WEBVTT - Barbara Corcoran Was Fired From 'Shark Tank' Before She Started. "I Didn't Take No For An Answer"

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<v Speaker 1>Shark Tank. Yeah, what's your introduction to Shark Tank? How

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<v Speaker 1>did you hear about it? And how does the relationship

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<v Speaker 1>with Shark Tank start?

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<v Speaker 2>I got a call one day. I was doing some

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<v Speaker 2>gigs on real estate on the Today's show, like once

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<v Speaker 2>a month or something like that, and I got a

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<v Speaker 2>call from a producer named Mark Burnett, who I had

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<v Speaker 2>no idea was a big producer or his assistant. I

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<v Speaker 2>don't mean to overplay that. His assistant called me asking

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<v Speaker 2>me if i'd be interested in the show described I said, sure,

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<v Speaker 2>signed the contract with him. Four days, isn't it? Write

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<v Speaker 2>at send it back? And then two days before I

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<v Speaker 2>was headed to Shark Tank and told all my friends,

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<v Speaker 2>I'm going to Hollywood. Wow, I'm going to Hollywood. I

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<v Speaker 2>bought new outfits, I bought new luggage. I get to

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<v Speaker 2>the whole nine yards. You know. I got a call

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<v Speaker 2>saying they changed your mind. They invited another woman. I

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<v Speaker 2>couldn't believe it. I couldn't believe. But I did what

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<v Speaker 2>I did do always very well in my old career.

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<v Speaker 2>I didn't take it laying down. I sat down again.

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<v Speaker 2>I'm going to use the word piss sat down, wrote

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<v Speaker 2>the email to Mark Burnett, you're making mistake. I consider

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<v Speaker 2>your mistake my lucky charm. Blah blah blah. I've had

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<v Speaker 2>all the best things happen in my life on the

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<v Speaker 2>heels of rejections. And I cited Sister Stella Marie telling

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<v Speaker 2>me I'd be stupid, the Old Boy Network telling me

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<v Speaker 2>I'd never compete with them in the Old Boy Network,

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<v Speaker 2>defeating Donald Trump when he said I never see a

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<v Speaker 2>penny of the four million dollar commission, and I just

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<v Speaker 2>cited the high points, and then I said, I suggest

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<v Speaker 2>you invite both women out to LA and we compete

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<v Speaker 2>for the seat. And that's exactly what he did. Thank

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<v Speaker 2>god I wrote that email. I've been on Shark Tank.

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<v Speaker 2>What imagine if I didn't have all those delicious entrepreneurs

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<v Speaker 2>I got to work with. I mean, I'm sure I'd

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<v Speaker 2>found another way to make a living because I'm a worker,

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<v Speaker 2>but I wouldn't have had as satisfying career as I've had.

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<v Speaker 1>That's a valuable point because a lot of times people

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<v Speaker 1>would have just taken it the rejection and moved.

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<v Speaker 2>On, move on. It seems prudent when you think move on,

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<v Speaker 2>get over it. Yeah, but what is important? The piece

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<v Speaker 2>that I have learned working with my entrepreneurs, is the

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<v Speaker 2>space between people move on a great entrepreneur. I've seen

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<v Speaker 2>it again and again with every single person who has

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<v Speaker 2>made a lot of money and really been successful. They

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<v Speaker 2>take less time feeling sorry for themselves. They take the hit,

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<v Speaker 2>but they don't wallow in it, you know, they just

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<v Speaker 2>get back up and say, hit me again, almost like

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<v Speaker 2>they have a low IQ of like that kind of thing,

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<v Speaker 2>you know. But those are the winners. Those are the

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<v Speaker 2>people who just keep coming back, keep coming back at you.

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<v Speaker 2>And that's far more important than intelligence or knowledge or

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<v Speaker 2>anything else. I think it's a drive to come back

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<v Speaker 2>when you've been hit. I haven't really thought of anything

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<v Speaker 2>more important than that in my whole life and watching

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<v Speaker 2>my entrepreneurs, that is the number one trait, without it,

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<v Speaker 2>without a doubt in my mind.

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<v Speaker 3>So in fifteen years, as these people are walking with

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<v Speaker 3>their businesses, the first thing you're looking for is do

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<v Speaker 3>they have the drive? What are some of the characteristics

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<v Speaker 3>that you're looking at the present I have a test.

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<v Speaker 2>I mean to present. The presenting is great, but you

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<v Speaker 2>know there's a lot of pressure on the show to

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<v Speaker 2>ask a lot of questions rapid fire really fast. Very

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<v Speaker 2>often it's a hard thing to really get to know

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<v Speaker 2>the person. I'm trying to dig for bad backgrounds, fathers

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<v Speaker 2>that were drunks, mothers that dan in the hell. I

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<v Speaker 2>know that sounds stupid, but if they came through adversity,

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<v Speaker 2>I'm in it. If somebody's a rich kid and got

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<v Speaker 2>the first round, family hate family and friends, family and friends,

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<v Speaker 2>you don't need me. Just go to your family and friends,

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<v Speaker 2>you know. But the most important thing happens to me.

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<v Speaker 2>I invite intentionally everybody i'm sign a contract with. Three

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<v Speaker 2>months after I signed, I invite them to New York

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<v Speaker 2>to discuss with me what are the biggest issues. And

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<v Speaker 2>they come very well prepared. But I watch, and you

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<v Speaker 2>know what, the people who take careful notes and ask

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<v Speaker 2>me all the questions how they're going to succeed, and

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<v Speaker 2>ask me this and that. I know I got a loser.

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<v Speaker 2>When somebody's sitting there and politely listening and they're just

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<v Speaker 2>going to go out on their own and do exactly

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<v Speaker 2>as they please. I got myself a winner, because that

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<v Speaker 2>is the nature of a great entrepreneur. The head's strong,

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<v Speaker 2>they're driven. You know, they don't they didn't get into

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<v Speaker 2>the business to have a boss tell them what to do.

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<v Speaker 2>And if somebody is putting me in the position of

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<v Speaker 2>kind of being the new boss, it's like not a

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<v Speaker 2>good sign. I don't know if you've walked my office,

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<v Speaker 2>but I have all my entrepreneurs in frames that I

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<v Speaker 2>do deals with, and the minute I see them acting

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<v Speaker 2>that way, taking notes or blaming something that went wrong

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<v Speaker 2>on somebody else, I turned the picture around. I know

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<v Speaker 2>they're not going to succeed. The minute you have someone

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<v Speaker 2>who feels sorry for themselves, they don't succeed. That's been

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<v Speaker 2>my rule all on. I'm open minded to change it,

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<v Speaker 2>but I've never seen an exception of that. Feeling sorry

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<v Speaker 2>for yourself makes you a victim. If you're a victim,

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<v Speaker 2>you give your power away. If you give your power away,

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<v Speaker 2>you don't see opportunity. If you don't see opportunity, you

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<v Speaker 2>don't get ahead. It's like boom follow Its just like

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<v Speaker 2>a train.

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<v Speaker 1>Line domino effect. Yeah, so we spoke with Damon. He

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<v Speaker 1>talked about Bomba socks. I think that was his biggest

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<v Speaker 1>very proud, very proud.

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<v Speaker 2>I love those Bomba socks. I hate seeing Damon, So

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<v Speaker 2>now I'm Annoyd. I didn't get that deal.

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<v Speaker 1>What's the deal that you remember or your top deal

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<v Speaker 1>or one of the deals that you know it is

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<v Speaker 1>a highlight for you.

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<v Speaker 2>Well, the most profitable deal is definitely comfy.

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<v Speaker 3>I mean good old comfy.

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<v Speaker 2>Good old comfy. I mean it's not my kind of deal.

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<v Speaker 2>I like service businesses where I could build a build

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<v Speaker 2>an empire, or build a franchise or build something on

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<v Speaker 2>a service back. That's my sweet spot. So it was

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<v Speaker 2>so abnormal I should do bore them actually to actually

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<v Speaker 2>buy that because of an oversized sweatshirts, Like I had

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<v Speaker 2>no experience. They didn't know how much it would cause,

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<v Speaker 2>they don't know what they would sell it for. And

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<v Speaker 2>in two years, I can't even remember the number. It

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<v Speaker 2>seems so absurd, like I'm making it up. I'm probably

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<v Speaker 2>making up. But let's just say I should probably check

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<v Speaker 2>with somebody. I think I had forty seven million dollars

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<v Speaker 2>in sales in two years over this stupid oversized sweatshirt.

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<v Speaker 2>Whoever saw that train coming? When I sit to them,

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<v Speaker 2>I'll take a thirty of business on the sharks here

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<v Speaker 2>are at all interested in this? I'll take a third

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<v Speaker 2>for ten twenty thousand dollars. They grabbed it and that

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<v Speaker 2>was my single my best deal, my best deal of today.

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<v Speaker 2>Money making if that's what you'd be, money making, which

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<v Speaker 2>is a little different than satisfaction.

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<v Speaker 3>So what that leads the question is, so what's the

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<v Speaker 3>most satisfying Because as you were speaking, I looked at

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<v Speaker 3>I'm looking at the list, and I've watched the show,

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<v Speaker 3>so I know you're more into the service space. I've

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<v Speaker 3>actually visited some of the you know, your investments, the

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<v Speaker 3>Cousin mains Lapses, which is incredible here in the city.

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<v Speaker 3>So what has been the most satisfying one for you?

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<v Speaker 2>Exactly? Because the guys have found phenomenal I'm sure you

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<v Speaker 2>know that Great Tamon always comes out for them when

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<v Speaker 2>you a promotion. Damon loves these guys. He always comes

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<v Speaker 2>out and performs for them. He's a sweetheart. But these guys,

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<v Speaker 2>one is one type of person and the other is

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<v Speaker 2>the opposite. They've got hoods. But of the moon the

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<v Speaker 2>great salespeople. They're good looking and if you think that

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<v Speaker 2>doesn't count, it counts. They charmed the pancil of anybody

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<v Speaker 2>they need, okay, and they even charmed me. They called

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<v Speaker 2>me up to tell me how pretty I am. Do

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<v Speaker 2>you know how good that feels. I love those guys,

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<v Speaker 2>but they both got married to bads, have kids and

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<v Speaker 2>all that stuff.

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<v Speaker 1>So for the entrepreneurs everybody watching Shark Tank right, what

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<v Speaker 1>advice could you give somebody as looking to seek money

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<v Speaker 1>from a venture capitalist or angel investors, somebody like yourself, Like,

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<v Speaker 1>what are some things that they need to have prepared

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<v Speaker 1>before they start pitching their business for capital?

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<v Speaker 2>Two things they need they need to show sales and

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<v Speaker 2>an attraction of sales going up to the roof. That's important.

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<v Speaker 2>They also need to tell the investor, which many people

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<v Speaker 2>on Shark Tank don't tell us, how are you going

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<v Speaker 2>to make money? Hey, let me tell you how you're

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<v Speaker 2>going to make money? Because any guy sitting there with

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<v Speaker 2>money in his pocket to invest has that question right

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<v Speaker 2>in his forehead. How am I going to make money?

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<v Speaker 2>They're measuring everything by that basis, how am I going

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<v Speaker 2>to make money? So I would say you have to

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<v Speaker 2>have appreciating sales and you have to answer straight down

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<v Speaker 2>the middle how you're going to make money and how

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<v Speaker 2>much money youre going to make, which is hard to do.

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<v Speaker 2>You know, most people don't do that. They project out

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<v Speaker 2>based on industry averages. And how big the market is.

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<v Speaker 2>And let me tell you, every investor, not just on

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<v Speaker 2>shark Tank, but every investor writes it right. But more

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<v Speaker 2>important than any of that is try to bootstrapping business.

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<v Speaker 2>I'm just to believe in bootstrapping. When you're spending your

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<v Speaker 2>own money that you slaved around for to try to

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<v Speaker 2>make that buck and did everything in your mind to

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<v Speaker 2>try to grab that buck, you spend it very carefully.

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<v Speaker 2>You get about three dollars out of a dollar. You know,

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<v Speaker 2>you're just careful with how you spend your money. When

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<v Speaker 2>you've got family and friends or investors behind you, you

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<v Speaker 2>just don't spend your money the same way. It's different.

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<v Speaker 2>I don't know it shouldn't be different, but it's different

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<v Speaker 2>when you've earned the money and you're spending your own bucks.

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<v Speaker 2>So I think bootstrapping businesses are a great way to

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<v Speaker 2>get started rather than going off of funding right away.

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<v Speaker 2>Of course, if you're a technology business that takes tremendous

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<v Speaker 2>cash to get it started, that's one thing, but those

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<v Speaker 2>are not the majority of businesses in the United say,

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<v Speaker 2>the majority of mom palm, mainStreet type businesses. So bootstrapping

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<v Speaker 2>you learn everything with your own money. You learn the

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<v Speaker 2>pain you learn, the joy you learn it all. It's

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<v Speaker 2>different with your own money for sure.

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<v Speaker 3>Yeah, talk about the branding process. I'm thinking as people

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<v Speaker 3>come into it, they have to pitch and it happened,

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<v Speaker 3>and like you said, most of them are mom and

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<v Speaker 3>pop shops. Getting your name out there, getting the message

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<v Speaker 3>out there is difficult. As you take on investors. What

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<v Speaker 3>are some of the strategic tips that you're telling them.

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<v Speaker 3>All Right, here's how we're going to market this now

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<v Speaker 3>to make this.

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<v Speaker 2>A global most the most important thing is to pick

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<v Speaker 2>the right platform social media. When I was building my business,

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<v Speaker 2>you had the newspapers, the major newspapers I used. You

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<v Speaker 2>had billboards, you had gimmicks, whatever. Today it's changed. Today

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<v Speaker 2>it's all about social media. Do you know in the

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<v Speaker 2>last two years, I haven't invested in a single business

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<v Speaker 2>that isn't powerful social media. They might have a little company,

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<v Speaker 2>but the following is huge. That's a good plus. It's

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<v Speaker 2>like having an empty box you could fill up, you know,

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<v Speaker 2>but no, social media is where it's at. I have

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<v Speaker 2>great social media in the house here that help people,

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<v Speaker 2>but people really you really need someone on your team,

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<v Speaker 2>ideally the principal who's going to push out the social media.

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<v Speaker 2>But it's the best way to build a brand. That's

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<v Speaker 2>all accounts anymore.

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<v Speaker 1>Yeah, we know what too about that too. You spoke

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<v Speaker 1>about Donald Trump previously. You had a running with Trump

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<v Speaker 1>during your real estate days.

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<v Speaker 2>He was extremely useful to me when I was building

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<v Speaker 2>my business because we used to flip the reporters back

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<v Speaker 2>and forth. He would say, what's called the market. He says,

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<v Speaker 2>if you don't believe me, call Barbara Corcoran and I

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<v Speaker 2>reporters will call me and I'd back them up because

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<v Speaker 2>he told the truth that in those days. But if

0:10:26.679 --> 0:10:28.480
<v Speaker 2>I got the call, I said, you don't believe me.

0:10:28.520 --> 0:10:30.000
<v Speaker 2>You know who a good guy to talk to would

0:10:30.000 --> 0:10:32.320
<v Speaker 2>be a big developed Donald Trump. I flipped the call

0:10:32.360 --> 0:10:34.880
<v Speaker 2>to him. So we had a somepot to go going

0:10:35.080 --> 0:10:38.040
<v Speaker 2>until he owed me four million dollars. It was four

0:10:38.080 --> 0:10:41.160
<v Speaker 2>million or two four million dollars, and then things changed.

0:10:42.280 --> 0:10:45.280
<v Speaker 2>It turns into a litigation, lawsuit. But thank god the

0:10:45.400 --> 0:10:47.240
<v Speaker 2>year he didn't want to pay me my four million

0:10:47.240 --> 0:10:50.600
<v Speaker 2>dollars which I was entitled to, which was for me.

0:10:51.080 --> 0:10:53.800
<v Speaker 2>I mean, we probably had a thousand Salespeople say, you'd

0:10:53.840 --> 0:10:55.880
<v Speaker 2>say it was a big company, but still four million

0:10:55.960 --> 0:10:59.120
<v Speaker 2>is four million. That was a big payday everything I

0:10:59.120 --> 0:11:01.520
<v Speaker 2>had worked for. And when he didn't want to pay

0:11:01.520 --> 0:11:03.800
<v Speaker 2>that four million dollars, thank god. I had a good

0:11:03.920 --> 0:11:06.800
<v Speaker 2>year and had in my pocket five hundred thousand dollars

0:11:06.840 --> 0:11:10.920
<v Speaker 2>to pay him attorney. And I bought the biggest, meanest

0:11:10.960 --> 0:11:13.480
<v Speaker 2>smartness attorney in New York to fight that man, and

0:11:13.520 --> 0:11:16.000
<v Speaker 2>I won the lawsuit. Now if I if I had

0:11:16.040 --> 0:11:17.800
<v Speaker 2>gone back a year and the same thing happened, I

0:11:17.800 --> 0:11:19.640
<v Speaker 2>wouldn't have had the money. I would have just had

0:11:19.679 --> 0:11:23.960
<v Speaker 2>to grovel like all the other creditors and just give

0:11:24.040 --> 0:11:26.240
<v Speaker 2>up the ship. But I collected the money, and with

0:11:26.360 --> 0:11:28.720
<v Speaker 2>it I was able to spand the business again and again.

0:11:28.800 --> 0:11:32.800
<v Speaker 2>But he didn't. He wasn't my friend. After he's a

0:11:32.800 --> 0:11:33.640
<v Speaker 2>little fair with her.

0:11:35.760 --> 0:11:38.040
<v Speaker 3>I can sense the competitiveness in you, even when you

0:11:38.040 --> 0:11:40.120
<v Speaker 3>tell the story. No way, yeah, no, we sense it.

0:11:40.160 --> 0:11:42.280
<v Speaker 3>So I'm even when you walked in and we were like,

0:11:42.440 --> 0:11:45.280
<v Speaker 3>you know, we've had some other sharks, not you know,

0:11:45.360 --> 0:11:48.400
<v Speaker 3>not as pretty, no, no no, and not as pretty

0:11:48.480 --> 0:11:49.960
<v Speaker 3>and definitely not as well dressed.

0:11:50.040 --> 0:11:53.000
<v Speaker 2>There you go, you're catching on. Now I'm addressed.

0:11:54.840 --> 0:11:55.839
<v Speaker 3>How was that in the seats?

0:11:55.880 --> 0:11:56.000
<v Speaker 2>Right?

0:11:56.040 --> 0:11:58.280
<v Speaker 3>Because obviously we know it's a show, but there is

0:11:58.440 --> 0:12:01.960
<v Speaker 3>real business that's happening about that competitive nature of I

0:12:02.000 --> 0:12:03.960
<v Speaker 3>want the deal, or damn I missed this deal, or

0:12:04.000 --> 0:12:05.080
<v Speaker 3>I'm glad I took it from you.

0:12:05.440 --> 0:12:08.480
<v Speaker 2>Yeah, well, it gets in your way more than anything else.

0:12:08.559 --> 0:12:10.880
<v Speaker 2>You know, somebody wants it. Usually, if one person wants

0:12:10.920 --> 0:12:12.199
<v Speaker 2>a deal, it's a good deal, and a lot of

0:12:12.200 --> 0:12:14.760
<v Speaker 2>people are after it, right, So now you've got to compete.

0:12:15.080 --> 0:12:17.640
<v Speaker 2>It turns into a game of salesmanship because the money

0:12:17.679 --> 0:12:19.720
<v Speaker 2>is one thing, but that's not really what makes the deals.

0:12:20.360 --> 0:12:22.720
<v Speaker 2>The partnership makes the deals. Do they like you better

0:12:22.720 --> 0:12:24.840
<v Speaker 2>than Damon? Do they like Damon better than Mark? Who

0:12:24.920 --> 0:12:27.920
<v Speaker 2>do they relate more to? And that's what it comes

0:12:27.960 --> 0:12:31.560
<v Speaker 2>down to. So I'm a great salesman. I've sold my

0:12:31.600 --> 0:12:35.719
<v Speaker 2>whole life. I just push my wonderful virtues. I'm your

0:12:36.040 --> 0:12:41.439
<v Speaker 2>perfect partner, perfect All my entrepreneurs are going to be

0:12:41.480 --> 0:12:44.640
<v Speaker 2>your best friends. You're bored. We go on fun retreats.

0:12:44.880 --> 0:12:47.440
<v Speaker 2>I sell them on everything, throw out the kitchens. They

0:12:47.480 --> 0:12:50.439
<v Speaker 2>got them, and then I find that their eyes lighted

0:12:50.480 --> 0:12:51.559
<v Speaker 2>something and I drill it home.

0:12:51.640 --> 0:12:53.440
<v Speaker 3>You know, they want the retreat.

0:12:54.400 --> 0:12:57.080
<v Speaker 2>They do love the retreat. It says some people I've

0:12:57.080 --> 0:12:59.760
<v Speaker 2>closed on businesses simply because they wanted to be included

0:12:59.800 --> 0:13:03.000
<v Speaker 2>in my pack of retreat people. I'm thinking, Okay, that

0:13:03.040 --> 0:13:05.480
<v Speaker 2>wouldn't be floating me by but floating them.

0:13:06.600 --> 0:13:10.680
<v Speaker 1>So how do you reinvent yourself? Because you're a great marketer,

0:13:11.160 --> 0:13:15.720
<v Speaker 1>great storyteller, promoter, and you have different phases right, and

0:13:15.760 --> 0:13:18.080
<v Speaker 1>a lot of times people get stuck in one phase

0:13:18.800 --> 0:13:22.600
<v Speaker 1>and they kind of become a has been. How have

0:13:22.679 --> 0:13:25.360
<v Speaker 1>you been able to reinvent yourself and stay relevant throughout

0:13:25.400 --> 0:13:26.720
<v Speaker 1>all of these different errors.

0:13:27.120 --> 0:13:29.120
<v Speaker 2>My secret, I don't know if it's the right one,

0:13:29.280 --> 0:13:32.199
<v Speaker 2>is I try anything. I try anything. I don't think

0:13:32.200 --> 0:13:35.080
<v Speaker 2>you wait until you see your out of style or

0:13:35.120 --> 0:13:39.000
<v Speaker 2>the methodology you use and how you're selling is not

0:13:39.040 --> 0:13:41.360
<v Speaker 2>as good as it used to be. I think it's

0:13:41.400 --> 0:13:45.120
<v Speaker 2>about collaborating with people that work with you, given the

0:13:45.440 --> 0:13:49.720
<v Speaker 2>freedom to come up with stupid ideas, and that everybody's

0:13:49.760 --> 0:13:52.240
<v Speaker 2>excited and says, let's do this, let's do that. Four

0:13:52.280 --> 0:13:55.920
<v Speaker 2>to five things I try since I went out of

0:13:55.960 --> 0:13:58.720
<v Speaker 2>my real estate brokerage business A Corker group. Four to

0:13:58.840 --> 0:14:01.120
<v Speaker 2>five things I fail miss But I bet you can't

0:14:01.160 --> 0:14:03.480
<v Speaker 2>tell me one that I failed it right, Nobody can

0:14:04.240 --> 0:14:06.280
<v Speaker 2>you just have to try all the time. That's how

0:14:06.320 --> 0:14:09.120
<v Speaker 2>you discover new angles, new things, new ways of delivery,

0:14:09.200 --> 0:14:11.559
<v Speaker 2>new kinds of people, new kinds of departments, new kinds

0:14:11.600 --> 0:14:14.520
<v Speaker 2>of products. You just try everything. A lot of people

0:14:14.679 --> 0:14:17.920
<v Speaker 2>are very conservative about wanting to have the right answer.

0:14:18.080 --> 0:14:19.920
<v Speaker 2>Let's do this, this is a big one. That's what's

0:14:20.000 --> 0:14:22.480
<v Speaker 2>wrong with corporate America. They have to get a committee

0:14:22.480 --> 0:14:25.640
<v Speaker 2>to really all agree with everything. What's great about being

0:14:25.680 --> 0:14:29.200
<v Speaker 2>a small entrepreneur is you're scrappy. You can try anything.

0:14:29.240 --> 0:14:30.840
<v Speaker 2>You could think of something on a Monday and get

0:14:30.880 --> 0:14:32.920
<v Speaker 2>it on the street by Thursday. You know, if you're

0:14:32.960 --> 0:14:35.400
<v Speaker 2>with a big corporation, you got to get this guy's approval.

0:14:35.400 --> 0:14:37.560
<v Speaker 2>The attorneys have to review, the accounts have to review,

0:14:37.560 --> 0:14:39.080
<v Speaker 2>and by the time you have it on Monday, it

0:14:39.120 --> 0:14:42.320
<v Speaker 2>comes out maybe four months later. That's why I've always

0:14:42.360 --> 0:14:45.080
<v Speaker 2>my whole life been paying very careful attention to the

0:14:45.120 --> 0:14:47.240
<v Speaker 2>little guy. I'm not afraid of the big guy, and

0:14:47.240 --> 0:14:49.080
<v Speaker 2>I don't think big guys should be afraid of the

0:14:49.080 --> 0:14:51.160
<v Speaker 2>other big guys. I think they have to look behind

0:14:51.160 --> 0:14:52.880
<v Speaker 2>them and see who's coming up my ass. You know,

0:14:52.920 --> 0:14:55.280
<v Speaker 2>who's going to take over my market? Because the little

0:14:55.320 --> 0:14:57.840
<v Speaker 2>guy always is more creative and tries more stuff because

0:14:57.840 --> 0:15:00.200
<v Speaker 2>they have less to lose. It makes sense, right, have

0:15:00.280 --> 0:15:02.440
<v Speaker 2>less to lose. So I don't think there's a point

0:15:02.440 --> 0:15:05.280
<v Speaker 2>where you reinvent your business or reinvent yourself. I think

0:15:05.280 --> 0:15:07.520
<v Speaker 2>what you're always doing is shuffling your cards and trying

0:15:07.560 --> 0:15:09.480
<v Speaker 2>to see a little of this, little of that and

0:15:09.520 --> 0:15:11.720
<v Speaker 2>get a better formula that might work a little bit better.

0:15:11.800 --> 0:15:14.440
<v Speaker 2>And then most things don't work. But as long as

0:15:14.440 --> 0:15:16.360
<v Speaker 2>you get one on five, you've got an R and

0:15:16.440 --> 0:15:19.080
<v Speaker 2>D department, and you're pushing ahead of your competition because

0:15:19.080 --> 0:15:21.280
<v Speaker 2>you've at least tried five when they tried nothing. You know,