Nobody can tell David Heacock no

David Heacock watched the textile industry leave Talladega, Alabama, as a kid. His family sold industrial supplies to the mills. The mills went overseas, and the family business spent the next two decades selling to whatever was left.

In 2012, his parents wanted to retire and put the company up for sale. Heacock, who by then was running emerging market options trading at Goldman Sachs, bought it. "I ultimately ended up buying it, having no idea what I was going to do with it," he told the CEO.com Podcast.

He had bought a reseller of industrial supplies to the wood products industry. The average salesperson was about 60 years old and living off relationships built decades earlier. Heacock could see the end of it. "There was no way we were going to be able to be sustainable against the Graingers and the Amazons of the world."

So he went looking for something he could manufacture in Talladega and sell straight to the person using it. He landed on air filters, for an unglamorous reason. A filter is mostly air. Ship one across an ocean, and you are paying freight on empty space. "Every time you ship or move them, that increases the cost so much that just importing them, say, from China, did not make sense," he said. The arithmetic that emptied the mills he grew up around is the same arithmetic that protects the thing he decided to make instead.

The other half of the idea was the long tail. Houses need hundreds of filter sizes. Older ones have ducts that match no standard at all, and a single home might run three different sizes at once. No Walmart can stock that. Heacock compared it to Jeff Bezos starting Amazon in books, where the catalog was too deep for any shelf. Filters have the same demand shape and none of the glamour.

The company dates its founding to 2013, a year after the purchase. Fourteen years on from that purchase, Filterbuy makes every filter it sells in the United States and says it employs roughly 1,000 people and has served more than 7 million customers.

Revenue figures move depending on where you look. Company materials put annual revenue above $250 million. Heacock wrote in a February 2026 commentary for Fortune that the figure is $260 million. Other profiles cite more than $1 billion, which appears to be cumulative rather than annual. Filterbuy is private and has taken no outside capital, so these numbers are the company's own, and no investor or auditor has had reason to check them.

Bootstrapped is doing some work in that sentence, too. Heacock did not start in a garage. He started with a Goldman Sachs career behind him and a business that already had revenue, customers, and a building. The pivot was his and so was the risk, but the launchpad existed.

The operation converts five raw materials, none of them imported, into filters in every size a house might need. Heacock does not describe the result as a manufacturer. Speaking with Shane Parrish on The Knowledge Project in early 2025, he put it this way: "We're a logistics company because the reason we exist is we're able to deliver an air filter to an end user as cheaply as, if not cheaper than, anybody else."

That structure is why the pandemic did not break him, though by Farnam Street's account of that episode it nearly did. Their notes describe the pinch point: Amazon stopped accepting third-party inventory, and FedEx capped shipping capacity out of the Alabama plant. Rather than raise prices, Heacock expanded, and Farnam Street reports he opened a plant in Ogden, Utah, in May 2020 and was shipping from it by July, taking the company from $70 million in revenue in 2019 to its current scale.

The Pennsylvania expansion is documented in the company's own words. In a March 2021 announcement, Filterbuy said it would lease and renovate a 137,000-square-foot building in New Kensington that Alcoa once owned, build capacity for 30,000 filters a day, and create at least 120 full-time jobs, with a $300,000 Pennsylvania First grant attached. "We're one of the few companies that has been adding jobs throughout the pandemic," Heacock said at the time. Filterbuy's own description then listed facilities in Alabama, Florida, Pennsylvania, and Utah, and more than 600 filter sizes.

Nothing in the supply chain crosses an ocean, which is also why Heacock is unbothered by tariffs. He told the CEO.com Podcast they will hit a lot of companies in ways nobody has fully priced yet, and then noted that his will not be among them. He said it without much drama. The entire company rests on the premise that moving physical things is expensive, which is the premise tariffs enforce.

Filterbuy wrote its own ERP system from the beginning, which means an air filter manufacturer in Alabama employs a real development team. Heacock says AI has made that team measurably more productive. When budgeting for next year, he found he was not adding developers at the same rate he was adding people elsewhere, even as the business grew. He thinks the effect depends on what you already are. A company carrying large legacy analytics and accounting departments experiences AI as displacement.

A company that never built those departments experiences it as headroom. He made the longer version of that argument in Fortune, writing that AI matters more to plumbers than to programmers because it strips away the dispatching, invoicing, and follow-up that cap a skilled operator's growth without touching the skill itself.

The more interesting problem Heacock has is that nobody can tell him no.

He has no investors, so he has no board. The advantage is real and compounding: he moves faster than anyone else in his industry, and the bigger the company gets, the more that matters. Then he named the cost. "That means that I really don't have embedded accountability. I realized I was missing that."

His response was to build a replacement out of parts. He talks weekly with performance coach Dr. Julie Gurner, who makes him justify his reasoning out loud. He trains with a personal trainer. And he started a YouTube channel, @davidfilterbuy, where he committed publicly to building the world's leading indoor air quality company. "It's me burning the boats and forcing that accountability," he said. He also said it is far more work than he expected.

It is worth asking how much of this actually constrains him. A coach he hires and can fire is not a board that can remove him. An audience cannot vote. What Heacock has assembled is accountability he selected, on terms he set, and he is candid that the goal is to keep himself honest rather than be governed.

The honesty appears real in retrospect. Farnam Street's notes on the Knowledge Project episode recount two expensive misses he discussed there: an HVAC service business in Florida bought for $3.5 million that was not what it was represented to be and eventually cost about $4.5 million, more than the purchase price; and a COVID-era bet on 50 tractor-trailers and 60 trailers that never ran profitably and was liquidated by late 2023. Both are the kind of decision a board might have stopped. Both are decisions he has chosen to talk about.

The YouTube channel has since grown past its original purpose. It now carries Boring Money, his interview show about operators and acquisitions, and it feeds Filterbuy Ventures, a vehicle for buying and partnering with businesses in HVAC, filtration, distribution, and manufacturing. The stated principles there are that most meaningful wealth is built quietly, that logistics and distribution are underrated moats, and that the best businesses are usually the ones nobody is looking at.

The company Heacock runs today is far larger than the one he bought. He started with about 15 employees and now counts more than a thousand. For the first decade he led it by doing the work. "There's not a job within my business that I have not done," he said, and he counts that as the source of most of his instincts about how things should be built. The last few years have been the harder assignment of stepping back. He read his way through Traction and the Rockefeller Habits, built his own hybrid, and assembled a management team that now runs daily operations. He is clear that letting go did not come naturally.

"Your job is to develop the systems that get the desired outcome that can be repeatable over and over and over again," he said. "That's kind of what a business is at the end of the day."

There is no typical week. He travels two or three days out of most of them. A recent one took him to Bentonville to meet with Walmart, to Talladega for an operational problem, and to New Kensington to be with the teams there. On Mondays and Fridays, he stacks internal meetings and blocks time for himself.

Ask him about next year, and he declines the premise. He cannot control interest rates, politics, or the economy. He can control what he does on a Tuesday. The mission is multi-decade, and he says he is prepared for that. Targets get set annually, some get hit, and some do not, and he seems genuinely uninterested in which.

He reads biographies and philosophy, and returns every year to Steven Pressfield's The War of Art, which he treats as a manual for the resistance that shows up in front of anything worth making. He counts business as a creative act, which explains why that particular book sticks.

He met his wife in high school. They have three young kids. Asked how he stays grounded, he first said he was not sure what the word means. "I don't know the right way; I only know my way of life. It's a data set of one."

Every CEO.com Podcast closes on the same question, built on the idea that the chances one gives matter as much as the chances one takes. Who gave you a chance?

Heacock named the people who hired him at Goldman Sachs. He had gone to George Washington University, not an Ivy League institution, and he was not the profile the economics research group usually recruited. "They saw potential in me and took a chance on a non-traditional hire," he said. "That was definitely a big confidence boost for me that ultimately gave me a lot of experience that I think led me to be able to build what I am today."

He carried that hire onto a trading desk, and the trading desk into an industrial supply company nobody wanted, and that into air filters cut daily in a town the textile industry left behind.

00:00:11 Introduction and Background
00:00:25 Early Career and Family Business
00:00:48 Transition to Filterbuy
00:01:25 Challenges and Innovations
00:02:50 Unique Selling Proposition
00:04:40 Impact of AI on Business
00:06:04 A Day in the Life of a CEO
00:07:12 Managing Supply Chain Issues
00:08:43 Reading Recommendations
00:10:05 Developing Leadership Style
00:12:41 Insights from Dr. Julie Gerner
00:14:24 Staying Grounded
00:16:04 YouTube Channel and Public Mission
00:18:06 Navigating Uncertainty
00:20:05 Reflecting on Opportunities

WEBVTT

00:00:11.783 --> 00:00:13.553
David,<00:00:12.105> thank<00:00:12.266> you<00:00:12.330> so<00:00:12.491> much<00:00:12.652> for<00:00:12.748> coming<00:00:12.990> on<00:00:13.070> the<00:00:13.151> show.

00:00:13.858 --> 00:00:19.135
You<00:00:14.035> are<00:00:14.132> the<00:00:14.212> CEO<00:00:14.840> and<00:00:14.985> founder<00:00:15.403> of<00:00:15.467> Filterbuy,<00:00:16.754> a<00:00:16.931> really,<00:00:17.253> really<00:00:17.575> interesting<00:00:18.202> thing<00:00:18.379> that<00:00:18.524> you've<00:00:18.701> done<00:00:19.007> here.

00:00:19.570 --> 00:00:23.397
Explain<00:00:20.133> how<00:00:20.294> you<00:00:20.390> got<00:00:20.697> to<00:00:21.283> become<00:00:21.835> the<00:00:21.933> CEO<00:00:22.486> and<00:00:22.584> founder<00:00:22.909> of<00:00:22.990> Filterbuy.

00:00:25.180 --> 00:00:38.661
Well,<00:00:25.440> you<00:00:25.489> know,<00:00:25.603> I'm<00:00:25.700> from<00:00:25.863> Talladega,<00:00:26.335> Alabama<00:00:26.676> originally,<00:00:27.636> um,<00:00:27.962> where<00:00:28.125> I<00:00:28.222> grew<00:00:28.369> up<00:00:28.531> in<00:00:28.564> a<00:00:28.580> family<00:00:28.710> business<00:00:28.954> that<00:00:29.003> was<00:00:29.085> largely,<00:00:29.296> um,<00:00:29.345> you<00:00:29.394> know,<00:00:29.443> in<00:00:29.508> the<00:00:29.556> textile<00:00:31.900> industry,<00:00:32.268> an<00:00:32.572> industrial<00:00:33.053> supply<00:00:33.614> business,<00:00:34.239> you<00:00:34.271> know,<00:00:34.479> calling<00:00:34.736> on<00:00:34.816> the<00:00:34.896> textile<00:00:35.296> industry,<00:00:35.697> that<00:00:35.857> I<00:00:35.873> saw<00:00:36.258> get<00:00:36.819> decimated<00:00:37.524> in<00:00:37.620> the<00:00:38.325> '90s.

00:00:39.046 --> 00:00:43.324
Um,<00:00:39.222> so<00:00:39.302> that<00:00:39.446> was<00:00:39.543> kind<00:00:39.767> of,<00:00:40.328> I<00:00:40.424> guess,<00:00:40.600> my<00:00:40.841> formative,<00:00:41.850> um,<00:00:42.331> period<00:00:42.587> of<00:00:42.651> my<00:00:42.763> childhood.

00:00:43.388 --> 00:00:51.608
But<00:00:44.013> I<00:00:44.173> ultimately,<00:00:45.135> you<00:00:45.167> know,<00:00:45.311> went<00:00:45.535> on<00:00:45.792> to,<00:00:46.577> um,<00:00:48.019> to<00:00:48.131> work<00:00:48.339> at<00:00:48.420> Goldman<00:00:48.676> Sachs,<00:00:49.077> where<00:00:49.141> I<00:00:49.301> ultimately<00:00:49.557> ran<00:00:49.782> the<00:00:49.894> emerging<00:00:50.198> market<00:00:50.583> options<00:00:50.903> trading<00:00:51.240> business.

00:00:52.265 --> 00:01:02.286
And<00:00:52.906> in,<00:00:53.227> um,<00:00:53.884> 2012,<00:00:54.909> my<00:00:55.470> family<00:00:55.726> was<00:00:55.870> going<00:00:56.047> through<00:00:56.191> the<00:00:56.223> sale<00:00:56.607> of<00:00:56.688> this<00:00:57.232> industrial<00:00:57.649> supply<00:00:58.130> business<00:00:58.530> because,<00:00:58.995> um,<00:00:59.412> They,<00:00:59.974> you<00:01:00.038> know,<00:01:00.214> didn't<00:01:00.439> want<00:01:00.616> to<00:01:00.776> continue<00:01:01.724> to<00:01:01.836> run<00:01:02.205> it.

00:01:02.382 --> 00:01:03.217
They<00:01:02.527> wanted<00:01:02.703> to<00:01:02.848> retire.

00:01:03.747 --> 00:01:08.612
And<00:01:03.891> I<00:01:04.052> ultimately<00:01:04.935> ended<00:01:05.192> up<00:01:05.658> buying<00:01:06.059> it,<00:01:06.139> having<00:01:06.396> no<00:01:06.541> idea<00:01:06.862> what<00:01:06.958> I<00:01:07.039> was<00:01:07.199> going<00:01:07.520> to<00:01:08.066> do<00:01:08.227> with<00:01:08.468> it.

00:01:09.511 --> 00:01:14.794
And,<00:01:10.089> you<00:01:10.121> know,<00:01:10.250> pretty<00:01:10.475> quickly<00:01:10.732> realized<00:01:11.213> that<00:01:11.358> I<00:01:11.374> was<00:01:11.518> going<00:01:11.631> to<00:01:11.695> have<00:01:11.855> to<00:01:12.000> do<00:01:12.096> something<00:01:12.562> pretty<00:01:12.819> different<00:01:13.156> if<00:01:13.301> I<00:01:13.445> wanted<00:01:14.023> to<00:01:14.119> sustain<00:01:14.649> it.

00:01:16.014 --> 00:01:24.267
And<00:01:16.416> ultimately<00:01:16.929> started<00:01:17.540> an<00:01:17.716> air<00:01:17.796> filter<00:01:18.182> manufacturing<00:01:19.242> company<00:01:20.044> that<00:01:20.141> sold<00:01:20.446> direct<00:01:20.831> online<00:01:21.714> under<00:01:21.875> the<00:01:21.971> Filterbuy<00:01:22.453> brand<00:01:22.854> and<00:01:22.935> have<00:01:23.079> been<00:01:23.480> building<00:01:23.737> it<00:01:23.834> ever<00:01:23.978> since.

00:01:25.840 --> 00:01:28.118
So<00:01:26.145> what,<00:01:26.771> what<00:01:26.867> did<00:01:27.027> you<00:01:27.188> bring<00:01:27.493> to<00:01:27.573> the<00:01:27.669> table<00:01:28.006> here?

00:01:28.166 --> 00:01:42.654
Because<00:01:28.391> it<00:01:28.535> does<00:01:28.712> seem<00:01:28.953> like<00:01:29.931> if<00:01:30.076> you<00:01:30.220> can<00:01:30.397> buy<00:01:30.637> these<00:01:30.878> types<00:01:31.135> of<00:01:31.263> companies<00:01:31.744> that<00:01:31.809> have<00:01:31.921> strong<00:01:32.322> customers,<00:01:33.124> they<00:01:33.269> already<00:01:33.509> have<00:01:33.750> revenue,<00:01:34.311> all<00:01:34.488> of<00:01:34.568> that<00:01:34.809> type<00:01:35.049> of<00:01:35.114> stuff,<00:01:36.092> and<00:01:36.237> add<00:01:36.477> technology<00:01:37.617> and<00:01:37.761> add<00:01:37.937> convenience<00:01:38.740> to<00:01:38.980> it,<00:01:39.205> that<00:01:39.301> it<00:01:39.462> could<00:01:39.622> actually<00:01:40.328> really<00:01:40.986> benefit<00:01:41.531> these<00:01:41.692> types<00:01:41.948> of<00:01:42.029> industries,<00:01:42.510> right?

00:01:44.098 --> 00:01:52.489
Well,<00:01:44.516> I<00:01:44.532> mean,<00:01:44.901> I<00:01:44.981> think<00:01:45.157> that's<00:01:45.398> true,<00:01:45.783> but<00:01:45.943> that<00:01:46.104> wasn't<00:01:46.665> my<00:01:46.906> experience<00:01:47.628> in<00:01:47.724> that,<00:01:48.045> you<00:01:48.109> know,<00:01:48.350> I<00:01:48.446> bought<00:01:48.831> an<00:01:49.088> industrial<00:01:49.505> supply<00:01:49.890> business<00:01:50.211> that<00:01:50.291> had<00:01:50.452> nothing<00:01:50.773> to<00:01:50.853> do<00:01:50.997> with<00:01:51.238> air<00:01:51.334> filters<00:01:51.960> whatsoever.

00:01:52.602 --> 00:02:05.884
You<00:01:52.682> know,<00:01:52.778> basically<00:01:53.179> we<00:01:53.260> were<00:01:53.982> a<00:01:54.383> reseller<00:01:54.945> of<00:01:55.042> industrial<00:01:55.491> supplies<00:01:56.070> at<00:01:56.214> the<00:01:56.295> time<00:01:56.536> to<00:01:56.632> wood<00:01:56.792> products<00:01:57.194> industry,<00:01:57.981> the<00:01:58.061> wood<00:01:58.158> products<00:01:58.415> industry<00:01:59.266> with<00:01:59.427> an<00:01:59.909> average<00:02:00.085> salesperson<00:02:00.872> in<00:02:01.370> 60<00:02:01.756> years<00:02:01.997> old<00:02:02.077> or<00:02:02.189> so<00:02:02.816> that<00:02:02.976> was<00:02:03.137> like<00:02:03.378> thriving<00:02:03.844> off<00:02:04.085> of,<00:02:04.326> you<00:02:04.406> know,<00:02:04.679> established<00:02:05.209> relationships.

00:02:05.948 --> 00:02:14.991
And,<00:02:06.414> you<00:02:06.446> know,<00:02:06.590> in<00:02:06.735> that<00:02:06.976> world<00:02:07.297> I<00:02:07.393> realized<00:02:07.940> that,<00:02:09.385> you<00:02:09.417> know,<00:02:09.947> there<00:02:10.044> was<00:02:10.204> no<00:02:10.349> way<00:02:10.510> we<00:02:10.542> were<00:02:10.686> going<00:02:10.847> to<00:02:11.152> be<00:02:11.313> able<00:02:11.473> to<00:02:11.570> be<00:02:11.650> sustainable<00:02:12.373> against<00:02:12.774> the<00:02:13.160> Grangers<00:02:13.722> and<00:02:13.818> the<00:02:13.883> Amazons<00:02:14.477> of<00:02:14.541> the<00:02:14.621> world.

00:02:15.826 --> 00:02:18.412
And<00:02:15.922> so<00:02:16.308> that's<00:02:16.629> why<00:02:16.693> I<00:02:16.854> had<00:02:17.015> to<00:02:17.111> pivot<00:02:17.513> into<00:02:17.737> something<00:02:18.075> different.

00:02:18.492 --> 00:02:26.359
And<00:02:18.637> it<00:02:18.701> was<00:02:18.814> important<00:02:19.263> to<00:02:19.344> me<00:02:19.842> to<00:02:19.922> have<00:02:20.066> a<00:02:20.147> product<00:02:20.564> that<00:02:20.708> I<00:02:20.789> could<00:02:20.949> manufacture<00:02:21.527> competitively<00:02:22.875> in<00:02:22.956> Talladega,<00:02:23.437> Alabama<00:02:24.400> and<00:02:24.481> sell,<00:02:25.203> you<00:02:25.235> know,<00:02:25.363> direct<00:02:25.684> to<00:02:25.765> the<00:02:25.861> end<00:02:26.005> user.

00:02:26.808 --> 00:02:33.405
And<00:02:27.065> I<00:02:27.241> ultimately<00:02:27.562> settled<00:02:27.948> on<00:02:28.172> air<00:02:28.269> filters<00:02:28.654> because<00:02:28.831> they're<00:02:28.943> so,<00:02:30.339> you<00:02:30.420> know,<00:02:30.516> logistically<00:02:31.142> complex<00:02:32.185> relative<00:02:32.587> to<00:02:32.667> other<00:02:32.924> products.

00:02:33.742 --> 00:02:46.391
So,<00:02:34.433> you<00:02:34.465> know,<00:02:34.529> I<00:02:34.609> do<00:02:34.770> think<00:02:34.930> that<00:02:35.010> there's<00:02:36.134> value<00:02:36.840> in,<00:02:37.177> you<00:02:38.285> know,<00:02:38.381> taking<00:02:39.168> maybe<00:02:39.489> legacy<00:02:39.987> businesses<00:02:40.773> and<00:02:41.415> bringing<00:02:41.752> them<00:02:42.780> along,<00:02:44.144> you<00:02:44.176> know,<00:02:44.256> and<00:02:44.401> modernizing<00:02:45.027> them,<00:02:45.123> whatever<00:02:45.669> you<00:02:45.990> might<00:02:46.102> say.

00:02:46.471 --> 00:02:49.024
But<00:02:46.568> that<00:02:46.792> wasn't<00:02:47.194> actually,<00:02:48.253> my<00:02:48.478> experience.

00:02:50.244 --> 00:02:51.978
Yeah,<00:02:50.421> that's<00:02:50.902> super<00:02:51.304> interesting<00:02:51.721> as<00:02:51.865> well.

00:02:52.106 --> 00:02:58.415
But<00:02:52.251> you,<00:02:52.427> but<00:02:52.588> you<00:02:52.684> still<00:02:52.989> did<00:02:53.150> take<00:02:53.374> like<00:02:53.551> an<00:02:53.615> industry<00:02:54.033> where<00:02:54.177> like<00:02:54.434> it's<00:02:54.675> air<00:02:54.900> filters<00:02:55.975> or<00:02:56.136> not<00:02:56.361> air<00:02:56.521> filters,<00:02:57.404> it's<00:02:57.565> these<00:02:57.789> filters.

00:02:59.154 --> 00:03:04.917
And<00:03:01.161> you're<00:03:01.257> trying<00:03:01.498> to<00:03:01.578> figure<00:03:01.883> out<00:03:02.044> how<00:03:02.606> to<00:03:02.670> make<00:03:02.959> it<00:03:03.039> a<00:03:03.103> great<00:03:03.408> experience<00:03:03.970> for<00:03:04.034> your<00:03:04.211> customers,<00:03:04.789> right?

00:03:05.030 --> 00:03:08.465
And<00:03:05.174> how<00:03:05.206> do<00:03:05.335> you<00:03:05.431> sell<00:03:05.816> them<00:03:06.218> in<00:03:06.298> a<00:03:06.394> way<00:03:06.699> that<00:03:06.812> stands<00:03:07.213> apart<00:03:07.663> from<00:03:07.823> anyone<00:03:08.080> else?

00:03:08.706 --> 00:03:09.846
So<00:03:08.802> how<00:03:08.883> did<00:03:09.043> you<00:03:09.204> think<00:03:09.380> about<00:03:09.685> that?

00:03:10.006 --> 00:03:12.222
Because<00:03:10.167> it<00:03:10.312> is<00:03:10.472> kind<00:03:10.617> of<00:03:10.665> like<00:03:10.809> something<00:03:11.130> everybody<00:03:11.387> needs,<00:03:11.997> right?

00:03:12.270 --> 00:03:14.389
So<00:03:12.479> how<00:03:12.575> do<00:03:12.720> they,<00:03:12.976> why<00:03:13.137> do<00:03:13.233> they<00:03:13.378> choose<00:03:13.683> Filterbuy,<00:03:14.164> I<00:03:14.325> guess?

00:03:14.614 --> 00:03:14.791
Question.

00:03:16.012 --> 00:03:17.586
Yeah,<00:03:16.413> um,<00:03:17.072> good<00:03:17.217> question.

00:03:17.859 --> 00:03:25.763
You<00:03:17.891> know,<00:03:18.052> the,<00:03:18.277> the<00:03:18.903> original<00:03:19.401> insight<00:03:20.269> that<00:03:20.430> I<00:03:20.510> had<00:03:20.928> was<00:03:21.088> that,<00:03:21.715> you<00:03:21.747> know,<00:03:21.892> there<00:03:22.052> are<00:03:22.598> hundreds<00:03:23.032> of<00:03:23.096> sizes<00:03:23.659> of<00:03:23.723> filters<00:03:24.366> that<00:03:24.703> are<00:03:24.864> needed<00:03:25.249> in<00:03:25.346> practice.

00:03:25.828 --> 00:03:52.493
Like,<00:03:26.004> a<00:03:26.020> lot<00:03:26.165> of<00:03:26.293> times<00:03:26.615> a<00:03:26.631> house<00:03:26.936> might<00:03:27.097> have<00:03:27.273> 3<00:03:27.498> different<00:03:27.755> sizes<00:03:28.221> of,<00:03:28.800> of<00:03:28.944> air<00:03:29.121> filters,<00:03:29.988> um,<00:03:30.085> and<00:03:30.165> there's<00:03:30.390> lots<00:03:30.792> of<00:03:31.033> kind<00:03:31.354> of<00:03:31.595> older<00:03:31.836> houses<00:03:32.254> that<00:03:32.398> have<00:03:33.057> non-standard<00:03:33.844> air<00:03:34.005> ducts<00:03:34.406> and<00:03:34.503> whatnot,<00:03:35.451> um,<00:03:35.627> which<00:03:35.868> means<00:03:36.190> that,<00:03:36.832> you<00:03:36.864> know,<00:03:36.993> there<00:03:37.378> are<00:03:37.619> all<00:03:37.780> of<00:03:37.812> these<00:03:37.973> sizes<00:03:38.760> that<00:03:38.985> are—<00:03:39.563> that<00:03:39.724> there<00:03:39.804> are<00:03:39.965> demand<00:03:40.350> for<00:03:40.768> in<00:03:40.848> reality,<00:03:41.491> but<00:03:41.620> but<00:03:41.732> no<00:03:42.453> Walmart<00:03:43.319> or,<00:03:43.977> you<00:03:44.057> know,<00:03:44.458> retail<00:03:45.003> chain<00:03:45.805> could<00:03:45.901> possibly<00:03:46.383> stock<00:03:47.008> all<00:03:47.120> the<00:03:47.249> sizes,<00:03:48.291> um,<00:03:48.788> that<00:03:49.253> you<00:03:49.349> need<00:03:49.830> in<00:03:49.911> order<00:03:50.151> to<00:03:50.777> have<00:03:51.033> an<00:03:51.274> air<00:03:51.418> filter<00:03:51.739> business,<00:03:51.979> so<00:03:52.156> to<00:03:52.252> speak.

00:03:53.278 --> 00:03:57.945
And<00:03:53.343> so,<00:03:54.144> um,<00:03:54.882> you<00:03:54.962> know,<00:03:55.588> because<00:03:55.925> of<00:03:55.989> that,<00:03:56.630> they're<00:03:56.791> a<00:03:56.871> great<00:03:57.272> online<00:03:57.608> product.

00:03:57.993 --> 00:04:08.450
In<00:03:58.025> the<00:03:58.090> same<00:03:58.314> way<00:03:58.410> that<00:03:58.571> like<00:03:58.875> Amazon<00:03:59.212> started<00:03:59.677> in<00:03:59.854> books<00:04:00.255> because<00:04:00.896> Jeff<00:04:01.137> Bezos<00:04:01.521> had<00:04:01.682> the<00:04:01.778> insight<00:04:02.243> that,<00:04:02.740> you<00:04:02.820> know,<00:04:03.302> there<00:04:03.686> was<00:04:03.943> more,<00:04:04.729> um,<00:04:05.050> long<00:04:05.306> tail<00:04:05.707> in<00:04:05.868> books<00:04:06.188> than<00:04:06.349> there<00:04:06.509> was<00:04:06.830> any<00:04:07.054> other<00:04:07.952> product.

00:04:08.674 --> 00:04:10.744
And<00:04:08.754> so<00:04:08.819> that's<00:04:09.300> famously<00:04:09.717> why<00:04:09.877> they<00:04:09.974> started<00:04:10.359> in<00:04:10.439> books.

00:04:11.145 --> 00:04:14.369
You<00:04:11.225> know,<00:04:11.786> air<00:04:11.882> filters<00:04:12.749> have<00:04:13.005> some<00:04:13.182> of<00:04:13.246> the<00:04:13.326> same<00:04:13.567> characteristics.

00:04:14.513 --> 00:04:25.886
And<00:04:14.674> also,<00:04:16.037> you<00:04:16.117> know,<00:04:16.294> I<00:04:16.390> knew<00:04:16.855> I<00:04:16.935> could<00:04:17.080> manufacture<00:04:17.641> competitively<00:04:18.700> in<00:04:18.780> the<00:04:18.860> US<00:04:19.181> because<00:04:19.662> every<00:04:19.823> time<00:04:20.047> you<00:04:20.144> ship<00:04:20.481> or<00:04:20.609> move<00:04:20.850> them,<00:04:21.331> that<00:04:21.587> increases<00:04:22.004> the<00:04:22.133> cost<00:04:22.389> so<00:04:22.534> much<00:04:22.774> that<00:04:22.935> just<00:04:23.111> importing<00:04:23.577> them,<00:04:23.673> say,<00:04:23.849> from<00:04:23.994> China<00:04:24.860> did<00:04:24.940> not<00:04:25.133> make<00:04:25.501> sense.

00:04:26.576 --> 00:04:30.426
And<00:04:26.656> so<00:04:27.346> the<00:04:27.442> combination<00:04:28.020> of<00:04:28.148> those<00:04:28.325> two<00:04:28.549> insights<00:04:29.047> is<00:04:29.191> ultimately<00:04:29.768> what<00:04:29.849> led<00:04:30.089> to<00:04:30.234> the<00:04:30.330> business.

00:04:30.635 --> 00:04:31.581
Hmm.

00:04:32.255 --> 00:04:32.560
Yeah.

00:04:33.057 --> 00:04:34.725
How<00:04:33.217> has<00:04:33.442> AI<00:04:33.763> changed<00:04:34.164> things<00:04:34.420> for<00:04:34.565> you?

00:04:35.046 --> 00:04:37.726
Like,<00:04:35.142> has<00:04:35.287> that<00:04:35.463> made<00:04:35.704> your<00:04:36.266> business<00:04:37.052> more<00:04:37.213> efficient?

00:04:37.839 --> 00:04:38.962
Have<00:04:37.951> you<00:04:38.111> implemented<00:04:38.673> it<00:04:38.818> yet?

00:04:39.074 --> 00:04:39.684
Anything<00:04:39.395> like<00:04:39.620> that?

00:04:40.984 --> 00:04:44.659
Well,<00:04:41.305> I<00:04:41.321> mean,<00:04:42.027> we've<00:04:42.669> built<00:04:42.910> our<00:04:43.087> own<00:04:43.392> ERP<00:04:43.664> system<00:04:44.050> from<00:04:44.210> the<00:04:44.290> beginning.

00:04:44.996 --> 00:04:54.819
And,<00:04:45.735> you<00:04:45.799> know,<00:04:45.959> because<00:04:46.296> of<00:04:46.361> that,<00:04:47.019> you<00:04:47.051> know,<00:04:47.179> we<00:04:47.324> have<00:04:47.596> a<00:04:48.287> pretty<00:04:48.463> robust<00:04:48.896> development<00:04:49.426> team<00:04:50.389> that,<00:04:50.951> you<00:04:51.047> know,<00:04:51.416> we,<00:04:51.978> you<00:04:52.010> know,<00:04:52.395> built<00:04:52.780> our<00:04:53.117> kind<00:04:53.278> of<00:04:53.502> the<00:04:53.599> backend<00:04:54.016> of<00:04:54.096> our<00:04:54.241> business<00:04:54.642> with.

00:04:55.268 --> 00:05:00.837
And<00:04:55.444> we're<00:04:55.669> constantly<00:04:56.632> looking<00:04:57.033> at<00:04:57.595> AI<00:04:58.012> and<00:04:58.157> AI<00:04:58.478> tools<00:04:58.815> to<00:04:58.895> making<00:04:59.617> ourselves<00:05:00.179> more<00:05:00.339> efficient.

00:05:01.543 --> 00:05:09.138
You<00:05:01.624> know,<00:05:01.768> how<00:05:02.009> we've<00:05:02.250> actually<00:05:02.523> seen<00:05:02.892> it,<00:05:04.096> you<00:05:04.193> know,<00:05:05.236> firsthand<00:05:05.798> more<00:05:06.039> is<00:05:06.200> like<00:05:06.360> we've—<00:05:07.420> our<00:05:07.629> existing<00:05:08.030> team<00:05:08.207> is<00:05:08.351> a<00:05:08.367> lot<00:05:08.528> more<00:05:08.672> efficient.

00:05:09.202 --> 00:05:16.764
Like<00:05:09.250> when<00:05:09.314> we're<00:05:09.491> going<00:05:09.668> through<00:05:09.828> the<00:05:09.973> budgeting<00:05:10.374> for<00:05:10.454> next<00:05:10.695> year,<00:05:11.241> we're<00:05:11.321> maybe<00:05:11.578> not<00:05:11.883> adding<00:05:12.847> resources<00:05:13.409> to<00:05:13.505> that<00:05:13.666> team<00:05:14.308> in<00:05:14.388> the<00:05:14.468> same<00:05:14.709> way<00:05:14.870> we<00:05:14.966> may<00:05:15.191> be<00:05:15.352> to<00:05:15.512> other<00:05:15.673> teams,<00:05:15.994> even<00:05:16.154> though<00:05:16.315> we're<00:05:16.459> growing.

00:05:17.262 --> 00:05:18.611
And<00:05:17.599> so<00:05:17.760> we're<00:05:17.904> kind<00:05:18.081> of<00:05:18.226> growing.

00:05:18.723 --> 00:05:21.549
We're<00:05:19.028> able<00:05:19.269> to<00:05:19.366> do<00:05:19.526> a<00:05:19.542> lot<00:05:19.767> more<00:05:20.249> with<00:05:20.393> the<00:05:20.489> resources<00:05:20.955> that<00:05:21.051> we<00:05:21.196> have.

00:05:21.935 --> 00:05:25.965
And<00:05:22.015> that's<00:05:22.240> kind<00:05:22.561> of,<00:05:22.898> you<00:05:22.962> know,<00:05:23.283> our<00:05:23.460> lived<00:05:23.765> experience<00:05:24.905> from<00:05:25.065> the<00:05:25.290> AI<00:05:25.611> world.

00:05:27.297 --> 00:05:38.804
I<00:05:27.457> think<00:05:27.634> that<00:05:28.501> if<00:05:28.597> you<00:05:28.741> were<00:05:28.838> a<00:05:28.982> legacy<00:05:29.399> business<00:05:29.801> that<00:05:29.945> had<00:05:30.603> very<00:05:31.068> big<00:05:31.823> data<00:05:32.272> analytics<00:05:32.689> teams<00:05:33.251> and<00:05:33.877> huge<00:05:34.792> accounting<00:05:35.241> teams<00:05:36.043> and<00:05:36.140> huge<00:05:36.685> engineering<00:05:37.263> teams,<00:05:37.841> it<00:05:37.873> would<00:05:37.985> be<00:05:38.130> more<00:05:38.290> impactful.

00:05:38.948 --> 00:05:57.227
But<00:05:39.109> because<00:05:39.959> we've<00:05:40.938> been<00:05:41.115> bootstrapped<00:05:41.516> from<00:05:41.676> the<00:05:41.757> beginning<00:05:42.302> and<00:05:42.463> kind<00:05:42.655> of<00:05:43.185> always<00:05:44.389> technology<00:05:45.047> first<00:05:45.367> from<00:05:45.528> the<00:05:45.608> beginning<00:05:46.314> and<00:05:46.491> don't<00:05:47.919> have<00:05:48.112> these<00:05:48.288> like<00:05:48.561> big<00:05:48.802> legacy<00:05:49.219> teams<00:05:49.540> built,<00:05:49.861> that<00:05:50.022> for<00:05:50.246> us<00:05:50.359> is<00:05:50.567> more<00:05:51.370> of<00:05:52.012> allowing<00:05:52.509> us<00:05:52.653> to<00:05:52.750> be<00:05:52.894> more<00:05:53.071> efficient<00:05:53.937> as<00:05:54.034> we<00:05:54.194> grow<00:05:54.515> rather<00:05:54.820> than<00:05:55.061> kind<00:05:55.221> of<00:05:55.317> displacing<00:05:55.975> something<00:05:56.361> that<00:05:56.682> already<00:05:56.922> exist.

00:05:58.349 --> 00:05:59.856
Yeah,<00:05:58.910> yeah,<00:05:59.166> that<00:05:59.246> makes<00:05:59.487> sense.

00:06:00.673 --> 00:06:02.917
Uh,<00:06:01.090> what,<00:06:01.394> what<00:06:01.443> does<00:06:01.587> a<00:06:01.651> typical<00:06:02.052> day<00:06:02.212> look<00:06:02.436> like<00:06:02.613> for<00:06:02.709> you?

00:06:04.360 --> 00:06:05.290
There<00:06:04.440> is<00:06:04.616> no<00:06:04.697> typical<00:06:05.097> day.

00:06:05.803 --> 00:06:07.550
Um,<00:06:06.861> it<00:06:06.925> just<00:06:07.101> depends.

00:06:07.726 --> 00:06:15.693
Um,<00:06:07.887> actually,<00:06:08.127> next<00:06:08.303> week<00:06:08.544> we're<00:06:08.704> putting<00:06:09.009> out<00:06:09.169> a,<00:06:09.409> um,<00:06:09.746> a<00:06:09.826> POV<00:06:10.387> episode<00:06:10.756> where<00:06:10.804> I'm<00:06:10.948> doing<00:06:11.173> 7<00:06:11.493> days<00:06:11.894> of,<00:06:12.215> of<00:06:12.455> actually<00:06:13.257> my,<00:06:13.513> my<00:06:13.738> life,<00:06:14.090> so<00:06:14.539> you<00:06:14.571> can<00:06:14.715> kind<00:06:14.940> of<00:06:15.373> see<00:06:15.597> it.

00:06:15.741 --> 00:06:19.140
But,<00:06:15.982> um,<00:06:16.944> you<00:06:17.024> know,<00:06:17.841> there,<00:06:18.082> there<00:06:18.242> is<00:06:18.386> no<00:06:18.483> typical<00:06:18.883> day.

00:06:19.268 --> 00:06:30.266
Like,<00:06:19.685> the—<00:06:20.390> I<00:06:20.486> travel<00:06:20.887> a<00:06:20.983> lot,<00:06:21.753> um,<00:06:21.929> because<00:06:22.153> we<00:06:22.234> have<00:06:22.394> operations<00:06:22.955> all<00:06:23.051> over<00:06:23.276> the<00:06:23.356> US<00:06:23.917> and,<00:06:24.237> um,<00:06:24.654> and<00:06:24.734> we<00:06:24.814> have<00:06:24.959> customers<00:06:25.440> all<00:06:25.536> over<00:06:25.696> the<00:06:25.776> US,<00:06:26.161> so<00:06:26.642> I<00:06:26.738> travel<00:06:27.123> 2<00:06:27.235> to<00:06:27.299> 3<00:06:27.524> days<00:06:27.796> every<00:06:28.021> week,<00:06:28.341> and<00:06:28.582> just<00:06:29.015> varies<00:06:29.705> from<00:06:29.849> week<00:06:29.962> to<00:06:30.106> week.

00:06:30.668 --> 00:06:34.904
You<00:06:30.700> know,<00:06:30.764> like<00:06:31.053> last<00:06:31.310> week<00:06:31.534> I<00:06:31.614> went<00:06:31.791> to<00:06:32.577> Bentonville,<00:06:33.396> Arkansas<00:06:34.021> to<00:06:34.134> meet<00:06:34.262> with<00:06:34.423> Walmart.

00:06:36.027 --> 00:06:41.435
I<00:06:36.444> went<00:06:36.605> to<00:06:36.781> our<00:06:36.846> operations<00:06:37.487> in<00:06:37.568> Talladega,<00:06:38.033> Alabama<00:06:38.530> to<00:06:39.734> deal<00:06:39.894> with<00:06:40.199> an<00:06:40.600> operational<00:06:41.178> issue.

00:06:42.045 --> 00:06:47.308
And<00:06:42.446> I<00:06:42.526> went<00:06:42.863> to<00:06:43.007> New<00:06:43.104> Kensington,<00:06:43.569> Pennsylvania<00:06:44.708> to<00:06:45.334> be<00:06:45.832> with<00:06:45.928> our<00:06:46.056> operations<00:06:46.714> teams<00:06:47.115> there.

00:06:48.479 --> 00:07:05.815
You<00:06:48.576> know,<00:06:48.864> and<00:06:48.961> then<00:06:49.201> on<00:06:49.362> Monday<00:06:49.699> and<00:06:49.827> Friday<00:06:50.950> I<00:06:51.111> did<00:06:51.223> my<00:06:51.448> internal<00:06:52.170> meetings<00:06:52.651> and<00:06:52.876> meetings<00:06:53.566> like<00:06:53.759> this,<00:06:54.400> as<00:06:54.737> I<00:06:54.818> generally<00:06:55.155> stack<00:06:55.460> my<00:06:55.556> Monday<00:06:55.941> and<00:06:56.246> and<00:06:56.342> Friday<00:06:56.823> to<00:06:57.544> be<00:06:57.624> able<00:06:57.768> to<00:06:57.929> do<00:06:58.169> my<00:06:59.067> meetings<00:06:59.788> and<00:06:59.932> check-ins<00:07:00.413> and<00:07:01.407> my<00:07:01.712> kind<00:07:02.032> of<00:07:03.138> personal<00:07:03.555> blocks<00:07:03.859> of<00:07:03.940> time<00:07:04.356> that<00:07:04.741> I<00:07:05.062> save<00:07:05.302> for<00:07:05.382> myself.

00:07:05.879 --> 00:07:11.698
So<00:07:06.440> that's<00:07:06.681> generally<00:07:07.001> kind<00:07:07.161> of<00:07:07.226> how<00:07:07.322> I<00:07:07.402> structure<00:07:07.883> a<00:07:07.963> week,<00:07:08.284> but<00:07:08.508> there<00:07:08.668> is<00:07:08.845> no<00:07:09.566> typical<00:07:10.047> week<00:07:10.303> or<00:07:10.431> typical<00:07:10.848> day<00:07:11.089> in<00:07:11.233> reality.

00:07:12.932 --> 00:07:16.282
How<00:07:13.092> have<00:07:13.397> you<00:07:14.054> managed<00:07:14.695> the<00:07:14.855> whole<00:07:15.192> supply<00:07:15.657> chain?

00:07:16.923 --> 00:07:19.071
Have<00:07:17.340> there<00:07:17.564> been<00:07:17.805> issues<00:07:18.286> over<00:07:18.446> the<00:07:18.542> past<00:07:18.783> few<00:07:18.927> years?

00:07:19.119 --> 00:07:23.495
I<00:07:19.183> mean,<00:07:19.584> I<00:07:19.664> know<00:07:19.760> that's<00:07:19.985> a<00:07:20.065> big<00:07:20.225> deal<00:07:20.466> for<00:07:21.331> a<00:07:21.347> lot<00:07:21.524> of<00:07:21.588> folks<00:07:21.972> who<00:07:22.069> are<00:07:22.213> manufacturing<00:07:22.950> products.

00:07:24.063 --> 00:07:25.078
How<00:07:24.161> did<00:07:24.325> you<00:07:24.505> manage<00:07:24.963> that?

00:07:25.127 --> 00:07:26.240
How<00:07:25.225> did<00:07:25.372> you<00:07:25.454> figure<00:07:25.716> all<00:07:25.880> that<00:07:26.109> out?

00:07:28.020 --> 00:07:31.827
Well,<00:07:28.278> you<00:07:28.358> know,<00:07:28.616> trial<00:07:29.020> and<00:07:29.165> error<00:07:29.584> and<00:07:29.939> kind<00:07:30.052> of<00:07:30.133> using<00:07:30.391> first<00:07:30.633> principles<00:07:31.117> thinking,<00:07:31.504> I<00:07:31.601> guess.

00:07:31.988 --> 00:07:36.248
You<00:07:32.246> know,<00:07:32.892> during<00:07:33.118> COVID<00:07:33.537> we<00:07:33.618> definitely<00:07:34.086> had<00:07:34.182> supply<00:07:34.586> chain<00:07:34.828> issues<00:07:35.231> as<00:07:35.392> a<00:07:35.554> lot<00:07:35.699> of<00:07:35.860> people<00:07:36.038> did.

00:07:37.393 --> 00:07:41.814
And<00:07:37.651> we<00:07:37.700> were<00:07:37.812> largely<00:07:38.216> able<00:07:38.458> to<00:07:38.619> mitigate<00:07:39.023> them<00:07:39.345> by,<00:07:39.749> you<00:07:40.862> know,<00:07:41.056> being<00:07:41.346> crafty.

00:07:42.395 --> 00:07:48.861
And<00:07:42.976> we<00:07:43.137> were<00:07:43.282> lucky<00:07:43.524> to<00:07:43.621> have<00:07:43.783> come<00:07:44.009> into<00:07:44.251> COVID<00:07:44.509> with<00:07:44.815> a<00:07:44.912> decent<00:07:45.558> amount<00:07:45.800> of<00:07:46.122> inventory<00:07:46.994> of<00:07:47.107> raw<00:07:47.220> material<00:07:47.681> inventory,<00:07:48.109> which<00:07:48.280> was<00:07:48.365> so<00:07:48.536> important.

00:07:50.483 --> 00:07:58.319
But,<00:07:51.108> you<00:07:51.188> know,<00:07:51.285> largely<00:07:52.326> in<00:07:52.390> the<00:07:52.470> last<00:07:52.711> couple<00:07:52.967> of<00:07:53.111> years,<00:07:53.432> we've<00:07:53.512> seen<00:07:53.688> our,<00:07:53.993> the<00:07:54.089> supply<00:07:54.474> chain<00:07:54.986> issues,<00:07:56.156> you<00:07:56.188> know,<00:07:56.653> not,<00:07:56.973> not<00:07:57.278> be<00:07:57.630> so<00:07:57.855> dramatic.

00:07:58.416 --> 00:08:00.611
I<00:07:58.432> mean,<00:07:58.656> like,<00:07:58.816> we<00:07:58.960> don't<00:07:59.137> import<00:07:59.521> any<00:07:59.698> product<00:08:00.002> from<00:08:00.178> overseas.

00:08:00.659 --> 00:08:02.710
We<00:08:00.755> don't<00:08:00.883> have<00:08:01.060> any<00:08:01.460> raw<00:08:01.556> materials<00:08:02.085> from<00:08:02.181> overseas.

00:08:03.303 --> 00:08:05.226
Everything<00:08:03.624> we<00:08:03.704> have<00:08:03.960> is<00:08:04.361> domestically<00:08:04.906> made.

00:08:05.691 --> 00:08:08.848
And,<00:08:06.268> you<00:08:06.508> know,<00:08:07.069> we're<00:08:07.774> completely<00:08:08.110> vertically<00:08:08.511> integrated.

00:08:08.912 --> 00:08:14.729
So<00:08:08.992> we're<00:08:09.152> basically<00:08:09.537> taking<00:08:09.809> 5<00:08:10.194> raw<00:08:10.290> materials<00:08:11.075> and<00:08:11.155> converting<00:08:11.556> them<00:08:11.716> into<00:08:11.972> our<00:08:12.197> finished<00:08:12.517> product<00:08:13.383> of<00:08:13.543> all<00:08:13.639> different<00:08:13.959> shapes<00:08:14.200> and<00:08:14.296> sizes.

00:08:14.825 --> 00:08:22.436
So,<00:08:16.580> Thankfully,<00:08:17.110> supply<00:08:17.416> chain<00:08:17.674> has<00:08:17.818> not<00:08:18.044> been<00:08:18.205> a<00:08:18.687> huge<00:08:19.653> problem<00:08:20.538> for<00:08:20.699> us<00:08:20.956> in<00:08:21.036> the<00:08:21.117> way<00:08:21.278> that<00:08:21.439> it<00:08:21.503> has<00:08:21.760> been<00:08:22.082> for<00:08:22.227> others.

00:08:22.485 --> 00:08:31.921
I<00:08:22.501> mean,<00:08:22.629> I<00:08:22.710> do<00:08:22.806> think<00:08:22.967> like<00:08:23.128> the<00:08:23.192> upcoming<00:08:23.595> tariffs<00:08:23.949> and<00:08:24.013> stuff<00:08:24.641> are<00:08:24.737> going<00:08:24.978> to<00:08:25.204> really<00:08:25.526> impact<00:08:26.414> a<00:08:26.511> lot<00:08:26.931> of<00:08:27.060> companies<00:08:27.480> and<00:08:27.657> a<00:08:27.674> lot<00:08:27.738> of<00:08:27.835> people<00:08:28.045> in<00:08:28.126> some<00:08:28.352> pretty<00:08:28.691> major<00:08:29.014> ways<00:08:29.321> that<00:08:29.725> we<00:08:29.757> don't<00:08:30.048> fully<00:08:31.033> know<00:08:31.210> what<00:08:31.356> they<00:08:31.501> are<00:08:31.662> yet.

00:08:32.712 --> 00:08:37.575
But<00:08:32.874> luckily<00:08:33.277> for<00:08:33.439> us,<00:08:34.150> we're<00:08:34.246> largely,<00:08:35.377> it's<00:08:36.185> not<00:08:36.525> largely<00:08:36.848> going<00:08:36.945> to<00:08:37.009> be<00:08:37.155> a<00:08:37.235> problem<00:08:37.494> for<00:08:37.542> us.

00:08:39.255 --> 00:08:42.228
What<00:08:39.352> do<00:08:39.433> you<00:08:39.578> read<00:08:40.241> and<00:08:40.402> what<00:08:40.628> reading<00:08:40.871> recommendations<00:08:41.533> would<00:08:41.630> you<00:08:41.759> have<00:08:41.872> for<00:08:42.179> us?

00:08:43.895 --> 00:08:44.632
Well,<00:08:43.975> I<00:08:44.055> read<00:08:44.280> a<00:08:44.296> lot.

00:08:45.803 --> 00:08:53.853
You<00:08:45.931> know,<00:08:46.925> I<00:08:47.342> like,<00:08:47.888> you<00:08:47.920> know,<00:08:48.064> biographies<00:08:48.946> as<00:08:49.187> well<00:08:49.427> as,<00:08:50.550> you<00:08:50.614> know,<00:08:50.870> kind<00:08:51.656> of<00:08:51.816> more<00:08:51.977> philosophical<00:08:53.276> type<00:08:53.580> things.

00:08:53.981 --> 00:09:08.959
But<00:08:55.280> the,<00:08:56.467> you<00:08:56.499> know,<00:08:56.627> if<00:08:56.723> I<00:08:56.788> was<00:08:56.964> going<00:08:57.269> to<00:08:58.568> put<00:08:58.792> out<00:08:58.904> a<00:08:58.969> recommendation<00:08:59.530> of<00:08:59.594> something<00:08:59.867> I<00:08:59.915> actually<00:09:00.332> come<00:09:00.492> back<00:09:00.652> to<00:09:00.749> regularly<00:09:01.294> this<00:09:01.454> time<00:09:01.695> of<00:09:01.775> year,<00:09:01.935> and<00:09:02.080> I<00:09:02.256> was<00:09:02.416> reading<00:09:02.753> it<00:09:02.817> last<00:09:03.138> week,<00:09:04.100> but<00:09:04.661> the<00:09:06.169> War<00:09:06.505> of<00:09:06.746> Art<00:09:07.227> by<00:09:07.468> Steven<00:09:07.869> Pressfield,<00:09:08.510> I<00:09:08.590> believe.

00:09:10.259 --> 00:09:19.105
And,<00:09:10.982> you<00:09:11.014> know,<00:09:11.399> really<00:09:11.784> just<00:09:12.908> talking<00:09:13.325> about<00:09:13.968> how<00:09:14.208> we<00:09:14.353> all,<00:09:15.075> you<00:09:15.107> know,<00:09:15.637> or<00:09:15.814> my<00:09:15.974> takeaway,<00:09:16.376> I<00:09:16.456> guess<00:09:16.697> I<00:09:16.713> should<00:09:16.857> say<00:09:17.018> from<00:09:17.259> it,<00:09:17.483> and<00:09:17.580> there's<00:09:18.045> lots<00:09:18.302> of<00:09:18.382> nuance<00:09:18.768> to<00:09:18.944> it.

00:09:20.148 --> 00:09:28.384
But,<00:09:20.694> you<00:09:20.726> know,<00:09:20.871> we<00:09:21.015> all<00:09:21.497> have<00:09:22.059> this<00:09:22.701> kind<00:09:22.862> of<00:09:22.958> friction<00:09:23.520> that<00:09:24.242> comes<00:09:24.483> up<00:09:24.884> in<00:09:25.045> life<00:09:26.153> or<00:09:26.875> the<00:09:26.971> things<00:09:27.212> that<00:09:27.357> we<00:09:27.437> have<00:09:27.630> to<00:09:27.919> overcome.

00:09:28.432 --> 00:09:35.753
And<00:09:28.561> like<00:09:29.042> generally<00:09:29.861> the,<00:09:30.969> you<00:09:31.001> know,<00:09:31.627> the<00:09:31.772> creative<00:09:32.349> mind<00:09:32.735> has<00:09:32.911> to<00:09:33.056> overcome<00:09:34.356> these<00:09:34.597> blocks<00:09:35.143> over<00:09:35.319> and<00:09:35.464> over.

00:09:36.026 --> 00:09:49.217
Again,<00:09:36.668> and,<00:09:37.085> you<00:09:37.149> know,<00:09:37.245> finding<00:09:37.647> your<00:09:38.353> muse<00:09:38.850> and<00:09:38.931> your<00:09:39.316> why<00:09:40.038> and<00:09:40.198> your,<00:09:41.001> um,<00:09:41.964> reason<00:09:42.445> for<00:09:42.846> pushing<00:09:43.183> through<00:09:43.649> the<00:09:43.745> hard<00:09:44.050> things,<00:09:44.852> um,<00:09:45.510> particularly<00:09:45.895> from<00:09:46.072> a<00:09:46.136> creative<00:09:46.553> perspective,<00:09:47.580> um,<00:09:47.998> I<00:09:48.078> think<00:09:48.319> is<00:09:48.559> very<00:09:48.800> important.

00:09:49.282 --> 00:09:54.257
And<00:09:49.426> I,<00:09:49.603> I<00:09:49.683> view<00:09:49.924> business<00:09:50.325> and<00:09:50.389> entrepreneurship<00:09:51.593> as<00:09:51.753> a<00:09:52.170> creative<00:09:53.053> endeavor<00:09:53.599> at<00:09:53.695> the<00:09:53.759> end<00:09:53.839> of<00:09:53.936> the<00:09:54.016> day.

00:09:54.802 --> 00:10:00.852
And,<00:09:55.524> you<00:09:55.556> know,<00:09:55.685> I<00:09:55.861> think<00:09:56.022> that<00:09:56.407> his<00:09:56.584> kind<00:09:56.744> of<00:09:56.808> framework<00:09:57.290> for<00:09:57.450> thinking<00:09:57.771> about<00:09:58.044> it,<00:09:58.124> I<00:09:58.172> always<00:09:58.574> find<00:09:58.830> to<00:09:58.991> be,<00:09:59.617> um,<00:10:00.114> very<00:10:00.355> impactful.

00:10:00.981 --> 00:10:04.061
So<00:10:01.013> it's<00:10:01.157> something<00:10:01.462> I,<00:10:01.703> I<00:10:01.799> come<00:10:01.960> back<00:10:02.200> to<00:10:03.387> basically<00:10:03.724> every<00:10:03.949> year.

00:10:05.232 --> 00:10:07.717
How<00:10:05.328> have<00:10:05.488> you<00:10:05.633> developed<00:10:06.050> your<00:10:06.210> leadership<00:10:06.675> style<00:10:07.028> as<00:10:07.172> CEO?

00:10:07.798 --> 00:10:14.100
I<00:10:07.830> mean,<00:10:07.974> you<00:10:08.054> went<00:10:08.215> from<00:10:08.439> Goldman<00:10:08.776> Sachs<00:10:09.337> to<00:10:09.562> owning<00:10:09.818> this<00:10:10.043> business<00:10:10.524> to<00:10:10.636> transforming<00:10:11.903> into,<00:10:12.448> you<00:10:12.480> know,<00:10:13.571> Filterbuy.

00:10:14.950 --> 00:10:16.810
How<00:10:15.094> has<00:10:15.255> your<00:10:15.511> leadership<00:10:16.153> style<00:10:16.474> changed?

00:10:17.672 --> 00:10:19.521
Well,<00:10:17.692> it's<00:10:18.719> definitely<00:10:19.136> evolved.

00:10:19.585 --> 00:10:25.102
I<00:10:19.601> mean,<00:10:19.825> like<00:10:20.162> when<00:10:20.323> we<00:10:20.403> started,<00:10:21.269> you<00:10:21.317> know,<00:10:21.429> I<00:10:21.525> maybe<00:10:21.830> had,<00:10:22.552> you<00:10:22.584> know,<00:10:22.969> 15<00:10:23.305> employees<00:10:23.867> or<00:10:23.931> so<00:10:24.171> in<00:10:24.252> the<00:10:24.332> company<00:10:24.588> that<00:10:24.717> I<00:10:24.877> bought.

00:10:25.150 --> 00:10:26.834
Now<00:10:25.374> we<00:10:25.519> have<00:10:26.016> over<00:10:26.160> 1,000.

00:10:26.882 --> 00:10:30.282
So<00:10:26.994> it<00:10:27.122> definitely<00:10:27.619> has<00:10:27.860> to<00:10:28.004> shift<00:10:29.769> as<00:10:29.865> you<00:10:30.025> go.

00:10:30.651 --> 00:10:37.405
And,<00:10:32.031> you<00:10:32.111> know,<00:10:32.432> I<00:10:32.512> think<00:10:32.737> that<00:10:32.913> early<00:10:33.234> on,<00:10:33.876> like<00:10:34.261> really<00:10:34.517> for<00:10:34.678> the<00:10:34.822> first<00:10:35.079> decade,<00:10:35.560> for<00:10:35.688> me,<00:10:35.817> it<00:10:35.849> was<00:10:36.041> about<00:10:36.282> leading<00:10:36.603> by<00:10:36.828> example.

00:10:38.191 --> 00:10:41.849
And,<00:10:38.672> you<00:10:38.721> know,<00:10:38.769> there's<00:10:38.945> not<00:10:39.106> a<00:10:39.170> job<00:10:39.956> within<00:10:40.148> my<00:10:40.437> business<00:10:40.838> that<00:10:41.095> I<00:10:41.239> have<00:10:41.400> not<00:10:41.576> done.

00:10:42.362 --> 00:10:51.988
Um,<00:10:42.844> and<00:10:43.581> so<00:10:43.822> because<00:10:44.223> of<00:10:44.303> that,<00:10:44.769> I,<00:10:45.346> you<00:10:45.426> know,<00:10:45.603> it<00:10:45.731> gives<00:10:45.908> me<00:10:46.068> a<00:10:46.084> lot<00:10:46.373> of,<00:10:47.432> insight<00:10:48.234> to,<00:10:49.421> how<00:10:49.598> things<00:10:49.854> need<00:10:49.999> to<00:10:50.079> be<00:10:50.223> structured<00:10:50.704> and<00:10:50.785> how<00:10:50.881> things<00:10:51.362> work<00:10:51.587> the<00:10:51.667> best<00:10:51.908> way.

00:10:52.084 --> 00:10:54.539
So<00:10:52.261> like<00:10:52.549> for<00:10:52.630> me,<00:10:53.223> it<00:10:53.351> really<00:10:53.672> was<00:10:53.833> that<00:10:53.993> evolution.

00:10:55.277 --> 00:10:55.663
Early<00:10:55.454> on.

00:10:56.160 --> 00:11:05.107
In<00:10:56.241> the<00:10:56.321> last<00:10:56.498> couple<00:10:56.739> of<00:10:56.883> years,<00:10:57.140> I've<00:10:57.461> really<00:10:57.622> been<00:10:57.783> working<00:10:58.104> on<00:10:58.136> leading—<00:10:59.212> on<00:10:59.373> leveling<00:10:59.774> up<00:11:00.336> our<00:11:00.433> management<00:11:00.899> team<00:11:01.220> and<00:11:01.300> how<00:11:01.461> we're<00:11:02.280> attacking<00:11:02.762> bigger<00:11:03.083> ideas<00:11:03.709> and<00:11:03.966> accomplishing<00:11:04.529> bigger<00:11:04.834> things.

00:11:05.171 --> 00:11:11.435
And,<00:11:05.797> um,<00:11:06.215> that<00:11:06.311> was<00:11:06.456> really<00:11:07.002> a<00:11:07.500> mindset<00:11:07.982> shift<00:11:08.287> that<00:11:08.448> I<00:11:08.528> had<00:11:08.705> to<00:11:09.492> work<00:11:09.732> through<00:11:09.989> in<00:11:10.070> order<00:11:10.311> to<00:11:10.391> be<00:11:10.552> able<00:11:10.712> to<00:11:10.937> do<00:11:11.114> that.

00:11:11.580 --> 00:11:13.443
Um,<00:11:11.772> it's<00:11:11.981> not<00:11:12.094> something<00:11:12.463> that<00:11:12.559> came<00:11:12.800> natural<00:11:13.202> to<00:11:13.346> me.

00:11:13.619 --> 00:11:37.415
I<00:11:13.668> actually<00:11:13.860> started<00:11:14.230> working<00:11:14.471> with<00:11:14.712> a<00:11:14.728> performance<00:11:15.691> coach<00:11:16.093> named<00:11:16.414> Dr.<00:11:16.735> Julie<00:11:17.057> Gerner,<00:11:17.458> who<00:11:18.084> was<00:11:18.727> really<00:11:19.369> helpful<00:11:19.691> for<00:11:19.771> me<00:11:19.948> in<00:11:20.028> that<00:11:20.124> process,<00:11:20.751> and<00:11:21.152> Did<00:11:21.232> a<00:11:21.296> lot<00:11:21.456> of<00:11:21.536> reading<00:11:21.857> around<00:11:22.177> kind<00:11:22.338> of<00:11:22.658> operating<00:11:23.075> system<00:11:23.459> for<00:11:23.619> businesses<00:11:24.196> like<00:11:24.501> Traction<00:11:25.077> or<00:11:25.222> the<00:11:25.302> Rockefeller<00:11:25.799> Habits<00:11:26.199> and<00:11:26.359> things<00:11:26.568> like<00:11:26.744> that<00:11:28.202> to<00:11:28.282> kind<00:11:28.667> of<00:11:28.859> decide<00:11:29.324> like,<00:11:29.868> you<00:11:29.901> know,<00:11:30.269> what<00:11:30.445> was<00:11:30.606> my<00:11:31.343> style<00:11:31.807> going<00:11:32.128> to<00:11:32.208> be<00:11:32.512> and<00:11:32.592> how<00:11:32.769> was<00:11:32.929> I<00:11:33.009> going<00:11:33.249> to<00:11:33.330> structure,<00:11:34.355> you<00:11:34.387> know,<00:11:34.595> this<00:11:34.772> larger<00:11:35.172> business<00:11:35.493> that<00:11:35.589> I<00:11:35.653> still<00:11:36.134> intended<00:11:36.935> to<00:11:37.079> grow.

00:11:37.960 --> 00:11:48.199
And,<00:11:38.537> you<00:11:38.617> know,<00:11:38.713> I've<00:11:38.777> kind<00:11:38.954> of<00:11:39.018> come<00:11:39.242> up<00:11:39.338> with<00:11:39.482> my<00:11:39.659> own<00:11:40.043> version<00:11:40.444> of<00:11:40.540> that<00:11:40.941> internally,<00:11:41.501> but,<00:11:42.046> you<00:11:42.094> know,<00:11:42.222> now<00:11:42.463> I<00:11:42.607> have<00:11:42.863> a,<00:11:43.649> you<00:11:43.697> know,<00:11:43.825> pretty<00:11:44.049> well-established<00:11:44.706> management<00:11:45.107> team<00:11:45.427> that,<00:11:45.908> you<00:11:46.004> know,<00:11:46.068> has<00:11:46.228> been<00:11:46.549> assembled<00:11:47.029> over<00:11:47.206> the<00:11:47.286> last<00:11:47.510> couple<00:11:47.750> of<00:11:47.895> years.

00:11:49.194 --> 00:12:01.089
That<00:11:49.772> is<00:11:49.916> really<00:11:50.462> allowing<00:11:50.880> me,<00:11:51.506> really<00:11:51.746> running<00:11:51.987> the<00:11:52.083> day-to-day<00:11:52.549> operations<00:11:53.047> of<00:11:53.127> the<00:11:53.207> business<00:11:53.608> and<00:11:53.705> allowing<00:11:54.090> me<00:11:54.251> to<00:11:54.572> kind<00:11:55.438> of<00:11:55.776> expand<00:11:56.803> our<00:11:57.044> horizons<00:11:58.007> and<00:11:58.200> our<00:11:58.408> mission<00:11:58.890> and<00:11:59.227> ultimately<00:12:00.254> our<00:12:00.591> impact.

00:12:01.217 --> 00:12:10.480
And<00:12:01.410> so,<00:12:02.181> you<00:12:02.213> know,<00:12:02.261> I've<00:12:02.437> really,<00:12:03.706> you<00:12:03.738> know,<00:12:04.348> you<00:12:04.380> know,<00:12:04.829> worked<00:12:05.070> up<00:12:05.231> to<00:12:05.327> that<00:12:06.113> and<00:12:06.611> have<00:12:06.932> slowly<00:12:07.333> been<00:12:07.478> letting,<00:12:08.056> you<00:12:08.136> know,<00:12:08.216> the<00:12:08.361> operational<00:12:08.858> pieces<00:12:09.244> of<00:12:09.806> the<00:12:09.902> business<00:12:10.223> go.

00:12:11.090 --> 00:12:22.055
And,<00:12:12.213> you<00:12:12.246> know,<00:12:12.374> I<00:12:12.470> think<00:12:12.775> as<00:12:12.872> an<00:12:13.016> entrepreneur,<00:12:13.754> the<00:12:13.835> thing<00:12:13.995> you<00:12:14.059> have<00:12:14.156> to<00:12:14.300> remember<00:12:14.702> is<00:12:14.798> that<00:12:15.023> your<00:12:15.103> job<00:12:15.376> is<00:12:15.520> to<00:12:16.002> develop<00:12:16.500> the<00:12:16.612> systems<00:12:17.592> that<00:12:17.848> get<00:12:18.491> the,<00:12:18.715> the<00:12:18.812> desired<00:12:19.358> outcome<00:12:19.775> that<00:12:19.936> can<00:12:20.080> be<00:12:20.241> repeatable<00:12:20.963> over<00:12:21.204> and<00:12:21.285> over<00:12:21.525> and<00:12:21.606> over<00:12:21.782> again.

00:12:22.408 --> 00:12:24.303
That's<00:12:22.585> kind<00:12:22.730> of<00:12:22.810> what<00:12:22.987> a<00:12:23.147> business<00:12:23.629> is<00:12:23.773> at<00:12:23.854> the<00:12:23.950> end<00:12:24.014> of<00:12:24.046> the<00:12:24.191> day.

00:12:25.138 --> 00:12:27.402
And<00:12:25.234> I<00:12:25.379> feel<00:12:25.540> like,<00:12:26.021> you<00:12:26.053> know,<00:12:26.262> I<00:12:26.342> largely<00:12:26.680> created<00:12:27.161> that.

00:12:27.482 --> 00:12:36.811
Now<00:12:27.723> I<00:12:27.787> have<00:12:28.189> a<00:12:28.221> team<00:12:28.590> that<00:12:28.703> is<00:12:29.008> helping<00:12:29.329> me<00:12:29.473> to<00:12:29.714> hone<00:12:29.971> those<00:12:30.292> and<00:12:30.453> to<00:12:30.613> improve<00:12:31.079> that<00:12:31.336> and<00:12:31.416> to<00:12:31.577> grow<00:12:31.962> it,<00:12:32.524> um,<00:12:32.942> you<00:12:32.974> know,<00:12:33.102> in<00:12:33.247> ways<00:12:33.504> that,<00:12:34.290> you<00:12:34.355> know,<00:12:34.708> are—<00:12:34.949> that<00:12:35.254> I'm<00:12:35.430> not<00:12:35.591> necessarily<00:12:36.169> suited<00:12:36.538> to<00:12:36.635> do.

00:12:36.875 --> 00:12:40.697
And<00:12:36.956> so<00:12:37.132> finding<00:12:37.518> the<00:12:37.678> people<00:12:37.919> to<00:12:37.983> help<00:12:38.144> me<00:12:38.305> do<00:12:38.481> that<00:12:38.947> has<00:12:39.123> been<00:12:39.284> a<00:12:39.364> huge<00:12:39.990> unlock<00:12:40.472> for<00:12:40.552> us.

00:12:41.548 --> 00:12:42.801
It's<00:12:41.693> funny<00:12:41.918> you<00:12:41.998> mentioned<00:12:42.319> Dr.<00:12:42.576> Gerner.

00:12:42.881 --> 00:12:48.440
I<00:12:42.978> actually<00:12:43.460> recently<00:12:43.797> started<00:12:44.183> following<00:12:44.665> her<00:12:45.211> on<00:12:45.532> X,<00:12:45.789> I<00:12:45.870> believe,<00:12:47.300> 2<00:12:47.476> or<00:12:47.798> 3<00:12:47.974> months<00:12:48.280> ago.

00:12:49.565 --> 00:12:50.946
And<00:12:50.031> I<00:12:50.127> love<00:12:50.368> her<00:12:50.593> insights.

00:12:51.011 --> 00:12:52.765
What<00:12:51.155> are<00:12:51.220> some<00:12:51.320> of<00:12:51.354> the<00:12:51.505> things<00:12:51.740> that<00:12:51.841> you've<00:12:52.043> learned<00:12:52.328> from<00:12:52.513> her?

00:12:54.420 --> 00:12:57.825
Well,<00:12:54.533> I<00:12:54.614> mean,<00:12:56.479> you<00:12:56.560> know,<00:12:56.723> it's<00:12:57.031> all<00:12:57.128> sorts<00:12:57.436> of<00:12:57.550> things.

00:12:57.923 --> 00:13:05.087
It's<00:12:58.409> really<00:12:58.750> the,<00:13:00.933> you<00:13:01.139> know,<00:13:01.159> she<00:13:01.337> and<00:13:01.418> I<00:13:01.498> speak<00:13:01.741> every<00:13:01.967> week<00:13:02.695> and<00:13:03.842> Monday<00:13:04.149> we<00:13:04.246> actually<00:13:04.424> spoke<00:13:04.634> this<00:13:04.877> morning.

00:13:06.655 --> 00:13:20.067
And,<00:13:07.301> you<00:13:07.334> know,<00:13:07.495> it's<00:13:07.786> really<00:13:08.029> like<00:13:08.530> when<00:13:08.707> I'm<00:13:08.837> working<00:13:09.095> through<00:13:09.322> problems<00:13:09.839> or<00:13:09.968> trying<00:13:10.372> to<00:13:11.297> think<00:13:11.474> through<00:13:11.715> how<00:13:11.956> to<00:13:12.454> solve<00:13:12.855> or<00:13:13.000> approach<00:13:13.321> something,<00:13:14.044> having<00:13:14.670> somebody<00:13:15.569> to<00:13:16.838> talk<00:13:17.160> that<00:13:17.336> through,<00:13:17.898> that<00:13:18.701> is<00:13:18.846> just<00:13:19.007> extremely<00:13:19.440> important<00:13:19.826> for<00:13:19.938> me.

00:13:20.147 --> 00:13:25.110
I<00:13:20.163> mean,<00:13:20.773> you<00:13:20.838> have<00:13:20.966> to<00:13:21.095> realize<00:13:21.914> that<00:13:22.540> I'm<00:13:22.717> not,<00:13:23.504> I'm<00:13:24.162> a<00:13:24.227> bootstrapped<00:13:24.644> entrepreneur.

00:13:25.206 --> 00:13:26.138
We<00:13:25.287> have<00:13:25.367> no<00:13:25.528> investors.

00:13:26.636 --> 00:13:29.832
And<00:13:28.017> because<00:13:28.322> of<00:13:28.354> that,<00:13:28.660> I've<00:13:28.804> got<00:13:28.965> no<00:13:29.125> board<00:13:29.302> of<00:13:29.447> directors.

00:13:29.928 --> 00:13:32.595
I'm<00:13:30.089> really<00:13:30.346> only<00:13:30.587> accountable<00:13:31.133> to<00:13:31.229> myself<00:13:31.647> at<00:13:31.776> the<00:13:31.872> end<00:13:31.952> of<00:13:32.016> the<00:13:32.049> day,<00:13:32.338> right?

00:13:33.060 --> 00:13:33.896
And<00:13:33.141> that<00:13:33.189> sounds<00:13:33.623> great.

00:13:33.960 --> 00:13:36.851
I<00:13:34.040> mean,<00:13:34.265> and<00:13:34.345> there's<00:13:34.474> a<00:13:34.522> lot<00:13:34.699> of<00:13:34.827> advantages<00:13:35.405> to<00:13:35.502> that<00:13:35.743> is<00:13:35.871> I<00:13:35.952> can<00:13:36.112> move<00:13:36.289> way<00:13:36.449> quicker.

00:13:37.076 --> 00:13:37.911
Than<00:13:37.172> anybody<00:13:37.718> else.

00:13:38.039 --> 00:13:41.539
Um,<00:13:38.376> and<00:13:38.521> the<00:13:38.617> bigger<00:13:38.842> we<00:13:38.938> get,<00:13:39.404> um,<00:13:39.741> the,<00:13:40.046> the<00:13:40.207> kind<00:13:40.319> of<00:13:40.448> more<00:13:40.544> impactful<00:13:41.026> that<00:13:41.186> can<00:13:41.347> be.

00:13:42.053 --> 00:13:46.099
Um,<00:13:42.390> but<00:13:42.487> at<00:13:42.551> the<00:13:42.631> same<00:13:42.872> time,<00:13:43.113> that<00:13:43.273> means<00:13:43.595> that<00:13:43.835> I<00:13:43.916> really<00:13:44.157> don't<00:13:44.381> have<00:13:44.654> embedded<00:13:45.056> accountability,<00:13:45.907> right?

00:13:46.164 --> 00:13:50.579
It's<00:13:46.308> like,<00:13:46.950> um,<00:13:47.593> I,<00:13:47.833> I,<00:13:48.235> um,<00:13:48.716> and,<00:13:48.957> and<00:13:49.038> I,<00:13:49.278> I<00:13:49.375> realized<00:13:49.760> I<00:13:49.792> was<00:13:50.001> missing<00:13:50.322> that.

00:13:50.659 --> 00:14:04.864
And<00:13:50.820> she<00:13:50.996> provides<00:13:51.928> that,<00:13:52.570> um,<00:13:53.148> that<00:13:53.469> she<00:13:53.630> provides<00:13:54.111> that<00:13:54.368> for<00:13:54.577> me<00:13:54.834> because<00:13:55.139> I<00:13:55.171> know<00:13:55.396> that,<00:13:55.958> you<00:13:56.022> know,<00:13:56.359> if<00:13:56.504> I<00:13:56.584> have<00:13:56.745> to<00:13:56.857> articulate<00:13:57.403> to<00:13:57.483> her<00:13:57.804> why<00:13:58.029> I'm<00:13:58.190> doing<00:13:58.446> something,<00:13:59.314> um,<00:13:59.394> she's<00:13:59.570> going<00:13:59.811> to,<00:14:00.148> to<00:14:00.357> probe<00:14:00.694> it<00:14:00.855> and<00:14:00.935> she's<00:14:01.160> going<00:14:01.337> to<00:14:01.417> make<00:14:01.642> sure<00:14:01.882> that,<00:14:02.444> um,<00:14:03.169> I'm<00:14:03.750> being<00:14:04.057> honest<00:14:04.234> with<00:14:04.396> myself.

00:14:05.348 --> 00:14:13.869
At<00:14:05.429> the<00:14:05.526> end<00:14:05.606> of<00:14:05.671> the<00:14:05.703> day,<00:14:05.929> I<00:14:06.010> think<00:14:06.187> about<00:14:07.059> things<00:14:08.011> and<00:14:08.657> really<00:14:08.834> having<00:14:09.157> a<00:14:09.173> thought<00:14:09.545> partner<00:14:09.964> like<00:14:10.190> that<00:14:10.917> has<00:14:11.643> been<00:14:11.950> really<00:14:12.788> important<00:14:13.514> to<00:14:13.644> me.

00:14:14.466 --> 00:14:17.257
And<00:14:15.692> she's<00:14:16.338> been<00:14:16.741> great<00:14:16.983> at<00:14:17.064> that.

00:14:18.419 --> 00:14:19.145
How<00:14:18.516> do<00:14:18.564> you<00:14:18.677> stay<00:14:18.984> grounded?

00:14:22.025 --> 00:14:22.961
How<00:14:22.201> do<00:14:22.307> I<00:14:22.378> stay<00:14:22.714> grounded?

00:14:24.824 --> 00:14:24.989
Yeah.

00:14:25.383 --> 00:14:28.420
Well,<00:14:26.039> I<00:14:26.302> don't<00:14:26.712> know<00:14:26.893> that<00:14:27.024> I<00:14:27.123> know<00:14:27.353> what<00:14:27.533> grounded<00:14:28.009> means.

00:14:29.690 --> 00:14:32.614
You<00:14:29.903> know,<00:14:29.985> it's<00:14:30.067> like<00:14:30.150> I<00:14:30.215> only<00:14:30.626> know,<00:14:30.692> I<00:14:30.774> tell<00:14:30.840> people<00:14:31.004> like,<00:14:31.201> I<00:14:31.234> don't<00:14:31.776> know<00:14:32.023> the<00:14:32.105> right<00:14:32.368> way<00:14:32.499> out.

00:14:34.650 --> 00:14:36.963
Only<00:14:35.151> know,<00:14:35.232> you<00:14:35.264> know,<00:14:35.410> my<00:14:35.717> way<00:14:36.299> of<00:14:36.461> life,<00:14:36.785> you<00:14:36.865> know.

00:14:37.027 --> 00:14:40.634
So<00:14:37.124> it's<00:14:37.351> a<00:14:37.496> one—<00:14:38.143> it's<00:14:39.033> a<00:14:39.777> dataset<00:14:40.262> of<00:14:40.424> one.

00:14:42.203 --> 00:14:55.005
You<00:14:42.299> know,<00:14:42.445> I've<00:14:42.526> got<00:14:42.687> a<00:14:42.752> great<00:14:42.929> family<00:14:43.495> and<00:14:43.640> I,<00:14:43.979> you<00:14:44.076> know,<00:14:44.868> am<00:14:44.965> very<00:14:45.191> fortunate<00:14:45.659> for<00:14:45.756> that<00:14:46.079> with<00:14:46.321> a<00:14:46.644> wife<00:14:46.951> that<00:14:47.113> I,<00:14:47.614> you<00:14:47.921> know,<00:14:48.098> married<00:14:48.357> in<00:14:48.486> high<00:14:48.599> school<00:14:49.067> and—<00:14:49.229> not<00:14:49.568> married<00:14:49.972> in<00:14:50.085> high<00:14:50.117> school,<00:14:50.360> met<00:14:50.489> in<00:14:50.570> high<00:14:50.618> school—<00:14:52.118> and<00:14:53.247> have<00:14:54.134> 3<00:14:54.312> young<00:14:54.715> kids.

00:14:55.102 --> 00:14:57.909
And,<00:14:55.425> you<00:14:55.505> know,<00:14:55.602> they<00:14:55.683> keep—<00:14:55.989> they<00:14:56.086> have<00:14:56.635> a<00:14:56.651> tendency<00:14:57.054> to<00:14:57.135> keep<00:14:57.360> you<00:14:57.457> pretty<00:14:57.683> grounded.

00:14:59.651 --> 00:15:11.871
And<00:15:00.270> So,<00:15:00.478> I<00:15:00.542> mean,<00:15:00.702> that's<00:15:01.023> been<00:15:01.343> important<00:15:01.728> for<00:15:01.808> me,<00:15:02.064> but,<00:15:03.266> you<00:15:03.346> know,<00:15:03.506> the<00:15:03.570> reality<00:15:04.067> is<00:15:04.308> that<00:15:05.029> I've<00:15:05.253> been<00:15:05.349> able<00:15:05.654> to<00:15:06.230> build<00:15:06.695> my,<00:15:07.993> you<00:15:08.073> know,<00:15:08.298> unique<00:15:08.634> vision<00:15:09.019> over<00:15:09.195> the<00:15:09.275> last<00:15:10.140> 11<00:15:10.461> or<00:15:10.493> so<00:15:10.781> years<00:15:11.022> that<00:15:11.118> I've<00:15:11.262> been<00:15:11.358> doing<00:15:11.679> this.

00:15:12.223 --> 00:15:22.751
And<00:15:13.361> for<00:15:13.521> me,<00:15:13.778> it's<00:15:13.922> very<00:15:14.258> empowering<00:15:14.947> to<00:15:15.044> get<00:15:15.124> to<00:15:15.268> wake<00:15:15.444> up<00:15:15.604> every<00:15:15.765> day<00:15:16.229> and<00:15:16.806> realize<00:15:17.367> that<00:15:17.623> I'm<00:15:17.768> taking<00:15:18.553> the<00:15:18.713> agency<00:15:19.691> to<00:15:19.931> build<00:15:20.556> my<00:15:20.796> own<00:15:20.972> life<00:15:21.373> and<00:15:21.453> the<00:15:21.533> life<00:15:21.710> of<00:15:21.854> the<00:15:21.998> people<00:15:22.270> around<00:15:22.511> me.

00:15:23.136 --> 00:15:25.427
And<00:15:23.280> I<00:15:23.296> find<00:15:23.680> a<00:15:23.697> lot<00:15:23.857> of—<00:15:24.081> I<00:15:24.161> find<00:15:24.354> a<00:15:24.418> real<00:15:24.578> purpose<00:15:25.059> in<00:15:25.139> that.

00:15:25.475 --> 00:15:46.811
And<00:15:25.635> it's<00:15:25.924> a<00:15:25.940> big<00:15:26.164> reason<00:15:26.437> why<00:15:27.366> I've<00:15:27.623> recently<00:15:28.007> gone<00:15:28.120> so<00:15:28.344> public<00:15:28.745> about<00:15:29.306> my<00:15:29.466> mission<00:15:29.851> of<00:15:29.947> building<00:15:30.268> the<00:15:30.348> world's<00:15:30.588> leading<00:15:30.893> indoor<00:15:31.149> air<00:15:31.374> quality<00:15:31.630> company<00:15:32.592> and<00:15:32.913> kind<00:15:33.297> of<00:15:33.394> documenting<00:15:33.955> that<00:15:34.195> journey<00:15:34.981> and<00:15:35.398> taking<00:15:35.718> people<00:15:35.959> along<00:15:36.279> for<00:15:36.423> the<00:15:36.456> ride,<00:15:36.680> showing<00:15:37.562> people<00:15:38.123> that<00:15:38.283> it's<00:15:38.427> possible<00:15:38.844> to<00:15:38.988> go<00:15:39.149> out<00:15:39.245> and<00:15:39.678> kind<00:15:39.790> of<00:15:40.127> build<00:15:40.287> something<00:15:41.088> big<00:15:41.489> and<00:15:41.649> do<00:15:41.874> it<00:15:42.034> in<00:15:43.429> a<00:15:43.637> way<00:15:43.814> that's<00:15:44.279> unique<00:15:45.353> to<00:15:45.561> you,<00:15:45.801> in<00:15:45.882> this<00:15:46.042> case<00:15:46.218> unique<00:15:46.523> to<00:15:46.603> me.

00:15:48.142 --> 00:15:53.993
But<00:15:48.302> I<00:15:48.446> think<00:15:48.623> that<00:15:48.927> that's<00:15:49.184> really<00:15:50.242> the<00:15:50.370> thing<00:15:50.547> that<00:15:50.691> I<00:15:50.787> find<00:15:51.252> most<00:15:51.893> empowering<00:15:52.775> and<00:15:53.496> fuels<00:15:53.817> me.

00:15:54.378 --> 00:16:02.986
And<00:15:54.458> then,<00:15:54.618> you<00:15:54.650> know,<00:15:55.179> my<00:15:55.340> family<00:15:55.756> and<00:15:55.853> my<00:15:56.317> employees<00:15:56.878> and<00:15:56.959> the<00:15:57.343> people<00:15:57.520> I<00:15:57.616> interact<00:15:58.065> with<00:15:58.706> hold<00:15:59.187> me<00:15:59.283> accountable<00:15:59.748> to<00:15:59.844> that<00:16:00.309> and<00:16:00.726> keep<00:16:01.447> and<00:16:01.607> force<00:16:01.848> me<00:16:01.992> to<00:16:02.072> stay<00:16:02.553> grounded.

00:16:04.413 --> 00:16:06.352
Tell<00:16:04.653> us<00:16:04.958> about<00:16:05.615> your<00:16:05.839> YouTube<00:16:06.000> channel.

00:16:06.561 --> 00:16:08.965
And<00:16:06.833> you<00:16:07.138> kind<00:16:07.298> of<00:16:07.378> explained<00:16:07.683> a<00:16:07.699> little<00:16:07.875> bit<00:16:08.019> there<00:16:08.164> while<00:16:08.340> you're<00:16:08.500> doing<00:16:08.885> it.

00:16:09.045 --> 00:16:10.680
What<00:16:09.158> are<00:16:09.222> you<00:16:09.382> hoping<00:16:09.767> to<00:16:09.943> achieve<00:16:10.488> there?

00:16:10.969 --> 00:16:12.219
How's<00:16:11.161> it<00:16:11.306> going<00:16:11.626> so<00:16:11.867> far?

00:16:12.780 --> 00:16:15.762
Does<00:16:12.973> it<00:16:13.069> feel<00:16:13.245> like<00:16:13.406> a<00:16:13.454> new,<00:16:13.694> like,<00:16:13.935> entrepreneurial<00:16:14.736> journey<00:16:15.057> you're<00:16:15.169> setting<00:16:15.554> on?

00:16:16.660 --> 00:16:17.509
Oh,<00:16:16.980> absolutely.

00:16:17.557 --> 00:16:18.792
It's<00:16:17.718> a<00:16:17.798> new<00:16:18.022> entrepreneurial<00:16:18.519> journey.

00:16:18.840 --> 00:16:28.956
I'll<00:16:18.984> tell<00:16:19.225> you,<00:16:19.882> they<00:16:20.122> get<00:16:20.283> me<00:16:20.363> on<00:16:20.443> video<00:16:20.699> saying<00:16:20.988> this<00:16:21.228> often,<00:16:21.485> but<00:16:21.581> it's<00:16:21.805> way<00:16:22.030> more<00:16:22.350> work<00:16:22.607> than<00:16:22.751> I<00:16:22.992> ever<00:16:23.168> could<00:16:23.312> have<00:16:23.424> imagined<00:16:24.771> trying<00:16:25.092> to,<00:16:26.294> you<00:16:26.358> know,<00:16:26.615> break<00:16:26.919> into<00:16:27.577> kind<00:16:27.753> of<00:16:27.881> the<00:16:27.946> social<00:16:28.298> media<00:16:28.619> world.

00:16:29.004 --> 00:16:36.812
And,<00:16:29.260> you<00:16:29.324> know,<00:16:29.966> I'm<00:16:30.944> basically<00:16:31.745> committed<00:16:32.226> to<00:16:33.333> documenting<00:16:33.990> my<00:16:34.231> journey<00:16:34.631> of<00:16:34.712> building<00:16:35.096> the<00:16:35.193> world's<00:16:35.433> leading<00:16:35.738> indoor<00:16:35.930> air<00:16:36.139> quality<00:16:36.475> company.

00:16:37.261 --> 00:16:44.171
And<00:16:37.341> I<00:16:37.357> know<00:16:37.582> if<00:16:37.678> I<00:16:37.854> tell<00:16:38.624> the<00:16:38.720> world<00:16:39.025> that<00:16:39.105> and<00:16:39.281> tell<00:16:39.586> you<00:16:39.762> that,<00:16:40.083> that<00:16:40.339> I'm<00:16:40.564> going<00:16:40.660> to<00:16:40.804> go<00:16:40.949> out<00:16:41.205> and<00:16:41.430> wake<00:16:41.606> up<00:16:41.766> every<00:16:41.991> day<00:16:42.712> and<00:16:43.450> make<00:16:43.610> that<00:16:43.770> happen.

00:16:45.534 --> 00:16:51.579
And<00:16:45.678> so,<00:16:46.480> you<00:16:46.512> know,<00:16:46.672> it's<00:16:46.833> definitely<00:16:48.180> me<00:16:48.500> burning—<00:16:48.917> it's<00:16:49.318> me<00:16:49.542> burning<00:16:49.847> the<00:16:49.943> boats<00:16:50.408> and<00:16:50.569> forcing<00:16:50.905> that<00:16:51.066> accountability.

00:16:51.627 --> 00:16:53.679
I'm<00:16:51.723> a<00:16:51.851> big,<00:16:52.188> big<00:16:52.348> fan<00:16:52.589> of<00:16:52.990> accountability.

00:16:54.112 --> 00:17:08.871
And,<00:16:54.432> you<00:16:54.512> know,<00:16:54.753> with<00:16:54.897> Dr.<00:16:55.218> Gerner<00:16:55.554> and<00:16:55.794> a<00:16:56.019> personal<00:16:56.516> trainer<00:16:56.836> I<00:16:56.980> work<00:16:57.157> with,<00:16:57.942> um,<00:16:58.503> and<00:16:58.551> then<00:16:58.743> like<00:16:58.999> the<00:16:59.144> YouTube<00:16:59.464> channel<00:16:59.897> of,<00:17:00.201> you<00:17:00.281> know,<00:17:00.987> um,<00:17:01.403> telling<00:17:01.708> the<00:17:01.788> world<00:17:01.964> what<00:17:02.044> I'm<00:17:02.204> doing<00:17:02.445> and<00:17:02.509> telling<00:17:02.685> my<00:17:02.845> employees<00:17:03.406> what<00:17:03.502> I'm<00:17:03.647> doing,<00:17:04.352> um,<00:17:04.608> and<00:17:04.704> holding,<00:17:05.169> holding<00:17:05.474> me<00:17:05.650> and<00:17:05.730> holding<00:17:06.050> everyone<00:17:06.371> accountable<00:17:07.252> is<00:17:07.349> a<00:17:07.413> big<00:17:07.573> reason<00:17:07.973> for<00:17:08.759> it.

00:17:09.015 --> 00:17:14.960
But<00:17:09.159> also<00:17:09.416> it's<00:17:09.560> just<00:17:09.736> the<00:17:09.800> recognition<00:17:10.377> that<00:17:10.714> in<00:17:10.842> order<00:17:11.098> to<00:17:11.723> build<00:17:11.900> something<00:17:12.300> big,<00:17:12.605> I'm<00:17:12.941> not<00:17:13.887> going<00:17:13.999> to<00:17:14.063> be<00:17:14.207> able<00:17:14.319> to<00:17:14.448> do<00:17:14.560> it<00:17:14.688> alone.

00:17:15.009 --> 00:17:24.436
I'm<00:17:15.089> going<00:17:15.265> to<00:17:15.329> have<00:17:15.505> to<00:17:15.986> have<00:17:16.162> the<00:17:16.242> right<00:17:16.451> partners<00:17:17.028> and<00:17:17.605> employees<00:17:18.374> and<00:17:19.897> you<00:17:19.929> know,<00:17:20.153> and<00:17:20.298> customers<00:17:20.875> and<00:17:21.019> all<00:17:21.180> of<00:17:21.212> those,<00:17:21.661> all<00:17:21.741> of<00:17:21.821> those<00:17:21.934> stakeholders<00:17:22.623> that<00:17:22.736> are<00:17:22.800> so<00:17:23.024> important<00:17:23.505> in<00:17:23.602> building<00:17:23.922> a<00:17:24.003> big<00:17:24.163> vision.

00:17:25.029 --> 00:17:34.140
And<00:17:25.206> the<00:17:25.430> only<00:17:25.591> way<00:17:25.671> I'm<00:17:25.911> going<00:17:26.168> to<00:17:26.328> be<00:17:26.489> able<00:17:26.713> to<00:17:27.611> accomplish<00:17:28.157> that,<00:17:28.349> in<00:17:28.397> my<00:17:28.558> opinion,<00:17:29.296> is<00:17:29.440> by<00:17:29.616> being<00:17:29.777> very<00:17:30.017> vocal<00:17:30.418> about<00:17:30.723> what<00:17:30.835> I'm<00:17:30.996> doing<00:17:31.782> and<00:17:32.423> doing<00:17:32.824> it<00:17:33.049> in<00:17:33.209> a<00:17:33.706> big<00:17:33.931> way.

00:17:34.589 --> 00:17:39.304
So<00:17:35.214> that's<00:17:35.455> really<00:17:36.257> the<00:17:36.353> motivation<00:17:36.979> for<00:17:37.139> me<00:17:37.861> in,<00:17:38.262> in<00:17:38.518> building<00:17:38.759> this<00:17:38.919> channel.

00:17:39.545 --> 00:17:53.164
And,<00:17:40.122> you<00:17:40.202> know,<00:17:40.347> I<00:17:40.443> think<00:17:40.684> that<00:17:41.245> ultimately<00:17:41.806> the<00:17:41.951> right<00:17:42.127> people<00:17:42.929> that<00:17:43.025> are<00:17:43.154> attracted<00:17:43.651> to<00:17:44.373> my<00:17:44.918> mission,<00:17:45.656> that<00:17:45.800> want<00:17:45.961> to<00:17:46.041> be<00:17:46.137> along<00:17:46.458> for<00:17:46.602> that,<00:17:46.923> will<00:17:47.276> ultimately<00:17:47.950> find<00:17:48.302> me<00:17:48.623> and<00:17:48.848> hopefully<00:17:49.730> want<00:17:49.907> to<00:17:50.950> partner<00:17:51.351> to<00:17:51.993> make<00:17:52.474> big<00:17:52.619> things<00:17:52.859> happen.

00:17:53.260 --> 00:17:56.213
So<00:17:53.758> that's<00:17:54.239> generally<00:17:55.122> the<00:17:55.186> motivation<00:17:55.763> behind<00:17:56.148> it.

00:17:56.309 --> 00:18:05.230
But<00:17:56.421> it's<00:17:56.678> a<00:17:56.710> lot<00:17:56.903> of<00:17:57.031> work<00:17:57.673> and,<00:17:59.053> you<00:17:59.133> know,<00:17:59.293> takes<00:17:59.438> a<00:17:59.518> lot<00:17:59.630> of<00:17:59.759> time<00:18:00.176> and<00:18:00.240> a<00:18:00.256> lot<00:18:00.432> of<00:18:00.561> energy,<00:18:01.203> probably<00:18:01.379> a<00:18:01.395> little<00:18:01.620> bit<00:18:01.780> more<00:18:01.941> than<00:18:02.005> I<00:18:02.053> originally<00:18:02.502> thought,<00:18:02.807> but<00:18:02.968> I'm<00:18:03.385> extremely<00:18:03.866> committed<00:18:04.331> to<00:18:04.524> seeing<00:18:04.909> it<00:18:04.989> through.

00:18:06.193 --> 00:18:10.493
There<00:18:06.273> was<00:18:06.433> a<00:18:06.497> lot<00:18:06.674> of<00:18:06.754> uncertainty<00:18:07.300> this<00:18:07.540> year<00:18:08.423> in<00:18:08.583> 2024<00:18:09.305> for<00:18:09.402> a<00:18:09.482> variety<00:18:09.963> of<00:18:10.124> reasons.

00:18:10.621 --> 00:18:16.301
It<00:18:10.685> does<00:18:10.797> seem<00:18:11.006> like<00:18:11.167> there's<00:18:11.327> a<00:18:11.407> little<00:18:11.584> bit<00:18:11.792> more<00:18:11.905> certainty<00:18:12.450> in<00:18:12.931> terms<00:18:13.188> of<00:18:13.317> the<00:18:13.397> markets<00:18:13.910> are<00:18:14.039> concerned<00:18:14.536> as<00:18:14.696> to<00:18:14.777> where<00:18:15.001> 2025<00:18:15.755> is<00:18:15.884> going<00:18:15.964> to<00:18:16.060> go.

00:18:16.848 --> 00:18:21.674
How<00:18:16.961> are<00:18:17.091> you<00:18:17.268> thinking<00:18:17.607> about<00:18:17.833> the<00:18:17.914> difference<00:18:18.237> between<00:18:18.624> this<00:18:18.947> year<00:18:19.431> and<00:18:19.528> preparing<00:18:20.077> for<00:18:20.173> next,<00:18:20.496> for,<00:18:20.900> uh,<00:18:21.061> 2025?

00:18:23.305 --> 00:18:25.290
I<00:18:23.627> just,<00:18:23.886> my<00:18:24.047> mind<00:18:24.289> just<00:18:24.434> doesn't<00:18:24.693> work<00:18:24.919> that<00:18:25.080> way.

00:18:25.730 --> 00:18:35.012
Um,<00:18:26.149> honestly,<00:18:27.134> you<00:18:27.215> know,<00:18:27.522> I'm<00:18:27.618> very<00:18:27.861> much<00:18:28.183> a,<00:18:28.894> um,<00:18:29.556> I<00:18:29.636> have<00:18:29.975> a<00:18:29.992> long-term<00:18:30.508> vision<00:18:30.928> and<00:18:31.073> I<00:18:31.089> have<00:18:31.170> short-term<00:18:31.654> plans<00:18:32.139> that,<00:18:32.688> you<00:18:32.768> know,<00:18:33.011> I'm<00:18:33.172> constantly,<00:18:34.060> constantly<00:18:34.480> working<00:18:34.722> towards.

00:18:35.125 --> 00:18:41.594
But,<00:18:35.609> you<00:18:35.674> know,<00:18:36.174> setbacks<00:18:36.658> happen,<00:18:37.125> things<00:18:37.303> happen,<00:18:37.771> and<00:18:38.013> like<00:18:38.739> on<00:18:38.771> the<00:18:38.852> micro,<00:18:39.948> and<00:18:40.352> I<00:18:40.368> don't<00:18:40.771> sweat<00:18:41.078> it<00:18:41.175> too<00:18:41.320> much.

00:18:41.658 --> 00:18:51.240
I<00:18:41.723> mean,<00:18:41.900> like<00:18:42.446> I<00:18:43.265> cannot<00:18:43.569> control<00:18:44.051> what<00:18:44.211> the<00:18:44.292> external<00:18:44.789> environment<00:18:45.495> is<00:18:45.752> or<00:18:45.992> the<00:18:46.137> political<00:18:46.538> environment<00:18:47.196> or<00:18:49.266> whatever<00:18:50.485> the<00:18:50.566> case<00:18:50.806> might<00:18:51.031> be.

00:18:51.593 --> 00:18:55.941
I<00:18:51.689> can't<00:18:52.411> control<00:18:52.892> that,<00:18:53.374> but<00:18:53.775> I<00:18:53.935> can<00:18:54.176> control<00:18:54.481> the<00:18:54.641> actions<00:18:54.978> that<00:18:55.123> I<00:18:55.219> take<00:18:55.476> every<00:18:55.700> day.

00:18:56.567 --> 00:19:04.060
And<00:18:57.209> I'm<00:18:57.546> setting<00:18:57.931> up<00:18:58.027> on<00:18:58.107> this<00:18:58.332> mission<00:18:58.605> of<00:18:58.669> building<00:18:58.910> the<00:18:58.990> world's<00:18:59.214> leading<00:18:59.471> indoor<00:18:59.648> air<00:18:59.856> quality<00:19:00.193> company,<00:19:00.594> which<00:19:00.771> is<00:19:00.915> a<00:19:01.461> likely<00:19:01.878> multi-decade<00:19:03.403> journey<00:19:03.788> for<00:19:03.916> me.

00:19:04.141 --> 00:19:05.777
And<00:19:04.269> I'm<00:19:05.071> prepared<00:19:05.392> for<00:19:05.472> that.

00:19:06.275 --> 00:19:12.244
And<00:19:07.895> we<00:19:08.040> have<00:19:08.216> a<00:19:08.297> plan<00:19:08.778> for<00:19:09.484> next<00:19:09.741> year<00:19:09.965> just<00:19:10.142> as<00:19:10.286> we<00:19:10.383> did<00:19:10.607> this<00:19:10.784> year,<00:19:11.089> and<00:19:11.185> that<00:19:11.345> we<00:19:11.490> think<00:19:11.602> is<00:19:11.747> realistic.

00:19:12.308 --> 00:19:15.771
And<00:19:12.388> we<00:19:12.485> have<00:19:12.629> targets<00:19:13.030> that<00:19:13.255> we're<00:19:13.672> setting<00:19:14.153> and<00:19:14.938> acting<00:19:15.194> against.

00:19:16.621 --> 00:19:22.503
And,<00:19:16.861> you<00:19:16.973> know,<00:19:17.054> I<00:19:17.118> feel<00:19:17.278> confident<00:19:17.759> in,<00:19:18.320> but,<00:19:18.801> you<00:19:18.897> know,<00:19:18.961> we<00:19:19.057> may<00:19:19.265> hit,<00:19:19.842> we<00:19:20.067> may<00:19:20.547> hit<00:19:20.740> them<00:19:21.285> all,<00:19:21.541> we<00:19:21.685> may<00:19:21.990> miss<00:19:22.166> a<00:19:22.230> couple.

00:19:22.567 --> 00:19:25.788
And<00:19:22.711> either<00:19:22.968> way,<00:19:23.609> you<00:19:23.689> know,<00:19:24.170> in<00:19:24.250> the<00:19:24.394> grand<00:19:24.586> scheme<00:19:24.891> of<00:19:24.971> things,<00:19:25.195> it<00:19:25.276> doesn't<00:19:25.532> matter.

00:19:25.852 --> 00:19:33.033
But<00:19:26.029> it's<00:19:26.654> the<00:19:26.814> process<00:19:27.455> and<00:19:27.615> the<00:19:27.856> consistency<00:19:29.122> of<00:19:29.619> waking<00:19:29.923> up<00:19:30.036> every<00:19:30.260> day<00:19:30.580> and<00:19:30.661> moving<00:19:30.981> towards<00:19:31.606> a<00:19:32.263> bigger<00:19:32.744> vision.

00:19:33.610 --> 00:19:36.478
And<00:19:33.946> that's<00:19:34.748> what<00:19:34.892> I<00:19:34.972> prefer<00:19:35.373> to<00:19:35.950> focus<00:19:36.334> on.

00:19:37.376 --> 00:19:49.555
You<00:19:37.408> know,<00:19:37.697> I<00:19:37.777> can't<00:19:38.434> control<00:19:38.915> what<00:19:39.091> the<00:19:39.572> economy<00:19:40.037> is<00:19:40.117> going<00:19:40.341> to<00:19:40.421> do<00:19:40.533> in<00:19:40.597> 2025<00:19:41.399> or<00:19:41.463> what<00:19:41.623> interest<00:19:41.880> rates<00:19:42.120> are<00:19:42.184> going<00:19:42.280> to<00:19:42.360> be<00:19:42.681> or<00:19:43.082> whatever<00:19:43.402> the<00:19:43.466> case<00:19:43.723> may<00:19:43.867> be,<00:19:44.748> I<00:19:45.549> have<00:19:45.645> to<00:19:45.726> set<00:19:45.950> myself<00:19:46.286> up<00:19:46.367> to<00:19:46.511> be<00:19:46.607> able<00:19:46.767> to<00:19:46.927> navigate<00:19:47.745> any<00:19:47.953> of<00:19:47.985> those<00:19:48.209> environments,<00:19:49.091> which<00:19:49.251> we<00:19:49.395> do.

00:19:50.356 --> 00:20:03.993
But<00:19:50.453> for<00:19:50.597> me,<00:19:50.773> it's<00:19:50.917> about<00:19:51.190> the<00:19:51.654> consistent<00:19:52.135> focus<00:19:52.600> and<00:19:54.523> how<00:19:54.763> quickly<00:19:55.083> we<00:19:55.180> get<00:19:55.404> there<00:19:56.301> in<00:19:56.397> any<00:19:56.622> given<00:19:56.878> year<00:19:58.464> is<00:19:58.641> somewhat<00:19:59.025> beyond<00:19:59.266> my<00:19:59.426> control,<00:19:59.987> but<00:20:00.291> I<00:20:00.371> can<00:20:00.788> control<00:20:01.269> the<00:20:01.413> process<00:20:02.294> in<00:20:02.374> my<00:20:02.534> thinking<00:20:02.951> and<00:20:03.336> how<00:20:03.512> I<00:20:03.656> approach<00:20:03.929> it.

00:20:05.098 --> 00:20:06.140
That's<00:20:05.259> probably<00:20:05.451> the<00:20:05.515> right<00:20:05.739> approach.

00:20:06.316 --> 00:20:06.989
That<00:20:06.412> sounds<00:20:06.781> right.

00:20:07.181 --> 00:20:09.873
That<00:20:07.278> sounds<00:20:07.758> like<00:20:07.934> a<00:20:07.999> healthy<00:20:08.399> way<00:20:08.559> to<00:20:08.800> approach<00:20:09.200> it<00:20:09.280> as<00:20:09.425> well.

00:20:11.600 --> 00:20:18.090
Finally,<00:20:12.019> we<00:20:12.116> end<00:20:12.261> every<00:20:12.423> interview<00:20:12.681> with<00:20:12.826> the<00:20:12.907> same<00:20:13.149> question,<00:20:13.553> and<00:20:13.650> that<00:20:13.827> is<00:20:13.973> at<00:20:14.053> CEO.com,<00:20:14.861> we<00:20:15.022> believe<00:20:15.264> the<00:20:15.345> chances<00:20:15.813> one<00:20:16.055> gives<00:20:16.475> is<00:20:16.540> just<00:20:16.717> as<00:20:16.798> important<00:20:17.105> as<00:20:17.186> the<00:20:17.266> chances<00:20:17.670> one<00:20:17.831> takes.

00:20:18.830 --> 00:20:21.488
When<00:20:18.944> you<00:20:19.191> hear<00:20:19.355> that,<00:20:19.601> who<00:20:19.765> gave<00:20:19.945> you<00:20:20.077> a<00:20:20.093> chance<00:20:20.438> to<00:20:20.503> get<00:20:20.668> you<00:20:20.750> to<00:20:20.832> where<00:20:21.061> you<00:20:21.160> are<00:20:21.324> today?

00:20:23.028 --> 00:20:25.739
Who<00:20:23.127> gave<00:20:23.225> me<00:20:23.439> a<00:20:23.455> chance<00:20:23.800> to<00:20:23.948> get<00:20:24.178> me<00:20:24.688> where<00:20:25.082> I<00:20:25.263> am<00:20:25.427> today?

00:20:25.936 --> 00:20:26.955
It's<00:20:26.462> a<00:20:26.479> good<00:20:26.577> question.

00:20:29.002 --> 00:20:38.823
You<00:20:29.711> know,<00:20:30.194> I<00:20:30.210> would<00:20:30.355> have<00:20:30.548> to<00:20:30.612> say<00:20:31.965> it<00:20:32.046> was<00:20:32.303> my,<00:20:32.883> it<00:20:32.947> was<00:20:33.108> the<00:20:33.833> people<00:20:34.139> that<00:20:34.252> hired<00:20:34.622> me<00:20:34.799> at<00:20:34.944> Goldman<00:20:35.218> Sachs<00:20:35.910> out<00:20:36.232> of<00:20:36.409> college,<00:20:36.812> to<00:20:36.876> be<00:20:36.957> honest<00:20:37.118> with<00:20:37.279> you,<00:20:37.376> because,<00:20:37.520> you<00:20:37.553> know,<00:20:37.617> I<00:20:37.778> did<00:20:37.875> not<00:20:38.020> go<00:20:38.181> to<00:20:38.310> an<00:20:38.345> Ivy<00:20:38.682> League.

00:20:39.809 --> 00:20:40.066
School.

00:20:40.194 --> 00:20:52.334
I<00:20:40.274> went<00:20:40.435> to<00:20:40.579> George<00:20:40.755> Washington<00:20:41.060> University<00:20:41.798> and<00:20:41.942> I<00:20:42.279> was,<00:20:42.600> you<00:20:42.664> know,<00:20:42.744> a<00:20:42.760> very<00:20:43.001> good<00:20:43.081> student<00:20:43.546> and,<00:20:43.867> and<00:20:44.187> a<00:20:44.348> great,<00:20:45.470> you<00:20:45.550> know,<00:20:46.689> really<00:20:47.010> was<00:20:47.330> interested<00:20:47.731> in<00:20:48.357> economics<00:20:48.934> and<00:20:49.078> ultimately<00:20:49.335> got<00:20:49.560> hired<00:20:49.912> in<00:20:50.057> the<00:20:50.618> economics<00:20:51.099> research<00:20:51.500> group<00:20:51.741> within<00:20:51.981> Goldman.

00:20:53.505 --> 00:21:00.368
But,<00:20:53.906> you<00:20:53.970> know,<00:20:54.162> I<00:20:54.210> was<00:20:54.306> not<00:20:54.531> the<00:20:54.611> traditional<00:20:56.295> hire<00:20:56.856> that<00:20:56.952> you<00:20:57.097> would,<00:20:57.498> that<00:20:57.658> you<00:20:57.754> would<00:20:57.899> expect<00:20:58.620> to,<00:20:58.973> to<00:20:59.438> in<00:20:59.518> such<00:20:59.759> a<00:20:59.775> situation.

00:21:00.465 --> 00:21:07.712
And,<00:21:00.881> but<00:21:01.026> they<00:21:01.122> saw<00:21:01.763> potential<00:21:02.405> in<00:21:02.565> me<00:21:03.030> and<00:21:03.624> took,<00:21:04.025> took<00:21:04.249> a<00:21:04.329> chance<00:21:04.714> on<00:21:04.810> a<00:21:05.837> you<00:21:05.885> know,<00:21:06.093> non-traditional<00:21:06.814> hire,<00:21:07.215> I<00:21:07.231> suppose.

00:21:07.776 --> 00:21:18.517
And,<00:21:08.081> you<00:21:08.113> know,<00:21:08.241> that<00:21:08.401> was<00:21:08.562> definitely<00:21:09.540> a<00:21:09.684> big<00:21:10.261> confidence<00:21:10.822> boost<00:21:11.062> for<00:21:11.159> me<00:21:11.447> that<00:21:11.608> ultimately<00:21:12.265> gave<00:21:12.746> me<00:21:12.890> a<00:21:12.906> lot<00:21:13.082> of<00:21:13.162> experience<00:21:14.092> that<00:21:14.429> I<00:21:14.573> think<00:21:15.134> led<00:21:15.311> me<00:21:15.551> to,<00:21:15.775> you<00:21:16.593> know,<00:21:16.753> being<00:21:17.010> able<00:21:17.218> to<00:21:17.314> build<00:21:17.635> what<00:21:17.795> I<00:21:18.180> am<00:21:18.292> today.

00:21:18.613 --> 00:21:20.584
So<00:21:19.142> I<00:21:19.543> think<00:21:19.703> that<00:21:19.799> would<00:21:19.879> have<00:21:20.055> to<00:21:20.184> be<00:21:20.280> my<00:21:20.360> answer.

00:21:21.867 --> 00:21:22.428
That's<00:21:22.107> cool.

00:21:22.909 --> 00:21:24.849
Hey,<00:21:23.165> David,<00:21:23.486> thank<00:21:23.646> you<00:21:23.726> so<00:21:23.903> much<00:21:24.127> for<00:21:24.207> coming<00:21:24.432> on<00:21:24.528> the<00:21:24.608> show.

00:21:24.929 --> 00:21:26.339
Congrats<00:21:25.474> on<00:21:25.570> everything<00:21:25.891> you're<00:21:26.051> doing.

00:21:26.676 --> 00:21:29.257
Uh,<00:21:26.836> tell<00:21:26.997> everybody<00:21:27.317> your<00:21:27.478> YouTube<00:21:27.798> channel<00:21:28.151> so<00:21:28.359> that<00:21:28.455> we<00:21:28.536> can<00:21:28.696> promote<00:21:29.113> that.

00:21:29.561 --> 00:21:31.293
Yeah,<00:21:29.738> I'm<00:21:29.962> David<00:21:30.299> Filterbuy<00:21:30.940> Everywhere.

00:21:31.645 --> 00:21:40.337
Uh,<00:21:31.677> so<00:21:31.982> David<00:21:32.303> Filterbuy,<00:21:33.168> you<00:21:33.248> know,<00:21:33.329> one<00:21:33.505> word<00:21:33.729> on<00:21:33.826> YouTube<00:21:34.162> is<00:21:34.306> my,<00:21:34.643> is<00:21:34.787> my,<00:21:35.172> um,<00:21:35.589> handle,<00:21:36.070> but<00:21:36.214> I'm,<00:21:36.567> I'm<00:21:36.711> that<00:21:37.194> any<00:21:37.680> social<00:21:38.069> platform,<00:21:38.571> David<00:21:38.814> Filterbuys<00:21:39.316> is<00:21:39.462> where<00:21:39.543> you'll<00:21:40.029> find<00:21:40.272> me.

00:21:41.228 --> 00:21:41.584
Perfect.

00:21:41.714 --> 00:21:42.670
David,<00:21:42.038> thank<00:21:42.216> you<00:21:42.297> so<00:21:42.475> much.

00:21:42.880 --> 00:21:43.561
Appreciate<00:21:43.285> it,<00:21:43.350> man.

00:21:43.658 --> 00:21:44.727
Thank<00:21:44.160> you<00:21:44.241> for<00:21:44.403> having<00:21:44.630> me.