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# Mindgrub Technologies CEO Todd Marks: The tech company building AI for the world's biggest brands
- URL: https://www.ceo.com/episodes/mindgrub-technologies-founder-ceo-todd-marks/
- Published: 2025-09-02T20:58:00.000Z
- Updated: 2026-08-24T21:06:02.000Z
- Description: The Mindgrub founder on prompt-to-product, custom agents, and why funded startups should wait on the big CTO hire.
- Author: Clint Betts

# Todd Marks tells clients to bid against him

Todd Marks tells clients to get two bids on the same project. One comes from Mindgrub Technologies, the digital agency he [founded in his basement in 2002](https://mindgrub.com/about/team/todd-marks/?ref=ceo.com). The other comes from the group he built inside Mindgrub to make the agency's old process unnecessary.

"I started even competing against ourselves," Marks told the CEO.com Podcast. "For that commoditized work, get two bids." Clients can have the traditional route: discovery, wireframes, design, development, testing. Or the team sits down for a single requirements conversation, writes a prompt, and generates the product. Mindgrub guarantees the quality either way. Clients keep picking the faster one.

Marks did not come up through agencies. He studied math at Loyola University Maryland and took a job teaching high school in 1998\. "I was a teacher because I wanted to be a kayaker and a climber and sleep in cars and live in the outdoors," he said. The school found out he had some computer science and asked him to teach that too. Then the dot-com boom pulled him all the way in.

Two companies failed first. One started with a kayaking partner and dissolved after September 11\. A 2005 bet on Windows Mobile went nowhere. In 2008, he was consulting for a Deloitte subsidiary and traveling constantly when Apple shipped the iPhone.

 "That's when I finally said, 'Oh, that's it. I'm going to go make mobile apps,'" he said. "Steve Jobs probably will get it right. And lo and behold, he did." 

He hired a few of his University of Maryland students, quit the day job, and holed up in the basement. Mindgrub rode the mobile wave to [10 consecutive years on the Inc. 5000](https://www.einnews.com/pr%5Fnews/835559637/mindgrub-launches-ai-labs-cementing-its-role-as-a-leader-in-ai-powered-digital-transformation?ref=ceo.com), building for Wendy's, Yamaha, Geico, Exelon, Under Armour, and NASA. Along the way, Marks collected [three Most Admired CEO awards from The Daily Record and two EY Entrepreneur of the Year nominations](https://mindgrub.com/about/team/todd-marks/?ref=ceo.com), and chaired the [Maryland Tech Council and YPO Northeast One](https://mdtechcouncil.com/wp-content/uploads/2023/09/CRC-EmergingIndustries-TMarks.pdf?ref=ceo.com).

He sorts the software market into four tiers. Enterprise teams running two-week sprints for years. Waterfall projects under a quarter million dollars. Smaller waterfall work. Turnkey jobs Mindgrub refers out for a fee. The third tier, he said, is getting commoditized out from under the market. Websites that once demanded real engineering are drag-and-drop on Wix. Tools like Lovable turn a prompt into a working light application. The enterprise tiers have a few years before the same thing reaches them. Maybe a couple.

So in July 2025, Mindgrub [launched AI Labs](https://www.einnews.com/pr%5Fnews/835559637/mindgrub-launches-ai-labs-cementing-its-role-as-a-leader-in-ai-powered-digital-transformation?ref=ceo.com), the group now bidding against its parent. It has grown more than 300 percent annually. Company-wide, AI pair programming has made Mindgrub's teams around 35 percent more efficient; Marks wants 50\. Generated output gets 90 percent of the way there on small projects, 80 percent on big ones, with humans handling the integrations, the accessibility fixes, the last mile.

The book he pushes on everyone is Clayton Christensen's The Innovator's Dilemma, and he reads it about himself. "It scares me," he said. "Even though we're an innovation agency, we have a lot of process in how we've done things for the last 10 years." His team loves making things from scratch. He keeps telling them there are some good templates out there.

Much of the new work is custom agents, mostly for startups. A general-purpose model with an interface slapped on top hallucinates too much for any serious industry, so Mindgrub builds narrow ones. A client in veterinary care is automating triage, the judgment call a receptionist can't make, and a doctor shouldn't be interrupted for. "You say, 'Oh, my dog Buffy ate some chocolate.' We have to ask questions. How big's Buffy? How much chocolate was it?" A small dog and a big piece of chocolate means the emergency room. A pit bull and a Hershey's Kiss means Buffy will be fine. 

Marks sees the same shape everywhere people do repetitive work: call centers, permitting offices, chunks of healthcare and government. "That's all based on a 160-year-old model, factory work from the Industrial Revolution," he said. The humans should be doing "the humanities, the strategic thinking, the intelligent curiosity. That's what we need to be doing, not copy and paste."

His advice to funded founders runs in the same direction. "These days, I really want to think twice about hiring a lot of human capital into any business," he said. Automate what you can, use contractors, iterate fast, and pull expertise in-house after the model is proven. The big CTO title and the big equity grant can wait.

Marks describes himself as wildly ADHD. He runs Mindgrub, a restaurant started with his wife, a robotics studio, a coworking facility, and a venture practice, all on EOS, the Entrepreneurial Operating System. His personal version is two reserved hours every morning to groom a backlog and bold the week's priorities, because otherwise the meetings and email win and a week passes producing nothing "other than just digital thought." He works from home in Baltimore at a treadmill desk, chasing the step count on his Apple Watch. On the podcast, he apologized for the mess behind him.

The company went fully remote in 2020, and Marks spent the margin on the people: bigger salaries, 100 percent of healthcare covered, more holidays. For a while the margin went negative. Turnover fell under five percent. The thinner economics pushed Mindgrub toward contractors and a global supply chain, which he thought the industry was headed toward anyway.

Asked who gave him a chance, Marks named his mentors. John Benjamin, the outdoor guide who taught him to climb the next route and run the next river, still climbing today. Reg Hahn, the computer science department head who showed him how to be entrepreneurial inside a public school system. He now runs a foundation investing in STEM education for underserved kids. "Educators along the way, I think, have been my shepherds this whole time," he said.

```chapters
00:00:00 Introducing Mindgrub Technologies and Todd Marks
00:01:31 The Four Tiers of Software Development
00:04:02 Building Custom AI Agents for Startups
00:07:59 The Rise of One-Person Billion-Dollar Companies
00:12:26 Organizing Business and Life With EOS
00:18:59 Baltimore Tech and the Equitec Movement
00:24:31 Maintaining Culture in a Remote Agency
00:26:18 Transitioning From Traditional Dev to Prompt-to-Product
00:33:40 Mentorship and Investing in STEM Education
```

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And<00:02:46.025> it's<00:02:46.330> kind<00:02:46.443> of<00:02:46.571> a<00:02:46.651> waterfall<00:02:47.068> between<00:02:47.389> those<00:02:47.502> steps.

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Tier<00:02:48.577> 3<00:02:49.298> is<00:02:49.539> even<00:02:49.796> smaller<00:02:50.357> kind<00:02:50.534> of<00:02:50.598> waterfall<00:02:51.079> projects.

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And<00:02:51.640> then<00:02:51.801> Tier<00:02:52.041> 4<00:02:52.282> for<00:02:52.507> us<00:02:52.827> is<00:02:53.549> things<00:02:53.870> that<00:02:54.287> are<00:02:54.752> turnkey<00:02:55.330> and<00:02:55.731> we<00:02:55.875> wouldn't<00:02:56.052> do<00:02:56.212> 'em<00:02:56.292> internally,<00:02:56.870> so<00:02:57.094> we<00:02:57.255> just<00:02:57.479> refer<00:02:57.816> them<00:02:58.041> out<00:02:58.378> and<00:02:58.522> we<00:02:58.618> might<00:02:58.763> get<00:02:58.843> a<00:02:58.859> referral<00:02:59.324> fee.

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Well,<00:03:00.463> Tier<00:03:00.768> 3,<00:03:01.666> the<00:03:01.762> smaller<00:03:02.613> waterfall<00:03:03.190> projects,<00:03:04.233> this<00:03:04.538> work<00:03:04.794> is<00:03:04.955> getting<00:03:05.179> commoditized<00:03:05.917> and<00:03:05.997> the<00:03:06.142> lower<00:03:06.479> cost<00:03:06.880> of<00:03:07.024> it,<00:03:07.682> you<00:03:07.762> know,<00:03:07.906> call<00:03:08.018> it<00:03:08.083> like<00:03:08.403> $5,000<00:03:09.189> websites.

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Well,<00:03:10.232> Wix<00:03:10.489> now<00:03:10.810> or<00:03:10.954> WordPress.com,<00:03:12.013> right?

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It's<00:03:12.398> drag<00:03:12.654> and<00:03:12.735> drop.

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You<00:03:13.120> can<00:03:13.184> make<00:03:13.376> a<00:03:13.456> website.

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Whereas<00:03:14.563> back<00:03:14.756> in<00:03:14.820> the<00:03:14.900> day,<00:03:15.607> Those<00:03:15.849> would<00:03:15.929> be<00:03:16.026> the<00:03:16.106> most<00:03:16.348> sophisticated<00:03:17.074> websites<00:03:17.557> that<00:03:17.702> you<00:03:17.783> would<00:03:17.863> even<00:03:18.105> do<00:03:18.202> with<00:03:18.363> HTML<00:03:18.846> and<00:03:19.491> JavaScript<00:03:20.055> or<00:03:20.136> CSS,<00:03:20.603> right?

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Yeah,<00:03:20.926> that's<00:03:21.200> a<00:03:21.248> good<00:03:21.425> point.

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Forget,<00:03:22.054> heaven<00:03:22.215> forbid<00:03:22.457> JavaScript<00:03:22.940> back<00:03:23.053> in<00:03:23.118> the<00:03:23.150> day,<00:03:23.279> it<00:03:23.359> was<00:03:23.504> just<00:03:23.682> HTML<00:03:23.987> and<00:03:24.324> CSS,<00:03:24.887> right?

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So<00:03:26.076> the<00:03:26.252> bottom<00:03:26.799> is<00:03:26.959> getting<00:03:27.216> commoditized<00:03:28.245> out<00:03:28.662> under<00:03:28.903> the<00:03:28.984> market.

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So<00:03:30.092> smaller<00:03:30.526> sites,<00:03:31.024> smaller<00:03:31.394> application<00:03:31.972> developments.

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On<00:03:33.210> the<00:03:33.323> application<00:03:33.889> side,<00:03:34.310> you<00:03:34.456> have<00:03:36.480> tools<00:03:36.803> like<00:03:37.046> Lovable<00:03:37.597> where<00:03:37.678> you<00:03:37.856> can<00:03:38.325> use<00:03:38.503> a<00:03:38.584> prompt<00:03:38.924> to<00:03:39.054> make<00:03:39.296> light<00:03:39.539> applications.

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And<00:03:40.349> if<00:03:40.446> it<00:03:40.608> truly<00:03:40.996> is<00:03:41.093> a<00:03:41.158> light<00:03:41.401> application,<00:03:42.336> they<00:03:42.496> work<00:03:43.474> right<00:03:43.954> out<00:03:44.051> of<00:03:44.115> the<00:03:44.195> box.

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You<00:03:44.740> can<00:03:44.980> use<00:03:45.156> them.

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They're<00:03:45.557> light<00:03:45.942> applications.

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And<00:03:46.839> so<00:03:47.079> that<00:03:47.544> is<00:03:47.785> way<00:03:47.881> more<00:03:48.185> efficient<00:03:49.243> to<00:03:49.339> go<00:03:49.547> prompt<00:03:49.884> to<00:03:50.044> product<00:03:50.669> on<00:03:50.765> that<00:03:50.990> smaller<00:03:52.128> tier<00:03:52.288> 3.

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And<00:03:52.576> then<00:03:52.689> tier<00:03:53.009> 2<00:03:53.169> and<00:03:53.249> tier<00:03:53.554> 1,<00:03:53.810> there's<00:03:54.051> efficiencies<00:03:54.692> to<00:03:54.772> be<00:03:54.932> had<00:03:55.157> with<00:03:55.317> AI,<00:03:56.198> but<00:03:56.294> that<00:03:56.535> market's<00:03:56.935> not<00:03:57.096> going<00:03:57.224> to<00:03:57.400> largely<00:03:57.817> shift<00:03:58.153> away<00:03:58.442> from<00:03:58.618> humans<00:03:59.820> running<00:04:00.205> it<00:04:00.365> for,<00:04:00.862> you<00:04:00.942> know,<00:04:01.423> at<00:04:01.503> least<00:04:01.743> a<00:04:01.823> couple<00:04:02.048> of<00:04:02.128> years.

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You're<00:04:03.025> working<00:04:03.346> with<00:04:03.570> like<00:04:03.762> some<00:04:03.923> of<00:04:03.987> the<00:04:04.067> biggest<00:04:04.387> corporations<00:04:05.028> and<00:04:05.109> companies<00:04:05.589> in<00:04:05.670> the<00:04:05.894> world.

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Do<00:04:07.048> you<00:04:07.112> ever<00:04:07.336> work<00:04:07.593> with<00:04:07.833> early-stage<00:04:08.394> startups<00:04:09.420> or<00:04:10.077> like—.

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Oh<00:04:10.622> yeah,<00:04:10.718> that's<00:04:11.679> my<00:04:11.839> favorite.

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So<00:04:12.464> I,<00:04:13.266> Got<00:04:13.378> into<00:04:13.523> venture<00:04:13.844> capital,<00:04:14.872> and<00:04:14.952> I<00:04:15.048> particularly<00:04:15.450> like<00:04:15.771> SaaS<00:04:16.252> businesses<00:04:16.894> now<00:04:17.199> with<00:04:17.360> an<00:04:17.440> AI<00:04:17.777> component<00:04:18.275> to<00:04:18.564> it.

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And,<00:04:19.608> you<00:04:19.688> know,<00:04:19.848> yes,<00:04:20.105> Mindgrub<00:04:20.571> works<00:04:20.828> again,<00:04:21.309> tier<00:04:21.550> 1<00:04:22.016> all<00:04:22.257> the<00:04:22.337> way<00:04:22.514> down<00:04:22.915> through<00:04:23.156> tier<00:04:23.557> 4.

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And<00:04:24.601> startups,<00:04:25.564> if<00:04:25.660> they<00:04:25.740> have<00:04:25.885> big<00:04:26.126> budgets<00:04:26.527> and<00:04:26.672> some<00:04:26.832> investment<00:04:27.250> capital,<00:04:27.635> they<00:04:27.747> might<00:04:28.293> be<00:04:28.373> a<00:04:28.454> tier<00:04:28.695> 1<00:04:28.919> company,<00:04:29.818> aka<00:04:30.766> agile<00:04:31.038> software<00:04:31.376> development.

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But<00:04:32.708> startups,<00:04:33.350> a<00:04:33.431> lot<00:04:33.671> of<00:04:33.752> times<00:04:34.233> now,<00:04:35.020> particularly<00:04:35.437> in<00:04:35.502> the<00:04:35.534> AI<00:04:35.839> world,<00:04:36.144> we're<00:04:36.320> building<00:04:36.866> their<00:04:37.749> custom<00:04:38.391> agents,<00:04:38.969> right?

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Out<00:04:39.756> of<00:04:39.788> the<00:04:39.933> gate<00:04:40.253> everyone's<00:04:40.494> like,<00:04:40.719> wow,<00:04:41.056> ChatGPT<00:04:41.762> has<00:04:41.874> an<00:04:42.002> API<00:04:42.355> and<00:04:42.484> you<00:04:42.580> can<00:04:42.741> just<00:04:42.981> put<00:04:43.142> some<00:04:43.527> UI<00:04:44.105> interface<00:04:44.586> in<00:04:44.666> front<00:04:44.891> of<00:04:44.987> it<00:04:45.067> and<00:04:45.228> do<00:04:45.324> some<00:04:45.613> things,<00:04:45.870> right?

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And<00:04:46.576> then<00:04:46.688> you<00:04:46.816> find<00:04:47.073> out<00:04:47.314> that,<00:04:48.036> oh,<00:04:48.357> it<00:04:48.517> hallucinates<00:04:49.063> all<00:04:49.159> over<00:04:49.416> the<00:04:49.464> place.

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So<00:04:50.587> anything<00:04:50.924> serious<00:04:51.630> in<00:04:51.710> any<00:04:51.951> industry,<00:04:52.513> you<00:04:52.609> can't<00:04:52.850> just<00:04:53.411> slap<00:04:53.668> an<00:04:53.796> interface<00:04:54.198> on<00:04:54.294> ChatGPT.

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So<00:04:55.642> we're<00:04:55.706> getting<00:04:55.802> a<00:04:55.882> lot<00:04:56.075> of<00:04:56.139> work<00:04:56.300> doing<00:04:56.524> custom<00:04:56.861> agents.

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Most<00:04:57.840> of<00:04:57.904> that<00:04:58.145> work<00:04:58.450> is<00:04:58.626> with<00:04:58.706> startups<00:04:59.252> right<00:04:59.461> now.

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They're<00:04:59.830> businesses<00:05:00.472> that,<00:05:01.338> you<00:05:01.370> know,<00:05:01.498> kind<00:05:01.659> of<00:05:01.755> realize<00:05:02.317> that<00:05:02.558> that<00:05:02.862> industry<00:05:03.504> is<00:05:03.681> gonna<00:05:03.905> go,<00:05:04.804> you<00:05:04.900> know,<00:05:05.045> through<00:05:05.189> a<00:05:05.221> major<00:05:05.606> pivot<00:05:06.007> because<00:05:06.344> of<00:05:06.473> AI.

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And<00:05:07.709> now<00:05:07.789> it's<00:05:07.998> innovator's<00:05:08.415> dilemma.

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Those<00:05:09.154> startups<00:05:09.636> are<00:05:09.716> able<00:05:09.973> to<00:05:10.101> move<00:05:10.342> faster<00:05:11.225> than<00:05:11.450> the<00:05:11.611> enterprise<00:05:12.109> brand<00:05:12.912> that's<00:05:13.153> already<00:05:13.458> in<00:05:13.554> that<00:05:13.779> space.

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So<00:05:15.481> you're<00:05:15.593> going<00:05:15.658> to<00:05:15.706> have<00:05:15.802> a<00:05:15.947> lot<00:05:16.188> of<00:05:16.284> disruption<00:05:17.633> in<00:05:17.794> startup<00:05:18.211> markets,<00:05:18.918> particularly<00:05:19.335> around<00:05:19.721> AI<00:05:19.913> in<00:05:19.978> the<00:05:20.042> next<00:05:20.283> couple<00:05:20.524> of<00:05:20.556> years.

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Well,<00:05:21.567> this<00:05:21.760> is<00:05:21.905> why<00:05:21.969> I<00:05:22.145> wanted<00:05:22.338> to<00:05:22.451> ask<00:05:22.627> you,<00:05:22.675> because<00:05:22.884> like<00:05:23.173> you<00:05:23.607> said,<00:05:23.976> you're<00:05:24.313> involved<00:05:24.795> in<00:05:24.875> VC,<00:05:25.421> you<00:05:25.502> understand<00:05:25.903> that<00:05:26.080> world.

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If<00:05:27.349> I'm<00:05:27.509> a<00:05:27.605> VC<00:05:28.071> today<00:05:29.115> and<00:05:29.276> I,<00:05:29.533> you<00:05:29.613> know,<00:05:29.838> invested<00:05:30.335> what,<00:05:30.641> $3<00:05:30.833> million—<00:05:31.299> seed<00:05:31.540> rounds<00:05:31.797> are<00:05:31.861> insane.

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So<00:05:32.407> you're<00:05:32.584> going<00:05:32.760> to<00:05:32.809> get<00:05:32.969> $3<00:05:33.146> to<00:05:33.290> $5<00:05:33.547> million<00:05:33.965> seed<00:05:34.270> rounds.

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Even<00:05:35.232> bigger.

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But<00:05:36.290> if<00:05:36.499> I'm<00:05:36.595> investing<00:05:37.060> like<00:05:37.236> $3<00:05:37.397> to<00:05:37.477> $5<00:05:37.717> million,<00:05:38.583> I<00:05:38.743> probably<00:05:39.304> want<00:05:39.641> them—<00:05:41.228> like<00:05:41.404> 5<00:05:41.709> years<00:05:41.885> ago,<00:05:42.045> maybe<00:05:42.270> even<00:05:42.446> 3<00:05:42.670> years<00:05:42.927> ago,<00:05:43.151> you<00:05:43.232> would<00:05:43.296> have<00:05:43.360> said<00:05:43.552> hire<00:05:44.193> your<00:05:44.370> own<00:05:44.530> in-house<00:05:44.851> team,<00:05:45.331> right?

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I<00:05:46.373> probably<00:05:46.934> would<00:05:47.175> want<00:05:47.415> them<00:05:47.576> to<00:05:47.720> work<00:05:47.896> with<00:05:47.976> someone<00:05:48.377> like<00:05:48.682> you<00:05:48.922> first<00:05:49.579> before<00:05:50.044> hiring<00:05:50.541> an<00:05:50.686> in-house<00:05:51.102> team<00:05:52.144> and<00:05:52.289> see<00:05:52.609> how<00:05:52.785> far<00:05:53.042> they<00:05:53.186> could<00:05:53.427> go<00:05:54.068> without,<00:05:55.014> you<00:05:55.094> know,<00:05:55.735> hiring<00:05:56.152> an<00:05:56.232> in-house<00:05:56.472> team<00:05:56.713> given<00:05:57.017> kind<00:05:57.194> of<00:05:57.274> the,<00:05:58.059> you<00:05:58.156> know,<00:05:58.316> just<00:05:58.476> kind<00:05:58.604> of<00:05:58.636> how<00:05:58.861> crazy<00:05:59.214> the<00:05:59.294> market<00:05:59.678> is<00:05:59.919> and<00:06:00.079> how,<00:06:01.041> you<00:06:01.105> know,<00:06:01.281> uncertain<00:06:01.682> it<00:06:01.762> is.

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Yeah,<00:06:02.227> it<00:06:02.323> really<00:06:02.868> depends.

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I<00:06:03.590> mean,<00:06:03.926> there's<00:06:04.343> like,<00:06:04.664> you<00:06:04.728> know,<00:06:04.888> 4<00:06:05.209> major<00:06:05.610> components<00:06:06.491> to<00:06:06.620> to<00:06:06.732> success,<00:06:07.053> right?

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There's<00:06:07.535> the<00:06:07.615> development,<00:06:08.740> there's<00:06:09.960> the<00:06:10.105> product<00:06:10.667> itself,<00:06:11.053> the<00:06:11.085> development,<00:06:11.550> the<00:06:11.631> marketing,<00:06:12.835> the<00:06:12.916> team<00:06:13.301> composition,<00:06:14.907> and<00:06:16.514> capital<00:06:16.995> markets,<00:06:17.493> right?

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And<00:06:17.911> so<00:06:19.164> if<00:06:19.421> you<00:06:19.517> have<00:06:19.662> a<00:06:19.742> bunch<00:06:19.983> of<00:06:20.127> engineers<00:06:21.107> and<00:06:21.493> they're<00:06:21.653> starting<00:06:22.055> the<00:06:22.151> business,<00:06:22.794> well,<00:06:23.420> I<00:06:23.581> really<00:06:23.822> want<00:06:23.966> to<00:06:24.014> see<00:06:24.239> a<00:06:24.320> business<00:06:24.657> development<00:06:25.107> and<00:06:25.203> marketing<00:06:25.910> type<00:06:26.954> person<00:06:27.516> added<00:06:27.693> to<00:06:27.853> that<00:06:28.094> mix<00:06:28.367> because<00:06:28.961> engineers<00:06:29.331> a<00:06:29.411> lot<00:06:29.556> of<00:06:29.620> times<00:06:30.005> might<00:06:31.306> build<00:06:31.547> a<00:06:31.563> solution<00:06:32.094> that<00:06:32.190> doesn't<00:06:32.575> have<00:06:32.897> a<00:06:32.977> market,<00:06:33.459> right?

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And<00:06:34.599> so<00:06:36.028> I<00:06:36.189> would<00:06:36.285> be<00:06:36.526> adding<00:06:36.927> marketing<00:06:37.954> and<00:06:38.211> business<00:06:38.612> development<00:06:39.655> and<00:06:39.800> really<00:06:39.992> sales<00:06:40.458> pipeline<00:06:40.859> to<00:06:40.939> that<00:06:41.260> group,<00:06:42.303> you<00:06:42.400> know,<00:06:42.608> after<00:06:42.769> I<00:06:42.785> understand<00:06:43.170> their<00:06:43.266> buyer<00:06:43.507> persona.

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But<00:06:44.470> if<00:06:44.631> you<00:06:44.791> have<00:06:45.176> business<00:06:45.738> folks<00:06:46.380> and<00:06:46.476> they're,<00:06:47.343> you<00:06:47.439> know,<00:06:47.760> they<00:06:47.921> understand<00:06:48.547> an<00:06:48.707> industry,<00:06:49.285> their<00:06:49.510> business,<00:06:49.927> their<00:06:50.087> marketers,<00:06:50.810> they<00:06:50.970> can<00:06:51.436> get<00:06:51.773> sales<00:06:52.318> coming<00:06:52.655> in<00:06:52.800> the<00:06:52.896> door<00:06:54.164> and<00:06:54.260> they're<00:06:54.485> the<00:06:54.517> leaders,<00:06:55.063> well,<00:06:55.304> I<00:06:55.448> wouldn't<00:06:55.625> necessarily<00:06:56.090> build<00:06:56.266> an<00:06:56.411> in-house<00:06:56.748> team<00:06:57.470> in<00:06:57.550> any<00:06:57.711> stretch.

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And<00:06:58.674> these<00:06:58.915> days<00:06:59.316> I<00:06:59.476> really<00:06:59.717> want<00:06:59.846> to<00:06:59.958> think<00:07:00.183> twice<00:07:00.600> about<00:07:01.643> hiring<00:07:01.964> a<00:07:01.980> lot<00:07:02.188> of<00:07:02.284> human<00:07:02.605> capital<00:07:03.327> into<00:07:03.712> any<00:07:03.968> business.

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So<00:07:05.412> if<00:07:05.572> you<00:07:05.797> can<00:07:06.679> automate,<00:07:07.401> you<00:07:07.497> can<00:07:07.802> add<00:07:08.764> AI<00:07:09.181> bots,<00:07:09.646> you<00:07:09.743> can<00:07:09.967> use<00:07:10.785> contractors,<00:07:12.068> cycles<00:07:12.549> are<00:07:12.581> going<00:07:12.678> to<00:07:12.726> be<00:07:12.870> so<00:07:13.255> quick<00:07:14.474> that<00:07:14.618> it's<00:07:14.779> almost<00:07:15.116> how<00:07:15.356> fast<00:07:15.741> can<00:07:15.902> you<00:07:16.415> supply<00:07:16.880> chain<00:07:17.201> out<00:07:17.521> that<00:07:17.842> market<00:07:19.350> and<00:07:19.911> iterate<00:07:20.328> fast<00:07:20.970> to<00:07:21.114> get<00:07:21.371> to<00:07:21.611> market<00:07:22.558> versus<00:07:23.680> building<00:07:24.001> an<00:07:24.081> in-house<00:07:24.418> team<00:07:24.883> and<00:07:24.964> having<00:07:25.204> to<00:07:25.365> train.

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And<00:07:27.129> even<00:07:27.289> in<00:07:27.386> Agile,<00:07:27.867> we<00:07:27.947> call<00:07:28.123> it<00:07:28.187> storming,<00:07:28.653> forming,<00:07:29.054> and<00:07:29.150> norming.

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And<00:07:30.272> that<00:07:30.433> is<00:07:30.737> really<00:07:30.994> important<00:07:31.571> to<00:07:31.619> do<00:07:31.795> that<00:07:32.581> as<00:07:32.757> far<00:07:32.901> as<00:07:32.997> a<00:07:33.078> business<00:07:33.494> is<00:07:33.639> concerned,<00:07:33.959> but<00:07:34.104> it<00:07:34.184> doesn't<00:07:34.456> have<00:07:34.584> to<00:07:34.681> be<00:07:34.761> just<00:07:35.065> within<00:07:35.306> the<00:07:35.402> engineering<00:07:35.883> group.

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You<00:07:36.524> wanna<00:07:36.684> storm<00:07:37.085> form<00:07:37.261> and<00:07:37.390> norm,<00:07:38.031> you<00:07:38.063> know,<00:07:38.207> marketing<00:07:38.608> process,<00:07:39.714> capital<00:07:40.211> markets,<00:07:40.852> right?

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And<00:07:41.750> then<00:07:42.054> supply<00:07:42.616> chain<00:07:42.840> to<00:07:42.920> get<00:07:43.080> stuff<00:07:43.417> done.

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And<00:07:44.603> long<00:07:44.780> term<00:07:45.084> though,<00:07:46.126> absolutely<00:07:46.543> pull<00:07:46.847> that<00:07:47.264> expertise<00:07:47.889> in-house.

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You<00:07:48.723> just<00:07:48.947> don't<00:07:49.108> need<00:07:49.268> it<00:07:49.412> out<00:07:49.508> the<00:07:49.669> gate.

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Yeah,<00:07:50.791> yeah,<00:07:51.336> I<00:07:51.432> think<00:07:51.592> you're<00:07:51.753> totally<00:07:52.298> right.

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I<00:07:53.035> think<00:07:53.612> startups<00:07:54.558> and<00:07:54.798> VCs<00:07:55.359> and<00:07:55.520> founders<00:07:55.985> need<00:07:56.145> to<00:07:56.305> reorient<00:07:56.963> themselves<00:07:57.443> around<00:07:57.684> that<00:07:57.860> too.

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I<00:07:58.566> really<00:07:58.806> do.

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You<00:07:59.848> know,<00:08:00.249> maybe<00:08:00.553> you're<00:08:00.665> seeing<00:08:00.906> it<00:08:00.986> more<00:08:01.211> and<00:08:01.355> more,<00:08:01.756> It<00:08:01.804> still<00:08:02.013> seems<00:08:02.319> like<00:08:02.979> I<00:08:03.044> gotta<00:08:03.205> have<00:08:03.301> my<00:08:03.479> CTO,<00:08:04.413> you<00:08:04.525> know,<00:08:04.670> you're<00:08:04.831> giving<00:08:04.992> out<00:08:05.057> all<00:08:05.153> these<00:08:05.395> big<00:08:05.556> titles,<00:08:06.039> big<00:08:06.264> equity,<00:08:06.602> all<00:08:06.699> this<00:08:06.860> type<00:08:07.102> of<00:08:07.150> stuff<00:08:07.408> for<00:08:09.002> something<00:08:09.324> you<00:08:09.420> may<00:08:09.517> not<00:08:09.678> even<00:08:09.984> need<00:08:10.290> down<00:08:10.467> the<00:08:10.548> road,<00:08:10.693> which<00:08:10.870> is<00:08:10.950> kind<00:08:11.111> of<00:08:11.160> crazy.

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And<00:08:11.900> that's<00:08:12.142> the<00:08:12.222> vibe<00:08:12.560> coding.

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So<00:08:13.205> the<00:08:13.511> interesting<00:08:14.074> thing<00:08:14.332> is,<00:08:15.218> you<00:08:15.475> know,<00:08:17.955> the<00:08:18.052> CEO<00:08:18.905> of<00:08:19.147> NVIDIA<00:08:19.807> predicted<00:08:20.371> that<00:08:20.532> there<00:08:20.773> will<00:08:20.934> be<00:08:21.481> a,<00:08:21.964> and<00:08:22.061> maybe<00:08:22.286> he<00:08:22.447> predicted<00:08:22.753> or<00:08:22.866> just<00:08:23.107> reiterated<00:08:23.735> at<00:08:23.815> CES,<00:08:24.475> but<00:08:25.103> there<00:08:25.280> will<00:08:25.441> be<00:08:25.908> a<00:08:26.166> billion-dollar<00:08:27.437> valued<00:08:27.920> company<00:08:28.339> that's<00:08:28.830> one<00:08:29.086> person<00:08:30.368> in<00:08:30.608> the<00:08:30.704> near<00:08:30.945> future,<00:08:32.227> right?

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So<00:08:32.772> one<00:08:33.012> person<00:08:33.349> will<00:08:33.509> be<00:08:33.605> able<00:08:33.733> to<00:08:33.909> vibe<00:08:34.230> code<00:08:34.871> something,<00:08:36.073> but<00:08:36.233> they'll<00:08:36.393> figure<00:08:36.858> out<00:08:37.050> the<00:08:37.178> distribution<00:08:37.755> and<00:08:37.819> the<00:08:37.851> marketing.

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They'll<00:08:39.037> figure<00:08:39.342> out<00:08:39.518> the<00:08:39.662> product<00:08:40.095> and<00:08:40.159> the<00:08:40.239> market<00:08:40.640> fit.

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They'll<00:08:41.874> figure<00:08:41.986> out<00:08:42.082> the<00:08:42.226> business<00:08:42.643> model,<00:08:43.604> right?

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And<00:08:44.229> with<00:08:44.470> little<00:08:44.790> capital<00:08:45.351> even,<00:08:46.008> they'll,<00:08:46.409> they'll<00:08:46.569> blow<00:08:46.793> out<00:08:46.825> a<00:08:46.954> market.

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You<00:08:47.402> know,<00:08:47.755> it's,<00:08:48.107> it's<00:08:48.252> amazing<00:08:48.668> some<00:08:48.829> of<00:08:48.893> the<00:08:49.037> valuations<00:08:49.918> these<00:08:50.159> days<00:08:50.495> for<00:08:50.655> companies<00:08:51.200> that<00:08:51.360> have<00:08:52.482> a<00:08:52.803> really<00:08:53.364> automated<00:08:53.860> technical<00:08:54.726> core<00:08:55.850> of<00:08:55.962> the<00:08:56.107> business.

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Yeah.

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Does<00:08:57.295> that<00:08:57.392> make<00:08:57.552> you<00:08:57.632> feel<00:08:57.777> like<00:08:57.938> we<00:08:58.034> might<00:08:58.194> be<00:08:58.275> in<00:08:58.355> a<00:08:58.435> bubble,<00:08:58.756> or<00:08:58.917> do<00:08:58.965> you<00:08:59.062> think<00:08:59.238> it's—<00:09:00.073> like,<00:09:00.603> are<00:09:00.764> we—<00:09:01.101> is<00:09:01.246> that<00:09:01.486> real?

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Like,<00:09:02.514> how<00:09:02.610> much<00:09:03.189> of<00:09:03.429> that<00:09:03.654> do<00:09:03.735> you<00:09:03.831> think<00:09:04.136> is<00:09:05.003> hype<00:09:05.421> versus<00:09:05.886> reality?

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Right.

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Well,<00:09:07.813> we're<00:09:07.974> always<00:09:08.231> in<00:09:08.311> bubbles,<00:09:09.098> right?

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And<00:09:09.933> so<00:09:10.238> it's,<00:09:11.202> you<00:09:11.298> know,<00:09:12.005> what<00:09:12.245> bubbles<00:09:12.791> are<00:09:13.129> we<00:09:13.353> in,<00:09:13.916> right?

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And<00:09:14.879> there<00:09:15.361> are<00:09:16.019> some,<00:09:16.902> but<00:09:17.368> overall<00:09:18.010> you<00:09:18.091> have<00:09:18.251> to<00:09:18.332> look<00:09:18.572> at,<00:09:18.829> you<00:09:18.926> know,<00:09:19.472> where's<00:09:19.729> the<00:09:19.809> North<00:09:20.034> Star<00:09:20.355> that<00:09:20.499> everything's<00:09:20.917> kind<00:09:21.078> of<00:09:21.158> going<00:09:21.559> toward.

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And<00:09:23.485> you<00:09:23.645> look<00:09:23.869> at<00:09:24.142> some<00:09:24.367> of<00:09:24.431> the<00:09:24.527> work<00:09:24.912> of<00:09:26.516> Ray<00:09:26.676> Kurzweil,<00:09:27.189> for<00:09:27.398> instance,<00:09:27.815> and<00:09:27.879> he<00:09:27.975> shows<00:09:28.456> the<00:09:28.536> acceleration<00:09:29.483> model<00:09:30.365> and<00:09:32.145> that<00:09:32.305> the<00:09:32.626> time<00:09:32.947> it<00:09:33.027> takes<00:09:33.203> to<00:09:33.283> do<00:09:33.428> things<00:09:34.310> is<00:09:34.534> halving<00:09:35.096> every<00:09:35.416> year.

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So<00:09:36.331> it<00:09:36.635> creates<00:09:36.956> this<00:09:37.197> efficiency<00:09:37.758> curve<00:09:37.998> that<00:09:38.143> eventually<00:09:38.704> moves<00:09:38.896> to<00:09:39.618> singularity<00:09:40.484> of<00:09:40.564> getting<00:09:40.805> stuff<00:09:41.126> done.

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So<00:09:42.232> product<00:09:42.505> cycles<00:09:42.970> are<00:09:43.130> getting<00:09:43.435> shorter.

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The<00:09:44.478> ability<00:09:44.734> to<00:09:44.959> penetrate<00:09:45.456> the<00:09:45.536> market,<00:09:46.322> one<00:09:46.498> statistic<00:09:47.043> he<00:09:47.204> looks<00:09:47.525> at<00:09:47.701> is<00:09:48.168> how<00:09:48.281> long<00:09:48.588> it<00:09:48.734> takes<00:09:48.992> companies<00:09:49.396> to<00:09:49.461> get<00:09:49.558> a<00:09:49.639> million<00:09:50.108> users,<00:09:51.013> and<00:09:51.061> they<00:09:51.174> used<00:09:51.401> to<00:09:51.498> be<00:09:51.966> years<00:09:52.289> apart<00:09:52.710> and<00:09:52.790> now<00:09:53.017> they're<00:09:53.178> days<00:09:53.453> apart.

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So<00:09:54.942> new<00:09:55.167> companies<00:09:55.665> are<00:09:56.372> showing<00:09:56.693> up<00:09:56.870> and<00:09:56.951> within<00:09:57.256> days<00:09:57.593> getting<00:09:57.818> a<00:09:57.915> million<00:09:58.316> users,<00:09:58.863> right?

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It's<00:09:59.425> nothing.

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So<00:10:00.743> the<00:10:00.871> acceleration<00:10:03.522> of<00:10:04.085> these<00:10:04.262> business<00:10:04.585> models<00:10:05.135> is<00:10:05.378> happening.

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And<00:10:06.704> so<00:10:06.914> even<00:10:07.076> if<00:10:07.173> there's<00:10:07.335> a<00:10:07.415> bubble<00:10:07.658> in<00:10:07.804> one<00:10:07.965> area<00:10:08.370> overall,<00:10:09.340> this<00:10:09.583> is<00:10:09.696> a<00:10:09.760> trend<00:10:10.229> that<00:10:10.424> isn't<00:10:11.539> going<00:10:11.863> away.

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Yeah.

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Yeah.

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Go<00:10:14.386> deeper<00:10:14.707> on<00:10:15.508> AI<00:10:15.844> agents<00:10:16.229> for<00:10:16.405> us<00:10:16.565> and<00:10:16.710> how<00:10:16.966> you're<00:10:17.126> seeing<00:10:17.511> them<00:10:17.687> evolve<00:10:18.248> and<00:10:18.873> how<00:10:19.033> you're<00:10:19.209> building<00:10:19.530> them<00:10:19.690> and<00:10:19.754> how<00:10:19.930> you're<00:10:20.090> thinking<00:10:20.315> about<00:10:20.491> them.

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Yeah,<00:10:21.532> absolutely.

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So,<00:10:22.622> you<00:10:22.654> know,<00:10:23.519> I<00:10:23.680> tell<00:10:23.856> CFOs,<00:10:24.497> I'm<00:10:24.625> like,<00:10:24.737> where<00:10:24.961> do<00:10:25.041> you<00:10:25.138> have,<00:10:26.339> you<00:10:26.419> know,<00:10:27.044> a<00:10:27.076> number<00:10:27.365> of<00:10:27.461> humans<00:10:27.781> doing<00:10:28.006> repetitive<00:10:28.807> processes<00:10:29.704> that<00:10:29.864> could<00:10:30.025> be<00:10:30.185> automated,<00:10:30.746> right?

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But<00:10:31.611> the<00:10:31.691> reason<00:10:31.931> you<00:10:32.027> couldn't<00:10:32.172> automate<00:10:32.492> them<00:10:32.588> before<00:10:33.053> is,<00:10:33.694> you<00:10:33.774> know,<00:10:33.870> the<00:10:34.030> tools<00:10:34.335> were<00:10:34.431> lacking.

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Like<00:10:35.056> if<00:10:35.152> you<00:10:35.216> use<00:10:35.536> a<00:10:35.617> UiPath,<00:10:36.370> right?

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Like<00:10:37.555> the<00:10:37.635> software<00:10:37.956> changes,<00:10:38.292> you<00:10:38.340> have<00:10:38.453> to<00:10:38.517> go<00:10:38.677> back<00:10:38.917> in<00:10:38.997> and<00:10:39.142> re-click<00:10:39.494> around<00:10:39.718> the<00:10:39.815> software<00:10:40.183> to<00:10:40.343> automate<00:10:40.664> it.

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Although<00:10:42.202> it<00:10:42.283> does<00:10:42.523> now<00:10:42.683> have<00:10:42.924> some<00:10:43.149> AI.

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Well,<00:10:44.624> certain<00:10:44.929> businesses,<00:10:45.650> like<00:10:45.955> we<00:10:46.035> have<00:10:46.773> a<00:10:46.853> client<00:10:47.559> who<00:10:49.195> is<00:10:49.275> doing<00:10:49.563> triage<00:10:50.141> within<00:10:51.344> the<00:10:51.584> veterinarian<00:10:52.210> space.

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And<00:10:52.851> right<00:10:53.028> now<00:10:53.653> when<00:10:53.733> you<00:10:53.894> call<00:10:54.150> in<00:10:54.295> and<00:10:54.375> you<00:10:54.471> say,<00:10:55.337> oh,<00:10:55.433> my<00:10:56.155> dog<00:10:56.395> Buffy<00:10:57.662> ate<00:10:59.106> some<00:10:59.282> chocolate,<00:11:00.309> right?

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We<00:11:00.645> have<00:11:00.790> to<00:11:00.870> ask<00:11:01.030> questions.

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How<00:11:01.688> big's<00:11:01.928> Buffy?

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How<00:11:02.409> much<00:11:02.570> chocolate<00:11:02.955> was<00:11:03.147> it?

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Because<00:11:03.388> if<00:11:03.532> Buffy's<00:11:03.869> tiny<00:11:04.077> and<00:11:04.174> it's<00:11:04.478> a<00:11:04.558> big<00:11:04.735> piece<00:11:04.959> of<00:11:04.991> chocolate,<00:11:05.376> that's<00:11:05.857> bad.

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Go<00:11:06.194> straight<00:11:06.419> to<00:11:06.483> the<00:11:06.515> emergency<00:11:07.060> room.

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Buffy's<00:11:08.489> a<00:11:08.810> pit<00:11:09.051> bull<00:11:09.227> and<00:11:09.308> they<00:11:09.452> had<00:11:09.548> a<00:11:09.613> Hershey<00:11:09.934> Kiss,<00:11:10.271> like<00:11:10.496> Buffy's<00:11:10.817> gonna<00:11:10.913> be<00:11:11.218> just<00:11:11.459> fine.

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So<00:11:12.519> that<00:11:12.824> amount<00:11:13.001> of<00:11:13.081> triage,<00:11:13.787> that's<00:11:14.044> one<00:11:14.510> kind<00:11:14.703> of<00:11:14.831> use<00:11:15.072> case,<00:11:15.473> but<00:11:16.372> the<00:11:16.453> reception<00:11:17.657> cannot<00:11:18.283> answer<00:11:19.487> all<00:11:19.584> the<00:11:19.664> different<00:11:19.905> use<00:11:20.146> cases.

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So<00:11:20.627> now<00:11:20.804> they<00:11:20.933> have<00:11:21.029> to<00:11:21.109> go<00:11:21.270> back<00:11:21.527> and<00:11:21.671> bend<00:11:21.832> the<00:11:21.992> ear<00:11:22.073> of<00:11:22.233> doctors,<00:11:22.779> right?

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Just<00:11:23.197> to<00:11:23.277> be<00:11:23.325> able<00:11:23.437> to<00:11:23.582> do<00:11:23.742> triage<00:11:24.160> to<00:11:24.240> say,<00:11:25.188> bring<00:11:25.268> 'em<00:11:25.444> in<00:11:25.669> or<00:11:25.766> go<00:11:25.862> to<00:11:25.942> the<00:11:25.990> emergency<00:11:26.552> room.

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And<00:11:26.873> so<00:11:26.970> there's<00:11:27.195> a<00:11:27.211> lot<00:11:27.468> of<00:11:27.612> jobs<00:11:28.238> that<00:11:28.993> are<00:11:29.121> inefficient<00:11:29.651> now.

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Call<00:11:30.583> centers,<00:11:30.968> for<00:11:31.048> instance,<00:11:31.385> there's<00:11:31.690> lots<00:11:32.028> of<00:11:32.108> people<00:11:32.429> doing<00:11:32.830> it.

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That<00:11:34.356> frankly<00:11:34.742> are<00:11:34.838> going<00:11:34.951> to<00:11:34.999> be<00:11:35.143> automated<00:11:35.545> to<00:11:35.641> free<00:11:35.818> up<00:11:35.946> the<00:11:36.027> humans<00:11:36.364> to<00:11:36.525> do<00:11:37.087> more<00:11:37.247> strategic<00:11:37.970> thinking.

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To<00:11:40.139> be<00:11:40.219> in<00:11:40.299> a<00:11:40.380> call<00:11:40.637> center<00:11:40.958> and<00:11:41.102> basically<00:11:41.745> you're<00:11:42.307> going<00:11:42.548> from<00:11:42.693> here<00:11:42.869> and<00:11:43.190> taking<00:11:43.512> it<00:11:43.656> from<00:11:43.753> there<00:11:43.977> and<00:11:44.058> giving<00:11:44.234> it<00:11:44.315> over<00:11:44.475> there,<00:11:45.022> you're<00:11:45.343> answering<00:11:45.584> a<00:11:45.680> call<00:11:45.985> and<00:11:46.066> you're<00:11:46.323> answering<00:11:46.596> questions,<00:11:47.013> that's<00:11:47.832> all<00:11:48.411> based<00:11:48.716> on<00:11:48.748> a<00:11:48.796> 160-year-old<00:11:50.804> model<00:11:51.141> of<00:11:51.462> factory<00:11:51.944> work<00:11:52.121> from<00:11:52.266> the<00:11:52.346> Industrial<00:11:52.828> Revolution.

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So,<00:11:54.835> those<00:11:55.237> jobs<00:11:55.719> that<00:11:55.815> are<00:11:56.024> very<00:11:56.426> repetitive<00:11:57.084> like<00:11:57.807> education,<00:11:59.413> call<00:11:59.750> centers,<00:12:00.921> a<00:12:00.937> lot<00:12:01.242> of<00:12:01.644> aspects<00:12:02.061> of<00:12:02.205> healthcare,<00:12:03.264> certainly<00:12:03.826> a<00:12:03.842> lot<00:12:04.147> of<00:12:04.227> government.

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So<00:12:05.511> many<00:12:05.672> of<00:12:05.977> our<00:12:06.073> government<00:12:06.378> is<00:12:06.618> front<00:12:06.811> of<00:12:06.939> computers,<00:12:07.838> copying<00:12:08.223> here,<00:12:08.480> pasting<00:12:08.817> here.

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Think<00:12:09.122> of<00:12:09.202> all<00:12:09.427> permitting.

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You<00:12:10.743> have<00:12:10.887> humans<00:12:11.272> at<00:12:11.353> all<00:12:11.449> the<00:12:11.529> permit<00:12:11.914> offices<00:12:12.412> processing<00:12:12.974> all<00:12:13.118> this<00:12:13.214> paperwork,<00:12:13.728> copy<00:12:14.001> here,<00:12:14.097> paste<00:12:14.402> here.

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That<00:12:15.365> can<00:12:15.525> all<00:12:15.702> be<00:12:15.926> automated<00:12:16.408> moving<00:12:16.665> forward<00:12:16.905> so<00:12:17.050> that<00:12:17.788> humans<00:12:18.029> can<00:12:18.173> do<00:12:18.334> the<00:12:18.366> stuff<00:12:18.735> that<00:12:19.377> we<00:12:19.553> need<00:12:19.666> to<00:12:19.778> do,<00:12:19.938> the<00:12:20.019> humanities,<00:12:20.580> the<00:12:20.677> strategic<00:12:21.222> thinking,<00:12:21.640> the<00:12:21.736> intelligent<00:12:22.314> curiosity.

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That's<00:12:23.549> what<00:12:23.726> we<00:12:23.886> need<00:12:24.031> to<00:12:24.127> be<00:12:24.271> doing,<00:12:24.528> not<00:12:24.673> copy<00:12:25.026> and<00:12:25.154> paste.

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Yeah.

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Tell<00:12:26.790> me<00:12:27.496> your<00:12:27.721> greatest<00:12:28.282> life<00:12:28.619> hack.

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Oh,<00:12:29.598> that's<00:12:29.806> interesting.

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So<00:12:30.849> as<00:12:31.089> a,<00:12:31.410> like,<00:12:31.587> probably<00:12:31.988> wildly<00:12:32.469> ADHD<00:12:33.415> person<00:12:33.832> and<00:12:33.993> one<00:12:34.217> that<00:12:34.394> has<00:12:35.035> even<00:12:35.276> started<00:12:35.661> a<00:12:35.677> number<00:12:35.934> of<00:12:35.998> businesses,<00:12:36.832> so<00:12:37.441> started<00:12:37.666> a<00:12:37.746> restaurant<00:12:38.147> with<00:12:38.243> my<00:12:38.468> wife,<00:12:38.885> I've<00:12:39.029> got<00:12:39.110> a<00:12:39.206> robotic<00:12:39.703> studio,<00:12:40.409> I<00:12:40.553> have<00:12:40.746> a<00:12:40.890> coworking<00:12:41.676> facility<00:12:42.253> called<00:12:42.494> MindPub,<00:12:43.841> I<00:12:43.938> do<00:12:44.018> some<00:12:44.194> building<00:12:44.499> and<00:12:44.579> development,<00:12:45.702> I<00:12:45.782> got<00:12:45.927> the<00:12:46.023> venture<00:12:46.504> business.

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I<00:12:47.531> have<00:12:47.643> to<00:12:47.932> organize<00:12:48.589> my<00:12:49.327> stuff.

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And<00:12:49.873> with<00:12:50.033> each<00:12:50.193> of<00:12:50.258> these<00:12:50.434> businesses<00:12:51.060> I<00:12:51.156> use<00:12:51.461> EOS.

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So<00:12:52.118> it's<00:12:52.215> a<00:12:52.343> really<00:12:52.600> good<00:12:52.760> framework.

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For<00:12:53.883> organizing<00:12:54.606> the<00:12:54.766> businesses<00:12:55.328> themselves.

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But<00:12:56.051> myself,<00:12:57.480> every<00:12:57.721> morning<00:12:58.283> I<00:12:58.459> groom<00:12:58.684> a<00:12:58.781> personal<00:12:59.246> backlog<00:13:00.691> and<00:13:00.772> I<00:13:00.932> look<00:13:01.173> at<00:13:01.494> what<00:13:01.671> can<00:13:01.831> I<00:13:01.912> get<00:13:02.152> done<00:13:02.393> this<00:13:02.634> week<00:13:03.903> and<00:13:03.999> I<00:13:04.160> groom<00:13:04.545> and<00:13:04.641> I<00:13:04.786> curate<00:13:05.284> by<00:13:05.364> different<00:13:05.845> categories.

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And<00:13:06.729> then<00:13:06.873> I<00:13:06.969> figure<00:13:07.275> out<00:13:07.435> what's<00:13:07.612> a<00:13:07.692> week's<00:13:07.933> worth<00:13:08.077> of<00:13:08.158> work<00:13:08.415> and<00:13:08.495> I<00:13:08.639> bold<00:13:08.896> it<00:13:09.683> because<00:13:09.940> my<00:13:10.165> day<00:13:11.289> is<00:13:11.449> a<00:13:11.546> lot<00:13:11.802> of<00:13:11.867> meetings.

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I'm<00:13:12.429> trying<00:13:12.605> to<00:13:12.670> figure<00:13:12.846> out<00:13:12.878> how<00:13:12.991> to<00:13:13.135> get<00:13:13.248> out<00:13:13.296> of<00:13:13.392> there<00:13:13.488> and<00:13:13.617> a<00:13:13.633> lot<00:13:13.794> of<00:13:13.954> emails.

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So<00:13:14.901> my<00:13:15.078> day's<00:13:15.801> packed<00:13:16.282> and<00:13:16.363> I<00:13:16.443> could<00:13:16.603> easily<00:13:16.925> go<00:13:17.149> through<00:13:17.310> a<00:13:17.390> week<00:13:17.567> without<00:13:17.952> actually<00:13:19.332> producing<00:13:20.118> any<00:13:20.679> goods<00:13:21.080> other<00:13:21.256> than<00:13:21.416> just<00:13:21.657> digital<00:13:22.057> thought.

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And<00:13:23.164> so<00:13:23.420> where<00:13:23.644> I<00:13:23.741> actually<00:13:24.125> have<00:13:24.366> to<00:13:24.462> do<00:13:24.638> some<00:13:24.863> things<00:13:25.167> here<00:13:25.263> and<00:13:25.344> there,<00:13:25.504> I<00:13:25.552> have<00:13:25.664> to<00:13:25.744> review<00:13:25.985> contracts<00:13:26.546> and<00:13:26.626> stuff,<00:13:27.588> just<00:13:28.133> every<00:13:28.309> morning<00:13:28.934> I've<00:13:29.415> reserved<00:13:29.736> myself<00:13:30.153> 2<00:13:30.457> hours<00:13:30.714> where<00:13:30.794> I<00:13:30.954> grew<00:13:31.114> my<00:13:31.355> backlog<00:13:32.381> and<00:13:32.477> plan<00:13:33.599> the<00:13:33.695> highest<00:13:34.000> priority<00:13:34.321> things<00:13:34.545> I<00:13:34.561> want<00:13:34.673> to<00:13:34.721> get<00:13:34.882> done<00:13:35.042> that<00:13:35.282> weekend.

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So<00:13:37.286> it<00:13:37.366> means<00:13:37.671> I<00:13:37.751> get<00:13:37.927> a<00:13:37.991> lot<00:13:38.168> done<00:13:39.931> and<00:13:40.011> the<00:13:40.155> highest<00:13:40.364> priority<00:13:40.813> stuff.

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Tell<00:13:41.775> us<00:13:41.919> what<00:13:42.015> the<00:13:42.239> EOS<00:13:42.528> system<00:13:42.993> is.

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Oh,<00:13:44.019> EOS<00:13:44.484> is<00:13:44.644> Entrepreneurial<00:13:45.445> Operating<00:13:45.846> System.

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It's<00:13:46.503> like,<00:13:46.824> it's<00:13:47.048> all<00:13:47.129> the<00:13:47.225> rage<00:13:47.545> these<00:13:47.770> days.

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You<00:13:48.667> might<00:13:48.828> have<00:13:48.908> heard<00:13:49.052> of<00:13:49.084> like<00:13:49.293> Rockefeller<00:13:49.870> Habits.

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It's<00:13:50.511> a<00:13:50.527> way<00:13:50.832> organizing<00:13:51.778> your<00:13:52.115> business.

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And<00:13:53.382> EOS<00:13:53.880> starts<00:13:54.361> with,<00:13:55.645> well,<00:13:55.805> really<00:13:56.046> identifying<00:13:56.527> your<00:13:56.671> mission,<00:13:56.928> vision,<00:13:57.233> values.

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And<00:13:57.874> then<00:13:57.971> you<00:13:58.115> go<00:13:58.436> and<00:13:58.532> you<00:13:58.629> say,<00:13:59.415> 10<00:13:59.800> years,<00:14:00.201> here's<00:14:00.457> what<00:14:00.682> we<00:14:00.859> look<00:14:01.083> like<00:14:01.324> as<00:14:01.436> a<00:14:01.564> company.

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It's<00:14:02.687> a<00:14:02.768> 10-year<00:14:03.088> vision.

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Then<00:14:04.003> you<00:14:04.147> put<00:14:04.308> together<00:14:04.773> a<00:14:04.869> 3-year<00:14:05.335> roadmap<00:14:06.393> to<00:14:06.474> say,<00:14:06.794> well,<00:14:07.276> take<00:14:07.516> those,<00:14:07.837> prioritize<00:14:08.399> everything<00:14:08.864> in<00:14:08.944> your<00:14:09.040> vision<00:14:09.987> and<00:14:10.067> take<00:14:10.228> the<00:14:10.308> highest<00:14:10.565> priority<00:14:11.126> third<00:14:11.303> of<00:14:11.431> it.

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Well,<00:14:11.656> that's<00:14:11.912> what<00:14:12.073> you<00:14:12.137> want<00:14:12.217> to<00:14:12.249> get<00:14:12.393> done<00:14:12.506> in<00:14:12.634> 3<00:14:12.795> years.

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Take<00:14:13.276> the<00:14:14.158> highest<00:14:14.415> priority<00:14:14.736> third<00:14:15.041> of<00:14:15.073> that<00:14:15.394> and<00:14:15.506> that's<00:14:15.698> your<00:14:15.843> 1-year<00:14:16.260> plan.

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And<00:14:17.126> then<00:14:17.286> you<00:14:17.463> divvy<00:14:17.767> up<00:14:17.880> that<00:14:18.168> plan<00:14:18.730> into<00:14:19.611> what<00:14:19.724> do<00:14:19.772> you<00:14:19.804> have<00:14:19.948> to<00:14:20.028> do<00:14:20.670> per<00:14:20.830> quarter.

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And<00:14:21.632> the<00:14:21.728> concept<00:14:22.177> of<00:14:22.273> EOS<00:14:22.738> is<00:14:22.818> that<00:14:23.476> if<00:14:23.572> you<00:14:23.700> focus<00:14:24.181> on<00:14:24.261> all<00:14:24.358> the<00:14:24.502> nickels<00:14:24.839> and<00:14:24.983> dimes,<00:14:25.464> like<00:14:26.522> they<00:14:26.747> give<00:14:26.907> this<00:14:27.083> great<00:14:27.244> metaphor<00:14:27.645> of<00:14:27.725> a<00:14:27.805> cup<00:14:28.206> and<00:14:28.270> you<00:14:28.382> have<00:14:29.729> rocks<00:14:30.146> and<00:14:30.226> you<00:14:30.290> have<00:14:30.451> pebbles<00:14:30.852> and<00:14:30.932> you<00:14:30.996> have<00:14:31.092> sand.

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And<00:14:32.198> if<00:14:32.279> you<00:14:32.375> fill<00:14:32.696> the<00:14:32.776> cup<00:14:33.000> with<00:14:33.096> sand<00:14:33.481> first,<00:14:33.962> you<00:14:34.058> can't<00:14:34.299> fit<00:14:34.459> that<00:14:34.556> many<00:14:34.780> rocks<00:14:35.101> or<00:14:36.127> pebbles<00:14:36.448> in<00:14:36.544> there.

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If<00:14:36.865> you<00:14:36.945> fill<00:14:37.121> it<00:14:37.169> with<00:14:37.265> pebbles,<00:14:37.634> you<00:14:37.730> can't<00:14:37.907> fill<00:14:38.067> that<00:14:38.227> many<00:14:38.388> rocks.

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But<00:14:38.789> if<00:14:38.933> you<00:14:38.965> start<00:14:39.350> with<00:14:39.494> the<00:14:39.590> rocks,<00:14:40.713> you<00:14:40.793> can<00:14:40.937> put<00:14:41.033> little<00:14:41.274> pebbles<00:14:42.156> and<00:14:42.220> then<00:14:42.380> the<00:14:42.412> sand<00:14:42.797> fills<00:14:43.038> in<00:14:43.118> all<00:14:43.262> the<00:14:43.294> cracks<00:14:43.759> and<00:14:43.823> you<00:14:43.920> can<00:14:44.000> get<00:14:44.144> it<00:14:44.224> all<00:14:44.465> done.

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So<00:14:45.460> EOS<00:14:45.861> starts<00:14:46.390> by<00:14:46.647> this<00:14:46.952> 1-year<00:14:47.434> plan,<00:14:48.076> right?

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10-3-1,<00:14:49.536> broken<00:14:49.777> up<00:14:49.921> by<00:14:50.082> quarter.

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And<00:14:51.045> then<00:14:51.205> the<00:14:51.366> major<00:14:51.767> things<00:14:51.943> you<00:14:52.008> have<00:14:52.104> to<00:14:52.184> get<00:14:52.361> done<00:14:52.569> that<00:14:52.650> quarter,<00:14:53.003> those<00:14:53.243> are<00:14:53.308> called<00:14:53.693> rocks.

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And<00:14:54.736> you<00:14:54.816> do<00:14:54.929> those<00:14:55.233> first.

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And<00:14:55.619> the<00:14:55.795> things<00:14:56.020> that<00:14:56.196> come<00:14:56.421> up<00:14:56.533> on<00:14:56.614> a<00:14:56.678> week-to-be<00:14:57.400> basis,<00:14:58.026> those<00:14:58.219> are<00:14:58.524> to-dos.

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And<00:14:59.791> then<00:15:00.032> things<00:15:00.225> that<00:15:00.353> come<00:15:00.674> up<00:15:00.931> and<00:15:01.075> they're<00:15:01.252> blockers<00:15:01.814> to<00:15:01.910> success,<00:15:03.081> those<00:15:03.338> go<00:15:03.483> through<00:15:03.595> a<00:15:03.659> process<00:15:04.125> called<00:15:04.446> IDS.

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We<00:15:05.104> call<00:15:05.312> 'em<00:15:05.409> opportunities.

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Frankly,<00:15:06.709> they're<00:15:07.174> issues<00:15:07.511> within<00:15:07.768> the<00:15:07.912> organization.

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And<00:15:08.923> then<00:15:09.020> you<00:15:09.100> have<00:15:09.276> this<00:15:09.742> L10<00:15:10.079> meeting<00:15:10.384> every<00:15:10.625> week<00:15:11.363> where<00:15:11.491> you<00:15:11.523> just<00:15:11.748> wanna<00:15:11.924> know,<00:15:12.085> am<00:15:12.245> I<00:15:12.550> on<00:15:12.727> task<00:15:13.192> or<00:15:13.272> off<00:15:13.465> task<00:15:13.770> for<00:15:13.914> the<00:15:13.946> rocks<00:15:14.251> and<00:15:14.347> to-dos?

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I'm<00:15:15.278> off<00:15:15.438> task,<00:15:16.417> then<00:15:16.562> you<00:15:16.658> put<00:15:16.802> it<00:15:16.882> down<00:15:17.059> as<00:15:17.139> an<00:15:17.284> issue.

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And<00:15:18.327> then<00:15:18.423> the<00:15:18.567> balance<00:15:18.968> of<00:15:19.065> your<00:15:19.209> meeting<00:15:19.610> is<00:15:19.771> prioritizing<00:15:20.429> the<00:15:20.509> issues<00:15:21.456> and<00:15:21.536> solving<00:15:22.097> those<00:15:22.354> through<00:15:22.579> IDS<00:15:23.798> to<00:15:23.878> create<00:15:24.119> new<00:15:24.280> rocks<00:15:24.584> and<00:15:24.681> to-dos.

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And<00:15:26.189> as<00:15:26.301> long<00:15:26.510> as<00:15:26.590> you<00:15:26.686> stay<00:15:26.927> on<00:15:27.152> task<00:15:27.489> with<00:15:27.633> 80%<00:15:28.034> of<00:15:28.066> your<00:15:28.211> rocks<00:15:28.532> and<00:15:28.612> to-dos,<00:15:28.997> and<00:15:29.093> as<00:15:29.238> long<00:15:29.414> as<00:15:29.559> you<00:15:29.655> tackle<00:15:30.056> your<00:15:30.201> highest<00:15:30.537> priority<00:15:30.939> issues,<00:15:31.901> you<00:15:32.062> get<00:15:32.238> in<00:15:32.335> a<00:15:32.367> business<00:15:32.768> what's<00:15:33.009> called<00:15:33.410> traction.

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And<00:15:34.549> that's<00:15:34.854> how<00:15:34.966> EOS<00:15:35.335> works.

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And<00:15:36.314> there's<00:15:36.474> some<00:15:36.619> other<00:15:36.795> concepts<00:15:37.421> like<00:15:37.935> functional<00:15:38.384> diagrams<00:15:38.978> and<00:15:39.042> right<00:15:39.282> person,<00:15:39.587> right<00:15:39.780> seats,<00:15:40.646> but<00:15:40.791> it<00:15:40.951> really,<00:15:41.208> it's<00:15:41.352> an<00:15:41.433> operating<00:15:41.850> model<00:15:42.171> and<00:15:42.331> it's,<00:15:42.476> It's<00:15:42.796> one<00:15:42.908> of<00:15:42.973> the<00:15:43.053> better<00:15:43.357> ones<00:15:43.598> I've<00:15:43.774> ever<00:15:43.999> used.

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So<00:15:45.442> each<00:15:45.618> of<00:15:45.698> my<00:15:45.939> different<00:15:46.259> portfolio<00:15:46.901> companies,<00:15:47.943> I<00:15:48.023> put<00:15:48.199> them<00:15:48.327> all<00:15:48.504> on<00:15:48.600> EOS<00:15:49.851> and<00:15:50.588> then<00:15:50.813> I<00:15:50.909> can<00:15:51.005> just<00:15:51.213> show<00:15:51.294> up<00:15:51.470> to<00:15:51.550> the<00:15:51.694> L10<00:15:52.031> meeting<00:15:52.352> and<00:15:52.432> I<00:15:52.512> can<00:15:52.672> see<00:15:52.977> on<00:15:53.073> task<00:15:53.394> or<00:15:53.474> off<00:15:53.698> task.

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If<00:15:54.115> you're<00:15:54.260> not,<00:15:54.660> how<00:15:54.757> can<00:15:54.901> I<00:15:54.981> help<00:15:55.302> you<00:15:56.344> with<00:15:57.081> these<00:15:57.562> opportunities?

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That's<00:15:58.765> a<00:15:58.829> great<00:15:59.166> explanation.

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Thanks<00:16:00.689> for<00:16:00.769> doing<00:16:01.009> that.

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So<00:16:01.987> you<00:16:02.068> mentioned<00:16:02.356> kind<00:16:02.517> of<00:16:02.549> how<00:16:02.677> your<00:16:02.773> mornings<00:16:03.318> are.

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Give<00:16:03.591> us<00:16:03.735> a<00:16:03.751> sense<00:16:04.056> for<00:16:04.136> what<00:16:04.232> a<00:16:04.360> typical<00:16:04.777> day<00:16:05.002> looks<00:16:05.242> like<00:16:05.434> for<00:16:05.563> you.

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Well,<00:16:07.262> so<00:16:07.968> I'm<00:16:08.064> in<00:16:08.144> a<00:16:08.208> lot<00:16:08.385> of<00:16:08.465> organizations<00:16:09.186> and<00:16:09.330> so<00:16:09.507> I'd<00:16:09.683> say<00:16:09.827> there's<00:16:10.132> two<00:16:10.308> typical<00:16:10.709> days.

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The<00:16:12.619> one<00:16:12.779> typical<00:16:13.117> day<00:16:13.293> is<00:16:13.438> if<00:16:13.582> I'm<00:16:13.743> local,<00:16:14.642> which<00:16:14.739> is<00:16:14.803> about<00:16:15.124> 50%<00:16:15.446> of<00:16:15.751> the<00:16:15.847> time,<00:16:16.233> I'm<00:16:16.554> actually<00:16:16.875> in<00:16:16.972> and<00:16:17.116> around<00:16:17.437> Baltimore.

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And<00:16:18.722> a<00:16:18.754> majority<00:16:19.124> of<00:16:19.156> the<00:16:19.236> time<00:16:19.686> I'm<00:16:20.280> right<00:16:20.361> in<00:16:20.489> my<00:16:20.585> house.

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Sorry,<00:16:21.164> it's<00:16:21.324> a<00:16:21.389> bit<00:16:21.485> of<00:16:21.549> a<00:16:21.630> mess,<00:16:21.951> but<00:16:22.898> I'm<00:16:23.220> in<00:16:23.300> this<00:16:23.477> house<00:16:23.862> and<00:16:23.942> I<00:16:23.959> work<00:16:24.264> out<00:16:24.360> of<00:16:24.424> the<00:16:24.505> house<00:16:24.906> and<00:16:25.308> I'm<00:16:26.304> in<00:16:26.384> a<00:16:26.448> chair<00:16:26.850> or<00:16:26.946> I'm<00:16:27.155> on<00:16:27.251> my<00:16:27.412> treadmill<00:16:27.894> desk<00:16:28.279> trying<00:16:28.697> to<00:16:28.938> get<00:16:29.034> my<00:16:29.179> steps<00:16:29.516> in<00:16:29.580> because<00:16:30.689> I<00:16:30.785> have<00:16:31.267> an<00:16:31.492> Apple<00:16:31.668> Watch<00:16:31.990> and<00:16:32.070> it's<00:16:32.214> very<00:16:32.391> good<00:16:32.536> about<00:16:32.648> keeping<00:16:32.937> me<00:16:33.098> honest<00:16:33.435> for<00:16:33.756> moving<00:16:34.174> throughout<00:16:34.543> the<00:16:34.624> day.

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I<00:16:35.025> love<00:16:35.186> it.

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Probably<00:16:35.989> one<00:16:36.101> of<00:16:36.166> my<00:16:37.435> best<00:16:37.692> tools<00:16:38.077> I've<00:16:38.157> ever<00:16:38.414> had<00:16:38.575> is<00:16:38.735> a<00:16:38.800> stinking<00:16:39.137> watch.

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Or<00:16:40.662> Tuesdays,<00:16:41.288> we<00:16:41.369> all<00:16:41.529> try<00:16:41.642> to<00:16:41.770> go<00:16:41.882> into<00:16:42.011> the<00:16:42.107> office.

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We<00:16:42.685> have<00:16:42.766> a<00:16:42.830> coworking<00:16:43.311> facility,<00:16:44.596> which<00:16:44.901> used<00:16:45.078> to<00:16:45.142> be<00:16:45.238> MyGrowth's<00:16:45.704> headquarters,<00:16:46.282> and<00:16:46.346> most<00:16:46.619> of<00:16:46.683> our<00:16:46.924> local<00:16:47.310> senior<00:16:47.647> leadership,<00:16:48.530> we<00:16:48.674> try<00:16:48.787> to<00:16:48.915> do<00:16:49.028> an<00:16:49.092> in-person<00:16:49.638> day<00:16:50.360> when<00:16:50.537> I'm<00:16:50.633> in<00:16:50.778> town.

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And<00:16:51.709> then<00:16:51.805> the<00:16:51.902> other<00:16:52.143> 50%<00:16:52.464> of<00:16:52.640> the<00:16:52.801> time,<00:16:53.250> I<00:16:53.347> travel<00:16:54.952> a<00:16:55.033> lot<00:16:55.258> internationally,<00:16:56.558> a<00:16:56.638> lot<00:16:56.815> around<00:16:57.040> the<00:16:57.120> Mid-Atlantic.

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And<00:16:58.389> so<00:16:58.629> it<00:16:58.726> looks<00:16:58.951> like<00:16:59.207> me<00:16:59.448> running<00:16:59.769> to<00:16:59.930> a<00:17:00.171> plane,<00:17:00.572> a<00:17:00.653> train,<00:17:01.295> or<00:17:01.760> a<00:17:01.857> car,<00:17:02.258> an<00:17:02.403> Uber,<00:17:03.767> And<00:17:04.169> I'm<00:17:04.265> on<00:17:04.426> the<00:17:04.570> go.

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Give<00:17:05.774> me<00:17:05.935> a<00:17:05.951> sense<00:17:06.352> for<00:17:06.995> what<00:17:07.171> you<00:17:07.380> read<00:17:08.279> and<00:17:08.440> what<00:17:08.680> reading<00:17:08.905> recommendations<00:17:09.547> would<00:17:09.644> you<00:17:09.724> have<00:17:09.949> for<00:17:10.109> us?

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Ooh,<00:17:11.089> well,<00:17:11.249> right<00:17:11.442> now<00:17:11.651> the<00:17:11.731> book<00:17:11.907> I'm<00:17:12.068> telling<00:17:12.293> everybody<00:17:12.678> about<00:17:12.871> is<00:17:13.079> Innovator's<00:17:13.497> Dilemma<00:17:14.460> because<00:17:15.006> in<00:17:15.102> the<00:17:15.167> era<00:17:15.488> of<00:17:15.728> AI,<00:17:16.130> in<00:17:16.210> the<00:17:16.724> era<00:17:17.270> of<00:17:17.430> faster<00:17:17.832> cycles<00:17:18.394> to<00:17:18.490> get<00:17:18.715> to<00:17:18.811> market,<00:17:19.935> so<00:17:20.304> many<00:17:20.481> companies<00:17:20.882> are<00:17:20.962> going<00:17:21.075> to<00:17:21.123> be<00:17:21.203> disrupted.

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There's<00:17:22.632> also<00:17:22.761> going<00:17:22.889> to<00:17:22.953> be<00:17:23.050> those<00:17:23.355> companies<00:17:23.788> that<00:17:23.933> can<00:17:24.093> really<00:17:25.297> garner<00:17:25.602> a<00:17:25.618> lot<00:17:25.795> of<00:17:25.859> dollars<00:17:26.421> and<00:17:26.582> do<00:17:26.742> a<00:17:26.758> lot<00:17:26.983> of<00:17:27.128> roll-up<00:17:27.625> and<00:17:27.770> hold<00:17:28.043> a<00:17:28.107> lot<00:17:28.348> of<00:17:28.412> market<00:17:28.749> position.

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But<00:17:29.873> for<00:17:30.034> those<00:17:30.210> companies<00:17:30.579> that<00:17:30.740> their<00:17:30.820> market<00:17:31.157> position<00:17:31.623> is<00:17:32.024> humans<00:17:32.297> doing<00:17:32.506> repetitive<00:17:32.988> tasks,<00:17:33.646> software<00:17:33.967> is<00:17:34.063> going<00:17:34.176> to<00:17:34.208> show<00:17:34.433> up<00:17:34.529> that<00:17:34.673> will<00:17:34.834> do<00:17:34.946> that<00:17:35.235> for<00:17:35.316> a<00:17:35.332> lot<00:17:35.589> smarter,<00:17:36.440> faster,<00:17:36.761> cheaper.

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Right.

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So<00:17:37.965> I<00:17:38.061> say<00:17:38.687> read<00:17:38.864> Innovator's<00:17:39.345> Dilemma.

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And<00:17:40.421> then<00:17:40.550> the<00:17:40.630> one<00:17:40.855> I<00:17:40.951> heard<00:17:41.128> about,<00:17:41.417> I<00:17:41.433> haven't<00:17:41.657> even<00:17:41.914> read<00:17:42.075> it<00:17:42.235> yet,<00:17:42.621> is<00:17:42.717> a<00:17:42.797> book<00:17:42.958> called<00:17:43.134> Abundance.

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And<00:17:44.628> apparently<00:17:45.045> with<00:17:45.206> these<00:17:45.366> technological<00:17:46.089> innovations,<00:17:47.389> it<00:17:47.534> should<00:17:47.758> create<00:17:48.256> abundance,<00:17:49.284> which<00:17:49.862> is<00:17:50.263> something<00:17:50.745> that<00:17:51.226> there's<00:17:51.563> scarcity<00:17:52.173> all<00:17:52.334> over<00:17:52.511> the<00:17:52.655> world.

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Right.

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We<00:17:53.378> actually<00:17:53.651> have<00:17:53.811> abundance<00:17:54.277> in<00:17:54.309> the<00:17:54.357> US,<00:17:54.678> but<00:17:54.839> there's<00:17:54.983> still<00:17:55.224> people<00:17:55.946> We<00:17:56.187> don't<00:17:56.492> have<00:17:56.990> enough<00:17:57.167> to<00:17:57.552> eat<00:17:57.809> or<00:17:58.371> can't<00:17:58.644> afford<00:17:58.853> healthcare<00:17:59.639> or<00:17:59.720> aren't<00:17:59.896> getting<00:18:00.073> a<00:18:00.201> good<00:18:00.362> education.

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But<00:18:01.486> hopefully<00:18:01.823> with<00:18:01.983> all<00:18:02.208> these<00:18:02.385> technological<00:18:03.075> advances,<00:18:03.589> we<00:18:03.750> need<00:18:04.697> to<00:18:05.018> drastically<00:18:05.516> shift<00:18:05.773> our<00:18:05.901> mindset<00:18:06.399> from<00:18:06.640> GDP<00:18:07.764> production<00:18:09.193> to<00:18:09.530> GDH<00:18:10.397> happiness.

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And<00:18:11.617> we<00:18:11.697> should<00:18:11.858> be<00:18:11.938> able<00:18:12.051> to<00:18:12.099> create<00:18:12.404> a<00:18:12.420> world<00:18:12.661> of<00:18:12.757> abundance<00:18:13.303> where<00:18:13.367> everyone<00:18:13.704> can<00:18:14.347> be<00:18:14.507> happy<00:18:14.909> and<00:18:15.053> we<00:18:15.149> just<00:18:15.310> need<00:18:15.455> to<00:18:15.872> temper<00:18:16.193> greed.

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And<00:18:17.317> it's<00:18:17.494> a<00:18:17.558> much<00:18:17.863> better<00:18:18.280> model<00:18:18.746> ultimately<00:18:19.083> long<00:18:19.324> term<00:18:19.645> than<00:18:20.111> all<00:18:20.287> this<00:18:20.689> infighting<00:18:21.331> and<00:18:21.893> We're<00:18:22.214> going<00:18:22.359> to<00:18:22.455> go<00:18:22.551> through<00:18:22.760> a<00:18:23.001> horrible<00:18:23.659> geopolitical<00:18:24.222> cycle<00:18:24.623> here<00:18:24.848> probably<00:18:25.105> coming<00:18:25.490> up<00:18:26.293> over<00:18:26.566> the<00:18:26.646> next<00:18:27.433> 30<00:18:27.674> years.

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But<00:18:29.103> ideally,<00:18:29.601> technology<00:18:30.484> actually<00:18:31.367> leads<00:18:31.849> to<00:18:32.957> a<00:18:33.054> better<00:18:33.359> world<00:18:33.632> and<00:18:33.857> good,<00:18:34.178> not<00:18:34.419> just<00:18:35.703> way<00:18:35.864> more<00:18:36.024> emails<00:18:36.426> and<00:18:36.506> meetings<00:18:36.827> and<00:18:36.908> stressing<00:18:37.389> us<00:18:37.550> all<00:18:37.711> out.

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Right.

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Yeah.

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So<00:18:40.505> Clayton<00:18:40.746> Christensen<00:18:41.227> wrote<00:18:41.404> Innovator's<00:18:41.886> Dilemma<00:18:42.351> for<00:18:42.448> those<00:18:42.673> listening<00:18:42.946> or<00:18:43.090> watching,<00:18:44.037> Ezra<00:18:44.294> Klein<00:18:44.680> and<00:18:44.776> Derek<00:18:45.017> Thompson<00:18:45.563> on<00:18:45.659> Abundance.

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I've<00:18:46.366> not<00:18:46.543> read<00:18:46.703> that<00:18:47.089> either,<00:18:47.506> but<00:18:47.651> it<00:18:47.811> certainly<00:18:48.132> got<00:18:48.245> a<00:18:48.261> lot<00:18:48.389> of<00:18:48.470> press<00:18:48.598> recently.

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Clayton<00:18:49.818> Christensen's<00:18:50.395> the<00:18:50.476> greatest,<00:18:51.101> greatest<00:18:51.358> man<00:18:51.583> ever.

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Passed<00:18:52.818> away<00:18:53.428> a<00:18:53.669> couple<00:18:53.925> years<00:18:54.166> ago<00:18:54.326> from<00:18:54.631> cancer,<00:18:54.968> I<00:18:55.129> believe.

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Um,<00:18:55.915> tell<00:18:56.027> me<00:18:56.091> about<00:18:56.332> Baltimore,<00:18:56.894> Baltimore,<00:18:57.600> uh,<00:18:58.161> and<00:18:58.659> why<00:18:58.963> you're<00:18:59.140> there.

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Did<00:18:59.926> you<00:19:00.006> grow<00:19:00.103> up<00:19:00.327> there,<00:19:00.889> and<00:19:00.985> what's<00:19:01.210> the<00:19:01.306> tech<00:19:01.531> community<00:19:01.948> like<00:19:02.188> there?

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Yeah,<00:19:03.376> yeah,<00:19:03.616> Baltimore<00:19:04.034> is,<00:19:04.338> um,<00:19:04.820> a,<00:19:05.221> a<00:19:05.638> bit<00:19:05.734> of<00:19:05.815> a<00:19:05.879> tale<00:19:06.119> of<00:19:06.200> two<00:19:06.360> cities,<00:19:06.745> but<00:19:06.906> we're,<00:19:07.146> you<00:19:07.178> know,<00:19:07.483> really<00:19:08.286> making<00:19:08.558> a<00:19:08.671> lot<00:19:08.847> of<00:19:08.911> strives<00:19:09.328> to<00:19:09.473> kind<00:19:09.649> of<00:19:09.730> unite<00:19:10.050> those.

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I,<00:19:10.933> um,<00:19:11.414> you<00:19:11.446> know,<00:19:11.527> my,<00:19:12.056> my—<00:19:12.682> outside<00:19:13.035> of<00:19:13.099> Baltimore,<00:19:13.516> the<00:19:13.596> suburbia<00:19:14.126> was<00:19:14.527> growing<00:19:14.864> huge<00:19:15.265> in<00:19:15.345> the<00:19:15.506> '80s,<00:19:15.891> and<00:19:15.939> my<00:19:16.067> dad<00:19:16.388> got<00:19:16.613> recruited<00:19:17.110> to<00:19:17.271> help<00:19:18.619> be<00:19:18.731> a<00:19:18.956> founding<00:19:19.678> physician<00:19:20.240> for<00:19:20.385> a<00:19:20.401> medical<00:19:20.786> practice,<00:19:21.348> moved<00:19:21.589> us<00:19:21.685> in<00:19:21.781> the<00:19:21.926> '80s.

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I<00:19:23.194> was<00:19:23.675> in<00:19:24.317> the<00:19:24.414> third<00:19:24.574> grade<00:19:24.815> at<00:19:24.895> the<00:19:24.976> time,<00:19:25.939> went<00:19:26.083> to<00:19:26.180> public<00:19:26.517> schools,<00:19:27.624> ended<00:19:27.849> up<00:19:28.186> going<00:19:28.652> to<00:19:29.695> school<00:19:29.888> in<00:19:30.032> Baltimore,<00:19:30.578> Loyola<00:19:30.835> and<00:19:30.979> Hopkins<00:19:31.477> for<00:19:31.541> college.

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Loyola,<00:19:32.681> I<00:19:32.761> started<00:19:33.162> in<00:19:33.242> '94.

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Hopkins,<00:19:34.671> I<00:19:34.687> started<00:19:34.992> in<00:19:35.088> '98.

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'94,<00:19:36.212> the<00:19:36.357> internet<00:19:36.597> came<00:19:36.918> out,<00:19:37.801> Netscape<00:19:38.219> Navigator<00:19:38.700> that<00:19:38.925> year.

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So<00:19:40.225> I<00:19:40.321> started<00:19:40.610> as<00:19:40.723> a<00:19:40.787> math<00:19:41.108> major,<00:19:41.509> but<00:19:41.670> then<00:19:41.830> I<00:19:41.911> started<00:19:42.135> to<00:19:42.184> pick<00:19:42.312> up<00:19:42.456> a<00:19:42.472> lot<00:19:42.553> of<00:19:42.633> computer<00:19:43.034> science<00:19:43.355> classes,<00:19:43.901> although<00:19:44.335> I<00:19:44.543> can't<00:19:44.720> say<00:19:44.880> I<00:19:44.961> liked<00:19:46.003> engineers<00:19:46.564> in<00:19:46.629> the<00:19:46.709> computer<00:19:47.062> science<00:19:47.607> labs<00:19:47.944> at<00:19:48.072> the<00:19:48.168> time.

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I<00:19:49.611> stuck<00:19:49.916> with<00:19:50.012> the<00:19:50.076> math,<00:19:50.477> then<00:19:50.574> I<00:19:50.734> ended<00:19:50.878> up<00:19:50.974> being<00:19:51.199> a<00:19:51.375> high<00:19:51.536> school<00:19:51.856> math<00:19:52.161> teacher<00:19:52.482> in<00:19:52.578> '98,<00:19:53.685> but<00:19:53.797> I<00:19:53.925> had<00:19:54.182> some<00:19:54.406> computer<00:19:54.743> science.

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So<00:19:55.288> they<00:19:55.449> asked<00:19:55.609> if<00:19:55.769> I<00:19:55.866> teach<00:19:56.106> computer<00:19:56.507> science<00:19:56.908> in<00:19:56.988> '98<00:19:57.389> to<00:19:57.469> '99.

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'99<00:19:58.431> to<00:19:58.576> 2000,<00:19:59.939> you<00:20:00.099> had<00:20:00.436> the<00:20:00.580> dot-com.

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And<00:20:01.879> so<00:20:02.104> I<00:20:02.280> went<00:20:03.547> fully<00:20:03.868> into<00:20:04.028> tech<00:20:04.285> at<00:20:04.365> the<00:20:04.445> time.

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I<00:20:05.728> was<00:20:05.985> a<00:20:06.049> teacher<00:20:06.369> because<00:20:06.594> I<00:20:06.690> wanted<00:20:06.834> to<00:20:06.867> be<00:20:06.995> a<00:20:07.075> kayaker<00:20:07.476> and<00:20:07.572> a<00:20:07.588> climber<00:20:08.037> and<00:20:08.117> sleep<00:20:08.390> in<00:20:08.534> cars<00:20:09.015> and<00:20:09.160> live<00:20:09.320> in<00:20:09.352> the<00:20:09.496> outdoors.

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And<00:20:10.122> I<00:20:10.138> was<00:20:10.298> able<00:20:10.491> to<00:20:10.619> do<00:20:10.779> that<00:20:10.940> pretty<00:20:11.180> well<00:20:11.405> from<00:20:12.580> Maryland.

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If<00:20:13.131> you<00:20:13.230> go<00:20:13.410> west,<00:20:13.730> you<00:20:13.731> hit<00:20:13.870> West<00:20:14.090> Virginia<00:20:14.450> and<00:20:14.630> there's<00:20:15.550> not<00:20:15.890> as<00:20:16.030> nice<00:20:16.290> as<00:20:16.450> the<00:20:16.570> mountains<00:20:16.850> out<00:20:17.110> there.

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I'll<00:20:17.950> certainly<00:20:18.190> fly<00:20:18.430> out<00:20:18.630> to<00:20:18.750> Salt<00:20:18.930> Lake<00:20:19.070> City<00:20:19.270> and<00:20:19.430> do<00:20:19.530> some<00:20:19.670> skiing<00:20:19.910> every<00:20:20.170> winter,<00:20:20.930> but<00:20:20.950> West<00:20:21.330> Virginia's<00:20:21.650> pretty<00:20:21.790> nice<00:20:22.030> to<00:20:22.150> get<00:20:22.270> out<00:20:22.410> and<00:20:22.430> do<00:20:22.530> outdoors.

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But<00:20:23.630> the<00:20:23.710> internet<00:20:23.930> just<00:20:24.190> took<00:20:24.390> off.

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And<00:20:25.710> in<00:20:26.030> '99<00:20:26.550> and<00:20:26.730> 2000,<00:20:27.370> I<00:20:27.450> had<00:20:27.710> a<00:20:27.830> kayaking<00:20:28.089> partner<00:20:28.470> and<00:20:28.570> we<00:20:28.710> started<00:20:28.950> the<00:20:29.130> first<00:20:29.290> company,<00:20:30.270> went<00:20:30.370> our<00:20:30.530> separate<00:20:30.810> ways<00:20:31.070> after<00:20:31.370> September<00:20:31.810> 11th.

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We<00:20:32.330> were<00:20:32.450> young.

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2005,<00:20:34.330> I<00:20:34.410> started<00:20:34.630> a<00:20:34.850> company<00:20:34.970> around<00:20:35.270> Windows<00:20:35.570> Mobile<00:20:35.830> with<00:20:36.030> another<00:20:36.290> partner.

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Windows<00:20:37.510> Mobile<00:20:37.770> didn't<00:20:38.010> take<00:20:38.230> off.

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We<00:20:38.770> separated,<00:20:39.170> went<00:20:39.250> our<00:20:39.390> separate<00:20:39.690> ways.

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Finally,<00:20:40.904> in<00:20:40.969> 2008,<00:20:42.521> I<00:20:42.570> was<00:20:42.732> working<00:20:42.990> for<00:20:43.217> a<00:20:43.556> Deloitte<00:20:43.880> subsidiary<00:20:44.915> and<00:20:45.109> I'm<00:20:45.255> traveling<00:20:45.724> all<00:20:45.756> the<00:20:45.902> time,<00:20:46.225> but<00:20:46.371> the<00:20:46.726> iPhone<00:20:46.872> came<00:20:47.179> out<00:20:48.311> and<00:20:48.376> that's<00:20:48.570> when<00:20:48.700> finally<00:20:49.041> I'm<00:20:49.138> like,<00:20:49.479> oh,<00:20:49.544> that's<00:20:50.097> it.

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I'm<00:20:50.600> going<00:20:50.714> to<00:20:50.763> go<00:20:51.006> make<00:20:51.250> mobile<00:20:51.575> apps.

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IPhone's<00:20:52.452> going<00:20:52.615> to<00:20:52.712> take<00:20:53.021> off.

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Steve<00:20:55.135> Jobs<00:20:56.087> probably<00:20:56.345> will<00:20:56.490> get<00:20:56.587> it<00:20:56.668> right.

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And<00:20:57.458> lo<00:20:57.539> and<00:20:57.636> behold,<00:20:57.942> he<00:20:58.039> did.

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And<00:20:59.168> so<00:20:59.314> I<00:20:59.330> was<00:20:59.556> also<00:20:59.798> teaching<00:21:00.120> at<00:21:00.153> University<00:21:00.540> of<00:21:00.604> Maryland.

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I<00:21:01.008> hired<00:21:01.201> a<00:21:01.266> couple<00:21:01.524> students.

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We<00:21:02.540> held<00:21:02.734> up<00:21:02.798> in<00:21:02.879> my<00:21:03.105> basement<00:21:03.428> because<00:21:03.670> I<00:21:03.702> still<00:21:04.170> lived<00:21:04.413> in<00:21:04.479> Maryland,<00:21:04.825> but<00:21:04.974> I<00:21:05.056> was<00:21:05.155> doing<00:21:05.320> 100%<00:21:05.980> travel.

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Quit<00:21:06.963> my<00:21:07.123> day<00:21:07.284> job<00:21:07.669> consulting<00:21:08.247> with<00:21:08.487> this<00:21:08.712> Deloitte<00:21:09.033> subsidiary,<00:21:09.916> held<00:21:10.092> up<00:21:10.189> in<00:21:10.253> my<00:21:10.413> basement<00:21:10.782> with<00:21:10.895> a<00:21:10.959> bunch<00:21:11.152> of<00:21:11.216> college<00:21:11.521> students.

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We<00:21:12.355> started<00:21:12.596> making<00:21:12.837> some<00:21:12.965> of<00:21:13.046> the<00:21:13.126> first<00:21:13.447> mobile<00:21:13.704> apps,<00:21:14.570> and<00:21:14.651> then<00:21:14.763> Mindgrub<00:21:15.228> just<00:21:15.405> took<00:21:15.614> off<00:21:15.646> like<00:21:15.886> a<00:21:15.951> rocket<00:21:16.288> ship<00:21:16.577> there,<00:21:16.898> created<00:21:17.090> some<00:21:17.219> of<00:21:17.251> these<00:21:17.475> other<00:21:17.700> businesses,<00:21:18.743> and<00:21:18.824> I've<00:21:18.904> been<00:21:19.080> headquartered<00:21:19.722> in<00:21:19.883> Baltimore<00:21:21.889> ever<00:21:22.226> since.

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But<00:21:23.334> that<00:21:23.558> said,<00:21:23.735> I<00:21:23.960> do<00:21:24.762> have<00:21:24.955> a<00:21:25.019> place<00:21:25.420> and<00:21:25.468> have<00:21:25.565> started<00:21:25.902> companies<00:21:26.287> out<00:21:26.383> of<00:21:26.463> New<00:21:26.544> York.

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I<00:21:27.362> spend<00:21:27.587> a<00:21:27.603> lot<00:21:27.747> of<00:21:27.940> time<00:21:28.068> in<00:21:28.229> Boston.

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We<00:21:29.368> support<00:21:29.673> a<00:21:29.689> lot<00:21:29.850> of<00:21:29.914> big<00:21:30.075> clients<00:21:30.540> all<00:21:30.701> over<00:21:31.118> the<00:21:31.262> world,<00:21:31.599> but<00:21:31.904> we're<00:21:32.723> Atlanta<00:21:33.108> quite<00:21:33.301> a<00:21:33.365> bit.

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So<00:21:34.247> now<00:21:34.873> half<00:21:35.050> my<00:21:35.210> time<00:21:35.387> is<00:21:35.515> travel<00:21:35.916> all<00:21:36.719> over<00:21:37.120> the<00:21:37.216> place,<00:21:37.537> and<00:21:37.618> the<00:21:37.762> other<00:21:37.874> half<00:21:38.243> is<00:21:38.677> still<00:21:38.917> supporting<00:21:39.527> a<00:21:39.624> kind<00:21:39.800> of<00:21:39.944> 50%<00:21:40.265> Baltimore,<00:21:41.934> DC-based<00:21:44.101> agency.

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Yeah,<00:21:45.481> that's<00:21:45.722> great.

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That's<00:21:46.604> very<00:21:46.925> cool.

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Yeah.

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And<00:21:47.503> then<00:21:47.648> the<00:21:47.744> tale<00:21:47.953> of<00:21:48.049> two<00:21:48.145> cities<00:21:48.450> with<00:21:48.611> Baltimore<00:21:49.076> is,<00:21:49.798> as<00:21:50.071> you've<00:21:50.199> probably<00:21:51.082> heard,<00:21:51.339> although<00:21:51.965> The<00:21:52.045> Wire<00:21:52.221> isn't<00:21:52.462> talked<00:21:52.671> about<00:21:52.847> as<00:21:52.944> much<00:21:53.184> anymore,<00:21:53.650> but—.

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I<00:21:53.955> was<00:21:54.067> going<00:21:54.179> to<00:21:54.243> say,<00:21:54.452> well,<00:21:54.613> I've<00:21:54.693> seen<00:21:54.869> The<00:21:55.014> Wire.

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That's<00:21:55.511> my<00:21:55.656> experience.

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Yeah.

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And<00:21:57.501> it's<00:21:58.063> literally,<00:21:58.320> they<00:21:58.464> call<00:21:58.721> it<00:21:58.978> It's<00:21:59.186> horrible<00:21:59.395> to<00:21:59.459> say,<00:21:59.684> but<00:21:59.764> they<00:21:59.845> call<00:22:00.021> it<00:22:00.070> the<00:22:00.166> White<00:22:00.551> L,<00:22:01.290> which<00:22:01.531> is<00:22:01.675> the<00:22:01.707> center<00:22:02.077> part<00:22:02.253> of<00:22:02.334> Baltimore,<00:22:03.056> kind<00:22:03.554> of<00:22:03.698> high<00:22:03.939> net<00:22:04.180> worth.

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Then<00:22:05.208> they<00:22:05.288> have<00:22:05.529> East<00:22:05.705> and<00:22:05.770> West<00:22:06.027> Baltimore,<00:22:06.428> which<00:22:06.572> has<00:22:07.054> largely<00:22:07.632> been<00:22:07.857> infighting<00:22:08.274> and<00:22:08.355> fighting<00:22:08.596> with<00:22:08.772> each<00:22:08.981> other<00:22:09.800> because<00:22:10.442> the<00:22:10.667> bankers<00:22:11.229> back<00:22:11.502> in<00:22:11.566> the<00:22:11.727> day<00:22:11.967> did<00:22:12.128> what<00:22:12.273> was<00:22:12.433> called<00:22:12.690> redlining<00:22:13.734> and<00:22:13.814> they<00:22:13.894> created<00:22:14.312> zones<00:22:15.323> of<00:22:15.404> where<00:22:15.644> you<00:22:16.367> could<00:22:16.704> or<00:22:17.411> could<00:22:17.652> not<00:22:18.069> lend<00:22:19.113> to<00:22:19.354> minority<00:22:20.622> GIs<00:22:21.264> coming<00:22:21.601> back<00:22:21.842> from<00:22:22.003> the<00:22:22.163> World<00:22:22.549> Wars.

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So<00:22:23.512> the<00:22:23.689> bankers,<00:22:24.652> screwed<00:22:24.893> it<00:22:24.973> up<00:22:25.134> originally.

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Now<00:22:25.920> those<00:22:26.097> same<00:22:26.402> lines<00:22:26.739> is<00:22:26.819> where<00:22:26.980> we're<00:22:27.140> willing<00:22:27.397> to<00:22:27.606> run<00:22:28.569> internet,<00:22:29.211> where<00:22:29.372> we<00:22:29.468> have<00:22:29.773> all<00:22:29.869> our<00:22:30.030> private<00:22:30.351> schools<00:22:30.672> versus<00:22:30.993> public<00:22:31.314> schools.

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It's<00:22:32.036> this<00:22:32.438> horrible<00:22:33.481> butterfly.

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That<00:22:34.765> said,<00:22:34.926> the<00:22:35.070> tech<00:22:35.247> community<00:22:35.648> has,<00:22:36.114> and<00:22:36.194> the<00:22:36.290> business<00:22:36.611> community<00:22:36.932> has<00:22:37.735> really<00:22:37.960> recognized<00:22:38.441> this<00:22:38.602> as<00:22:38.698> well<00:22:38.875> as<00:22:39.083> others.

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And<00:22:40.383> we<00:22:40.464> have<00:22:40.608> a<00:22:40.624> lot<00:22:40.801> of<00:22:40.945> programs.

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We<00:22:42.454> had<00:22:42.615> a<00:22:42.711> program<00:22:43.353> called<00:22:43.899> UpSurge<00:22:44.316> Baltimore.

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Corey<00:22:45.119> Bailey's<00:22:45.504> the<00:22:45.536> CEO<00:22:46.082> now.

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They<00:22:47.206> merged<00:22:47.607> with<00:22:48.153> a<00:22:48.971> group<00:22:49.453> that<00:22:49.549> I'm<00:22:49.678> on<00:22:49.774> the<00:22:49.854> board<00:22:50.159> of,<00:22:50.256> the<00:22:50.336> Greater<00:22:50.577> Baltimore<00:22:50.994> Committee.

00:22:51.861 --> 00:22:58.658
So<00:22:52.021> these<00:22:52.262> two<00:22:52.487> programs<00:22:52.985> are<00:22:53.049> really<00:22:53.225> trying<00:22:53.402> to<00:22:53.611> figure<00:22:53.932> out<00:22:54.108> how<00:22:54.429> do<00:22:54.574> we<00:22:54.750> create<00:22:54.975> with<00:22:56.296> upsurge,<00:22:57.115> they<00:22:57.340> have<00:22:57.453> a<00:22:57.517> concept<00:22:57.951> called<00:22:58.160> Equitec.

00:22:59.301 --> 00:23:12.436
So<00:22:59.526> how<00:22:59.767> do<00:22:59.847> you<00:23:00.088> create<00:23:00.474> opportunity<00:23:01.438> equitably<00:23:02.740> for<00:23:03.383> everybody<00:23:03.881> in<00:23:04.025> Baltimore,<00:23:05.054> those<00:23:05.311> that<00:23:05.440> have<00:23:05.553> been<00:23:06.344> underserved<00:23:06.991> for<00:23:07.395> 400-plus<00:23:08.283> years<00:23:08.542> and<00:23:09.414> those<00:23:11.272> that<00:23:11.369> have<00:23:11.515> had<00:23:12.080> privilege?

00:23:14.014 --> 00:23:18.850
Baltimore<00:23:14.418> is<00:23:14.564> a<00:23:14.580> majority<00:23:15.211> minority<00:23:15.777> city,<00:23:16.213> so<00:23:17.168> we<00:23:17.313> need<00:23:17.556> this<00:23:18.300> for<00:23:18.543> Baltimore.

00:23:18.899 --> 00:23:21.778
So<00:23:19.109> there's<00:23:19.513> a<00:23:19.529> lot<00:23:19.999> of<00:23:20.548> attention<00:23:21.050> going<00:23:21.373> into<00:23:21.616> it.

00:23:22.506 --> 00:23:28.131
Baltimore<00:23:22.813> is<00:23:22.910> just<00:23:23.656> fabulous<00:23:24.218> place<00:23:24.554> these<00:23:24.795> days<00:23:26.094> for<00:23:26.319> anywhere<00:23:26.623> you<00:23:26.784> might<00:23:27.185> generally<00:23:27.746> visit.

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But<00:23:28.981> we<00:23:29.125> still<00:23:29.430> have<00:23:30.553> issues<00:23:31.114> on<00:23:31.146> our<00:23:31.355> east<00:23:31.515> and<00:23:31.563> our<00:23:31.675> west<00:23:32.237> side.

00:23:32.509 --> 00:23:40.673
But<00:23:32.670> that<00:23:32.814> said,<00:23:33.039> there's<00:23:33.215> a<00:23:33.279> lot<00:23:33.536> of,<00:23:34.338> we<00:23:34.418> have<00:23:34.562> a<00:23:34.578> minority<00:23:35.380> governor<00:23:35.717> now,<00:23:36.407> and<00:23:36.679> between<00:23:37.064> him<00:23:37.369> and<00:23:37.417> our<00:23:37.626> mayor,<00:23:38.492> they're<00:23:38.748> getting<00:23:38.989> rid<00:23:39.293> of<00:23:40.031> the<00:23:40.192> blight.

00:23:41.314 --> 00:23:48.997
They're<00:23:41.459> creating<00:23:42.517> more<00:23:42.694> affordable<00:23:43.159> housing,<00:23:44.442> better<00:23:44.746> job<00:23:45.067> program,<00:23:47.168> and<00:23:47.329> really<00:23:47.649> looking<00:23:47.954> at<00:23:48.034> education<00:23:48.531> and<00:23:48.596> healthcare.

00:23:49.077 --> 00:23:57.269
I<00:23:49.093> mean,<00:23:49.317> we<00:23:49.558> are<00:23:49.654> putting<00:23:49.895> $3<00:23:50.007> to<00:23:50.135> $5<00:23:50.440> billion<00:23:51.098> into<00:23:51.242> education,<00:23:51.819> even<00:23:51.932> though<00:23:51.980> we<00:23:52.060> can't<00:23:52.300> frankly<00:23:52.750> afford<00:23:52.926> it,<00:23:53.647> and<00:23:53.903> it's<00:23:54.128> going<00:23:54.208> to<00:23:54.288> probably<00:23:54.608> bankrupt<00:23:55.426> the<00:23:55.522> state<00:23:55.826> if<00:23:55.906> we<00:23:56.051> actually<00:23:56.387> do<00:23:56.483> it<00:23:56.547> and<00:23:56.708> pull<00:23:56.884> it<00:23:57.012> off.

00:23:57.813 --> 00:24:01.403
But<00:23:57.910> we<00:23:58.054> are<00:23:58.214> heavily<00:23:58.631> investing,<00:23:59.111> or<00:23:59.176> trying<00:23:59.432> to<00:23:59.576> at<00:23:59.672> least,<00:24:00.297> in<00:24:00.377> education<00:24:00.938> in<00:24:01.018> the<00:24:01.050> state.

00:24:01.740 --> 00:24:05.698
You<00:24:01.852> know,<00:24:01.996> really<00:24:02.236> kind<00:24:02.477> of,<00:24:02.781> you<00:24:02.877> know,<00:24:03.663> with<00:24:03.743> a<00:24:03.759> rising<00:24:04.079> tide,<00:24:04.384> all<00:24:04.720> boats<00:24:05.105> rise<00:24:05.361> with<00:24:05.586> it.

00:24:05.746 --> 00:24:10.842
So,<00:24:06.307> you<00:24:06.339> know,<00:24:06.499> that's<00:24:06.707> our<00:24:06.803> focus<00:24:07.204> for,<00:24:07.669> you<00:24:07.701> know,<00:24:07.925> Baltimore<00:24:08.326> City<00:24:08.662> and<00:24:09.063> some<00:24:09.287> of<00:24:09.319> the<00:24:09.368> more<00:24:09.688> urban<00:24:09.912> areas<00:24:10.313> in<00:24:10.393> the<00:24:10.473> state.

00:24:11.291 --> 00:24:13.502
And<00:24:11.355> you<00:24:11.451> got<00:24:11.595> the<00:24:11.755> Orioles<00:24:12.316> and<00:24:12.412> Camden<00:24:12.797> Yards<00:24:13.374> and—.

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Yeah,<00:24:13.999> yeah,<00:24:14.800> the<00:24:14.880> Ravens<00:24:15.361> are,<00:24:15.697> you<00:24:15.778> know,<00:24:15.938> 2-0<00:24:16.563> right<00:24:16.739> now<00:24:17.156> in,<00:24:17.524> um,<00:24:18.085> in<00:24:18.358> early<00:24:18.662> season,<00:24:19.287> and<00:24:20.185> the<00:24:20.346> O's<00:24:20.907> new<00:24:21.211> string<00:24:21.708> look<00:24:21.933> like<00:24:22.109> they<00:24:22.254> could<00:24:22.430> be<00:24:22.574> phenomenal.

00:24:23.231 --> 00:24:26.630
So<00:24:23.360> hopefully<00:24:24.835> we'll<00:24:25.091> have<00:24:25.236> a<00:24:25.316> good,<00:24:25.556> better<00:24:25.813> season<00:24:26.198> next<00:24:26.518> year.

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But<00:24:27.705> yeah,<00:24:28.025> there's<00:24:28.153> definitely<00:24:28.426> a<00:24:28.442> lot<00:24:28.522> going<00:24:28.747> on<00:24:28.923> for<00:24:29.067> the<00:24:29.164> Baltimore<00:24:29.564> area.

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That's<00:24:31.568> very—<00:24:31.793> how<00:24:31.953> have<00:24:32.113> you<00:24:32.226> maintained<00:24:32.915> culture<00:24:34.278> and<00:24:35.480> all<00:24:35.641> of<00:24:35.737> that<00:24:36.298> working<00:24:36.699> primarily<00:24:37.324> remote<00:24:37.741> with<00:24:37.885> your<00:24:37.981> team<00:24:38.222> and<00:24:38.270> having<00:24:38.543> a<00:24:38.607> team<00:24:38.783> that's<00:24:39.104> primarily<00:24:39.745> remote?

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Yeah,<00:24:41.829> we're<00:24:42.390> still<00:24:42.631> making—<00:24:43.016> I<00:24:43.096> was<00:24:43.256> actually<00:24:43.497> just<00:24:43.673> putting<00:24:43.849> a<00:24:43.913> deck<00:24:44.154> together<00:24:44.539> today<00:24:44.795> for<00:24:44.859> our<00:24:44.956> next<00:24:45.340> all-hands<00:24:45.837> around<00:24:46.142> culture.

00:24:47.922 --> 00:24:54.022
We<00:24:48.066> went<00:24:48.243> fully<00:24:48.548> remote<00:24:48.789> in<00:24:48.885> 2020,<00:24:49.752> and<00:24:50.169> at<00:24:50.330> the<00:24:50.410> time<00:24:51.197> we<00:24:51.357> wanted<00:24:51.614> to<00:24:52.417> really<00:24:52.577> focus<00:24:52.979> on<00:24:53.043> quality<00:24:53.541> of<00:24:53.701> life.

00:24:54.504 --> 00:24:56.848
So<00:24:54.905> we<00:24:55.290> increased<00:24:55.628> our<00:24:55.724> salaries<00:24:56.270> substantially.

00:24:56.912 --> 00:25:01.198
We<00:24:57.137> added<00:24:57.394> benefits,<00:24:58.116> you<00:24:58.196> know,<00:24:58.919> short-term<00:24:59.882> disability,<00:25:00.524> better<00:25:00.749> healthcare.

00:25:01.407 --> 00:25:03.045
We<00:25:01.568> paid<00:25:01.937> 100%<00:25:02.451> of<00:25:02.611> healthcare.

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We<00:25:03.735> added<00:25:04.200> new<00:25:04.457> holidays.

00:25:05.485 --> 00:25:07.331
You<00:25:05.517> know,<00:25:05.822> we<00:25:05.966> were<00:25:06.127> at<00:25:06.223> like<00:25:06.448> 12<00:25:06.705> days<00:25:07.010> off.

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We<00:25:08.053> extended<00:25:08.615> the<00:25:08.712> week<00:25:08.936> between<00:25:09.274> New<00:25:09.434> Year's<00:25:09.739> and<00:25:10.542> Christmas.

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We<00:25:11.344> added<00:25:11.601> long<00:25:11.842> weekends.

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Like,<00:25:13.271> you<00:25:13.367> know,<00:25:13.432> we<00:25:13.528> did<00:25:13.753> a<00:25:13.993> lot<00:25:14.347> to<00:25:14.555> really<00:25:14.732> just<00:25:15.037> hyperfocus<00:25:16.080> on<00:25:16.498> quality<00:25:16.963> of<00:25:17.140> life<00:25:17.686> for<00:25:17.798> our<00:25:18.086> team.

00:25:19.048 --> 00:25:25.073
And<00:25:19.208> it<00:25:19.304> got<00:25:19.528> to<00:25:19.609> a<00:25:19.689> point<00:25:19.929> where<00:25:20.025> we<00:25:20.330> ended<00:25:20.506> up<00:25:20.586> having<00:25:20.826> negative<00:25:21.067> margin,<00:25:22.589> but<00:25:22.894> our<00:25:23.615> turnover<00:25:24.015> has<00:25:24.192> never<00:25:24.496> been<00:25:24.672> lower.

00:25:25.794 --> 00:25:28.855
We<00:25:25.938> have<00:25:26.195> under<00:25:26.515> 5%<00:25:27.797> turnover<00:25:28.438> year<00:25:28.598> to<00:25:28.743> date.

00:25:28.935 --> 00:25:32.236
So<00:25:29.640> we<00:25:29.720> have<00:25:29.816> a<00:25:30.025> really<00:25:30.361> sticky<00:25:31.643> business<00:25:32.124> now.

00:25:32.845 --> 00:25:40.953
What<00:25:32.989> we<00:25:33.149> had<00:25:33.358> to<00:25:33.486> do<00:25:33.710> is<00:25:33.742> shift<00:25:34.063> away<00:25:34.367> from<00:25:35.233> as<00:25:35.345> many<00:25:35.633> W-2s,<00:25:36.611> which<00:25:37.476> we<00:25:37.572> have<00:25:37.668> to<00:25:37.797> pay<00:25:37.877> an<00:25:37.973> employer<00:25:38.373> share<00:25:38.614> of<00:25:38.678> taxes<00:25:39.175> and<00:25:39.255> benefits<00:25:39.623> and<00:25:39.736> they<00:25:39.816> get<00:25:39.912> really<00:25:40.072> expensive.

00:25:41.001 --> 00:25:47.075
We<00:25:41.098> got<00:25:41.322> really,<00:25:41.562> really<00:25:41.739> thin<00:25:41.899> margins<00:25:42.780> to<00:25:42.876> now<00:25:43.101> using<00:25:43.726> more<00:25:43.886> subcontractors,<00:25:45.168> contractors,<00:25:46.322> supply<00:25:46.851> chain.

00:25:47.652 --> 00:25:50.713
But<00:25:47.972> culturally,<00:25:49.094> we<00:25:49.190> always<00:25:49.591> focus<00:25:49.975> on<00:25:50.136> the<00:25:50.232> best.

00:25:50.937 --> 00:25:56.257
And<00:25:51.113> so<00:25:51.658> everybody,<00:25:52.620> you<00:25:52.700> know,<00:25:52.796> just<00:25:53.261> loves<00:25:53.757> working<00:25:54.078> at<00:25:54.158> MindGrowth<00:25:54.559> because<00:25:54.959> we<00:25:55.103> have<00:25:55.600> amazing<00:25:56.065> talent.

00:25:56.946 --> 00:26:08.965
We<00:25:56.978> now<00:25:57.187> have<00:25:57.363> really<00:25:57.667> good<00:25:57.828> benefits,<00:25:58.885> great<00:25:59.510> competitive<00:26:00.039> salaries,<00:26:01.353> and<00:26:01.738> we're<00:26:02.171> pivoting<00:26:02.571> pretty<00:26:02.876> fast<00:26:03.436> into<00:26:03.613> new<00:26:03.773> technologies,<00:26:04.558> creating<00:26:04.815> global<00:26:05.087> supply<00:26:05.536> chain,<00:26:05.840> and<00:26:06.337> really<00:26:06.577> educating<00:26:06.994> our<00:26:07.138> team<00:26:07.379> to<00:26:07.443> understand<00:26:07.875> the<00:26:08.004> importance<00:26:08.436> of<00:26:08.645> all<00:26:08.741> this.

00:26:09.478 --> 00:26:18.105
So<00:26:09.622> that<00:26:10.328> we<00:26:10.488> can<00:26:10.601> still<00:26:10.985> be<00:26:11.146> the<00:26:11.306> innovator<00:26:12.332> in<00:26:12.412> the<00:26:12.573> innovator's<00:26:13.006> dilemma<00:26:13.310> and<00:26:13.471> we're<00:26:13.567> not<00:26:13.775> the<00:26:13.872> ones<00:26:14.112> that<00:26:14.898> get<00:26:16.341> out<00:26:16.501> of<00:26:16.662> business<00:26:17.143> like<00:26:17.319> a<00:26:17.399> dinosaur,<00:26:18.025> right?

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Because<00:26:18.907> that<00:26:19.420> scares<00:26:19.676> me.

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Even<00:26:19.885> though<00:26:20.029> we're<00:26:20.109> an<00:26:20.366> innovation<00:26:20.911> agency,<00:26:22.210> we<00:26:22.306> have<00:26:22.530> a<00:26:22.611> lot<00:26:22.787> of<00:26:22.851> process<00:26:23.476> in<00:26:23.573> how<00:26:23.797> we've<00:26:24.134> done<00:26:24.439> things<00:26:24.615> for<00:26:24.679> the<00:26:24.855> last<00:26:25.112> 10<00:26:25.417> years.

00:26:25.802 --> 00:26:28.078
And<00:26:26.663> I<00:26:26.683> had<00:26:26.844> a<00:26:27.421> eureka<00:26:27.806> moment.

00:26:28.127 --> 00:26:30.644
I'm<00:26:28.223> like,<00:26:28.576> no,<00:26:28.768> we<00:26:28.848> got<00:26:28.976> to<00:26:29.041> go<00:26:29.105> prompt<00:26:29.409> to<00:26:29.506> product.

00:26:30.708 --> 00:26:39.977
That<00:26:30.869> commoditized<00:26:31.590> work<00:26:31.831> I<00:26:31.895> keep<00:26:32.135> complaining<00:26:32.632> that<00:26:32.809> has<00:26:34.476> no<00:26:34.717> margin,<00:26:35.262> even<00:26:35.519> when<00:26:35.743> we<00:26:35.903> try<00:26:36.080> to<00:26:36.240> leverage<00:26:37.218> supply<00:26:37.667> chain<00:26:37.844> to<00:26:37.924> bring<00:26:38.165> cost<00:26:38.485> down,<00:26:39.351> it<00:26:39.432> still<00:26:39.544> has<00:26:39.688> no<00:26:39.752> margin.

00:26:40.025 --> 00:26:42.414
I'm<00:26:40.169> like,<00:26:40.330> because<00:26:40.827> it's<00:26:41.837> the<00:26:41.869> steps.

00:26:42.831 --> 00:26:52.326
I'm<00:26:43.136> like,<00:26:43.441> you<00:26:43.521> can't<00:26:43.842> go<00:26:44.339> full<00:26:44.804> requirements<00:26:45.381> gathering,<00:26:45.943> full<00:26:46.344> wireframes,<00:26:47.210> full<00:26:47.787> visual<00:26:48.108> design,<00:26:48.974> front-end,<00:26:49.311> middleware,<00:26:49.856> backend<00:26:50.273> development,<00:26:51.059> all<00:26:51.379> from<00:26:51.652> scratch.

00:26:52.518 --> 00:26:53.929
And<00:26:52.662> I<00:26:52.839> know<00:26:53.063> we<00:26:53.160> love<00:26:53.384> to<00:26:53.480> do<00:26:53.641> that.

00:26:54.539 --> 00:26:58.163
Even<00:26:54.683> on<00:26:54.763> the<00:26:54.843> WordPress<00:26:55.228> side,<00:26:55.389> I'm<00:26:55.517> like,<00:26:56.207> I<00:26:56.287> think<00:26:56.511> there's<00:26:56.720> some<00:26:56.848> good<00:26:57.008> templates<00:26:57.490> we<00:26:57.570> could<00:26:57.730> use<00:26:57.955> out<00:26:58.115> there.

00:26:58.211 --> 00:26:59.831
And<00:26:58.275> they're<00:26:58.356> like,<00:26:58.532> no,<00:26:58.708> no,<00:26:58.933> Tier<00:26:59.077> 4,<00:26:59.318> refer<00:26:59.574> that.

00:27:00.200 --> 00:27:01.355
If<00:27:00.280> you<00:27:00.312> gotta<00:27:00.473> go<00:27:00.617> templates,<00:27:01.082> refer.

00:27:01.499 --> 00:27:04.353
My<00:27:01.659> team<00:27:02.060> loves<00:27:03.327> making<00:27:03.664> things<00:27:03.840> from<00:27:03.984> scratch.

00:27:04.417 --> 00:27:05.909
So<00:27:04.466> the<00:27:04.626> beauty<00:27:04.947> is<00:27:05.027> in<00:27:05.171> prompt-to-product.

00:27:06.550 --> 00:27:15.593
If<00:27:06.694> you<00:27:06.726> know,<00:27:07.127> I'm<00:27:07.223> not<00:27:07.416> sure<00:27:07.592> how<00:27:07.672> much<00:27:07.817> you<00:27:07.849> know<00:27:07.977> about<00:27:08.218> AI,<00:27:08.554> but<00:27:09.276> you<00:27:09.436> can<00:27:10.061> create<00:27:10.542> all<00:27:10.639> the<00:27:10.799> models<00:27:11.200> you<00:27:11.360> want<00:27:11.537> and<00:27:11.601> we<00:27:11.761> can<00:27:11.857> say,<00:27:12.082> here's<00:27:12.306> how<00:27:12.483> we<00:27:12.627> code,<00:27:13.364> use<00:27:13.589> our<00:27:13.765> coding<00:27:14.150> standards<00:27:14.583> and<00:27:14.647> we<00:27:14.808> put<00:27:14.952> 'em<00:27:15.032> in<00:27:15.128> a<00:27:15.208> RAG.

00:27:16.090 --> 00:27:30.601
But<00:27:16.235> instead<00:27:16.716> of<00:27:16.876> having<00:27:17.213> to<00:27:17.373> manually<00:27:17.918> create<00:27:18.175> the<00:27:18.335> Figma<00:27:18.576> drawings<00:27:19.361> and<00:27:20.500> the<00:27:20.580> designs<00:27:21.237> and<00:27:21.301> then<00:27:21.863> write<00:27:22.103> all<00:27:22.263> the<00:27:22.408> code,<00:27:23.129> we<00:27:23.226> can<00:27:23.370> now<00:27:24.252> engineer<00:27:24.653> the<00:27:24.829> prompt<00:27:26.015> that<00:27:26.192> uses<00:27:27.330> our<00:27:27.555> past<00:27:28.020> performance<00:27:28.677> for<00:27:28.821> designs<00:27:29.399> and<00:27:29.639> code<00:27:29.976> standards.

00:27:31.067 --> 00:27:32.287
And<00:27:31.163> it<00:27:31.243> can<00:27:31.340> go<00:27:31.484> straight<00:27:31.806> to<00:27:31.950> product.

00:27:32.352 --> 00:27:33.893
And<00:27:32.448> it's<00:27:33.042> not<00:27:33.267> 100%.

00:27:34.214 --> 00:27:41.072
I<00:27:34.295> mean,<00:27:34.696> the<00:27:35.242> smaller<00:27:35.515> it<00:27:35.644> is,<00:27:35.917> if<00:27:36.061> it's<00:27:36.222> a<00:27:36.302> brochure<00:27:36.640> site<00:27:37.025> or<00:27:37.121> a<00:27:37.266> micro<00:27:37.667> application,<00:27:38.695> it<00:27:38.775> can<00:27:38.872> get,<00:27:39.338> you<00:27:39.370> know,<00:27:39.595> 90+<00:27:40.060> percent<00:27:40.638> the<00:27:40.799> way<00:27:40.960> there.

00:27:41.602 --> 00:27:52.137
But<00:27:41.682> even<00:27:41.827> on<00:27:41.923> the<00:27:42.004> bigger<00:27:42.389> things,<00:27:42.646> it<00:27:42.726> can<00:27:42.790> get<00:27:42.839> like<00:27:43.031> 80%<00:27:43.433> and<00:27:43.931> we<00:27:44.027> might<00:27:44.172> have<00:27:44.332> to<00:27:44.477> manually<00:27:44.878> do<00:27:44.991> the<00:27:45.135> integration<00:27:45.858> with<00:27:46.019> a<00:27:46.035> CRM<00:27:46.581> or<00:27:46.902> ERP<00:27:47.384> or,<00:27:48.010> you<00:27:48.042> know,<00:27:48.187> tweak<00:27:48.427> some<00:27:48.668> things<00:27:48.974> where<00:27:49.070> accessibility<00:27:50.371> or<00:27:50.499> usability<00:27:51.077> is<00:27:51.302> off,<00:27:51.961> right?

00:27:52.202 --> 00:27:57.469
But<00:27:52.346> we're<00:27:52.442> just<00:27:52.603> doing<00:27:52.764> the<00:27:52.844> 20%<00:27:53.711> and<00:27:53.791> it's<00:27:54.129> with<00:27:54.370> the<00:27:54.514> final<00:27:54.932> product<00:27:55.638> because<00:27:56.313> it's<00:27:56.522> prompt<00:27:56.779> to<00:27:56.843> product.

00:27:57.469 --> 00:28:01.176
So<00:27:57.822> That's<00:27:58.368> still<00:27:58.609> different<00:27:58.946> than<00:27:59.106> the<00:27:59.186> Wix<00:27:59.507> and<00:27:59.604> the<00:27:59.748> Bubbles<00:28:00.149> where<00:28:00.246> it's<00:28:00.454> drag<00:28:00.711> and<00:28:00.791> drop.

00:28:01.257 --> 00:28:03.487
You<00:28:01.353> don't<00:28:01.497> even<00:28:01.642> have<00:28:01.770> to—<00:28:02.155> and<00:28:02.219> they<00:28:02.316> have<00:28:02.460> prompt<00:28:02.717> tools<00:28:03.022> now<00:28:03.279> too.

00:28:04.867 --> 00:28:16.935
We<00:28:04.980> still<00:28:05.365> do<00:28:05.525> the<00:28:05.670> custom<00:28:07.290> software,<00:28:07.997> custom<00:28:08.414> sites<00:28:08.976> that<00:28:09.296> do<00:28:09.537> require<00:28:10.035> some<00:28:11.062> human<00:28:12.121> touch,<00:28:13.710> but<00:28:14.095> ultimately<00:28:14.432> we're<00:28:14.512> trying<00:28:14.737> to<00:28:14.817> automate<00:28:15.138> as<00:28:15.234> much<00:28:15.411> as<00:28:15.539> we<00:28:15.635> can<00:28:15.876> too<00:28:16.037> because<00:28:16.261> that's<00:28:16.438> where<00:28:16.518> the<00:28:16.662> world's<00:28:16.855> going.

00:28:16.983 --> 00:28:21.589
I<00:28:17.096> mean,<00:28:17.256> this<00:28:17.385> stuff,<00:28:17.657> it's<00:28:18.267> going<00:28:18.379> to<00:28:18.428> blow<00:28:18.684> your<00:28:18.845> mind<00:28:19.230> what<00:28:19.631> AI<00:28:19.888> is<00:28:19.952> going<00:28:20.065> to<00:28:20.113> be<00:28:20.209> able<00:28:20.337> to<00:28:20.450> do<00:28:20.610> for<00:28:20.851> us<00:28:21.011> in<00:28:21.076> the<00:28:21.156> future.

00:28:22.135 --> 00:28:30.730
We<00:28:22.279> all<00:28:22.391> need<00:28:22.536> to<00:28:22.600> become<00:28:23.098> artists<00:28:23.579> and<00:28:23.739> philosophers<00:28:24.450> and<00:28:24.950> theologians<00:28:26.630> and<00:28:26.770> stuff<00:28:27.850> to<00:28:28.270> really<00:28:28.530> have<00:28:28.790> a<00:28:29.090> place<00:28:29.330> in<00:28:30.130> the<00:28:30.290> future.

00:28:30.730 --> 00:28:37.460
If<00:28:30.810> we're<00:28:31.010> just<00:28:31.250> copying<00:28:31.530> and<00:28:31.830> pasting,<00:28:32.430> man,<00:28:32.610> you're<00:28:32.790> going<00:28:32.850> to<00:28:33.590> be<00:28:34.030> in<00:28:34.350> the<00:28:34.550> unemployment<00:28:35.130> lines,<00:28:35.610> I<00:28:35.990> hate<00:28:36.250> to<00:28:36.510> say.

00:28:37.570 --> 00:28:39.650
Yeah,<00:28:37.610> I<00:28:38.050> think<00:28:38.630> you're<00:28:38.830> right.

00:28:39.650 --> 00:28:40.690
And<00:28:39.651> certainly,<00:28:40.050> it<00:28:40.130> just<00:28:40.290> depends.

00:28:40.730 --> 00:28:45.370
It's<00:28:40.870> a<00:28:41.050> matter<00:28:41.090> of<00:28:41.270> when<00:28:41.530> and<00:28:41.690> how<00:28:41.890> fast<00:28:42.070> that<00:28:42.230> can<00:28:42.370> happen,<00:28:42.610> but<00:28:42.950> I<00:28:43.810> definitely<00:28:44.090> think<00:28:44.310> you're<00:28:44.470> right<00:28:44.670> there.

00:28:45.930 --> 00:28:46.990
Two<00:28:46.010> more<00:28:46.170> questions<00:28:46.430> for<00:28:46.610> you.

00:28:46.990 --> 00:28:49.610
One<00:28:46.991> is<00:28:47.170> just<00:28:47.490> give<00:28:47.950> me<00:28:48.110> a<00:28:48.210> sense<00:28:48.330> for<00:28:48.470> the<00:28:48.630> macroeconomic<00:28:49.210> environment.

00:28:49.950 --> 00:28:53.230
You<00:28:49.970> work<00:28:50.090> with<00:28:50.250> a<00:28:50.350> lot<00:28:50.410> of<00:28:50.490> these<00:28:50.630> big<00:28:50.910> companies,<00:28:51.310> small<00:28:51.550> startups,<00:28:51.950> all<00:28:52.210> stuff<00:28:52.250> like<00:28:52.530> that.

00:28:53.310 --> 00:28:54.530
Obviously,<00:28:53.450> a<00:28:53.590> lot<00:28:53.710> of<00:28:53.870> turbulence<00:28:54.410> the<00:28:54.430> first<00:28:54.450> half<00:28:54.470> of<00:28:54.490> this<00:28:54.510> year.

00:28:56.330 --> 00:28:57.807
Year<00:28:56.586> with<00:28:56.683> tariffs<00:28:57.164> and<00:28:57.245> things<00:28:57.470> like<00:28:57.630> that.

00:28:58.272 --> 00:29:02.929
How<00:28:58.353> are<00:28:58.433> you<00:28:58.593> feeling<00:28:58.931> now<00:28:59.637> going<00:28:59.910> into<00:29:00.874> the<00:29:01.018> end<00:29:01.114> of<00:29:01.179> 2025,<00:29:01.901> into<00:29:02.126> 2026?

00:29:03.346 --> 00:29:08.725
Well,<00:29:03.732> I'm<00:29:04.213> feeling<00:29:04.856> pretty<00:29:05.353> good<00:29:05.658> myself<00:29:06.397> because<00:29:06.863> we're<00:29:06.959> on<00:29:07.103> the<00:29:07.344> end<00:29:07.521> of<00:29:07.601> a<00:29:07.746> pretty<00:29:08.003> long<00:29:08.324> pivot.

00:29:09.046 --> 00:29:12.354
So<00:29:09.608> we,<00:29:10.395> yeah,<00:29:10.475> I<00:29:10.572> was<00:29:10.732> pretty<00:29:10.973> quick<00:29:11.294> as<00:29:11.375> soon<00:29:11.551> as<00:29:11.696> COVID<00:29:12.081> hit.

00:29:13.205 --> 00:29:19.660
And<00:29:13.703> in<00:29:13.863> the<00:29:14.024> EOS<00:29:14.345> model,<00:29:14.650> you<00:29:14.730> have<00:29:14.843> a<00:29:14.907> vision<00:29:15.373> and<00:29:15.469> an<00:29:15.565> integrator,<00:29:16.095> and<00:29:16.192> I've<00:29:16.352> got<00:29:16.818> a<00:29:16.978> really<00:29:17.155> strong<00:29:17.476> team<00:29:17.797> and<00:29:17.861> a<00:29:17.910> strong<00:29:18.439> integrator,<00:29:18.905> but<00:29:19.001> I'm<00:29:19.162> the<00:29:19.242> vision.

00:29:20.045 --> 00:29:23.831
I<00:29:20.125> was<00:29:20.286> pretty<00:29:20.447> quick<00:29:20.768> to<00:29:20.864> see<00:29:22.036> Why<00:29:22.517> are<00:29:22.549> our<00:29:22.837> clients<00:29:23.254> coming<00:29:23.559> to<00:29:23.719> us?

00:29:23.895 --> 00:29:27.598
Because<00:29:24.456> we<00:29:25.883> have<00:29:26.540> better<00:29:26.764> English<00:29:27.181> skills?

00:29:27.662 --> 00:29:40.821
I<00:29:27.726> mean,<00:29:28.608> whether<00:29:28.784> they're<00:29:28.880> going<00:29:29.088> to<00:29:29.249> us<00:29:29.489> or<00:29:29.521> they're<00:29:29.665> going<00:29:29.858> to<00:29:30.307> India,<00:29:30.707> India's<00:29:31.012> like,<00:29:31.188> "No,<00:29:31.284> no,<00:29:31.493> we'll<00:29:31.653> work<00:29:31.813> in<00:29:31.845> the<00:29:31.909> middle<00:29:32.054> of<00:29:32.086> the<00:29:32.150> night<00:29:33.096> and<00:29:33.176> we're<00:29:33.272> all<00:29:33.432> showing<00:29:33.817> up<00:29:33.977> on<00:29:34.089> Zoom."<00:29:34.875> Now,<00:29:35.340> yes,<00:29:35.660> there<00:29:35.756> could<00:29:35.917> be<00:29:36.077> a<00:29:36.093> skills<00:29:36.558> difference,<00:29:37.039> but<00:29:37.183> I<00:29:37.279> am<00:29:37.439> finding<00:29:37.984> pockets<00:29:38.401> of<00:29:38.706> as<00:29:38.866> talented<00:29:39.347> individuals<00:29:40.148> all<00:29:40.244> over<00:29:40.485> the<00:29:40.565> world.

00:29:41.110 --> 00:29:44.235
And<00:29:42.264> so<00:29:43.049> why<00:29:43.354> are<00:29:43.450> they<00:29:43.674> coming<00:29:43.915> to<00:29:43.995> us?

00:29:44.316 --> 00:29:49.749
Because<00:29:45.598> we<00:29:45.854> understand,<00:29:46.736> we're<00:29:46.960> consultative,<00:29:48.178> we're<00:29:48.723> strategic<00:29:49.381> thinkers.

00:29:50.406 --> 00:29:55.310
And<00:29:50.583> we,<00:29:50.743> because<00:29:51.143> maybe<00:29:51.384> we're<00:29:51.480> in<00:29:51.544> the<00:29:51.688> US,<00:29:51.945> we<00:29:52.025> can<00:29:52.185> understand<00:29:52.730> their<00:29:52.986> business<00:29:53.467> needs<00:29:53.868> that<00:29:54.172> much<00:29:54.413> more<00:29:54.509> efficiently.

00:29:55.935 --> 00:30:04.012
But<00:29:56.015> ultimately,<00:29:56.336> as<00:29:56.432> far<00:29:56.592> as<00:29:56.752> producing<00:29:57.377> the<00:29:57.537> product,<00:29:59.220> we're<00:29:59.316> all<00:29:59.476> just<00:29:59.637> sitting<00:29:59.941> on<00:30:00.101> Zoom<00:30:00.374> or<00:30:00.502> we're<00:30:00.598> on<00:30:00.758> Slack<00:30:01.255> or<00:30:01.383> we're<00:30:01.544> on—<00:30:01.880> we're<00:30:02.425> all<00:30:02.505> using<00:30:02.762> the<00:30:02.906> exact<00:30:03.178> same<00:30:03.547> tools.

00:30:04.428 --> 00:30:09.332
And<00:30:04.749> all<00:30:04.925> that<00:30:05.245> production,<00:30:06.752> as<00:30:06.848> soon<00:30:06.992> as<00:30:07.088> COVID<00:30:07.313> hit,<00:30:07.409> became<00:30:07.810> instantly<00:30:08.210> commoditized<00:30:08.851> in<00:30:08.931> my<00:30:09.092> mind.

00:30:09.957 --> 00:30:13.050
And<00:30:10.053> I'm<00:30:10.277> like,<00:30:10.534> whoa,<00:30:11.015> we<00:30:11.479> have<00:30:11.656> got<00:30:11.976> to<00:30:12.120> do<00:30:12.281> a<00:30:12.297> major<00:30:12.697> pivot.

00:30:13.723 --> 00:30:18.344
And<00:30:13.899> so,<00:30:14.444> you<00:30:14.524> know,<00:30:14.620> we<00:30:14.780> started<00:30:15.502> really<00:30:16.000> toward<00:30:16.224> the<00:30:16.369> end<00:30:16.449> of<00:30:16.530> 2020<00:30:17.172> doing<00:30:17.493> that<00:30:17.654> major<00:30:17.991> pivot.

00:30:18.874 --> 00:30:20.272
And<00:30:18.955> we're<00:30:19.099> on<00:30:19.196> the<00:30:19.340> backside<00:30:19.935> of<00:30:20.063> it<00:30:20.159> now.

00:30:20.481 --> 00:30:23.452
We're<00:30:20.802> well<00:30:21.043> positioned,<00:30:21.749> you<00:30:21.782> know,<00:30:21.926> we're<00:30:22.071> 5<00:30:22.392> years<00:30:22.633> being<00:30:22.810> fully<00:30:23.115> remote.

00:30:23.998 --> 00:30:28.961
We're<00:30:24.094> well<00:30:24.255> positioned<00:30:25.363> in<00:30:25.460> new<00:30:25.556> service<00:30:26.022> lines,<00:30:26.568> you<00:30:26.600> know,<00:30:26.728> particularly<00:30:27.146> around<00:30:27.612> AI<00:30:28.045> and<00:30:28.190> growth<00:30:28.495> areas.

00:30:29.780 --> 00:30:39.385
And<00:30:29.860> then<00:30:30.021> we<00:30:30.182> really<00:30:30.423> identified,<00:30:31.145> you<00:30:31.226> know,<00:30:31.338> our<00:30:31.563> buyers<00:30:32.350> in<00:30:32.912> our<00:30:33.233> other<00:30:33.490> markets<00:30:34.374> to<00:30:34.454> be<00:30:34.679> more<00:30:34.775> efficient<00:30:35.321> at,<00:30:36.060> you<00:30:36.140> know,<00:30:36.365> growing<00:30:36.686> market<00:30:37.008> share<00:30:37.329> there<00:30:37.907> and<00:30:38.132> creating,<00:30:38.855> you<00:30:38.887> know,<00:30:39.031> margin.

00:30:39.658 --> 00:30:41.633
And<00:30:39.818> so<00:30:40.220> I'm<00:30:41.296> excited.

00:30:41.682 --> 00:30:57.150
That<00:30:41.938> said,<00:30:42.324> there's<00:30:42.565> a<00:30:42.645> lot<00:30:42.886> of<00:30:42.966> businesses<00:30:43.593> right<00:30:43.769> now<00:30:44.653> that<00:30:45.119> they've<00:30:45.938> been<00:30:46.323> holding<00:30:46.725> onto<00:30:47.046> what<00:30:47.223> they<00:30:47.464> did<00:30:47.705> do,<00:30:48.652> and<00:30:48.813> only<00:30:49.070> now<00:30:49.231> are<00:30:49.472> they<00:30:49.713> realizing<00:30:50.580> that<00:30:51.480> their<00:30:51.624> revenue<00:30:52.042> is<00:30:52.202> flat<00:30:52.459> or<00:30:52.604> going<00:30:52.925> down,<00:30:54.210> and<00:30:54.355> only<00:30:54.612> now<00:30:54.869> are<00:30:54.949> they<00:30:55.158> realizing<00:30:55.736> they<00:30:55.833> need<00:30:56.122> to<00:30:56.539> make<00:30:56.700> changes.

00:30:57.246 --> 00:31:09.662
But<00:30:57.407> they,<00:30:57.583> what<00:30:57.744> they<00:30:57.889> don't<00:30:58.129> realize<00:30:58.547> is<00:30:59.029> there<00:30:59.206> is<00:30:59.431> some<00:30:59.655> startup<00:31:00.860> that's<00:31:01.037> been<00:31:01.262> on<00:31:01.438> their<00:31:02.145> coattails<00:31:02.804> for<00:31:02.948> the<00:31:02.980> last<00:31:03.350> 3<00:31:03.527> or<00:31:03.607> 4<00:31:03.848> years,<00:31:04.796> and<00:31:04.876> they're<00:31:05.117> ready<00:31:05.454> to<00:31:05.534> maybe<00:31:07.366> replace<00:31:07.863> them<00:31:08.185> revenue-wise<00:31:08.988> and<00:31:09.068> market<00:31:09.405> share.

00:31:10.032 --> 00:31:13.548
And<00:31:10.176> so<00:31:10.353> that<00:31:10.578> legacy<00:31:11.060> company<00:31:12.023> didn't<00:31:12.280> pivot<00:31:12.681> fast<00:31:13.083> enough.

00:31:13.805 --> 00:31:16.133
You<00:31:13.966> know,<00:31:14.126> I<00:31:14.303> started<00:31:14.672> even<00:31:14.913> competing<00:31:15.315> against<00:31:15.668> ourselves.

00:31:16.198 --> 00:31:19.859
I'm<00:31:16.278> like,<00:31:16.455> for<00:31:16.551> that<00:31:16.679> commoditized<00:31:17.418> work,<00:31:18.446> like,<00:31:18.686> get<00:31:19.008> 2<00:31:19.586> bids.

00:31:19.907 --> 00:31:35.209
And<00:31:19.987> we<00:31:20.067> tell<00:31:20.244> our<00:31:20.388> clients,<00:31:20.742> we're<00:31:20.870> like,<00:31:21.095> listen,<00:31:21.416> you<00:31:21.512> can,<00:31:22.379> you<00:31:22.412> know,<00:31:22.701> either<00:31:22.861> way<00:31:23.038> we're<00:31:23.118> going<00:31:23.214> to<00:31:23.279> guarantee<00:31:23.760> quality,<00:31:24.884> but<00:31:25.109> you<00:31:25.205> can<00:31:25.286> either<00:31:25.671> have<00:31:25.848> a<00:31:25.992> more<00:31:26.233> intimate<00:31:26.795> handheld<00:31:28.176> waterfall<00:31:28.593> step<00:31:29.123> with<00:31:29.364> a<00:31:29.765> tier<00:31:29.942> 2<00:31:30.103> process,<00:31:31.227> or<00:31:31.371> you<00:31:31.467> can,<00:31:31.853> you<00:31:31.933> know,<00:31:32.335> do<00:31:32.495> prop<00:31:32.688> to<00:31:32.816> product,<00:31:33.153> and<00:31:33.234> we<00:31:33.394> can<00:31:33.539> guarantee<00:31:33.860> we're<00:31:34.037> still<00:31:34.261> going<00:31:34.342> to<00:31:34.374> get<00:31:34.582> you<00:31:34.615> the<00:31:34.759> quality.

00:31:35.570 --> 00:31:39.150
But<00:31:35.870> we're<00:31:35.990> going<00:31:36.110> to<00:31:36.111> sit<00:31:36.290> down<00:31:36.610> and<00:31:36.710> we're<00:31:36.830> going<00:31:36.990> to<00:31:36.991> do<00:31:37.150> requirements<00:31:37.610> gathering<00:31:37.990> as<00:31:38.230> a<00:31:38.410> conversation.

00:31:39.150 --> 00:31:42.890
We're<00:31:39.210> going<00:31:39.290> to<00:31:39.330> write<00:31:39.469> a<00:31:39.730> prompt<00:31:40.110> and<00:31:40.310> we're<00:31:40.470> going<00:31:40.471> to<00:31:40.510> auto-generate<00:31:41.150> the<00:31:41.250> result,<00:31:41.590> and<00:31:41.730> then<00:31:41.830> we're<00:31:41.930> going<00:31:42.010> to<00:31:42.011> look<00:31:42.150> at<00:31:42.270> the<00:31:42.290> result<00:31:42.590> together.

00:31:43.890 --> 00:31:53.030
And<00:31:44.230> as<00:31:44.510> long<00:31:44.670> as<00:31:44.810> you're<00:31:44.950> good<00:31:45.330> with<00:31:46.010> knowing<00:31:46.310> we're<00:31:46.550> guaranteeing<00:31:46.950> the<00:31:47.110> quality,<00:31:47.410> but<00:31:47.610> having<00:31:47.870> a<00:31:48.010> different<00:31:48.290> process<00:31:48.770> to<00:31:48.970> get<00:31:49.230> there,<00:31:49.660> know<00:31:50.110> that<00:31:50.230> it's<00:31:50.390> more<00:31:50.570> efficient,<00:31:50.970> it's<00:31:51.170> faster,<00:31:51.730> and<00:31:52.110> it's<00:31:52.230> not<00:31:52.370> for<00:31:52.490> every<00:31:52.730> project.

00:31:53.030 --> 00:31:54.730
It's<00:31:53.210> for<00:31:53.410> those<00:31:53.610> commoditized<00:31:54.230> projects.

00:31:55.190 --> 00:32:04.250
We're<00:31:55.350> having<00:31:55.430> that<00:31:55.610> conversation<00:31:56.130> and<00:31:56.610> clients<00:31:57.030> are<00:31:57.310> opting<00:31:58.690> for<00:31:59.270> the<00:31:59.470> more<00:31:59.670> efficient,<00:32:00.410> cost-effective<00:32:01.170> way<00:32:01.530> to<00:32:01.690> still,<00:32:02.370> because<00:32:02.371> we<00:32:02.570> guarantee<00:32:02.970> quality<00:32:03.530> at<00:32:03.770> Minecraft.

00:32:04.250 --> 00:32:05.510
And<00:32:04.490> so<00:32:04.710> we're<00:32:04.790> going<00:32:04.910> to<00:32:04.911> see<00:32:05.070> a<00:32:05.170> major<00:32:05.430> shift<00:32:05.450> to<00:32:05.470> that<00:32:05.490> work.

00:32:07.378 --> 00:32:19.727
And<00:32:07.779> then<00:32:07.859> we<00:32:07.940> gotta<00:32:08.181> figure<00:32:08.341> out<00:32:08.502> where<00:32:08.662> is<00:32:08.759> that<00:32:08.984> market<00:32:09.401> that's<00:32:09.787> more<00:32:10.043> than<00:32:10.188> a<00:32:10.284> Bubble<00:32:10.606> or<00:32:10.766> a<00:32:10.911> Wix<00:32:11.312> or<00:32:11.473> a<00:32:11.633> WordPress.com,<00:32:13.159> the<00:32:13.239> drag<00:32:13.512> and<00:32:13.641> drop,<00:32:14.524> less<00:32:14.926> than<00:32:15.825> what's<00:32:16.066> needed<00:32:16.371> in<00:32:16.467> a<00:32:16.483> more<00:32:16.933> kind<00:32:17.126> of<00:32:17.174> traditional<00:32:18.218> agency<00:32:19.117> process.

00:32:19.984 --> 00:32:31.804
And<00:32:20.402> as<00:32:20.578> long<00:32:20.723> as<00:32:20.867> we<00:32:20.964> continue<00:32:21.349> to<00:32:21.462> identify<00:32:22.008> our<00:32:22.168> market<00:32:22.570> fit,<00:32:23.614> now<00:32:23.854> by<00:32:23.999> competing<00:32:24.417> against<00:32:24.802> ourselves,<00:32:25.380> we'll<00:32:25.605> have<00:32:25.798> that<00:32:25.942> part<00:32:26.199> of<00:32:26.263> the<00:32:26.344> business<00:32:26.906> that<00:32:27.066> can<00:32:27.227> then<00:32:27.468> start<00:32:27.773> to<00:32:27.950> run<00:32:28.174> up<00:32:29.379> against<00:32:30.102> even<00:32:30.230> our<00:32:30.824> enterprise<00:32:31.467> work.

00:32:32.526 --> 00:32:36.316
But<00:32:32.671> meanwhile,<00:32:33.169> they're<00:32:33.554> creating<00:32:33.795> a<00:32:33.811> lot<00:32:33.956> of<00:32:34.052> efficiencies,<00:32:34.871> a<00:32:34.935> lot<00:32:35.096> of<00:32:35.160> pair<00:32:35.417> program<00:32:35.803> with<00:32:35.963> AI.

00:32:36.782 --> 00:32:40.868
For<00:32:36.846> about<00:32:36.974> 35%,<00:32:37.904> I<00:32:38.048> want<00:32:38.224> them<00:32:38.400> to<00:32:38.528> get<00:32:38.625> 50%<00:32:39.089> efficiencies<00:32:39.987> by<00:32:40.211> using<00:32:40.532> AI.

00:32:41.445 --> 00:32:50.771
So<00:32:41.749> the<00:32:41.910> value<00:32:42.310> of<00:32:42.470> our<00:32:42.711> hour<00:32:43.592> that<00:32:43.752> we<00:32:43.897> work<00:32:44.153> is<00:32:44.297> way<00:32:44.538> more<00:32:44.714> valuable<00:32:45.195> than<00:32:45.355> it<00:32:45.435> used<00:32:45.675> to<00:32:45.820> be<00:32:46.701> and<00:32:47.005> hopefully<00:32:47.919> more<00:32:48.079> valuable<00:32:48.496> than<00:32:48.704> other<00:32:48.864> companies<00:32:49.265> that<00:32:49.361> aren't<00:32:49.681> into<00:32:49.842> pair<00:32:50.082> programming.

00:32:51.204 --> 00:32:55.050
They're<00:32:51.364> not<00:32:51.684> using<00:32:52.406> LLMs<00:32:53.207> like<00:32:54.312> Claude<00:32:54.713> right<00:32:54.889> now.

00:32:55.114 --> 00:33:00.530
You<00:32:55.194> can<00:32:55.290> basically<00:32:56.492> talk<00:32:56.732> to<00:32:56.812> Claude<00:32:57.133> and<00:32:57.213> go<00:32:57.309> straight<00:32:57.597> to<00:32:57.774> Figma<00:32:58.895> and<00:32:59.360> have<00:32:59.536> final<00:32:59.937> design<00:33:00.418> too.

00:33:00.578 --> 00:33:07.104
Well,<00:33:00.738> again,<00:33:01.443> final<00:33:01.700> design<00:33:02.020> on<00:33:02.100> light<00:33:02.341> things,<00:33:02.982> 80%<00:33:03.463> of<00:33:03.495> the<00:33:03.607> way<00:33:03.784> there<00:33:03.944> with<00:33:04.105> some<00:33:04.265> modification<00:33:04.907> from<00:33:05.067> humans<00:33:06.014> on<00:33:06.110> more<00:33:06.270> sophisticated<00:33:06.912> things.

00:33:07.153 --> 00:33:12.687
So<00:33:07.778> even<00:33:07.955> if<00:33:08.099> you<00:33:08.195> kind<00:33:08.356> of<00:33:08.436> break<00:33:08.677> up<00:33:08.837> design<00:33:09.222> and<00:33:09.318> development,<00:33:10.585> um,<00:33:10.906> you<00:33:11.003> can<00:33:11.147> create<00:33:11.307> a<00:33:11.323> lot<00:33:11.548> of<00:33:11.740> efficiencies<00:33:12.286> with<00:33:12.510> AI.

00:33:12.783 --> 00:33:39.954
So,<00:33:13.633> you<00:33:13.665> know,<00:33:13.970> that's<00:33:14.195> not<00:33:14.532> like<00:33:14.772> our<00:33:14.933> AI<00:33:15.238> Labs<00:33:15.639> team,<00:33:16.521> you<00:33:16.553> know,<00:33:16.697> which<00:33:16.858> is<00:33:16.938> now<00:33:17.098> doing<00:33:17.323> the<00:33:17.403> prompt-to-product,<00:33:18.221> is<00:33:18.382> going<00:33:18.494> to<00:33:18.686> cannibalize<00:33:19.264> even<00:33:19.489> MindGrop,<00:33:20.627> but<00:33:20.692> it's<00:33:20.948> just,<00:33:21.831> you<00:33:21.911> know,<00:33:22.151> challenging<00:33:22.713> each<00:33:23.018> other<00:33:23.258> and<00:33:23.355> that<00:33:23.531> force<00:33:24.076> multiplier<00:33:24.622> and<00:33:24.734> an<00:33:24.862> ambassador<00:33:25.504> program<00:33:26.146> and<00:33:26.322> the<00:33:26.643> lunch<00:33:26.948> and<00:33:27.044> learns<00:33:27.349> we<00:33:27.509> do,<00:33:27.766> like<00:33:28.247> that<00:33:28.488> energy<00:33:28.953> around<00:33:29.274> it<00:33:29.370> across<00:33:29.771> the<00:33:29.900> board,<00:33:31.522> you<00:33:31.554> know,<00:33:31.698> I<00:33:31.779> hope<00:33:32.004> that<00:33:32.164> we<00:33:32.485> eat,<00:33:33.048> you<00:33:33.080> know,<00:33:33.224> everybody<00:33:33.610> else's<00:33:33.931> lunch<00:33:35.152> and<00:33:35.232> not<00:33:35.409> our<00:33:35.617> own,<00:33:36.340> and<00:33:36.436> nobody<00:33:36.758> comes<00:33:36.983> after<00:33:37.304> our<00:33:37.464> lunch<00:33:38.123> because<00:33:38.428> I<00:33:38.508> want<00:33:38.846> all<00:33:38.910> that<00:33:39.006> business<00:33:39.424> and<00:33:39.488> then<00:33:39.665> some.

00:33:40.131 --> 00:33:40.789
That's<00:33:40.516> awesome.

00:33:40.837 --> 00:33:48.386
Well,<00:33:41.014> finally,<00:33:41.415> we<00:33:41.576> end<00:33:41.801> every<00:33:41.978> interview<00:33:42.219> with<00:33:42.363> the<00:33:42.443> same<00:33:42.620> question,<00:33:42.941> and<00:33:43.022> that<00:33:43.246> is<00:33:43.407> at<00:33:43.487> CEO.com,<00:33:44.290> we<00:33:44.387> believe<00:33:44.692> the<00:33:44.772> chances<00:33:45.190> one<00:33:45.495> gives<00:33:46.491> is<00:33:46.619> just<00:33:46.764> as<00:33:46.892> important<00:33:47.198> as<00:33:47.342> the<00:33:47.422> chances<00:33:47.824> one<00:33:48.001> takes.

00:33:48.884 --> 00:33:51.614
When<00:33:49.045> you<00:33:49.205> hear<00:33:49.430> that,<00:33:49.607> who<00:33:49.767> gave<00:33:49.992> you<00:33:50.089> a<00:33:50.153> chance<00:33:50.410> to<00:33:50.554> get<00:33:50.651> you<00:33:50.795> to<00:33:50.876> where<00:33:51.036> you<00:33:51.197> are<00:33:51.293> today?

00:33:52.160 --> 00:33:52.337
Oh,<00:33:52.241> wow.

00:33:53.044 --> 00:33:55.967
I,<00:33:54.007> so<00:33:54.168> I<00:33:54.264> am,<00:33:54.650> I<00:33:54.746> am<00:33:54.907> part<00:33:55.068> of<00:33:55.164> a<00:33:55.228> business<00:33:55.630> network.

00:33:56.095 --> 00:34:07.502
I<00:33:56.192> created<00:33:56.497> a<00:33:56.593> new<00:33:56.995> not-for-profit<00:33:57.702> chapter<00:33:58.055> of<00:33:58.119> a<00:33:58.199> group<00:33:58.360> called<00:33:59.547> YPO,<00:34:00.029> Young<00:34:00.269> Professionals<00:34:00.911> Organization,<00:34:01.648> and<00:34:01.744> it's<00:34:01.969> 36,000<00:34:02.947> CEOs<00:34:03.428> around<00:34:03.653> the<00:34:03.797> world,<00:34:04.359> I<00:34:04.375> think<00:34:04.535> much<00:34:04.856> like<00:34:05.241> your<00:34:05.481> network<00:34:06.700> that<00:34:06.940> you<00:34:07.165> have.

00:34:07.566 --> 00:34:07.871
And<00:34:07.678> so—.

00:34:07.871 --> 00:34:08.496
Yeah,<00:34:08.063> they're<00:34:08.288> great.

00:34:08.849 --> 00:34:09.041
Yeah.

00:34:09.089 --> 00:34:12.008
So,<00:34:09.186> my<00:34:09.490> peers,<00:34:10.148> peer-to-peer<00:34:10.950> has<00:34:11.190> been<00:34:11.495> amazing.

00:34:12.088 --> 00:34:14.061
It's<00:34:12.377> all<00:34:12.409> volunteer<00:34:13.596> time.

00:34:14.959 --> 00:34:17.765
We<00:34:15.103> all<00:34:15.264> pay<00:34:15.584> into<00:34:15.841> it<00:34:16.001> to<00:34:16.322> basically<00:34:16.707> give<00:34:16.883> each<00:34:17.108> other<00:34:17.284> advice.

00:34:18.888 --> 00:34:32.647
But<00:34:19.048> I'd<00:34:19.225> say<00:34:19.353> other<00:34:19.530> than<00:34:19.690> that,<00:34:20.011> like<00:34:20.171> my<00:34:20.396> mentors<00:34:20.893> along<00:34:21.133> the<00:34:21.278> way,<00:34:22.160> I<00:34:22.561> used<00:34:22.913> to<00:34:22.978> be<00:34:23.122> an<00:34:23.603> outdoor<00:34:24.004> guide<00:34:24.485> and<00:34:25.047> and<00:34:25.127> I<00:34:25.224> had<00:34:26.413> my<00:34:26.589> mentor<00:34:27.007> there<00:34:27.312> just<00:34:27.602> showed<00:34:27.714> me<00:34:27.859> how<00:34:27.955> to<00:34:28.035> be<00:34:28.180> entrepreneurial<00:34:28.919> and<00:34:29.642> climb<00:34:29.947> the<00:34:29.979> next<00:34:30.349> route<00:34:30.686> and<00:34:31.233> kayak<00:34:31.956> the<00:34:31.988> next<00:34:32.277> river.

00:34:32.759 --> 00:34:36.262
And<00:34:33.578> then<00:34:33.739> I<00:34:33.819> became<00:34:34.125> an<00:34:34.205> educator<00:34:34.783> and<00:34:34.864> I<00:34:35.008> had<00:34:35.506> a<00:34:35.571> mentor<00:34:36.133> there.

00:34:36.936 --> 00:34:39.668
And<00:34:37.338> these<00:34:37.515> guys,<00:34:37.916> John<00:34:38.157> Benjamin,<00:34:38.639> still<00:34:38.945> climbing<00:34:39.218> to<00:34:39.266> this<00:34:39.443> day.

00:34:39.748 --> 00:34:51.059
Reg<00:34:40.005> Han<00:34:40.889> was<00:34:41.050> the<00:34:41.194> head<00:34:41.355> of<00:34:41.387> the<00:34:41.451> computer<00:34:41.853> science<00:34:42.255> department<00:34:43.524> and<00:34:44.086> he<00:34:45.227> kept<00:34:45.693> showing<00:34:45.966> me<00:34:46.111> how<00:34:46.191> to<00:34:46.336> be<00:34:46.737> entrepreneurial<00:34:47.316> and<00:34:47.476> intrapreneurial<00:34:48.199> even<00:34:48.376> within<00:34:48.762> the<00:34:48.842> public<00:34:50.192> school<00:34:50.529> system.

00:34:51.717 --> 00:34:57.609
And<00:34:52.214> so,<00:34:52.776> you<00:34:52.857> know,<00:34:53.017> just<00:34:53.322> at<00:34:53.402> every<00:34:53.659> step<00:34:54.045> I<00:34:54.141> had<00:34:54.398> somebody<00:34:55.104> that<00:34:55.425> was,<00:34:55.987> you<00:34:56.068> know,<00:34:57.015> encouraging.

00:34:57.673 --> 00:35:00.901
They<00:34:57.834> looked<00:34:58.059> like<00:34:58.219> a<00:34:58.267> mentor,<00:34:59.038> an<00:34:59.183> instructor,<00:34:59.921> an<00:35:00.066> educator.

00:35:01.109 --> 00:35:16.748
And,<00:35:01.366> you<00:35:01.463> know,<00:35:01.543> that's<00:35:01.832> one<00:35:01.880> of<00:35:01.928> the<00:35:02.008> reasons<00:35:02.314> I<00:35:02.410> went<00:35:02.570> into<00:35:02.715> education<00:35:03.357> and<00:35:03.454> now,<00:35:04.337> you<00:35:04.433> know,<00:35:04.577> why<00:35:04.883> I<00:35:05.059> have<00:35:05.300> created<00:35:05.605> a<00:35:05.637> foundation<00:35:07.371> around<00:35:08.752> investing<00:35:09.394> in<00:35:09.876> STEM<00:35:10.197> education<00:35:10.855> for<00:35:11.385> underserved<00:35:11.883> youth<00:35:12.670> so<00:35:12.846> that<00:35:13.007> they<00:35:13.232> can,<00:35:14.034> you<00:35:14.067> know,<00:35:14.131> kind<00:35:14.291> of<00:35:14.356> move<00:35:14.596> out<00:35:14.677> of<00:35:14.757> poverty<00:35:15.640> into<00:35:15.897> high-paying<00:35:16.363> careers.

00:35:17.247 --> 00:35:19.161
And<00:35:17.649> it's<00:35:17.826> a<00:35:17.907> 501<00:35:18.791> for<00:35:18.952> that.

00:35:19.210 --> 00:35:24.357
So<00:35:19.901> educators<00:35:20.545> along<00:35:20.802> the<00:35:20.947> way,<00:35:21.204> I<00:35:21.285> think,<00:35:21.896> have<00:35:22.008> been<00:35:22.169> my<00:35:22.813> shepherds<00:35:23.376> this<00:35:23.537> whole<00:35:23.714> time.

00:35:25.010 --> 00:35:25.541
That's<00:35:25.187> awesome.

00:35:25.927 --> 00:35:28.825
Well,<00:35:26.233> Todd,<00:35:26.555> thank<00:35:26.732> you<00:35:26.813> so<00:35:27.038> much<00:35:28.036> for<00:35:28.246> coming<00:35:28.503> on<00:35:28.584> the<00:35:28.664> show.

00:35:28.986 --> 00:35:30.258
Congrats<00:35:29.405> on<00:35:29.469> everything<00:35:29.856> you've<00:35:29.952> built.

00:35:30.741 --> 00:35:33.092
Let's<00:35:30.854> have<00:35:30.983> you<00:35:31.063> back<00:35:31.305> on<00:35:31.402> again<00:35:31.595> because<00:35:31.788> I'd<00:35:31.885> love<00:35:31.965> to<00:35:32.062> go<00:35:32.142> deeper<00:35:32.448> on<00:35:32.593> AI<00:35:32.851> with<00:35:33.012> you.

00:35:33.720 --> 00:35:34.801
But<00:35:33.881> really<00:35:34.139> a<00:35:34.219> pleasure<00:35:34.541> to<00:35:34.590> have<00:35:34.704> you.

00:35:34.866 --> 00:35:35.404
Thank<00:35:35.029> you<00:35:35.111> so<00:35:35.241> much.

00:35:35.502 --> 00:35:36.675
Yeah,<00:35:35.925> thanks<00:35:36.153> for<00:35:36.219> having<00:35:36.398> me,<00:35:36.496> Clint.

00:35:36.724 --> 00:35:37.180
Nice<00:35:36.903> meeting<00:35:37.131> you.

00:35:37.799 --> 00:35:38.174
Likewise.

00:35:38.369 --> 00:35:38.776
Thanks,<00:35:38.548> Todd.

00:35:51.769 --> 00:35:55.640
Loving<00:35:52.334> you<00:35:52.576> makes<00:35:53.060> the<00:35:53.398> stars<00:35:53.914> shine<00:35:54.463> brighter.

00:35:55.801 --> 00:35:56.285
Yeah.

```