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# Payscout CEO Cleveland Brown: The future of payments
- URL: https://www.ceo.com/episodes/payscout-co-founder-ceo-cleveland-brown/
- Published: 2025-04-22T10:00:07.000Z
- Updated: 2026-08-28T01:00:24.000Z
- Description: Payscout's co-founder on profitability, state regulators, and the reason he works for himself.
- Author: Clint Betts

# Cleveland Brown kept the receipt

The bank gave him a $50 gift certificate. He never spent it. He pinned it to the wall.

Cleveland Brown was 18, working at Union Bank of California, when his branch manager handed him the rollout of the bank's first Windows-based application for tellers and loan officers. He followed the schematics. It did not work. He followed them again. It did not work. So he ignored the schematics, rebuilt the thing on his own logic, and got it running. Nine pilot offices had failed before his. His was the tenth, and the bank was preparing to write off a $40 million investment in equipment and technology. Instead it shipped to every branch.

Then came the certificate. CompUSA. Fifty dollars.

"I took the gift certificate and pinned it on my wall as a reminder that if I'm going to help solve a $40 million problem, I think a $50 gift certificate isn't enough for the time and effort," Brown said on the CEO.com Podcast. "There was the seed where I said, you know what? It'd be best if I worked and built something myself."

He is now co-founder and CEO of [Payscout](https://payscout.com/?ref=ceo.com), a payment processing company in Sherman Oaks, California. The founding date depends on which entity you count. By the company's [own account](https://payscout.com/about-us/?ref=ceo.com), Brown's career started at Union Bank of California in 1992; he formed Payscout Ltd. International in 2008 as an e-commerce gateway for banks abroad, and he founded Payscout LLC with Manpreet Singh in 2011.

Brown said the company has never raised outside money. "From the time we've started Payscout to now, over a decade, we have been a profitable company." That is changing, though not for the usual reason. He said consolidation is reshaping the payments industry and that raising capital is now on the radar. "It's not about profitability, it's just about scale at this point."

The pitch is that payments can stop being a cost. Payscout's orchestration platform, Brown said, "converts payments from what we traditionally think of as a cost center to a profit center for businesses." He goes further than that. The stated goal, he said, is to eliminate processing fees for merchants outright by offering their customers a wide enough range of payment types. The company sells the pieces of that today as cash discount, convenience fee, and service fee products, all of which it markets as ways to [reduce processing costs](https://payscout.com/?ref=ceo.com) rather than erase them.

Where Brown is most specific is regulation, and it is the part of the conversation an operator should read twice. Payscout's volume sits in medical billing, education, telecommunications, and government. When administrations turn over, he said, the pressure does not disappear. It relocates. During Trump's first term, by Brown's account, enforcement shifted from the Consumer Financial Protection Bureau to state attorneys general, and he expects the same pattern again. His answer is to build the differences between states into the technology itself rather than wait to be told.

He studied philosophy at UCLA and still [sits on the board of visitors](https://valley.labusinessjournal.com/inside-the-valley/5-things-to-know-cleveland-brown/?ref=ceo.com) for the economics department. He rereads Kant. He said the open-endedness of philosophical questions is what trained him to solve problems, and that running a company across time zones, languages, and religions forced him to treat culture as a working language rather than a poster.

His father, a special forces reconnaissance Marine, is Cleveland Brown. He is Cleveland Brown Jr. His son is Cleveland Brown III.

"It's a name you have to live up to," he said. "And I tell him that all the time."

```chapters
00:00:00 Introduction
00:00:16 Cleveland's Journey To Becoming CEO
00:00:50 What Is PayScout
00:02:25 From Communication Platform To Payments
00:03:04 Studying Philosophy And Its Impact
00:04:54 Importance Of Company Culture
00:06:19 Mentorship At PayScout
00:07:09 AI In Payments And Its Future
00:09:25 Crypto And Its Impact On Payments
00:11:08 Using AI For Fraud Detection
00:13:21 Cleveland's Reading Recommendations
00:15:34 Thoughts On Raising Capital
00:17:11 Outlook For 2025
00:19:17 Cleveland's Name And Family Legacy
00:20:23 The Importance Of Taking Chances
```

```vtt
WEBVTT

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It<00:04:21.983> was<00:04:22.128> fascinating<00:04:23.236> to<00:04:23.332> me.

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Yes,<00:04:23.830> it's<00:04:24.279> definitely<00:04:24.713> in<00:04:24.777> the<00:04:24.857> beginning,<00:04:25.676> it<00:04:25.741> does<00:04:25.981> freak<00:04:26.222> you<00:04:26.383> out,<00:04:26.624> but<00:04:26.768> I<00:04:26.865> think<00:04:27.170> once<00:04:27.410> you<00:04:27.507> understand<00:04:28.695> how<00:04:29.594> they're<00:04:29.835> using<00:04:30.156> logic<00:04:30.702> to<00:04:31.360> come<00:04:31.601> to<00:04:32.661> certain<00:04:32.966> conclusions<00:04:34.315> using<00:04:34.652> language,<00:04:35.375> then<00:04:36.017> it<00:04:36.258> just<00:04:36.418> becomes<00:04:36.739> fascinating.

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No<00:04:37.623> different<00:04:38.026> than<00:04:38.187> looking<00:04:38.493> at<00:04:39.893> a<00:04:39.958> covalent<00:04:40.521> bond<00:04:42.533> in<00:04:42.678> chemistry.

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That's<00:04:43.660> a<00:04:43.725> good<00:04:43.821> way<00:04:43.918> to<00:04:43.998> put<00:04:44.224> it,<00:04:44.369> actually.

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Yeah.

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Yeah.

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Yeah.

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And<00:04:45.995> by<00:04:46.075> the<00:04:46.220> way,<00:04:46.301> he's<00:04:46.703> also<00:04:46.945> just<00:04:47.123> a<00:04:47.189> great<00:04:47.437> writer,<00:04:47.718> so<00:04:47.866> it's<00:04:48.015> super<00:04:48.279> fun.

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You<00:04:50.703> emphasize<00:04:51.107> the<00:04:51.188> importance<00:04:51.511> of<00:04:51.657> culture<00:04:52.400> a<00:04:52.545> lot<00:04:53.030> at<00:04:53.595> PayScout.

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You've<00:04:55.146> actually<00:04:55.389> been<00:04:55.550> recognized<00:04:56.132> as<00:04:56.342> a<00:04:56.358> leader<00:04:57.004> in<00:04:57.166> culture.

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What<00:04:57.974> is<00:04:58.071> it<00:04:58.152> about<00:04:58.362> culture?

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How<00:04:58.862> did<00:04:59.024> you<00:04:59.105> develop<00:04:59.589> that?

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Give<00:05:00.530> us<00:05:00.693> a<00:05:00.710> sense<00:05:01.019> and<00:05:01.100> some<00:05:01.279> advice<00:05:01.735> on<00:05:01.816> how<00:05:01.914> to<00:05:02.061> build<00:05:02.240> great<00:05:02.468> culture<00:05:02.793> within<00:05:02.989> a<00:05:03.054> company.

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Building<00:05:04.686> culture<00:05:05.801> was<00:05:05.850> something<00:05:06.318> that<00:05:07.740> I<00:05:07.820> had<00:05:07.998> to<00:05:08.160> learn<00:05:08.870> and<00:05:09.355> learn,<00:05:11.455> you'd<00:05:11.552> say,<00:05:11.713> the<00:05:11.794> hard<00:05:12.020> way.

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But<00:05:14.971> where<00:05:15.228> it<00:05:15.309> became<00:05:16.356> increasingly<00:05:17.323> important<00:05:17.806> to<00:05:17.903> me<00:05:18.128> is<00:05:19.079> as<00:05:19.401> I<00:05:19.562> was<00:05:19.739> building<00:05:20.626> the<00:05:20.867> international<00:05:21.608> side<00:05:22.382> of<00:05:22.930> PayScout<00:05:23.589> and<00:05:24.811> bringing<00:05:25.358> in<00:05:26.259> different<00:05:26.661> payment<00:05:26.983> types<00:05:27.691> from<00:05:27.948> different<00:05:28.270> places<00:05:28.817> across<00:05:29.959> the<00:05:30.103> world.

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Obviously<00:05:31.879> having<00:05:32.281> to,<00:05:32.602> in<00:05:32.682> some<00:05:32.955> instances,<00:05:33.886> either<00:05:34.367> interact<00:05:34.849> with<00:05:35.427> different<00:05:35.667> cultures<00:05:37.497> and<00:05:37.593> at<00:05:37.738> the<00:05:37.770> same<00:05:38.075> time<00:05:38.781> having<00:05:40.001> employees<00:05:41.446> from<00:05:41.686> different<00:05:41.927> cultures,<00:05:42.569> and<00:05:42.794> as<00:05:42.874> I<00:05:42.906> said,<00:05:43.372> all<00:05:43.516> over<00:05:43.693> the<00:05:43.837> globe,<00:05:45.234> it<00:05:45.442> really<00:05:45.699> became<00:05:45.956> apparent<00:05:46.421> to<00:05:46.566> me<00:05:46.823> that<00:05:47.128> I<00:05:47.224> had<00:05:47.625> to<00:05:47.706> figure<00:05:48.412> out<00:05:48.669> how<00:05:49.134> to<00:05:49.246> define<00:05:50.675> a<00:05:50.819> universal<00:05:52.200> culture,<00:05:52.601> which<00:05:52.826> I<00:05:52.842> would<00:05:53.002> call<00:05:53.404> a<00:05:53.484> universal<00:05:54.046> language.

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So,<00:05:54.928> what<00:05:55.089> language<00:05:55.490> can<00:05:55.715> we<00:05:55.875> all<00:05:56.277> utilize<00:05:57.416> collectively<00:05:58.444> even<00:05:59.262> if<00:05:59.647> we<00:05:59.727> speak<00:06:00.288> different,<00:06:01.570> have<00:06:01.811> different<00:06:02.019> religions,<00:06:02.548> backgrounds,<00:06:03.269> et<00:06:03.350> cetera,<00:06:04.135> how<00:06:04.231> could<00:06:04.376> we<00:06:04.472> be<00:06:04.552> successful<00:06:05.097> as<00:06:05.273> a<00:06:05.434> business?

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And<00:06:06.476> I<00:06:06.620> found<00:06:07.101> that<00:06:07.437> the<00:06:07.582> culture<00:06:08.624> was<00:06:08.864> really<00:06:09.201> the<00:06:09.361> tool<00:06:10.163> to<00:06:10.964> make<00:06:11.188> that<00:06:11.349> happen.

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And<00:06:12.246> how<00:06:12.391> do<00:06:12.423> you<00:06:12.551> think<00:06:12.711> about<00:06:12.824> mentorship<00:06:13.593> within<00:06:13.850> your<00:06:14.250> company<00:06:15.036> and<00:06:15.677> mentoring<00:06:16.158> kind<00:06:16.398> of<00:06:16.735> people<00:06:17.040> to<00:06:17.136> grow<00:06:17.360> within<00:06:17.617> the<00:06:17.777> organization,<00:06:18.338> even<00:06:18.643> just<00:06:18.819> to<00:06:18.899> grow<00:06:19.124> as<00:06:19.156> human<00:06:19.444> beings?

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Yeah,<00:06:20.182> it's<00:06:20.518> extremely<00:06:21.127> important<00:06:22.346> when<00:06:22.490> we<00:06:22.586> talk,<00:06:22.987> when<00:06:23.372> the<00:06:23.452> way<00:06:23.628> we<00:06:23.852> look<00:06:24.093> at<00:06:24.510> mentorship<00:06:25.569> It's<00:06:25.779> actually<00:06:26.263> built<00:06:28.297> into<00:06:28.539> our<00:06:28.684> culture.

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And<00:06:29.507> part<00:06:29.750> of<00:06:29.830> our<00:06:29.976> culture<00:06:31.025> is<00:06:32.333> we<00:06:32.478> have<00:06:32.575> what's<00:06:32.801> called<00:06:33.204> short-term<00:06:33.689> goals.

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So<00:06:34.092> they're<00:06:34.270> kind<00:06:34.431> of<00:06:34.480> the<00:06:35.465> yearly<00:06:35.805> goals<00:06:36.112> that<00:06:36.274> we<00:06:36.371> look<00:06:36.597> to<00:06:36.678> tackle.

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And<00:06:37.599> then<00:06:37.728> we<00:06:37.825> have<00:06:38.730> something<00:06:39.021> called<00:06:39.199> long-term<00:06:39.684> goals.

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And<00:06:40.638> these<00:06:40.880> goals<00:06:41.300> don't<00:06:41.527> really<00:06:41.704> change.

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And<00:06:43.678> one<00:06:43.776> of<00:06:43.857> the<00:06:43.938> long-term<00:06:44.490> goals<00:06:44.750> that<00:06:44.896> we<00:06:44.993> have<00:06:45.415> is<00:06:45.561> to<00:06:45.707> develop<00:06:46.162> C-level<00:06:48.254> qualities<00:06:49.623> in<00:06:50.846> our<00:06:51.025> managers<00:06:52.394> as<00:06:52.557> they<00:06:52.720> progress<00:06:53.715> professionally.

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With<00:06:55.123> Payscout.

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So<00:06:55.908> for<00:06:56.149> us,<00:06:57.031> mentorship<00:06:57.769> is<00:06:58.330> fundamental<00:06:58.875> to<00:06:59.036> what<00:06:59.196> we<00:06:59.356> do<00:06:59.613> because<00:06:59.998> it's<00:07:00.816> fundamental<00:07:01.538> to<00:07:02.420> how<00:07:02.660> we<00:07:02.804> look<00:07:03.061> at<00:07:03.205> our<00:07:03.382> long-term<00:07:03.927> goals<00:07:04.569> and<00:07:05.691> how<00:07:05.852> we<00:07:05.932> look<00:07:06.108> at<00:07:06.188> performance<00:07:06.686> appraisals<00:07:07.616> as<00:07:07.712> it<00:07:07.792> pertains<00:07:08.257> to<00:07:08.514> that<00:07:08.674> particular.

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What<00:07:09.653> about<00:07:09.941> AI?

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How<00:07:10.695> are<00:07:10.903> you<00:07:11.064> thinking<00:07:11.385> about<00:07:11.657> it<00:07:11.721> within<00:07:12.026> your<00:07:12.186> company?

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And<00:07:12.908> also<00:07:13.229> just<00:07:13.550> a<00:07:13.726> broader,<00:07:14.528> and<00:07:14.672> I<00:07:14.768> know<00:07:14.929> this<00:07:15.105> is<00:07:15.250> an<00:07:15.314> impossible<00:07:15.731> question<00:07:16.003> to<00:07:16.116> actually<00:07:16.452> answer,<00:07:17.479> but<00:07:17.559> I'd<00:07:17.655> love<00:07:17.832> your<00:07:18.136> kind<00:07:18.297> of<00:07:18.377> perspective<00:07:18.938> on<00:07:19.099> it.

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Where<00:07:20.029> are<00:07:20.141> we<00:07:20.285> going<00:07:20.526> with<00:07:20.702> it?

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And<00:07:20.927> how,<00:07:21.809> you<00:07:21.841> know,<00:07:22.066> what<00:07:22.210> is<00:07:22.370> the<00:07:22.450> future<00:07:22.707> of<00:07:22.851> payments<00:07:23.349> in<00:07:23.429> the<00:07:23.573> age<00:07:23.766> of<00:07:23.894> AI?

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And<00:07:24.872> by<00:07:25.016> the<00:07:25.337> way,<00:07:25.754> this<00:07:25.931> is<00:07:26.075> a<00:07:26.219> loaded<00:07:26.460> question,<00:07:26.732> so<00:07:26.941> take<00:07:27.101> whichever<00:07:27.422> you<00:07:27.518> want.

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The<00:07:28.641> president<00:07:29.106> also<00:07:29.427> just<00:07:29.603> came<00:07:29.828> out<00:07:30.004> with<00:07:30.229> crypto<00:07:31.447> reserves<00:07:32.169> over<00:07:32.346> the<00:07:32.490> weekend,<00:07:32.971> and<00:07:33.051> so<00:07:33.548> I'd<00:07:33.693> love<00:07:33.805> to<00:07:33.917> be<00:07:34.013> free<00:07:34.238> to<00:07:34.334> comment<00:07:34.655> also<00:07:34.896> on<00:07:35.120> crypto<00:07:35.617> and<00:07:35.762> kind<00:07:35.922> of<00:07:36.018> its<00:07:36.178> effect<00:07:36.499> on<00:07:36.660> payments.

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Yeah.

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So<00:07:39.210> once<00:07:39.370> again,<00:07:39.707> I'll<00:07:39.947> go<00:07:40.204> kind<00:07:40.364> of<00:07:40.428> fundamental.

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The<00:07:41.615> way<00:07:41.872> I<00:07:42.032> characterize<00:07:42.978> AI<00:07:43.620> is<00:07:43.860> really<00:07:45.175> this<00:07:45.464> evolution<00:07:46.041> of<00:07:46.202> data<00:07:46.523> that's<00:07:47.164> available<00:07:47.709> both<00:07:48.126> what<00:07:48.271> I'd<00:07:48.383> say<00:07:48.752> offline<00:07:49.730> and<00:07:49.874> online.

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And<00:07:52.286> really<00:07:52.530> bringing<00:07:52.839> these<00:07:53.002> datasets<00:07:53.489> together<00:07:53.993> and<00:07:54.139> then<00:07:54.302> utilizing<00:07:55.034> these<00:07:55.212> datasets<00:07:55.846> for<00:07:56.838> decision-making.

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The<00:07:58.737> way<00:07:59.061> I<00:07:59.321> think<00:07:59.662> about<00:08:00.116> it<00:08:00.213> is<00:08:00.294> similar<00:08:00.943> to<00:08:01.836> the<00:08:01.998> rise<00:08:02.485> of<00:08:02.582> the<00:08:02.793> internet.

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I<00:08:03.442> look<00:08:03.637> at<00:08:03.848> AI<00:08:04.286> as<00:08:04.448> a<00:08:04.578> necessary<00:08:05.227> tool.

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It's<00:08:06.863> a<00:08:06.880> tool<00:08:07.617> to<00:08:07.699> compete<00:08:08.781> with<00:08:09.010> others.

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And<00:08:11.519> what's<00:08:11.712> important<00:08:12.260> is,<00:08:12.743> for<00:08:13.049> me,<00:08:13.306> is<00:08:13.532> how<00:08:14.256> do<00:08:14.353> we<00:08:14.578> utilize<00:08:15.077> AI?

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The<00:08:15.480> same<00:08:15.721> way,<00:08:15.866> like,<00:08:16.027> how<00:08:16.124> do<00:08:16.269> we<00:08:16.430> utilize<00:08:17.170> the<00:08:17.490> the<00:08:17.602> internet<00:08:17.906> and<00:08:18.003> the<00:08:18.227> apps<00:08:19.526> that<00:08:19.702> are<00:08:20.248> available.

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If<00:08:21.274> we<00:08:21.594> utilize<00:08:22.252> the<00:08:22.412> tool<00:08:23.535> for<00:08:23.775> positively<00:08:24.641> impacting<00:08:25.202> the<00:08:25.363> world,<00:08:26.084> then<00:08:26.181> it<00:08:26.325> puts<00:08:26.517> us<00:08:26.726> obviously<00:08:27.143> in<00:08:27.223> a<00:08:27.287> great<00:08:27.463> position.

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And<00:08:28.345> that's<00:08:28.586> whether<00:08:28.826> it's<00:08:29.067> individually,<00:08:31.232> if<00:08:31.312> it's<00:08:31.793> from<00:08:31.953> a<00:08:32.097> family<00:08:32.354> perspective,<00:08:32.995> a<00:08:33.076> professional<00:08:33.637> perspective,<00:08:34.823> AI<00:08:34.936> is<00:08:35.080> a<00:08:35.096> great<00:08:35.321> tool.

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If<00:08:36.283> we<00:08:36.443> utilize<00:08:36.860> the<00:08:36.988> tool<00:08:37.229> for<00:08:37.726> nefarious<00:08:38.367> purposes,<00:08:39.554> then<00:08:40.933> we<00:08:41.799> are<00:08:42.216> perpetuating<00:08:43.979> the<00:08:44.060> ability<00:08:45.262> really<00:08:45.422> for<00:08:45.567> people<00:08:45.807> to<00:08:45.887> commit<00:08:46.144> crimes.

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Same<00:08:47.105> thing<00:08:47.202> that<00:08:47.346> we<00:08:47.426> see<00:08:48.612> in<00:08:48.708> the<00:08:48.869> internet,<00:08:49.510> when<00:08:49.750> we<00:08:49.910> look<00:08:50.087> at<00:08:50.151> the<00:08:50.295> internet,<00:08:50.952> and<00:08:51.097> I<00:08:51.257> equate<00:08:51.658> it<00:08:51.770> to<00:08:52.155> kind<00:08:52.860> of<00:08:53.501> what<00:08:53.613> we<00:08:53.693> see<00:08:53.998> from<00:08:54.479> the<00:08:54.639> white<00:08:54.863> hat<00:08:55.585> hackers,<00:08:56.643> which<00:08:56.819> are<00:08:56.899> security<00:08:57.348> professionals<00:08:58.229> that<00:08:58.582> are<00:08:58.726> protecting<00:09:00.249> the<00:09:00.329> system<00:09:00.970> versus<00:09:01.291> kind<00:09:01.451> of<00:09:01.612> black<00:09:02.333> hat<00:09:02.637> hackers<00:09:03.054> that<00:09:03.214> exploit<00:09:03.615> the<00:09:03.695> system<00:09:04.080> for<00:09:05.282> personal<00:09:05.763> gain.

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So<00:09:06.404> that's<00:09:06.580> kind<00:09:06.757> of<00:09:07.462> how<00:09:07.783> I<00:09:07.943> look<00:09:08.183> at<00:09:08.408> it.

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It<00:09:08.728> doesn't<00:09:08.985> change.

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I<00:09:09.610> still<00:09:09.866> think<00:09:10.091> that<00:09:10.203> we're<00:09:10.347> going<00:09:10.427> to<00:09:10.491> ultimately<00:09:10.924> have<00:09:11.085> to<00:09:11.213> wrap<00:09:11.405> legislation<00:09:12.030> around<00:09:13.633> the<00:09:13.777> prompting<00:09:14.274> for<00:09:14.578> AI,<00:09:16.181> which<00:09:16.293> is<00:09:16.437> a<00:09:16.517> loaded<00:09:16.918> proposition<00:09:17.543> as<00:09:17.703> well.

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But<00:09:19.161> that's<00:09:19.465> where<00:09:19.722> basically<00:09:20.202> I<00:09:20.363> see<00:09:21.885> how<00:09:22.061> I<00:09:22.125> see<00:09:22.366> AI<00:09:22.686> just<00:09:23.071> from<00:09:23.183> a<00:09:23.247> fundamental<00:09:23.712> perspective.

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And<00:09:24.449> I<00:09:24.529> can<00:09:24.609> get<00:09:24.753> into<00:09:24.929> payments<00:09:25.330> if<00:09:25.410> you'd<00:09:25.554> like.

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Yeah,<00:09:26.131> yeah.

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Tell<00:09:26.788> me,<00:09:28.118> let's<00:09:28.278> go<00:09:28.358> to<00:09:28.439> crypto<00:09:28.775> real<00:09:28.999> quick<00:09:29.063> and<00:09:29.192> we'll<00:09:29.320> go<00:09:29.416> back<00:09:29.592> to<00:09:29.720> payments<00:09:30.121> for<00:09:30.217> AI.

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Give<00:09:31.163> me<00:09:31.259> your<00:09:31.419> sense<00:09:31.739> for<00:09:32.845> crypto,<00:09:33.502> that<00:09:33.678> space.

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It<00:09:35.184> must<00:09:35.409> be<00:09:35.505> an<00:09:35.585> interesting<00:09:35.986> space<00:09:36.290> for<00:09:36.370> you<00:09:36.450> to<00:09:36.546> look<00:09:36.771> at<00:09:36.947> given<00:09:37.748> what<00:09:37.973> you<00:09:38.069> do.

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I<00:09:38.950> don't<00:09:39.222> know<00:09:39.335> if<00:09:39.495> PayPal<00:09:40.464> is<00:09:40.689> engaged<00:09:41.173> in<00:09:41.270> any<00:09:41.431> crypto<00:09:42.141> and<00:09:42.625> payments<00:09:42.899> and<00:09:43.028> things<00:09:43.205> like<00:09:43.366> that,<00:09:43.447> but<00:09:43.608> give<00:09:43.753> us<00:09:43.866> a<00:09:43.931> sense.

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Yeah,<00:09:44.592> so<00:09:45.624> traditionally<00:09:46.995> we've<00:09:47.640> looked<00:09:47.946> at<00:09:48.107> crypto.

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We're<00:09:48.752> not<00:09:49.560> currently<00:09:50.142> engaged<00:09:51.016> in<00:09:51.501> crypto<00:09:51.841> payments.

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We<00:09:52.973> do<00:09:53.118> understand<00:09:53.539> how<00:09:53.701> they<00:09:53.846> work,<00:09:54.024> how<00:09:54.186> they<00:09:54.412> operate.

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The<00:09:57.245> way—<00:09:57.809> if<00:09:57.905> we<00:09:58.082> strictly<00:09:58.856> go<00:09:59.033> from<00:09:59.194> a<00:09:59.597> payment<00:09:59.999> perspective<00:10:01.771> in<00:10:01.852> terms<00:10:02.174> of<00:10:02.254> cryptocurrency,<00:10:03.543> we<00:10:04.026> want<00:10:04.526> to<00:10:04.800> give<00:10:05.889> merchants<00:10:06.539> the<00:10:06.701> ability<00:10:07.270> to<00:10:07.758> accept<00:10:08.148> payments<00:10:08.820> based<00:10:09.172> on,<00:10:09.958> um,<00:10:10.215> the,<00:10:10.600> the<00:10:10.856> different,<00:10:11.963> uh,<00:10:12.460> payment<00:10:12.845> mechanisms<00:10:13.486> that<00:10:13.583> customers<00:10:14.288> use.

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So<00:10:15.972> as<00:10:16.309> we<00:10:16.550> see<00:10:17.271> the<00:10:17.432> evolution<00:10:18.378> of<00:10:18.538> crypto,<00:10:19.661> um,<00:10:20.062> it's<00:10:20.318> really<00:10:20.719> for<00:10:21.184> us<00:10:21.746> not<00:10:22.002> to<00:10:22.099> be<00:10:22.243> on<00:10:22.403> the<00:10:22.548> bleeding<00:10:22.949> edge<00:10:23.430> of<00:10:23.606> it,<00:10:24.392> um,<00:10:24.889> but<00:10:25.130> more<00:10:25.290> on<00:10:25.370> the<00:10:25.450> cutting<00:10:25.835> edge<00:10:25.996> of<00:10:26.108> it.

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So<00:10:26.493> as<00:10:26.717> we<00:10:26.894> see,<00:10:28.000> um,<00:10:28.578> more<00:10:28.882> people<00:10:29.364> want<00:10:29.620> to<00:10:29.781> utilize<00:10:30.342> crypto<00:10:30.807> in<00:10:30.887> their<00:10:31.208> daily<00:10:31.529> lives,<00:10:32.347> then<00:10:32.507> that's<00:10:32.731> something<00:10:33.068> that<00:10:33.309> we,<00:10:34.175> um,<00:10:34.351> look<00:10:34.576> at<00:10:34.752> integrating<00:10:35.314> and,<00:10:35.634> and<00:10:35.795> putting<00:10:36.035> in<00:10:36.180> place.

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We're<00:10:36.773> seeing<00:10:37.238> more,<00:10:37.880> I<00:10:37.944> can<00:10:38.040> tell<00:10:38.345> you,<00:10:39.243> requests<00:10:40.191> for<00:10:40.448> it,<00:10:42.117> but<00:10:42.390> not<00:10:42.936> quite<00:10:43.563> enough<00:10:45.265> to<00:10:45.489> really<00:10:46.228> push<00:10:46.549> it<00:10:46.790> into<00:10:47.047> the<00:10:47.256> ecosystem<00:10:48.299> the<00:10:48.380> same<00:10:48.781> way<00:10:48.958> digital<00:10:49.295> wallets<00:10:49.664> are<00:10:49.760> pushed<00:10:50.065> into<00:10:50.306> the<00:10:50.338> ecosystem<00:10:50.965> today.

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Yeah,<00:10:51.848> it<00:10:51.928> doesn't<00:10:52.185> have<00:10:52.394> the<00:10:52.490> adoption<00:10:53.951> certainly<00:10:54.561> that<00:10:56.344> entrenched<00:10:57.387> money<00:10:57.628> has<00:10:57.933> for<00:10:58.030> sure.

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And<00:10:58.897> who<00:10:59.009> knows<00:10:59.234> if<00:10:59.330> it<00:10:59.459> ever<00:10:59.699> will,<00:10:59.876> which<00:11:00.101> is<00:11:00.133> a<00:11:00.197> really<00:11:00.422> interesting<00:11:01.482> piece.

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I<00:11:02.028> imagine<00:11:02.445> it<00:11:02.525> will,<00:11:02.766> but<00:11:03.489> who<00:11:03.649> knows?

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Yeah,<00:11:04.612> give<00:11:04.724> me<00:11:04.852> a<00:11:04.868> sense,<00:11:05.317> uh,<00:11:05.573> on<00:11:05.718> the<00:11:05.798> payments<00:11:06.134> front<00:11:06.455> and<00:11:06.599> with<00:11:06.839> AI,<00:11:07.160> and<00:11:07.240> how<00:11:07.416> are<00:11:07.496> you<00:11:07.560> using<00:11:07.993> it<00:11:08.073> within<00:11:08.297> your<00:11:08.442> company?

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Well,<00:11:09.035> we've<00:11:09.323> always<00:11:09.884> used<00:11:10.861> datasets<00:11:11.646> and,<00:11:11.967> and<00:11:12.464> what<00:11:12.608> I<00:11:12.768> would<00:11:12.928> consider,<00:11:14.050> uh,<00:11:14.306> artificial,<00:11:14.867> artificial<00:11:15.348> intelligence<00:11:16.133> from<00:11:17.415> a<00:11:18.376> fraud,<00:11:19.418> uh,<00:11:20.059> and<00:11:20.299> risk<00:11:20.876> protection<00:11:21.837> perspective.

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And<00:11:22.943> that's<00:11:23.183> once<00:11:23.360> again<00:11:23.600> taking,<00:11:24.625> uh,<00:11:24.962> as<00:11:25.106> I<00:11:25.523> characterize<00:11:26.164> it,<00:11:26.388> offline<00:11:26.805> data,<00:11:27.510> which<00:11:27.686> are<00:11:27.846> datasets<00:11:28.327> that<00:11:28.487> we<00:11:28.647> have<00:11:29.272> based<00:11:29.593> on<00:11:29.769> transactions<00:11:30.570> that<00:11:30.730> happen<00:11:31.131> with<00:11:31.676> all<00:11:31.837> the<00:11:31.917> demographics<00:11:32.496> that<00:11:32.592> surround<00:11:33.540> those<00:11:33.781> transactions,<00:11:34.825> and<00:11:34.889> then<00:11:35.050> integrating<00:11:35.532> those<00:11:35.789> with<00:11:36.335> online<00:11:36.673> data<00:11:37.797> that's<00:11:37.974> available<00:11:38.520> in<00:11:38.665> terms<00:11:38.986> of,<00:11:39.709> you<00:11:39.741> know,<00:11:39.886> kind<00:11:40.030> of<00:11:40.127> the<00:11:40.223> nefarious<00:11:40.850> things<00:11:41.155> that<00:11:41.316> can<00:11:41.412> happen,<00:11:42.443> the<00:11:42.524> flags<00:11:42.926> and<00:11:43.007> tool<00:11:43.265> sets<00:11:45.520> that<00:11:45.987> allow<00:11:46.470> us<00:11:46.712> to<00:11:46.824> spot<00:11:48.902> fraud<00:11:49.772> very<00:11:49.949> quickly<00:11:51.158> and<00:11:51.303> kind<00:11:51.416> of<00:11:51.545> protect<00:11:51.899> the<00:11:52.044> ecosystem.

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So<00:11:53.721> we've<00:11:54.044> all—<00:11:54.527> I<00:11:54.785> would<00:11:54.930> say<00:11:55.091> that<00:11:55.365> our<00:11:55.672> industry<00:11:56.220> has<00:11:56.381> always<00:11:57.042> more<00:11:57.107> or<00:11:57.203> less<00:11:57.445> been<00:11:57.606> on<00:11:57.687> the<00:11:57.832> forefront<00:11:59.631> of<00:11:59.873> AI.

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So<00:12:01.891> we're<00:12:02.052> just,<00:12:02.779> all<00:12:02.940> we're<00:12:03.037> doing<00:12:03.360> now<00:12:04.070> is<00:12:04.474> we're<00:12:04.716> able<00:12:04.974> to<00:12:05.846> take<00:12:06.653> larger<00:12:06.992> datasets,<00:12:08.505> both<00:12:08.827> offline<00:12:09.149> and<00:12:09.310> online,<00:12:09.712> and<00:12:09.809> kind<00:12:09.986> of<00:12:10.195> integrate<00:12:10.630> those<00:12:11.016> for<00:12:14.236> fraudulent<00:12:14.945> purposes,<00:12:15.444> making<00:12:15.685> sure<00:12:15.846> that<00:12:16.007> we<00:12:16.168> catch<00:12:16.490> it.

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What<00:12:16.813> I<00:12:16.894> would<00:12:17.040> say<00:12:17.607> as<00:12:17.786> an<00:12:18.029> organization,<00:12:18.840> it's<00:12:19.002> very<00:12:19.245> similar<00:12:19.796> to<00:12:21.191> any<00:12:21.353> organization<00:12:22.326> in<00:12:22.407> terms<00:12:22.796> of<00:12:23.364> what<00:12:23.542> we<00:12:23.704> do<00:12:23.931> from<00:12:24.109> a<00:12:24.272> day-to-day<00:12:24.677> perspective<00:12:25.390> when<00:12:25.488> it<00:12:25.569> comes<00:12:25.780> to<00:12:26.241> tasks.

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And<00:12:28.554> our<00:12:28.715> goal<00:12:29.180> is<00:12:29.356> to<00:12:29.516> teach<00:12:30.382> our<00:12:30.558> employees<00:12:31.744> how<00:12:32.081> to<00:12:32.402> prompt<00:12:33.908> efficiently<00:12:35.351> when<00:12:35.447> they're<00:12:35.672> using<00:12:36.794> AI.

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And<00:12:38.814> I<00:12:38.894> think<00:12:39.359> the<00:12:39.391> secret<00:12:39.872> sauce<00:12:40.321> is<00:12:40.801> once<00:12:41.042> you<00:12:41.443> have<00:12:41.619> those<00:12:42.645> prompts<00:12:42.982> in<00:12:43.126> place<00:12:43.847> and<00:12:44.328> you<00:12:45.370> get<00:12:45.530> a<00:12:45.611> result<00:12:46.091> back<00:12:46.989> is<00:12:47.214> that<00:12:48.817> you<00:12:48.913> do<00:12:49.073> personalize<00:12:49.875> it<00:12:50.420> rather<00:12:50.692> than<00:12:51.682> a<00:12:51.702> lot<00:12:51.814> of<00:12:51.878> people<00:12:52.119> do<00:12:52.600> cut<00:12:52.760> and<00:12:52.856> paste.

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Same<00:12:53.642> thing<00:12:53.722> people<00:12:53.946> did<00:12:54.507> online<00:12:55.645> as<00:12:55.806> you<00:12:55.966> know,<00:12:56.287> go<00:12:57.729> back<00:12:57.970> to<00:12:58.050> those<00:12:58.210> days<00:12:58.595> where<00:12:58.900> when<00:12:58.997> people<00:12:59.142> were<00:12:59.175> writing<00:12:59.417> papers<00:12:59.919> and<00:13:00.533> they<00:13:00.614> would<00:13:00.711> just<00:13:01.439> cut<00:13:01.666> and<00:13:01.763> paste<00:13:02.005> the<00:13:02.086> paragraph<00:13:02.750> and<00:13:02.895> the<00:13:02.976> professor<00:13:03.931> would<00:13:04.028> Google<00:13:04.416> it,<00:13:04.998> find<00:13:05.386> it,<00:13:05.548> and<00:13:06.616> bust<00:13:06.939> you.

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It's<00:13:07.263> kind<00:13:07.409> of<00:13:07.489> the<00:13:07.522> same<00:13:07.813> thing<00:13:07.975> with<00:13:08.153> AI,<00:13:09.105> making<00:13:09.364> sure<00:13:09.606> that<00:13:10.171> there's<00:13:10.349> a<00:13:10.414> personalization<00:13:11.770> to<00:13:11.851> the<00:13:11.948> final<00:13:12.190> product<00:13:13.078> that's<00:13:13.321> delivered.

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Yeah,<00:13:15.242> that<00:13:15.662> actually<00:13:15.969> is<00:13:16.050> a<00:13:16.066> great<00:13:16.308> analogy<00:13:16.809> as<00:13:16.954> well.

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I<00:13:19.276> wonder<00:13:20.018> what<00:13:20.179> you<00:13:20.405> read.

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What<00:13:21.695> do<00:13:21.728> you<00:13:21.937> read<00:13:22.179> and<00:13:22.276> what<00:13:22.518> reading<00:13:22.760> recommendations<00:13:23.469> would<00:13:23.582> you<00:13:23.711> have<00:13:23.889> for<00:13:24.050> us?

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That's<00:13:24.762> funny.

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So<00:13:25.388> you<00:13:25.484> did<00:13:25.709> ask<00:13:26.046> about<00:13:27.650> philosophy.

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So<00:13:29.639> I<00:13:29.816> consistently<00:13:30.698> read<00:13:31.244> a<00:13:31.404> book,<00:13:31.741> it's<00:13:31.902> called<00:13:32.608> "Groundwork<00:13:33.249> for<00:13:33.346> the<00:13:33.426> Metaphysics<00:13:34.003> of<00:13:34.148> Morality."<00:13:34.725> It's<00:13:36.137> by<00:13:36.249> Immanuel<00:13:36.715> Kant.

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I've<00:13:38.945> just<00:13:39.105> always<00:13:39.346> been<00:13:39.442> fascinated<00:13:40.004> with<00:13:41.046> the<00:13:41.111> subject.

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So<00:13:43.292> from<00:13:44.095> a<00:13:44.159> philosophy<00:13:44.752> standpoint,<00:13:46.726> that's<00:13:46.918> a<00:13:47.047> book<00:13:47.287> that<00:13:48.827> I<00:13:49.052> always<00:13:49.325> dive<00:13:49.630> into.

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Interesting<00:13:51.396> enough,<00:13:52.027> another<00:13:52.431> book<00:13:52.657> that<00:13:52.819> I<00:13:52.916> would<00:13:52.997> recommend<00:13:53.466> is<00:13:53.805> a<00:13:53.886> book<00:13:54.032> called<00:13:54.210> The<00:13:54.291> Inner<00:13:54.517> Game<00:13:54.695> of<00:13:54.841> Tennis.

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And<00:13:58.823> it<00:13:59.080> really<00:13:59.482> talks<00:13:59.964> about—<00:14:01.635> I<00:14:01.956> have<00:14:02.213> these<00:14:02.390> analogies.

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I<00:14:03.579> have<00:14:03.723> a<00:14:03.739> sports<00:14:04.061> background,<00:14:04.559> so<00:14:05.250> I<00:14:05.410> really<00:14:05.667> equate<00:14:06.133> kind<00:14:06.246> of<00:14:06.390> what<00:14:06.615> we<00:14:06.680> do<00:14:06.793> every<00:14:07.035> day<00:14:07.423> to<00:14:08.005> what<00:14:08.151> happens<00:14:08.507> in<00:14:08.636> sports.

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And<00:14:09.703> The<00:14:09.784> Inner<00:14:10.010> Game<00:14:10.188> of<00:14:10.334> Tennis<00:14:11.466> is<00:14:11.724> just<00:14:11.967> a<00:14:12.112> well-written,<00:14:13.649> easy-to-read<00:14:14.214> piece<00:14:14.958> that<00:14:15.185> really<00:14:15.427> talks<00:14:15.767> about<00:14:17.194> so<00:14:17.307> many<00:14:17.501> different<00:14:17.809> aspects<00:14:18.375> mentally<00:14:19.427> of<00:14:19.589> high<00:14:19.767> performance.

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And<00:14:22.017> starting<00:14:22.422> off<00:14:22.600> with,<00:14:23.069> not<00:14:23.231> to<00:14:23.312> give<00:14:23.490> it<00:14:23.555> away<00:14:23.814> because<00:14:24.057> I'd<00:14:24.202> love<00:14:25.271> everyone<00:14:25.611> to<00:14:25.740> read<00:14:25.918> it,<00:14:26.064> but<00:14:26.210> Self<00:14:26.468> 1<00:14:26.629> and<00:14:26.726> Self<00:14:27.049> 2,<00:14:27.307> figuring<00:14:27.759> out<00:14:27.856> what<00:14:28.017> that<00:14:28.259> means<00:14:28.663> and<00:14:29.534> why<00:14:29.776> athletes<00:14:30.115> talk<00:14:30.422> to<00:14:30.503> themselves<00:14:31.084> and<00:14:31.729> why<00:14:31.955> leaders<00:14:32.294> talk<00:14:32.536> to<00:14:32.617> themselves<00:14:35.183> as<00:14:35.344> they're<00:14:35.490> looking<00:14:35.844> at<00:14:36.519> high<00:14:36.705> performance.

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In<00:14:39.228> terms<00:14:39.548> of<00:14:39.649> what<00:14:39.767> I'm<00:14:39.902> reading<00:14:40.155> right<00:14:40.408> now,<00:14:42.422> I'm<00:14:42.583> reading<00:14:42.808> "Eleven<00:14:43.145> Rings."<00:14:44.334> It's<00:14:44.655> just<00:14:44.816> a<00:14:44.912> book<00:14:45.073> I<00:14:45.153> never<00:14:45.490> did<00:14:45.876> read.

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So,<00:14:48.752> and<00:14:49.651> for<00:14:49.876> fun,<00:14:51.579> if<00:14:51.660> you<00:14:51.740> want<00:14:51.869> to<00:14:51.901> call<00:14:52.110> it<00:14:52.222> fun,<00:14:52.464> there's<00:14:52.625> a<00:14:52.706> book<00:14:52.867> called<00:14:53.109> "Project<00:14:53.593> Hail<00:14:53.818> Mary."<00:14:54.334> Oh,<00:14:54.382> I've<00:14:54.495> never<00:14:54.721> even<00:14:54.866> heard<00:14:54.979> of<00:14:55.108> that.

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What<00:14:55.608> is<00:14:55.688> that<00:14:55.833> one<00:14:55.946> about?

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Just<00:14:57.042> started.

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So,<00:14:58.251> it's<00:14:58.493> really<00:14:58.832> about<00:15:00.121> the<00:15:00.186> existence<00:15:01.241> of<00:15:02.782> mankind<00:15:03.918> and<00:15:05.476> the<00:15:05.719> fight<00:15:05.979> for<00:15:08.262> existence<00:15:08.989> through<00:15:09.942> a<00:15:10.135> number<00:15:10.442> of<00:15:10.588> challenges.

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So,<00:15:12.542> like<00:15:14.076> I<00:15:14.109> said,<00:15:14.302> I<00:15:14.399> just<00:15:14.625> started,<00:15:14.884> just<00:15:15.045> picked<00:15:15.288> it<00:15:15.368> up.

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Yeah.

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Hell<00:15:16.014> yeah.

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That's<00:15:16.564> awesome.

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That<00:15:17.064> sounds<00:15:17.371> great.

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That's<00:15:17.791> a<00:15:17.840> great<00:15:17.984> topic.

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That's<00:15:19.627> the<00:15:19.788> topic<00:15:20.287> right<00:15:20.448> there.

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Yes.

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I<00:15:22.283> also<00:15:22.621> wonder,<00:15:23.813> as<00:15:26.002> you<00:15:26.147> kind<00:15:26.308> of<00:15:26.340> go<00:15:26.485> along<00:15:26.807> here,<00:15:26.968> or<00:15:27.210> I<00:15:27.242> don't<00:15:27.500> know,<00:15:27.676> have<00:15:27.773> you<00:15:27.918> raised<00:15:28.175> money?

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No.

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How<00:15:29.767> have<00:15:29.944> you<00:15:30.105> thought<00:15:30.330> about<00:15:30.587> raising<00:15:30.989> money<00:15:31.472> and<00:15:31.616> why<00:15:31.938> haven't<00:15:32.340> you<00:15:32.420> raised<00:15:32.678> money?

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That<00:15:32.983> would<00:15:33.080> be<00:15:33.224> an<00:15:33.305> interesting<00:15:33.803> thing<00:15:34.012> for<00:15:34.109> our<00:15:34.286> audience<00:15:34.543> to<00:15:34.688> know.

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Yeah.

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So,<00:15:35.717> you<00:15:35.797> know,<00:15:36.119> we've<00:15:36.296> been<00:15:36.843> blessed.

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Um,<00:15:39.007> as<00:15:39.664> from<00:15:39.809> the<00:15:39.905> time<00:15:40.210> we've<00:15:40.402> started,<00:15:41.669> uh,<00:15:41.813> PayScout,<00:15:43.016> uh,<00:15:43.192> to<00:15:43.288> now,<00:15:43.673> over<00:15:44.699> a<00:15:44.795> decade,<00:15:46.142> we<00:15:46.319> have<00:15:46.720> been<00:15:47.906> a<00:15:48.147> profitable<00:15:49.125> company.

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So<00:15:50.472> the<00:15:50.632> need<00:15:50.953> for<00:15:51.113> us<00:15:51.370> to<00:15:52.011> raise<00:15:52.332> capital,<00:15:53.999> uh,<00:15:54.641> has<00:15:54.978> not<00:15:55.282> really<00:15:56.405> been<00:15:56.565> something<00:15:56.982> that<00:15:57.142> we've<00:15:57.463> looked<00:15:57.768> at<00:15:58.810> until<00:15:59.131> recently.

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Um,<00:16:00.510> there—<00:16:01.055> what<00:16:01.215> we're<00:16:01.311> seeing<00:16:01.632> now<00:16:01.937> in<00:16:02.113> our<00:16:02.273> industry<00:16:03.252> is<00:16:03.316> we're<00:16:03.412> seeing<00:16:03.700> a<00:16:03.717> lot<00:16:03.941> of<00:16:04.021> consolidation<00:16:05.160> and<00:16:06.301> So<00:16:06.527> raising<00:16:06.851> capital<00:16:07.337> is<00:16:07.499> now<00:16:07.741> something<00:16:08.130> that's<00:16:08.453> on<00:16:08.874> our<00:16:09.036> radar,<00:16:11.221> but<00:16:11.869> it's<00:16:12.273> not<00:16:12.581> about<00:16:13.568> profitability,<00:16:14.539> it's<00:16:14.750> just<00:16:15.511> about<00:16:15.770> scale<00:16:16.564> at<00:16:16.645> this<00:16:16.758> point.

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Yeah.

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Who's<00:16:17.763> a<00:16:17.941> leader<00:16:18.492> or<00:16:18.589> an<00:16:18.670> example<00:16:19.156> of<00:16:19.302> a<00:16:19.318> leader<00:16:19.658> that<00:16:19.804> you<00:16:19.950> admire?

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Gosh,<00:16:22.317> so<00:16:22.446> many.

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So<00:16:24.136> many.

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I<00:16:25.102> mean,<00:16:25.263> it<00:16:25.343> goes<00:16:25.585> from<00:16:25.746> a<00:16:25.826> father,<00:16:27.114> I<00:16:27.259> would<00:16:27.420> say.

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That's<00:16:29.271> where<00:16:29.432> I<00:16:29.529> would<00:16:29.673> have<00:16:31.219> to<00:16:31.299> start.

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I<00:16:32.909> grew<00:16:33.235> up<00:16:33.642> in<00:16:34.539> a<00:16:34.637> military<00:16:34.995> family<00:16:35.191> in<00:16:35.272> terms<00:16:35.370> of<00:16:35.435> my<00:16:35.468> father<00:16:35.647> servicing<00:16:38.022> he<00:16:38.118> was<00:16:38.647> a<00:16:38.920> Special<00:16:39.289> Forces<00:16:39.705> reconnaissance<00:16:40.411> Marine<00:16:41.694> and<00:16:43.297> really<00:16:44.372> embedded<00:16:45.799> tools<00:16:46.937> for<00:16:47.146> us<00:16:47.787> for<00:16:47.948> leadership,<00:16:49.166> kind<00:16:49.327> of<00:16:49.407> growing<00:16:49.792> up,<00:16:51.010> understanding<00:16:51.508> self-discipline<00:16:52.373> and<00:16:53.336> certain<00:16:53.656> things<00:16:53.881> of<00:16:53.913> that<00:16:54.137> nature,<00:16:54.779> confidence,<00:16:55.805> empathy,<00:16:56.607> optimism.

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So<00:16:57.890> I<00:16:58.050> would<00:16:58.146> say<00:16:58.868> it's<00:16:59.509> the<00:16:59.670> father<00:17:00.054> figure<00:17:00.471> where<00:17:00.632> it<00:17:00.728> starts.

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And<00:17:01.417> there<00:17:01.562> have<00:17:01.834> been<00:17:02.700> a<00:17:02.780> host<00:17:03.117> of<00:17:03.181> figures<00:17:04.304> that<00:17:05.923> have<00:17:06.100> impacted<00:17:07.849> my<00:17:08.074> career<00:17:09.438> up<00:17:09.534> to<00:17:09.631> this<00:17:09.855> point.

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But<00:17:10.321> I<00:17:10.465> have<00:17:10.578> to<00:17:10.642> say<00:17:10.802> my<00:17:10.979> father.

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Yeah,<00:17:12.118> that's<00:17:12.407> the<00:17:12.504> best<00:17:12.809> one.

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Tell<00:17:14.333> me<00:17:15.056> how<00:17:15.216> you're<00:17:15.377> thinking<00:17:15.649> about<00:17:15.858> 2025.

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We're<00:17:16.596> talking<00:17:17.238> end<00:17:17.575> of<00:17:17.720> February<00:17:18.346> here.

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2024<00:17:19.325> was<00:17:19.710> obviously<00:17:20.111> kind<00:17:20.288> of<00:17:20.384> a<00:17:20.561> tumultuous<00:17:21.732> year<00:17:22.214> just<00:17:22.583> because<00:17:22.856> there<00:17:22.936> was<00:17:23.081> a<00:17:23.097> lot<00:17:23.257> of<00:17:23.337> uncertainty.

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Is<00:17:24.782> there<00:17:25.344> more<00:17:25.584> certainty<00:17:25.921> now<00:17:26.291> as<00:17:26.387> you're<00:17:26.531> looking<00:17:26.804> at<00:17:26.949> this<00:17:27.189> year?

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Is<00:17:27.591> there<00:17:28.136> less<00:17:28.313> certainty?

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You<00:17:29.982> mentioned<00:17:30.303> there<00:17:30.383> was<00:17:30.431> a<00:17:30.480> lot<00:17:30.640> of<00:17:30.704> consolidation<00:17:31.282> in<00:17:31.346> your<00:17:31.459> industry.

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What's<00:17:32.261> happening?

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Yeah.

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So,<00:17:34.076> What<00:17:34.398> I<00:17:34.574> would—<00:17:35.041> for<00:17:35.362> us<00:17:35.539> specifically,<00:17:37.854> I<00:17:37.950> would<00:17:38.111> say<00:17:39.237> more<00:17:39.558> certainty<00:17:41.713> than<00:17:41.873> the<00:17:41.970> prior<00:17:42.340> year.

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And<00:17:44.879> it's<00:17:45.088> really<00:17:45.265> the<00:17:45.426> industries<00:17:46.053> that<00:17:46.454> we<00:17:46.567> serve<00:17:47.901> are<00:17:49.348> now<00:17:49.701> stabilizing.

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A<00:17:51.780> lot<00:17:52.023> of<00:17:52.136> the<00:17:52.282> payments<00:17:52.769> that<00:17:53.320> we<00:17:53.563> work<00:17:53.822> with<00:17:53.984> here<00:17:54.211> at<00:17:54.308> PayScout<00:17:55.265> happen<00:17:55.605> in<00:17:56.237> medical<00:17:56.578> billing.

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It<00:17:57.777> happens<00:17:58.117> in<00:17:58.279> education<00:17:58.928> billing.

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And<00:18:01.349> telecommunications,<00:18:02.408> as<00:18:02.552> well<00:18:02.632> as<00:18:02.792> government.

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So<00:18:03.915> what<00:18:04.011> we're<00:18:04.123> seeing<00:18:04.556> is<00:18:05.759> more<00:18:06.015> stabilization<00:18:06.817> there<00:18:07.683> as<00:18:07.795> it<00:18:07.923> comes<00:18:08.180> to<00:18:09.142> the<00:18:09.222> payment<00:18:09.607> industry.

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When<00:18:10.826> we<00:18:10.906> have<00:18:11.146> an<00:18:11.227> administration<00:18:11.868> change,<00:18:12.429> there's<00:18:13.552> always<00:18:13.728> a<00:18:13.792> big<00:18:13.952> impact.

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So<00:18:15.219> for<00:18:15.540> us,<00:18:15.941> the<00:18:16.021> CFPB<00:18:17.464> is<00:18:18.522> kind<00:18:18.699> of<00:18:18.827> that<00:18:18.987> central<00:18:20.527> federal<00:18:21.232> agency<00:18:22.114> that<00:18:22.371> impacts<00:18:22.996> the<00:18:23.333> payment<00:18:23.637> ecosystem.

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And<00:18:26.139> we've<00:18:26.523> already<00:18:27.582> We've<00:18:27.726> done<00:18:27.902> this<00:18:28.063> once<00:18:28.303> already<00:18:28.848> with,<00:18:29.265> you<00:18:29.361> know,<00:18:30.612> Trump's<00:18:30.868> prior<00:18:31.413> term.

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So<00:18:32.375> him<00:18:32.551> coming<00:18:32.872> into<00:18:33.433> place<00:18:33.754> now,<00:18:34.010> it's<00:18:34.299> really<00:18:35.260> us<00:18:35.517> gearing<00:18:36.703> for<00:18:37.024> what<00:18:37.200> we<00:18:37.296> saw<00:18:38.483> in<00:18:38.547> his<00:18:38.723> first<00:18:39.044> term,<00:18:39.989> which<00:18:40.246> was<00:18:41.689> a<00:18:41.769> shift<00:18:43.035> from<00:18:43.933> the<00:18:44.334> federal<00:18:46.418> enforcement<00:18:47.139> actions<00:18:47.620> that<00:18:47.844> we<00:18:47.941> see<00:18:49.063> in<00:18:49.143> the<00:18:49.223> payment<00:18:49.608> ecosystem<00:18:50.826> to<00:18:51.387> state<00:18:52.269> enforcement<00:18:52.814> actions.

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That<00:18:54.096> happen<00:18:54.433> at<00:18:54.834> the<00:18:54.994> Attorney<00:18:55.315> General<00:18:56.741> level.

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So<00:18:57.799> for<00:18:58.104> us,<00:18:58.617> all<00:18:58.745> we're<00:18:59.066> going<00:18:59.739> to<00:18:59.803> do<00:19:00.044> is<00:19:00.188> just<00:19:00.669> really<00:19:00.989> look<00:19:01.150> at<00:19:01.246> that<00:19:01.406> shift<00:19:02.352> and<00:19:02.608> just<00:19:02.769> make<00:19:02.865> sure<00:19:03.073> that<00:19:03.186> everyone<00:19:04.372> understands<00:19:05.879> the<00:19:06.055> issues<00:19:06.456> that<00:19:06.552> are<00:19:06.680> fundamental<00:19:07.337> to<00:19:07.818> the<00:19:07.898> different<00:19:08.123> states.

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And<00:19:08.700> that's<00:19:08.876> what<00:19:09.021> we<00:19:09.181> build<00:19:09.485> out<00:19:09.742> in<00:19:09.806> our<00:19:10.046> technology<00:19:11.249> and<00:19:11.345> just<00:19:11.489> to<00:19:11.569> make<00:19:11.665> sure<00:19:12.066> everyone's<00:19:13.493> safe.

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Where<00:19:14.214> are<00:19:14.375> you<00:19:14.471> based?

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We<00:19:15.288> are<00:19:15.433> in<00:19:15.513> Sherman<00:19:16.378> Oaks,<00:19:16.715> California.

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Okay.

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Tell<00:19:19.456> me<00:19:19.552> about<00:19:19.745> your<00:19:19.857> name,<00:19:20.322> Cleveland<00:19:20.803> Brandt.

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I'm<00:19:22.245> sure<00:19:22.326> you<00:19:22.486> get<00:19:22.630> asked<00:19:22.806> this<00:19:23.031> all<00:19:23.111> the<00:19:23.207> time.

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Like,<00:19:24.025> was<00:19:24.153> your<00:19:24.313> dad<00:19:24.746> or<00:19:24.874> your<00:19:25.051> parents<00:19:25.500> big<00:19:25.628> like<00:19:25.837> Cleveland<00:19:26.255> Browns<00:19:26.720> fans<00:19:27.234> or—<00:19:27.845> I<00:19:27.925> mean,<00:19:28.102> your<00:19:28.263> name<00:19:28.504> is<00:19:28.664> incredible.

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I<00:19:30.592> appreciate<00:19:31.218> it.

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Like<00:19:31.556> I<00:19:31.636> said,<00:19:31.941> from<00:19:32.118> a<00:19:32.134> CB<00:19:32.680> to<00:19:32.841> a<00:19:32.857> CB.

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Yeah,<00:19:34.110> but<00:19:34.929> mine's<00:19:35.235> not<00:19:35.411> as<00:19:35.556> cool<00:19:35.781> as<00:19:35.877> yours.

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Mine's<00:19:36.456> Clint,<00:19:36.841> but<00:19:36.921> that's<00:19:37.484> lame.

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You're<00:19:38.303> Cleveland<00:19:38.849> Brown,<00:19:39.267> man.

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Yes,<00:19:40.552> it's<00:19:40.729> a<00:19:40.793> name.

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It's<00:19:41.291> a<00:19:41.307> name<00:19:41.436> you<00:19:41.500> have<00:19:41.596> to<00:19:41.741> live<00:19:41.901> up<00:19:42.062> to.

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But<00:19:42.946> I<00:19:43.524> am<00:19:43.685> Cleveland<00:19:44.166> Brown<00:19:44.568> Jr.,<00:19:44.954> by<00:19:45.130> the<00:19:45.211> way.

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So,<00:19:46.158> okay.

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Okay.

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My<00:19:47.138> father<00:19:47.299> is<00:19:47.460> Cleveland<00:19:47.861> Brown.

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So<00:19:48.424> it<00:19:48.648> was<00:19:48.825> handed<00:19:49.211> off.

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And<00:19:50.496> yes,<00:19:50.978> they<00:19:51.074> were<00:19:51.460> very<00:19:52.279> big<00:19:53.739> Jim<00:19:53.997> Brown,<00:19:55.047> Cleveland<00:19:55.531> Brown<00:19:56.096> fans.

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And<00:19:59.566> that<00:19:59.792> goes<00:20:00.115> to,<00:20:00.696> you<00:20:00.777> know,<00:20:01.019> obviously<00:20:01.342> my<00:20:01.488> grandfather.

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And<00:20:04.325> I<00:20:04.341> have<00:20:04.504> a<00:20:04.520> son<00:20:05.541> and<00:20:05.703> guess<00:20:05.947> what?

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He's<00:20:07.081> Cleveland<00:20:07.584> Brown<00:20:08.069> III.

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So<00:20:12.925> we're<00:20:13.492> keeping<00:20:13.800> it<00:20:13.897> going.

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But<00:20:15.175> yeah,<00:20:15.499> it's<00:20:16.487> a<00:20:16.552> cool<00:20:16.746> name.

00:20:17.622 --> 00:20:20.636
I<00:20:17.767> will<00:20:17.881> say<00:20:18.270> though,<00:20:18.594> it<00:20:18.691> is<00:20:18.837> a<00:20:18.853> name<00:20:19.404> that<00:20:19.631> you<00:20:19.793> have<00:20:20.036> to<00:20:20.198> live<00:20:20.361> up<00:20:20.523> to.

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And<00:20:21.274> I<00:20:21.434> tell<00:20:21.900> them<00:20:21.996> that<00:20:22.157> all<00:20:22.318> the<00:20:22.398> time.

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That's<00:20:23.828> incredible.

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Hey,<00:20:25.129> finally,<00:20:25.530> we<00:20:25.691> end<00:20:26.093> every<00:20:26.317> interview<00:20:26.574> with<00:20:26.719> the<00:20:26.799> same<00:20:27.040> question,<00:20:27.603> and<00:20:27.683> that<00:20:27.860> is<00:20:28.020> at<00:20:28.084> CEO.com,<00:20:28.823> we<00:20:28.984> believe<00:20:29.145> the<00:20:29.289> chances<00:20:29.691> one<00:20:29.948> gives<00:20:30.928> is<00:20:31.056> just<00:20:31.201> as<00:20:31.377> important<00:20:31.683> as<00:20:31.731> the<00:20:31.859> chances<00:20:32.197> one<00:20:32.357> takes.

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When<00:20:33.401> you<00:20:33.626> hear<00:20:33.723> that,<00:20:33.948> who<00:20:34.108> gave<00:20:34.285> you<00:20:34.381> a<00:20:34.446> chance<00:20:34.703> to<00:20:34.831> get<00:20:34.927> you<00:20:35.024> to<00:20:35.104> where<00:20:35.313> you<00:20:35.474> are<00:20:35.570> today?

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Oh,<00:20:36.598> wow.

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So<00:20:38.365> the<00:20:38.461> chances,<00:20:39.650> who<00:20:39.746> gave<00:20:39.987> me<00:20:40.373> chances?

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I<00:20:42.397> would<00:20:42.558> preface<00:20:43.200> that<00:20:44.646> with<00:20:46.172> the<00:20:46.332> chances<00:20:47.216> that<00:20:47.521> one<00:20:47.842> takes<00:20:49.098> is<00:20:50.568> really<00:20:51.117> predicated<00:20:52.167> in<00:20:52.345> the<00:20:52.830> confidence<00:20:54.510> in<00:20:54.688> oneself<00:20:55.722> to<00:20:55.819> put<00:20:55.980> themselves<00:20:56.449> out<00:20:56.642> there.

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Once<00:20:57.337> again,<00:20:57.515> my<00:20:57.676> philosophical<00:20:58.258> side.

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Sorry<00:20:58.807> for<00:20:58.952> not<00:20:59.130> answering<00:20:59.453> it<00:20:59.534> directly,<00:21:00.018> but<00:21:00.260> I<00:21:00.406> would<00:21:02.101> want<00:21:02.263> people<00:21:02.521> to<00:21:02.683> understand<00:21:05.105> that<00:21:05.331> you<00:21:05.428> have<00:21:05.605> to<00:21:05.654> have<00:21:05.815> confidence<00:21:06.251> to<00:21:06.380> put<00:21:06.461> yourself<00:21:06.800> out<00:21:06.930> there.

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And<00:21:08.496> then<00:21:09.610> as<00:21:09.772> people<00:21:10.111> come<00:21:10.288> along,<00:21:14.096> the<00:21:14.242> chances<00:21:14.908> that<00:21:15.217> you<00:21:15.315> take<00:21:17.007> are<00:21:17.104> more<00:21:17.328> impactful.

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And<00:21:18.707> I<00:21:18.931> would<00:21:19.028> say<00:21:19.428> for<00:21:19.813> me,<00:21:20.952> it<00:21:21.096> was<00:21:21.272> my<00:21:21.433> first<00:21:22.315> bank<00:21:22.860> manager<00:21:24.223> at<00:21:25.217> a<00:21:25.281> bank.

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It<00:21:25.826> no<00:21:25.986> longer<00:21:26.387> exists.

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It<00:21:27.205> was<00:21:27.926> once<00:21:28.151> again<00:21:28.327> consolidated<00:21:29.113> to<00:21:29.209> US<00:21:29.530> Bank,<00:21:29.754> which<00:21:29.866> is<00:21:29.995> Union<00:21:30.251> Bank<00:21:30.508> of<00:21:30.636> California.

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And<00:21:31.855> this<00:21:32.031> is<00:21:32.175> where<00:21:32.336> the<00:21:32.496> entrepreneurial<00:21:33.843> kind<00:21:34.035> of<00:21:34.115> seed<00:21:35.302> started<00:21:35.703> my<00:21:35.863> journey.

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So,<00:21:36.841> I'm<00:21:37.370> 18<00:21:37.627> years<00:21:38.011> old<00:21:38.108> at<00:21:38.204> the<00:21:38.268> time.

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So,<00:21:38.605> I<00:21:38.653> have<00:21:38.829> to<00:21:38.909> give<00:21:39.006> it<00:21:39.086> up<00:21:39.214> to<00:21:39.294> my<00:21:39.390> bank<00:21:39.695> manager.

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And<00:21:41.715> she<00:21:42.036> tasked<00:21:42.517> me<00:21:42.822> with<00:21:43.623> rolling<00:21:44.184> out<00:21:44.842> the<00:21:45.787> first<00:21:46.540> version<00:21:47.870> of<00:21:48.031> a<00:21:48.127> Windows-based<00:21:48.992> application<00:21:49.954> for<00:21:51.652> tellers,<00:21:52.357> loan<00:21:52.598> officers,<00:21:53.799> et<00:21:53.896> cetera,<00:21:54.280> as<00:21:55.178> people<00:21:56.123> would<00:21:56.283> come<00:21:56.395> into<00:21:56.620> the<00:21:56.700> bank.

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And<00:21:57.437> they<00:21:57.565> had<00:21:57.822> these<00:21:57.918> schematics.

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So<00:22:00.001> I<00:22:00.129> took<00:22:00.305> it<00:22:00.370> on.

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I<00:22:00.866> said,<00:22:01.347> I<00:22:01.587> put<00:22:01.732> my<00:22:01.892> hand<00:22:02.004> up,<00:22:02.068> said,<00:22:02.212> "Yes,<00:22:02.453> I<00:22:02.549> can<00:22:02.789> do<00:22:02.949> it."<00:22:03.991> Really<00:22:04.151> not<00:22:04.376> knowing<00:22:04.712> what<00:22:04.937> I<00:22:05.113> was<00:22:05.658> doing,<00:22:06.074> but<00:22:06.299> you<00:22:06.331> know<00:22:06.475> what?

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I<00:22:06.956> said,<00:22:07.661> "I'm<00:22:08.141> confident<00:22:08.622> enough<00:22:08.895> to<00:22:08.959> put<00:22:09.103> myself<00:22:09.520> out<00:22:09.680> there<00:22:09.776> and<00:22:09.904> I<00:22:09.920> can<00:22:10.080> figure<00:22:10.385> it<00:22:10.465> out."<00:22:11.187> Well,<00:22:11.379> I<00:22:11.427> got<00:22:11.604> the<00:22:11.684> schematics,<00:22:12.743> put<00:22:12.903> this<00:22:13.048> in.

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She<00:22:13.288> gave<00:22:13.449> me<00:22:13.529> that<00:22:13.689> chance.

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So,<00:22:14.283> there's<00:22:14.491> the<00:22:14.572> chance<00:22:14.893> that<00:22:15.037> you're<00:22:15.149> talking<00:22:15.534> about.

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And,<00:22:15.919> what<00:22:16.016> happened<00:22:16.497> is<00:22:17.476> I<00:22:17.604> followed<00:22:17.861> the<00:22:17.941> schematics<00:22:18.823> and<00:22:18.871> it<00:22:18.903> didn't<00:22:19.128> work.

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I<00:22:19.481> followed<00:22:19.770> the<00:22:19.802> schematics<00:22:20.267> and<00:22:20.347> it<00:22:20.427> didn't<00:22:20.652> work.

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I<00:22:21.053> followed<00:22:21.230> the<00:22:21.294> schematics<00:22:21.711> and<00:22:21.807> it<00:22:21.871> didn't<00:22:22.016> work.

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Finally,<00:22:23.780> to<00:22:23.877> a<00:22:23.957> point<00:22:24.278> where<00:22:25.144> I<00:22:26.347> used<00:22:27.262> my<00:22:27.486> own<00:22:27.791> logic<00:22:28.192> and<00:22:28.289> reasoning<00:22:28.914> and<00:22:29.075> I<00:22:29.235> put<00:22:29.396> it<00:22:29.476> together<00:22:29.813> a<00:22:29.957> little<00:22:30.133> bit<00:22:30.294> differently<00:22:30.936> than<00:22:31.321> the<00:22:31.401> schematics<00:22:31.978> and<00:22:32.059> I<00:22:32.139> got<00:22:32.299> it<00:22:32.380> to<00:22:32.524> work.

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And,<00:22:34.866> went<00:22:35.027> back<00:22:35.187> to<00:22:35.283> the<00:22:35.347> bank<00:22:35.508> manager,<00:22:35.909> "Here<00:22:36.021> it<00:22:36.134> is,<00:22:36.246> it's<00:22:36.374> working."<00:22:37.192> Got<00:22:37.417> called<00:22:37.737> in<00:22:38.154> a<00:22:38.218> couple<00:22:38.395> days<00:22:38.619> later<00:22:39.420> and<00:22:39.469> the<00:22:39.517> bank<00:22:39.677> manager<00:22:39.982> says,<00:22:40.158> "Well,<00:22:40.302> what<00:22:40.462> did<00:22:40.559> you<00:22:40.783> do?"<00:22:41.985> And<00:22:42.082> then<00:22:42.242> I<00:22:42.386> went,<00:22:42.627> "Oh<00:22:42.739> no,<00:22:43.043> I<00:22:43.060> shouldn't<00:22:43.524> have<00:22:44.887> did<00:22:45.031> this<00:22:45.432> myself.

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This<00:22:46.089> is<00:22:46.186> like,<00:22:46.490> you<00:22:46.570> know,<00:22:46.666> this<00:22:46.891> banking<00:22:47.676> apparatus<00:22:48.574> platform."<00:22:49.536> I<00:22:49.552> said,<00:22:49.760> "Well,<00:22:50.273> it<00:22:50.338> wasn't<00:22:50.562> working,<00:22:50.899> so<00:22:51.059> I<00:22:52.245> changed<00:22:52.646> it<00:22:52.726> and<00:22:52.822> did<00:22:52.983> this."<00:22:53.784> She's<00:22:53.912> like,<00:22:54.025> "Well,<00:22:54.345> the<00:22:55.467> engineering<00:22:55.948> team<00:22:56.285> and<00:22:56.349> the<00:22:56.429> technical<00:22:56.814> folks<00:22:57.071> want<00:22:57.231> to<00:22:57.343> talk<00:22:57.471> to<00:22:57.535> you."<00:22:57.888> I<00:22:57.952> said,<00:22:58.129> "Okay."<00:22:59.058> And<00:23:00.052> they<00:23:00.181> got<00:23:00.261> on<00:23:00.357> the<00:23:00.437> phone<00:23:00.678> with<00:23:00.902> me<00:23:01.078> and<00:23:01.479> I<00:23:01.639> walked<00:23:01.944> them<00:23:02.136> through<00:23:02.826> kind<00:23:02.922> of<00:23:03.002> what<00:23:03.162> I<00:23:03.306> had<00:23:03.483> done.

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Anyways,<00:23:04.829> long<00:23:04.925> story<00:23:05.165> short,<00:23:05.967> basically<00:23:06.367> what<00:23:06.511> happened<00:23:06.848> is<00:23:07.168> they<00:23:07.313> had<00:23:07.409> about<00:23:07.505> $40<00:23:07.809> million<00:23:08.514> worth<00:23:08.707> of<00:23:08.787> investment<00:23:09.492> into<00:23:09.732> new<00:23:09.893> equipment<00:23:10.293> and<00:23:10.373> technology<00:23:11.415> that<00:23:11.735> they<00:23:12.120> were<00:23:12.296> going<00:23:12.681> to<00:23:13.402> basically<00:23:14.844> terminate<00:23:15.245> and<00:23:15.325> trash.

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There<00:23:15.838> were<00:23:15.918> 9<00:23:16.687> pilot<00:23:17.008> offices<00:23:17.408> that<00:23:17.488> didn't<00:23:17.825> work<00:23:18.049> before<00:23:18.370> ours.

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Ours<00:23:18.850> happened<00:23:19.091> to<00:23:19.171> be<00:23:19.267> the<00:23:19.411> 10th.

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And<00:23:20.870> they<00:23:20.950> basically<00:23:21.270> came<00:23:21.430> back<00:23:21.591> to<00:23:21.687> me<00:23:22.216> with<00:23:22.456> letters<00:23:22.873> from<00:23:23.177> Japan<00:23:24.635> at<00:23:24.716> the<00:23:24.796> time,<00:23:25.357> ownership,<00:23:25.661> as<00:23:25.757> well<00:23:25.998> as<00:23:26.142> the<00:23:26.238> US<00:23:27.023> that<00:23:27.119> basically<00:23:27.520> said<00:23:27.824> I<00:23:27.985> helped<00:23:30.006> this<00:23:30.167> $40<00:23:30.423> million<00:23:30.905> investment<00:23:31.451> survive.

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And<00:23:32.012> they're<00:23:32.157> rolling<00:23:32.414> this<00:23:32.638> out<00:23:33.280> now<00:23:34.243> to<00:23:35.768> all<00:23:35.848> of<00:23:36.346> their<00:23:36.506> bank<00:23:36.747> branches.

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The<00:23:38.047> seed<00:23:38.577> that<00:23:38.737> was<00:23:38.914> planted—<00:23:39.267> I'm<00:23:39.411> sorry<00:23:39.636> to<00:23:39.716> make<00:23:39.893> this<00:23:40.101> long—<00:23:40.358> was<00:23:40.599> the<00:23:40.663> fact<00:23:41.080> that<00:23:41.706> for<00:23:42.284> that<00:23:42.669> effort,<00:23:43.953> I<00:23:43.985> did<00:23:44.130> put<00:23:44.226> myself<00:23:44.595> out<00:23:44.772> there.

00:23:45.253 --> 00:23:47.500
I<00:23:45.333> got<00:23:45.430> a<00:23:45.494> $50<00:23:46.858> gift<00:23:46.970> certificate.

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Yeah,<00:23:48.527> that's<00:23:49.683> awesome.

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And<00:23:52.058> where<00:23:52.235> was<00:23:52.620> it<00:23:53.278> to?

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So<00:23:53.904> there<00:23:54.145> you<00:23:54.305> go.

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And<00:23:55.027> when<00:23:55.188> I—<00:23:55.364> when<00:23:55.525> I,<00:23:56.071> you<00:23:56.167> know,<00:23:56.231> you<00:23:56.327> put<00:23:56.424> it<00:23:56.504> together,<00:23:56.873> $40<00:23:57.130> million.

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$50<00:23:58.413> gift<00:23:58.686> certificate.

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You<00:23:59.616> know<00:23:59.841> what?

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What<00:24:00.964> was<00:24:01.060> the<00:24:01.284> gift<00:24:01.413> certificate<00:24:02.022> to?

00:24:02.423 --> 00:24:03.851
Where<00:24:02.664> did<00:24:02.808> it—<00:24:02.905> was<00:24:03.081> it<00:24:03.145> like<00:24:03.241> a<00:24:03.306> steakhouse?

00:24:04.268 --> 00:24:07.700
At<00:24:04.412> the<00:24:04.508> time,<00:24:05.968> it<00:24:06.032> was<00:24:06.257> called<00:24:06.513> CompUSA.

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Oh<00:24:08.133> yeah.

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Okay.

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Yes.

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So<00:24:09.737> it<00:24:10.122> was<00:24:10.299> a<00:24:10.363> $50<00:24:10.924> gift<00:24:11.726> certificate<00:24:12.288> to<00:24:12.432> CompUSA,<00:24:13.715> which<00:24:13.876> I<00:24:13.972> never<00:24:14.229> spent.

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What<00:24:15.271> I<00:24:15.399> did<00:24:15.560> was<00:24:15.720> I<00:24:15.817> took<00:24:16.041> the<00:24:16.137> gift<00:24:16.282> certificate<00:24:17.180> and<00:24:17.260> I<00:24:17.501> pinned<00:24:17.805> it<00:24:18.142> on<00:24:18.222> my<00:24:18.383> wall<00:24:18.944> as<00:24:19.041> a<00:24:19.105> reminder<00:24:20.147> that<00:24:21.511> if<00:24:21.655> I'm<00:24:21.831> going<00:24:22.152> to<00:24:23.596> help<00:24:24.093> solve<00:24:24.334> a<00:24:24.398> $40<00:24:24.703> million<00:24:25.264> problem,<00:24:26.002> I<00:24:26.484> think<00:24:27.367> $50<00:24:27.849> gift<00:24:27.961> certificate<00:24:30.017> isn't<00:24:30.258> enough<00:24:31.944> for<00:24:32.057> the<00:24:32.169> time<00:24:32.362> and<00:24:32.490> effort.

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So<00:24:34.177> there<00:24:34.289> you<00:24:34.434> go.

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It<00:24:34.899> was<00:24:34.996> my<00:24:35.156> bank<00:24:35.317> manager.

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Sorry<00:24:36.425> to<00:24:36.505> give<00:24:36.666> you<00:24:37.485> that<00:24:37.790> long<00:24:38.047> story,<00:24:38.995> but<00:24:39.477> realistically,<00:24:40.376> there<00:24:40.521> you<00:24:40.617> go.

00:24:40.858 --> 00:24:45.853
There<00:24:40.954> was<00:24:41.163> the<00:24:41.243> seed<00:24:41.564> where<00:24:41.661> I<00:24:41.741> said,<00:24:41.902> you<00:24:41.982> know<00:24:42.062> what,<00:24:42.544> it'd<00:24:42.865> be<00:24:43.026> best<00:24:43.283> if<00:24:43.427> I<00:24:43.572> worked<00:24:45.114> and<00:24:45.194> built<00:24:45.371> something<00:24:45.628> myself.

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Yeah.

00:24:46.784 --> 00:24:46.993
Yeah.

00:24:47.667 --> 00:24:48.037
Well<00:24:47.828> done.

00:24:48.149 --> 00:24:48.824
And<00:24:48.310> you<00:24:48.406> have.

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And<00:24:48.968> congratulations<00:24:49.707> on<00:24:49.787> everything<00:24:50.093> you've<00:24:50.253> built.

00:24:50.799 --> 00:24:52.341
Cleveland,<00:24:51.136> thank<00:24:51.297> you<00:24:51.377> so<00:24:51.506> much<00:24:51.683> for<00:24:51.779> coming<00:24:52.020> on<00:24:52.084> the<00:24:52.164> show.

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Pleasure<00:24:52.699> to<00:24:52.814> have<00:24:52.995> you.

00:24:53.306 --> 00:24:54.554
I,<00:24:53.487> I<00:24:53.635> appreciate<00:24:54.209> it,<00:24:54.307> Clint.

00:24:54.636 --> 00:24:55.144
Thanks,<00:24:54.947> man.

```