The chance Jeff Hoffman needed

He was in his twenties, broke, and unemployed by choice. He had quit a good engineering job at a big firm because he hated it. Then he stood in an airport line that ran an hour and a half long on a Friday afternoon and missed a flight he could not afford to miss.

He went home, took out a pencil, and started drawing.

The drawing became the self-service airport check-in kiosk. It also became the first thing anybody told Jeff Hoffman no about, repeatedly, at scale.

"Everybody told me no everywhere because I was some little startup," he said on the CEO.com Podcast. "These are major airlines and major airports, and I'm like, I have this electronic thing. Can I put it in your airport? They're like, hell no. We don't know who you are and we can't take a risk with you."

He needed exactly two people. One investor willing to fund prototypes. One airline willing to plug a machine in and see what happened. He got both, sold the company, and has spent the decades since building increasingly elaborate machinery for handing that same yes to somebody else.

Some of that machinery is a nonprofit he says now works in 200 countries. Some of it is a television show that asks strangers to buy securities while they watch.

Let the viewer be the investor

Hoffman appears on Going Public as a mentor and describes himself as an executive producer. Crush Capital announced his casting in January 2021, alongside Schmidt's Naturals founder Jaime Schmidt, with Lauren Simmons hosting the first season. The premise came from Darren Marble and Todd Goldberg, who built a company around a single objection.

"If you watch a show like Shark Tank, it's the rich getting richer," Hoffman said. "Mark Cuban, Kevin O'Leary, these people that already have a lot of money get to invest in companies and hopefully make more. So the concept was, let's do a Shark Tank-like show, but let's let the TV viewer be the investor."

The mechanism is a trademarked button called Click-to-Invest. You watch, you decide, you buy, without leaving the page.

The other half of the design matters more to him. Going Public has mentors instead of sharks, and Hoffman is openly contemptuous of what the alternative teaches. Pitch shows are entertainment and say so in the credits. A founder gets five minutes and walks off with a check, and nobody watching ever learns what happened next or whether the money bought a BMW.

"They don't teach you how to start a company or how to grow it. They just teach you how to convince people to give you money," he said. "But if you're a serious entrepreneur trying to build a business, that's not where you're going to learn it."

The show has moved since he said that, and the movement is worth stating precisely, because the title has not changed but the destination has. When Crush announced the series in July 2020, it was a 10-week run following five entrepreneurs toward Nasdaq through Regulation A+ IPOs, with ROTH Capital Partners expected to price and underwrite them. The offerings now run under Regulation CF and Regulation D 506(c), which are private raises, not IPOs. The show's own disclosures put the rest in writing: just because the show is called Going Public, there is no guarantee any company will go public or ever list on an exchange.

Those same disclosures list what the people on camera stand to gain. Featured companies pay Crush Capital to appear. Hoffman holds a warrant in Crush and advisor options in two issuers that were on the show, TREBEL and PROVEN. None of it is hidden. It is posted on a public page, which is more than most financial media manages. It also means the man arguing that access should not be reserved for insiders is, structurally, an insider in the vehicle carrying the argument.

He would likely say those are the same thing. Somebody had to fund the show.

The nonprofit is where his heart is

Hoffman is chairman of the Global Entrepreneurship Network, which is the part of his life he volunteers for first.

"That's really where my heart is," he said. "The mission is to teach, help anybody, anywhere, start and scale a business. We fundamentally believe that entrepreneurship is not a job. It's a skillset and a mindset. And there are people all over the world that need and want a better life, and they're willing to do the work. They just don't know how. All over the world, I get people that will call me from Africa, from Asia, from South America, and say, hey, Jeff, I have this great idea. I just don't know what to do next, let alone what to do first."

GEN does not stop at teaching, which is Hoffman's real theory of why founders live or die. Mentors nearby. Investors nearby. Customers reachable. Laws that do not jail you for a business that failed. He calls it the ecosystem. It is a formalized version of the two people who said yes to a kiosk.

He is also a founding board member of Unreasonable Group, which backs companies working on problems governments have not solved. He put the fellowship at 359 companies and $11 billion raised. Unreasonable now reports 559 ventures across more than 180 countries and $23 billion. The money was never his favorite number.

"We have determined that globally since Unreasonable started, we have positively impacted the lives of a billion people on the planet."

Asked where the energy comes from, he named a woman who won GEN's global pitch competition by growing milk from stem cells, for babies in places with no dairy, no ranches, and no refrigeration. He had a call with her that afternoon.

Go find the rock stars

His advice is unromantic and almost entirely about proximity.

Get out of the office. During the early Priceline years, he spent Fridays in Kmart and Walmart and the produce aisle, asking shoppers about travel instead of modeling them from a conference room. He learned a version of the same lesson producing music and film, where the marketers start with the customer and work backward to the ad, while most companies build the ad first and then wonder why nobody clicks.

Then there is hiring, which is the sharpest thing he said all hour. Job boards mostly reach people who lost a job. The person you want is employed and not looking for you.

"You can't build greatness on the backs of average people," he said. "Two rock stars are better than six average people."

When he needed someone to run HR, he bought a ticket to the national HR conference and worked the floor as the only CEO in the building. People kept reading his badge and asking what he was doing there.

"I'm shooting fish in a barrel. There's a thousand of you and one of me, and I need to bring someone home to run HR."

He hired her out of that room.

One correction he offered without being asked: he did not invent Priceline. Jay Walker did, at Walker Digital, and the patent was the reverse auction, the empty hotel room you could bid on because the hotel was getting nothing for it anyway. Walker then called a small group of people to build a company around it.

"Jay reached out to me at the beginning and said, I got an idea. Let's build a company around it."

Somebody has an idea and needs people. Somebody has people and needs a chance. Hoffman has now spent a career on both ends of that phone call.

00:00:00 Introducing Going Public and Click to Invest
00:03:15 Leading the Global Entrepreneurship Network
00:07:28 Founding the Unreasonable Group
00:09:29 Where Jeff Finds His Energy
00:11:36 Working With Governments on Entrepreneurship
00:14:20 Learning Marketing From Hollywood
00:19:28 What It Takes to Be a Great Entrepreneur
00:22:26 How to Recruit Rock Star Talent
00:24:51 The Genesis of Priceline
00:26:11 Entrepreneurship as a Force for Good
00:28:53 The Chance That Started Jeff's Career

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Yeah.

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Yep,<00:03:01.722> season<00:03:02.124> 1<00:03:02.348> is<00:03:02.589> out,<00:03:03.007> uh,<00:03:03.231> and<00:03:03.633> you<00:03:03.729> can<00:03:03.890> get<00:03:04.115> it<00:03:04.211> on<00:03:04.436> a<00:03:04.516> lot<00:03:04.677> of<00:03:04.773> platforms<00:03:05.335> like<00:03:05.560> Apple<00:03:05.800> TV<00:03:06.057> or<00:03:06.202> Roku<00:03:06.700> or<00:03:07.326> You<00:03:07.358> know,<00:03:07.406> our<00:03:07.582> partner<00:03:07.967> was<00:03:08.128> Entrepreneur<00:03:08.529> Magazine.

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It's<00:03:09.186> on<00:03:09.282> entrepreneur.com.

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And<00:03:10.389> then<00:03:10.549> season<00:03:10.950> 2<00:03:11.191> is<00:03:11.335> being<00:03:11.576> filmed<00:03:11.816> now.

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Okay,<00:03:13.035> that,<00:03:13.276> that's<00:03:13.516> incredible,<00:03:14.142> man.

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You're<00:03:15.665> also<00:03:15.922> the<00:03:16.002> chairman<00:03:16.467> of<00:03:16.547> the<00:03:16.708> Global<00:03:17.349> Entrepreneurship<00:03:18.311> Network.

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Tell<00:03:19.193> us<00:03:19.274> about<00:03:19.530> that.

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Yeah,<00:03:21.294> that's,<00:03:21.695> that's<00:03:22.096> really<00:03:22.561> where<00:03:22.722> my<00:03:22.882> heart<00:03:23.074> is.

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So<00:03:24.438> it's<00:03:24.582> a<00:03:24.598> nonprofit.

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It's<00:03:25.705> based<00:03:26.041> in<00:03:26.122> the<00:03:26.250> US,<00:03:27.629> but<00:03:27.854> we<00:03:28.030> are<00:03:28.174> now<00:03:28.752> working<00:03:29.137> in<00:03:29.297> 200<00:03:29.938> countries,<00:03:30.436> incredibly,<00:03:31.141> a<00:03:31.237> credit<00:03:31.622> to<00:03:31.735> our<00:03:31.879> amazing<00:03:32.424> team.

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We<00:03:33.562> have<00:03:33.658> a<00:03:33.723> really<00:03:33.979> simple<00:03:34.668> mission.

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The<00:03:35.821> mission<00:03:36.222> is<00:03:37.007> to<00:03:37.231> teach,<00:03:38.032> help<00:03:38.513> anybody<00:03:39.250> anywhere<00:03:39.747> start<00:03:40.372> and<00:03:40.468> scale<00:03:40.788> a<00:03:40.916> business.

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We<00:03:42.134> fundamentally<00:03:42.935> believe<00:03:44.938> that<00:03:45.322> entrepreneurship<00:03:45.835> is<00:03:45.963> not<00:03:46.123> a<00:03:46.220> job,<00:03:46.620> it's<00:03:46.876> a<00:03:46.941> skill<00:03:47.261> set<00:03:47.581> and<00:03:47.661> a<00:03:47.678> mindset.

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There<00:03:48.943> are<00:03:49.103> people<00:03:49.328> all<00:03:49.424> over<00:03:49.728> the<00:03:49.824> world<00:03:50.145> that<00:03:50.449> need<00:03:50.722> and<00:03:50.866> want<00:03:51.186> a<00:03:51.266> better<00:03:51.571> life,<00:03:52.788> and<00:03:52.853> they're<00:03:53.013> willing<00:03:53.253> to<00:03:53.333> do<00:03:53.493> the<00:03:53.654> work,<00:03:53.910> they<00:03:53.990> just<00:03:54.150> don't<00:03:54.311> know<00:03:54.455> how.

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All<00:03:55.336> over<00:03:55.496> the<00:03:55.576> world,<00:03:55.833> I<00:03:55.913> get<00:03:56.153> people<00:03:56.473> that<00:03:56.618> will<00:03:56.714> call<00:03:56.954> me<00:03:57.130> from<00:03:57.980> Africa,<00:03:58.556> from<00:03:59.101> Asia,<00:03:59.742> from<00:04:00.094> South<00:04:00.463> America<00:04:01.120> and<00:04:01.296> say,<00:04:01.745> "Hey,<00:04:01.921> Jeff."<00:04:02.869> I<00:04:02.949> have<00:04:03.191> this<00:04:03.448> great<00:04:03.770> idea,<00:04:04.092> I<00:04:04.237> just<00:04:04.414> don't<00:04:04.640> know<00:04:04.736> what<00:04:04.897> to<00:04:04.978> do<00:04:05.300> next,<00:04:05.703> let<00:04:05.864> alone<00:04:06.105> what<00:04:06.347> to<00:04:06.492> do<00:04:06.524> first.

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So<00:04:07.619> the<00:04:07.780> idea<00:04:08.053> of<00:04:08.182> the<00:04:08.279> Global<00:04:09.261> Entrepreneurship<00:04:10.066> Network,<00:04:10.453> or<00:04:10.614> GEN,<00:04:11.741> is<00:04:11.870> that<00:04:12.547> we<00:04:12.644> not<00:04:12.853> only<00:04:13.176> teach<00:04:13.659> entrepreneurship<00:04:14.321> in<00:04:14.466> 200<00:04:14.804> countries—<00:04:15.191> that's<00:04:15.369> why<00:04:15.449> I'm<00:04:15.691> never<00:04:15.917> in<00:04:16.014> this<00:04:16.239> country.

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I<00:04:17.223> just<00:04:17.449> came<00:04:17.546> back<00:04:17.771> from<00:04:17.949> teaching<00:04:18.352> in<00:04:18.416> the<00:04:18.497> Middle<00:04:18.690> East,<00:04:19.142> and<00:04:19.319> I<00:04:19.481> think<00:04:19.626> the<00:04:19.658> next<00:04:19.964> one's<00:04:20.271> in<00:04:20.432> Japan.

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But<00:04:23.257> we<00:04:23.501> also<00:04:24.071> provide—<00:04:25.129> we<00:04:25.210> help<00:04:25.454> build<00:04:25.633> the<00:04:25.861> ecosystem<00:04:26.691> around<00:04:27.000> entrepreneurs,<00:04:27.586> which<00:04:27.814> means<00:04:28.140> help<00:04:28.335> them<00:04:28.481> with<00:04:28.709> access<00:04:29.132> to<00:04:29.295> capital.

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And<00:04:30.293> investor<00:04:30.839> networks,<00:04:31.723> help<00:04:31.964> them<00:04:32.205> with<00:04:32.382> talent,<00:04:32.928> help<00:04:33.105> them<00:04:33.265> with<00:04:33.426> registering<00:04:34.149> their<00:04:34.310> business,<00:04:35.418> help<00:04:35.595> them<00:04:35.756> with<00:04:35.981> meeting<00:04:36.382> other<00:04:36.784> entrepreneurs<00:04:37.603> or<00:04:37.684> finding<00:04:38.230> customers.

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So,<00:04:39.756> uh,<00:04:40.078> Jen's—<00:04:40.720> Jen's<00:04:41.138> goal<00:04:41.636> is<00:04:41.781> to<00:04:41.925> do<00:04:42.247> everything<00:04:42.745> we<00:04:42.889> can<00:04:43.628> in<00:04:43.773> 200<00:04:44.191> countries<00:04:44.592> to<00:04:44.689> make<00:04:44.930> it<00:04:45.155> easy<00:04:45.476> for<00:04:45.701> people<00:04:45.958> with<00:04:46.183> ideas<00:04:47.227> to<00:04:47.565> make<00:04:47.822> a<00:04:47.967> living<00:04:48.304> from<00:04:48.529> their<00:04:48.673> ideas<00:04:49.172> and<00:04:49.252> take<00:04:49.413> care<00:04:49.573> of<00:04:49.654> themselves.

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It<00:04:51.180> does<00:04:51.357> seem<00:04:51.582> like,<00:04:51.967> in<00:04:52.064> my<00:04:52.289> opinion,<00:04:52.771> and<00:04:53.333> maybe<00:04:53.654> you<00:04:53.751> share<00:04:54.056> this,<00:04:54.217> maybe<00:04:54.377> you<00:04:54.554> don't,<00:04:54.715> I'd<00:04:54.859> love<00:04:54.972> your<00:04:55.052> take<00:04:55.357> on<00:04:55.518> it,<00:04:56.064> that<00:04:56.787> entrepreneurship<00:04:57.590> is<00:04:57.750> the<00:04:57.847> great<00:04:58.328> democratic<00:04:59.051> tool<00:04:59.356> of<00:04:59.436> our<00:04:59.677> time.

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Like,<00:05:00.720> we<00:05:00.817> don't<00:05:00.977> all<00:05:01.154> start<00:05:01.700> at<00:05:01.780> the<00:05:01.860> same<00:05:02.181> place,<00:05:02.743> right?

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Like,<00:05:03.225> a<00:05:03.466> lot<00:05:03.626> of<00:05:03.658> people<00:05:04.108> have<00:05:04.269> different<00:05:04.574> advantages<00:05:05.312> and<00:05:05.457> all<00:05:05.537> that<00:05:05.697> type<00:05:05.890> of<00:05:05.938> stuff,<00:05:06.837> but<00:05:07.078> at<00:05:07.239> the<00:05:07.383> end<00:05:07.480> of<00:05:07.544> the<00:05:07.576> day,<00:05:07.736> the<00:05:07.801> thing<00:05:08.025> that<00:05:08.122> matters,<00:05:08.427> like,<00:05:08.620> how<00:05:08.828> great<00:05:08.989> is<00:05:09.069> your<00:05:09.165> product?

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How,<00:05:10.209> how<00:05:10.434> great<00:05:10.626> are<00:05:10.996> you<00:05:11.236> at<00:05:11.397> building<00:05:11.814> it?

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How<00:05:12.120> great<00:05:12.280> are<00:05:12.360> you<00:05:12.473> at<00:05:12.617> building<00:05:12.938> a<00:05:12.954> team?

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At<00:05:13.805> the<00:05:13.902> end<00:05:13.950> of<00:05:14.046> the<00:05:14.078> day,<00:05:14.239> that<00:05:14.464> seems<00:05:14.801> to<00:05:15.266> be<00:05:15.427> the<00:05:15.523> thing<00:05:15.748> that<00:05:15.908> wins<00:05:16.294> out.

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And<00:05:17.081> it<00:05:17.113> seems<00:05:17.337> like<00:05:17.514> Global<00:05:17.915> Entrepreneurship<00:05:18.413> Network<00:05:18.814> is<00:05:18.959> taking<00:05:19.280> a<00:05:19.425> real<00:05:19.665> bet<00:05:19.986> on<00:05:20.147> that,<00:05:20.950> on<00:05:21.046> that<00:05:21.271> idea<00:05:21.753> that,<00:05:21.913> like,<00:05:22.154> hey,<00:05:22.876> Anybody<00:05:23.133> can<00:05:23.294> do<00:05:23.454> this.

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I<00:05:24.979> absolutely<00:05:25.621> love<00:05:25.959> that<00:05:26.167> you<00:05:26.264> said<00:05:26.504> that<00:05:26.841> because<00:05:27.692> that<00:05:27.933> is<00:05:28.110> the<00:05:28.190> point,<00:05:28.575> right?

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I<00:05:28.848> always<00:05:29.057> used<00:05:29.153> to<00:05:29.298> tell<00:05:29.554> people<00:05:30.421> that<00:05:30.534> as<00:05:30.678> an<00:05:30.823> entrepreneur,<00:05:31.224> I'm<00:05:31.320> in<00:05:31.401> the<00:05:31.545> idea<00:05:31.962> business,<00:05:32.669> right?

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We're<00:05:33.391> like<00:05:33.568> idea<00:05:33.889> farmers.

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We<00:05:34.916> plant<00:05:35.350> seeds,<00:05:36.056> we<00:05:36.216> try<00:05:36.441> to<00:05:36.538> water<00:05:36.923> and<00:05:37.019> nourish<00:05:37.324> them,<00:05:37.501> we<00:05:37.645> hope<00:05:37.822> some<00:05:37.998> of<00:05:38.127> them<00:05:38.303> grow<00:05:38.689> to<00:05:38.785> fruition.

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But<00:05:40.069> the<00:05:40.230> beauty<00:05:41.273> of<00:05:41.434> being<00:05:41.755> the<00:05:42.060> entrepreneur,<00:05:43.280> being<00:05:43.440> in<00:05:43.521> the<00:05:43.665> idea<00:05:44.243> business,<00:05:44.580> is<00:05:44.725> what<00:05:44.949> you<00:05:45.110> just<00:05:45.319> said.

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A<00:05:45.768> good<00:05:46.089> idea<00:05:47.213> doesn't<00:05:47.710> matter,<00:05:48.401> doesn't<00:05:48.722> care<00:05:48.979> where<00:05:49.139> it<00:05:49.219> came<00:05:49.524> from.

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If<00:05:50.247> someone<00:05:50.744> loves<00:05:51.065> your<00:05:51.289> product,<00:05:52.348> they<00:05:52.508> don't<00:05:52.813> care<00:05:53.214> if<00:05:53.374> you<00:05:53.551> are<00:05:53.711> white,<00:05:54.032> black,<00:05:54.417> male,<00:05:54.738> female,<00:05:55.091> Muslim,<00:05:55.620> Christian,<00:05:56.181> old,<00:05:56.502> young,<00:05:56.839> none<00:05:57.080> of<00:05:57.144> those<00:05:57.384> things<00:05:57.625> matter.

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Good<00:05:58.844> ideas<00:05:59.806> that<00:05:59.951> make<00:06:00.191> things<00:06:00.528> better<00:06:00.833> for<00:06:00.993> people<00:06:01.410> will<00:06:01.635> always<00:06:01.972> win.

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Then<00:06:03.496> just<00:06:03.736> as<00:06:03.913> you<00:06:04.057> said,<00:06:04.859> the<00:06:05.003> great<00:06:05.404> equalizer<00:06:06.222> in<00:06:06.319> a<00:06:06.447> good<00:06:06.688> way<00:06:07.345> is<00:06:07.506> the<00:06:07.650> fact<00:06:07.971> that<00:06:08.067> if<00:06:08.147> you<00:06:08.244> have<00:06:08.388> a<00:06:08.452> great<00:06:08.693> idea<00:06:09.190> and<00:06:09.270> you<00:06:09.431> can<00:06:09.671> execute<00:06:10.152> it,<00:06:10.617> you<00:06:10.714> win<00:06:11.275> no<00:06:11.355> matter<00:06:11.660> where<00:06:11.917> you<00:06:12.013> started,<00:06:12.558> where<00:06:12.799> you<00:06:12.943> came<00:06:13.200> from.

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What<00:06:14.066> you<00:06:14.162> need<00:06:14.547> sometimes,<00:06:15.205> which<00:06:15.381> is<00:06:15.526> why<00:06:15.750> we<00:06:15.911> created<00:06:16.248> JAN,<00:06:16.584> is<00:06:16.713> you<00:06:16.745> might<00:06:16.953> need<00:06:17.050> a<00:06:17.130> little<00:06:17.370> help.

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Uh,<00:06:18.557> but<00:06:18.797> you<00:06:18.894> are<00:06:19.054> correct.

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Your<00:06:19.695> ability<00:06:20.961> to<00:06:21.282> take<00:06:21.538> your<00:06:21.699> idea<00:06:22.180> to<00:06:22.324> fruition<00:06:22.805> and<00:06:22.901> build<00:06:23.077> a<00:06:23.206> company<00:06:23.622> out<00:06:23.783> of<00:06:23.927> it<00:06:24.103> is<00:06:24.328> on<00:06:24.488> you.

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And<00:06:25.322> it<00:06:25.386> doesn't<00:06:25.706> matter<00:06:26.091> where<00:06:26.332> you<00:06:26.428> started<00:06:26.844> or<00:06:26.973> where<00:06:27.213> you<00:06:27.309> came<00:06:27.614> from.

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If<00:06:28.415> you<00:06:28.592> have<00:06:28.832> the<00:06:28.993> ability<00:06:29.714> to<00:06:29.938> launch<00:06:30.259> ideas<00:06:30.676> and<00:06:30.756> build<00:06:30.996> businesses<00:06:31.621> out<00:06:31.798> of<00:06:31.878> them,<00:06:32.583> then<00:06:32.760> you<00:06:32.904> have<00:06:33.080> the<00:06:33.160> ability<00:06:33.641> to<00:06:33.786> design<00:06:34.186> your<00:06:34.347> own<00:06:34.443> future.

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You<00:06:35.549> can<00:06:35.709> create<00:06:36.046> the<00:06:36.190> reality<00:06:36.751> you<00:06:36.911> want,<00:06:37.793> uh,<00:06:37.825> with<00:06:37.969> that<00:06:38.210> skill<00:06:38.530> set,<00:06:38.835> which<00:06:39.011> is<00:06:39.172> why<00:06:39.396> we<00:06:39.492> teach<00:06:39.797> that<00:06:39.909> skill<00:06:40.150> set.

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Yeah.

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And,<00:06:41.480> and<00:06:41.576> so<00:06:41.897> is<00:06:42.057> Global<00:06:42.362> Entrepreneurship—<00:06:42.923> we're<00:06:43.083> kind<00:06:43.227> of<00:06:43.275> like<00:06:43.500> surrounding<00:06:43.997> a<00:06:44.141> community<00:06:44.686> around<00:06:44.926> entrepreneurs,<00:06:45.584> helping<00:06:45.888> them<00:06:45.984> maybe<00:06:46.225> find<00:06:46.465> investment,<00:06:47.187> build<00:06:47.427> the<00:06:47.507> right<00:06:47.812> way,<00:06:48.213> that<00:06:48.389> type<00:06:48.629> of<00:06:48.662> stuff.

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Is,<00:06:49.110> is<00:06:49.255> that<00:06:49.335> kind<00:06:49.655> of<00:06:49.816> you'd<00:06:50.793> describe<00:06:51.354> it<00:06:51.515> to—.

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Yeah,<00:06:53.182> yeah.

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We've<00:06:53.454> studied<00:06:53.999> the<00:06:54.239> ecosystem<00:06:55.041> around<00:06:55.426> entrepreneurs<00:06:56.083> that<00:06:56.163> have<00:06:56.243> succeeded<00:06:56.884> and<00:06:56.964> not<00:06:57.221> succeeded,<00:06:58.471> and<00:06:58.711> what<00:06:58.888> we've<00:06:59.048> determined<00:06:59.529> over<00:06:59.705> many<00:06:59.994> years<00:07:00.330> and<00:07:00.394> all<00:07:00.491> over<00:07:00.635> the<00:07:00.715> world<00:07:01.132> is<00:07:01.356> that<00:07:01.997> entrepreneurs<00:07:02.558> with<00:07:02.654> an<00:07:02.879> ecosystem<00:07:03.776> around<00:07:04.257> them—<00:07:05.139> and<00:07:05.219> that<00:07:05.459> means<00:07:06.421> everything<00:07:06.902> from<00:07:07.287> education<00:07:08.104> to<00:07:08.344> mentors<00:07:08.841> in<00:07:08.889> their<00:07:09.050> community<00:07:09.611> to<00:07:09.707> investors<00:07:10.348> in<00:07:10.412> their<00:07:10.572> community<00:07:11.630> to<00:07:11.887> laws<00:07:12.351> and<00:07:12.432> regulations<00:07:13.217> that<00:07:13.313> make<00:07:13.538> it<00:07:13.698> easy<00:07:13.890> to<00:07:13.970> start<00:07:14.419> a<00:07:14.515> business<00:07:15.060> and<00:07:15.156> not<00:07:15.477> go<00:07:15.557> to<00:07:15.717> jail<00:07:16.054> if<00:07:16.278> you<00:07:16.439> fail<00:07:16.743> to<00:07:16.839> pay<00:07:17.080> back<00:07:17.320> the<00:07:17.416> money<00:07:18.186> all<00:07:18.346> those<00:07:18.587> kinds<00:07:18.843> of<00:07:18.987> things.

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So<00:07:19.404> yes,<00:07:19.725> you<00:07:19.869> are<00:07:19.965> right,<00:07:20.751> we<00:07:20.991> help<00:07:21.793> organize<00:07:22.370> and<00:07:22.530> build<00:07:23.091> the<00:07:23.412> ecosystem<00:07:24.213> that<00:07:24.374> surrounds<00:07:25.111> the<00:07:25.320> entrepreneur<00:07:25.897> that<00:07:25.993> increases<00:07:26.538> their<00:07:26.698> odds<00:07:26.955> of<00:07:27.019> success.

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And<00:07:28.782> you're<00:07:29.007> also<00:07:29.343> the<00:07:29.488> founding<00:07:30.209> board<00:07:30.530> member<00:07:31.091> of<00:07:31.251> the<00:07:31.427> Unreasonable<00:07:32.213> Group.

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Um,<00:07:33.656> you've<00:07:33.848> raised,<00:07:34.377> uh,<00:07:34.778> over<00:07:35.050> $6.6<00:07:35.996> billion<00:07:36.557> in<00:07:36.718> funding<00:07:37.183> for,<00:07:37.679> uh,<00:07:38.000> 289<00:07:39.042> portfolio<00:07:39.683> companies.

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And<00:07:41.126> we're<00:07:41.286> talking<00:07:41.543> like,<00:07:41.751> this<00:07:41.928> is<00:07:42.008> another<00:07:42.393> worldwide<00:07:42.874> organization.

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I'm<00:07:45.438> fascinated<00:07:45.774> with<00:07:45.919> the<00:07:46.015> unreasonable<00:07:46.576> group.

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Tell<00:07:46.944> us<00:07:47.120> about<00:07:47.361> that.

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Yeah.

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So<00:07:48.499> unreasonable,<00:07:49.043> by<00:07:49.140> the<00:07:49.236> way,<00:07:49.396> it's<00:07:49.604> named<00:07:49.925> after<00:07:50.566> a<00:07:50.726> famous<00:07:51.127> quote<00:07:51.447> from<00:07:52.104> the<00:07:52.328> Irish<00:07:52.569> playwright<00:07:52.905> George<00:07:53.226> Bernard<00:07:53.546> Shaw.

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George<00:07:54.892> Bernard<00:07:55.149> Shaw.

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I'll<00:07:56.591> paraphrase<00:07:57.168> it<00:07:57.232> in<00:07:57.312> the<00:07:57.392> interest<00:07:57.713> of<00:07:57.857> time.

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But<00:07:58.338> he<00:07:58.514> said<00:07:58.818> that<00:07:59.459> a<00:07:59.636> reasonable<00:08:00.277> person<00:08:00.902> adapts<00:08:01.398> to<00:08:01.543> the<00:08:01.639> world<00:08:01.879> around<00:08:02.200> them.

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An<00:08:03.385> unreasonable<00:08:03.962> person<00:08:04.523> expects<00:08:04.988> the<00:08:05.068> whole<00:08:05.308> world<00:08:05.565> to<00:08:05.725> adapt<00:08:06.142> to<00:08:06.286> them.

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Therefore,<00:08:07.648> all<00:08:07.808> progress<00:08:08.465> is<00:08:08.593> dependent<00:08:08.994> upon<00:08:09.250> the<00:08:09.395> unreasonable.

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So<00:08:10.372> that's<00:08:10.612> why<00:08:10.773> we,<00:08:11.157> we<00:08:11.333> formed<00:08:11.718> the<00:08:11.878> Unreasonable<00:08:12.599> Group.

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And<00:08:14.121> it's<00:08:14.297> similar<00:08:14.633> to<00:08:14.762> what<00:08:14.874> I<00:08:15.002> just<00:08:15.178> said<00:08:15.418> in<00:08:15.579> GEN,<00:08:16.123> but<00:08:16.220> there's<00:08:16.540> one<00:08:16.780> big<00:08:17.005> difference.

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We<00:08:18.046> are<00:08:18.366> only<00:08:18.799> supporting—<00:08:19.584> it's<00:08:19.888> all<00:08:19.968> about<00:08:20.225> social<00:08:20.689> entrepreneurship.

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So<00:08:22.211> we<00:08:22.467> have<00:08:22.692> a<00:08:22.708> fundamental<00:08:23.269> belief<00:08:23.605> in<00:08:23.733> Unreasonable<00:08:24.935> that<00:08:25.191> the<00:08:25.415> world's<00:08:25.912> biggest<00:08:26.473> problems<00:08:27.274> will<00:08:27.514> be<00:08:27.610> solved<00:08:28.155> not<00:08:28.395> by<00:08:28.619> governments<00:08:29.052> or<00:08:29.196> large<00:08:29.581> corporations,<00:08:30.302> but<00:08:30.398> by<00:08:30.638> entrepreneurs.

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And<00:08:31.984> so<00:08:32.304> as<00:08:32.480> such,<00:08:33.345> our<00:08:33.682> mission<00:08:34.403> is<00:08:35.284> to<00:08:35.428> find<00:08:36.069> all<00:08:36.245> the<00:08:36.389> entrepreneurs<00:08:37.431> crazy<00:08:37.927> enough<00:08:38.312> to<00:08:38.488> think<00:08:38.888> that<00:08:39.049> they<00:08:39.209> can<00:08:39.369> change<00:08:39.673> the<00:08:39.770> world<00:08:40.154> and<00:08:40.250> go<00:08:40.474> help<00:08:40.651> them<00:08:40.811> do<00:08:40.971> it.

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So<00:08:42.637> unreasonable<00:08:43.278> focus,<00:08:44.176> focuses<00:08:44.961> on<00:08:45.281> entrepreneurs<00:08:45.874> and<00:08:45.954> startups<00:08:47.124> that<00:08:47.220> are<00:08:47.300> solving<00:08:47.925> the<00:08:48.005> world's<00:08:48.325> biggest<00:08:48.646> problems.

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It's<00:08:49.046> kind<00:08:49.223> of<00:08:49.303> aligned<00:08:49.687> with<00:08:49.783> the<00:08:49.848> United<00:08:50.248> Nations<00:08:50.681> 17<00:08:51.466> Sustainable<00:08:52.027> Goals.

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If<00:08:53.052> you<00:08:53.228> are,<00:08:53.693> have<00:08:53.869> a<00:08:53.885> solution<00:08:54.430> to<00:08:54.574> provide<00:08:55.135> clean<00:08:55.455> drinking<00:08:55.856> water<00:08:56.112> to<00:08:56.257> people<00:08:56.513> that<00:08:56.657> don't<00:08:56.833> have<00:08:57.074> it,<00:08:57.538> to<00:08:57.795> provide<00:08:58.259> food<00:08:58.596> to<00:08:58.676> people<00:08:58.980> that<00:08:59.077> don't<00:08:59.301> have<00:08:59.557> it,<00:09:00.038> to<00:09:00.182> provide<00:09:00.583> education<00:09:01.240> to<00:09:01.320> people<00:09:01.624> that<00:09:01.720> don't<00:09:01.961> get<00:09:02.185> it,<00:09:02.425> off-grid<00:09:03.002> energy<00:09:03.403> to<00:09:03.547> people<00:09:03.835> that<00:09:03.915> have<00:09:04.060> no<00:09:04.268> access<00:09:04.749> to<00:09:04.845> electricity,<00:09:06.110> all<00:09:06.287> those<00:09:06.591> kinds<00:09:06.864> of<00:09:07.008> things.

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If<00:09:07.569> you're<00:09:07.793> out<00:09:07.953> there<00:09:08.113> making<00:09:08.434> the<00:09:08.530> world<00:09:08.786> a<00:09:08.850> better<00:09:09.155> place,<00:09:10.117> Unreasonable<00:09:11.015> wants<00:09:11.256> to<00:09:11.320> help<00:09:11.561> you<00:09:11.657> do<00:09:11.754> that.

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And<00:09:12.444> it's<00:09:12.620> similar<00:09:13.326> in<00:09:13.487> that<00:09:13.647> we<00:09:13.808> provide<00:09:14.145> everything<00:09:14.626> from<00:09:15.204> mentoring,<00:09:16.696> uh,<00:09:17.114> to<00:09:17.579> entrepreneur—<00:09:18.077> excuse<00:09:18.317> me,<00:09:18.478> to<00:09:19.104> investors,<00:09:20.404> to<00:09:20.708> the<00:09:20.949> whole<00:09:21.270> gamut<00:09:21.687> of<00:09:21.848> things<00:09:22.169> that<00:09:22.393> you<00:09:22.570> need<00:09:22.891> as<00:09:23.051> a<00:09:23.116> startup<00:09:24.175> to<00:09:24.255> be<00:09:24.416> successful<00:09:25.218> in<00:09:25.314> solving<00:09:25.699> the<00:09:25.844> world's<00:09:26.101> problems.

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Jeff,<00:09:27.930> how<00:09:28.026> do<00:09:28.091> you<00:09:28.251> do<00:09:28.428> all<00:09:28.572> this<00:09:28.684> stuff?

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Seems<00:09:29.535> like<00:09:29.695> you're<00:09:29.776> traveling<00:09:30.257> all<00:09:30.434> over<00:09:30.610> the<00:09:30.819> world,<00:09:31.300> you<00:09:31.380> got<00:09:31.637> the<00:09:31.733> number<00:09:32.038> of<00:09:32.103> different<00:09:32.343> organizations<00:09:32.921> that<00:09:32.985> you're<00:09:33.097> supporting.

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I<00:09:33.739> mean,<00:09:33.900> you,<00:09:34.526> you're<00:09:34.750> executive<00:09:35.168> producer<00:09:35.473> of<00:09:35.569> a<00:09:35.713> TV<00:09:36.131> show.

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Where<00:09:36.933> do<00:09:37.077> you<00:09:37.174> find<00:09:37.495> the<00:09:37.655> energy<00:09:38.056> to<00:09:38.201> do<00:09:38.377> all<00:09:38.554> of<00:09:38.698> this?

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How<00:09:39.019> do<00:09:39.083> you<00:09:39.244> do<00:09:39.420> all<00:09:39.581> this?

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You<00:09:39.918> know,<00:09:40.607> you<00:09:40.639> know,<00:09:40.719> it's<00:09:40.928> funny<00:09:41.104> that<00:09:41.184> you<00:09:41.328> ask<00:09:41.569> that<00:09:41.825> because<00:09:42.370> year<00:09:42.547> after<00:09:42.931> year,<00:09:43.108> my<00:09:43.252> whole<00:09:43.428> life,<00:09:43.669> I<00:09:43.813> keep<00:09:44.005> saying,<00:09:44.390> man,<00:09:44.951> I<00:09:45.031> need<00:09:45.191> some<00:09:45.352> sleep.

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When<00:09:46.233> I<00:09:46.378> get<00:09:46.538> older,<00:09:46.794> I'll<00:09:46.987> sleep.

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And<00:09:47.355> I'm<00:09:47.900> getting<00:09:48.141> older<00:09:48.622> and<00:09:48.718> it<00:09:48.798> never<00:09:49.103> happens.

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I<00:09:49.936> know<00:09:50.225> how<00:09:50.305> important<00:09:50.786> sleep<00:09:51.106> is.

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I'm<00:09:51.427> getting<00:09:51.748> better<00:09:52.068> at<00:09:52.244> it.

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But<00:09:53.847> when<00:09:53.928> you're<00:09:54.088> excited<00:09:54.665> about<00:09:54.986> something<00:09:55.531> and<00:09:55.691> passionate,<00:09:56.396> the<00:09:56.797> problem<00:09:57.134> is<00:09:57.294> you<00:09:57.374> wake<00:09:57.679> up<00:09:57.791> at<00:09:57.919> 4<00:09:58.095> in<00:09:58.159> the<00:09:58.191> morning<00:09:58.496> anyway<00:09:59.057> and<00:09:59.121> you're<00:09:59.362> laying<00:09:59.602> there<00:09:59.778> thinking<00:10:00.099> about<00:10:00.404> it<00:10:00.500> and<00:10:00.564> you're<00:10:00.644> like,<00:10:00.820> I<00:10:00.836> might<00:10:00.981> as<00:10:01.061> well<00:10:01.205> just<00:10:01.365> get<00:10:01.526> up<00:10:01.622> because<00:10:01.766> I'm<00:10:01.862> just<00:10:02.023> going<00:10:02.119> to<00:10:02.183> lay<00:10:02.327> here<00:10:02.423> and<00:10:02.568> think<00:10:02.680> about<00:10:02.920> it<00:10:03.000> anyway.

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So<00:10:04.732> when<00:10:04.828> you're<00:10:05.212> passionate<00:10:05.645> about<00:10:05.950> what<00:10:06.110> you're<00:10:06.270> doing,<00:10:07.554> It's<00:10:07.939> a<00:10:08.036> lot<00:10:08.212> easier.

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And<00:10:08.823> for<00:10:08.919> me,<00:10:09.240> people<00:10:09.545> ask—<00:10:09.722> do<00:10:09.947> ask<00:10:10.124> me<00:10:10.204> that<00:10:10.348> a<00:10:10.364> lot,<00:10:10.686> like,<00:10:10.846> where<00:10:10.943> do<00:10:10.991> you<00:10:11.151> get<00:10:11.312> your<00:10:11.473> energy<00:10:11.890> from?

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And<00:10:12.693> the<00:10:12.838> truth<00:10:13.095> is,<00:10:13.255> I<00:10:13.400> get<00:10:13.576> it<00:10:13.737> from<00:10:13.978> these<00:10:14.379> amazing<00:10:14.942> people<00:10:15.327> that<00:10:15.439> I'm<00:10:15.520> blessed<00:10:15.905> enough<00:10:16.162> to<00:10:16.307> work<00:10:16.548> with.

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Like,<00:10:17.848> I<00:10:17.881> have<00:10:18.009> a<00:10:18.073> call<00:10:18.394> later<00:10:18.716> today<00:10:20.306> with<00:10:20.707> a<00:10:21.542> female<00:10:22.088> engineer.

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She's<00:10:23.437> Asian,<00:10:24.481> and<00:10:24.658> she<00:10:25.284> won<00:10:25.686> our<00:10:25.927> Entrepreneurship<00:10:26.649> World<00:10:26.906> Cup,<00:10:27.211> our<00:10:27.533> big<00:10:27.773> pitch<00:10:28.030> competition.

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But<00:10:29.701> she<00:10:30.118> created<00:10:31.628> a<00:10:31.788> way—<00:10:32.383> so<00:10:32.752> all<00:10:32.929> over<00:10:33.089> the<00:10:33.234> world,<00:10:33.973> there<00:10:34.213> are<00:10:34.438> babies<00:10:34.856> that<00:10:35.000> don't<00:10:35.161> have<00:10:35.322> access<00:10:35.675> to<00:10:35.804> milk,<00:10:36.141> right,<00:10:36.366> if<00:10:36.462> they<00:10:36.542> don't<00:10:36.687> have<00:10:36.799> a<00:10:36.864> mother<00:10:37.185> there.

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Or<00:10:39.176> after<00:10:39.498> mother's<00:10:39.899> milk,<00:10:40.140> they<00:10:40.237> don't<00:10:40.461> have<00:10:41.024> dairy.

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There's<00:10:41.602> no<00:10:41.907> ranches<00:10:42.405> or<00:10:42.549> cows<00:10:43.063> or<00:10:43.128> refrigeration.

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So<00:10:45.039> all<00:10:45.151> over<00:10:45.296> the<00:10:45.376> world,<00:10:45.617> there's<00:10:45.858> a<00:10:46.019> lot<00:10:46.324> more<00:10:46.581> people<00:10:46.902> that<00:10:47.127> need<00:10:47.368> milk<00:10:47.625> than<00:10:47.769> that<00:10:47.930> have<00:10:48.171> it.

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And<00:10:49.536> she<00:10:49.857> created<00:10:50.275> a<00:10:50.436> way<00:10:50.917> to<00:10:51.158> produce<00:10:51.785> milk<00:10:52.122> with<00:10:52.283> no<00:10:52.524> cows.

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No<00:10:53.712> cow<00:10:53.969> is<00:10:54.130> born,<00:10:54.387> no<00:10:54.612> cow<00:10:54.853> is<00:10:55.013> milked,<00:10:55.431> no<00:10:55.656> cow<00:10:55.961> is<00:10:56.137> raised.

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She<00:10:57.422> used<00:10:57.808> basically<00:10:58.145> a<00:10:58.225> stem<00:10:58.707> cell<00:10:59.029> process<00:11:00.136> to<00:11:00.297> using<00:11:00.698> the<00:11:00.730> stem<00:11:01.098> cells<00:11:01.451> of<00:11:01.580> milk<00:11:01.852> to<00:11:01.996> recreate<00:11:02.542> milk.

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And<00:11:03.343> so<00:11:04.225> young<00:11:04.482> kids<00:11:04.803> and<00:11:04.947> babies<00:11:05.348> all<00:11:05.444> over<00:11:05.524> the<00:11:05.605> world<00:11:05.845> will<00:11:05.973> have<00:11:06.086> milk<00:11:06.390> now<00:11:06.583> even<00:11:06.807> if<00:11:06.952> they<00:11:07.032> have<00:11:07.144> no<00:11:07.449> access<00:11:08.411> to<00:11:08.635> dairy<00:11:09.052> or<00:11:09.132> farms<00:11:09.614> because<00:11:10.079> of<00:11:10.640> one<00:11:11.121> young<00:11:11.361> innovator.

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So<00:11:12.324> I'm<00:11:12.564> working<00:11:12.901> with<00:11:13.061> her<00:11:13.206> now<00:11:13.783> and<00:11:13.863> we<00:11:13.927> have<00:11:14.040> a<00:11:14.104> call<00:11:14.408> later<00:11:14.729> today.

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People<00:11:15.948> like<00:11:16.188> that,<00:11:16.653> that's<00:11:17.070> where<00:11:17.150> I<00:11:17.231> get<00:11:17.375> my<00:11:17.551> energy<00:11:17.872> from.

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I<00:11:18.273> get<00:11:18.433> so<00:11:18.738> excited<00:11:19.251> about<00:11:19.556> the<00:11:19.636> way<00:11:20.342> some<00:11:20.518> of<00:11:20.582> these<00:11:20.823> entrepreneurs<00:11:21.464> are<00:11:21.801> literally<00:11:22.426> out<00:11:22.603> there<00:11:22.907> changing<00:11:23.308> the<00:11:23.405> world<00:11:24.110> and<00:11:24.190> it's<00:11:24.784> such<00:11:25.104> a<00:11:25.249> blessing<00:11:25.810> to<00:11:25.970> be<00:11:26.050> able<00:11:26.692> to<00:11:26.788> get<00:11:26.964> to<00:11:27.077> work<00:11:27.269> with<00:11:27.413> people<00:11:27.638> like<00:11:27.814> that,<00:11:27.974> right?

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The<00:11:28.247> media,<00:11:28.632> the<00:11:28.776> news<00:11:29.096> covers<00:11:29.481> all<00:11:29.577> the<00:11:29.722> bad<00:11:29.978> stuff,<00:11:30.699> but<00:11:30.860> there's<00:11:31.100> tons<00:11:31.501> of<00:11:31.645> good<00:11:31.757> stuff<00:11:32.062> happening<00:11:32.479> in<00:11:32.607> the<00:11:32.687> world<00:11:33.280> if<00:11:33.408> you<00:11:33.505> go<00:11:33.649> out<00:11:33.825> and<00:11:33.889> look<00:11:34.066> for<00:11:34.290> it,<00:11:34.370> which<00:11:34.547> is<00:11:34.627> exactly<00:11:35.108> what<00:11:35.268> we<00:11:35.428> do.

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And<00:11:36.550> as<00:11:36.695> I<00:11:36.791> understand<00:11:37.192> it,<00:11:37.256> you've<00:11:37.416> worked<00:11:37.592> with<00:11:37.737> the<00:11:37.833> White<00:11:38.137> House,<00:11:38.538> you've<00:11:38.698> worked<00:11:38.811> at<00:11:38.955> the<00:11:39.019> State<00:11:39.276> Department,<00:11:39.821> you've<00:11:39.917> worked<00:11:40.045> at<00:11:40.221> the<00:11:40.301> United<00:11:40.638> Nations<00:11:41.424> on,<00:11:41.824> uh,<00:11:42.065> talking<00:11:42.401> about<00:11:43.027> entrepreneurship,<00:11:44.085> promoting<00:11:44.565> entrepreneurship,<00:11:45.287> the<00:11:45.351> importance<00:11:45.864> of<00:11:45.992> entrepreneurship.

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What<00:11:47.355> has<00:11:47.515> that<00:11:47.675> experience<00:11:48.172> been<00:11:48.397> like?

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I'm<00:11:48.733> sure<00:11:48.894> that's<00:11:49.134> been—<00:11:49.920> and<00:11:50.256> I<00:11:50.272> mean,<00:11:50.497> that's<00:11:50.801> not<00:11:50.961> entrepreneurial<00:11:51.539> at<00:11:51.603> all,<00:11:51.859> what<00:11:52.019> we<00:11:52.100> just<00:11:52.276> talked<00:11:52.564> about,<00:11:52.805> like<00:11:53.382> Those<00:11:53.863> are<00:11:54.008> governments<00:11:54.666> and<00:11:54.762> it's<00:11:54.970> really<00:11:55.243> slow<00:11:56.109> and<00:11:56.254> there's<00:11:56.494> all<00:11:56.591> this<00:11:56.895> red<00:11:57.072> tape<00:11:57.537> and<00:11:57.633> bureaucracy.

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How's<00:11:59.061> that<00:11:59.238> been?

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Yep.

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So<00:12:01.788> it<00:12:01.965> is<00:12:02.285> funny<00:12:02.510> because<00:12:02.767> my<00:12:02.927> friends<00:12:03.312> are<00:12:03.392> always<00:12:03.713> like,<00:12:03.954> you<00:12:04.034> did<00:12:04.275> what?

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Because<00:12:05.799> I've<00:12:05.959> actually<00:12:06.440> worked<00:12:06.777> with,<00:12:08.205> you<00:12:08.237> know,<00:12:08.622> literally<00:12:09.087> presidents,<00:12:09.825> prime<00:12:10.050> ministers,<00:12:10.627> even<00:12:11.028> kings<00:12:11.349> and<00:12:11.494> queens<00:12:11.911> in<00:12:12.007> some<00:12:12.296> countries.

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And<00:12:13.435> my<00:12:13.595> friends<00:12:13.980> know<00:12:14.237> that<00:12:14.397> I<00:12:14.445> have<00:12:14.574> zero<00:12:15.103> patience<00:12:16.386> and<00:12:16.643> I'm<00:12:16.707> an<00:12:16.868> entrepreneur<00:12:17.269> because<00:12:17.589> I<00:12:17.686> can't<00:12:17.926> stand<00:12:18.231> inefficiency<00:12:18.889> or<00:12:19.033> bureaucracy.

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But<00:12:20.258> I<00:12:20.343> will<00:12:20.445> tell<00:12:20.684> you<00:12:20.769> why<00:12:20.854> I<00:12:21.127> do<00:12:21.297> it.

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The<00:12:23.180> positive<00:12:23.843> trend<00:12:24.248> that's<00:12:24.474> happening<00:12:25.688> is<00:12:25.865> that<00:12:26.108> more<00:12:26.820> and<00:12:26.998> more<00:12:27.952> countries<00:12:29.020> and<00:12:29.166> governments,<00:12:29.829> you<00:12:29.926> know,<00:12:30.136> locally<00:12:30.541> and<00:12:30.638> nationally<00:12:31.188> and<00:12:31.285> internationally,<00:12:32.420> have<00:12:32.532> recognized<00:12:33.402> that<00:12:33.676> startups,<00:12:34.868> small<00:12:35.270> businesses,<00:12:35.818> entrepreneurs<00:12:37.122> are<00:12:37.283> the<00:12:37.428> key<00:12:37.589> to<00:12:37.670> economic<00:12:38.153> growth,<00:12:38.878> right?

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In<00:12:39.184> our<00:12:39.441> country,<00:12:40.400> most<00:12:40.693> new<00:12:40.921> jobs<00:12:41.328> are<00:12:41.475> created<00:12:41.882> by<00:12:42.729> startups,<00:12:43.364> by<00:12:43.462> small<00:12:43.772> businesses,<00:12:44.342> not<00:12:44.586> by<00:12:44.749> big<00:12:44.977> corporations.

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And<00:12:46.269> so<00:12:46.430> they<00:12:46.590> know<00:12:46.879> that<00:12:46.976> they<00:12:47.056> stimulate<00:12:47.602> economies<00:12:48.180> and<00:12:48.260> create<00:12:48.501> jobs.

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So<00:12:49.689> more<00:12:49.866> and<00:12:50.026> more,<00:12:50.364> they've<00:12:50.588> been<00:12:50.749> reaching<00:12:51.215> out<00:12:51.487> and<00:12:51.648> saying,<00:12:53.302> we<00:12:53.543> know<00:12:53.880> we<00:12:54.024> need<00:12:54.265> to<00:12:54.378> support<00:12:55.068> entrepreneurs.

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What<00:12:56.032> can<00:12:56.128> we<00:12:56.288> do<00:12:56.449> to<00:12:56.593> help?

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And<00:12:57.155> even<00:12:57.412> though<00:12:58.135> we<00:12:58.295> both<00:12:58.601> know<00:12:58.777> that<00:12:58.938> in<00:12:59.018> many<00:12:59.339> cases<00:12:59.821> they're<00:13:00.463> slow<00:13:00.768> moving<00:13:01.170> and<00:13:01.314> bureaucratic,<00:13:02.711> it's<00:13:03.016> still<00:13:03.434> better<00:13:03.819> to<00:13:03.931> have<00:13:04.092> a<00:13:04.156> seat<00:13:04.461> at<00:13:04.558> the<00:13:04.702> table<00:13:05.682> and<00:13:05.762> have<00:13:06.003> the<00:13:06.147> conversation.

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We<00:13:07.191> did<00:13:07.367> this<00:13:08.475> with<00:13:08.636> the<00:13:08.893> Crown<00:13:09.214> Prince<00:13:09.519> and<00:13:09.599> the<00:13:09.696> King<00:13:10.001> in<00:13:10.097> Saudi<00:13:10.418> Arabia.

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Last<00:13:11.719> year,<00:13:12.345> and<00:13:12.425> they<00:13:12.650> wound<00:13:12.971> up<00:13:13.132> committing<00:13:13.629> several<00:13:14.191> billion<00:13:14.657> dollars<00:13:15.299> to<00:13:15.396> fund<00:13:16.279> startup<00:13:16.857> money<00:13:17.563> for<00:13:17.708> startups<00:13:18.350> across<00:13:18.687> the<00:13:18.832> Gulf<00:13:19.089> region<00:13:19.410> in<00:13:19.490> their<00:13:19.715> part<00:13:19.891> of<00:13:19.956> the<00:13:20.036> world.

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I<00:13:20.855> did<00:13:21.015> this<00:13:21.240> years<00:13:21.561> ago<00:13:21.898> with<00:13:22.059> the<00:13:22.203> Prime<00:13:22.380> Minister<00:13:22.781> in<00:13:22.862> Malaysia,<00:13:23.905> and<00:13:24.050> they<00:13:24.210> created<00:13:24.628> a<00:13:24.708> $250<00:13:25.334> million<00:13:25.977> fund<00:13:26.715> to<00:13:26.860> give<00:13:27.101> to<00:13:27.197> Malaysian<00:13:27.679> entrepreneurs<00:13:28.305> to<00:13:28.401> start<00:13:28.738> their<00:13:28.963> companies<00:13:29.509> with.

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Been<00:13:31.195> able<00:13:31.387> to<00:13:31.596> do<00:13:31.773> this,<00:13:32.078> I<00:13:32.158> did<00:13:32.399> that<00:13:32.576> once<00:13:32.816> meeting<00:13:33.057> with<00:13:33.202> the<00:13:33.298> President<00:13:33.780> of<00:13:33.940> Peru.

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So<00:13:35.048> I<00:13:35.209> will<00:13:35.369> go<00:13:35.562> meet<00:13:36.028> with<00:13:36.188> these<00:13:36.509> people<00:13:37.457> if<00:13:37.633> we<00:13:37.794> believe<00:13:38.356> that<00:13:38.516> they<00:13:38.677> are<00:13:39.143> honestly<00:13:39.865> asking<00:13:40.507> how<00:13:40.748> can<00:13:40.909> they<00:13:41.085> be<00:13:41.246> more<00:13:41.487> supportive<00:13:42.193> of<00:13:42.434> entrepreneurs<00:13:43.237> in<00:13:43.333> their<00:13:43.558> country.

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And<00:13:45.196> so<00:13:45.340> I<00:13:45.420> do<00:13:45.597> those<00:13:45.822> meetings.

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The<00:13:46.609> White<00:13:46.833> House<00:13:47.090> one<00:13:47.267> was<00:13:47.508> because<00:13:48.471> Obama<00:13:49.113> was<00:13:49.435> the<00:13:49.659> first<00:13:51.185> and<00:13:51.281> the<00:13:51.425> last<00:13:52.309> president<00:13:52.806> to<00:13:53.031> create<00:13:53.368> an<00:13:53.673> Office<00:13:54.027> of<00:13:54.155> Entrepreneurship<00:13:54.974> and<00:13:55.054> Innovation.

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And<00:13:56.515> so<00:13:56.740> I<00:13:56.885> was<00:13:57.125> asked<00:13:57.366> to<00:13:57.479> advise<00:13:58.008> Obama<00:13:58.346> in<00:13:58.506> the<00:13:58.586> White<00:13:58.811> House<00:13:59.068> at<00:13:59.132> the<00:13:59.229> time<00:13:59.775> on<00:13:59.935> entrepreneurship.

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And<00:14:01.958> so<00:14:02.279> again,<00:14:03.066> Going<00:14:03.259> to<00:14:03.339> the<00:14:03.404> White<00:14:03.629> House<00:14:03.966> and<00:14:04.352> whether<00:14:04.545> it's<00:14:04.689> talking<00:14:04.962> to<00:14:05.027> the<00:14:05.171> president<00:14:05.798> or,<00:14:06.119> or,<00:14:06.457> you<00:14:06.537> know,<00:14:06.778> the<00:14:06.858> administration<00:14:08.160> is<00:14:08.305> not<00:14:08.771> what<00:14:08.947> my<00:14:09.269> idea<00:14:09.574> of<00:14:09.671> fun,<00:14:10.474> but<00:14:10.619> they<00:14:10.779> were<00:14:10.876> dedicated<00:14:11.743> to<00:14:11.792> supporting<00:14:12.161> entrepreneurship<00:14:12.820> and<00:14:12.949> they<00:14:13.125> launched<00:14:13.527> programs<00:14:14.009> that<00:14:14.105> helped<00:14:14.395> entrepreneurs.

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So<00:14:15.600> as<00:14:15.761> long<00:14:16.002> as<00:14:16.162> that's<00:14:16.419> a<00:14:16.484> possibility,<00:14:17.223> I<00:14:17.367> will<00:14:17.464> always<00:14:17.785> do<00:14:17.962> my<00:14:18.267> duty<00:14:18.990> and<00:14:19.071> I<00:14:19.151> will<00:14:19.376> show<00:14:19.553> up<00:14:19.713> at<00:14:19.794> those<00:14:19.874> meetings.

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What<00:14:20.919> is<00:14:21.079> your,<00:14:22.108> uh,<00:14:23.008> interest<00:14:23.795> in—<00:14:23.875> I<00:14:23.907> mean,<00:14:24.116> you've<00:14:24.293> produced<00:14:24.614> a<00:14:24.631> number<00:14:25.000> of<00:14:25.080> TV<00:14:25.338> shows.

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What<00:14:25.980> got<00:14:26.205> you<00:14:26.302> involved<00:14:27.330> in<00:14:27.828> media?

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And<00:14:29.112> making<00:14:29.577> series<00:14:29.978> like<00:14:30.154> the<00:14:30.234> one<00:14:30.394> that<00:14:30.458> you're<00:14:30.522> making<00:14:30.859> right<00:14:30.955> now.

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But,<00:14:31.436> but<00:14:31.580> you've<00:14:31.740> done<00:14:31.900> all<00:14:32.012> sorts<00:14:32.461> of—<00:14:32.782> I<00:14:32.798> mean,<00:14:32.942> you've<00:14:33.102> produced<00:14:33.439> musical<00:14:33.903> events<00:14:34.240> even.

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What<00:14:35.121> was—.

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What's<00:14:35.602> your<00:14:35.746> interest<00:14:36.082> in<00:14:36.227> all<00:14:36.387> of<00:14:36.419> that?

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Yeah,<00:14:37.124> so<00:14:37.428> originally<00:14:38.406> it<00:14:38.470> was<00:14:38.646> two<00:14:38.951> things.

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Thank<00:14:39.447> you<00:14:39.592> for<00:14:39.752> asking<00:14:40.088> that.

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One<00:14:41.114> of<00:14:41.226> them<00:14:42.011> was<00:14:42.235> more<00:14:42.492> business-oriented<00:14:43.293> and<00:14:43.517> one<00:14:43.677> more<00:14:43.854> personal.

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The<00:14:44.415> business<00:14:44.895> one<00:14:45.760> was,<00:14:46.017> I<00:14:46.177> was<00:14:46.482> always<00:14:46.898> amazed<00:14:47.619> at<00:14:47.779> Hollywood—<00:14:48.404> we'll<00:14:48.533> just<00:14:48.661> use<00:14:48.885> that<00:14:49.061> broad<00:14:49.446> phrase,<00:14:49.846> but<00:14:49.943> I<00:14:49.959> mean<00:14:50.183> the<00:14:50.247> entertainment<00:14:50.744> industry,<00:14:51.144> music,<00:14:51.609> film,<00:14:51.865> television,<00:14:53.131> um,<00:14:53.772> Hollywood's<00:14:54.509> ability<00:14:55.230> to<00:14:55.374> market<00:14:56.416> And,<00:14:56.657> and<00:14:56.898> literally,<00:14:57.876> it's<00:14:58.037> funny<00:14:58.165> because<00:14:58.534> the<00:14:58.678> day<00:14:58.919> I<00:14:59.224> really—<00:14:59.497> struck<00:14:59.865> me<00:15:00.668> was<00:15:01.085> there<00:15:01.309> a<00:15:01.341> movie<00:15:01.646> came<00:15:01.871> out.

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My<00:15:02.304> friends<00:15:02.609> and<00:15:02.689> I<00:15:02.769> were<00:15:02.914> talking<00:15:03.154> about<00:15:03.395> the<00:15:03.427> movie,<00:15:03.732> everybody<00:15:04.053> was,<00:15:04.357> for<00:15:04.454> weeks.

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The<00:15:05.480> day,<00:15:05.753> the<00:15:05.897> weekend<00:15:06.234> it<00:15:06.379> came<00:15:06.603> out,<00:15:06.796> my<00:15:06.940> friends<00:15:07.261> are<00:15:07.341> like,<00:15:07.726> let's<00:15:07.983> go<00:15:08.224> Friday<00:15:08.544> night<00:15:08.849> when<00:15:08.945> it<00:15:09.090> opens.

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So<00:15:10.068> we<00:15:10.149> go<00:15:10.293> and<00:15:10.389> we<00:15:10.485> stood<00:15:10.854> out<00:15:11.336> outside<00:15:11.929> in<00:15:12.058> a<00:15:12.138> line<00:15:12.539> forever,<00:15:13.598> excited.

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So<00:15:14.560> we're<00:15:14.721> wasting<00:15:15.058> our<00:15:15.202> Friday<00:15:15.523> night<00:15:15.763> standing<00:15:16.164> in<00:15:16.245> line<00:15:16.566> going<00:15:16.726> to<00:15:16.886> this<00:15:17.111> movie.

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We<00:15:17.929> get<00:15:18.106> in<00:15:18.234> the<00:15:18.314> movie<00:15:18.651> and<00:15:18.731> a<00:15:18.811> little<00:15:19.052> while's<00:15:19.453> into<00:15:19.758> it,<00:15:20.400> and<00:15:20.480> we<00:15:20.576> spent<00:15:20.817> all<00:15:20.961> that<00:15:21.138> money<00:15:21.378> on<00:15:21.523> tickets<00:15:21.859> and<00:15:21.940> popcorn<00:15:22.758> I<00:15:22.886> realized<00:15:23.288> the<00:15:23.368> movie<00:15:23.609> was<00:15:23.770> horrible.

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And<00:15:24.990> I<00:15:25.134> was<00:15:25.311> like,<00:15:25.472> congratulations<00:15:26.579> to<00:15:26.981> some<00:15:27.157> marketing<00:15:27.719> person,<00:15:28.763> because<00:15:29.646> they<00:15:29.967> got<00:15:30.224> me<00:15:30.369> so<00:15:30.850> excited<00:15:31.412> that<00:15:31.573> I,<00:15:32.215> I<00:15:32.312> spent<00:15:32.697> my<00:15:32.842> Friday<00:15:33.195> night<00:15:33.484> standing<00:15:34.062> in<00:15:34.222> line<00:15:34.945> paying<00:15:35.170> all<00:15:35.266> this<00:15:35.507> money<00:15:36.213> to<00:15:36.310> get<00:15:36.551> to<00:15:36.631> a<00:15:36.679> movie<00:15:37.032> when<00:15:37.177> it<00:15:37.337> opened<00:15:37.675> for<00:15:37.819> a<00:15:37.835> movie<00:15:38.156> that<00:15:38.301> actually<00:15:38.558> sucked.

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And<00:15:39.601> I<00:15:39.666> was<00:15:39.762> like,<00:15:39.906> how<00:15:40.083> do<00:15:40.228> they<00:15:40.404> do<00:15:40.565> that?

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So<00:15:41.352> I<00:15:41.512> got<00:15:41.769> curious.

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If<00:15:42.556> the<00:15:42.652> ultimate<00:15:43.070> marketing<00:15:43.615> machine<00:15:44.242> is<00:15:44.804> entertainment<00:15:45.462> in<00:15:45.542> Hollywood,<00:15:46.490> I<00:15:46.570> want<00:15:46.747> to<00:15:46.971> learn<00:15:47.292> from<00:15:47.469> the<00:15:47.614> best.

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So<00:15:48.368> when<00:15:48.496> I<00:15:48.592> first<00:15:48.913> went<00:15:49.073> into<00:15:49.233> the<00:15:49.394> business,<00:15:50.419> I<00:15:50.676> took<00:15:50.852> a<00:15:50.980> break<00:15:51.301> from<00:15:51.477> tech<00:15:52.279> because<00:15:52.583> I<00:15:52.679> wanted<00:15:53.000> to<00:15:53.240> learn.

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I<00:15:53.705> wanted<00:15:53.849> to<00:15:53.881> be<00:15:53.978> a<00:15:54.122> better<00:15:54.442> marketer,<00:15:55.468> and<00:15:55.645> entertainment<00:15:56.125> industry<00:15:56.430> is<00:15:56.590> good<00:15:56.766> at<00:15:56.831> it.

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But<00:15:57.071> there<00:15:57.167> was<00:15:57.343> a<00:15:57.392> second<00:15:57.808> reason.

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I<00:15:59.171> live<00:15:59.331> in<00:15:59.395> a<00:15:59.427> very<00:15:59.796> left-brain<00:16:00.357> world,<00:16:00.693> right?

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Because<00:16:01.254> I'm<00:16:01.655> a<00:16:01.671> software<00:16:02.056> engineer<00:16:02.857> and<00:16:02.937> I'm<00:16:03.033> in<00:16:03.097> the<00:16:03.242> tech<00:16:03.498> industry,<00:16:04.444> and<00:16:04.604> I<00:16:04.764> wanted<00:16:05.325> a<00:16:05.486> chance<00:16:05.902> to<00:16:06.207> exercise<00:16:06.704> the<00:16:06.768> right<00:16:06.960> side<00:16:07.185> of<00:16:07.217> my<00:16:07.409> brain.

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I<00:16:08.210> was<00:16:08.290> like,<00:16:08.531> I<00:16:08.611> want<00:16:08.755> to<00:16:08.867> be<00:16:08.948> around<00:16:09.813> creative<00:16:10.390> people<00:16:10.711> too<00:16:11.496> that<00:16:11.592> are<00:16:11.672> not<00:16:12.233> business<00:16:12.778> people<00:16:13.532> or<00:16:13.660> financial<00:16:14.237> people<00:16:14.782> or<00:16:14.958> engineers,<00:16:15.679> which<00:16:15.775> is<00:16:15.824> where<00:16:16.000> I<00:16:16.080> spend<00:16:16.320> all<00:16:16.401> my<00:16:16.641> time.

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So<00:16:17.604> the<00:16:17.684> first<00:16:18.327> entertainment<00:16:18.728> company<00:16:19.049> I<00:16:19.065> started<00:16:19.435> was<00:16:19.595> the<00:16:19.628> music<00:16:20.093> company,<00:16:21.041> and<00:16:21.137> the<00:16:21.217> goal<00:16:21.539> was<00:16:21.780> to<00:16:21.876> not<00:16:22.181> just<00:16:22.502> learn<00:16:22.727> about<00:16:23.048> marketing<00:16:24.028> but<00:16:24.173> to<00:16:24.269> spend<00:16:24.751> time<00:16:25.232> observing<00:16:25.939> how<00:16:26.180> creative<00:16:26.742> people<00:16:27.224> create<00:16:28.268> so<00:16:28.364> I<00:16:28.428> could<00:16:28.605> learn<00:16:28.846> for<00:16:28.990> something<00:16:29.328> from<00:16:29.504> it.

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So<00:16:29.874> those<00:16:29.954> are<00:16:30.050> the<00:16:30.195> reasons<00:16:30.516> I<00:16:30.596> got<00:16:30.773> into<00:16:30.950> that<00:16:31.110> space.

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Uh,<00:16:33.005> what<00:16:33.134> did<00:16:33.262> you<00:16:33.375> learn<00:16:33.584> from<00:16:33.824> it?

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I<00:16:34.081> mean,<00:16:34.772> how,<00:16:35.093> how<00:16:35.334> do<00:16:35.511> they<00:16:35.671> do<00:16:35.816> that?

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How<00:16:36.153> did<00:16:36.378> they<00:16:36.474> get<00:16:36.780> you<00:16:36.940> in<00:16:37.036> there<00:16:37.293> that<00:16:37.502> Friday<00:16:37.775> night?

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You<00:16:39.381> know,<00:16:39.831> I,<00:16:40.072> I,<00:16:40.313> I<00:16:40.393> learned<00:16:40.586> a<00:16:40.650> lot.

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Uh,<00:16:41.373> I<00:16:41.517> learned<00:16:41.774> about<00:16:42.192> the<00:16:42.320> fact—<00:16:42.641> so<00:16:42.754> here's<00:16:43.059> probably<00:16:43.942> one<00:16:44.038> of<00:16:44.103> the<00:16:44.167> most<00:16:44.424> valuable<00:16:44.809> lessons.

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Here's<00:16:45.531> what<00:16:45.724> most<00:16:46.173> of<00:16:46.334> us<00:16:46.575> do.

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We<00:16:47.859> create<00:16:48.099> a<00:16:48.132> marketing<00:16:48.597> campaign,<00:16:49.159> we<00:16:49.319> launch<00:16:49.640> it,<00:16:50.443> and<00:16:50.523> then<00:16:50.684> we<00:16:50.780> sort<00:16:51.021> of<00:16:51.165> watch<00:16:51.631> people.

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How<00:16:52.112> come<00:16:52.273> they're<00:16:52.369> not<00:16:52.530> buying<00:16:52.835> anything?

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How<00:16:53.332> come<00:16:53.493> they're<00:16:53.605> not<00:16:53.798> clicking?

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And<00:16:54.841> we<00:16:54.937> try<00:16:55.178> to<00:16:55.322> figure<00:16:55.660> out<00:16:55.884> why<00:16:56.061> our<00:16:56.205> marketing<00:16:56.767> campaign<00:16:57.810> isn't<00:16:58.148> working.

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Um,<00:16:59.913> what<00:17:00.058> I<00:17:00.234> learned<00:17:00.539> in<00:17:00.619> the<00:17:00.716> entertainment<00:17:01.422> business<00:17:02.144> is<00:17:03.043> they<00:17:03.204> don't<00:17:03.685> do<00:17:03.990> it<00:17:04.231> from<00:17:04.664> their<00:17:04.873> conference<00:17:05.371> room<00:17:05.676> out.

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The<00:17:06.334> way<00:17:06.558> I<00:17:06.655> just<00:17:06.847> described<00:17:07.297> is<00:17:07.377> you're<00:17:07.473> in<00:17:07.538> your<00:17:07.682> conference<00:17:08.083> room,<00:17:08.725> you<00:17:08.757> design<00:17:09.223> your<00:17:09.528> advertising,<00:17:10.282> your<00:17:10.427> marketing,<00:17:10.908> your<00:17:11.037> whole<00:17:11.213> campaign,<00:17:12.272> and<00:17:12.353> then<00:17:12.658> you<00:17:13.139> launch<00:17:13.460> it<00:17:13.620> out<00:17:13.732> into<00:17:13.877> the<00:17:13.957> world.

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So<00:17:14.583> you're<00:17:14.759> pushing<00:17:16.123> a<00:17:16.139> marketing<00:17:16.668> campaign<00:17:17.166> from<00:17:17.390> your<00:17:17.791> company<00:17:18.433> out<00:17:18.513> into<00:17:18.674> the<00:17:18.770> world.

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But<00:17:19.636> what<00:17:19.733> I<00:17:19.829> noticed<00:17:20.278> what<00:17:20.455> they<00:17:20.679> do<00:17:21.722> is<00:17:22.059> they<00:17:22.300> sit<00:17:22.765> around<00:17:23.423> in<00:17:23.519> a<00:17:23.663> room<00:17:24.610> and<00:17:24.770> they<00:17:24.867> start<00:17:25.268> at<00:17:25.348> the<00:17:25.492> other<00:17:25.669> end.

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They<00:17:26.712> say,<00:17:27.016> okay,<00:17:27.353> who<00:17:27.578> is<00:17:27.754> this<00:17:27.979> customer?

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Let's<00:17:29.599> really<00:17:30.065> understand<00:17:30.562> who<00:17:30.706> this<00:17:30.883> customer<00:17:31.268> is.

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Then<00:17:32.006> once<00:17:32.311> they<00:17:32.471> know<00:17:32.888> who<00:17:33.049> the<00:17:33.193> customer<00:17:33.626> that's<00:17:33.851> going<00:17:33.963> to<00:17:34.076> consume<00:17:34.653> their<00:17:34.878> product,<00:17:35.375> listen<00:17:35.616> to<00:17:35.696> the<00:17:35.792> song,<00:17:36.177> go<00:17:36.322> to<00:17:36.402> their<00:17:36.562> movie,<00:17:36.883> watch<00:17:37.140> their<00:17:37.300> show,<00:17:38.327> Then<00:17:39.225> they<00:17:39.450> talk<00:17:39.723> about<00:17:40.493> what<00:17:40.749> moves<00:17:41.150> that<00:17:41.455> customer,<00:17:42.819> and<00:17:42.899> they<00:17:43.059> discuss<00:17:43.621> what<00:17:43.861> emotional<00:17:44.519> state<00:17:45.626> they<00:17:45.722> want<00:17:45.963> the<00:17:46.043> customer<00:17:46.524> to<00:17:46.684> be<00:17:46.845> in<00:17:47.230> after<00:17:47.647> seeing<00:17:48.289> their<00:17:48.529> commercial<00:17:49.091> or<00:17:49.155> their<00:17:49.251> marketing.

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Then<00:17:50.695> they<00:17:50.855> talk<00:17:51.096> about<00:17:51.336> the<00:17:51.481> call<00:17:51.673> of<00:17:51.882> action.

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So<00:17:53.678> I'm<00:17:53.887> gonna<00:17:53.983> run—<00:17:54.384> let's<00:17:54.609> say<00:17:54.641> it's<00:17:54.849> a<00:17:54.865> TV<00:17:55.106> commercial,<00:17:55.491> just<00:17:55.667> for<00:17:55.780> simplicity.

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I'm<00:17:56.502> gonna<00:17:56.566> run<00:17:56.726> a<00:17:56.790> TV<00:17:57.095> commercial.

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At<00:17:57.913> the<00:17:58.074> end<00:17:58.154> of<00:17:58.234> the<00:17:58.314> commercial,<00:17:59.357> I<00:17:59.501> want<00:17:59.758> this<00:17:59.999> exact<00:18:00.464> person<00:18:00.865> watching<00:18:01.282> it.

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I<00:18:01.988> want<00:18:02.228> them<00:18:02.405> to<00:18:02.549> have<00:18:02.870> this<00:18:03.111> emotional<00:18:03.528> response<00:18:04.009> to<00:18:04.105> my<00:18:04.250> commercial.

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And<00:18:05.212> I<00:18:05.356> want<00:18:05.597> them<00:18:05.758> to<00:18:05.854> take<00:18:06.175> this<00:18:06.560> action<00:18:07.860> as<00:18:07.940> soon<00:18:08.181> as<00:18:08.341> it's<00:18:08.502> done.

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That's<00:18:09.545> what<00:18:09.705> they<00:18:09.946> do.

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And<00:18:11.310> that's—<00:18:11.936> they<00:18:12.176> design<00:18:12.674> it<00:18:12.818> from<00:18:12.979> their<00:18:13.155> customer<00:18:13.861> in.

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And<00:18:14.583> when<00:18:14.664> I<00:18:14.840> learned<00:18:15.081> that<00:18:15.225> and<00:18:15.322> started<00:18:15.787> doing<00:18:16.108> it,<00:18:16.349> I<00:18:16.509> got<00:18:16.766> way<00:18:17.007> better<00:18:17.263> at<00:18:17.408> marketing<00:18:17.985> in<00:18:18.114> my<00:18:18.290> businesses<00:18:19.494> because<00:18:19.879> I<00:18:20.055> was<00:18:20.697> comprehending<00:18:21.484> what<00:18:21.885> response<00:18:22.527> I<00:18:22.687> wanted<00:18:23.024> from<00:18:23.249> the<00:18:23.345> customer,<00:18:24.147> what<00:18:24.292> emotional<00:18:24.789> state<00:18:25.094> I<00:18:25.174> wanted<00:18:25.527> to<00:18:25.752> leave<00:18:26.057> them<00:18:26.250> in.

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And<00:18:26.940> then<00:18:27.036> I<00:18:27.116> figured<00:18:27.437> out<00:18:27.581> how<00:18:27.678> to<00:18:27.838> get<00:18:28.143> them<00:18:28.384> there.

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And<00:18:29.347> I<00:18:29.363> had<00:18:29.780> much<00:18:30.165> better<00:18:30.711> close<00:18:31.112> rate<00:18:31.433> with<00:18:31.609> customers<00:18:33.070> if<00:18:33.214> I<00:18:33.294> started<00:18:33.760> at<00:18:33.856> that<00:18:34.097> end.

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But<00:18:34.322> I<00:18:34.482> learned<00:18:34.723> all<00:18:34.899> that<00:18:35.140> from<00:18:35.301> the<00:18:35.365> entertainment<00:18:35.863> industry,<00:18:36.248> from<00:18:36.424> sitting<00:18:36.745> in<00:18:36.826> on<00:18:36.986> meetings<00:18:37.789> and<00:18:37.933> watching<00:18:38.254> them<00:18:38.431> do<00:18:38.591> that.

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Oh,<00:18:39.634> that's<00:18:39.859> fascinating.

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What's<00:18:41.079> the—<00:18:41.400> what's<00:18:41.641> the<00:18:41.721> bad<00:18:41.946> movie?

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What<00:18:42.508> was<00:18:42.668> the<00:18:42.732> movie?

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No,<00:18:43.631> you<00:18:43.663> don't<00:18:43.792> have<00:18:43.952> to<00:18:44.032> say.

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I'm<00:18:44.353> just<00:18:44.514> kidding.

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All<00:18:45.429> right,<00:18:45.750> I'll<00:18:45.959> tell<00:18:46.199> you.

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It<00:18:47.002> was<00:18:47.339> the<00:18:47.499> Silence<00:18:48.222> of<00:18:48.366> the<00:18:48.462> Lambs<00:18:48.864> sequel,<00:18:49.586> the<00:18:49.730> Hannibal<00:18:50.051> Lecter<00:18:50.405> movie.

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Oh,<00:18:51.191> okay.

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You<00:18:52.636> remember<00:18:53.021> that?

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I<00:18:53.920> do.

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It<00:18:54.465> was<00:18:54.562> horrible.

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I<00:18:55.846> do<00:18:55.942> remember.

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We<00:18:56.472> were<00:18:56.648> like<00:18:57.290> 20<00:18:57.611> minutes<00:18:57.949> into<00:18:58.253> it<00:18:58.318> and<00:18:58.414> I<00:18:58.558> turned<00:18:58.719> to<00:18:58.799> my<00:18:58.976> friends<00:18:59.120> and<00:18:59.297> we're<00:18:59.457> all<00:18:59.538> like,<00:18:59.843> this<00:19:00.003> movie<00:19:00.244> sucks.

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And<00:19:01.320> I<00:19:01.352> was<00:19:01.480> like,<00:19:01.625> how<00:19:01.689> are<00:19:01.946> we<00:19:02.027> so<00:19:02.492> excited<00:19:02.990> about<00:19:03.312> it?

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And<00:19:03.874> I<00:19:03.954> was<00:19:04.115> looking<00:19:04.436> back<00:19:05.063> at<00:19:05.545> kind<00:19:05.705> of<00:19:05.738> the<00:19:05.866> commercials<00:19:06.444> to<00:19:06.589> see<00:19:06.846> what<00:19:07.023> did<00:19:07.232> they<00:19:07.328> say<00:19:07.810> that<00:19:08.035> got<00:19:08.292> me<00:19:08.453> so<00:19:08.694> excited<00:19:09.240> that<00:19:09.400> I<00:19:09.963> went<00:19:10.123> out<00:19:10.300> there<00:19:10.461> and<00:19:10.605> camped<00:19:11.087> out<00:19:11.248> on<00:19:11.344> a<00:19:11.409> Friday<00:19:11.746> night<00:19:12.051> to<00:19:12.148> wait<00:19:12.372> in<00:19:12.469> line<00:19:12.790> for<00:19:12.935> tickets<00:19:13.754> for<00:19:13.915> a<00:19:13.979> horrible<00:19:14.397> movie.

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The<00:19:15.055> marketing<00:19:15.585> was<00:19:15.762> way<00:19:16.003> better<00:19:16.308> than<00:19:16.469> the<00:19:16.549> movie.

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That<00:19:17.754> happened<00:19:18.011> to<00:19:18.076> be—<00:19:18.333> I<00:19:18.413> don't<00:19:18.638> usually<00:19:19.056> say<00:19:19.296> because<00:19:19.634> I<00:19:20.019> don't<00:19:20.196> like<00:19:20.405> to<00:19:20.501> badmouth<00:19:20.983> someone<00:19:21.289> else's<00:19:21.626> work,<00:19:21.947> but<00:19:22.108> you<00:19:22.269> asked.

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That's<00:19:22.911> the<00:19:22.991> movie<00:19:23.409> that<00:19:23.939> I<00:19:24.100> waited<00:19:24.293> in<00:19:24.469> line<00:19:24.759> for,<00:19:24.919> and<00:19:25.000> then<00:19:25.144> I<00:19:25.160> hated<00:19:25.482> it.

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That's<00:19:27.168> incredible.

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Uh,<00:19:28.678> hey,<00:19:28.999> I,<00:19:29.320> I<00:19:29.401> want<00:19:29.545> to<00:19:29.577> go<00:19:29.722> back<00:19:29.818> to<00:19:29.962> entrepreneurship<00:19:30.845> just<00:19:31.086> for<00:19:31.247> a<00:19:31.279> second<00:19:32.852> and<00:19:33.495> get<00:19:33.655> your<00:19:33.832> sense<00:19:34.217> on<00:19:34.313> like,<00:19:34.538> what<00:19:34.651> does<00:19:34.795> it<00:19:34.956> take<00:19:35.196> to<00:19:35.357> be<00:19:35.517> a<00:19:35.598> great<00:19:35.903> entrepreneur?

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What<00:19:37.123> should<00:19:37.669> entrepreneurs<00:19:38.167> be<00:19:38.391> thinking<00:19:38.745> and<00:19:38.889> doing<00:19:39.355> every<00:19:39.595> day<00:19:40.559> to<00:19:41.297> really<00:19:41.602> hone<00:19:41.859> in<00:19:41.940> on<00:19:42.036> their<00:19:42.245> craft?

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That's<00:19:43.224> a<00:19:43.288> great<00:19:43.465> question.

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So<00:19:44.107> there's<00:19:44.348> a<00:19:44.508> couple<00:19:44.910> of<00:19:45.054> things.

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Um,<00:19:46.419> let's<00:19:46.933> hit<00:19:47.093> a<00:19:47.141> few<00:19:47.334> of<00:19:47.462> them.

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One<00:19:47.864> of<00:19:47.944> them<00:19:48.040> we<00:19:48.185> just<00:19:48.362> touched<00:19:48.683> on,<00:19:49.485> which<00:19:49.806> is<00:19:50.031> this:<00:19:50.288> get<00:19:50.593> out<00:19:50.834> of<00:19:50.914> your<00:19:51.091> office.

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You're<00:19:52.134> sitting<00:19:52.456> in<00:19:52.536> your<00:19:52.761> office<00:19:53.242> at<00:19:53.339> your<00:19:53.499> company<00:19:54.286> designing<00:19:54.848> products,<00:19:55.345> designing<00:19:55.762> services,<00:19:56.468> trying<00:19:56.645> to<00:19:56.789> run<00:19:56.966> your<00:19:57.110> business.

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But<00:19:58.378> just<00:19:58.715> as<00:19:58.956> we<00:19:59.052> said<00:19:59.518> about<00:20:00.304> the<00:20:00.384> film<00:20:00.641> industry,<00:20:01.363> understanding<00:20:02.086> what—<00:20:02.792> who<00:20:02.888> that<00:20:03.033> customer<00:20:03.594> is<00:20:03.771> and<00:20:03.851> how<00:20:04.076> they<00:20:04.252> respond.

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Our<00:20:05.857> success<00:20:06.660> for<00:20:06.772> my<00:20:06.981> own<00:20:07.141> companies<00:20:07.703> was<00:20:08.024> based<00:20:09.131> on<00:20:09.934> when<00:20:10.174> we<00:20:10.271> decided<00:20:10.816> to<00:20:10.977> leave<00:20:11.234> the<00:20:11.378> office<00:20:11.876> and<00:20:12.036> go<00:20:12.277> spend<00:20:12.742> more—<00:20:13.063> we<00:20:13.143> call<00:20:13.256> them<00:20:13.400> day<00:20:13.625> in<00:20:13.705> the<00:20:13.737> life—<00:20:14.508> go<00:20:14.620> spending<00:20:15.085> more<00:20:15.551> time<00:20:15.904> spending<00:20:16.289> a<00:20:16.434> day<00:20:16.610> in<00:20:16.690> the<00:20:16.771> life<00:20:17.027> of<00:20:17.172> your<00:20:17.332> customer.

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If<00:20:18.616> you're<00:20:18.777> a<00:20:18.857> customer,<00:20:19.242> I'm<00:20:19.290> going<00:20:19.371> to<00:20:19.419> make<00:20:19.659> up<00:20:19.756> an<00:20:19.884> example.

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Is<00:20:21.249> a<00:20:21.281> stay-at-home<00:20:22.229> mom<00:20:23.433> who<00:20:23.835> during<00:20:24.140> the<00:20:24.301> day<00:20:24.863> is<00:20:26.485> taking<00:20:27.208> the<00:20:27.352> kids<00:20:27.674> to<00:20:27.786> the<00:20:27.866> mall<00:20:28.171> and<00:20:28.396> walking<00:20:28.653> around<00:20:28.878> the<00:20:28.910> mall<00:20:29.296> to,<00:20:29.617> you<00:20:29.697> know,<00:20:30.243> for<00:20:30.292> something<00:20:30.581> to<00:20:30.613> do<00:20:30.661> with<00:20:30.822> the<00:20:30.966> kids.

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You<00:20:31.368> should<00:20:31.544> be<00:20:31.769> walking<00:20:32.187> around<00:20:32.428> the<00:20:32.492> mall<00:20:33.151> talking<00:20:33.456> to<00:20:33.536> moms,<00:20:34.259> not<00:20:34.435> sitting<00:20:34.757> in<00:20:34.821> your<00:20:34.982> office<00:20:35.239> trying<00:20:35.399> to<00:20:35.479> figure<00:20:35.704> out<00:20:35.881> what<00:20:36.026> they<00:20:36.186> want.

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So<00:20:37.005> that's<00:20:37.327> the<00:20:37.407> first<00:20:37.792> one.

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Get<00:20:38.515> out<00:20:38.628> of<00:20:38.756> the<00:20:38.917> office,<00:20:39.736> go<00:20:39.977> find<00:20:40.362> your<00:20:40.523> customer,<00:20:41.422> go<00:20:41.679> meet<00:20:41.984> them<00:20:42.209> where<00:20:42.386> they<00:20:42.691> are<00:20:42.948> and<00:20:43.109> try<00:20:43.350> to<00:20:43.574> understand<00:20:44.538> them<00:20:44.715> by<00:20:44.956> being<00:20:45.197> in<00:20:45.277> their<00:20:45.518> life,<00:20:45.823> not<00:20:45.984> in<00:20:46.064> your<00:20:46.176> life.

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That<00:20:47.031> became<00:20:47.371> very<00:20:47.758> valuable<00:20:48.259> during<00:20:48.421> the<00:20:48.583> early<00:20:48.906> Priceline<00:20:49.552> days.

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I<00:20:51.839> spent<00:20:52.129> a<00:20:52.145> lot<00:20:52.306> of<00:20:52.386> Fridays<00:20:53.659> in<00:20:53.836> discount<00:20:54.399> stores<00:20:55.027> like<00:20:55.269> Kmart<00:20:55.671> and<00:20:55.752> Walmart<00:20:56.734> and<00:20:56.879> in<00:20:56.976> grocery<00:20:57.443> stores<00:20:57.797> in<00:20:57.862> the<00:20:58.006> produce<00:20:58.409> section<00:20:58.828> talking<00:20:59.214> to<00:20:59.311> people<00:21:00.100> while<00:21:00.261> they<00:21:00.422> were<00:21:00.519> shopping<00:21:01.082> about<00:21:01.404> travel,<00:21:02.352> not<00:21:02.625> sitting<00:21:02.947> in<00:21:03.011> my<00:21:03.172> office<00:21:03.574> and<00:21:03.654> trying<00:21:03.831> to<00:21:03.960> guess<00:21:04.217> what<00:21:04.378> they<00:21:04.522> were<00:21:04.699> thinking.

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And<00:21:06.066> probably<00:21:06.307> the<00:21:06.468> other<00:21:06.693> one<00:21:06.789> that's<00:21:07.014> worth<00:21:07.191> highlighting<00:21:07.658> right<00:21:07.899> now<00:21:08.863> is<00:21:09.040> that<00:21:09.593> team<00:21:09.938> is<00:21:10.103> everything.

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You<00:21:11.732> cannot<00:21:12.552> do<00:21:12.712> this<00:21:12.936> yourself.

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And<00:21:14.139> even<00:21:14.395> as<00:21:14.636> the<00:21:14.956> problem<00:21:15.277> some<00:21:15.581> entrepreneurs<00:21:16.062> have<00:21:16.319> is<00:21:17.024> they're<00:21:17.297> a<00:21:17.361> solopreneur<00:21:18.467> or<00:21:18.563> a<00:21:18.579> small<00:21:18.964> company,<00:21:19.589> but<00:21:19.685> they're<00:21:19.910> the<00:21:20.006> boss,<00:21:20.551> they're<00:21:20.711> the<00:21:20.808> founder,<00:21:21.272> the<00:21:21.304> CEO,<00:21:22.314> and<00:21:22.395> it's<00:21:22.491> going<00:21:22.731> pretty<00:21:22.972> well.

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That's<00:21:23.982> actually<00:21:24.254> dangerous<00:21:25.376> because<00:21:26.098> when<00:21:26.178> it's<00:21:26.338> going<00:21:26.643> well,<00:21:26.963> you<00:21:27.076> suddenly<00:21:27.460> convince<00:21:27.845> yourself<00:21:28.262> that<00:21:28.406> you're<00:21:28.566> pretty<00:21:28.823> good<00:21:28.999> at<00:21:29.128> 7<00:21:29.689> things<00:21:30.506> because<00:21:31.212> you're<00:21:31.372> doing<00:21:31.564> the<00:21:31.628> marketing,<00:21:32.189> you're<00:21:33.472> doing<00:21:33.712> the<00:21:33.873> books<00:21:34.754> and<00:21:34.899> the<00:21:34.995> finance,<00:21:36.277> you're<00:21:36.502> hiring<00:21:36.903> people<00:21:37.223> and<00:21:37.319> doing<00:21:37.576> HR,<00:21:38.522> and<00:21:38.586> everything's<00:21:38.987> going<00:21:39.244> pretty<00:21:39.485> well.

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But<00:21:39.822> the<00:21:39.950> truth<00:21:40.367> is<00:21:41.410> that<00:21:41.731> the<00:21:41.876> companies<00:21:42.534> that<00:21:42.855> really<00:21:43.400> grew<00:21:44.700> did<00:21:44.941> so<00:21:45.888> when<00:21:46.305> the<00:21:46.385> founders/leaders<00:21:48.231> of<00:21:48.311> the<00:21:48.455> company<00:21:49.017> realized<00:21:49.755> that<00:21:50.397> they<00:21:50.558> need<00:21:51.055> to<00:21:51.344> bring<00:21:51.665> in<00:21:51.922> people<00:21:52.259> smarter<00:21:52.885> than<00:21:53.045> them<00:21:53.847> and<00:21:53.992> get<00:21:54.104> out<00:21:54.152> of<00:21:54.249> the<00:21:54.329> way.

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I'm<00:21:55.677> an<00:21:55.757> engineer.

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I<00:21:56.495> should<00:21:56.672> not<00:21:56.897> be<00:21:57.041> trying<00:21:57.362> to<00:21:57.458> do<00:21:57.538> the<00:21:57.683> finance.

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I<00:21:58.261> should<00:21:58.421> not<00:21:58.646> be<00:21:58.742> trying<00:21:58.983> to<00:21:59.127> do<00:21:59.304> HR.

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What<00:22:00.411> I<00:22:00.507> should<00:22:00.732> do<00:22:01.053> is<00:22:01.631> I<00:22:01.711> should<00:22:01.936> do<00:22:02.048> engineering.

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Even<00:22:02.802> though<00:22:02.914> I<00:22:02.995> own<00:22:03.139> the<00:22:03.235> company<00:22:03.572> and<00:22:03.653> I'm<00:22:03.797> the<00:22:03.893> CEO<00:22:04.359> and<00:22:04.439> I'm<00:22:04.519> the<00:22:04.664> founder,<00:22:05.707> Pick<00:22:05.964> the<00:22:06.204> thing,<00:22:06.445> the<00:22:06.686> one<00:22:06.991> thing<00:22:07.167> you're<00:22:07.392> good<00:22:07.633> at,<00:22:07.970> and<00:22:08.050> quit<00:22:08.274> kidding<00:22:08.547> yourself.

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You're<00:22:09.013> not<00:22:09.237> good<00:22:09.398> at<00:22:09.478> 7<00:22:09.815> things.

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Pick<00:22:10.778> the<00:22:10.922> one<00:22:11.099> thing<00:22:11.243> you're<00:22:11.420> good<00:22:11.645> at<00:22:12.222> and<00:22:12.319> spend<00:22:12.607> the<00:22:12.688> rest<00:22:12.960> of<00:22:13.089> your<00:22:13.249> time<00:22:13.651> building<00:22:14.148> a<00:22:14.292> team<00:22:14.645> of<00:22:14.790> people<00:22:15.111> smarter<00:22:15.673> than<00:22:15.833> you<00:22:16.074> in<00:22:16.218> every<00:22:16.459> other<00:22:16.716> area.

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That's<00:22:17.663> the<00:22:17.743> key<00:22:17.855> to<00:22:17.935> success,<00:22:19.107> is<00:22:19.203> spending<00:22:19.685> less<00:22:19.925> time<00:22:20.166> running<00:22:20.471> the<00:22:20.567> company<00:22:20.968> and<00:22:21.049> more<00:22:21.370> time<00:22:21.691> finding<00:22:22.076> people<00:22:22.332> smarter<00:22:22.814> than<00:22:22.958> you<00:22:23.536> and<00:22:23.616> getting<00:22:23.921> out<00:22:24.001> of<00:22:24.034> the<00:22:24.098> way<00:22:24.322> and<00:22:24.419> letting<00:22:24.659> them<00:22:24.820> run<00:22:25.045> it.

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How<00:22:26.264> do<00:22:26.344> you<00:22:26.505> think<00:22:26.681> about<00:22:26.922> recruiting<00:22:27.548> and<00:22:27.628> how<00:22:27.789> do<00:22:27.853> you<00:22:28.013> recommend<00:22:28.575> leaders<00:22:28.976> recruit?

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So<00:22:30.742> I<00:22:30.838> learned<00:22:31.030> a<00:22:31.095> hard<00:22:31.384> lesson,<00:22:31.785> right?

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Because<00:22:32.443> the<00:22:32.523> normal—<00:22:33.149> what<00:22:33.309> most<00:22:33.566> of<00:22:33.646> us<00:22:33.727> do<00:22:33.903> is<00:22:34.048> we<00:22:34.208> post<00:22:34.529> a<00:22:34.593> job<00:22:34.914> somewhere.

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Or<00:22:35.749> we<00:22:35.829> might<00:22:36.118> actually<00:22:36.438> call<00:22:36.631> a<00:22:36.695> headhunting<00:22:37.176> firm.

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But<00:22:37.642> the<00:22:38.299> problem<00:22:38.781> with<00:22:39.005> that<00:22:40.209> is<00:22:40.385> that<00:22:41.348> you<00:22:41.492> might<00:22:41.749> sometimes<00:22:42.327> get<00:22:42.471> a<00:22:42.551> rock<00:22:42.776> star.

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Um,<00:22:44.877> but<00:22:45.680> the<00:22:45.824> problem<00:22:46.081> with<00:22:46.225> that<00:22:46.626> is<00:22:47.059> most<00:22:47.445> of<00:22:47.525> the<00:22:47.669> people<00:22:48.006> that<00:22:48.102> are<00:22:48.231> looking<00:22:48.503> at<00:22:48.632> job<00:22:48.969> postings<00:22:49.610> statistically<00:22:50.332> are<00:22:50.493> people<00:22:50.814> that<00:22:50.958> lost<00:22:51.215> theirs.

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They're<00:22:51.857> looking<00:22:52.161> for<00:22:52.242> another<00:22:52.563> job.

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The<00:22:53.605> best,<00:22:54.022> the<00:22:54.183> rock<00:22:54.440> stars<00:22:54.889> of<00:22:54.969> an<00:22:55.065> industry,<00:22:56.188> the<00:22:56.333> best<00:22:56.590> people<00:22:56.878> in<00:22:56.910> the<00:22:57.071> industry<00:22:57.392> that<00:22:57.616> you<00:22:57.793> really<00:22:58.114> want<00:22:58.354> to<00:22:58.499> work<00:22:58.675> for<00:22:58.900> you,<00:22:59.702> um,<00:22:59.798> they're<00:22:59.943> not<00:23:00.103> looking<00:23:00.344> for<00:23:00.440> a<00:23:00.584> job.

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So<00:23:01.466> you<00:23:01.563> have<00:23:01.739> to<00:23:01.883> look<00:23:02.108> for<00:23:02.204> them.

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And<00:23:03.246> remember,<00:23:03.615> my<00:23:03.807> premise<00:23:04.288> there<00:23:05.234> is<00:23:05.474> that,<00:23:06.035> you<00:23:06.131> know,<00:23:06.773> is<00:23:06.917> that<00:23:07.077> you<00:23:07.254> can't<00:23:07.638> build<00:23:07.895> greatness<00:23:08.616> on<00:23:08.680> the<00:23:08.777> backs<00:23:09.033> of<00:23:09.161> average<00:23:09.562> people.

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So<00:23:11.085> don't<00:23:11.261> try<00:23:11.502> to<00:23:11.598> spread<00:23:12.047> your<00:23:12.127> money<00:23:12.464> thin<00:23:12.704> and<00:23:12.848> hire<00:23:13.089> as<00:23:13.169> many<00:23:13.426> people<00:23:13.810> you<00:23:13.906> can<00:23:14.211> by<00:23:15.013> hiring,<00:23:15.429> getting<00:23:15.670> the<00:23:15.814> cheapest<00:23:16.151> people<00:23:16.487> you<00:23:16.616> can.

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It's<00:23:17.578> better,<00:23:18.315> 2<00:23:18.700> rock<00:23:18.940> stars<00:23:20.223> are<00:23:20.319> better<00:23:20.559> than<00:23:20.704> 6<00:23:21.024> average<00:23:21.345> people.

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So<00:23:22.146> when<00:23:22.243> people<00:23:22.547> tell<00:23:22.724> me,<00:23:22.884> I<00:23:22.964> can't<00:23:23.204> afford<00:23:23.589> to<00:23:23.685> hire<00:23:23.990> her,<00:23:24.102> she's<00:23:24.391> too<00:23:24.551> expensive<00:23:25.016> because<00:23:25.914> she's<00:23:26.170> a<00:23:26.234> rock<00:23:26.475> star.

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So<00:23:27.117> you<00:23:27.149> know<00:23:27.277> what<00:23:27.374> I<00:23:27.518> would<00:23:27.615> tell<00:23:27.840> you<00:23:27.872> to<00:23:28.000> do?

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Hire<00:23:28.884> just<00:23:29.221> her<00:23:29.864> and<00:23:30.009> not<00:23:30.330> 2.5<00:23:30.828> other<00:23:31.069> people.

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Go<00:23:32.113> ahead<00:23:32.515> and<00:23:32.756> pay<00:23:32.997> that<00:23:33.238> amount<00:23:34.266> and<00:23:34.363> don't<00:23:34.604> hire<00:23:34.909> the<00:23:35.006> other<00:23:35.231> people.

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So<00:23:36.195> when<00:23:36.291> you<00:23:36.420> spend<00:23:36.713> your<00:23:36.843> money<00:23:37.103> on<00:23:37.250> rock<00:23:37.429> stars<00:23:37.771> and<00:23:37.901> hire<00:23:38.162> less<00:23:38.406> people,<00:23:39.448> they<00:23:39.790> perform.

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But<00:23:40.506> rock<00:23:40.702> stars<00:23:41.092> aren't<00:23:41.337> responding<00:23:41.825> to<00:23:41.907> job<00:23:42.232> postings.

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They're<00:23:43.592> not<00:23:43.737> looking<00:23:43.994> for<00:23:44.154> one.

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So<00:23:44.716> you<00:23:44.797> have<00:23:44.941> to<00:23:45.022> go<00:23:45.102> out<00:23:45.182> and<00:23:45.279> find<00:23:45.552> them.

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So<00:23:45.777> that's<00:23:46.082> my<00:23:46.227> advice<00:23:47.287> to<00:23:47.448> leaders<00:23:48.074> is<00:23:48.315> go<00:23:48.556> out<00:23:48.669> and<00:23:48.813> find<00:23:49.134> people.

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When<00:23:50.484> I<00:23:51.143> realized<00:23:51.705> it<00:23:51.785> was<00:23:52.010> time<00:23:52.412> and<00:23:52.492> I<00:23:52.508> had<00:23:52.604> a<00:23:52.669> little<00:23:52.845> bit<00:23:52.974> of<00:23:53.120> money<00:23:53.299> to<00:23:53.462> hire<00:23:53.739> someone<00:23:54.049> to<00:23:54.196> run<00:23:54.375> HR<00:23:54.783> for<00:23:55.028> me,<00:23:55.660> I<00:23:56.110> actually<00:23:56.730> bought<00:23:57.150> a<00:23:57.430> ticket<00:23:57.610> to<00:23:57.830> the<00:23:58.050> annual<00:23:58.450> HR<00:23:58.910> conference,<00:23:59.530> even<00:23:59.570> though<00:23:59.770> I'm<00:23:59.771> not<00:23:59.930> in<00:24:00.090> HR,<00:24:00.910> I'm<00:24:01.050> a<00:24:01.190> CEO.

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And<00:24:02.510> I<00:24:02.650> went<00:24:02.870> to<00:24:03.010> the<00:24:03.230> HR<00:24:03.530> conference<00:24:04.090> and<00:24:04.830> it's<00:24:05.330> filled<00:24:05.550> with<00:24:05.750> HR<00:24:06.050> people.

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People<00:24:07.350> kept<00:24:07.570> looking<00:24:07.750> at<00:24:07.930> my<00:24:08.030> badge<00:24:08.390> saying,<00:24:08.670> you<00:24:08.730> don't<00:24:08.890> work<00:24:09.090> in<00:24:09.230> HR.

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I<00:24:09.710> said,<00:24:09.890> no,<00:24:10.050> I'm<00:24:10.130> a<00:24:10.230> CEO.

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And<00:24:11.469> they<00:24:11.570> were<00:24:11.690> like,<00:24:11.890> what<00:24:11.990> are<00:24:12.110> you<00:24:12.150> doing<00:24:12.330> here<00:24:12.550> at<00:24:12.690> the<00:24:12.810> HR<00:24:13.030> conference?

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And<00:24:13.610> I<00:24:13.650> would<00:24:13.810> tell<00:24:13.990> people,<00:24:14.450> I'm<00:24:14.570> shooting<00:24:14.790> fish<00:24:15.090> in<00:24:15.230> a<00:24:15.310> barrel,<00:24:16.290> right?

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You're<00:24:16.690> on,<00:24:16.870> there's<00:24:16.890> 1,000<00:24:17.350> of<00:24:17.530> you<00:24:17.610> and<00:24:17.770> one<00:24:17.950> of<00:24:18.110> me,<00:24:18.350> and<00:24:18.370> I<00:24:18.450> need<00:24:18.590> someone,<00:24:18.950> I<00:24:19.010> need<00:24:19.150> to<00:24:19.390> bring<00:24:19.391> someone<00:24:19.670> home<00:24:19.850> to<00:24:19.970> run<00:24:20.130> HR.

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I<00:24:21.177> found<00:24:21.434> my<00:24:21.658> rockstar<00:24:22.237> HR<00:24:22.703> person<00:24:23.586> at<00:24:23.747> the<00:24:23.779> National<00:24:24.309> HR<00:24:24.727> Conference,<00:24:25.289> not<00:24:26.638> on<00:24:26.703> a<00:24:26.735> job<00:24:27.056> posting<00:24:27.522> because<00:24:27.859> her<00:24:27.939> name<00:24:28.084> was<00:24:28.245> Angela.

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She<00:24:28.743> would<00:24:28.823> have<00:24:28.903> never<00:24:29.144> responded<00:24:29.706> to<00:24:29.851> one.

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She<00:24:30.494> wasn't<00:24:30.831> looking<00:24:31.216> for<00:24:31.329> a<00:24:31.474> job,<00:24:32.116> but<00:24:32.261> I<00:24:32.341> was<00:24:32.437> looking<00:24:32.743> for<00:24:32.839> her.

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And<00:24:33.562> all<00:24:33.642> I<00:24:33.787> had<00:24:33.883> to<00:24:34.028> do,<00:24:34.204> which<00:24:34.429> wasn't<00:24:34.831> easy,<00:24:35.088> but<00:24:35.184> eventually<00:24:35.730> talk<00:24:35.971> her<00:24:36.068> into<00:24:36.373> it.

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So<00:24:37.160> go<00:24:37.562> hunt<00:24:38.044> for<00:24:38.285> talent<00:24:39.184> and<00:24:39.265> hire<00:24:39.827> less<00:24:40.148> people,<00:24:41.096> but<00:24:41.273> go<00:24:41.497> ahead<00:24:41.674> and<00:24:41.819> hire<00:24:42.060> the<00:24:42.156> rockstars<00:24:42.863> that<00:24:43.024> you<00:24:43.521> keep<00:24:43.698> saying<00:24:44.003> you<00:24:44.148> can't<00:24:44.325> afford.

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You<00:24:45.192> could<00:24:45.353> afford<00:24:45.690> them<00:24:45.931> if<00:24:46.011> you<00:24:46.156> weren't<00:24:46.365> spending<00:24:47.039> some<00:24:47.216> of<00:24:47.280> that<00:24:47.457> money<00:24:47.762> on<00:24:48.003> average<00:24:48.341> people.

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You<00:24:49.272> mentioned<00:24:49.609> the<00:24:49.706> early<00:24:49.946> days<00:24:50.187> of<00:24:50.268> Priceline<00:24:50.765> earlier.

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I<00:24:51.311> just<00:24:51.536> wonder,<00:24:51.857> what's<00:24:52.098> the<00:24:52.259> genesis<00:24:52.837> behind<00:24:53.142> that<00:24:53.318> company?

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So,<00:24:55.470> uh,<00:24:55.647> Priceline<00:24:56.209> was<00:24:56.449> the<00:24:56.674> idea<00:24:56.995> of<00:24:57.108> a<00:24:57.236> guy<00:24:57.413> named<00:24:57.654> Jay<00:24:58.440> Walker.

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He<00:24:58.778> had<00:24:58.874> a<00:24:58.938> company<00:24:59.243> called<00:24:59.420> Walker<00:24:59.741> Digital,<00:25:00.207> which<00:25:00.447> was<00:25:00.704> an<00:25:00.865> intellectual<00:25:01.266> property<00:25:01.668> company.

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Um,<00:25:03.033> Jay<00:25:03.354> was<00:25:04.076> basically<00:25:04.638> creating<00:25:05.184> business<00:25:05.682> process<00:25:06.244> patents,<00:25:06.950> ideas<00:25:07.593> how<00:25:07.689> to<00:25:07.850> make<00:25:08.155> things,<00:25:09.198> uh,<00:25:09.680> you<00:25:09.776> know,<00:25:09.873> more<00:25:10.081> efficient<00:25:10.435> in<00:25:10.563> business.

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And<00:25:11.703> so<00:25:11.880> we<00:25:12.024> had<00:25:12.169> this<00:25:12.410> idea<00:25:12.747> for<00:25:12.972> the<00:25:13.068> reverse<00:25:13.614> auction.

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Which<00:25:14.432> was<00:25:14.592> the<00:25:14.688> name<00:25:14.929> your<00:25:15.073> own<00:25:15.233> price<00:25:15.618> thing.

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That<00:25:16.355> was<00:25:16.499> his<00:25:16.739> patent<00:25:17.140> for<00:25:17.316> Priceline.

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And<00:25:18.021> Jay<00:25:18.198> is<00:25:18.358> like,<00:25:19.463> if<00:25:19.560> there's<00:25:19.816> an<00:25:20.104> empty<00:25:20.425> hotel<00:25:20.842> room<00:25:21.162> that<00:25:21.322> they<00:25:21.482> can't<00:25:21.739> sell<00:25:22.107> for<00:25:22.220> the<00:25:22.364> $200<00:25:23.005> they're<00:25:23.149> selling<00:25:23.469> the<00:25:23.550> other<00:25:23.726> rooms,<00:25:24.767> you<00:25:24.928> should<00:25:25.168> be<00:25:25.248> able<00:25:25.488> to<00:25:25.633> just<00:25:25.873> make<00:25:26.065> a<00:25:26.209> bid<00:25:26.434> on<00:25:26.594> it,<00:25:26.690> make<00:25:26.850> an<00:25:26.995> offer,<00:25:27.732> name<00:25:27.908> a<00:25:27.972> price.

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The<00:25:28.437> room's<00:25:28.693> empty,<00:25:29.478> we're<00:25:29.558> getting<00:25:29.815> nothing<00:25:30.199> for<00:25:30.376> it<00:25:30.536> now,<00:25:31.193> so<00:25:31.401> maybe<00:25:31.722> we'll<00:25:31.882> take<00:25:32.074> your<00:25:32.282> offer.

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That<00:25:33.180> was<00:25:33.404> his<00:25:33.644> idea.

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And<00:25:34.446> then<00:25:35.167> Jay<00:25:35.423> reached<00:25:35.808> out<00:25:36.048> to<00:25:36.449> a<00:25:36.545> group<00:25:36.881> of<00:25:37.106> people,<00:25:37.442> a<00:25:37.506> small<00:25:37.827> group<00:25:38.067> of<00:25:38.147> people,<00:25:38.468> to<00:25:38.612> go<00:25:38.788> build<00:25:39.093> the<00:25:39.189> company.

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And<00:25:39.669> that's<00:25:39.990> where<00:25:40.294> I<00:25:40.471> came<00:25:40.695> in<00:25:41.513> Jay<00:25:41.754> reached<00:25:42.059> out<00:25:42.235> to<00:25:42.299> me<00:25:43.214> at<00:25:43.343> the<00:25:43.439> beginning<00:25:43.921> and<00:25:44.017> said,<00:25:44.804> I<00:25:44.884> got<00:25:45.044> an<00:25:45.189> idea,<00:25:45.446> let's<00:25:45.686> build<00:25:45.911> a<00:25:45.991> company<00:25:46.329> around<00:25:46.714> it.

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And<00:25:47.035> so<00:25:47.292> a<00:25:47.436> group<00:25:47.677> of<00:25:47.773> people<00:25:48.078> was<00:25:48.239> assembled<00:25:49.138> to<00:25:49.282> go<00:25:49.459> create<00:25:49.940> Priceline.com.

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But<00:25:51.529> the<00:25:51.690> company<00:25:52.027> was<00:25:52.204> originally<00:25:52.749> built,<00:25:52.990> if<00:25:53.135> you<00:25:53.215> remember,<00:25:53.873> around<00:25:54.274> the<00:25:54.355> name<00:25:54.660> your<00:25:54.820> own<00:25:54.981> price<00:25:55.382> auction.

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You<00:25:56.441> make<00:25:56.682> a<00:25:56.843> bid<00:25:57.067> on<00:25:57.180> an<00:25:57.324> empty<00:25:57.710> room<00:25:58.271> and<00:25:58.368> maybe<00:25:58.608> you'll<00:25:58.769> get<00:25:58.994> it<00:25:59.154> for<00:25:59.251> that<00:25:59.491> price<00:25:59.812> since<00:25:59.941> it's<00:26:00.133> empty<00:26:00.374> anyway.

00:26:01.803 --> 00:26:05.029
Yeah,<00:26:01.915> it<00:26:01.947> was<00:26:02.124> genius<00:26:03.167> actually,<00:26:03.825> particularly<00:26:04.307> at<00:26:04.371> that<00:26:04.548> time.

00:26:05.912 --> 00:26:08.705
It<00:26:05.976> was,<00:26:06.458> it<00:26:06.635> was<00:26:06.795> a<00:26:06.859> very<00:26:07.116> innovative<00:26:07.582> idea<00:26:07.903> and<00:26:08.143> obviously<00:26:08.465> it<00:26:08.561> worked.

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Yeah,<00:26:09.748> yeah,<00:26:09.908> worked<00:26:10.149> really<00:26:10.389> well.

00:26:11.191 --> 00:26:14.046
Uh,<00:26:11.368> how<00:26:11.592> can<00:26:11.752> entrepreneurship<00:26:12.330> be<00:26:13.035> a<00:26:13.132> force<00:26:13.516> for<00:26:13.693> good?

00:26:14.094 --> 00:26:21.727
And<00:26:14.238> I<00:26:14.399> imagine<00:26:14.896> we<00:26:14.976> both<00:26:15.200> think<00:26:15.457> it<00:26:15.537> already<00:26:15.842> is,<00:26:16.884> but,<00:26:17.446> um,<00:26:18.408> how—<00:26:18.664> what<00:26:18.825> does<00:26:18.985> it<00:26:19.049> mean<00:26:19.226> for<00:26:19.450> entrepreneurship<00:26:20.011> to<00:26:20.092> be<00:26:20.188> a<00:26:20.252> force<00:26:20.589> for<00:26:20.733> good<00:26:20.910> around<00:26:21.214> the<00:26:21.310> world?

00:26:22.417 --> 00:26:27.661
Um,<00:26:22.850> so<00:26:24.101> all,<00:26:24.341> you<00:26:24.374> know,<00:26:24.582> the<00:26:24.742> key<00:26:25.079> to<00:26:25.224> successful<00:26:25.865> entrepreneurship<00:26:26.667> is<00:26:26.843> problem<00:26:27.308> solving.

00:26:27.725 --> 00:26:28.928
Solve<00:26:28.062> an<00:26:28.206> actual<00:26:28.591> problem.

00:26:29.489 --> 00:26:34.509
A<00:26:29.554> lot<00:26:29.746> of<00:26:29.810> times<00:26:30.612> I<00:26:30.692> see<00:26:30.933> entrepreneurs<00:26:31.478> and<00:26:31.558> they<00:26:31.654> come<00:26:31.895> up<00:26:32.280> with<00:26:32.392> something,<00:26:32.841> they<00:26:33.001> hold<00:26:33.178> up<00:26:33.274> and<00:26:33.354> they<00:26:33.418> go,<00:26:33.643> hey,<00:26:33.803> I<00:26:33.884> invented<00:26:34.220> these.

00:26:35.087 --> 00:26:37.158
And<00:26:35.151> I'm<00:26:35.263> like,<00:26:35.584> who<00:26:36.050> actually<00:26:36.291> is<00:26:36.452> looking<00:26:36.773> for<00:26:36.869> one<00:26:37.030> of<00:26:37.094> those?

00:26:37.832 --> 00:26:38.956
And<00:26:37.897> they<00:26:38.073> say,<00:26:38.314> well,<00:26:38.475> we'll<00:26:38.828> see.

00:26:39.117 --> 00:26:40.417
I'm<00:26:39.197> about<00:26:39.422> to<00:26:39.583> try<00:26:39.695> to<00:26:39.823> go<00:26:39.920> sell<00:26:40.112> them<00:26:40.257> now.

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Hopefully<00:26:40.883> someone<00:26:41.204> wants<00:26:41.509> one.

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That's<00:26:42.553> one<00:26:42.730> way.

00:26:43.532 --> 00:26:49.762
The<00:26:43.677> other<00:26:43.854> way<00:26:43.934> to<00:26:44.094> do<00:26:44.319> it<00:26:44.897> is<00:26:45.218> to<00:26:45.379> be<00:26:45.604> out<00:26:45.700> of<00:26:45.780> your<00:26:45.925> office,<00:26:46.407> out<00:26:46.567> in<00:26:46.664> the<00:26:46.808> world,<00:26:47.225> and<00:26:47.386> notice<00:26:47.787> that<00:26:47.948> the<00:26:48.109> world<00:26:48.366> is<00:26:48.735> filled<00:26:48.992> with<00:26:49.217> real<00:26:49.473> problems.

00:26:50.678 --> 00:26:55.414
And<00:26:50.774> some<00:26:50.902> of<00:26:50.999> the<00:26:51.079> world's<00:26:51.384> most<00:26:51.625> successful<00:26:52.187> entrepreneurs<00:26:52.845> are<00:26:52.942> the<00:26:53.086> people<00:26:53.472> that<00:26:53.632> solved<00:26:54.050> them<00:26:54.210> instead<00:26:54.531> of<00:26:54.676> complaining<00:26:55.157> about<00:26:55.334> them.

00:26:56.073 --> 00:27:00.199
So<00:26:56.924> I<00:26:57.036> see<00:26:57.405> entrepreneurs<00:26:58.048> because<00:26:58.385> again,<00:26:58.706> at<00:26:58.850> Jenn,<00:26:59.107> we're<00:26:59.252> in<00:26:59.348> 200<00:26:59.750> countries.

00:27:00.617 --> 00:27:02.288
People<00:27:00.954> that<00:27:01.131> see<00:27:01.597> the<00:27:01.742> problems.

00:27:02.401 --> 00:27:09.246
And<00:27:02.465> I<00:27:02.513> don't<00:27:02.706> care<00:27:02.963> what<00:27:03.220> city<00:27:03.606> in<00:27:03.670> the<00:27:03.750> US<00:27:04.650> or,<00:27:04.956> or<00:27:05.213> country,<00:27:05.952> city<00:27:06.321> elsewhere<00:27:06.643> in<00:27:06.723> the<00:27:06.803> world<00:27:07.044> you<00:27:07.141> live<00:27:07.446> in,<00:27:07.928> wherever<00:27:08.185> you<00:27:08.346> live<00:27:08.571> there<00:27:08.667> are<00:27:08.828> problems.

00:27:09.374 --> 00:27:10.563
They're<00:27:09.471> just<00:27:09.696> different<00:27:09.953> kinds<00:27:10.274> of<00:27:10.339> problems.

00:27:11.383 --> 00:27:20.896
And<00:27:11.479> so<00:27:12.203> solving<00:27:13.247> real<00:27:13.633> problems,<00:27:14.195> which<00:27:14.436> entrepreneurs<00:27:15.175> do<00:27:15.400> faster<00:27:16.300> and<00:27:16.445> more<00:27:16.621> cost-effectively<00:27:17.650> than<00:27:17.827> governments<00:27:18.244> or<00:27:18.373> big<00:27:18.550> companies,<00:27:19.739> uh,<00:27:19.996> for<00:27:20.173> a<00:27:20.237> couple<00:27:20.542> reasons.

00:27:21.442 --> 00:27:23.306
They<00:27:21.603> are<00:27:21.988> faster<00:27:22.406> because<00:27:22.728> they<00:27:22.872> have<00:27:23.129> to.

00:27:23.772 --> 00:27:25.909
If<00:27:23.917> they<00:27:24.013> don't<00:27:24.238> sell<00:27:24.495> this<00:27:24.720> thing<00:27:24.833> and<00:27:24.897> make<00:27:25.138> money,<00:27:25.379> they<00:27:25.524> don't<00:27:25.700> eat.

00:27:26.488 --> 00:27:33.219
So<00:27:27.226> they're<00:27:27.387> efficient<00:27:27.949> because<00:27:28.335> they're<00:27:28.431> hungry,<00:27:30.102> and<00:27:30.359> they<00:27:30.745> do<00:27:30.921> it<00:27:31.002> for<00:27:31.146> a<00:27:31.227> lower<00:27:31.548> cost<00:27:32.030> because<00:27:32.367> they<00:27:32.447> don't<00:27:32.656> have<00:27:32.769> the<00:27:32.913> overhead.

00:27:33.331 --> 00:27:34.279
It's<00:27:33.476> not<00:27:33.652> a<00:27:33.733> big<00:27:33.958> company.

00:27:34.873 --> 00:27:37.219
It's<00:27:35.018> just<00:27:35.259> a<00:27:35.275> small<00:27:35.660> group<00:27:35.885> of<00:27:35.982> people<00:27:36.287> solving<00:27:36.785> a<00:27:36.929> problem.

00:27:37.267 --> 00:27:44.271
So<00:27:37.492> entrepreneurs<00:27:38.777> quickly<00:27:39.114> and<00:27:39.195> efficiently<00:27:39.773> solve<00:27:40.399> real<00:27:40.721> problems<00:27:41.283> in<00:27:41.363> the<00:27:41.508> community,<00:27:42.552> and<00:27:42.954> they<00:27:43.050> make<00:27:43.291> things<00:27:43.532> better<00:27:43.773> everywhere.

00:27:44.399 --> 00:27:45.877
That<00:27:44.721> is<00:27:45.379> the<00:27:45.524> lesson.

00:27:45.942 --> 00:27:48.528
You<00:27:46.038> know,<00:27:46.086> I'll<00:27:46.343> give<00:27:46.504> you<00:27:46.584> an<00:27:46.665> update<00:27:46.986> on<00:27:47.066> those<00:27:47.291> numbers<00:27:47.693> for<00:27:47.789> Unreasonable.

00:27:49.620 --> 00:27:53.299
Now<00:27:50.279> the<00:27:50.600> total—<00:27:51.163> it's<00:27:51.548> 359<00:27:52.833> companies.

00:27:53.716 --> 00:27:57.325
That<00:27:53.797> are<00:27:53.877> all<00:27:54.133> out<00:27:54.358> there<00:27:54.470> solving<00:27:55.096> real<00:27:55.400> problems<00:27:55.834> in<00:27:55.882> the<00:27:55.962> world<00:27:56.218> to<00:27:56.299> make<00:27:56.459> the<00:27:56.603> world<00:27:56.716> a<00:27:56.780> better<00:27:57.020> place.

00:27:58.384 --> 00:28:02.410
They<00:27:58.945> collectively<00:27:59.571> raised<00:28:00.052> $11<00:28:00.549> billion<00:28:01.511> in<00:28:01.656> funding.

00:28:03.115 --> 00:28:04.174
Oh,<00:28:04.062> wow.

00:28:04.864 --> 00:28:08.136
Those<00:28:05.104> companies<00:28:05.826> have<00:28:05.986> generated<00:28:06.484> real<00:28:06.724> revenues<00:28:07.205> of<00:28:07.350> over<00:28:07.542> $9<00:28:07.911> billion.

00:28:08.569 --> 00:28:11.135
They're<00:28:08.809> businesses<00:28:09.387> selling<00:28:09.852> products<00:28:10.269> to<00:28:10.349> make<00:28:10.558> the<00:28:10.654> world<00:28:10.895> better.

00:28:11.536 --> 00:28:12.723
But<00:28:11.584> here's<00:28:11.841> my<00:28:11.937> favorite<00:28:12.418> number.

00:28:13.621 --> 00:28:21.705
We<00:28:14.006> have<00:28:14.648> determined<00:28:15.145> that<00:28:16.172> globally,<00:28:16.669> since<00:28:16.990> Unreasonable<00:28:17.487> started,<00:28:18.193> we<00:28:18.273> have<00:28:18.497> positively<00:28:19.155> impacted<00:28:19.716> the<00:28:19.861> lives<00:28:20.197> of<00:28:20.278> 1<00:28:20.502> billion<00:28:20.839> people<00:28:21.224> on<00:28:21.304> the<00:28:21.465> planet.

00:28:22.106 --> 00:28:28.394
Giving<00:28:22.299> them<00:28:22.523> food,<00:28:22.924> giving<00:28:23.101> them<00:28:23.309> clean<00:28:23.566> drinking<00:28:23.951> water,<00:28:24.368> giving<00:28:24.609> them<00:28:24.913> access<00:28:25.411> to<00:28:25.796> off-grid<00:28:26.197> energy,<00:28:27.015> something<00:28:27.416> that<00:28:27.496> made<00:28:27.721> their<00:28:27.881> life<00:28:28.202> better.

00:28:28.475 --> 00:28:33.849
So<00:28:29.245> entrepreneurs<00:28:29.822> are<00:28:29.966> creating<00:28:30.303> real<00:28:30.480> solutions<00:28:31.089> to<00:28:31.330> real<00:28:31.587> problems,<00:28:32.694> and<00:28:32.758> they<00:28:32.854> always<00:28:33.095> have<00:28:33.287> and<00:28:33.415> they<00:28:33.512> always<00:28:33.752> will.

00:28:34.554 --> 00:28:36.319
Jeff,<00:28:35.100> your<00:28:35.260> energy<00:28:35.597> is<00:28:35.757> contagious.

00:28:36.383 --> 00:28:41.452
I<00:28:36.479> can't—<00:28:36.720> again,<00:28:36.961> I<00:28:37.041> can't<00:28:37.346> thank<00:28:37.522> you<00:28:37.618> enough<00:28:37.923> for,<00:28:38.549> for<00:28:38.725> coming<00:28:38.966> on<00:28:39.110> the<00:28:39.142> show<00:28:39.752> and<00:28:39.848> sharing<00:28:40.249> everything<00:28:40.570> that<00:28:40.955> you<00:28:41.051> shared.

00:28:42.014 --> 00:28:45.334
We<00:28:42.174> end<00:28:42.334> every<00:28:42.575> interview<00:28:42.880> the<00:28:42.912> same<00:28:43.281> way<00:28:43.778> with<00:28:43.971> CEO.com.

00:28:46.585 --> 00:28:52.569
At<00:28:46.666> CEO.com,<00:28:47.227> we<00:28:47.387> believe<00:28:48.334> life<00:28:48.687> is<00:28:48.895> just<00:28:49.168> as<00:28:49.296> much<00:28:49.489> about<00:28:49.794> the<00:28:49.874> chances<00:28:50.435> you<00:28:50.660> give<00:28:51.077> as<00:28:51.221> the<00:28:51.318> chances<00:28:51.703> you<00:28:51.799> take<00:28:52.056> on<00:28:52.184> yourself.

00:28:53.163 --> 00:28:56.727
And<00:28:53.243> I<00:28:53.404> wonder<00:28:54.126> who<00:28:54.447> gave<00:28:54.752> you<00:28:54.929> a<00:28:55.009> chance<00:28:55.475> to<00:28:55.571> get<00:28:55.796> you<00:28:55.908> to<00:28:56.053> where<00:28:56.278> you<00:28:56.438> are<00:28:56.551> today.

00:28:57.803 --> 00:28:58.542
Um,<00:28:58.461> wow.

00:28:59.088 --> 00:29:01.753
Uh,<00:28:59.650> I,<00:28:59.810> I<00:28:59.971> will<00:29:00.067> say<00:29:00.324> it<00:29:00.452> was<00:29:00.565> my<00:29:00.774> very<00:29:01.030> first<00:29:01.271> startup.

00:29:02.058 --> 00:29:06.490
I<00:29:02.219> was<00:29:02.540> a<00:29:02.813> software<00:29:03.182> engineer<00:29:03.439> at<00:29:03.519> a<00:29:03.583> big<00:29:03.744> engineering<00:29:04.145> company<00:29:04.467> and<00:29:04.563> I<00:29:04.643> hated<00:29:04.980> it<00:29:05.109> even<00:29:05.269> though<00:29:05.302> I<00:29:05.366> had<00:29:05.462> a<00:29:05.591> good<00:29:05.751> job<00:29:06.024> and<00:29:06.088> I<00:29:06.249> quit.

00:29:07.373 --> 00:29:14.614
And<00:29:07.517> I<00:29:07.678> was<00:29:08.079> 20-something<00:29:08.577> years<00:29:08.818> old<00:29:09.059> and<00:29:09.155> standing<00:29:09.557> in<00:29:09.637> an<00:29:09.717> airport<00:29:10.809> and<00:29:11.146> I<00:29:11.242> missed<00:29:11.532> my<00:29:11.644> flight,<00:29:12.093> which<00:29:12.254> I<00:29:12.350> couldn't<00:29:12.575> afford<00:29:12.848> to<00:29:12.928> miss<00:29:13.234> cuz<00:29:13.458> I<00:29:13.555> was<00:29:13.715> broke<00:29:13.972> and<00:29:14.101> unemployed.

00:29:15.305 --> 00:29:17.890
And<00:29:15.546> that's<00:29:15.787> where<00:29:15.835> my<00:29:15.963> first<00:29:16.509> product<00:29:17.087> idea<00:29:17.392> came<00:29:17.713> up.

00:29:18.516 --> 00:29:27.215
I<00:29:18.596> went<00:29:18.773> home<00:29:19.094> and<00:29:19.238> said,<00:29:19.511> it's<00:29:19.656> ridiculous<00:29:20.297> that<00:29:20.442> you<00:29:20.474> have<00:29:20.635> to<00:29:20.715> stand<00:29:21.164> in<00:29:21.325> line<00:29:21.742> and<00:29:21.886> check<00:29:22.223> into<00:29:22.625> a<00:29:22.769> flight<00:29:23.106> to<00:29:23.186> get<00:29:23.331> a<00:29:23.411> boarding<00:29:23.732> pass<00:29:24.470> in<00:29:24.550> a<00:29:24.631> line<00:29:24.952> that<00:29:25.032> was<00:29:25.192> an<00:29:25.257> hour<00:29:25.417> and<00:29:25.465> a<00:29:25.481> half<00:29:25.738> long<00:29:25.995> that,<00:29:26.236> that<00:29:26.557> Friday<00:29:26.878> afternoon.

00:29:28.001 --> 00:29:30.280
So<00:29:28.145> I<00:29:28.226> went<00:29:28.386> home,<00:29:28.627> took<00:29:28.787> out<00:29:28.884> a<00:29:28.964> pencil,<00:29:29.365> and<00:29:29.462> started<00:29:29.911> drawing.

00:29:30.328 --> 00:29:37.775
And<00:29:30.408> today,<00:29:31.275> you<00:29:31.307> know,<00:29:31.452> when<00:29:31.596> you<00:29:31.692> go<00:29:31.773> to<00:29:31.869> an<00:29:31.997> airport<00:29:32.302> and<00:29:32.398> you<00:29:32.495> check<00:29:32.736> yourself<00:29:33.201> into<00:29:33.458> a<00:29:33.602> check-in<00:29:34.019> kiosk,<00:29:35.303> that<00:29:35.464> was<00:29:35.624> actually<00:29:36.170> my<00:29:36.266> first<00:29:36.507> product,<00:29:36.972> my<00:29:37.053> first<00:29:37.310> invention.

00:29:38.497 --> 00:29:47.502
And<00:29:39.235> I<00:29:39.316> needed<00:29:40.118> some<00:29:40.824> one<00:29:41.001> airline<00:29:41.546> in<00:29:41.723> one<00:29:42.044> city<00:29:42.846> to<00:29:43.007> give<00:29:43.183> me<00:29:43.569> one<00:29:43.954> chance<00:29:44.917> to<00:29:45.094> put<00:29:45.415> the<00:29:45.559> kiosk<00:29:46.201> up<00:29:46.378> and<00:29:46.538> let<00:29:46.699> them<00:29:46.876> see<00:29:47.084> what<00:29:47.245> happened.

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Everybody<00:29:47.967> told<00:29:48.144> me<00:29:48.224> no<00:29:48.481> everywhere<00:29:48.802> because<00:29:49.412> I<00:29:49.492> was<00:29:49.589> some<00:29:49.829> little<00:29:50.054> startup,<00:29:51.098> right?

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These<00:29:51.419> are<00:29:51.595> major<00:29:51.981> airlines<00:29:52.494> and<00:29:52.639> major<00:29:52.960> airports.

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And<00:29:53.602> I'm<00:29:53.747> like,<00:29:53.907> I<00:29:53.987> have<00:29:54.084> this<00:29:54.726> electronic<00:29:55.368> thing.

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Can<00:29:55.705> I<00:29:55.834> put<00:29:55.898> it<00:29:55.946> in<00:29:56.074> your<00:29:56.235> airport?

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They're<00:29:56.717> like,<00:29:56.893> hell<00:29:57.134> no,<00:29:57.840> we<00:29:57.873> don't<00:29:58.001> know<00:29:58.097> who<00:29:58.242> you<00:29:58.499> are<00:29:59.141> and<00:29:59.205> we<00:29:59.301> can't<00:29:59.526> take<00:29:59.703> a<00:29:59.767> risk<00:30:00.024> with<00:30:00.184> you.

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I<00:30:00.826> needed<00:30:01.693> one<00:30:02.014> person<00:30:02.416> out<00:30:02.592> there,<00:30:03.154> one<00:30:03.315> investor<00:30:04.439> who<00:30:04.599> did<00:30:04.840> believe<00:30:05.097> in<00:30:05.225> me<00:30:05.322> so<00:30:05.482> I<00:30:05.562> could<00:30:05.707> actually<00:30:06.044> build<00:30:06.269> the<00:30:06.349> machines,<00:30:06.991> some<00:30:07.152> prototypes,<00:30:08.211> and<00:30:08.292> then<00:30:08.918> one<00:30:09.094> potential<00:30:09.640> customer<00:30:10.363> who<00:30:10.636> said<00:30:10.941> to<00:30:11.005> me,<00:30:11.165> Jeff,<00:30:11.422> let's<00:30:11.663> bring<00:30:11.888> one<00:30:12.048> up,<00:30:12.369> let's<00:30:12.546> give<00:30:12.706> it<00:30:12.787> a<00:30:12.851> shot<00:30:13.156> and<00:30:13.252> we'll<00:30:13.349> see<00:30:13.509> how<00:30:13.670> it<00:30:13.814> goes.

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Because<00:30:14.952> those<00:30:15.209> two<00:30:15.433> people<00:30:15.753> gave<00:30:15.930> me<00:30:16.138> a<00:30:16.218> chance,<00:30:16.635> the<00:30:16.699> rest<00:30:16.971> of<00:30:17.099> it<00:30:17.259> wound<00:30:17.452> up<00:30:17.596> being<00:30:17.836> history.

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That's<00:30:19.038> incredible.

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That's<00:30:20.143> so<00:30:20.463> cool.

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Jeff,<00:30:21.425> thank<00:30:21.601> you<00:30:21.745> again<00:30:22.081> so<00:30:22.258> much<00:30:23.123> for<00:30:23.283> everything<00:30:23.667> you<00:30:23.748> do<00:30:23.844> in<00:30:23.924> the<00:30:24.068> world,<00:30:24.725> for<00:30:25.366> everything<00:30:25.686> you've<00:30:25.926> built<00:30:26.407> with<00:30:26.871> particularly<00:30:28.249> the<00:30:28.393> Global<00:30:28.714> Entrepreneurship<00:30:29.355> Network<00:30:29.851> and<00:30:29.995> the<00:30:30.091> Unreasonable<00:30:30.652> Group.

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I<00:30:31.774> genuinely<00:30:32.334> believe<00:30:32.575> that's<00:30:32.815> changing<00:30:33.215> lives<00:30:33.616> for<00:30:33.696> the<00:30:33.840> better.

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Thank<00:30:35.442> you<00:30:35.474> so<00:30:35.618> much<00:30:35.843> for<00:30:35.939> coming<00:30:36.179> on,<00:30:36.259> my<00:30:36.419> friend.

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Thank<00:30:37.605> you<00:30:37.637> for<00:30:37.781> having<00:30:38.166> me.