Founders Couch E2

to Founders Couch. Founders Couch is a to Founders Couch. Founders Couch is a live conversation with local Houston live conversation with local Houston live conversation with local Houston founders that happens on the last Friday founders that happens on the last Friday founders that happens on the last Friday of every month. I'm here with Seymour, of every month. I'm here with Seymour, of every month. I'm here with Seymour, my co-host, and he's going to introduce my co-host, and he's going to introduce my co-host, and he's going to introduce and talk to our founders that we have in and talk to our founders that we have in and talk to our founders that we have in the room today. Seymour, you want to the room today. Seymour, you want to the room today. Seymour, you want to give yourself a quick introduction? give yourself a quick introduction? give yourself a quick introduction? Megan, thank you so much for having me. Megan, thank you so much for having me. Megan, thank you so much for having me. And my name is Seymour. I'm a father. I And my name is Seymour. I'm a father. I And my name is Seymour. I'm a father. I always say I'm first because that's one always say I'm first because that's one always say I'm first because that's one of the most important things in my life. of the most important things in my life. of the most important things in my life. And second, I'm a founder. And we all And second, I'm a founder. And we all And second, I'm a founder. And we all have something in common. I call it an have something in common. I call it an have something in common. I call it an entrepreneurial itch. And today we're entrepreneurial itch. And today we're entrepreneurial itch. And today we're going to scratch on that itch to see how going to scratch on that itch to see how going to scratch on that itch to see how far we can go. far we can go. far we can go. >> Yes. And uh before we move into our >> Yes. And uh before we move into our >> Yes. And uh before we move into our featured founders, I want to thank our featured founders, I want to thank our featured founders, I want to thank our sponsors for today. Uh, Founders Couch sponsors for today. Uh, Founders Couch sponsors for today. Uh, Founders Couch is run by local Houston founders for is run by local Houston founders for is run by local Houston founders for Houston founders and we try to make the Houston founders and we try to make the Houston founders and we try to make the show as accessible as possible. So, our show as accessible as possible. So, our show as accessible as possible. So, our sponsors, uh, Paint the Town Red, thank sponsors, uh, Paint the Town Red, thank sponsors, uh, Paint the Town Red, thank you so much for your contributions. It's you so much for your contributions. It's you so much for your contributions. It's made, uh, us able to have this space.

made, uh, us able to have this space. made, uh, us able to have this space. Paint the Town Red is a marketing Paint the Town Red is a marketing Paint the Town Red is a marketing activation firm. If you're a business activation firm. If you're a business activation firm. If you're a business that wants to accelerate your growth that wants to accelerate your growth that wants to accelerate your growth through strategic partnerships, you through strategic partnerships, you through strategic partnerships, you should give them a call. And if you want should give them a call. And if you want should give them a call. And if you want to support Founders Couch, uh you can to support Founders Couch, uh you can to support Founders Couch, uh you can also buy and purchase your own seat also buy and purchase your own seat also buy and purchase your own seat tickets. Um we will let you know if tickets. Um we will let you know if tickets. Um we will let you know if there are free tickets available and we there are free tickets available and we there are free tickets available and we hope that you will join us in whatever hope that you will join us in whatever hope that you will join us in whatever capacity as a founder, as someone who's capacity as a founder, as someone who's capacity as a founder, as someone who's interested in being a founder or as a interested in being a founder or as a interested in being a founder or as a mentor who has advice to give. Um, so mentor who has advice to give. Um, so mentor who has advice to give. Um, so with that, we're gonna move over to the with that, we're gonna move over to the with that, we're gonna move over to the couch and uh Seymour is going to uh have couch and uh Seymour is going to uh have couch and uh Seymour is going to uh have a conversation with Digi after he a conversation with Digi after he a conversation with Digi after he presents his product. presents his product. presents his product. All right. All right. All right. >> Looking forward to it. >> They told me. >> They told me. >> Oh, good. Good. Hello. Hi.

Hello. Hi. >> All right. >> Hey, Simo. >> Hey, Simo. >> Welcome. Good to meet you. >> Welcome. Good to meet you. >> Welcome. Good to meet you. >> Nice to meet you as well. >> Nice to meet you as well. >> Nice to meet you as well. >> Before the show, I got to hear some of >> Before the show, I got to hear some of >> Before the show, I got to hear some of your answers, you know, for internal your answers, you know, for internal your answers, you know, for internal conversations. Yes. and I'm pretty conversations. Yes. and I'm pretty conversations. Yes. and I'm pretty excited about the rest of the excited about the rest of the excited about the rest of the conversation so that for our audiences conversation so that for our audiences conversation so that for our audiences to get to meet you to find out about to get to meet you to find out about to get to meet you to find out about your journey your journey your journey >> and maybe you could start with >> and maybe you could start with >> and maybe you could start with introducing yourself and then we'll take introducing yourself and then we'll take introducing yourself and then we'll take it from there. it from there. it from there. >> Yeah. So I'm I'm Deji. Uh I founded OA >> Yeah. So I'm I'm Deji. Uh I founded OA >> Yeah. So I'm I'm Deji. Uh I founded OA uh out of the bin of my existence as a uh out of the bin of my existence as a uh out of the bin of my existence as a CMO at a direct to consumer business. CMO at a direct to consumer business. CMO at a direct to consumer business. Um, I we use a lot of creative marketing Um, I we use a lot of creative marketing Um, I we use a lot of creative marketing and the the things that will come up all and the the things that will come up all and the the things that will come up all the time that take up all of our time the time that take up all of our time the time that take up all of our time from was the operations intensity. No, from was the operations intensity. No, from was the operations intensity. No, it wasn't even finding the creators. It it wasn't even finding the creators. It it wasn't even finding the creators. It was getting assets from them. Um, paying was getting assets from them. Um, paying was getting assets from them. Um, paying them, reviewing the them, reviewing the them, reviewing the >> We will come to that, but I want to get >> We will come to that, but I want to get >> We will come to that, but I want to get to know you first.

to know you first. to know you first. >> Oh, yeah. Me. Uh, so like I said, my >> Oh, yeah. Me. Uh, so like I said, my >> Oh, yeah. Me. Uh, so like I said, my accent is Nigerian. uh born and raised accent is Nigerian. uh born and raised accent is Nigerian. uh born and raised in Lagos. That's where I got my in Lagos. That's where I got my in Lagos. That's where I got my entrepreneurial start. Uh and uh I have entrepreneurial start. Uh and uh I have entrepreneurial start. Uh and uh I have an engineering background. I'm a father an engineering background. I'm a father an engineering background. I'm a father like like you. Uh I have a daughter like like you. Uh I have a daughter like like you. Uh I have a daughter who's going to college next year. So who's going to college next year. So who's going to college next year. So >> comes with attitude, I guess. >> comes with attitude, I guess. >> comes with attitude, I guess. >> Yeah. No, she's actually >> Yeah. No, she's actually >> Yeah. No, she's actually I I logged out. She's she's a great kid. I I logged out. She's she's a great kid. I I logged out. She's she's a great kid. Uh so uh I'm very very very very happy Uh so uh I'm very very very very happy Uh so uh I'm very very very very happy and a proud dad uh that way. Um I and a proud dad uh that way. Um I and a proud dad uh that way. Um I uh used to work at Proton Gamble um uh used to work at Proton Gamble um uh used to work at Proton Gamble um working on tide learned some of the um working on tide learned some of the um working on tide learned some of the um the products the flagship program on the products the flagship program on the products the flagship program on tide power pods antibacterial spray and tide power pods antibacterial spray and tide power pods antibacterial spray and tide to go wipes that's where I learned tide to go wipes that's where I learned tide to go wipes that's where I learned how to uh build go to market strategies how to uh build go to market strategies how to uh build go to market strategies from scratch uh you know how do you win from scratch uh you know how do you win from scratch uh you know how do you win in a market with uh with a in a very in a market with uh with a in a very in a market with uh with a in a very competitive market uh and how do you competitive market uh and how do you competitive market uh and how do you develop win-wins win-win in strategies develop win-wins win-win in strategies develop win-wins win-win in strategies uh for you and every other stakeholder.

uh for you and every other stakeholder. uh for you and every other stakeholder. Uh and I worked at a direct consumer Uh and I worked at a direct consumer Uh and I worked at a direct consumer startup like I was saying uh as a CMO startup like I was saying uh as a CMO startup like I was saying uh as a CMO there. Uh so I spend a lot of my time there. Uh so I spend a lot of my time there. Uh so I spend a lot of my time between operations and uh and and between operations and uh and and between operations and uh and and marketing. marketing. marketing. >> So you mentioned you worked at T Proctor >> So you mentioned you worked at T Proctor >> So you mentioned you worked at T Proctor and Gamble and Tide and Tide I'm looking and Gamble and Tide and Tide I'm looking and Gamble and Tide and Tide I'm looking at you. You should become our sponsor at at you. You should become our sponsor at at you. You should become our sponsor at some point. Uh Proctor and Gamble should some point. Uh Proctor and Gamble should some point. Uh Proctor and Gamble should sponsor the initiative. It's a beautiful sponsor the initiative. It's a beautiful sponsor the initiative. It's a beautiful initiative. initiative. initiative. >> Yeah, absolutely. >> Yeah, absolutely. >> Yeah, absolutely. >> So, before we dive into your >> So, before we dive into your >> So, before we dive into your entrepreneurship journey, can you please entrepreneurship journey, can you please entrepreneurship journey, can you please tell me tell me tell me >> first of all, you should make your >> first of all, you should make your >> first of all, you should make your daughter wear the t-shirt daughter wear the t-shirt daughter wear the t-shirt >> and make sure it's clean with the tight. >> and make sure it's clean with the tight. >> and make sure it's clean with the tight. >> Yeah. >> Yeah. >> Yeah. >> But let me tell you, let me ask you >> But let me tell you, let me ask you >> But let me tell you, let me ask you this. What made you realize that this this. What made you realize that this this. What made you realize that this problem that you're solving with OA now problem that you're solving with OA now problem that you're solving with OA now >> was big enough for you to notice that >> was big enough for you to notice that >> was big enough for you to notice that and was big enough to make a dent when and was big enough to make a dent when and was big enough to make a dent when you're building it? you're building it? you're building it? >> Yeah. So I think I I started out with >> Yeah. So I think I I started out with >> Yeah. So I think I I started out with the problem of look how do we make our the problem of look how do we make our the problem of look how do we make our influencer marketing more effective, influencer marketing more effective, influencer marketing more effective, more efficient. Uh we started with Excel more efficient. Uh we started with Excel more efficient. Uh we started with Excel spreadsheets and doing everything in spreadsheets and doing everything in spreadsheets and doing everything in email and all of that stuff and then we email and all of that stuff and then we email and all of that stuff and then we went out and bought software to help us.

went out and bought software to help us. went out and bought software to help us. Right. So and then the soft Right. So and then the soft Right. So and then the soft >> and this is happening while you're at >> and this is happening while you're at >> and this is happening while you're at Proctor and Gamble, right? Proctor and Gamble, right? Proctor and Gamble, right? >> No, this is happening while I'm at >> No, this is happening while I'm at >> No, this is happening while I'm at Windmill uh uh a startup. All right. So Windmill uh uh a startup. All right. So Windmill uh uh a startup. All right. So um we went out to buy software to help um we went out to buy software to help um we went out to buy software to help us manage things and the software was us manage things and the software was us manage things and the software was cumbersome. It was just very complex, cumbersome. It was just very complex, cumbersome. It was just very complex, very hot, very hard to use. you needed very hot, very hard to use. you needed very hot, very hard to use. you needed to spend a lot of hours to get simple to spend a lot of hours to get simple to spend a lot of hours to get simple simple things done. And we ended up simple things done. And we ended up simple things done. And we ended up paying, you know, thousands of dollars paying, you know, thousands of dollars paying, you know, thousands of dollars for software and still handing back in for software and still handing back in for software and still handing back in the old way or doing doing what the the old way or doing doing what the the old way or doing doing what the software said it was supposed to do software said it was supposed to do software said it was supposed to do outside of the software. And I bought outside of the software. And I bought outside of the software. And I bought two of them, right? Like one didn't work two of them, right? Like one didn't work two of them, right? Like one didn't work well, but another one similar problem. well, but another one similar problem. well, but another one similar problem. Um, so I just got tired of complaining Um, so I just got tired of complaining Um, so I just got tired of complaining about what could be fixed and how things about what could be fixed and how things about what could be fixed and how things should work and I thought it could be should work and I thought it could be should work and I thought it could be simpler. Uh and so I was like yeah simpler. Uh and so I was like yeah simpler. Uh and so I was like yeah instead of complaining about it I'm instead of complaining about it I'm instead of complaining about it I'm going to throw my hat in the ring and going to throw my hat in the ring and going to throw my hat in the ring and and go build it. and go build it. and go build it. >> I think that's very important for the >> I think that's very important for the >> I think that's very important for the listeners and for the audience is that I listeners and for the audience is that I listeners and for the audience is that I always say when you come across a always say when you come across a always say when you come across a problem like yourself problem like yourself problem like yourself >> first of all you have to experience that >> first of all you have to experience that >> first of all you have to experience that pain and I always say the problem needs pain and I always say the problem needs pain and I always say the problem needs to be one of these actually maybe two or to be one of these actually maybe two or to be one of these actually maybe two or three of these things. It needs to be three of these things. It needs to be three of these things. It needs to be personal. So you personally felt that personal. So you personally felt that personal. So you personally felt that pain right pain right pain right >> the second thing it needs to be >> the second thing it needs to be >> the second thing it needs to be recurring.

recurring. recurring. >> Yeah. So that you do it every day. Every >> Yeah. So that you do it every day. Every >> Yeah. So that you do it every day. Every day you open that software, you're like day you open that software, you're like day you open that software, you're like it's cumbersome, it's heavy, it's it's cumbersome, it's heavy, it's it's cumbersome, it's heavy, it's complicated. Why is not simple? And the complicated. Why is not simple? And the complicated. Why is not simple? And the third thing I say it needs to be third thing I say it needs to be third thing I say it needs to be scalable. scalable. scalable. >> So it can't just be a small town. It >> So it can't just be a small town. It >> So it can't just be a small town. It needs to be able to, you know, you need needs to be able to, you know, you need needs to be able to, you know, you need to be able to scale. That's when you to be able to scale. That's when you to be able to scale. That's when you realize that you are onto something realize that you are onto something realize that you are onto something exciting. And I believe that's what exciting. And I believe that's what exciting. And I believe that's what happened with you. happened with you. happened with you. >> And then when did you drop that? You >> And then when did you drop that? You >> And then when did you drop that? You said, you know what, this is it. I call said, you know what, this is it. I call said, you know what, this is it. I call it quit. I'm going to build my own it quit. I'm going to build my own it quit. I'm going to build my own thing. thing. thing. >> Yeah. I started in January. uh >> Yeah. I started in January. uh >> Yeah. I started in January. uh >> of this year. >> of this year. >> of this year. >> Yes. >> Yes. >> Yes. >> Okay. That's pretty fresh. >> Okay. That's pretty fresh. >> Okay. That's pretty fresh. >> Yes. Yeah. Very fresh. >> Yes. Yeah. Very fresh. >> Yes. Yeah. Very fresh. >> So the wounds are still not healed. >> So the wounds are still not healed. >> So the wounds are still not healed. >> I wouldn't call them healed by any >> I wouldn't call them healed by any >> I wouldn't call them healed by any means. Uh so yeah, started in January means. Uh so yeah, started in January means. Uh so yeah, started in January and you know building architecting what and you know building architecting what and you know building architecting what the platform should look like. Uh got an the platform should look like. Uh got an the platform should look like. Uh got an engineer on board and started just going engineer on board and started just going engineer on board and started just going at it uh since then. and we just at it uh since then. and we just at it uh since then. and we just launched the MVP uh and trying to get launched the MVP uh and trying to get launched the MVP uh and trying to get our initial pilot uh and stuff. So our initial pilot uh and stuff. So our initial pilot uh and stuff. So talking to brands and agencies.

talking to brands and agencies. talking to brands and agencies. >> Okay. >> Okay. >> Okay. >> Uh and just trying to get as many demos >> Uh and just trying to get as many demos >> Uh and just trying to get as many demos as possible. as possible. as possible. >> Awesome. We will come to the go to >> Awesome. We will come to the go to >> Awesome. We will come to the go to market part. But before we do that, can market part. But before we do that, can market part. But before we do that, can you tell us what does OYA do you tell us what does OYA do you tell us what does OYA do >> in a very simple terms? >> in a very simple terms? >> in a very simple terms? >> Yes. >> Yes. >> Yes. >> And what kind of problem it solves and >> And what kind of problem it solves and >> And what kind of problem it solves and how it solves? how it solves? how it solves? >> Yes. OA is the easiest out ofthe-box >> Yes. OA is the easiest out ofthe-box >> Yes. OA is the easiest out ofthe-box influencer management platform out influencer management platform out influencer management platform out there. It helps you manage everything in there. It helps you manage everything in there. It helps you manage everything in your creator operations from end to end. your creator operations from end to end. your creator operations from end to end. Getting the asset, paying them, Getting the asset, paying them, Getting the asset, paying them, reviewing the asset, approvals, sending reviewing the asset, approvals, sending reviewing the asset, approvals, sending them gifts on Shopify, all of that stuff them gifts on Shopify, all of that stuff them gifts on Shopify, all of that stuff is handled in one place. And when they is handled in one place. And when they is handled in one place. And when they post, OA automatically looks social post, OA automatically looks social post, OA automatically looks social listens to your account and pulls the listens to your account and pulls the listens to your account and pulls the post. So you're not chasing anything and post. So you're not chasing anything and post. So you're not chasing anything and you can do everything on one platform. you can do everything on one platform. you can do everything on one platform. >> So it's sort of a one-stop shop. >> So it's sort of a one-stop shop. >> So it's sort of a one-stop shop. >> Yes. >> Yes. >> Yes. >> For influencer marketing where you can >> For influencer marketing where you can >> For influencer marketing where you can get them, get them, get them, >> pay them, get their content. Okay. How >> pay them, get their content. Okay. How >> pay them, get their content. Okay. How is it different from using the existing is it different from using the existing is it different from using the existing tools? And when you were when you are tools? And when you were when you are tools? And when you were when you are building it, what was the number one building it, what was the number one building it, what was the number one sort of an competitor that came to your sort of an competitor that came to your sort of an competitor that came to your mind? Is it the old good old Excel mind? Is it the old good old Excel mind? Is it the old good old Excel spreadsheets or is this is there any spreadsheets or is this is there any spreadsheets or is this is there any other solution out there? The two things other solution out there? The two things other solution out there? The two things that were top of mind for me was one, if that were top of mind for me was one, if that were top of mind for me was one, if you use OA, you should never want to go you use OA, you should never want to go you use OA, you should never want to go back to the old way, whatever your old back to the old way, whatever your old back to the old way, whatever your old way was, right? Like that was number way was, right? Like that was number way was, right? Like that was number one. So it has to be the easiest, most one. So it has to be the easiest, most one. So it has to be the easiest, most intuitive thing to use. And that's intuitive thing to use. And that's intuitive thing to use. And that's something that shows up in our demos

something that shows up in our demos something that shows up in our demos today when we demo be like, "Oh yeah, today when we demo be like, "Oh yeah, today when we demo be like, "Oh yeah, this makes sense. It's very intuitive, this makes sense. It's very intuitive, this makes sense. It's very intuitive, right? That so check there." The second right? That so check there." The second right? That so check there." The second thing on it was the villain was actually thing on it was the villain was actually thing on it was the villain was actually not necessarily not necessarily not necessarily the current software that people were the current software that people were the current software that people were using but the current way in which they using but the current way in which they using but the current way in which they they they're doing it which is I'm they they're doing it which is I'm they they're doing it which is I'm willing to take willing to take willing to take um bad software and make up for make up um bad software and make up for make up um bad software and make up for make up for it. Right? So, I'm going to pay for it. Right? So, I'm going to pay for it. Right? So, I'm going to pay somebody $10,000 $12,000 somebody $10,000 $12,000 somebody $10,000 $12,000 uh that say they have an all-in-one uh that say they have an all-in-one uh that say they have an all-in-one platform, but I'm only going to use 50% platform, but I'm only going to use 50% platform, but I'm only going to use 50% of that. I'm going to patch the rest of that. I'm going to patch the rest of that. I'm going to patch the rest offline with because it doesn't work as offline with because it doesn't work as offline with because it doesn't work as well or it does it's not cumbersome. So, well or it does it's not cumbersome. So, well or it does it's not cumbersome. So, he was removing that that if you're he was removing that that if you're he was removing that that if you're paying us, you should get the the full paying us, you should get the the full paying us, you should get the the full value of what you're actually paying for value of what you're actually paying for value of what you're actually paying for versus having to u mitigate for our versus having to u mitigate for our versus having to u mitigate for our gaps. I like what you mentioned that you gaps. I like what you mentioned that you gaps. I like what you mentioned that you want the audience if I could simplify it want the audience if I could simplify it want the audience if I could simplify it you you want the users to use it and you you want the users to use it and you you want the users to use it and never go back to their pre previous never go back to their pre previous never go back to their pre previous tools right so that means they need to tools right so that means they need to tools right so that means they need to be stickier like they need to stick and be stickier like they need to stick and be stickier like they need to stick and they that's how you increase your they that's how you increase your they that's how you increase your retention right so that's how you reduce retention right so that's how you reduce retention right so that's how you reduce your churn there your churn there your churn there >> then let me ask you like we all know the >> then let me ask you like we all know the >> then let me ask you like we all know the quote from Netflix CEO right he said we quote from Netflix CEO right he said we quote from Netflix CEO right he said we are not competing with Hulu we are not are not competing with Hulu we are not are not competing with Hulu we are not competing with other tools we're competing with other tools we're competing with other tools we're competing against the sleep competing against the sleep competing against the sleep >> yes >> yes >> yes >> right So when it comes to tools like >> right So when it comes to tools like >> right So when it comes to tools like that, I think it's not the competitor, that, I think it's not the competitor, that, I think it's not the competitor, it's a user behavior. Exactly. Right.

it's a user behavior. Exactly. Right. it's a user behavior. Exactly. Right. And I think changing the user behavior And I think changing the user behavior And I think changing the user behavior is the most difficult task in front of is the most difficult task in front of is the most difficult task in front of our us as founders. our us as founders. our us as founders. >> Yes. >> Yes. >> Yes. >> So >> So >> So >> because when you ch change the user >> because when you ch change the user >> because when you ch change the user behavior, you have to get them you know behavior, you have to get them you know behavior, you have to get them you know abandon their old habits, go to new abandon their old habits, go to new abandon their old habits, go to new habits. So let me ask you this. habits. So let me ask you this. habits. So let me ask you this. >> What kind of agency or what kind of we >> What kind of agency or what kind of we >> What kind of agency or what kind of we call it ICP, right? ideal customer call it ICP, right? ideal customer call it ICP, right? ideal customer profile is a good fit for OYA if you profile is a good fit for OYA if you profile is a good fit for OYA if you could describe it with three four words. could describe it with three four words. could describe it with three four words. Yeah, it would be a influencer marketing Yeah, it would be a influencer marketing Yeah, it would be a influencer marketing agency that is running five or more agency that is running five or more agency that is running five or more brands, right? So they generally brands, right? So they generally brands, right? So they generally um you know growing the founders are um you know growing the founders are um you know growing the founders are still still very close to the operations still still very close to the operations still still very close to the operations uh so that they feel the pain of heavy uh so that they feel the pain of heavy uh so that they feel the pain of heavy operations first time and how that operations first time and how that operations first time and how that affects their margin. affects their margin. affects their margin. I don't know if the watchers or the I don't know if the watchers or the I don't know if the watchers or the listeners noticed, but I noticed you listeners noticed, but I noticed you listeners noticed, but I noticed you haven't said the magic word once yet. haven't said the magic word once yet. haven't said the magic word once yet. >> What is that? >> What is that? >> What is that? >> It's the AI. You have never mentioned >> It's the AI. You have never mentioned >> It's the AI. You have never mentioned it, which is kind of interesting because it, which is kind of interesting because it, which is kind of interesting because >> AI has become so intertwined into our >> AI has become so intertwined into our >> AI has become so intertwined into our world now.

world now. world now. >> Like I saw someone other day complaining >> Like I saw someone other day complaining >> Like I saw someone other day complaining on LinkedIn that clothes down. I feel on LinkedIn that clothes down. I feel on LinkedIn that clothes down. I feel like I'm in a cave. Yes. like I'm in a cave. Yes. like I'm in a cave. Yes. >> I feel like I'm back in the, you know, >> I feel like I'm back in the, you know, >> I feel like I'm back in the, you know, this neonal caveman times. So where does this neonal caveman times. So where does this neonal caveman times. So where does AI sit in your platform in your solution AI sit in your platform in your solution AI sit in your platform in your solution and how much are you dependent on the and how much are you dependent on the and how much are you dependent on the outside AI models AI solutions? outside AI models AI solutions? outside AI models AI solutions? >> I'm glad you asked that. Uh today we >> I'm glad you asked that. Uh today we >> I'm glad you asked that. Uh today we generate our briefs on the platform generate our briefs on the platform generate our briefs on the platform through AI. So you come onto the through AI. So you come onto the through AI. So you come onto the platform and you prompt uh I want to platform and you prompt uh I want to platform and you prompt uh I want to drive awareness on Instagram of my drive awareness on Instagram of my drive awareness on Instagram of my beauty uh facial cleanser and then the beauty uh facial cleanser and then the beauty uh facial cleanser and then the system generates it for you. Our actual system generates it for you. Our actual system generates it for you. Our actual north star and what we're trying to north star and what we're trying to north star and what we're trying to build towards over the next several build towards over the next several build towards over the next several months is a creative program that months is a creative program that months is a creative program that actually runs itself where all the actually runs itself where all the actually runs itself where all the routine work that you have to do as an routine work that you have to do as an routine work that you have to do as an operator is done by an AI. uh and what operator is done by an AI. uh and what operator is done by an AI. uh and what you're doing is actually applying you're doing is actually applying you're doing is actually applying judgment. So that that way the core judgment. So that that way the core judgment. So that that way the core metric for us is how many creators can metric for us is how many creators can metric for us is how many creators can one operator run.

one operator run. one operator run. >> Okay. >> Okay. >> Okay. >> So our goal is to increase that. Uh so >> So our goal is to increase that. Uh so >> So our goal is to increase that. Uh so following up all of that stuff, the following up all of that stuff, the following up all of that stuff, the automations we have today on automations we have today on automations we have today on posting and following up, but we want to posting and following up, but we want to posting and following up, but we want to get to the point where you can prompt get to the point where you can prompt get to the point where you can prompt and we will find the creators for you. and we will find the creators for you. and we will find the creators for you. We will negotiate on your behalf. We We will negotiate on your behalf. We We will negotiate on your behalf. We will actually watch your videos for you will actually watch your videos for you will actually watch your videos for you uh and help you give feedback. That's uh and help you give feedback. That's uh and help you give feedback. That's that's somewhere we want to we want to that's somewhere we want to we want to that's somewhere we want to we want to be able to get to. be able to get to. be able to get to. >> Interesting. I may challenge you with >> Interesting. I may challenge you with >> Interesting. I may challenge you with this question and this could be my last this question and this could be my last this question and this could be my last question because I want to understand question because I want to understand question because I want to understand when we talk about AI and you said you when we talk about AI and you said you when we talk about AI and you said you want many things to be done by AI right want many things to be done by AI right want many things to be done by AI right now with all these tools and seed dance now with all these tools and seed dance now with all these tools and seed dance or all other tools becoming really good or all other tools becoming really good or all other tools becoming really good with the video with the what do you call with the video with the what do you call with the video with the what do you call emotions but we look at the voice AI emotions but we look at the voice AI emotions but we look at the voice AI applications right now they have the applications right now they have the applications right now they have the filler words like feel so human and the filler words like feel so human and the filler words like feel so human and the pause and everything pause and everything pause and everything >> do you see at some point AI completely >> do you see at some point AI completely >> do you see at some point AI completely replacing influencers and what is your replacing influencers and what is your replacing influencers and what is your take? Should it be AI in charge or human take? Should it be AI in charge or human take? Should it be AI in charge or human in loop or human in charge AI powered?

in loop or human in charge AI powered? in loop or human in charge AI powered? >> So I think it should all creativity >> So I think it should all creativity >> So I think it should all creativity should come from humans. should come from humans. should come from humans. What AI should take out is the mundane What AI should take out is the mundane What AI should take out is the mundane repetitive task. For example, working repetitive task. For example, working repetitive task. For example, working with a creator, I send you a gift and with a creator, I send you a gift and with a creator, I send you a gift and you want to know where your gift is or you want to know where your gift is or you want to know where your gift is or how do I use it. You don't ne I don't how do I use it. You don't ne I don't how do I use it. You don't ne I don't necessarily have to answer that necessarily have to answer that necessarily have to answer that question. That's a customer service question. That's a customer service question. That's a customer service question. question. question. >> But you choose the gift, right? >> But you choose the gift, right? >> But you choose the gift, right? >> Yeah. I choose the gift. >> Yeah. I choose the gift. >> Yeah. I choose the gift. >> It's a very good example. >> It's a very good example. >> It's a very good example. >> I choose the gift, right? But the the >> I choose the gift, right? But the the >> I choose the gift, right? But the the mechanics of you ask in routine mechanics of you ask in routine mechanics of you ask in routine questions that should be handled by AI, questions that should be handled by AI, questions that should be handled by AI, right? And I think regardless of how right? And I think regardless of how right? And I think regardless of how good AI becomes to where even it's not good AI becomes to where even it's not good AI becomes to where even it's not indistinguishable from a human indistinguishable from a human indistinguishable from a human ultimately consumer trust matters and I ultimately consumer trust matters and I ultimately consumer trust matters and I think in the long run people would think in the long run people would think in the long run people would choose brands that use more people than choose brands that use more people than choose brands that use more people than use AI. It depends on the kind of brand. use AI. It depends on the kind of brand. use AI. It depends on the kind of brand. If you're trying to build tide you're If you're trying to build tide you're If you're trying to build tide you're not going to build tide off off of the not going to build tide off off of the not going to build tide off off of the back of AI generated content. Uh, and back of AI generated content. Uh, and back of AI generated content. Uh, and and that's AI is your creator. Um, but and that's AI is your creator. Um, but and that's AI is your creator. Um, but if you just want to build a an Amazon if you just want to build a an Amazon if you just want to build a an Amazon brand, yeah, you could probably get away brand, yeah, you could probably get away brand, yeah, you could probably get away with it.

with it. with it. >> I'm a big favor of human in charge AI >> I'm a big favor of human in charge AI >> I'm a big favor of human in charge AI powered because at the end of the day, I powered because at the end of the day, I powered because at the end of the day, I want to be the decision maker want to be the decision maker want to be the decision maker >> 10,000%. Because like you said and when >> 10,000%. Because like you said and when >> 10,000%. Because like you said and when I now I do anything with AI let's just I now I do anything with AI let's just I now I do anything with AI let's just say I have a task to do or I'm doing say I have a task to do or I'm doing say I have a task to do or I'm doing certain materials I always say at the certain materials I always say at the certain materials I always say at the bottom say that I used AI which model bottom say that I used AI which model bottom say that I used AI which model and I use LinkedIn and I use your and I use LinkedIn and I use your and I use LinkedIn and I use your website and my personal judgment. website and my personal judgment. website and my personal judgment. >> Yeah. >> Yeah. >> Yeah. >> Right. And that sentence generated by >> Right. And that sentence generated by >> Right. And that sentence generated by AI. I'm just kidding. No AI. I'm just kidding. No AI. I'm just kidding. No >> I think like I said at the end of the >> I think like I said at the end of the >> I think like I said at the end of the day to wrap up. Yeah. So OA is is day to wrap up. Yeah. So OA is is day to wrap up. Yeah. So OA is is one-stop shop. Yes. for influencer one-stop shop. Yes. for influencer one-stop shop. Yes. for influencer marketing where you could get all your marketing where you could get all your marketing where you could get all your market influencer market related market influencer market related market influencer market related processes and operations done like out processes and operations done like out processes and operations done like out of the box. You mentioned that and you of the box. You mentioned that and you of the box. You mentioned that and you realized this when you were working at a realized this when you were working at a realized this when you were working at a different startup when you were solo different startup when you were solo different startup when you were solo using a different solution and now you using a different solution and now you using a different solution and now you are at the MVP talking to customers. are at the MVP talking to customers. are at the MVP talking to customers. >> With that I would like to wrap up our >> With that I would like to wrap up our >> With that I would like to wrap up our part wishing you all the best. I hope part wishing you all the best. I hope part wishing you all the best. I hope the OYA will become a unicorn for the OYA will become a unicorn for the OYA will become a unicorn for Houston and for Texas and hopefully um Houston and for Texas and hopefully um Houston and for Texas and hopefully um you know you will uh get to share the you know you will uh get to share the you know you will uh get to share the lessons learned with the rest of the lessons learned with the rest of the lessons learned with the rest of the community.

community. community. >> I hope so. >> I hope so. >> I hope so. >> Yeah. Thank you. >> Yeah. Thank you. >> Yeah. Thank you. >> Thanks for being with us. >> Thanks for being with us. >> Thanks for being with us. >> Yeah. >> Yeah. >> Yeah. >> All right. Cheers. >> Was it good? Why didn't you invite me? >> Was it good? Why didn't you invite me? I don't know what you need. I don't know what you need. I don't know what you need. >> I don't know what you need. Oh, hello. >> I don't know what you need. Oh, hello. >> I don't know what you need. Oh, hello. >> Simone. Oh, Simone is going to sit where >> Simone. Oh, Simone is going to sit where >> Simone. Oh, Simone is going to sit where you are as well. you are as well. you are as well. >> Oh, okay. >> Oh, okay. >> Oh, okay. >> Yeah. We're We're going to >> Yeah. We're We're going to >> Yeah. We're We're going to try to try to try to We're gonna try to do Oh, the camera is We're gonna try to do Oh, the camera is We're gonna try to do Oh, the camera is right there, by the way.

right there, by the way. right there, by the way. >> Okay. >> Okay. >> Okay. >> All right. >> All right. >> All right. >> Where do you want me to >> Where do you want me to >> Where do you want me to >> Where do you want me to go? >> Where do you want me to go? >> Where do you want me to go? >> You can see. >> You can see. >> You can see. >> Okay. Go there. Yeah. >> Okay. Go there. Yeah. >> Okay. Go there. Yeah. >> Need this, right? >> Need this, right? >> Need this, right? >> Thank you, sir. >> Thank you, sir. >> Thank you, sir. >> I'm keep you. >> I'm keep you. >> I'm keep you. >> I'll do the timer for you. >> I'll do the timer for you. >> I'll do the timer for you. >> Oh, yeah. >> Oh, yeah. >> Oh, yeah. >> All right. >> All right. >> All right. >> Absolutely. >> Absolutely. >> Absolutely. >> All right. Am I right in the pen with >> All right. Am I right in the pen with >> All right. Am I right in the pen with this? Oh. this? Oh. this? Oh. >> Oh, okay. Okay. >> Feel like I just came out of the cave >> Feel like I just came out of the cave room. >> Trying to figure out how to use this. >> Trying to figure out how to use this. >> The down one. I think it's for forward. >> The down one. I think it's for forward. >> The down one. I think it's for forward. >> That one is for forward. >> That one is for forward. >> That one is for forward. >> I think so. >> I think so. >> I think so. >> I'm just going to talk. >> I'm just going to talk. >> I'm just going to talk. >> Tell me whenward >> move backwards. >> move backwards. >> That's interesting. >> That's interesting. >> That's interesting. >> It's not moving forward.

>> Uh yes, it is. So on my left shoulder is >> Uh yes, it is. So on my left shoulder is Scan Ninja. It's part of my uh It's part Scan Ninja. It's part of my uh It's part Scan Ninja. It's part of my uh It's part of my uh my um Have you ever seen that of my uh my um Have you ever seen that of my uh my um Have you ever seen that show uh show uh show uh Swiper? Swiper, not Swiper. Swiper? Swiper, not Swiper. Swiper? Swiper, not Swiper. >> Dor the Explorer. >> But no, on my left shoulder is uh Scan >> But no, on my left shoulder is uh Scan Ninja, Ninja, Ninja, and they do they're they're located out and they do they're they're located out and they do they're they're located out of uh the iron and they do uh attack of uh the iron and they do uh attack of uh the iron and they do uh attack surface, AI attack surface. You should surface, AI attack surface. You should surface, AI attack surface. You should check them out. Scan Ninja um wonderful check them out. Scan Ninja um wonderful check them out. Scan Ninja um wonderful uh familyoriented uh familyoriented uh familyoriented uh startup business, but they're they're uh startup business, but they're they're uh startup business, but they're they're based out of the iron. So I I like uh I based out of the iron. So I I like uh I based out of the iron. So I I like uh I like flagging them on my left stand plus like flagging them on my left stand plus like flagging them on my left stand plus also the whole D explorer theme. also the whole D explorer theme. also the whole D explorer theme. >> Go ahead. >> Yeah, it's not working. But >> Yeah, it's not working. But >> no, this is fine. This is fine. >> no, this is fine. This is fine. >> no, this is fine. This is fine. >> Yeah.

Oh, you want you go first? All right, Oh, you want you go first? All right, let's go. let's go. let's go. So, my name is Joseph Manoli. Uh, I um So, my name is Joseph Manoli. Uh, I um So, my name is Joseph Manoli. Uh, I um my startup is Next Shift IQ. Uh, much my startup is Next Shift IQ. Uh, much my startup is Next Shift IQ. Uh, much like DG, I also came from Nigeria. I was like DG, I also came from Nigeria. I was like DG, I also came from Nigeria. I was born um well, we're not going to talk born um well, we're not going to talk born um well, we're not going to talk about when I was born. I'm very young, about when I was born. I'm very young, about when I was born. I'm very young, you could tell. you could tell. you could tell. Um, and I I came here with my parents. Um, and I I came here with my parents. Um, and I I came here with my parents. uh spent most of my early childhood in uh spent most of my early childhood in uh spent most of my early childhood in Louisiana and just kind of have learned Louisiana and just kind of have learned Louisiana and just kind of have learned to kind of travel around the country and to kind of travel around the country and to kind of travel around the country and and gathered experience. I come much and gathered experience. I come much and gathered experience. I come much like DJ 2 with the engineering like DJ 2 with the engineering like DJ 2 with the engineering background. Most of my career has spent background. Most of my career has spent background. Most of my career has spent in uh IT in uh IT in uh IT up until about three years ago I got up until about three years ago I got up until about three years ago I got laid off and much like everyone about a laid off and much like everyone about a laid off and much like everyone about a year ago you know the whole world was year ago you know the whole world was year ago you know the whole world was just like AI is taking over everything just like AI is taking over everything just like AI is taking over everything and as a data engineer initially I and as a data engineer initially I and as a data engineer initially I bought into that fair you know it was um bought into that fair you know it was um bought into that fair you know it was um oh my god I could never get a job as a oh my god I could never get a job as a oh my god I could never get a job as a data engineer at you know this is height data engineer at you know this is height data engineer at you know this is height of AI taking over everything and you of AI taking over everything and you of AI taking over everything and you know in the middle of it I'm crying me a know in the middle of it I'm crying me a know in the middle of it I'm crying me a river and I'm talking to a friend of river and I'm talking to a friend of river and I'm talking to a friend of mine. I'm like, "Hey, if only there was mine. I'm like, "Hey, if only there was mine. I'm like, "Hey, if only there was something I could do in 2021 to to something I could do in 2021 to to something I could do in 2021 to to change things." Um, and I started change things." Um, and I started change things." Um, and I started working out the idea and I explained it working out the idea and I explained it working out the idea and I explained it to her and next thing you know, I'm to her and next thing you know, I'm to her and next thing you know, I'm building out an app, which building out an app, which building out an app, which we had a conversation earlier today we had a conversation earlier today we had a conversation earlier today about going from what comes first, the about going from what comes first, the about going from what comes first, the creation or the problem? And I I it creation or the problem? And I I it creation or the problem? And I I it started off I felt like I started off

started off I felt like I started off started off I felt like I started off with a problem because it was a problem with a problem because it was a problem with a problem because it was a problem I was experiencing but it really was the I was experiencing but it really was the I was experiencing but it really was the creation. Um so that said side nugging creation. Um so that said side nugging creation. Um so that said side nugging is I think if you want to start off any is I think if you want to start off any is I think if you want to start off any startup never start up from the creation startup never start up from the creation startup never start up from the creation always started from the problem which always started from the problem which always started from the problem which I'm currently experiencing. I'm currently experiencing. I'm currently experiencing. Um, so I got to a point now where I've Um, so I got to a point now where I've Um, so I got to a point now where I've I've gone from, oh, I have this great I've gone from, oh, I have this great I've gone from, oh, I have this great solution on what to do if AI, if I knew solution on what to do if AI, if I knew solution on what to do if AI, if I knew a technology was coming out ahead of a technology was coming out ahead of a technology was coming out ahead of time and and I could adjust my career time and and I could adjust my career time and and I could adjust my career because that's where that came from is because that's where that came from is because that's where that came from is if I knew AI was coming out in 2020, if I knew AI was coming out in 2020, if I knew AI was coming out in 2020, what could I have done in 2022? And so what could I have done in 2022? And so what could I have done in 2022? And so now I I've grown it to after talking now I I've grown it to after talking now I I've grown it to after talking with a few advisors, we've grown it into with a few advisors, we've grown it into with a few advisors, we've grown it into a recruitment platform, which is what a recruitment platform, which is what a recruitment platform, which is what Next Shift IQ is. It's a platform that Next Shift IQ is. It's a platform that Next Shift IQ is. It's a platform that streamlines uh the hiring workforce, streamlines uh the hiring workforce, streamlines uh the hiring workforce, particularly for hiring managers who particularly for hiring managers who particularly for hiring managers who don't want to go through a 100 resumes, don't want to go through a 100 resumes, don't want to go through a 100 resumes, right? It's right? It's right? It's uh when you post a job on LinkedIn, uh when you post a job on LinkedIn, uh when you post a job on LinkedIn, Indie dies. First of all, you're Indie dies. First of all, you're Indie dies. First of all, you're throwing out a job description out throwing out a job description out throwing out a job description out there. You're not really there. You're not really there. You're not really safeguarding it for when you fill that safeguarding it for when you fill that safeguarding it for when you fill that role. Nobody else knows when you fill role. Nobody else knows when you fill role. Nobody else knows when you fill the role. And then when you do put the the role. And then when you do put the the role. And then when you do put the job descriptions out there, you get back job descriptions out there, you get back job descriptions out there, you get back a 100 resumes. Well, is there a system a 100 resumes. Well, is there a system a 100 resumes. Well, is there a system that can sit on top of all of that? Not that can sit on top of all of that? Not that can sit on top of all of that? Not get rid of anything, not take anybody

get rid of anything, not take anybody get rid of anything, not take anybody out of the jobs, um, but leverage out of the jobs, um, but leverage out of the jobs, um, but leverage technology to help humans. Um, help you technology to help humans. Um, help you technology to help humans. Um, help you analyze things outside of resumes about analyze things outside of resumes about analyze things outside of resumes about a job description a job description a job description and and come back with a to a hiring and and come back with a to a hiring and and come back with a to a hiring manager and say here's a set of six manager and say here's a set of six manager and say here's a set of six people out of the hundred people in your people out of the hundred people in your people out of the hundred people in your resumes here's a set of six people resumes here's a set of six people resumes here's a set of six people nothing about their resumes but these nothing about their resumes but these nothing about their resumes but these six people will fit your company best we six people will fit your company best we six people will fit your company best we already you've already used systems to already you've already used systems to already you've already used systems to determine you know best job descriptions determine you know best job descriptions determine you know best job descriptions or maybe not maybe we can help you or maybe not maybe we can help you or maybe not maybe we can help you decide to which ones of these candidates decide to which ones of these candidates decide to which ones of these candidates will qualify uh experientially. But the will qualify uh experientially. But the will qualify uh experientially. But the first thing we want to do is analyze first thing we want to do is analyze first thing we want to do is analyze which one of these candidates will fit which one of these candidates will fit which one of these candidates will fit your company's core values, your team's your company's core values, your team's your company's core values, your team's core core values, and we get along well core core values, and we get along well core core values, and we get along well with your hiring manager. with your hiring manager. with your hiring manager. >> Before I grill you a little bit about >> Before I grill you a little bit about >> Before I grill you a little bit about this because it's a very busy space, this because it's a very busy space, this because it's a very busy space, you're getting into the game with a lot you're getting into the game with a lot you're getting into the game with a lot of ATS, right? application tracking of ATS, right? application tracking of ATS, right? application tracking systems and there are very big players systems and there are very big players systems and there are very big players like that they are sales forces of ATS like that they are sales forces of ATS like that they are sales forces of ATS but before we do that I want to touch on but before we do that I want to touch on but before we do that I want to touch on something that you mentioned that you something that you mentioned that you something that you mentioned that you found opportunity like I want to say found opportunity like I want to say found opportunity like I want to say Houston and and Texas and the US is Houston and and Texas and the US is Houston and and Texas and the US is doing a great job where they they're doing a great job where they they're doing a great job where they they're welcoming all these founders and welcoming all these founders and welcoming all these founders and entrepreneurs from whatever the age entrepreneurs from whatever the age entrepreneurs from whatever the age right and we we all share the both we right and we we all share the both we right and we we all share the both we all share the story that we see an all share the story that we see an all share the story that we see an opportunity in this country and that's opportunity in this country and that's opportunity in this country and that's another beautiful thing about this place another beautiful thing about this place another beautiful thing about this place that it gives us the freedom to grow and

that it gives us the freedom to grow and that it gives us the freedom to grow and and you cannot find in in any other and you cannot find in in any other and you cannot find in in any other country. I remember a couple of friends country. I remember a couple of friends country. I remember a couple of friends that were complaining about, you know, that were complaining about, you know, that were complaining about, you know, the healthcare and all that stuff. the healthcare and all that stuff. the healthcare and all that stuff. There's a nice quote that the United There's a nice quote that the United There's a nice quote that the United States of America is not a country of States of America is not a country of States of America is not a country of welfare, it's a country of welfare, it's a country of welfare, it's a country of opportunities. opportunities. opportunities. >> Yeah. >> Yeah. >> Yeah. >> And if you want to get welfare, go to >> And if you want to get welfare, go to >> And if you want to get welfare, go to Europe, pay those 50% taxes. But if you Europe, pay those 50% taxes. But if you Europe, pay those 50% taxes. But if you want opportunity, this is the right want opportunity, this is the right want opportunity, this is the right place. And I think we found ourselves in place. And I think we found ourselves in place. And I think we found ourselves in Houston where we can hopefully plant a Houston where we can hopefully plant a Houston where we can hopefully plant a seed and then see that grow work on that seed and then see that grow work on that seed and then see that grow work on that heart. Now coming back to your heart. Now coming back to your heart. Now coming back to your application first of all good luck and I application first of all good luck and I application first of all good luck and I think you were tapping into a very think you were tapping into a very think you were tapping into a very important topic that is still broken. important topic that is still broken. important topic that is still broken. >> Yeah. Despite the sales forces or net >> Yeah. Despite the sales forces or net >> Yeah. Despite the sales forces or net suits of this application like well suits of this application like well suits of this application like well there's a breeze there is what do you there's a breeze there is what do you there's a breeze there is what do you call workday there is what is another call workday there is what is another call workday there is what is another one uh there are deal and everything one uh there are deal and everything one uh there are deal and everything like there are a lot of significant like there are a lot of significant like there are a lot of significant players in this space players in this space players in this space >> the system is still broken right >> the system is still broken right >> the system is still broken right >> and but my question is how are you able >> and but my question is how are you able >> and but my question is how are you able to convince those companies to switch to convince those companies to switch to convince those companies to switch from their existing ATS to something from their existing ATS to something from their existing ATS to something like is are you totally replacing it or like is are you totally replacing it or like is are you totally replacing it or are you coming on top of that?

are you coming on top of that? are you coming on top of that? >> That's a great question. Um, I like to >> That's a great question. Um, I like to >> That's a great question. Um, I like to believe when Uber came around, they did believe when Uber came around, they did believe when Uber came around, they did not go not go not go um, they did not think too much on, hey, um, they did not think too much on, hey, um, they did not think too much on, hey, we're trying to replace taxi or we're we're trying to replace taxi or we're we're trying to replace taxi or we're trying to comp complement taxi. And the trying to comp complement taxi. And the trying to comp complement taxi. And the reason why I make that analogy is when reason why I make that analogy is when reason why I make that analogy is when we go back to pro brokenness, we go back to pro brokenness, we go back to pro brokenness, the solution, the the the answer to your the solution, the the the answer to your the solution, the the the answer to your question is in the solution. um what Uber did before Uber uh and and and what Uber did before Uber uh and and and and the crowd please watch how this and the crowd please watch how this and the crowd please watch how this plays out in relationship with job plays out in relationship with job plays out in relationship with job search. Right now when you write a job search. Right now when you write a job search. Right now when you write a job description, you post it out there and description, you post it out there and description, you post it out there and hopefully a candidate out there will see hopefully a candidate out there will see hopefully a candidate out there will see it and come to it. Um, before Uber, when it and come to it. Um, before Uber, when it and come to it. Um, before Uber, when you're looking for a taxi, you stand in you're looking for a taxi, you stand in you're looking for a taxi, you stand in the middle of the road and you wave your the middle of the road and you wave your the middle of the road and you wave your hand and hopefully a job a car will come hand and hopefully a job a car will come hand and hopefully a job a car will come to you. What Uber did is says, well, no, to you. What Uber did is says, well, no, to you. What Uber did is says, well, no, you know, you need a ride and I know you know, you need a ride and I know you know, you need a ride and I know somebody who's sitting out there just somebody who's sitting out there just somebody who's sitting out there just waiting for a ride and it brings you to waiting for a ride and it brings you to waiting for a ride and it brings you to you. And that's what we that's what's you. And that's what we that's what's you. And that's what we that's what's broken in the job market is broken in the job market is broken in the job market is we know, yes, I get the impatience of we know, yes, I get the impatience of we know, yes, I get the impatience of candidate. If you're sitting waiting for candidate. If you're sitting waiting for candidate. If you're sitting waiting for somebody to reach out to you, you have somebody to reach out to you, you have somebody to reach out to you, you have to do something. But at the same time, to do something. But at the same time, to do something. But at the same time, there's a hiring manager out there who's there's a hiring manager out there who's there's a hiring manager out there who's looking for people, looking for people, looking for people, not necessarily, there's a hiring not necessarily, there's a hiring not necessarily, there's a hiring manager who's hiring for cyber security manager who's hiring for cyber security manager who's hiring for cyber security role, who's not looking for a cyber

role, who's not looking for a cyber role, who's not looking for a cyber security expert, but is looking for security expert, but is looking for security expert, but is looking for somebody who is honest, trustworthy, somebody who is honest, trustworthy, somebody who is honest, trustworthy, um, whatever um, whatever um, whatever core values you could think of. That's core values you could think of. That's core values you could think of. That's what he's looking for. not necessarily what he's looking for. not necessarily what he's looking for. not necessarily only somebody who's just good at the only somebody who's just good at the only somebody who's just good at the job. Um, I feel like there's a way we job. Um, I feel like there's a way we job. Um, I feel like there's a way we can get that the same model that Uber can get that the same model that Uber can get that the same model that Uber has and still also provide to the has and still also provide to the has and still also provide to the candidate the ability to job search if candidate the ability to job search if candidate the ability to job search if you if you're not patient enough to wait you if you're not patient enough to wait you if you're not patient enough to wait for hiring manager to say, "Hey, look, for hiring manager to say, "Hey, look, for hiring manager to say, "Hey, look, I've seen your profile." I mean, our I've seen your profile." I mean, our I've seen your profile." I mean, our information is out there. if we're, you information is out there. if we're, you information is out there. if we're, you know, there there are lots of people who know, there there are lots of people who know, there there are lots of people who are still worried and and me too, you are still worried and and me too, you are still worried and and me too, you know, there are certain things I don't know, there are certain things I don't know, there are certain things I don't like AI to have my information on, but like AI to have my information on, but like AI to have my information on, but if I'm being honest, my information is if I'm being honest, my information is if I'm being honest, my information is in the dark web and you know, it's uh in the dark web and you know, it's uh in the dark web and you know, it's uh it's only a matter of time before it's only a matter of time before it's only a matter of time before somebody gets a hold of something that somebody gets a hold of something that somebody gets a hold of something that it shouldn't. That being said, we can it shouldn't. That being said, we can it shouldn't. That being said, we can tap into some of that information and tap into some of that information and tap into some of that information and feed that to the hiring manager to help feed that to the hiring manager to help feed that to the hiring manager to help the candidate out. Right. When you said the candidate out. Right. When you said the candidate out. Right. When you said my information is out there, I thought my information is out there, I thought my information is out there, I thought you mean LinkedIn and Facebook, not the you mean LinkedIn and Facebook, not the you mean LinkedIn and Facebook, not the dark, not the dark web.

dark, not the dark web. dark, not the dark web. >> I had Chase Bank called me the other >> I had Chase Bank called me the other >> I had Chase Bank called me the other day. He's like, "Do you know you got day. He's like, "Do you know you got day. He's like, "Do you know you got your email address, password out in the your email address, password out in the your email address, password out in the Blackberry?" I like that's serious cuz Blackberry?" I like that's serious cuz Blackberry?" I like that's serious cuz all my personal information is my email all my personal information is my email all my personal information is my email >> and Chase knows about it. >> and Chase knows about it. >> and Chase knows about it. >> Yes. Yeah. And the bank account. >> Yes. Yeah. And the bank account. >> Yes. Yeah. And the bank account. >> Let me push on that a little bit because >> Let me push on that a little bit because >> Let me push on that a little bit because I like the Uber analogy. I like the Uber I like the Uber analogy. I like the Uber I like the Uber analogy. I like the Uber example because there are taxes, there example because there are taxes, there example because there are taxes, there are cars. I really like that part when are cars. I really like that part when are cars. I really like that part when you said you know that you need it, you said you know that you need it, you said you know that you need it, right? And you know that there's someone right? And you know that there's someone right? And you know that there's someone out there on demand would come your way out there on demand would come your way out there on demand would come your way that would match your values, right? But that would match your values, right? But that would match your values, right? But recently I read that now the job recently I read that now the job recently I read that now the job descriptions are written by AI. descriptions are written by AI. descriptions are written by AI. >> Yeah. >> Yeah. >> Yeah. >> Posted by AI, scheduled and the >> Posted by AI, scheduled and the >> Posted by AI, scheduled and the application, the resumes are written by application, the resumes are written by application, the resumes are written by AI AI AI >> and resumes are screened by AI. So what >> and resumes are screened by AI. So what >> and resumes are screened by AI. So what is left for us? is left for us? is left for us? >> That's a great question. But then is >> That's a great question. But then is >> That's a great question. But then is that the problem? They say always ask that the problem? They say always ask that the problem? They say always ask yourself first before you solve any yourself first before you solve any yourself first before you solve any problem should the problem exist first problem should the problem exist first problem should the problem exist first and and and what I come down to is job and and and what I come down to is job and and and what I come down to is job descriptions were invented in 1800s descriptions were invented in 1800s descriptions were invented in 1800s >> and résumés were invented even further >> and résumés were invented even further >> and résumés were invented even further back in the 1400s. Uh so it was back in the 1400s. Uh so it was back in the 1400s. Uh so it was >> so there were résumés before the job >> so there were résumés before the job >> so there were résumés before the job description, description, description, >> right? Yes, there were résumés before >> right? Yes, there were résumés before >> right? Yes, there were résumés before the job description. It was some the job description. It was some the job description. It was some >> that explains unemployment, >> that explains unemployment, >> that explains unemployment, >> right?

>> right? >> right? And now let's what I'm saying is let's And now let's what I'm saying is let's And now let's what I'm saying is let's get rid of both of them. Now you can't get rid of both of them. Now you can't get rid of both of them. Now you can't you can't say that recklessly, right? you can't say that recklessly, right? you can't say that recklessly, right? Because you can't just take to take away Because you can't just take to take away Because you can't just take to take away something, you have to supplement it. something, you have to supplement it. something, you have to supplement it. But the truth is But the truth is But the truth is the the the architecture of what the the the architecture of what the the the architecture of what resumeés was. We've done we've resumeés was. We've done we've resumeés was. We've done we've accomplished so much as a society that accomplished so much as a society that accomplished so much as a society that do we still want to keep with the same do we still want to keep with the same do we still want to keep with the same model? Um do you still want to write? model? Um do you still want to write? model? Um do you still want to write? Does that make logical sense that a Does that make logical sense that a Does that make logical sense that a business who has so much stuff to do business who has so much stuff to do business who has so much stuff to do has to write a job description, put it has to write a job description, put it has to write a job description, put it out there and wait for months to fill out there and wait for months to fill out there and wait for months to fill out the role? Or can you be smarter and out the role? Or can you be smarter and out the role? Or can you be smarter and and stop doing the old way of doing and stop doing the old way of doing and stop doing the old way of doing things and find your resources faster things and find your resources faster things and find your resources faster and move over move on with your life? I and move over move on with your life? I and move over move on with your life? I like that you're challenging system and like that you're challenging system and like that you're challenging system and at the same time I think this is again at the same time I think this is again at the same time I think this is again to our viewers and listeners that that to our viewers and listeners that that to our viewers and listeners that that type of challenging takes a lot of type of challenging takes a lot of type of challenging takes a lot of resilience. You got to you got to be resilience. You got to you got to be resilience. You got to you got to be crazy to a certain point to have that crazy to a certain point to have that crazy to a certain point to have that resilience not to give up. And I think resilience not to give up. And I think resilience not to give up. And I think you know like when there's a there's a you know like when there's a there's a you know like when there's a there's a system which is broken or partially system which is broken or partially system which is broken or partially broken you come in you say hey I'm going broken you come in you say hey I'm going broken you come in you say hey I'm going to fix this one step at a time one to fix this one step at a time one to fix this one step at a time one candidate at a time one job description candidate at a time one job description candidate at a time one job description at a time. So, but I was going to ask at a time. So, but I was going to ask at a time. So, but I was going to ask you something with a little bit of you something with a little bit of you something with a little bit of challenging and this could be my last challenging and this could be my last challenging and this could be my last question be um before we wrap this up.

question be um before we wrap this up. question be um before we wrap this up. >> Let's just do a little bit of reverse >> Let's just do a little bit of reverse >> Let's just do a little bit of reverse engineering. engineering. engineering. Now that you have solution, can you Now that you have solution, can you Now that you have solution, can you please take us to the next 3 to five please take us to the next 3 to five please take us to the next 3 to five years and then reverse engineer that years and then reverse engineer that years and then reverse engineer that saying that that's where I am sitting at saying that that's where I am sitting at saying that that's where I am sitting at the table writing the signing the the table writing the signing the the table writing the signing the document for my exit. Can you walk us document for my exit. Can you walk us document for my exit. Can you walk us back from there? Where do you see that back from there? Where do you see that back from there? Where do you see that happening? happening? happening? >> It's so some of the the the mentors here >> It's so some of the the the mentors here >> It's so some of the the the mentors here we've had at the innovation studios. Uh we've had at the innovation studios. Uh we've had at the innovation studios. Uh shout outs to Ben and and his associate shout outs to Ben and and his associate shout outs to Ben and and his associate asked and Roselia have asked similar asked and Roselia have asked similar asked and Roselia have asked similar questions and I've had a few weeks now questions and I've had a few weeks now questions and I've had a few weeks now to ponder on it. to ponder on it. to ponder on it. I want to start by probably what I I want to start by probably what I I want to start by probably what I shouldn't hear from some advisor saying shouldn't hear from some advisor saying shouldn't hear from some advisor saying I want to start by the product uh is I I want to start by the product uh is I I want to start by the product uh is I see see see fully completed fully completed fully completed a product where you don't have to spend a product where you don't have to spend a product where you don't have to spend so much time job searching uh curating so much time job searching uh curating so much time job searching uh curating list of applications you've submitted to list of applications you've submitted to list of applications you've submitted to and then having to go back and remember and then having to go back and remember and then having to go back and remember who you called who you sent email to few who you called who you sent email to few who you called who you sent email to few weeks ago. instead a job uh if any weeks ago. instead a job uh if any weeks ago. instead a job uh if any employer is in their right mind is I employer is in their right mind is I employer is in their right mind is I want my candidate or prospective want my candidate or prospective want my candidate or prospective candidate to be getting ready for the candidate to be getting ready for the candidate to be getting ready for the role that I want them ready for. And if role that I want them ready for. And if role that I want them ready for. And if that uh candidate can spend their time that uh candidate can spend their time that uh candidate can spend their time on my platform like you do Udemy, like on my platform like you do Udemy, like on my platform like you do Udemy, like you do Hack the Box, try Acme instead of you do Hack the Box, try Acme instead of you do Hack the Box, try Acme instead of spending time applying for jobs and

spending time applying for jobs and spending time applying for jobs and trust that that platform is doing trust that that platform is doing trust that that platform is doing everything it can to find you a job. Um, everything it can to find you a job. Um, everything it can to find you a job. Um, one of the problems we have with one of the problems we have with one of the problems we have with applicant tracking system is it filters applicant tracking system is it filters applicant tracking system is it filters out candidate. It's not a bad thing on out candidate. It's not a bad thing on out candidate. It's not a bad thing on its own. It's because it doesn't do its own. It's because it doesn't do its own. It's because it doesn't do anything about the candidates. it anything about the candidates. it anything about the candidates. it filters out. If it can continue looking filters out. If it can continue looking filters out. If it can continue looking for jobs for that candidate and let that for jobs for that candidate and let that for jobs for that candidate and let that candidate candidate candidate um get better at their skill sets, I um get better at their skill sets, I um get better at their skill sets, I think that's the ideal world. I like the think that's the ideal world. I like the think that's the ideal world. I like the foundational change that you're foundational change that you're foundational change that you're offering. I really like that approach. offering. I really like that approach. offering. I really like that approach. And one thing before we wrap up, I will And one thing before we wrap up, I will And one thing before we wrap up, I will say the last and if you want to add few say the last and if you want to add few say the last and if you want to add few things. I was talking to an investor. things. I was talking to an investor. things. I was talking to an investor. Two stories actually quick. Maybe the Two stories actually quick. Maybe the Two stories actually quick. Maybe the viewers and listeners may find this viewers and listeners may find this viewers and listeners may find this interesting. I was having a 2 a.m. Zoom interesting. I was having a 2 a.m. Zoom interesting. I was having a 2 a.m. Zoom call with an investor from South Korea. call with an investor from South Korea. call with an investor from South Korea. This is pre- pandemic. And so we are in This is pre- pandemic. And so we are in This is pre- pandemic. And so we are in New York. We are raising our um first New York. We are raising our um first New York. We are raising our um first seed round. And I talking to an investor seed round. And I talking to an investor seed round. And I talking to an investor from South Korea. And he comes closer to from South Korea. And he comes closer to from South Korea. And he comes closer to the Zoom camera. He says, "Sell me your the Zoom camera. He says, "Sell me your the Zoom camera. He says, "Sell me your company. How much?" Right on the spot.

company. How much?" Right on the spot. company. How much?" Right on the spot. And I on top of my mind I said, "50 And I on top of my mind I said, "50 And I on top of my mind I said, "50 million." million." million." >> And he said, "I like this because you >> And he said, "I like this because you >> And he said, "I like this because you have some sort of number." And today have some sort of number." And today have some sort of number." And today when they ask me like when when I'm when they ask me like when when I'm when they ask me like when when I'm trying to fund raise or talking to trying to fund raise or talking to trying to fund raise or talking to investor they're like so what is the investor they're like so what is the investor they're like so what is the ultimate goal and I do reverse ultimate goal and I do reverse ultimate goal and I do reverse engineering which reverse engineering engineering which reverse engineering engineering which reverse engineering helps me think differently here I would helps me think differently here I would helps me think differently here I would recommend to some of the founders recommend to some of the founders recommend to some of the founders hopefully they may find this useful I hopefully they may find this useful I hopefully they may find this useful I say I'm going to sell my company for say I'm going to sell my company for say I'm going to sell my company for making this up $550 million in order to making this up $550 million in order to making this up $550 million in order to sell my company for $550 million I need sell my company for $550 million I need sell my company for $550 million I need to have 200 million ARR in order to have to have 200 million ARR in order to have to have 200 million ARR in order to have 200 million ARR I need to have let's 200 million ARR I need to have let's 200 million ARR I need to have let's just say I'm making this up uh 100 uh just say I'm making this up uh 100 uh just say I'm making this up uh 100 uh 100 or 5 million MR monthly current. 100 or 5 million MR monthly current. 100 or 5 million MR monthly current. >> How do you how do you make that >> How do you how do you make that >> How do you how do you make that equation? equation? equation? >> You sell your company to 3 to 5x. >> You sell your company to 3 to 5x. >> You sell your company to 3 to 5x. >> Okay. >> Okay. >> Okay. >> So that's how you go back right and then >> So that's how you go back right and then >> So that's how you go back right and then whatever MR you have 12x is your ARR and whatever MR you have 12x is your ARR and whatever MR you have 12x is your ARR and then you say I need to have 10 million then you say I need to have 10 million then you say I need to have 10 million monthly recurring revenue. What how many monthly recurring revenue. What how many monthly recurring revenue. What how many customers do I need to have 10 million customers do I need to have 10 million customers do I need to have 10 million monthly recurring revenue? Let's just monthly recurring revenue? Let's just monthly recurring revenue? Let's just say I need 200 clients. In order to get say I need 200 clients. In order to get say I need 200 clients. In order to get 200 clients, how many sales 200 clients, how many sales 200 clients, how many sales representatives do I need? How many representatives do I need? How many representatives do I need? How many meetings do I need per week? How how how meetings do I need per week? How how how meetings do I need per week? How how how frequently I need to meet with these, frequently I need to meet with these, frequently I need to meet with these, right? How many calls do I need to have right? How many calls do I need to have right? How many calls do I need to have on my calendar so that I can reach to 10 on my calendar so that I can reach to 10 on my calendar so that I can reach to 10 million monthly recurring revenue so million monthly recurring revenue so million monthly recurring revenue so that I can reach 200 million ARR? I'm that I can reach 200 million ARR? I'm that I can reach 200 million ARR? I'm just making these numbers up. So I can just making these numbers up. So I can just making these numbers up. So I can sell my company 400. That's And how many

sell my company 400. That's And how many sell my company 400. That's And how many meetings do I need this week? and how meetings do I need this week? and how meetings do I need this week? and how many meetings do I need today? That many meetings do I need today? That many meetings do I need today? That clearly defines my next action so that I clearly defines my next action so that I clearly defines my next action so that I can fill out my week. I don't have to can fill out my week. I don't have to can fill out my week. I don't have to think down the road three years. I just think down the road three years. I just think down the road three years. I just need to think about tomorrow. Is my need to think about tomorrow. Is my need to think about tomorrow. Is my calendar full enough with the meetings calendar full enough with the meetings calendar full enough with the meetings so I can make up to this monthly so I can make up to this monthly so I can make up to this monthly recurring revenue so I can build up to recurring revenue so I can build up to recurring revenue so I can build up to my annual recurring revenue. That my annual recurring revenue. That my annual recurring revenue. That definitely helps me in terms of what I definitely helps me in terms of what I definitely helps me in terms of what I need to do. And sometimes I'm need to do. And sometimes I'm need to do. And sometimes I'm embarrassed when I'm not doing it. I'm embarrassed when I'm not doing it. I'm embarrassed when I'm not doing it. I'm like, whoa, I didn't have my meetings like, whoa, I didn't have my meetings like, whoa, I didn't have my meetings today. So it shakens me up. I'm just today. So it shakens me up. I'm just today. So it shakens me up. I'm just back on the calendar, back on the back on the calendar, back on the back on the calendar, back on the meeting. It definitely helps and I wish meeting. It definitely helps and I wish meeting. It definitely helps and I wish you all the best with your solution. you all the best with your solution. you all the best with your solution. Hopefully one day you will call us to Hopefully one day you will call us to Hopefully one day you will call us to the uh sales or going public and we will the uh sales or going public and we will the uh sales or going public and we will celebrate and we will be cheering until celebrate and we will be cheering until celebrate and we will be cheering until then from the sidelines. then from the sidelines. then from the sidelines. >> I like it. To answer your question >> I like it. To answer your question >> I like it. To answer your question though like it's it's I love you you though like it's it's I love you you though like it's it's I love you you have a great business mind to be able to have a great business mind to be able to have a great business mind to be able to think ahead and bring it uh backwards. I think ahead and bring it uh backwards. I think ahead and bring it uh backwards. I think I come from a solutions think I come from a solutions think I come from a solutions perspective whereas like I want to focus perspective whereas like I want to focus perspective whereas like I want to focus on what the problem is. Um, we had a on what the problem is. Um, we had a on what the problem is. Um, we had a conversation earlier too. You know, conversation earlier too. You know, conversation earlier too. You know, everyone has different strengths and everyone has different strengths and everyone has different strengths and hopefully at down the road I'll run into hopefully at down the road I'll run into hopefully at down the road I'll run into a co-founder who can pick up the a co-founder who can pick up the a co-founder who can pick up the business and a lot who has that instinct business and a lot who has that instinct business and a lot who has that instinct for the business mind a little better for the business mind a little better for the business mind a little better than I do.

than I do. than I do. >> Right. >> Right. >> Right. >> If you're paying well, I'm open to that. >> If you're paying well, I'm open to that. >> If you're paying well, I'm open to that. >> Oh, now we're talking. >> Oh, now we're talking. >> Oh, now we're talking. >> Thank you so much for being with us. >> Thank you so much for being with us. >> Thank you so much for being with us. >> Absolutely. Thank you. It's been a >> Absolutely. Thank you. It's been a >> Absolutely. Thank you. It's been a pleasure. Cheers. All right. All right, we are moving over to the All right, we are moving over to the couch where we're going to finish off couch where we're going to finish off couch where we're going to finish off the show uh with a conversation. But the show uh with a conversation. But the show uh with a conversation. But first, if there's any founders that first, if there's any founders that first, if there's any founders that would like to introduce yourself, please would like to introduce yourself, please would like to introduce yourself, please come to the couch and we're going to come to the couch and we're going to come to the couch and we're going to pass you'll have a minute to do the pass you'll have a minute to do the pass you'll have a minute to do the introductions. introductions. introductions. >> Would you like >> I thought it was the mic.

>> I thought it was the mic. >> Feel like a little cat. I'm still trying to figure out what this I'm still trying to figure out what this is. is. is. >> I think that's a laser pointer, dude. >> I think that's a laser pointer, dude. >> I think that's a laser pointer, dude. >> Yeah, >> Yeah, >> Yeah, >> I'm pretty sure that is. >> He's going first. Can you >> He's going first. Can you >> Are we good? There we go. >> Are we good? There we go. >> Are we good? There we go. >> Okay. So, I'm just >> No problem. No problem. Hey, everyone. >> No problem. No problem. Hey, everyone. Uh my name is Shaka. You may have seen Uh my name is Shaka. You may have seen Uh my name is Shaka. You may have seen me on the uh show before. Uh I'm the me on the uh show before. Uh I'm the me on the uh show before. Uh I'm the founder of Houston Board of Food founder of Houston Board of Food founder of Houston Board of Food Security. Uh we work uh here in the uh Security. Uh we work uh here in the uh Security. Uh we work uh here in the uh in the city around being able to uh in the city around being able to uh in the city around being able to uh increase the uh consumption of locally increase the uh consumption of locally increase the uh consumption of locally grown food. Uh it's an amazing uh grown food. Uh it's an amazing uh grown food. Uh it's an amazing uh mission that I'm on and I have mission that I'm on and I have mission that I'm on and I have individuals here at the founder couch uh individuals here at the founder couch uh individuals here at the founder couch uh who are on that mission with me. Uh if who are on that mission with me. Uh if who are on that mission with me. Uh if you're ever in Houston um at Fridays, you're ever in Houston um at Fridays, you're ever in Houston um at Fridays, stop by. It's an amazing group to be a stop by. It's an amazing group to be a stop by. It's an amazing group to be a part of.

>> Hello. Uh my name is Megan Dakota. I'm >> Hello. Uh my name is Megan Dakota. I'm founder of Houston Bloom. We provide founder of Houston Bloom. We provide founder of Houston Bloom. We provide events that help people do peer-to-peer events that help people do peer-to-peer events that help people do peer-to-peer education to upskill and uh matchmaking education to upskill and uh matchmaking education to upskill and uh matchmaking events to help people in Houston find events to help people in Houston find events to help people in Houston find collaborators. Um, I'm building the collaborators. Um, I'm building the collaborators. Um, I'm building the community legibility spec, which is community legibility spec, which is community legibility spec, which is technology that's open- source and technology that's open- source and technology that's open- source and decentralized that enables co-creation decentralized that enables co-creation decentralized that enables co-creation without data extraction. >> Hi everyone, name is Gavin um, founder >> Hi everyone, name is Gavin um, founder of Divine Consulting Services. Uh under of Divine Consulting Services. Uh under of Divine Consulting Services. Uh under that umbrella I have a app called purely that umbrella I have a app called purely that umbrella I have a app called purely is a is a biblical u is a biblical app is a is a biblical u is a biblical app is a is a biblical u is a biblical app that uh allows you to have prayer come that uh allows you to have prayer come that uh allows you to have prayer come up with a solution and is uh AI based up with a solution and is uh AI based up with a solution and is uh AI based but is also privacydriven. So no apps but is also privacydriven. So no apps but is also privacydriven. So no apps are no data from your app will able to are no data from your app will able to are no data from your app will able to leave your phone. So pretty much a leave your phone. So pretty much a leave your phone. So pretty much a solution just to keep intimate things solution just to keep intimate things solution just to keep intimate things private. So that is my spill.

>> Hello, I'm Ryan Rey. I have just started >> Hello, I'm Ryan Rey. I have just started apicient innovations this week. uh the apicient innovations this week. uh the apicient innovations this week. uh the product so far is we have a graph uh product so far is we have a graph uh product so far is we have a graph uh based we have graph-based rag system based we have graph-based rag system based we have graph-based rag system that is also a documentation engine. So that is also a documentation engine. So that is also a documentation engine. So the objective is that it keeps all your the objective is that it keeps all your the objective is that it keeps all your documentation consistent because it is documentation consistent because it is documentation consistent because it is all extracted directly from the AI all extracted directly from the AI all extracted directly from the AI memory. So if you have projects that memory. So if you have projects that memory. So if you have projects that generates far too much documentation and generates far too much documentation and generates far too much documentation and you start having things go stale, we can you start having things go stale, we can you start having things go stale, we can fix it and make sure that you don't have fix it and make sure that you don't have fix it and make sure that you don't have any looping issues. We have a live demo any looping issues. We have a live demo any looping issues. We have a live demo available on GitHub. It is all local available on GitHub. It is all local available on GitHub. It is all local currently. We are still working on the currently. We are still working on the currently. We are still working on the back end, but we will get that up soon. back end, but we will get that up soon. back end, but we will get that up soon. >> Thank you, Ryan. And with that, we're >> Thank you, Ryan. And with that, we're >> Thank you, Ryan. And with that, we're just going to head into our couch just going to head into our couch just going to head into our couch conversation. Uh Seymour, if you want to conversation. Uh Seymour, if you want to conversation. Uh Seymour, if you want to lead the conversation, but I actually lead the conversation, but I actually lead the conversation, but I actually have a question for you first. Uh and have a question for you first. Uh and have a question for you first. Uh and it's one that Joseph kind of posed to us it's one that Joseph kind of posed to us it's one that Joseph kind of posed to us earlier, which is, did you always know earlier, which is, did you always know earlier, which is, did you always know that you're going to be an entrepreneur?

that you're going to be an entrepreneur? that you're going to be an entrepreneur? No, the answer is no because when you No, the answer is no because when you No, the answer is no because when you grow up, you grow up with these certain grow up, you grow up with these certain grow up, you grow up with these certain societal limitations, right? You finish societal limitations, right? You finish societal limitations, right? You finish your college, you get a job and you get your college, you get a job and you get your college, you get a job and you get paid which is there's nothing wrong paid which is there's nothing wrong paid which is there's nothing wrong about that as well, right? So I think it about that as well, right? So I think it about that as well, right? So I think it comes down to what we start feeling. So comes down to what we start feeling. So comes down to what we start feeling. So I call it entrepreneurial itch. we I call it entrepreneurial itch. we I call it entrepreneurial itch. we talked about in the beginning and talked about in the beginning and talked about in the beginning and imagine you're laying on couch and just imagine you're laying on couch and just imagine you're laying on couch and just resting and then you start scratching resting and then you start scratching resting and then you start scratching your head, scratching your leg and I your head, scratching your leg and I your head, scratching your leg and I call it like the entrepreneurial itch. call it like the entrepreneurial itch. call it like the entrepreneurial itch. When you reach certain age like could be When you reach certain age like could be When you reach certain age like could be 19 like Deji could be 21, 25, 40, 42, 19 like Deji could be 21, 25, 40, 42, 19 like Deji could be 21, 25, 40, 42, 50, whatever you feel like you want to 50, whatever you feel like you want to 50, whatever you feel like you want to do something you want to build something do something you want to build something do something you want to build something of your own. You feel like you could of your own. You feel like you could of your own. You feel like you could either bring some value with that, either bring some value with that, either bring some value with that, right? and you start seeing the problem right? and you start seeing the problem right? and you start seeing the problem as a recurring personal and you like I'm as a recurring personal and you like I'm as a recurring personal and you like I'm encountering this every day and at some encountering this every day and at some encountering this every day and at some point you decide to do something about point you decide to do something about point you decide to do something about this. I believe that's when you start this. I believe that's when you start this. I believe that's when you start scratching that entrepreneurial edge and scratching that entrepreneurial edge and scratching that entrepreneurial edge and sometimes you do something for yourself sometimes you do something for yourself sometimes you do something for yourself just to solve your own problem and it just to solve your own problem and it just to solve your own problem and it happens to be something useful others happens to be something useful others happens to be something useful others start using it finding p one of the start using it finding p one of the start using it finding p one of the inspiring stories for me is Justin's inspiring stories for me is Justin's inspiring stories for me is Justin's peanut butter have you heard of it he peanut butter have you heard of it he peanut butter have you heard of it he sold his company in 2016 for $281 sold his company in 2016 for $281 sold his company in 2016 for $281 million the reason he started making million the reason he started making million the reason he started making peanut butter at home because he was peanut butter at home because he was peanut butter at home because he was vegetarian and he wanted a source of vegetarian and he wanted a source of vegetarian and he wanted a source of protein and he started doing this at protein and he started doing this at protein and he started doing this at home and putting into sort of uh like

home and putting into sort of uh like home and putting into sort of uh like packages and he noticed that his packages and he noticed that his packages and he noticed that his roommate started stealing his peanut roommate started stealing his peanut roommate started stealing his peanut butter and eating it because it was butter and eating it because it was butter and eating it because it was tasty and he decided to label it so that tasty and he decided to label it so that tasty and he decided to label it so that they don't steal it. He started writing they don't steal it. He started writing they don't steal it. He started writing Justin's Justin's Justin's >> and it started growing at some point he >> and it started growing at some point he >> and it started growing at some point he said he's got the guy's from Colorado said he's got the guy's from Colorado said he's got the guy's from Colorado Boulder Colorado. He said you know what Boulder Colorado. He said you know what Boulder Colorado. He said you know what this could be something good. He this could be something good. He this could be something good. He borrowed $75,000 and he started making borrowed $75,000 and he started making borrowed $75,000 and he started making peanut butter at home. 10 years later, peanut butter at home. 10 years later, peanut butter at home. 10 years later, sold it for $281 million. 10 years sold it for $281 million. 10 years sold it for $281 million. 10 years later. Now imagine this later. Now imagine this later. Now imagine this 10 years, right? We think we hear the 10 years, right? We think we hear the 10 years, right? We think we hear the stories beginning. We hear that 281 stories beginning. We hear that 281 stories beginning. We hear that 281 million. Nobody wants to hear that million. Nobody wants to hear that million. Nobody wants to hear that 10year thing, 10year thing, 10year thing, >> right? And imagine you start something >> right? And imagine you start something >> right? And imagine you start something today and then 10 years later you have today and then 10 years later you have today and then 10 years later you have grown up something significant. So I grown up something significant. So I grown up something significant. So I would say the secret source of would say the secret source of would say the secret source of entrepreneurship entrepreneurship entrepreneurship is the secret the name of the game is is the secret the name of the game is is the secret the name of the game is patience but we don't we cannot know if patience but we don't we cannot know if patience but we don't we cannot know if you are entrepreneur from beginning or you are entrepreneur from beginning or you are entrepreneur from beginning or not that comes I guess with trying or not that comes I guess with trying or not that comes I guess with trying or experiencing that pain yourself.

experiencing that pain yourself. experiencing that pain yourself. >> Yeah that's lovely. Uh one term that >> Yeah that's lovely. Uh one term that >> Yeah that's lovely. Uh one term that I've heard from it is the pathless path I've heard from it is the pathless path I've heard from it is the pathless path versus the default and uh yeah thank you versus the default and uh yeah thank you versus the default and uh yeah thank you for sharing that because that resonates for sharing that because that resonates for sharing that because that resonates with me. with me. with me. I'm curious um you know we we've I'm curious um you know we we've I'm curious um you know we we've listened to the the funded founders uh listened to the the funded founders uh listened to the the funded founders uh and heard from Seymour talking about and heard from Seymour talking about and heard from Seymour talking about exits. Is anyone in this room a founder exits. Is anyone in this room a founder exits. Is anyone in this room a founder that isn't sure if they want to exit? that isn't sure if they want to exit? that isn't sure if they want to exit? Because I'm one of them and I'm curious Because I'm one of them and I'm curious Because I'm one of them and I'm curious what that even looks like. Uh so I'm what that even looks like. Uh so I'm what that even looks like. Uh so I'm just curious if anyone in the room just curious if anyone in the room just curious if anyone in the room either is in the same boat or has any either is in the same boat or has any either is in the same boat or has any knowledge about that. knowledge about that. knowledge about that. >> Who wants to? No, I'm curious if anyone >> Who wants to? No, I'm curious if anyone >> Who wants to? No, I'm curious if anyone in the room is in the same boat or if in the room is in the same boat or if in the room is in the same boat or if anyone has any knowledge about it. anyone has any knowledge about it. anyone has any knowledge about it. >> Yeah, I'm in the same boat about not >> Yeah, I'm in the same boat about not >> Yeah, I'm in the same boat about not exiting. And that's just because I know exiting. And that's just because I know exiting. And that's just because I know and I'm not going to say I know. I'm and I'm not going to say I know. I'm and I'm not going to say I know. I'm just going to say I have a gut feeling. just going to say I have a gut feeling. just going to say I have a gut feeling. Um, whoever would take take what I've Um, whoever would take take what I've Um, whoever would take take what I've created with my app, they're going to created with my app, they're going to created with my app, they're going to use it to exploit everybody's use it to exploit everybody's use it to exploit everybody's information. So, and I I worked pretty information. So, and I I worked pretty information. So, and I I worked pretty hard and worked through hoops and hard and worked through hoops and hard and worked through hoops and hurdles to make sure that people are hurdles to make sure that people are hurdles to make sure that people are protected. It's probably the most protected. It's probably the most protected. It's probably the most selfless thing I've ever done because I selfless thing I've ever done because I selfless thing I've ever done because I could have easily like I could have could have easily like I could have could have easily like I could have easily like made a lot of money just by easily like made a lot of money just by easily like made a lot of money just by asking asking for people's information asking asking for people's information asking asking for people's information and then actually like hopping the app and then actually like hopping the app and then actually like hopping the app for free on Google for the consumer, but

for free on Google for the consumer, but for free on Google for the consumer, but Google uh pays me on the back end for Google uh pays me on the back end for Google uh pays me on the back end for the ads or whatnot. It could have easily the ads or whatnot. It could have easily the ads or whatnot. It could have easily it could have easily made me a lot of it could have easily made me a lot of it could have easily made me a lot of money. But morals and ethics just uh money. But morals and ethics just uh money. But morals and ethics just uh told me not to do that. And of course told me not to do that. And of course told me not to do that. And of course with Apple, it's easy. Like you don't with Apple, it's easy. Like you don't with Apple, it's easy. Like you don't really have to jump through those hoops really have to jump through those hoops really have to jump through those hoops and hurdles. I I'll go through that on and hurdles. I I'll go through that on and hurdles. I I'll go through that on another episode. But um I think uh I another episode. But um I think uh I another episode. But um I think uh I think think think in order for me to actually give it up, in order for me to actually give it up, in order for me to actually give it up, it it has to be somebody with the same it it has to be somebody with the same it it has to be somebody with the same moral principles. like, hey, you can moral principles. like, hey, you can moral principles. like, hey, you can throw millions at me, but at the same throw millions at me, but at the same throw millions at me, but at the same time, hey, my morals are there. So, I time, hey, my morals are there. So, I time, hey, my morals are there. So, I don't think I'd be able to I don't think don't think I'd be able to I don't think don't think I'd be able to I don't think I'd be able to do that. I'd be able to do that. I'd be able to do that. >> It's funny. It's like we need Joseph's >> It's funny. It's like we need Joseph's >> It's funny. It's like we need Joseph's uh values alignment uh tool already. Uh uh values alignment uh tool already. Uh uh values alignment uh tool already. Uh but no I I think that you know when we but no I I think that you know when we but no I I think that you know when we talk about the founders starting talk about the founders starting talk about the founders starting something and having that itch and something and having that itch and something and having that itch and wanting to solve a problem it's hard for wanting to solve a problem it's hard for wanting to solve a problem it's hard for me when like you know at the end of the me when like you know at the end of the me when like you know at the end of the day if you are selling it's going and day if you are selling it's going and day if you are selling it's going and it's going to be made into whatever it's going to be made into whatever it's going to be made into whatever people make of it. Go ahead Joseph.

people make of it. Go ahead Joseph. people make of it. Go ahead Joseph. >> Can I ask why? Like why would you like >> Can I ask why? Like why would you like >> Can I ask why? Like why would you like when you were asking the question my when you were asking the question my when you were asking the question my mind was of course I want to get rid of mind was of course I want to get rid of mind was of course I want to get rid of my stuff as quickly as possible because my stuff as quickly as possible because my stuff as quickly as possible because that's and it's not it's it's that's and it's not it's it's that's and it's not it's it's there's so much that I could think of to there's so much that I could think of to there's so much that I could think of to get the product from one A to B and a get the product from one A to B and a get the product from one A to B and a lot of times if you can let other people lot of times if you can let other people lot of times if you can let other people into your idea you the idea travels f into your idea you the idea travels f into your idea you the idea travels f far further one and two is also when you far further one and two is also when you far further one and two is also when you sell you cash out you know that's where sell you cash out you know that's where sell you cash out you know that's where you that's that's where you get the cash you that's that's where you get the cash you that's that's where you get the cash from. But then outside of that too, the from. But then outside of that too, the from. But then outside of that too, the idea travels further idea travels further idea travels further >> when you can pass it on to someone else >> when you can pass it on to someone else >> when you can pass it on to someone else to say, "Hey, add in what you what you to say, "Hey, add in what you what you to say, "Hey, add in what you what you think this should be." think this should be." think this should be." >> Um, >> Um, >> Um, >> so why? Yeah, the question is why? Why >> so why? Yeah, the question is why? Why >> so why? Yeah, the question is why? Why would you want to hold on to? would you want to hold on to? would you want to hold on to? >> Yeah. So, I guess like that getting >> Yeah. So, I guess like that getting >> Yeah. So, I guess like that getting ahead to make the money to get the seed ahead to make the money to get the seed ahead to make the money to get the seed for the next thing is I get it. Like I for the next thing is I get it. Like I for the next thing is I get it. Like I get it. But for me, I guess um get it. But for me, I guess um get it. But for me, I guess um one of the issues is that trading of of one of the issues is that trading of of one of the issues is that trading of of companies and assets and being so companies and assets and being so companies and assets and being so removed from your stakeholders or the removed from your stakeholders or the removed from your stakeholders or the people that you're trying to serve, I I people that you're trying to serve, I I people that you're trying to serve, I I really value that distance being as really value that distance being as really value that distance being as short as possible. And so when you talk short as possible. And so when you talk short as possible. And so when you talk about like people coming and buying you about like people coming and buying you about like people coming and buying you or acquiring you, you know, that's or acquiring you, you know, that's or acquiring you, you know, that's making you larger and bigger and in my making you larger and bigger and in my making you larger and bigger and in my opinion further away from maybe the opinion further away from maybe the opinion further away from maybe the problems you're trying to solve. And so problems you're trying to solve. And so problems you're trying to solve. And so when we talk about solving systemic or when we talk about solving systemic or when we talk about solving systemic or you know issues in the world um you know

you know issues in the world um you know you know issues in the world um you know it doesn't it's never made so much sense it doesn't it's never made so much sense it doesn't it's never made so much sense to me like I guess in that like it's to me like I guess in that like it's to me like I guess in that like it's been something I've always struggled been something I've always struggled been something I've always struggled with uh yeah with uh yeah with uh yeah >> I would like to add something to that >> I would like to add something to that >> I would like to add something to that because that's that's how what because that's that's how what because that's that's how what differentiates us as founders. There are differentiates us as founders. There are differentiates us as founders. There are multiple types of founders, right? One multiple types of founders, right? One multiple types of founders, right? One of them could be they always say that uh of them could be they always say that uh of them could be they always say that uh begin with the end in mind, begin with the end in mind, begin with the end in mind, >> right? So you have to put that in >> right? So you have to put that in >> right? So you have to put that in perspective like Gavin said, do you want perspective like Gavin said, do you want perspective like Gavin said, do you want to sell it or not? Do you want to exit to sell it or not? Do you want to exit to sell it or not? Do you want to exit or not? Do you want to are you going to or not? Do you want to are you going to or not? Do you want to are you going to raise VC money or not? Maybe there are raise VC money or not? Maybe there are raise VC money or not? Maybe there are there are tons of founders that have there are tons of founders that have there are tons of founders that have done bootstrapping. They have never done bootstrapping. They have never done bootstrapping. They have never taken a single dollar. They are taken a single dollar. They are taken a single dollar. They are profitable and they have bootstrapped profitable and they have bootstrapped profitable and they have bootstrapped from day one. no outside VC money from day one. no outside VC money from day one. no outside VC money because when you get VC money then you because when you get VC money then you because when you get VC money then you have to play with their agenda which is have to play with their agenda which is have to play with their agenda which is again comes down to subjective again comes down to subjective again comes down to subjective preference right it depends on the preference right it depends on the preference right it depends on the founder would you like to also depends founder would you like to also depends founder would you like to also depends on what kind of business you're building on what kind of business you're building on what kind of business you're building if you're building something for if you're building something for if you're building something for community like you mentioned then maybe community like you mentioned then maybe community like you mentioned then maybe you say you know what I will continue you say you know what I will continue you say you know what I will continue growing slowly right I'll be a boutique growing slowly right I'll be a boutique growing slowly right I'll be a boutique firm let's just say and I don't want to firm let's just say and I don't want to firm let's just say and I don't want to scale up like crazy for example let me scale up like crazy for example let me scale up like crazy for example let me give you an example of Mr. beast. He give you an example of Mr. beast. He give you an example of Mr. beast. He started chocolate recently, right? Did started chocolate recently, right? Did started chocolate recently, right? Did it take off? It took off one and then it take off? It took off one and then it take off? It took off one and then the spike is this and then all the goes the spike is this and then all the goes the spike is this and then all the goes down. My son insisted that we need to down. My son insisted that we need to down. My son insisted that we need to buy one and he didn't finish it.

buy one and he didn't finish it. buy one and he didn't finish it. >> When I asked him, do you want a second >> When I asked him, do you want a second >> When I asked him, do you want a second one? He was like, "No, I don't like it." one? He was like, "No, I don't like it." one? He was like, "No, I don't like it." So, Mr. Beast was like a match stick, So, Mr. Beast was like a match stick, So, Mr. Beast was like a match stick, right? Burned fast, start took fire right? Burned fast, start took fire right? Burned fast, start took fire fast, and then died fast. But at the end fast, and then died fast. But at the end fast, and then died fast. But at the end of the day depends on do you want to go of the day depends on do you want to go of the day depends on do you want to go together or do you want to go faster together or do you want to go faster together or do you want to go faster outside capital will help you but the outside capital will help you but the outside capital will help you but the private equity firms will push you to private equity firms will push you to private equity firms will push you to sell right they will say you need to sell right they will say you need to sell right they will say you need to close when you get investor money for close when you get investor money for close when you get investor money for example we raise money and investor example we raise money and investor example we raise money and investor funds work work eight years in the first funds work work eight years in the first funds work work eight years in the first four years they invest money and in the four years they invest money and in the four years they invest money and in the second four year they want you to sell second four year they want you to sell second four year they want you to sell and exit because they need to take the and exit because they need to take the and exit because they need to take the ROI back right they need to take this ROI back right they need to take this ROI back right they need to take this like at like at like at I don't know 40x, 50x, thousandx. They I don't know 40x, 50x, thousandx. They I don't know 40x, 50x, thousandx. They want that money back so that they can want that money back so that they can want that money back so that they can pay their LPS, limited limited partners. pay their LPS, limited limited partners. pay their LPS, limited limited partners. I think it comes down to what kind of I think it comes down to what kind of I think it comes down to what kind of founder you are, right? What kind of founder you are, right? What kind of founder you are, right? What kind of business you're building and what do you business you're building and what do you business you're building and what do you want to do with this business? Do you want to do with this business? Do you want to do with this business? Do you want to sell it and get it done, build want to sell it and get it done, build want to sell it and get it done, build something else, or do you want to something else, or do you want to something else, or do you want to continue and pass it to the family or do continue and pass it to the family or do continue and pass it to the family or do you want to just keep it as a boutique you want to just keep it as a boutique you want to just keep it as a boutique and continue growing with slow pace and continue growing with slow pace and continue growing with slow pace where you have inner peace and peace of where you have inner peace and peace of where you have inner peace and peace of mind and you you are on you you are in mind and you you are on you you are in mind and you you are on you you are in charge of your agenda. It comes down to charge of your agenda. It comes down to charge of your agenda. It comes down to the preferences.

the preferences. the preferences. >> Yeah, that was something that I was >> Yeah, that was something that I was >> Yeah, that was something that I was actually going to touch on as well. Um actually going to touch on as well. Um actually going to touch on as well. Um because me and you, we're our uh our because me and you, we're our uh our because me and you, we're our uh our functions are are very similar to the functions are are very similar to the functions are are very similar to the point to where it's like we're building point to where it's like we're building point to where it's like we're building something for the communities and we may something for the communities and we may something for the communities and we may not necessarily be uh able I'm not going not necessarily be uh able I'm not going not necessarily be uh able I'm not going to say able to get to that position to to say able to get to that position to to say able to get to that position to where we can sell, but we're where we're where we can sell, but we're where we're where we can sell, but we're where we're feeling like we have to or in in that feeling like we have to or in in that feeling like we have to or in in that kind of sense to where if Joseph's kind of sense to where if Joseph's kind of sense to where if Joseph's building an app or um like what uh DJ is building an app or um like what uh DJ is building an app or um like what uh DJ is doing with his uh his business where doing with his uh his business where doing with his uh his business where they may be they may be they may be I'm not going to say have like more of I'm not going to say have like more of I'm not going to say have like more of more incentive but uh it's more in line more incentive but uh it's more in line more incentive but uh it's more in line for them to begin to start to sell their for them to begin to start to sell their for them to begin to start to sell their apps where uh where where we are where apps where uh where where we are where apps where uh where where we are where we're attempting to foster and build a we're attempting to foster and build a we're attempting to foster and build a much larger community around uh our much larger community around uh our much larger community around uh our missions that we want to be able to to missions that we want to be able to to missions that we want to be able to to to see happen. doesn't necessarily mean to see happen. doesn't necessarily mean to see happen. doesn't necessarily mean that um you sell or you exit. You may that um you sell or you exit. You may that um you sell or you exit. You may step down, but you're still heavily step down, but you're still heavily step down, but you're still heavily involved in that because that is a very involved in that because that is a very involved in that because that is a very personal mission that um you may be able personal mission that um you may be able personal mission that um you may be able to do for like the rest of your life and to do for like the rest of your life and to do for like the rest of your life and that may be something that you stay in that may be something that you stay in that may be something that you stay in control of.

control of. control of. >> Yeah. Uh I'm so glad that you're here. I >> Yeah. Uh I'm so glad that you're here. I >> Yeah. Uh I'm so glad that you're here. I was at watching a past video and I heard was at watching a past video and I heard was at watching a past video and I heard your introduction and uh I want to talk your introduction and uh I want to talk your introduction and uh I want to talk because the way that you're going about because the way that you're going about because the way that you're going about getting funds for the work you're doing, getting funds for the work you're doing, getting funds for the work you're doing, it's very creative. It's like bringing it's very creative. It's like bringing it's very creative. It's like bringing together different stakeholders in the together different stakeholders in the together different stakeholders in the community and um what I guess is community and um what I guess is community and um what I guess is interesting to me is we had at the interesting to me is we had at the interesting to me is we had at the beginning of the month the guest speaker beginning of the month the guest speaker beginning of the month the guest speaker who uh was an angel investor come on and who uh was an angel investor come on and who uh was an angel investor come on and the question was asked, do you imagine the question was asked, do you imagine the question was asked, do you imagine that investors are going to give money that investors are going to give money that investors are going to give money to SAS products? and no one in the room to SAS products? and no one in the room to SAS products? and no one in the room knew if that if they would anymore. And knew if that if they would anymore. And knew if that if they would anymore. And so I guess just as someone who's trying so I guess just as someone who's trying so I guess just as someone who's trying to do more impact work or more to do more impact work or more to do more impact work or more infrastructure work or more infrastructure work or more infrastructure work or more community-based solutions like uh you community-based solutions like uh you community-based solutions like uh you know walking the path of what is the know walking the path of what is the know walking the path of what is the sustainable funding look like or how do sustainable funding look like or how do sustainable funding look like or how do we even get funding you know like I've we even get funding you know like I've we even get funding you know like I've applied for one grant now uh you know so applied for one grant now uh you know so applied for one grant now uh you know so so I'm curious on that and I'm glad that so I'm curious on that and I'm glad that so I'm curious on that and I'm glad that we we've met because uh it sounds to me we we've met because uh it sounds to me we we've met because uh it sounds to me from the research I've done it becomes from the research I've done it becomes from the research I've done it becomes more creative like you can't have a moat more creative like you can't have a moat more creative like you can't have a moat that's technical instead it's that's technical instead it's that's technical instead it's relationship based right like how relationship based right like how relationship based right like how embedded can you be with the people that embedded can you be with the people that embedded can you be with the people that you're serving and into their systems.

you're serving and into their systems. you're serving and into their systems. Uh yeah. Yeah. Uh yeah. Yeah. Uh yeah. Yeah. >> Deji, I would like to jump into this. >> Deji, I would like to jump into this. >> Deji, I would like to jump into this. When you're building MVP now, how do you When you're building MVP now, how do you When you're building MVP now, how do you build relationships that it goes beyond build relationships that it goes beyond build relationships that it goes beyond the product? the product? the product? >> I think it starts from >> I think it starts from >> I think it starts from wanting to know wanting to know wanting to know the the the things that matter to the business, things that matter to the business, things that matter to the business, right? So if I'm if I'm demoing to right? So if I'm if I'm demoing to right? So if I'm if I'm demoing to someone and and stuff like that, I start someone and and stuff like that, I start someone and and stuff like that, I start from the perspective of like, okay, how from the perspective of like, okay, how from the perspective of like, okay, how are they doing stuff today? What what are they doing stuff today? What what are they doing stuff today? What what keeps you up at night? Right? So I want keeps you up at night? Right? So I want keeps you up at night? Right? So I want to I want to know that even though if I to I want to know that even though if I to I want to know that even though if I might not solve it, but it helps me might not solve it, but it helps me might not solve it, but it helps me understand you better, understand like understand you better, understand like understand you better, understand like the the friction in the business and the the friction in the business and the the friction in the business and things like that. And the more of the things like that. And the more of the things like that. And the more of the things that matter to you on an things that matter to you on an things that matter to you on an emotional and a business level that I emotional and a business level that I emotional and a business level that I know the better our relationship would know the better our relationship would know the better our relationship would be. Right? So because I'm in a space be. Right? So because I'm in a space be. Right? So because I'm in a space where I'm selling to people who have where I'm selling to people who have where I'm selling to people who have done who I've been in that seat, right?

done who I've been in that seat, right? done who I've been in that seat, right? So it's it's joy for it's joyful for me So it's it's joy for it's joyful for me So it's it's joy for it's joyful for me because I can relate. Yeah. I've also because I can relate. Yeah. I've also because I can relate. Yeah. I've also been through that. Yeah. you know, so been through that. Yeah. you know, so been through that. Yeah. you know, so like that that's kind of like how I'm like that that's kind of like how I'm like that that's kind of like how I'm building the relationships uh even with building the relationships uh even with building the relationships uh even with people that I'm trying to sell to. people that I'm trying to sell to. people that I'm trying to sell to. >> I'm glad I listened to you because when >> I'm glad I listened to you because when >> I'm glad I listened to you because when you said it's joyful to me, I thought you said it's joyful to me, I thought you said it's joyful to me, I thought you mean like when they have a pain, you mean like when they have a pain, you mean like when they have a pain, it's joyful to you because you're like, it's joyful to you because you're like, it's joyful to you because you're like, I'm going to solve this. But which is I'm going to solve this. But which is I'm going to solve this. But which is which is good. You mentioned something which is good. You mentioned something which is good. You mentioned something really powerful. You said, I try to really powerful. You said, I try to really powerful. You said, I try to understand them. And we always say that understand them. And we always say that understand them. And we always say that in sales there's an approach that people in sales there's an approach that people in sales there's an approach that people do not buy your product when they do not buy your product when they do not buy your product when they understand your product. People buy your understand your product. People buy your understand your product. People buy your solution when you understand their solution when you understand their solution when you understand their problem. problem. problem. >> Yes. And building a relationship goes >> Yes. And building a relationship goes >> Yes. And building a relationship goes beyond the product. Because when you beyond the product. Because when you beyond the product. Because when you build rapper, when you build trust, when build rapper, when you build trust, when build rapper, when you build trust, when you build that relationship, even the you build that relationship, even the you build that relationship, even the product is not fully solving their pain, product is not fully solving their pain, product is not fully solving their pain, they start investing, they start they start investing, they start they start investing, they start trusting and they can see that you care trusting and they can see that you care trusting and they can see that you care about them and you put their interests about them and you put their interests about them and you put their interests before your own interest, right? And I before your own interest, right? And I before your own interest, right? And I think that's something you said Houston think that's something you said Houston think that's something you said Houston bloom. That's something blooms out of bloom. That's something blooms out of bloom. That's something blooms out of it. Trust blooms, right? the the rapper it. Trust blooms, right? the the rapper it. Trust blooms, right? the the rapper blooms or collaboration comes up. And I blooms or collaboration comes up. And I blooms or collaboration comes up. And I think as a founder that is the think as a founder that is the think as a founder that is the difference between a startup or a difference between a startup or a difference between a startup or a solution versus of a cookie cut business solution versus of a cookie cut business solution versus of a cookie cut business because that's why you care and I because that's why you care and I because that's why you care and I believe AI cannot replace that.

believe AI cannot replace that. believe AI cannot replace that. >> Absolutely not. Absolutely not. Um what >> Absolutely not. Absolutely not. Um what >> Absolutely not. Absolutely not. Um what what you get from AI today is cookie what you get from AI today is cookie what you get from AI today is cookie cutter, right? And it's cutter, right? And it's cutter, right? And it's u AI should be doing repetitive u AI should be doing repetitive u AI should be doing repetitive routine stuff right like this. It should routine stuff right like this. It should routine stuff right like this. It should be giving time back to people to spend be giving time back to people to spend be giving time back to people to spend more time on their business. more time on their business. more time on their business. >> It should not be trying to take their >> It should not be trying to take their >> It should not be trying to take their business away from them and replacing business away from them and replacing business away from them and replacing the human the human judgment. uh because the human the human judgment. uh because the human the human judgment. uh because regardless of how good the AI is, it regardless of how good the AI is, it regardless of how good the AI is, it will never have the enough context uh to will never have the enough context uh to will never have the enough context uh to make the judgment like a human would. make the judgment like a human would. make the judgment like a human would. >> Yeah, >> Yeah, >> Yeah, >> it it it matches with recently what I >> it it it matches with recently what I >> it it it matches with recently what I read there was a writing in the read there was a writing in the read there was a writing in the newspaper the woman was saying that I newspaper the woman was saying that I newspaper the woman was saying that I don't want AI to create art or music. I don't want AI to create art or music. I don't want AI to create art or music. I want AI to do my laundry, my dishes so want AI to do my laundry, my dishes so want AI to do my laundry, my dishes so that I can create art. I can that's the that I can create art. I can that's the that I can create art. I can that's the way it's supposed to be. way it's supposed to be. way it's supposed to be. >> That that's how that's very interesting >> That that's how that's very interesting >> That that's how that's very interesting point. But I want to touch on one more point. But I want to touch on one more point. But I want to touch on one more point. Maybe everybody can chime into point. Maybe everybody can chime into point. Maybe everybody can chime into that. Have you ever when you're building that. Have you ever when you're building that. Have you ever when you're building your company, have you ever reached a your company, have you ever reached a your company, have you ever reached a point that you were thinking that it point that you were thinking that it point that you were thinking that it would make you happy, but it that not it would make you happy, but it that not it would make you happy, but it that not it did not and it did not fill the void did not and it did not fill the void did not and it did not fill the void inside? Could be a client that you inside? Could be a client that you inside? Could be a client that you wanted to win. Could be a money wanted to win. Could be a money wanted to win. Could be a money investment that you wanted to get or to investment that you wanted to get or to investment that you wanted to get or to could be a competition that you wanted could be a competition that you wanted could be a competition that you wanted to win and you that happens you're like to win and you that happens you're like to win and you that happens you're like wait a second why do I still feel empty?

>> Yeah. So I think I'll pass the mic >> Yeah. So I think I'll pass the mic for me. for me. for me. I'm trying my best as much as possible I'm trying my best as much as possible I'm trying my best as much as possible to dissociate myself from the business to dissociate myself from the business to dissociate myself from the business so I can look at the business without so I can look at the business without so I can look at the business without attaching my identity to it. And knowing attaching my identity to it. And knowing attaching my identity to it. And knowing that that that I've done all these other things prior I've done all these other things prior I've done all these other things prior whether this is a failure, a success or whether this is a failure, a success or whether this is a failure, a success or not doesn't change who I am. It's very not doesn't change who I am. It's very not doesn't change who I am. It's very difficult uh to do but that's what I'm difficult uh to do but that's what I'm difficult uh to do but that's what I'm trying to do. I have to highlight that trying to do. I have to highlight that trying to do. I have to highlight that before we go to next one because when before we go to next one because when before we go to next one because when you dis disassociate yourself from you dis disassociate yourself from you dis disassociate yourself from then that means you're building a then that means you're building a then that means you're building a scalable business so that business can scalable business so that business can scalable business so that business can grow without you. Yes. grow without you. Yes. grow without you. Yes. >> Right. I think many founders including >> Right. I think many founders including >> Right. I think many founders including myself we have to make that mistake. myself we have to make that mistake. myself we have to make that mistake. Right. Then it becomes lifestyle Right. Then it becomes lifestyle Right. Then it becomes lifestyle business and you cannot associate that's business and you cannot associate that's business and you cannot associate that's why it keeps you busy. when you go on a why it keeps you busy. when you go on a why it keeps you busy. when you go on a vacation, the business collapses. And I vacation, the business collapses. And I vacation, the business collapses. And I think you you have hit the nail on the think you you have hit the nail on the think you you have hit the nail on the head that I'm trying to not associate head that I'm trying to not associate head that I'm trying to not associate myself with the business emotionally and myself with the business emotionally and myself with the business emotionally and mentally that it's a business. It fails mentally that it's a business. It fails mentally that it's a business. It fails okay, lessons learned. If it succeeds, okay, lessons learned. If it succeeds, okay, lessons learned. If it succeeds, great. But then you make it scalable, great. But then you make it scalable, great. But then you make it scalable, right? If you think as a child that right? If you think as a child that right? If you think as a child that means you are grow, you're bringing up means you are grow, you're bringing up means you are grow, you're bringing up your child independently. The kid can your child independently. The kid can your child independently. The kid can decide certain things on their own decide certain things on their own decide certain things on their own without you helicopter parenting. Very without you helicopter parenting. Very without you helicopter parenting. Very important point you touched on it. I important point you touched on it. I important point you touched on it. I think Gavin wants to add a few things, think Gavin wants to add a few things, think Gavin wants to add a few things, but great point.

but great point. but great point. >> Oh, y'all having a great discussion. I >> Oh, y'all having a great discussion. I >> Oh, y'all having a great discussion. I didn't want to interrupt. didn't want to interrupt. didn't want to interrupt. >> We were talking about the void. >> We were talking about the void. >> We were talking about the void. >> Yeah. Yeah. Yeah. I mean, no, I mean, >> Yeah. Yeah. Yeah. I mean, no, I mean, >> Yeah. Yeah. Yeah. I mean, no, I mean, yeah. I mean, y'all discussion was yeah. I mean, y'all discussion was yeah. I mean, y'all discussion was wonderful. Uh, I'm going say for me is wonderful. Uh, I'm going say for me is wonderful. Uh, I'm going say for me is more in the consulting side. Um, more in the consulting side. Um, more in the consulting side. Um, my my deepest tear is uh actually within my my deepest tear is uh actually within my my deepest tear is uh actually within the industry itself. Um, the industry itself. Um, the industry itself. Um, okay. within the industry itself is uh okay. within the industry itself is uh okay. within the industry itself is uh it's kind of it's kind of a uh how can I it's kind of it's kind of a uh how can I it's kind of it's kind of a uh how can I say it kind of a spiring a spiraling say it kind of a spiring a spiraling say it kind of a spiring a spiraling mess in my opinion. Uh we have leaders mess in my opinion. Uh we have leaders mess in my opinion. Uh we have leaders that don't know what they're doing and that don't know what they're doing and that don't know what they're doing and not uh I'm not going to say not not uh I'm not going to say not not uh I'm not going to say not qualified but I'm going say they qualified but I'm going say they qualified but I'm going say they shouldn't be where they at. So shouldn't be where they at. So shouldn't be where they at. So So it's kind of discouraging to even So it's kind of discouraging to even So it's kind of discouraging to even actually be be in the consulting actually be be in the consulting actually be be in the consulting position. So, it's just uh position. So, it's just uh position. So, it's just uh I've learned that I have to pivot my I've learned that I have to pivot my I've learned that I have to pivot my passion into actually helping the passion into actually helping the passion into actually helping the individual. And Joseph hit on it big individual. And Joseph hit on it big individual. And Joseph hit on it big time with the uh with his uh with his time with the uh with his uh with his time with the uh with his uh with his app is actually like allowing uh app is actually like allowing uh app is actually like allowing uh allowing the company to find to find the allowing the company to find to find the allowing the company to find to find the person instead of the person like person instead of the person like person instead of the person like digging in because I I think what's digging in because I I think what's digging in because I I think what's going to happen and it's already going to happen and it's already going to happen and it's already happening now is like people who are in happening now is like people who are in happening now is like people who are in leadership and middle management uh leadership and middle management uh leadership and middle management uh they're going to get laid off and I'm they're going to get laid off and I'm they're going to get laid off and I'm going say some of them are not going to going say some of them are not going to going say some of them are not going to be qualified to get back in. um people be qualified to get back in. um people be qualified to get back in. um people are dealing with uh being qualified and

are dealing with uh being qualified and are dealing with uh being qualified and not being able to get in. So me I feel not being able to get in. So me I feel not being able to get in. So me I feel like hey having to deal with people who like hey having to deal with people who like hey having to deal with people who are are are not of the aptitude that I want them to not of the aptitude that I want them to not of the aptitude that I want them to be um be um be um is actually having a hindrance and uh I is actually having a hindrance and uh I is actually having a hindrance and uh I say what Joseph came up with is actually say what Joseph came up with is actually say what Joseph came up with is actually pretty good and me if I had to pivot I pretty good and me if I had to pivot I pretty good and me if I had to pivot I would actually be the one who's bold would actually be the one who's bold would actually be the one who's bold enough to have like a talk show or enough to have like a talk show or enough to have like a talk show or something to where people can come and something to where people can come and something to where people can come and sit sit and actually talk with me and I sit sit and actually talk with me and I sit sit and actually talk with me and I mean at their own risk and say hey all mean at their own risk and say hey all mean at their own risk and say hey all right this is what's going on in my right this is what's going on in my right this is what's going on in my industry and uh I was like yeah this is industry and uh I was like yeah this is industry and uh I was like yeah this is what's going on mine we have we have what's going on mine we have we have what's going on mine we have we have such and such that ain't did the liquor such and such that ain't did the liquor such and such that ain't did the liquor training in like 20 years who's telling training in like 20 years who's telling training in like 20 years who's telling us how to uh implement AI into our us how to uh implement AI into our us how to uh implement AI into our business but don't have any uh don't business but don't have any uh don't business but don't have any uh don't have any training or don't go into any have any training or don't go into any have any training or don't go into any uh any events to learn what's going on uh any events to learn what's going on uh any events to learn what's going on happens a lot and uh yeah we have exe happens a lot and uh yeah we have exe happens a lot and uh yeah we have exe people who call themselves executives people who call themselves executives people who call themselves executives you using Google to make decisions. So, you using Google to make decisions. So, you using Google to make decisions. So, I'm gonna leave that at that. So, >> well, we are right at the end of the >> well, we are right at the end of the show. Uh before I open it up to just see show. Uh before I open it up to just see show. Uh before I open it up to just see if there's anyone in the audience that if there's anyone in the audience that if there's anyone in the audience that has questions, I just want to say thank has questions, I just want to say thank has questions, I just want to say thank you all for coming. Uh Founders Couch you all for coming. Uh Founders Couch you all for coming. Uh Founders Couch exists to help give founders more exists to help give founders more exists to help give founders more visibility, to share their ideas, their visibility, to share their ideas, their visibility, to share their ideas, their vision, get it out into the world. Uh if vision, get it out into the world. Uh if vision, get it out into the world. Uh if you've participated today, please make you've participated today, please make you've participated today, please make sure you're uh doing the uh video sure you're uh doing the uh video sure you're uh doing the uh video consent form. And also, we'd love to

consent form. And also, we'd love to consent form. And also, we'd love to stay in contact with you. Um, we'll be stay in contact with you. Um, we'll be stay in contact with you. Um, we'll be sending out clips to the people who sending out clips to the people who sending out clips to the people who participated, so you can share however participated, so you can share however participated, so you can share however you like. And thank you so much. Does you like. And thank you so much. Does you like. And thank you so much. Does anyone in the audience have questions anyone in the audience have questions anyone in the audience have questions for anyone on the couch with our last for anyone on the couch with our last for anyone on the couch with our last few minutes? few minutes? few minutes? >> Does anyone else Does anyone else Does >> Does anyone else Does anyone else Does >> Does anyone else Does anyone else Does anyone else feel motivated by spite? anyone else feel motivated by spite? anyone else feel motivated by spite? >> Oh, spite. Are you angry enough to do >> Oh, spite. Are you angry enough to do >> Oh, spite. Are you angry enough to do something about it? something about it? something about it? >> Yeah. So, actually, I would love to >> Yeah. So, actually, I would love to >> Yeah. So, actually, I would love to answer it just because it's the same answer it just because it's the same answer it just because it's the same question. So the question was uh does question. So the question was uh does question. So the question was uh does anyone just feel motivated by spite? anyone just feel motivated by spite? anyone just feel motivated by spite? >> Spite like uh I'm going to get you or >> Spite like uh I'm going to get you or >> Spite like uh I'm going to get you or some animosity. Yeah. some animosity. Yeah. some animosity. Yeah. >> Um and and uh when Seymour asks, you >> Um and and uh when Seymour asks, you >> Um and and uh when Seymour asks, you know, does anyone just feel kind of dead know, does anyone just feel kind of dead know, does anyone just feel kind of dead inside when you have milestones? Uh for inside when you have milestones? Uh for inside when you have milestones? Uh for me, like in my career, I have felt that me, like in my career, I have felt that me, like in my career, I have felt that a lot. Like I was like, I'm going to a lot. Like I was like, I'm going to a lot. Like I was like, I'm going to make X amount by the time I'm 30. I did make X amount by the time I'm 30. I did make X amount by the time I'm 30. I did it. Great. What's on to the next thing? it. Great. What's on to the next thing? it. Great. What's on to the next thing? It's always been this next thing. But It's always been this next thing. But It's always been this next thing. But for me now I think my goal is that I for me now I think my goal is that I for me now I think my goal is that I will be happy not when X amount of will be happy not when X amount of will be happy not when X amount of dollars not when X amount whatever but dollars not when X amount whatever but dollars not when X amount whatever but it's when my life I can see that my life it's when my life I can see that my life it's when my life I can see that my life is significantly improving and the is significantly improving and the is significantly improving and the people around me lives are significantly people around me lives are significantly people around me lives are significantly improving because I don't know about you improving because I don't know about you improving because I don't know about you but I'm just so tired of it you know the but I'm just so tired of it you know the but I'm just so tired of it you know the current system the current way things current system the current way things current system the current way things are working and like why are you know are working and like why are you know are working and like why are you know working like lab rats like what does working like lab rats like what does working like lab rats like what does that look like and so that's that's kind that look like and so that's that's kind that look like and so that's that's kind of what my driving is with spite I'm going to say I'm along the same boat I'm going to say I'm along the same boat as as Megan over here is. It's apt that

as as Megan over here is. It's apt that as as Megan over here is. It's apt that we working uh uh in parallel as well. Um we working uh uh in parallel as well. Um we working uh uh in parallel as well. Um for me, it's the understanding that our for me, it's the understanding that our for me, it's the understanding that our I call it a eugenics-based food system. I call it a eugenics-based food system. I call it a eugenics-based food system. um individuals that are in control of um individuals that are in control of um individuals that are in control of the the types of chemicals that get the the types of chemicals that get the the types of chemicals that get introduced to our food systems. They introduced to our food systems. They introduced to our food systems. They understand that these chemicals are not understand that these chemicals are not understand that these chemicals are not apt for longevity and healthy living yet apt for longevity and healthy living yet apt for longevity and healthy living yet they are approved anyway. They have the they are approved anyway. They have the they are approved anyway. They have the studies. they know that uh these studies. they know that uh these studies. they know that uh these chemicals are not uh are not supposed to chemicals are not uh are not supposed to chemicals are not uh are not supposed to be ingested in any form of amount and be ingested in any form of amount and be ingested in any form of amount and understanding that they're also understanding that they're also understanding that they're also bioaccumulative. bioaccumulative. bioaccumulative. Uh for me, I'm spiteful against them and Uh for me, I'm spiteful against them and Uh for me, I'm spiteful against them and the way that they're operating uh our the way that they're operating uh our the way that they're operating uh our national food systems and it's something national food systems and it's something national food systems and it's something that we all have to d ingest if we are that we all have to d ingest if we are that we all have to d ingest if we are not um controlling our own food systems. not um controlling our own food systems. not um controlling our own food systems. So my work comes out of uh wanting to So my work comes out of uh wanting to So my work comes out of uh wanting to have a better control over how our food have a better control over how our food have a better control over how our food is grown and how uh our food is consumed is grown and how uh our food is consumed is grown and how uh our food is consumed to get away from that eugenics based um to get away from that eugenics based um to get away from that eugenics based um diet system that we are uh having to diet system that we are uh having to diet system that we are uh having to live in.

live in. live in. Yeah, I I think there's always a an Yeah, I I think there's always a an Yeah, I I think there's always a an ounce of spite some somewhere uh in ounce of spite some somewhere uh in ounce of spite some somewhere uh in every entrepreneur of like I need to every entrepreneur of like I need to every entrepreneur of like I need to there's there there is and to give you there's there there is and to give you there's there there is and to give you one uh example I was at this event and one uh example I was at this event and one uh example I was at this event and this you know now investor ex-founder this you know now investor ex-founder this you know now investor ex-founder uh studied the uh studied the uh studied the um ancestry DNA but for cats um ancestry DNA but for cats um ancestry DNA but for cats >> right uh She got a lot of nos and she >> right uh She got a lot of nos and she >> right uh She got a lot of nos and she kept every kept every kept every email, every name of everybody that told email, every name of everybody that told email, every name of everybody that told her no. And when she made her exit, she her no. And when she made her exit, she her no. And when she made her exit, she sent them all an email. sent them all an email. sent them all an email. >> She put all of them in one email and >> She put all of them in one email and >> She put all of them in one email and send them all an email, right? So like send them all an email, right? So like send them all an email, right? So like you told me no, you told me no, you told me no, look at these numbers, right? She told look at these numbers, right? She told look at these numbers, right? She told them exactly how much and all of that them exactly how much and all of that them exactly how much and all of that stuff. So yeah, stuff. So yeah, stuff. So yeah, >> I think we all have a little spite in >> I think we all have a little spite in >> I think we all have a little spite in us. Um, be honest that that lady is us. Um, be honest that that lady is us. Um, be honest that that lady is petty.

>> For sure. >> For sure. >> She She was petty. But she I I give her >> She She was petty. But she I I give her >> She She was petty. But she I I give her credit. I give her credit. Me, I got a credit. I give her credit. Me, I got a credit. I give her credit. Me, I got a little spider. I mean, me, I just uh I little spider. I mean, me, I just uh I little spider. I mean, me, I just uh I just want to see uh my goal is to see just want to see uh my goal is to see just want to see uh my goal is to see people succeed and people be able to get people succeed and people be able to get people succeed and people be able to get in and get into places where they where in and get into places where they where in and get into places where they where they should be and also be able to they should be and also be able to they should be and also be able to thrive and businesses to thrive. So the thrive and businesses to thrive. So the thrive and businesses to thrive. So the businesses that say they couldn't make businesses that say they couldn't make businesses that say they couldn't make it because they they didn't have the it because they they didn't have the it because they they didn't have the resources to do this, I'd like to see resources to do this, I'd like to see resources to do this, I'd like to see them grow and succeed. So that's like them grow and succeed. So that's like them grow and succeed. So that's like the ultimate that's like the ultimate the ultimate that's like the ultimate the ultimate that's like the ultimate goal for me. And hey, I'm spiteful goal for me. And hey, I'm spiteful goal for me. And hey, I'm spiteful because some of these companies deserve because some of these companies deserve because some of these companies deserve to succeed, but the big ones kind of try to succeed, but the big ones kind of try to succeed, but the big ones kind of try to crush them. So I I take a little cut to crush them. So I I take a little cut to crush them. So I I take a little cut in order to see them succeed. So that's in order to see them succeed. So that's in order to see them succeed. So that's that's my thing. that's my thing. that's my thing. >> I totally support that. I think when you >> I totally support that. I think when you >> I totally support that. I think when you are focused on what you're doing once I are focused on what you're doing once I are focused on what you're doing once I had an argument with an investor in New had an argument with an investor in New had an argument with an investor in New York. So I was pitching and in the after York. So I was pitching and in the after York. So I was pitching and in the after the pitch investor said so what makes the pitch investor said so what makes the pitch investor said so what makes you different from your competitors? I you different from your competitors? I you different from your competitors? I got angry at him. I said stop asking me got angry at him. I said stop asking me got angry at him. I said stop asking me this question.

this question. this question. >> Ask me how I am taking care of my >> Ask me how I am taking care of my >> Ask me how I am taking care of my customers. Ask me how I increase my customers. Ask me how I increase my customers. Ask me how I increase my retention. Ask me how what is my retention. Ask me how what is my retention. Ask me how what is my lifetime value with my clients. Right? lifetime value with my clients. Right? lifetime value with my clients. Right? Like stop asking I'm not different. I Like stop asking I'm not different. I Like stop asking I'm not different. I said and I said actually lost the said and I said actually lost the said and I said actually lost the control there. I said, "Can I ask your control there. I said, "Can I ask your control there. I said, "Can I ask your wife, how are you different from other wife, how are you different from other wife, how are you different from other men?" Like how like and and he men?" Like how like and and he men?" Like how like and and he ouch I I shouldn't have asked that. ouch I I shouldn't have asked that. ouch I I shouldn't have asked that. >> And I don't know you called the spite or >> And I don't know you called the spite or >> And I don't know you called the spite or whatever, whatever, whatever, >> but I ended up not getting the >> but I ended up not getting the >> but I ended up not getting the investment. I'll say that. investment. I'll say that. investment. I'll say that. >> But I got to tell you, I think like I >> But I got to tell you, I think like I >> But I got to tell you, I think like I said, we founders need to focus on said, we founders need to focus on said, we founders need to focus on positivity. If you let any negativity positivity. If you let any negativity positivity. If you let any negativity come inside, imagine you already have come inside, imagine you already have come inside, imagine you already have limited resource in terms of your mental limited resource in terms of your mental limited resource in terms of your mental right health, mental focus and in terms right health, mental focus and in terms right health, mental focus and in terms of your time. So I open LinkedIn and I of your time. So I open LinkedIn and I of your time. So I open LinkedIn and I see all these guys raising tons of see all these guys raising tons of see all these guys raising tons of money, right? And I see this everyone is money, right? And I see this everyone is money, right? And I see this everyone is shiny and successful on LinkedIn. So if shiny and successful on LinkedIn. So if shiny and successful on LinkedIn. So if you say, "Oh, they raised this much. I'm you say, "Oh, they raised this much. I'm you say, "Oh, they raised this much. I'm still here. Oh, this someone did this."

still here. Oh, this someone did this." still here. Oh, this someone did this." and you feel bad about it, you're just and you feel bad about it, you're just and you feel bad about it, you're just going to get constantly being distracted going to get constantly being distracted going to get constantly being distracted of what you're building. So, I would say of what you're building. So, I would say of what you're building. So, I would say to myself and to others when you feel to myself and to others when you feel to myself and to others when you feel like that, you got to remember back to like that, you got to remember back to like that, you got to remember back to basics to the drawing board. Why did you basics to the drawing board. Why did you basics to the drawing board. Why did you start in the first place? And and my son start in the first place? And and my son start in the first place? And and my son makes that mistake sometimes. He says, makes that mistake sometimes. He says, makes that mistake sometimes. He says, "Oh, I wish we had this like our house "Oh, I wish we had this like our house "Oh, I wish we had this like our house which could be this big, that big." And which could be this big, that big." And which could be this big, that big." And the other day, I will this I will say the other day, I will this I will say the other day, I will this I will say this and then we will wrap up with this. this and then we will wrap up with this. this and then we will wrap up with this. my son. So sometimes we just lay in bed my son. So sometimes we just lay in bed my son. So sometimes we just lay in bed and have this conversation. He's 11 and have this conversation. He's 11 and have this conversation. He's 11 years old. He said, "Daddy, what would years old. He said, "Daddy, what would years old. He said, "Daddy, what would you do if you had billion dollars?" And you do if you had billion dollars?" And you do if you had billion dollars?" And I was like, "Most probably nothing I was like, "Most probably nothing I was like, "Most probably nothing differently." He said, "You don't wish differently." He said, "You don't wish differently." He said, "You don't wish you had a bigger house." And to which I you had a bigger house." And to which I you had a bigger house." And to which I said, "How many bathrooms do you have in said, "How many bathrooms do you have in said, "How many bathrooms do you have in this house?" He said, "Three and a this house?" He said, "Three and a this house?" He said, "Three and a half." I said, "How many of them do you half." I said, "How many of them do you half." I said, "How many of them do you use?" He said, "One." I said, "How many use?" He said, "One." I said, "How many use?" He said, "One." I said, "How many rooms do you have?" He said, "This rooms do you have?" He said, "This rooms do you have?" He said, "This much." And I said, "Do you use it?" I much." And I said, "Do you use it?" I much." And I said, "Do you use it?" I said, "See, what's the point of bigger said, "See, what's the point of bigger said, "See, what's the point of bigger house if you're not going to use them? house if you're not going to use them? house if you're not going to use them? What's the point of bigger this and What's the point of bigger this and What's the point of bigger this and that?" I like frog watch because it does that?" I like frog watch because it does that?" I like frog watch because it does tell the time, right? Certain things are tell the time, right? Certain things are tell the time, right? Certain things are not. That's why I was mentioning that not. That's why I was mentioning that not. That's why I was mentioning that you may raise millions of dollars or you may raise millions of dollars or you may raise millions of dollars or success or anything. If you do not have success or anything. If you do not have success or anything. If you do not have that joy inside, if you do not have that joy inside, if you do not have that joy inside, if you do not have valuebased approach to what you're valuebased approach to what you're valuebased approach to what you're doing, if you're not taking care of your doing, if you're not taking care of your doing, if you're not taking care of your clients or prospects like you mentioned, clients or prospects like you mentioned, clients or prospects like you mentioned, right? No amount of money will make you right? No amount of money will make you right? No amount of money will make you happy. You will constantly want more and happy. You will constantly want more and happy. You will constantly want more and more. But a single prospect calling you more. But a single prospect calling you more. But a single prospect calling you or or client calling saying that hey you

or or client calling saying that hey you or or client calling saying that hey you know what thank you so much. What kept know what thank you so much. What kept know what thank you so much. What kept me up at night now has been solved me up at night now has been solved me up at night now has been solved thanks to your solution. The invoice thanks to your solution. The invoice thanks to your solution. The invoice amount doesn't matter. You take that joy amount doesn't matter. You take that joy amount doesn't matter. You take that joy you go and share with the community. You you go and share with the community. You you go and share with the community. You will spread the joy. Right? And I think will spread the joy. Right? And I think will spread the joy. Right? And I think we all need to practice that and learn we all need to practice that and learn we all need to practice that and learn that somehow and inject it because that somehow and inject it because that somehow and inject it because otherwise nothing will fill that gap. otherwise nothing will fill that gap. otherwise nothing will fill that gap. Nothing. No, not not a not a huge check, Nothing. No, not not a not a huge check, Nothing. No, not not a not a huge check, not big success, not IPO, not not big success, not IPO, not not big success, not IPO, not acquisition, nothing. We just need to acquisition, nothing. We just need to acquisition, nothing. We just need to that needs to come from within I would that needs to come from within I would that needs to come from within I would say. Well, with that I will pass it to say. Well, with that I will pass it to say. Well, with that I will pass it to you Megan to close it. So thank you for you Megan to close it. So thank you for you Megan to close it. So thank you for having all of us. I believe we took all having all of us. I believe we took all having all of us. I believe we took all of us took something useful from this of us took something useful from this of us took something useful from this conversations and we we're leaving conversations and we we're leaving conversations and we we're leaving towards the weekend with something towards the weekend with something towards the weekend with something valuable. valuable. valuable. >> Yes. Thank you everyone for >> Yes. Thank you everyone for >> Yes. Thank you everyone for participating. Thank you Seymour for participating. Thank you Seymour for participating. Thank you Seymour for being such an amazing host. And uh if being such an amazing host. And uh if being such an amazing host. And uh if y'all have feedback on the show, we are y'all have feedback on the show, we are y'all have feedback on the show, we are trying to improve every month. So look trying to improve every month. So look trying to improve every month. So look out for the follow-up email uh from us out for the follow-up email uh from us out for the follow-up email uh from us with a link that you can do that or just with a link that you can do that or just with a link that you can do that or just email me, come get my contact, DM it to email me, come get my contact, DM it to email me, come get my contact, DM it to me, whatever, however is easiest for me, whatever, however is easiest for me, whatever, however is easiest for you. Um, and if you want to get more you. Um, and if you want to get more you. Um, and if you want to get more involved with organizing, please reach involved with organizing, please reach involved with organizing, please reach out to Thank you everyone.