16:43.442> a<00:16:43.458> certain<00:16:43.844> cause<00:16:44.310> that<00:16:44.390> has<00:16:44.551> now<00:16:44.792> passed,<00:16:45.611> that<00:16:45.675> was<00:16:45.852> part<00:16:46.013> of<00:16:46.109> a<00:16:46.173> trend<00:16:46.655> and<00:16:46.752> a<00:16:46.960> wave<00:16:47.619> that<00:16:47.764> is<00:16:47.860> now<00:16:48.101> gone.

00:16:50.334 --> 00:16:52.439
And<00:16:50.527> DEI<00:16:51.314> was<00:16:51.491> a<00:16:51.555> proponent<00:16:52.053> of<00:16:52.182> that.

00:16:52.535 --> 00:17:12.398
It<00:16:52.599> was<00:16:52.760> kind<00:16:52.937> of<00:16:53.081> tertiary,<00:16:53.804> but<00:16:54.125> we<00:16:54.206> saw<00:16:54.591> all<00:16:54.752> the<00:16:54.913> huge<00:16:55.812> corporate<00:16:56.293> companies,<00:16:57.015> that<00:16:57.320> all<00:16:57.400> the<00:16:57.496> big<00:16:58.202> tech<00:16:58.378> companies<00:16:59.020> building<00:16:59.405> out<00:16:59.646> infrastructure<00:17:00.448> there,<00:17:01.170> not<00:17:01.362> only<00:17:01.667> for<00:17:02.132> their<00:17:02.549> front-facing<00:17:03.191> brand,<00:17:03.592> but<00:17:03.752> for<00:17:03.832> their<00:17:04.217> internal<00:17:04.875> employees<00:17:05.661> of<00:17:05.901> thousands<00:17:06.399> of<00:17:06.463> people<00:17:06.960> that<00:17:07.040> were<00:17:07.281> looking<00:17:07.602> for<00:17:07.762> a<00:17:07.906> lifeline<00:17:08.404> to<00:17:08.532> help<00:17:08.725> them<00:17:08.885> kind<00:17:09.029> of<00:17:09.126> navigate,<00:17:10.313> frankly,<00:17:10.649> like<00:17:10.810> a<00:17:10.970> world<00:17:11.275> that<00:17:11.371> didn't<00:17:11.692> look<00:17:11.933> like<00:17:12.173> them.

00:17:13.039 --> 00:17:18.958
And<00:17:14.002> now<00:17:14.178> we're<00:17:14.339> even<00:17:14.563> seeing<00:17:14.980> those,<00:17:15.446> those<00:17:16.103> programs<00:17:16.665> die<00:17:17.001> across<00:17:17.451> multiple<00:17:17.884> different<00:17:18.204> tech<00:17:18.429> companies.

00:17:19.071 --> 00:17:21.220
So<00:17:19.295> it's,<00:17:20.193> I<00:17:20.274> think<00:17:20.418> it's<00:17:20.498> super<00:17:20.771> sad.

00:17:21.798 --> 00:17:34.560
And<00:17:21.894> I<00:17:22.038> just<00:17:22.199> hate<00:17:22.519> the<00:17:22.664> fact<00:17:22.920> that<00:17:23.866> as<00:17:24.107> a,<00:17:25.472> as<00:17:25.584> a<00:17:25.729> Black<00:17:26.837> person,<00:17:28.362> I<00:17:28.458> don't<00:17:28.683> like<00:17:28.860> the<00:17:28.940> fact<00:17:29.197> that<00:17:29.326> I<00:17:29.502> feel<00:17:29.647> like<00:17:30.209> really<00:17:30.610> bad<00:17:31.011> moments<00:17:31.429> like<00:17:31.654> George<00:17:31.991> Floyd<00:17:32.312> need<00:17:32.585> to<00:17:32.633> happen<00:17:33.516> for<00:17:33.613> those<00:17:33.902> waves<00:17:34.159> to<00:17:34.319> hit.

00:17:34.881 --> 00:17:45.719
And<00:17:34.977> it's<00:17:35.138> not<00:17:35.459> something<00:17:36.390> that<00:17:36.551> is<00:17:36.888> a<00:17:36.968> much<00:17:37.274> more<00:17:37.370> like<00:17:37.852> organic<00:17:38.799> type<00:17:40.003> of,<00:17:40.822> call<00:17:40.999> it<00:17:41.079> a<00:17:41.223> good<00:17:41.545> moment,<00:17:42.171> an<00:17:42.251> inspiring<00:17:42.990> moment<00:17:43.552> that<00:17:43.793> pushes<00:17:44.354> these<00:17:44.595> trends<00:17:44.997> into<00:17:45.238> existence.

00:17:46.747 --> 00:17:48.304
What<00:17:46.843> does<00:17:46.988> a<00:17:47.068> typical<00:17:47.469> day<00:17:47.630> look<00:17:47.807> like<00:17:48.031> for<00:17:48.128> you?

00:17:48.932 --> 00:17:49.368
Oh<00:17:49.174> man.

00:17:50.145 --> 00:17:50.791
Typical<00:17:50.549> day.

00:17:51.099 --> 00:17:53.104
I'll<00:17:51.276> just<00:17:51.503> be<00:17:51.681> very<00:17:52.085> literal<00:17:52.473> in<00:17:52.554> that<00:17:52.813> answer.

00:17:53.847 --> 00:17:55.286
Wake<00:17:54.025> up<00:17:54.122> at<00:17:54.252> 5:30<00:17:54.898> AM.

00:17:55.949 --> 00:17:59.374
I<00:17:56.111> go<00:17:56.273> work<00:17:56.596> out<00:17:57.906> because<00:17:58.132> that's<00:17:58.310> the<00:17:58.342> only<00:17:58.456> quiet<00:17:58.713> time<00:17:58.891> I<00:17:58.923> have<00:17:59.132> in<00:17:59.197> the<00:17:59.277> day.

00:17:59.422 --> 00:18:05.513
I<00:17:59.519> have<00:17:59.680> a<00:17:59.761> 2-year-old<00:18:00.792> and<00:18:03.225> she<00:18:03.450> will<00:18:03.563> steal<00:18:04.014> from<00:18:04.176> me<00:18:04.337> if<00:18:04.498> I<00:18:04.514> don't<00:18:04.659> wake<00:18:04.852> up<00:18:04.981> before<00:18:05.319> her.

00:18:06.140 --> 00:18:07.580
So<00:18:06.658> I<00:18:06.739> get<00:18:06.852> my<00:18:07.046> workout<00:18:07.402> in.

00:18:08.455 --> 00:18:14.461
I<00:18:08.520> typically<00:18:08.924> come<00:18:09.151> home,<00:18:10.527> eat<00:18:10.624> breakfast<00:18:11.175> with<00:18:11.677> my<00:18:11.758> 2-year-old<00:18:12.259> and<00:18:12.324> my<00:18:12.486> wife,<00:18:12.972> and<00:18:13.118> then<00:18:13.684> I<00:18:13.846> head<00:18:14.008> into<00:18:14.267> work.

00:18:14.862 --> 00:18:18.227
And,<00:18:15.166> um,<00:18:15.984> and<00:18:16.128> then<00:18:16.625> that<00:18:16.865> is<00:18:17.105> really<00:18:17.362> a<00:18:17.410> mixture<00:18:17.730> of<00:18:17.826> two<00:18:18.051> things.

00:18:18.291 --> 00:18:33.050
As<00:18:18.323> you<00:18:18.467> know,<00:18:18.772> between<00:18:19.108> Fiat<00:18:19.429> Growth<00:18:19.653> and<00:18:19.749> Fiat<00:18:19.990> Ventures,<00:18:20.871> I<00:18:21.432> get<00:18:21.576> to<00:18:21.736> wear<00:18:21.913> two<00:18:22.153> hats,<00:18:22.874> but<00:18:23.179> all<00:18:23.339> of<00:18:23.419> it<00:18:23.515> kind<00:18:23.659> of<00:18:23.755> drives<00:18:24.140> back<00:18:24.396> to<00:18:24.541> Ventures<00:18:24.893> at<00:18:25.021> the<00:18:25.118> end<00:18:25.262> of<00:18:25.294> the<00:18:25.438> day,<00:18:26.143> where<00:18:26.383> I<00:18:26.560> am<00:18:26.704> one,<00:18:27.361> working<00:18:27.746> with<00:18:27.906> companies<00:18:28.403> that<00:18:28.563> we're<00:18:28.723> building,<00:18:29.204> that<00:18:29.300> we<00:18:29.428> have<00:18:29.669> that<00:18:29.765> right<00:18:30.005> to<00:18:30.165> invest<00:18:30.582> in,<00:18:30.710> and<00:18:30.806> we're<00:18:30.886> tracking<00:18:31.351> the<00:18:31.447> trends<00:18:31.864> and<00:18:31.992> the<00:18:32.072> success<00:18:32.713> of<00:18:32.809> them.

00:18:33.755 --> 00:18:38.530
Not<00:18:34.075> all<00:18:34.236> of<00:18:34.332> them<00:18:34.508> are<00:18:34.652> wildly<00:18:35.037> successful,<00:18:35.614> so<00:18:35.838> also<00:18:36.094> in<00:18:36.175> the<00:18:36.319> trenches<00:18:36.655> with<00:18:36.816> companies<00:18:37.152> that<00:18:37.392> are<00:18:37.424> trying<00:18:37.553> to<00:18:37.697> figure<00:18:37.873> a<00:18:37.937> lot<00:18:38.001> of<00:18:38.097> shit<00:18:38.402> out.

00:18:39.299 --> 00:18:58.497
And<00:18:39.379> then<00:18:39.604> on<00:18:39.764> top<00:18:40.020> of<00:18:40.165> that,<00:18:40.822> I'm<00:18:40.983> typically<00:18:41.384> talking<00:18:41.770> anywhere<00:18:42.043> between<00:18:43.055> 2<00:18:43.377> and<00:18:43.537> 6<00:18:43.955> different<00:18:44.421> founders<00:18:44.984> that<00:18:45.080> are<00:18:45.241> building<00:18:45.562> businesses<00:18:46.285> that<00:18:46.526> I<00:18:46.687> am<00:18:47.490> connecting<00:18:47.892> with<00:18:48.117> because<00:18:48.599> either<00:18:49.402> a<00:18:49.418> VC<00:18:49.804> friend<00:18:49.997> of<00:18:50.045> mine<00:18:50.286> told<00:18:50.415> me<00:18:50.479> to<00:18:50.624> chat<00:18:50.848> with<00:18:50.945> them<00:18:52.150> or<00:18:52.230> coming<00:18:52.552> from<00:18:53.516> just<00:18:53.693> my<00:18:53.982> general<00:18:54.400> network<00:18:54.898> of<00:18:55.042> different<00:18:55.348> types<00:18:55.540> of<00:18:55.685> companies<00:18:56.167> based<00:18:56.408> on<00:18:56.585> trends<00:18:57.131> that<00:18:57.292> we're<00:18:57.999> looking<00:18:58.320> at.

00:18:59.043 --> 00:19:02.803
And<00:19:00.505> then<00:19:00.666> through<00:19:00.827> that,<00:19:01.052> obviously<00:19:01.325> there's<00:19:01.534> a<00:19:01.550> lot<00:19:01.711> of<00:19:01.791> internal<00:19:02.257> conversations.

00:19:02.996 --> 00:19:06.338
We're<00:19:03.141> constantly<00:19:03.398> talking<00:19:03.735> about<00:19:05.149> what<00:19:05.262> are<00:19:05.326> the<00:19:05.406> trends<00:19:05.728> that<00:19:05.872> we're<00:19:05.969> seeing?

00:19:06.660 --> 00:19:14.452
Because<00:19:07.013> of<00:19:07.093> our<00:19:07.238> exposure<00:19:07.736> to<00:19:08.379> Fiat<00:19:08.620> Growth<00:19:08.845> and<00:19:08.941> Fiat<00:19:09.166> Ventures,<00:19:09.423> we<00:19:09.503> have<00:19:09.664> this<00:19:09.825> very<00:19:10.050> unique<00:19:10.949> vantage<00:19:11.431> point<00:19:11.672> to<00:19:11.817> be<00:19:11.930> able<00:19:12.074> to<00:19:12.235> see<00:19:12.460> a<00:19:12.476> lot<00:19:12.717> of<00:19:12.797> trends<00:19:13.215> as<00:19:13.295> they're<00:19:13.504> coming<00:19:13.777> around<00:19:14.163> corners.

00:19:15.047 --> 00:19:19.549
And<00:19:15.111> we<00:19:15.207> want<00:19:15.352> to<00:19:15.432> make<00:19:15.593> sure<00:19:15.770> that<00:19:15.914> as<00:19:16.011> we<00:19:16.220> see<00:19:16.398> trends,<00:19:17.226> we<00:19:17.584> speak<00:19:18.363> them<00:19:18.542> into<00:19:18.850> existence.

00:19:19.809 --> 00:19:29.406
So<00:19:19.873> we're<00:19:20.052> constantly<00:19:20.393> having<00:19:20.718> internal<00:19:21.043> conversations<00:19:21.757> about<00:19:22.001> what<00:19:22.163> we<00:19:22.261> see<00:19:22.423> coming<00:19:22.748> next<00:19:23.073> and<00:19:23.154> what's<00:19:23.398> kind<00:19:23.495> of<00:19:23.560> that<00:19:23.804> next<00:19:24.112> wave<00:19:25.091> of<00:19:25.925> companies<00:19:26.497> that<00:19:26.562> are<00:19:26.660> going<00:19:26.775> to<00:19:26.889> be<00:19:27.804> the<00:19:28.066> next<00:19:28.360> big<00:19:28.474> exciting<00:19:28.948> unicorns.

00:19:30.904 --> 00:19:39.502
So<00:19:31.050> for<00:19:31.213> us,<00:19:31.620> I'm<00:19:31.945> typically<00:19:32.287> getting<00:19:32.514> home<00:19:32.840> at<00:19:33.279> somewhere<00:19:33.588> between<00:19:33.913> 5:30<00:19:34.483> and<00:19:34.564> 6,<00:19:34.889> taking<00:19:35.215> over<00:19:35.442> for<00:19:35.524> our<00:19:35.703> nanny<00:19:36.028> to<00:19:36.666> hang<00:19:36.826> out<00:19:36.922> with<00:19:37.082> my<00:19:37.243> kid<00:19:37.787> all<00:19:37.948> the<00:19:38.028> way<00:19:38.204> through<00:19:38.524> dinner<00:19:38.989> and<00:19:39.165> bed.

00:19:39.550 --> 00:19:44.918
And<00:19:39.710> then<00:19:40.928> I<00:19:41.088> typically<00:19:41.553> pulling<00:19:41.793> out<00:19:41.873> my<00:19:41.970> computer<00:19:42.290> again<00:19:42.514> with<00:19:42.611> my<00:19:42.771> wife<00:19:43.316> as<00:19:43.412> we're<00:19:44.053> watching<00:19:44.357> some<00:19:44.533> TV.

00:19:44.998 --> 00:19:46.264
Right<00:19:45.158> now<00:19:45.238> I'm<00:19:45.399> watching<00:19:45.655> the<00:19:45.735> show<00:19:45.976> Alone.

00:19:46.869 --> 00:19:48.283
I<00:19:46.889> don't<00:19:47.017> know<00:19:47.097> if<00:19:47.241> you've<00:19:47.354> seen<00:19:47.578> Alone,<00:19:47.979> but<00:19:48.139> it's—.

00:19:48.283 --> 00:19:48.700
Is<00:19:48.363> it<00:19:48.443> good?

00:19:49.004 --> 00:19:49.629
I<00:19:49.020> haven't<00:19:49.276> seen<00:19:49.501> it.

00:19:50.783 --> 00:19:51.392
It<00:19:50.927> is<00:19:51.103> fun.

00:19:51.888 --> 00:19:59.324
It's<00:19:52.850> ultimately<00:19:53.587> 10<00:19:53.891> contestants<00:19:54.548> that<00:19:54.709> live<00:19:54.933> out<00:19:54.965> in<00:19:55.029> the<00:19:55.189> wilderness<00:19:56.007> and<00:19:56.103> whoever<00:19:56.407> stays<00:19:56.872> the<00:19:56.952> longest<00:19:58.074> wins<00:19:58.314> half<00:19:58.651> a<00:19:58.715> million<00:19:59.035> dollars.

00:20:00.061 --> 00:20:01.615
And<00:20:00.237> they're<00:20:00.461> all<00:20:00.637> like<00:20:00.798> survivalists.

00:20:01.663 --> 00:20:06.950
They<00:20:01.759> get<00:20:01.903> to<00:20:01.983> bring<00:20:02.240> 10<00:20:02.544> items<00:20:03.330> And<00:20:03.870> it's<00:20:05.550> typically<00:20:05.870> around<00:20:06.190> 10<00:20:06.430> episodes.

00:20:06.950 --> 00:20:12.610
People<00:20:06.970> typically<00:20:07.330> stay<00:20:07.670> somewhere<00:20:07.890> between<00:20:08.190> like<00:20:08.450> 50<00:20:08.830> and<00:20:09.070> 70<00:20:09.490> days<00:20:09.950> and<00:20:10.170> they're<00:20:10.530> building<00:20:10.810> their<00:20:11.110> homes<00:20:11.490> and<00:20:11.710> everything.

00:20:12.690 --> 00:20:14.950
And<00:20:12.710> there's—<00:20:13.250> oh<00:20:13.251> my<00:20:13.252> gosh,<00:20:13.530> they're<00:20:13.830> taping<00:20:14.150> themselves.

00:20:15.010 --> 00:20:16.270
But<00:20:15.230> it<00:20:15.330> is<00:20:15.470> a<00:20:15.690> fun<00:20:15.850> watch.

00:20:16.270 --> 00:20:18.200
And<00:20:16.271> I<00:20:16.450> am<00:20:16.490> like,<00:20:17.210> I<00:20:17.350> fully<00:20:17.750> believe.

00:20:18.570 --> 00:20:20.890
And<00:20:18.590> I<00:20:18.970> was<00:20:19.170> like,<00:20:19.330> my<00:20:19.389> wife,<00:20:19.650> I<00:20:19.730> was<00:20:19.731> like,<00:20:19.850> I<00:20:19.930> could<00:20:20.070> stay<00:20:20.190> out<00:20:20.310> there<00:20:20.430> for<00:20:20.550> a<00:20:20.750> month.

00:20:20.890 --> 00:20:23.460
My<00:20:21.050> wife<00:20:21.250> thinks<00:20:21.410> I<00:20:21.490> can<00:20:21.610> stay<00:20:21.770> out<00:20:21.890> there<00:20:21.990> for<00:20:22.130> a<00:20:22.290> week,<00:20:22.370> but<00:20:22.490> I'm<00:20:22.710> so<00:20:22.910> positive.

00:20:23.730 --> 00:20:24.750
I've<00:20:23.930> seen<00:20:23.950> every<00:20:24.250> season.

00:20:24.750 --> 00:20:28.090
It's<00:20:25.230> good.

00:20:28.090 --> 00:20:29.930
I<00:20:28.610> love<00:20:29.050> that.

00:20:29.930 --> 00:20:30.850
What<00:20:30.250> do<00:20:30.350> you<00:20:30.450> read?

00:20:30.850 --> 00:20:32.970
What<00:20:31.010> reading<00:20:31.310> recommendations<00:20:31.810> would<00:20:32.030> you<00:20:32.170> have<00:20:32.310> for<00:20:32.530> founders?

00:20:33.612 --> 00:20:34.627
I<00:20:33.632> got<00:20:33.729> some<00:20:33.937> good<00:20:34.114> ones<00:20:34.274> right<00:20:34.435> now.

00:20:35.879 --> 00:20:40.213
I've<00:20:36.200> just<00:20:36.586> read<00:20:36.762> The<00:20:36.907> Creative<00:20:37.388> Act<00:20:38.207> by<00:20:38.447> Rick<00:20:38.672> Rubin,<00:20:39.009> maybe<00:20:39.250> for<00:20:39.410> the<00:20:39.571> third<00:20:39.812> time.

00:20:40.871 --> 00:20:42.428
If<00:20:40.999> you<00:20:41.096> are<00:20:41.256> a<00:20:41.336> creative<00:20:42.283> that<00:20:42.396> is—.

00:20:42.540 --> 00:20:43.198
That's<00:20:42.701> a<00:20:42.765> great<00:20:43.022> book.

00:20:43.503 --> 00:20:43.969
It's<00:20:43.648> great.

00:20:44.290 --> 00:20:53.823
A<00:20:44.370> creative<00:20:45.253> that<00:20:45.654> is<00:20:46.617> really<00:20:46.874> trying<00:20:47.259> to<00:20:47.435> turn<00:20:48.623> complicated<00:20:49.987> feelings,<00:20:50.485> thoughts,<00:20:50.806> and<00:20:50.950> notions<00:20:52.010> into<00:20:52.250> very<00:20:52.491> simple<00:20:52.973> explanations.

00:20:54.883 --> 00:21:01.799
He<00:20:54.979> does<00:20:55.139> an<00:20:55.220> incredible<00:20:55.781> job<00:20:56.167> at<00:20:56.263> it<00:20:56.488> and<00:20:56.728> pulls<00:20:57.226> from<00:20:57.611> all<00:20:57.707> these<00:20:57.948> really<00:20:58.189> incredible<00:20:59.136> artists<00:20:59.858> and<00:21:00.114> creatives<00:21:00.580> that<00:21:00.660> he's<00:21:00.836> worked<00:21:01.077> with<00:21:01.222> throughout<00:21:01.398> his<00:21:01.558> life.

00:21:02.906 --> 00:21:15.036
Another<00:21:03.163> one<00:21:03.307> is<00:21:03.404> Unreasonable<00:21:04.126> Hospitality,<00:21:06.292> which<00:21:06.516> is<00:21:08.137> Will<00:21:08.442> Guidara,<00:21:09.083> who<00:21:09.340> was<00:21:09.661> the<00:21:09.902> founder<00:21:10.319> of<00:21:10.447> Eleven<00:21:10.784> Madison,<00:21:11.426> which<00:21:11.667> is<00:21:12.389> for<00:21:12.709> a<00:21:12.790> couple<00:21:13.111> years<00:21:13.496> the<00:21:13.752> best<00:21:13.993> restaurant<00:21:14.442> in<00:21:14.539> the<00:21:14.635> world.

00:21:15.437 --> 00:21:35.137
But<00:21:15.742> he<00:21:15.838> did<00:21:15.999> it<00:21:16.047> in<00:21:16.079> his<00:21:16.239> 20s<00:21:16.945> and<00:21:17.362> talked<00:21:17.619> about<00:21:17.844> his<00:21:17.988> entire<00:21:19.031> journey<00:21:19.609> through<00:21:19.705> the<00:21:19.833> restaurant<00:21:20.315> industry<00:21:20.876> all<00:21:20.972> the<00:21:21.117> way<00:21:21.374> through<00:21:22.176> getting<00:21:22.400> Eleven<00:21:22.721> Madison<00:21:23.122> to<00:21:23.203> the<00:21:23.251> number<00:21:23.764> one<00:21:24.181> restaurant<00:21:24.679> in<00:21:24.743> the<00:21:24.887> world<00:21:25.369> and<00:21:25.465> specifically<00:21:26.091> talking<00:21:26.412> about,<00:21:26.909> as<00:21:27.053> he<00:21:27.150> calls<00:21:27.535> it,<00:21:27.952> this<00:21:28.113> concept<00:21:29.144> of<00:21:29.305> having<00:21:29.628> unreasonable<00:21:30.352> hospitality,<00:21:31.255> which<00:21:31.432> is<00:21:31.577> what<00:21:31.818> got<00:21:32.044> him<00:21:32.221> to<00:21:32.447> creating<00:21:32.785> this<00:21:33.590> 3<00:21:33.929> Michelin<00:21:34.331> star<00:21:34.557> experience.

00:21:35.680 --> 00:21:36.228
That's<00:21:35.846> incredible.

00:21:36.610 --> 00:21:37.258
I<00:21:36.643> haven't<00:21:36.892> read<00:21:36.975> that<00:21:37.125> one.

00:21:37.357 --> 00:21:38.304
I<00:21:37.374> need<00:21:37.523> to<00:21:37.623> check<00:21:37.856> that<00:21:38.022> one<00:21:38.188> out.

00:21:38.371 --> 00:21:38.553
Oh,<00:21:38.420> it's<00:21:38.503> good.

00:21:40.839 --> 00:21:50.283
As<00:21:41.000> a<00:21:41.097> leader,<00:21:41.805> and<00:21:42.047> you<00:21:42.143> know,<00:21:42.288> you<00:21:42.465> see<00:21:42.691> a<00:21:42.707> lot<00:21:42.932> of<00:21:42.964> leaders<00:21:43.737> and<00:21:43.834> you<00:21:44.059> are<00:21:44.156> a<00:21:44.301> leader<00:21:44.639> yourself,<00:21:45.347> but<00:21:47.134> what<00:21:47.295> are<00:21:47.698> like<00:21:48.020> the<00:21:48.245> 3<00:21:48.438> most<00:21:48.760> important<00:21:49.308> traits<00:21:49.807> of<00:21:49.920> a<00:21:49.953> leader?

00:21:50.465 --> 00:21:52.317
It's<00:21:51.556> a<00:21:51.589> really<00:21:51.755> great<00:21:51.937> question.

00:21:53.647 --> 00:21:56.360
I<00:21:53.794> think<00:21:53.974> one<00:21:54.693> is<00:21:55.102> being<00:21:55.592> really<00:21:55.772> decisive.

00:21:57.850 --> 00:22:11.584
Two<00:21:57.963> is<00:21:58.352> one<00:21:58.530> being<00:21:58.773> really<00:21:59.098> patient<00:22:00.540> and<00:22:00.880> three,<00:22:04.731> understanding<00:22:05.458> the<00:22:05.620> fact<00:22:06.185> that<00:22:07.882> you<00:22:07.963> are<00:22:08.060> a<00:22:08.222> better<00:22:08.545> person<00:22:09.014> for<00:22:09.111> having<00:22:09.628> smarter<00:22:10.081> people<00:22:10.630> around<00:22:10.970> you<00:22:11.131> at<00:22:11.196> all<00:22:11.358> times.

00:22:12.670 --> 00:22:15.863
What<00:22:12.767> do<00:22:12.848> you<00:22:13.026> wish<00:22:13.415> you<00:22:13.513> had<00:22:13.675> known<00:22:14.242> early<00:22:14.566> in<00:22:14.712> your<00:22:14.874> career<00:22:15.280> that<00:22:15.442> you<00:22:15.474> know<00:22:15.701> now?

00:22:16.171 --> 00:22:23.875
Like<00:22:16.285> if<00:22:16.431> you<00:22:16.512> could<00:22:16.674> go<00:22:16.836> back<00:22:17.160> and<00:22:17.306> give<00:22:17.793> yourself<00:22:18.312> advice<00:22:18.944> or<00:22:19.106> those<00:22:19.430> who<00:22:19.609> are,<00:22:19.981> you<00:22:20.014> know,<00:22:20.882> 10<00:22:21.174> years<00:22:22.080> behind,<00:22:22.791> what<00:22:23.293> would<00:22:23.455> that<00:22:23.681> be?

00:22:25.412 --> 00:22:31.100
It's<00:22:25.622> more<00:22:25.800> important<00:22:26.205> to<00:22:26.302> know<00:22:26.512> what<00:22:26.674> you<00:22:26.836> want<00:22:27.337> instead<00:22:27.725> of<00:22:28.696> trying<00:22:29.117> to<00:22:29.763> chase<00:22:30.149> what<00:22:30.391> other<00:22:30.568> people<00:22:30.955> want.

00:22:32.260 --> 00:22:33.001
Tell<00:22:32.405> me<00:22:32.502> more<00:22:32.663> about<00:22:32.888> that.

00:22:33.049 --> 00:22:33.790
That's<00:22:33.226> fascinating.

00:22:34.660 --> 00:22:34.902
Yeah.

00:22:35.337 --> 00:22:59.015
Early<00:22:35.627> in<00:22:35.659> my<00:22:35.868> career,<00:22:38.131> I<00:22:38.293> found<00:22:38.471> myself<00:22:38.778> comparing<00:22:39.198> myself<00:22:39.602> to<00:22:39.764> a<00:22:39.829> lot<00:22:40.007> of<00:22:40.087> other<00:22:40.314> people,<00:22:41.364> and<00:22:42.577> I<00:22:43.062> convinced<00:22:43.401> myself<00:22:43.870> on<00:22:43.967> many<00:22:44.209> different<00:22:44.517> occasions<00:22:45.163> that<00:22:46.234> that<00:22:46.557> person,<00:22:47.105> what<00:22:47.363> they're<00:22:47.605> doing,<00:22:48.073> what<00:22:48.251> they<00:22:48.557> want<00:22:49.606> is<00:22:50.752> something<00:22:51.155> that<00:22:51.381> I<00:22:51.478> should<00:22:51.720> want<00:22:52.769> because<00:22:53.559> of<00:22:54.850> what<00:22:55.028> their<00:22:55.189> job<00:22:55.512> was<00:22:55.838> or<00:22:55.919> what<00:22:56.082> they<00:22:56.245> were<00:22:56.408> doing<00:22:56.815> or<00:22:57.467> something<00:22:57.793> they<00:22:57.874> were<00:22:58.037> doing<00:22:58.347> better<00:22:58.608> than<00:22:58.836> me.

00:23:00.600 --> 00:23:10.317
But<00:23:00.863> throughout<00:23:01.044> my<00:23:01.208> career,<00:23:01.357> I<00:23:01.521> realized<00:23:01.949> that<00:23:02.048> the<00:23:02.130> more<00:23:02.838> I<00:23:03.167> understood<00:23:03.677> what<00:23:03.825> I<00:23:04.089> want,<00:23:05.880> the<00:23:05.912> more<00:23:07.119> successful<00:23:07.690> I<00:23:07.853> was<00:23:08.098> because<00:23:08.359> I<00:23:08.424> was<00:23:08.604> laser-focused<00:23:09.648> on<00:23:09.811> getting<00:23:10.072> there.

00:23:10.806 --> 00:23:24.998
But<00:23:11.677> I<00:23:11.762> always<00:23:11.950> say<00:23:12.462> it,<00:23:14.350> keep<00:23:14.398> the<00:23:14.543> blinders<00:23:15.092> on,<00:23:15.754> keep<00:23:15.915> those<00:23:16.141> horse<00:23:16.399> blinders<00:23:16.867> on<00:23:17.610> because<00:23:18.578> the<00:23:19.611> horse<00:23:19.950> that<00:23:20.095> you<00:23:20.192> see<00:23:20.418> in<00:23:20.498> the<00:23:20.595> race<00:23:20.999> that<00:23:21.241> wins<00:23:21.725> is<00:23:21.886> the<00:23:21.967> one<00:23:22.209> that's<00:23:22.516> most<00:23:22.774> focused<00:23:23.323> on<00:23:23.500> the<00:23:23.630> finish<00:23:23.903> line.

00:23:25.352 --> 00:23:31.503
And<00:23:25.497> everyone<00:23:25.835> that's<00:23:26.238> taking<00:23:26.479> advantage<00:23:26.785> of<00:23:26.882> that<00:23:27.027> peripheral<00:23:27.510> vision<00:23:28.814> are<00:23:28.894> the<00:23:29.039> ones<00:23:29.216> that<00:23:29.297> get<00:23:29.458> distracted<00:23:30.746> and<00:23:30.827> lack<00:23:31.132> focus.

00:23:31.793 --> 00:23:39.799
And<00:23:31.873> so<00:23:32.179> early<00:23:32.437> on<00:23:32.582> in<00:23:32.614> my<00:23:32.823> career,<00:23:33.000> I<00:23:33.081> just<00:23:33.210> found<00:23:33.339> myself<00:23:33.728> constantly<00:23:34.052> comparing<00:23:34.457> myself<00:23:34.781> to<00:23:34.943> other<00:23:35.186> folks<00:23:35.590> and<00:23:35.736> it<00:23:36.562> constantly<00:23:37.291> blinded<00:23:37.939> me<00:23:38.563> from<00:23:38.752> what<00:23:38.923> was<00:23:39.095> most<00:23:39.353> important.

00:23:41.936 --> 00:23:52.124
And<00:23:42.275> I<00:23:42.356> probably—<00:23:42.905> it<00:23:43.599> took<00:23:43.729> me<00:23:43.971> to<00:23:44.552> at<00:23:44.649> least<00:23:44.923> the<00:23:45.020> age<00:23:45.198> of<00:23:45.424> 30<00:23:45.908> for<00:23:46.070> me<00:23:46.215> to<00:23:46.554> really<00:23:46.941> hone<00:23:47.200> in<00:23:47.668> on<00:23:48.330> what<00:23:48.491> I<00:23:48.717> want<00:23:49.057> because<00:23:49.218> I<00:23:49.283> was<00:23:49.379> spending<00:23:49.702> so<00:23:49.848> much<00:23:50.090> time<00:23:50.785> chasing<00:23:51.242> other<00:23:51.487> people's<00:23:51.977> wants.

00:23:53.267 --> 00:23:54.018
That's<00:23:53.528> incredible.

00:23:54.328 --> 00:23:54.899
I<00:23:54.426> love<00:23:54.671> that.

00:23:57.260 --> 00:24:01.827
What<00:23:57.616> products,<00:23:58.733> apps,<00:23:59.381> tools<00:24:00.272> can<00:24:00.434> you<00:24:00.531> just<00:24:00.839> not<00:24:01.163> live<00:24:01.406> without?

00:24:02.718 --> 00:24:08.934
What<00:24:03.042> are<00:24:03.301> these<00:24:04.807> we<00:24:04.969> all<00:24:05.213> have<00:24:05.473> our<00:24:06.107> only<00:24:06.513> little<00:24:06.773> things<00:24:07.081> that<00:24:07.179> we're<00:24:08.154> constantly<00:24:08.706> doing.

00:24:09.518 --> 00:24:09.908
What<00:24:09.632> are<00:24:09.778> yours?

00:24:10.970 --> 00:24:12.633
I<00:24:11.002> mean,<00:24:11.147> yeah,<00:24:11.325> there's<00:24:11.761> some<00:24:11.890> that<00:24:11.955> are<00:24:12.197> obvious.

00:24:12.698 --> 00:24:13.925
I<00:24:12.843> can't<00:24:13.021> live<00:24:13.166> without<00:24:13.441> Slack.

00:24:15.508 --> 00:24:17.656
I<00:24:15.686> can't<00:24:16.009> live<00:24:16.171> without<00:24:16.558> ChatGPT<00:24:17.301> right<00:24:17.543> now.

00:24:18.667 --> 00:24:24.885
I've<00:24:18.845> basically<00:24:19.975> taken<00:24:20.444> ChatGPT<00:24:21.736> and<00:24:21.978> trained<00:24:23.755> it<00:24:23.997> on<00:24:24.094> my<00:24:24.320> own<00:24:24.562> voice.

00:24:25.208 --> 00:24:30.137
Right<00:24:25.386> now<00:24:25.564> I'm<00:24:25.774> currently<00:24:26.097> obsessed<00:24:26.436> with<00:24:26.597> making<00:24:26.920> it<00:24:27.050> so<00:24:27.809> ChatGPT<00:24:28.717> can<00:24:28.882> write<00:24:29.213> content<00:24:29.873> for<00:24:30.055> me.

00:24:30.746 --> 00:24:35.018
And<00:24:31.308> so<00:24:31.389> I'm<00:24:31.565> constantly<00:24:32.208> trying<00:24:32.449> to<00:24:32.529> train<00:24:32.914> it<00:24:33.027> to<00:24:33.091> almost<00:24:33.412> be<00:24:33.493> like<00:24:33.669> a<00:24:33.798> DrewGPT<00:24:34.697> of<00:24:34.777> sorts.

00:24:35.661 --> 00:24:36.448
And<00:24:35.757> so<00:24:36.030> that's<00:24:36.207> cool.

00:24:36.705 --> 00:24:54.067
I<00:24:36.785> find<00:24:36.930> myself<00:24:37.219> spending<00:24:37.572> a<00:24:37.733> lot<00:24:37.925> of<00:24:37.990> time<00:24:38.536> constantly<00:24:39.018> training<00:24:39.419> it<00:24:39.580> through,<00:24:41.266> you<00:24:41.298> know,<00:24:41.443> my<00:24:41.668> tone,<00:24:42.390> my<00:24:42.583> emotion,<00:24:43.932> like<00:24:44.157> transitional<00:24:44.912> sentences<00:24:45.538> that<00:24:45.683> I'm<00:24:45.795> obsessed<00:24:46.406> with,<00:24:46.743> like<00:24:47.144> hooks,<00:24:48.253> all<00:24:48.349> that<00:24:48.526> stuff<00:24:48.815> that<00:24:48.975> you'd<00:24:49.072> see<00:24:49.232> in<00:24:49.313> like<00:24:49.473> a<00:24:49.554> LinkedIn<00:24:50.019> post<00:24:50.357> or<00:24:50.678> a<00:24:51.160> Twitter<00:24:51.545> post,<00:24:51.882> or<00:24:52.027> even<00:24:52.268> like<00:24:53.312> a<00:24:53.328> newsletter.

00:24:54.597 --> 00:25:15.583
And<00:24:54.757> then<00:24:58.290> Outside<00:24:58.563> of<00:24:58.644> that,<00:24:59.173> uh,<00:25:00.314> I've<00:25:00.394> been<00:25:00.554> using,<00:25:01.181> uh,<00:25:02.224> Captivate<00:25:02.883> a<00:25:02.947> lot,<00:25:03.428> which<00:25:03.669> is<00:25:04.071> a,<00:25:04.552> uh,<00:25:04.874> a<00:25:04.954> platform<00:25:05.452> that<00:25:05.612> basically<00:25:05.933> makes<00:25:06.206> so<00:25:06.254> you<00:25:06.415> can<00:25:06.495> take<00:25:06.736> video<00:25:07.314> of<00:25:07.443> any<00:25:07.619> kind<00:25:08.021> and<00:25:08.165> turn<00:25:08.406> it<00:25:08.502> into<00:25:08.968> all<00:25:09.129> these<00:25:09.369> different<00:25:09.707> snippets<00:25:10.895> where<00:25:10.975> I'm<00:25:11.409> a<00:25:11.473> big<00:25:11.714> believer<00:25:12.051> specifically<00:25:12.902> on<00:25:13.705> social,<00:25:14.395> specifically<00:25:15.150> LinkedIn.

00:25:15.648 --> 00:25:19.678
Like<00:25:15.969> everyone's<00:25:16.290> just<00:25:16.434> like<00:25:16.611> leaning<00:25:16.916> towards<00:25:17.253> video<00:25:17.574> now<00:25:18.136> versus<00:25:18.570> kind<00:25:19.036> of<00:25:19.180> written<00:25:19.501> work.

00:25:19.758 --> 00:25:35.361
So<00:25:19.838> I'm<00:25:20.047> constantly<00:25:20.368> trying<00:25:20.545> to<00:25:20.689> find<00:25:20.930> ways<00:25:21.251> to<00:25:21.283> make<00:25:21.444> it<00:25:21.508> so<00:25:21.653> I<00:25:21.733> can<00:25:21.829> turn<00:25:22.873> really<00:25:23.098> great<00:25:23.338> video<00:25:23.675> content<00:25:24.157> into<00:25:24.382> really<00:25:24.639> informative<00:25:25.120> snippets<00:25:25.859> that<00:25:26.308> can<00:25:26.485> be<00:25:27.287> posted<00:25:27.672> across<00:25:28.957> all<00:25:28.989> social<00:25:29.374> networks,<00:25:30.241> as<00:25:30.578> I<00:25:30.658> believe<00:25:30.899> that's<00:25:31.075> a<00:25:31.204> huge<00:25:32.504> lead<00:25:32.729> generator,<00:25:33.371> lead<00:25:33.628> magnet,<00:25:34.109> revenue<00:25:34.430> driver<00:25:34.831> for<00:25:34.912> businesses.

00:25:35.730 --> 00:25:50.145
I'm<00:25:36.180> sure<00:25:36.244> you've<00:25:36.437> noticed<00:25:36.758> this,<00:25:36.998> but<00:25:37.143> like<00:25:37.336> CEOs<00:25:38.042> and<00:25:38.186> leaders<00:25:38.989> and<00:25:39.567> people<00:25:39.807> who<00:25:39.968> run<00:25:40.209> funds<00:25:41.332> are<00:25:41.477> being<00:25:41.718> asked<00:25:41.974> to<00:25:42.119> comment<00:25:43.082> and<00:25:43.580> to<00:25:43.885> have<00:25:44.077> an<00:25:44.157> opinion<00:25:44.848> on<00:25:45.249> things<00:25:45.490> that<00:25:45.554> have<00:25:45.666> nothing<00:25:45.987> to<00:25:46.132> do<00:25:46.389> with<00:25:47.272> their<00:25:47.416> funds,<00:25:47.898> their<00:25:48.074> companies,<00:25:48.780> or<00:25:49.101> all<00:25:49.182> these<00:25:49.358> other<00:25:49.599> things,<00:25:49.904> right?

00:25:50.562 --> 00:25:54.760
And<00:25:50.626> you<00:25:50.754> know,<00:25:50.898> we<00:25:51.026> got<00:25:51.187> an<00:25:51.267> election<00:25:51.603> in<00:25:51.667> the<00:25:51.748> United<00:25:52.036> States,<00:25:52.244> we<00:25:52.356> got<00:25:52.405> elections<00:25:52.821> in<00:25:53.350> 25<00:25:53.783> other<00:25:54.007> countries<00:25:54.424> this<00:25:54.648> year.

00:25:55.689 --> 00:26:01.378
The<00:25:55.850> economy<00:25:56.635> is<00:25:57.356> what<00:25:57.532> it<00:25:57.676> is<00:25:58.093> and<00:25:58.237> people<00:25:58.430> are<00:25:58.558> feeling<00:25:58.894> like<00:25:59.135> inflation,<00:26:00.240> but<00:26:00.336> it's<00:26:00.497> not<00:26:00.737> maybe<00:26:01.041> as<00:26:01.138> bad.

00:26:01.442 --> 00:26:03.109
Like<00:26:01.618> there's<00:26:01.779> a<00:26:01.843> million<00:26:02.179> things<00:26:02.420> going<00:26:02.724> on.

00:26:03.541 --> 00:26:16.809
I<00:26:03.573> don't<00:26:04.262> really,<00:26:05.304> I<00:26:05.368> mean,<00:26:05.688> I'd<00:26:05.785> be<00:26:05.865> happy<00:26:06.105> to<00:26:06.249> hear<00:26:06.345> your<00:26:06.506> opinion<00:26:06.890> on<00:26:06.986> that,<00:26:07.147> but<00:26:07.243> I'm<00:26:07.387> more<00:26:07.547> interested<00:26:07.964> in<00:26:08.028> like,<00:26:08.268> what<00:26:08.364> do<00:26:08.493> you<00:26:08.749> think<00:26:10.431> about<00:26:10.912> that<00:26:11.297> responsibility<00:26:12.451> that<00:26:12.595> society<00:26:13.156> seems<00:26:13.700> to<00:26:14.437> be<00:26:14.662> bestowing<00:26:15.303> on<00:26:16.360> leaders?

00:26:17.483 --> 00:26:24.608
To<00:26:17.885> talk<00:26:18.754> and<00:26:18.866> speak<00:26:19.799> on,<00:26:21.006> you<00:26:21.038> know,<00:26:21.343> basically<00:26:21.745> what's<00:26:21.971> happening<00:26:22.453> culturally<00:26:23.257> in<00:26:23.418> day-to-day<00:26:24.319> life.

00:26:25.586 --> 00:26:34.455
I'll<00:26:25.747> tell<00:26:25.843> you<00:26:26.068> one<00:26:26.309> thing<00:26:26.550> that<00:26:26.647> I've<00:26:26.952> learned<00:26:27.370> through<00:26:27.514> my<00:26:27.755> journey<00:26:28.093> of<00:26:28.173> being<00:26:28.430> a<00:26:28.494> VC<00:26:29.362> is<00:26:30.567> you<00:26:32.495> really<00:26:33.299> get<00:26:33.540> this<00:26:33.716> superpower.

00:26:34.520 --> 00:26:39.392
You<00:26:34.730> fine-tune<00:26:35.233> this<00:26:35.347> superpower<00:26:35.964> to<00:26:36.062> be<00:26:36.240> able<00:26:36.387> to<00:26:36.533> talk<00:26:36.728> about<00:26:37.037> anything<00:26:38.255> in<00:26:38.336> a<00:26:38.353> very<00:26:38.661> educated<00:26:39.149> way.

00:26:39.961 --> 00:26:41.147
And<00:26:40.058> it's<00:26:40.205> for<00:26:40.351> one<00:26:40.530> simple<00:26:40.855> reason.

00:26:42.376 --> 00:26:46.869
Really<00:26:42.618> good<00:26:42.780> VCs<00:26:43.184> are<00:26:43.249> talking<00:26:43.491> to<00:26:43.523> 2,000<00:26:44.428> different<00:26:44.638> founders<00:26:45.042> and<00:26:45.204> businesses<00:26:45.996> every<00:26:46.255> single<00:26:46.723> year.

00:26:47.882 --> 00:27:03.683
And<00:26:49.984> you<00:26:50.146> get<00:26:50.227> to<00:26:50.324> your<00:26:50.550> 10,000<00:26:51.278> hours<00:26:51.682> quickly<00:26:52.895> of<00:26:53.639> seeing<00:26:54.529> founders<00:26:55.564> and<00:26:55.742> business<00:26:56.211> models<00:26:57.036> and<00:26:57.117> having<00:26:57.425> to<00:26:57.523> quickly<00:26:57.912> assess<00:26:58.414> if<00:26:58.641> those<00:26:58.836> are<00:26:58.966> the<00:26:59.063> type<00:26:59.306> of<00:26:59.452> founders<00:26:59.873> and<00:26:59.954> business<00:27:00.360> models<00:27:00.846> that<00:27:01.478> map<00:27:02.386> where<00:27:02.613> the<00:27:02.727> market<00:27:03.278> is<00:27:03.505> today.

00:27:05.980 --> 00:27:33.227
And<00:27:06.157> so<00:27:07.141> when<00:27:07.367> you<00:27:07.544> run<00:27:07.770> into<00:27:08.028> these<00:27:08.270> different,<00:27:09.157> maybe<00:27:09.463> conflicts,<00:27:10.367> maybe<00:27:10.689> election<00:27:11.189> cycles,<00:27:11.738> maybe<00:27:12.060> candidates,<00:27:12.705> maybe<00:27:13.092> anyone,<00:27:14.169> it's<00:27:14.329> a<00:27:14.458> very<00:27:14.715> similar<00:27:15.196> type<00:27:15.518> of<00:27:15.662> approach<00:27:16.417> in<00:27:16.545> terms<00:27:16.786> of<00:27:16.866> being<00:27:17.043> able<00:27:17.268> to<00:27:17.348> get<00:27:17.444> a<00:27:17.605> real-time<00:27:18.103> assessment<00:27:19.756> that's<00:27:20.158> mixed<00:27:20.415> with<00:27:21.603> quantitative<00:27:22.117> and<00:27:22.245> qualitative<00:27:23.144> experience<00:27:24.348> while<00:27:24.573> also<00:27:25.135> having<00:27:25.456> this<00:27:25.617> really<00:27:25.954> fine-tuned<00:27:27.720> instinct<00:27:28.764> because<00:27:29.229> you<00:27:29.406> practice<00:27:29.904> it<00:27:29.984> so<00:27:30.193> many<00:27:30.369> times<00:27:30.931> on<00:27:31.028> a<00:27:31.156> day-over-day,<00:27:31.750> month-over-month,<00:27:32.441> year-over-year<00:27:32.858> basis.

00:27:33.982 --> 00:27:58.158
So<00:27:34.078> I'm<00:27:34.207> not<00:27:34.319> going<00:27:34.416> to<00:27:34.464> sit<00:27:34.624> here<00:27:34.769> and<00:27:34.849> say<00:27:35.026> that<00:27:35.170> I<00:27:35.331> believe<00:27:35.652> every<00:27:35.764> single<00:27:36.150> VC<00:27:36.647> should<00:27:36.872> be<00:27:37.386> screaming<00:27:37.835> from<00:27:37.980> the<00:27:38.141> rooftops<00:27:38.638> in<00:27:38.702> these<00:27:38.879> moments,<00:27:39.746> But,<00:27:40.146> um,<00:27:41.268> I<00:27:41.605> find<00:27:42.230> a<00:27:42.246> lot<00:27:42.486> more<00:27:42.646> excitement<00:27:43.207> going<00:27:43.447> to<00:27:43.544> my<00:27:43.768> other<00:27:44.008> fellow<00:27:44.329> VCs<00:27:44.890> to<00:27:44.986> talk<00:27:45.370> about<00:27:45.995> these<00:27:46.156> type<00:27:46.412> of<00:27:46.652> things<00:27:47.534> versus<00:27:47.998> other<00:27:48.239> people<00:27:48.575> in<00:27:48.655> my<00:27:48.960> world,<00:27:49.697> because<00:27:50.819> we<00:27:51.059> get<00:27:51.283> so<00:27:51.604> many<00:27:51.941> reps<00:27:52.646> at<00:27:52.758> seeing<00:27:53.222> people<00:27:53.623> trying<00:27:54.024> to<00:27:54.264> build<00:27:55.161> generational<00:27:56.748> world-changing<00:27:57.533> businesses.

00:27:58.735 --> 00:28:00.802
And<00:27:59.071> we<00:27:59.216> say<00:27:59.408> no<00:27:59.793> to<00:27:59.873> the<00:27:59.953> majority<00:28:00.514> of<00:28:00.658> them.

00:28:01.235 --> 00:28:05.289
So<00:28:01.379> I<00:28:01.459> know<00:28:01.571> that<00:28:01.860> all<00:28:02.020> of<00:28:02.180> us<00:28:02.340> have<00:28:02.517> this<00:28:02.677> very<00:28:02.981> critical<00:28:03.462> eye<00:28:03.815> of<00:28:04.023> what<00:28:04.135> is<00:28:04.424> good<00:28:04.760> and<00:28:04.840> what<00:28:05.001> is<00:28:05.161> bad.

00:28:06.187 --> 00:28:13.166
It<00:28:06.283> does<00:28:06.444> seem<00:28:06.668> like<00:28:06.909> VCs,<00:28:07.326> for<00:28:07.487> whatever<00:28:07.888> reason,<00:28:08.546> maybe<00:28:08.915> it's<00:28:09.075> just<00:28:09.236> this<00:28:09.412> election<00:28:09.749> cycle<00:28:10.134> or<00:28:10.278> whatever,<00:28:10.680> have<00:28:10.872> become<00:28:11.257> more<00:28:11.498> politically<00:28:12.075> involved<00:28:12.781> than<00:28:12.942> ever.

00:28:13.263 --> 00:28:20.900
I<00:28:13.279> mean,<00:28:13.985> you<00:28:14.081> saw<00:28:15.044> Mark<00:28:15.413> Andreessen<00:28:15.814> and<00:28:15.910> Ben<00:28:16.135> Horowitz<00:28:16.696> did<00:28:16.793> a<00:28:16.873> podcast<00:28:17.996> kind<00:28:18.221> of<00:28:18.734> stating<00:28:19.103> their<00:28:19.279> preference<00:28:19.921> and<00:28:20.001> who<00:28:20.098> they're<00:28:20.242> going<00:28:20.338> to<00:28:20.467> donate<00:28:20.804> to.

00:28:20.948 --> 00:28:25.745
You<00:28:20.980> see<00:28:22.167> those<00:28:22.408> All<00:28:22.569> In<00:28:22.729> podcast<00:28:23.291> guys<00:28:24.414> doing<00:28:24.638> the<00:28:24.719> same<00:28:25.039> type<00:28:25.232> of<00:28:25.296> thing.

00:28:26.403 --> 00:28:28.040
You<00:28:26.435> see<00:28:26.724> like<00:28:27.045> Elon<00:28:27.526> doing<00:28:27.719> his<00:28:27.944> thing.

00:28:28.168 --> 00:28:30.479
Like,<00:28:29.773> what<00:28:29.821> do<00:28:29.885> you<00:28:29.965> make<00:28:30.190> of<00:28:30.254> that?

00:28:31.313 --> 00:28:49.835
Well,<00:28:31.955> I<00:28:32.099> do<00:28:32.276> think<00:28:32.436> we're<00:28:32.757> in<00:28:33.238> this<00:28:33.543> world<00:28:34.024> of<00:28:34.940> again,<00:28:35.215> from<00:28:35.783> VC<00:28:36.205> specifically,<00:28:37.471> is<00:28:38.120> it's<00:28:38.705> more<00:28:39.110> than<00:28:39.273> just<00:28:39.419> having<00:28:39.694> a<00:28:39.759> track<00:28:40.100> record,<00:28:41.370> frankly,<00:28:41.563> to<00:28:41.724> like<00:28:42.369> win<00:28:42.691> deals,<00:28:43.240> frankly,<00:28:43.659> to<00:28:44.449> get<00:28:44.610> in<00:28:44.690> the<00:28:44.787> conversation,<00:28:45.593> to<00:28:45.738> do<00:28:45.916> your<00:28:46.077> job<00:28:46.319> the<00:28:46.399> right<00:28:46.625> way<00:28:46.802> and<00:28:46.947> get<00:28:47.044> as<00:28:47.189> much<00:28:47.367> exposure<00:28:47.931> to<00:28:48.253> investment<00:28:48.721> opportunities<00:28:49.221> as<00:28:49.350> possible.

00:28:51.468 --> 00:28:57.515
You<00:28:51.549> can't<00:28:51.807> just<00:28:52.034> keep<00:28:52.357> writing<00:28:53.343> blog<00:28:53.667> posts,<00:28:54.378> you<00:28:54.491> know,<00:28:54.782> you<00:28:54.879> can't<00:28:55.154> just<00:28:55.284> keep<00:28:55.753> hiring<00:28:56.254> new<00:28:56.658> venture<00:28:56.965> investors.

00:28:58.178 --> 00:29:17.191
I'm<00:28:58.356> seeing<00:28:58.679> a<00:28:58.744> lot<00:28:58.906> of<00:28:59.090> funds<00:28:59.676> even<00:28:59.844> fully<00:29:00.346> raised<00:29:00.764> because<00:29:02.339> the,<00:29:02.901> the<00:29:03.061> GP<00:29:03.623> or<00:29:03.719> the<00:29:03.880> founder<00:29:04.426> has<00:29:04.827> a<00:29:04.908> million<00:29:05.405> followers<00:29:05.951> on<00:29:06.112> Twitter<00:29:06.610> and<00:29:06.915> all<00:29:07.011> that<00:29:07.172> individual<00:29:07.717> does<00:29:08.055> is<00:29:08.215> talk<00:29:08.456> about<00:29:10.158> tech<00:29:10.463> companies<00:29:11.105> and<00:29:11.186> therefore<00:29:11.908> gets<00:29:12.390> 500<00:29:13.193> inbound<00:29:13.578> requests<00:29:14.076> for<00:29:14.236> like<00:29:14.541> investment<00:29:15.039> opportunities<00:29:15.762> on<00:29:15.858> a<00:29:15.986> quarter<00:29:16.323> over<00:29:16.548> quarter<00:29:16.869> basis.

00:29:17.769 --> 00:29:20.321
So<00:29:18.555> I<00:29:18.652> actually<00:29:19.069> see<00:29:20.161> this.

00:29:20.739 --> 00:29:27.065
I,<00:29:20.964> I'm<00:29:21.461> a<00:29:21.542> big<00:29:21.702> believer<00:29:22.023> right<00:29:22.264> now<00:29:22.441> that<00:29:22.666> where<00:29:23.533> media<00:29:23.934> is<00:29:24.030> headed<00:29:24.576> is<00:29:24.753> personal<00:29:25.315> brand<00:29:25.700> is<00:29:25.877> trumping<00:29:26.359> business<00:29:26.760> brand.

00:29:27.466 --> 00:29:41.240
And<00:29:27.547> I<00:29:27.627> think<00:29:27.787> we're<00:29:27.884> starting<00:29:28.108> to<00:29:28.141> see<00:29:28.446> a<00:29:28.462> lot<00:29:28.702> of<00:29:28.783> that<00:29:29.072> from<00:29:29.248> the<00:29:29.329> VC<00:29:29.730> space<00:29:30.356> of<00:29:31.078> they're<00:29:31.576> really<00:29:31.897> pushing<00:29:32.282> their<00:29:32.459> personal<00:29:33.021> brand<00:29:33.824> to<00:29:33.888> make<00:29:34.064> it<00:29:34.096> so<00:29:34.289> their<00:29:34.546> business<00:29:35.012> continues<00:29:35.509> to<00:29:35.606> be<00:29:35.750> successful<00:29:36.810> in<00:29:36.938> terms<00:29:37.211> of<00:29:37.355> what<00:29:37.516> their<00:29:37.692> specific,<00:29:39.266> you<00:29:39.298> know,<00:29:40.325> political<00:29:40.871> views<00:29:41.192> are.

00:29:41.754 --> 00:29:57.232
That's<00:29:42.075> one<00:29:42.316> thing<00:29:42.589> I'm<00:29:42.733> not<00:29:42.894> going<00:29:42.990> to<00:29:43.054> really<00:29:43.295> speak<00:29:43.616> to,<00:29:43.841> but<00:29:43.937> I<00:29:44.082> will<00:29:44.258> say<00:29:45.125> that<00:29:45.222> they<00:29:45.318> are<00:29:45.446> definitely<00:29:45.864> backing<00:29:46.265> their—<00:29:46.650> like,<00:29:46.811> I<00:29:46.907> believe<00:29:47.148> that<00:29:47.309> personal<00:29:47.774> brand<00:29:48.031> right<00:29:48.256> now<00:29:48.448> is<00:29:48.593> king,<00:29:49.396> and<00:29:49.476> I'm<00:29:49.572> seeing<00:29:49.813> a<00:29:49.957> lot<00:29:50.262> more<00:29:50.439> of<00:29:50.600> them<00:29:50.760> making<00:29:51.065> sure<00:29:51.177> they're<00:29:51.322> getting<00:29:51.627> their<00:29:51.804> personal<00:29:52.269> views<00:29:52.526> and<00:29:52.670> personal<00:29:53.088> brand<00:29:53.473> out<00:29:53.714> there<00:29:54.180> So<00:29:54.276> they<00:29:54.372> stay<00:29:54.533> top<00:29:54.854> of<00:29:54.935> mind<00:29:55.417> to<00:29:55.561> do<00:29:55.658> their<00:29:55.818> job<00:29:56.124> the<00:29:56.204> best<00:29:56.381> way<00:29:56.477> they<00:29:56.686> possibly<00:29:57.023> can.

00:29:57.923 --> 00:29:59.385
It's<00:29:58.068> kind<00:29:58.244> of<00:29:58.309> part<00:29:58.485> of<00:29:58.550> the<00:29:58.694> job<00:29:58.951> now,<00:29:59.192> right?

00:29:59.497 --> 00:30:02.791
Even<00:29:59.674> for<00:29:59.995> like,<00:30:00.253> for<00:30:00.542> VCs,<00:30:00.959> it<00:30:01.024> seems<00:30:01.265> like<00:30:01.441> it's<00:30:01.682> a<00:30:01.923> big<00:30:02.164> part<00:30:02.405> of<00:30:02.470> the<00:30:02.566> job.

00:30:02.871 --> 00:30:11.917
Like<00:30:03.032> you<00:30:03.128> almost<00:30:03.369> have<00:30:03.514> to<00:30:03.594> like<00:30:03.771> build<00:30:04.012> a<00:30:04.076> media<00:30:04.494> company<00:30:05.860> for<00:30:06.085> yourself<00:30:06.808> and<00:30:07.145> for<00:30:07.370> your<00:30:07.547> fund<00:30:08.270> in<00:30:08.414> order<00:30:08.752> to<00:30:08.912> be<00:30:09.073> successful<00:30:09.651> in<00:30:09.796> that<00:30:09.957> space<00:30:10.422> now,<00:30:11.081> which<00:30:11.242> is<00:30:11.403> fascinating.

00:30:11.965 --> 00:30:15.580
And<00:30:12.045> like,<00:30:12.270> obviously,<00:30:12.832> you<00:30:13.073> know,<00:30:13.812> that<00:30:14.037> hasn't<00:30:14.278> historically<00:30:14.857> been<00:30:14.953> the<00:30:15.082> case<00:30:15.403> for<00:30:15.483> them.

00:30:15.805 --> 00:30:19.082
You<00:30:15.981> used<00:30:16.206> to<00:30:16.287> be<00:30:16.367> able<00:30:16.463> to<00:30:16.528> get<00:30:16.624> away<00:30:16.753> with<00:30:16.865> like<00:30:17.026> a<00:30:17.042> newsletter,<00:30:18.247> even<00:30:18.359> like<00:30:18.472> an<00:30:18.552> annual<00:30:18.809> letter.

00:30:19.918 --> 00:30:23.079
Like,<00:30:20.143> you<00:30:20.239> know,<00:30:20.464> you<00:30:20.496> don't<00:30:20.946> you<00:30:20.994> don't<00:30:21.106> get<00:30:21.186> to<00:30:21.283> do<00:30:21.363> that<00:30:21.587> anymore,<00:30:22.486> which<00:30:22.662> is<00:30:22.790> fascinating.

00:30:23.127 --> 00:30:29.511
But<00:30:23.271> even<00:30:23.512> companies,<00:30:24.154> like,<00:30:24.314> and<00:30:24.555> I<00:30:24.635> wonder<00:30:24.795> if<00:30:24.891> you're<00:30:24.972> seeing<00:30:25.212> this<00:30:25.373> inside<00:30:25.629> of<00:30:25.693> companies<00:30:26.094> that<00:30:26.255> they're<00:30:26.560> also<00:30:26.961> thinking<00:30:27.297> about<00:30:27.618> how<00:30:27.779> do<00:30:28.083> we<00:30:28.340> tell<00:30:28.581> our<00:30:28.885> own<00:30:29.046> story?

00:30:30.104 --> 00:30:35.975
You're<00:30:30.249> exactly<00:30:30.650> right<00:30:30.842> about<00:30:30.986> the<00:30:31.067> future<00:30:31.323> of<00:30:31.452> media<00:30:31.788> being<00:30:32.013> like<00:30:32.254> everybody<00:30:32.655> has<00:30:32.895> their<00:30:33.072> own<00:30:33.296> channel,<00:30:33.633> their<00:30:33.793> own<00:30:34.034> voice<00:30:34.499> based<00:30:34.756> around<00:30:35.702> them.

00:30:36.055 --> 00:30:40.241
It's<00:30:36.279> not<00:30:36.440> controlled<00:30:36.921> by<00:30:37.146> 3<00:30:37.563> networks<00:30:38.429> or,<00:30:38.766> you<00:30:38.846> know,<00:30:39.006> a<00:30:39.086> couple<00:30:39.391> of<00:30:39.487> corporations.

00:30:40.289 --> 00:30:41.877
Like<00:30:40.530> we<00:30:40.690> all<00:30:40.931> have<00:30:41.188> this<00:30:41.412> voice<00:30:41.717> now.

00:30:42.519 --> 00:30:49.127
And<00:30:43.722> as<00:30:44.283> companies<00:30:44.780> build,<00:30:45.005> do<00:30:45.085> you,<00:30:45.342> and<00:30:45.807> particularly<00:30:46.208> when<00:30:46.304> you're<00:30:46.545> talking<00:30:46.817> to<00:30:46.865> them<00:30:47.026> early<00:30:47.266> stage,<00:30:47.507> do<00:30:47.587> you<00:30:47.683> guys<00:30:47.892> have<00:30:48.052> those<00:30:48.213> types<00:30:48.405> of<00:30:48.469> conversations?

00:30:50.620 --> 00:30:54.360
Yeah,<00:30:51.037> but<00:30:51.663> I<00:30:51.760> think<00:30:52.161> it's<00:30:52.899> tracking<00:30:53.365> with<00:30:53.526> companies<00:30:54.023> as<00:30:54.232> well.

00:30:54.874 --> 00:31:15.872
And<00:30:56.881> I<00:30:57.073> think<00:30:57.218> it's<00:30:57.362> a<00:30:57.459> little<00:30:57.683> bit<00:30:57.860> less<00:30:58.101> so<00:30:58.647> right<00:30:58.887> now<00:30:59.144> for<00:31:00.188> direct-to-consumer<00:31:00.990> businesses,<00:31:01.713> just<00:31:01.938> because,<00:31:02.355> you<00:31:02.435> know,<00:31:03.077> your<00:31:03.302> personal<00:31:03.720> brand<00:31:04.201> as<00:31:04.442> a<00:31:04.859> CPO<00:31:05.646> or<00:31:05.871> a<00:31:05.887> CEO<00:31:06.689> all<00:31:06.914> over<00:31:07.091> social<00:31:07.476> media,<00:31:07.829> it's<00:31:08.054> a<00:31:08.070> little<00:31:08.231> bit<00:31:08.375> different<00:31:08.873> to<00:31:09.643> get,<00:31:10.446> you<00:31:10.478> know,<00:31:10.703> 100<00:31:11.425> new<00:31:12.212> subscribers<00:31:13.833> to<00:31:14.620> your<00:31:14.861> money<00:31:15.053> management<00:31:15.615> tool.

00:31:16.338 --> 00:31:31.775
But<00:31:16.402> if<00:31:16.482> you're<00:31:16.626> like<00:31:16.786> an<00:31:16.963> enterprise<00:31:17.764> B2B<00:31:18.566> founder<00:31:19.287> or<00:31:19.432> executive<00:31:19.929> team,<00:31:20.730> and<00:31:20.874> all<00:31:20.971> of<00:31:21.051> a<00:31:21.115> sudden<00:31:21.532> you're<00:31:21.676> able<00:31:21.852> to<00:31:21.932> get<00:31:22.173> 3<00:31:22.397> or<00:31:22.638> 4<00:31:22.798> deals<00:31:23.776> a<00:31:23.936> year,<00:31:24.642> enterprise<00:31:25.219> deals<00:31:26.165> through<00:31:26.966> your<00:31:27.142> personal<00:31:27.688> brand,<00:31:28.409> that<00:31:28.585> is<00:31:28.906> a<00:31:29.146> business-changing<00:31:31.150> growth<00:31:31.471> channel.

00:31:32.112 --> 00:31:41.218
So,<00:31:32.737> you<00:31:32.769> know,<00:31:32.978> as<00:31:33.090> a<00:31:33.154> marketer<00:31:33.795> through<00:31:34.036> Fiat<00:31:34.340> Growth,<00:31:34.597> and<00:31:34.677> again,<00:31:34.901> we're<00:31:34.998> a<00:31:35.158> full-stack<00:31:35.623> agency,<00:31:36.056> affiliate<00:31:36.521> partnership,<00:31:36.953> strategic<00:31:37.466> partnership,<00:31:37.883> performance<00:31:38.348> marketing,<00:31:38.957> standing<00:31:39.406> up<00:31:39.486> your<00:31:39.566> martech<00:31:39.983> stack,<00:31:40.352> creative<00:31:40.608> services.

00:31:42.272 --> 00:31:48.311
You<00:31:42.292> know,<00:31:42.436> we're<00:31:42.613> constantly<00:31:42.934> deploying<00:31:43.399> capital<00:31:43.817> into<00:31:43.993> the<00:31:44.073> market<00:31:45.004> and<00:31:45.181> we're<00:31:45.325> constantly<00:31:45.727> looking<00:31:45.983> for<00:31:46.128> really<00:31:46.369> creative<00:31:46.786> growth<00:31:47.107> channels<00:31:47.669> to<00:31:47.765> stand<00:31:48.214> up.

00:31:48.937 --> 00:31:52.949
Um,<00:31:49.193> and<00:31:49.338> all<00:31:49.514> the<00:31:49.659> ones<00:31:49.835> that<00:31:49.916> I<00:31:50.060> just<00:31:50.221> laid<00:31:50.461> out<00:31:50.863> will<00:31:51.103> always<00:31:51.440> exist<00:31:51.922> in<00:31:52.066> one<00:31:52.243> shape<00:31:52.484> or<00:31:52.564> form.

00:31:53.591 --> 00:31:55.421
Um,<00:31:53.687> but<00:31:53.848> people<00:31:54.073> are<00:31:54.169> looking<00:31:54.410> for<00:31:54.570> cheap<00:31:54.891> growth<00:31:55.132> channels.

00:31:55.469 --> 00:32:05.933
And<00:31:55.597> I,<00:31:55.838> I<00:31:55.934> truly<00:31:56.255> believe<00:31:56.560> for<00:31:56.641> a<00:31:56.657> lot<00:31:56.833> of<00:31:56.881> these<00:31:57.042> like<00:31:57.218> B2B<00:31:57.684> founders<00:31:58.037> and<00:31:58.117> executives,<00:31:59.289> there's<00:31:59.530> a<00:31:59.610> huge<00:32:00.172> opportunity<00:32:01.311> for<00:32:01.407> them<00:32:01.632> to<00:32:01.937> turn<00:32:02.756> their<00:32:02.996> personal<00:32:03.542> brand<00:32:04.104> into<00:32:04.441> a<00:32:04.601> growth<00:32:04.987> channel<00:32:05.324> for<00:32:05.468> their<00:32:05.645> business.

00:32:06.592 --> 00:32:25.245
And<00:32:06.672> I<00:32:06.688> think<00:32:06.848> we<00:32:06.993> can<00:32:07.089> all<00:32:07.234> say<00:32:08.360> I<00:32:08.440> would<00:32:08.618> much<00:32:08.925> rather<00:32:09.263> hear,<00:32:09.731> hear<00:32:09.990> from,<00:32:11.103> uh,<00:32:12.959> Tim<00:32:13.201> Cook<00:32:13.782> versus,<00:32:14.814> uh,<00:32:15.137> about,<00:32:15.541> you<00:32:15.573> know,<00:32:15.718> the<00:32:15.815> next,<00:32:16.589> uh,<00:32:17.235> iPad<00:32:17.397> or<00:32:17.883> iPod<00:32:18.143> or<00:32:18.224> whatever<00:32:18.548> their<00:32:18.629> next<00:32:18.872> product<00:32:19.343> is,<00:32:19.537> or<00:32:19.748> headphones<00:32:20.332> or<00:32:20.818> VR<00:32:21.078> equipment<00:32:21.954> versus<00:32:22.748> hearing<00:32:23.397> a<00:32:23.575> blog<00:32:24.062> post<00:32:24.370> from<00:32:24.467> the<00:32:24.694> Apple<00:32:24.954> brand.

00:32:25.829 --> 00:32:29.996
Because<00:32:26.267> I<00:32:26.316> want<00:32:26.396> to<00:32:26.476> get<00:32:26.557> inside<00:32:26.910> the<00:32:26.991> mind<00:32:27.601> of<00:32:27.698> the<00:32:27.778> leader<00:32:28.582> of<00:32:28.726> the<00:32:28.887> problem<00:32:29.289> that<00:32:29.385> they're<00:32:29.482> solving.

00:32:30.574 --> 00:32:46.349
And<00:32:30.687> if<00:32:30.816> you<00:32:30.912> do<00:32:31.073> that<00:32:31.201> in<00:32:31.249> a<00:32:31.314> very<00:32:31.635> thoughtful<00:32:32.021> way<00:32:32.262> and<00:32:32.342> even<00:32:32.760> take<00:32:32.921> it<00:32:33.001> a<00:32:33.017> step<00:32:33.307> further,<00:32:33.644> tie<00:32:33.885> it<00:32:34.046> back<00:32:34.383> to<00:32:34.528> your<00:32:34.769> personal<00:32:35.882> individualness,<00:32:37.712> you<00:32:37.745> know,<00:32:37.969> like,<00:32:38.371> hey,<00:32:38.611> I<00:32:38.692> woke<00:32:38.868> up<00:32:38.997> this<00:32:39.173> morning,<00:32:39.976> looked<00:32:40.201> my<00:32:40.377> daughter<00:32:40.698> in<00:32:40.778> the<00:32:41.003> eye,<00:32:41.565> and<00:32:41.742> like<00:32:41.902> she<00:32:42.063> told<00:32:42.304> me,<00:32:42.448> like,<00:32:42.946> hand<00:32:43.251> me<00:32:43.347> the<00:32:43.427> VR,<00:32:43.764> like<00:32:44.310> something,<00:32:44.808> some,<00:32:45.049> some<00:32:45.193> type<00:32:45.370> of<00:32:45.578> connection<00:32:46.236> there.

00:32:47.135 --> 00:32:56.895
It<00:32:47.280> turns<00:32:47.537> into<00:32:47.922> a<00:32:48.002> really<00:32:48.323> powerful<00:32:48.805> story<00:32:49.126> and<00:32:49.270> a<00:32:49.303> very<00:32:49.591> powerful<00:32:50.153> ad<00:32:50.731> that<00:32:50.892> feels<00:32:51.116> really<00:32:51.373> organic<00:32:52.256> versus<00:32:52.593> it<00:32:52.738> being<00:32:52.979> this<00:32:53.540> produced<00:32:54.327> moment<00:32:54.905> that<00:32:55.226> most<00:32:55.531> brands<00:32:55.804> are<00:32:56.029> constantly<00:32:56.350> trying<00:32:56.590> to<00:32:56.671> do.

00:32:57.650 --> 00:33:08.326
Something<00:32:57.955> I'm<00:32:58.099> hearing<00:32:58.340> a<00:32:58.356> lot<00:32:58.517> about<00:32:58.742> is<00:32:58.902> this<00:32:59.079> affiliate<00:32:59.865> marketing<00:33:00.347> and<00:33:00.427> affiliate,<00:33:01.551> like<00:33:02.048> particularly<00:33:02.514> over<00:33:02.594> the<00:33:02.691> past<00:33:02.915> like<00:33:03.028> 6<00:33:03.317> months<00:33:03.493> to<00:33:03.654> a<00:33:03.798> year,<00:33:04.232> founders<00:33:04.938> and<00:33:05.114> CEOs<00:33:05.580> and<00:33:05.660> like<00:33:06.062> So<00:33:06.094> many<00:33:06.302> people<00:33:06.463> are<00:33:06.543> like,<00:33:06.704> how<00:33:06.800> do<00:33:06.945> I<00:33:07.089> get,<00:33:07.426> how<00:33:07.587> do<00:33:07.667> I<00:33:07.683> set<00:33:07.972> this<00:33:08.213> up?

00:33:08.390 --> 00:33:08.936
What<00:33:08.695> is<00:33:08.855> this?

00:33:09.096 --> 00:33:09.674
Can<00:33:09.193> you<00:33:09.273> explain<00:33:09.610> it?

00:33:10.156 --> 00:33:15.310
If<00:33:10.236> you<00:33:10.461> just<00:33:10.798> briefly,<00:33:11.505> like,<00:33:11.681> how<00:33:11.842> would<00:33:12.003> you,<00:33:12.629> what<00:33:12.741> advice<00:33:13.127> would<00:33:13.287> you<00:33:13.432> give<00:33:13.608> people<00:33:13.913> around<00:33:14.234> that<00:33:14.716> in<00:33:14.877> particular?

00:33:15.920 --> 00:33:16.113
Yeah.

00:33:16.161 --> 00:33:27.433
I<00:33:16.177> mean,<00:33:16.338> I<00:33:16.579> personally<00:33:16.900> think<00:33:17.076> affiliate<00:33:17.462> marketing<00:33:18.249> is<00:33:18.345> one<00:33:18.505> of<00:33:18.586> the<00:33:18.746> most,<00:33:19.774> uh,<00:33:21.139> one<00:33:21.235> of<00:33:21.315> the<00:33:21.396> most<00:33:21.653> important<00:33:22.504> and<00:33:23.403> what<00:33:24.206> falls<00:33:24.446> into<00:33:24.623> the<00:33:24.768> importance,<00:33:25.233> one<00:33:25.330> of<00:33:25.394> the<00:33:25.426> most<00:33:25.651> cost-efficient<00:33:26.373> channels<00:33:26.678> you<00:33:26.839> can<00:33:26.935> be<00:33:27.015> a<00:33:27.096> part<00:33:27.337> of.

00:33:28.123 --> 00:33:33.672
Um,<00:33:28.846> you<00:33:28.878> know,<00:33:29.183> imagine,<00:33:30.211> uh,<00:33:31.672> Trying<00:33:31.850> to<00:33:31.914> think<00:33:32.156> here,<00:33:32.591> trying<00:33:32.737> to<00:33:32.769> think<00:33:32.882> of<00:33:32.962> a<00:33:32.978> really<00:33:33.188> good<00:33:33.285> example.

00:33:33.865 --> 00:33:39.864
Imagine<00:33:34.317> you're<00:33:34.413> TikTok<00:33:35.220> and<00:33:35.300> you're<00:33:35.461> looking<00:33:35.703> to<00:33:36.429> go<00:33:36.671> bring<00:33:36.913> on<00:33:37.219> your<00:33:37.316> next<00:33:38.428> 200<00:33:38.993> million<00:33:39.412> users.

00:33:41.187 --> 00:33:51.504
And<00:33:41.268> you<00:33:41.413> go<00:33:41.591> to<00:33:41.817> a<00:33:43.447> neobank<00:33:43.931> like<00:33:44.173> Chime<00:33:44.641> that's<00:33:44.818> got<00:33:45.060> 20<00:33:45.464> million<00:33:46.013> users<00:33:46.771> and<00:33:46.852> you<00:33:46.933> say,<00:33:47.223> hey,<00:33:47.562> Chime,<00:33:48.062> I'll<00:33:48.191> give<00:33:48.353> you<00:33:48.434> guys<00:33:48.660> $2<00:33:48.933> for<00:33:49.800> every<00:33:49.993> single<00:33:50.459> user<00:33:50.861> you<00:33:50.957> send<00:33:51.327> us.

00:33:52.066 --> 00:33:53.095
And<00:33:52.227> Chime's<00:33:52.548> like,<00:33:52.709> perfect.

00:33:53.352 --> 00:33:56.501
That<00:33:53.529> sounds<00:33:53.834> like<00:33:54.091> it's<00:33:54.798> going<00:33:54.911> to<00:33:55.361> net<00:33:55.585> me<00:33:55.746> some<00:33:55.923> good<00:33:56.148> revenue.

00:33:57.048 --> 00:34:03.992
Therefore,<00:33:57.990> we're<00:33:58.167> gonna<00:33:58.329> send<00:33:58.912> a<00:33:59.057> push<00:33:59.300> notification<00:34:00.190> every<00:34:00.449> single<00:34:00.772> week<00:34:01.096> to<00:34:01.193> our<00:34:01.322> entire<00:34:01.743> user<00:34:02.067> base<00:34:02.342> saying<00:34:02.487> sign<00:34:02.778> up<00:34:02.875> for<00:34:02.956> TikTok<00:34:03.458> and<00:34:03.603> get<00:34:03.781> $2.

00:34:05.610 --> 00:34:07.664
That<00:34:05.771> is<00:34:05.868> a<00:34:06.030> very<00:34:06.289> simple<00:34:06.677> affiliate<00:34:07.082> marketing<00:34:07.486> deal.

00:34:08.278 --> 00:34:17.090
But<00:34:08.375> the<00:34:08.456> good<00:34:08.699> thing<00:34:08.925> is<00:34:09.248> as<00:34:09.588> TikTok,<00:34:10.946> I'm<00:34:11.108> not<00:34:11.350> having<00:34:11.609> to<00:34:11.771> spend<00:34:12.272> $10,000<00:34:13.614> on<00:34:13.856> Facebook<00:34:14.422> with<00:34:14.584> the<00:34:14.826> hope<00:34:15.489> people<00:34:15.877> press<00:34:16.201> on<00:34:16.702> my<00:34:16.928> app.

00:34:17.656 --> 00:34:24.429
I'm<00:34:17.817> only<00:34:18.076> paying<00:34:18.399> Chime<00:34:19.191> if<00:34:20.080> and<00:34:20.323> only<00:34:20.727> when<00:34:21.858> that<00:34:22.117> Chime<00:34:22.586> user<00:34:23.475> signs<00:34:23.814> up<00:34:23.960> for<00:34:24.057> TikTok.

00:34:25.007 --> 00:34:27.407
So<00:34:25.088> I'm<00:34:25.345> paying<00:34:26.151> whenever<00:34:26.456> the<00:34:26.617> action<00:34:27.020> happens.

00:34:27.986 --> 00:34:31.610
Therefore,<00:34:28.969> you're<00:34:29.597> deploying<00:34:30.080> capital<00:34:30.466> in<00:34:30.563> a<00:34:30.643> cost-efficient<00:34:31.304> way.

00:34:31.948 --> 00:34:35.704
Another<00:34:32.415> very<00:34:32.608> simple<00:34:32.930> example,<00:34:33.397> it's<00:34:33.558> very<00:34:33.735> similar<00:34:34.106> to<00:34:34.832> influencer<00:34:35.333> marketing.

00:34:36.140 --> 00:34:43.870
As<00:34:36.285> you<00:34:36.366> see<00:34:36.543> a<00:34:36.608> lot<00:34:36.785> of<00:34:36.850> your<00:34:37.011> influencers<00:34:37.673> on<00:34:37.835> LinkedIn<00:34:38.400> or<00:34:38.626> even<00:34:38.884> TikTok<00:34:39.384> saying,<00:34:42.904> go<00:34:43.065> buy<00:34:43.130> this<00:34:43.387> bracelet.

00:34:44.756 --> 00:34:54.804
Odds<00:34:45.078> are<00:34:45.336> that<00:34:45.578> influencer's<00:34:46.206> getting<00:34:46.463> paid<00:34:47.414> a<00:34:47.430> flat<00:34:47.897> amount<00:34:48.235> of<00:34:48.396> money<00:34:49.201> every<00:34:49.443> single<00:34:49.749> time<00:34:50.087> you<00:34:50.248> buy<00:34:50.474> that<00:34:51.037> bracelet<00:34:51.440> because<00:34:51.698> they<00:34:51.794> sent<00:34:52.020> you<00:34:52.100> that<00:34:53.040> special<00:34:53.537> link<00:34:53.954> that<00:34:54.098> only<00:34:54.275> they<00:34:54.515> have.

00:34:55.382 --> 00:35:00.259
Um,<00:34:56.200> and<00:34:56.280> so,<00:34:57.066> uh,<00:34:57.547> it<00:34:57.644> typically<00:34:58.045> works<00:34:58.269> really<00:34:58.510> well<00:34:58.687> for<00:34:58.767> a<00:34:58.831> lot<00:34:58.991> of<00:34:59.072> direct-to-consumer<00:34:59.810> businesses.

00:35:00.355 --> 00:35:03.900
We<00:35:00.387> see<00:35:00.596> it<00:35:00.676> a<00:35:00.692> lot<00:35:00.868> in<00:35:01.013> e-commerce,<00:35:01.735> we<00:35:01.879> see<00:35:02.039> it<00:35:02.120> a<00:35:02.136> lot<00:35:02.376> in<00:35:02.842> direct-to-consumer<00:35:03.580> tech.

00:35:04.366 --> 00:35:07.558
Um,<00:35:05.649> in<00:35:05.745> B2B<00:35:06.227> businesses<00:35:06.612> is<00:35:06.708> a<00:35:06.852> little<00:35:07.029> bit<00:35:07.189> different.

00:35:07.670 --> 00:35:14.922
They<00:35:07.831> typically<00:35:08.216> do<00:35:08.312> it<00:35:08.392> around<00:35:08.633> what<00:35:08.713> they<00:35:08.858> call<00:35:09.034> account-based<00:35:09.676> marketing,<00:35:10.478> where<00:35:10.542> I'm<00:35:10.638> sure<00:35:10.863> you've<00:35:10.959> been<00:35:11.104> on<00:35:11.264> LinkedIn<00:35:11.521> and<00:35:11.681> they<00:35:11.777> say,<00:35:11.890> hey,<00:35:12.018> if<00:35:12.146> you<00:35:12.243> sign<00:35:12.563> up<00:35:12.708> for<00:35:12.804> a<00:35:12.884> demo,<00:35:13.269> we'll<00:35:13.382> send<00:35:13.670> you<00:35:13.767> this<00:35:14.007> Yeti<00:35:14.392> water<00:35:14.649> bottle.

00:35:15.515 --> 00:35:31.564
Um,<00:35:15.772> yeah,<00:35:16.237> where<00:35:16.430> it's<00:35:16.719> a<00:35:16.735> little<00:35:16.911> bit<00:35:17.055> different,<00:35:17.376> where<00:35:17.601> it's—<00:35:17.777> if<00:35:17.938> there's<00:35:18.130> still<00:35:18.339> an<00:35:18.403> incentive<00:35:19.462> but<00:35:19.606> it's<00:35:19.766> a<00:35:19.782> little<00:35:20.023> bit<00:35:20.183> more,<00:35:20.969> we<00:35:21.145> know<00:35:21.305> exactly<00:35:21.866> who<00:35:21.946> we<00:35:22.107> want<00:35:22.235> to<00:35:22.283> sell<00:35:22.588> to,<00:35:23.229> therefore<00:35:23.790> we're<00:35:23.870> going<00:35:23.982> to<00:35:24.046> send<00:35:24.415> ads<00:35:24.752> to<00:35:24.912> exactly<00:35:25.393> that<00:35:25.553> individual<00:35:26.435> and<00:35:26.499> we're<00:35:26.595> going<00:35:26.691> to<00:35:26.836> give<00:35:27.012> you<00:35:27.156> this,<00:35:27.381> like<00:35:28.038> this,<00:35:28.342> this<00:35:28.519> incentive<00:35:29.705> for<00:35:29.945> you<00:35:30.042> to<00:35:30.827> take<00:35:31.003> advantage<00:35:31.404> of<00:35:31.500> it.

00:35:32.671 --> 00:35:32.879
Yeah.

00:35:33.248 --> 00:35:33.504
Yeah.

00:35:34.113 --> 00:35:41.824
Finally,<00:35:34.610> we,<00:35:34.835> uh,<00:35:35.075> we<00:35:35.171> end<00:35:35.267> every<00:35:35.412> interview<00:35:35.828> with<00:35:35.957> the<00:35:36.037> exact<00:35:36.293> same<00:35:36.518> question<00:35:37.015> and<00:35:37.095> that<00:35:37.399> is<00:35:37.496> at<00:35:37.592> CEO.com,<00:35:38.441> we<00:35:38.538> believe<00:35:38.778> the<00:35:38.858> chances<00:35:39.323> one<00:35:39.499> gives<00:35:39.900> is<00:35:40.044> just<00:35:40.221> as<00:35:40.301> important<00:35:40.605> as<00:35:40.702> the<00:35:40.846> chances<00:35:41.183> one<00:35:41.343> takes.

00:35:42.465 --> 00:35:45.671
When<00:35:42.625> you<00:35:42.866> hear<00:35:43.106> that,<00:35:43.491> who<00:35:43.651> gave<00:35:43.892> you<00:35:43.988> a<00:35:44.068> chance<00:35:44.405> to<00:35:44.533> get<00:35:44.693> you<00:35:44.853> to<00:35:44.950> where<00:35:45.174> you<00:35:45.334> are<00:35:45.431> today?

00:35:47.131 --> 00:35:57.273
I'm<00:35:47.340> gonna<00:35:47.420> give<00:35:47.532> a<00:35:47.596> shout<00:35:47.837> out<00:35:47.998> to,<00:35:48.302> uh,<00:35:48.639> okay,<00:35:49.121> so,<00:35:49.586> um,<00:35:50.084> there's<00:35:50.308> an<00:35:50.405> individual<00:35:50.710> named<00:35:50.886> Judson<00:35:51.287> Griffin<00:35:52.074> who<00:35:52.314> was<00:35:52.796> a<00:35:53.855> sales<00:35:54.176> manager<00:35:54.577> at<00:35:54.673> a<00:35:54.738> company<00:35:55.043> called<00:35:55.235> Namely,<00:35:55.700> which<00:35:55.861> was<00:35:56.021> in<00:35:56.102> the<00:35:56.182> HR<00:35:56.583> tech<00:35:56.840> space.

00:35:57.530 --> 00:36:08.747
Uh,<00:35:57.851> unfortunately,<00:35:58.364> the<00:35:58.493> company,<00:35:59.536> uh,<00:36:00.675> didn't<00:36:00.980> have<00:36:01.221> the<00:36:01.702> unicorn<00:36:02.264> outcome<00:36:02.681> that<00:36:02.826> we<00:36:02.906> were<00:36:03.066> all<00:36:03.243> hoping,<00:36:03.885> but<00:36:04.430> at<00:36:04.527> the<00:36:04.607> time,<00:36:05.955> I<00:36:06.035> had<00:36:06.148> spent<00:36:06.436> the<00:36:06.501> majority<00:36:06.934> of<00:36:07.014> my<00:36:07.239> career<00:36:07.480> doing<00:36:07.720> a<00:36:07.752> number<00:36:08.121> of<00:36:08.218> different<00:36:08.523> jobs.

00:36:08.860 --> 00:36:17.660
I<00:36:08.876> was<00:36:09.004> really<00:36:09.245> trying<00:36:09.421> to<00:36:09.646> fall<00:36:09.839> into<00:36:10.143> my<00:36:10.946> perfect<00:36:11.363> space,<00:36:12.214> and,<00:36:12.454> um,<00:36:13.115> hired<00:36:13.521> me<00:36:13.684> as<00:36:14.073> an<00:36:14.235> account<00:36:14.495> executive<00:36:14.982> there,<00:36:15.388> basically<00:36:16.021> a<00:36:16.930> sales<00:36:17.401> rep.

00:36:19.249 --> 00:36:25.286
He<00:36:19.329> took<00:36:19.507> a<00:36:19.571> chance<00:36:19.846> on<00:36:19.894> me<00:36:20.007> knowing<00:36:20.314> that<00:36:20.395> I<00:36:20.459> had<00:36:20.637> no<00:36:20.863> background<00:36:21.428> in<00:36:21.525> it,<00:36:21.751> but<00:36:22.719> basically<00:36:23.220> was<00:36:23.365> like,<00:36:23.526> you<00:36:23.559> know<00:36:23.769> what,<00:36:24.011> I<00:36:24.188> feel<00:36:24.334> like<00:36:24.511> you<00:36:24.656> got<00:36:24.834> that<00:36:25.157> thing.

00:36:26.136 --> 00:36:40.297
And<00:36:26.216> so<00:36:27.021> I<00:36:27.037> was<00:36:27.198> able<00:36:27.359> to<00:36:27.504> come<00:36:27.681> on<00:36:28.631> and<00:36:29.227> it<00:36:29.291> was<00:36:29.517> really<00:36:29.694> the<00:36:29.919> first<00:36:30.177> time<00:36:30.515> in<00:36:30.644> my<00:36:30.821> career<00:36:31.690> where<00:36:32.495> I<00:36:33.139> realized<00:36:33.703> I<00:36:33.784> was<00:36:34.122> really,<00:36:34.685> really,<00:36:35.088> really<00:36:35.410> good<00:36:35.555> at<00:36:35.700> something<00:36:36.522> and<00:36:36.684> it<00:36:36.780> propelled<00:36:37.264> my<00:36:37.490> career<00:36:37.829> into<00:36:38.055> what<00:36:38.216> it<00:36:38.313> is<00:36:38.474> today<00:36:38.942> and<00:36:39.023> gave<00:36:39.119> me<00:36:39.200> the<00:36:39.345> confidence<00:36:39.942> it<00:36:40.087> needed.

00:36:40.345 --> 00:36:45.608
So<00:36:41.738> There's<00:36:41.915> a<00:36:41.995> lot<00:36:42.236> of<00:36:42.316> people<00:36:42.622> that<00:36:42.718> are<00:36:42.862> hiring<00:36:43.505> people<00:36:44.709> all<00:36:45.191> the<00:36:45.287> time.

00:36:46.475 --> 00:36:50.794
And<00:36:48.017> so<00:36:48.177> many<00:36:48.402> times<00:36:48.739> people<00:36:48.964> are<00:36:49.060> not<00:36:49.285> taking<00:36:49.542> a<00:36:49.622> chance<00:36:50.008> on<00:36:50.120> an<00:36:50.264> individual.

00:36:51.308 --> 00:36:54.648
They<00:36:51.388> are<00:36:51.549> just<00:36:52.272> going<00:36:52.593> based<00:36:52.898> on<00:36:52.994> whatever<00:36:53.315> their<00:36:53.460> LinkedIn<00:36:53.797> profile<00:36:54.279> says.

00:36:54.841 --> 00:37:05.920
So<00:36:55.001> like,<00:36:55.547> shout<00:36:55.724> out<00:36:55.868> to<00:36:55.965> Judson<00:36:56.350> Griffin<00:36:56.687> and<00:36:56.767> shout<00:36:56.992> out<00:36:57.089> to<00:36:57.329> all<00:36:57.506> the<00:36:57.634> people<00:36:57.956> out<00:36:58.116> there<00:36:58.758> that<00:36:58.839> are<00:36:58.935> taking<00:36:59.336> chances<00:36:59.882> on<00:37:00.043> people<00:37:00.316> that<00:37:00.460> they<00:37:00.621> believe<00:37:01.006> have<00:37:01.183> something<00:37:01.809> really<00:37:02.002> special<00:37:02.548> in<00:37:02.692> them<00:37:04.298> and<00:37:04.394> want<00:37:04.539> to<00:37:04.619> give<00:37:04.796> them<00:37:04.940> the<00:37:05.037> chance<00:37:05.358> to<00:37:05.502> prove<00:37:05.743> that.

00:37:06.709 --> 00:37:07.132
I<00:37:06.742> love<00:37:06.985> it.

00:37:07.375 --> 00:37:09.048
Drew,<00:37:07.862> thank<00:37:08.106> you<00:37:08.171> so<00:37:08.317> much<00:37:08.512> for<00:37:08.658> coming<00:37:08.902> on.

00:37:09.096 --> 00:37:09.990
Seriously,<00:37:09.405> it's<00:37:09.551> been<00:37:09.632> a<00:37:09.714> pleasure.

00:37:10.931 --> 00:37:11.289
Been<00:37:11.029> a<00:37:11.094> pleasure.

00:37:11.354 --> 00:37:11.695
Thank<00:37:11.581> you.