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Speaker 1: Welcome to Had a Money. I'm Joel and I am

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Speaker 1: Mad and today we're talking family first entrepreneurship with Steve Chu.

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Speaker 2: Yeah, our guest today. He might be considered a serial entrepreneur, right, so.

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Speaker 2: Fed up with his traditional lane of five, Steve launched

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Speaker 2: an e commerce site after he saw some success with

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Speaker 2: selling on eBay, and then the success of that site

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Speaker 2: led to a blog, and then once that was making

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Speaker 2: some serious money, he created an online course, and then

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Speaker 2: the success of that led to a podcast and a conference,

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Speaker 2: and I think today he's in the process of launching

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Speaker 2: a couple more businesses. I will be honest, this sounds

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Speaker 2: a bit overwhelming to me personally, but what is important

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Speaker 2: to note is that Steve Cho's goal isn't to simply

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Speaker 2: grow to scale to maximize the revenue. Instead, he is

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Speaker 2: interested in businesses that allow him to achieve his goals,

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Speaker 2: and in his case, to create businesses that are family first.

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Speaker 2: And even though that is the name of his book,

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Speaker 2: Family First Entrepreneurship, Steve is really just writing about how

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Speaker 2: regular folks can achieve financial freedom without sacrificing what matters

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Speaker 2: the most to them. So we're gonna be talking about

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Speaker 2: that today. And we're gonna discuss why everyone out there

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Speaker 2: should consider entrepreneurship, how to figure out what kind of business,

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Speaker 2: to start marketing that business, and you know the things

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Speaker 2: that whole book's back. We're gonna be talking about all

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Speaker 2: that plus plenty more today, Steve, thank you for joining

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Speaker 2: us on the podcast.

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Speaker 3: I am happy to be here.

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Speaker 4: You know what's funny is I don't actually consider myself

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Speaker 4: a serial entrepreneur.

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Speaker 1: No, okay.

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Speaker 4: I basically have two things. I got the online store

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Speaker 4: and I got the content side of the business.

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Speaker 1: Okay, that's exactly what a serial entrepreneur would say, Steve,

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Speaker 1: if they would downplay all their endeavors. So I'm gonna

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Speaker 1: think you protest too much, but will get into specifics.

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Speaker 1: The first question, though, we ask, I don't have a

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Speaker 1: problem right exactly any time about one. That's just your perception, Okay, okay, man.

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Speaker 1: But the first question we ask everyone who comes on

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Speaker 1: the show, Matt and I. We splurge on craft beer

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Speaker 1: while still saving and investing for the future, trying to

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Speaker 1: be smart on both ends, living life in the here

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Speaker 1: and now while also thinking about tomorrow. What's that for you?

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Speaker 1: What do you Splurgeohn currently that some people might think

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Speaker 1: it's a little bit crazy.

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Speaker 4: The only thing I splurge on really is NBA finals games,

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Speaker 4: and I've just been lucky, like the Warriors have just

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Speaker 4: been really good for these past I don't know, seven

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Speaker 4: or eight years. So I've heard that I go to

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Speaker 4: the playoffs, I go to the finals, and I spend

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Speaker 4: a lot of money.

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Speaker 3: Like my friends are like, what are you crazy? But

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Speaker 3: you know it's fun. It's my only splurge.

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Speaker 1: Your a man named Stephen Curry, who I hear is

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Speaker 1: very good with the basketball.

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Speaker 3: That's my brother.

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Speaker 2: So I know nothing about basketball, but I do see

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Speaker 2: celebrities and the fancy folks sitting court side. Is that

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Speaker 2: you like, can you are you feeling the sebt? Are

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Speaker 2: they falling into your lap?

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Speaker 1: That kind of thing.

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Speaker 4: So that's beyond my budget. So those court side seats

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Speaker 4: are like thirty grand. I usually invest around seven, which

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Speaker 4: is usually good for like the fourth or fifth row.

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Speaker 2: Okay, well, i's still really doting close though, fourth or

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Speaker 2: fifth row.

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Speaker 1: I will say. Maggot Matt and I we both we

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Speaker 1: splurged on an MLS final game. But it's such an

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Speaker 1: inferior sport that you can get tickets to that for

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Speaker 1: one hundred and eighty bucks. I think, so it's just

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Speaker 1: a big difference in quality and that's I think that's

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Speaker 1: why it's so much cheaper. Well, Steve, can you, I'm

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Speaker 1: curious about your your humble origins. One time I heard

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Speaker 1: you say that when you were referring to your childhood,

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Speaker 1: that you started studying for the SAT in fourth grade.

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Speaker 1: So I feel like that's indicative maybe of just something

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Speaker 1: interesting going on behind the scenes in childhood. Why are

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Speaker 1: you studying for this? Like most kids don't even study,

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Speaker 1: they just show up and take it. So why are

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Speaker 1: you studying in elementary school?

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Speaker 3: I mean, it wasn't by choice.

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Speaker 1: You're not that much of a go getter.

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Speaker 4: No, No, my parents actually made me do that. And

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Speaker 4: the problem I had was my brother. He's pretty much

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Speaker 4: a genius. He took the SATs, I believe in sixth

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Speaker 4: grade and I think his first score that he got

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Speaker 4: was like thirteen something.

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Speaker 1: Oh my god, go goodness, and then.

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Speaker 3: He eventually got fifteen fifty. And yeah, I don't know.

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Speaker 4: My parents just wanted me to study for it because

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Speaker 4: back in the day it mattered a lot more for college. Sure,

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Speaker 4: And oh, here's the real reason why I started so early.

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Speaker 4: It's because they wanted me to qualify for this nerd Camp.

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Speaker 4: And in order to qualify for that, you had to

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Speaker 4: break a thousand I believe in sixth grade.

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Speaker 2: Okay, all right, well I like that there is a

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Speaker 2: more immediate goal than for you to progressively get better

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Speaker 2: and better at the set every single year.

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Speaker 1: Did you end up going to nerd Camp? And if so,

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Speaker 1: how was it?

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Speaker 3: I did? Ye, I went to nerds Camp.

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Speaker 2: To nerd Camp, Come.

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Speaker 4: On, guys, come on, No, It ended up being a

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Speaker 4: great experience because I got to say, like I was

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Speaker 4: kind of cocky as a kid, you know, because you know,

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Speaker 4: because of my parents, I was always way ahead of

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Speaker 4: everyone else. But that NERD Camp was like the first

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Speaker 4: time where I was like probably the dumbest person at

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Speaker 4: that camp.

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Speaker 2: So Steve, let's kind of I mean, we're going to

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Speaker 2: be discussing entrepreneurship this entire episode, but just kind of

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Speaker 2: quickly here, like what is the biggest point of entrepreneurship?

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Speaker 2: You know, like if you were talking to someone who

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Speaker 2: just have the like a standard normal W two job,

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Speaker 2: what would you say to convince them to consider at

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Speaker 2: least starting their own thing?

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Speaker 4: I mean, really, people start businesses for freedom. You know

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Speaker 4: what's funny, when I was in college. You know, when

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Speaker 4: you when you're in college, you have the best life.

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Speaker 4: You have no responsibilities, you just have to study, do

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Speaker 4: whatever you want. And I remember when I was about

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Speaker 4: to graduate, I was like, wait, so now I got

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Speaker 4: to go into this office forty hours a week. Yeah,

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Speaker 4: and then they only get weekends off. And I think

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Speaker 4: most people just don't want to be working forty hours

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Speaker 4: a week. They want they want to have options, and

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Speaker 4: really that's the appeal of entrepreneurship.

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Speaker 1: Yeah. No, I think you're right, And it's interesting people

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Speaker 1: have different reasons for different things. I was listening to

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Speaker 1: Walter Isaacson being interviewed. He wrote the new Elon Musk biography,

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Speaker 1: and he's talking about the thing that helps you to

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Speaker 1: succeed in Elon Musk world is just it is not

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Speaker 1: having other priorities life, basically, not wanting balance, not wanting freedom,

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Speaker 1: just wanting to put you know, being inner planet, Harry

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Speaker 1: species and put people on Mars. And so you're saying, well,

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Speaker 1: the reason there are some people who are that dedicated

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Speaker 1: to their work. But if you want balance, if you

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Speaker 1: want freedom, then entrepreneurship is is there out to go?

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Speaker 4: I mean, there's no such thing as balance. I don't

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Speaker 4: know how far you guys got in my book, but

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Speaker 4: I talk about the four burners theory, which states that

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Speaker 4: your life is basically dictated by four burners. So you

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Speaker 4: got family, you got health, you got business, and friends. Right,

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Speaker 4: in order to do one thing well, you got to

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Speaker 4: turn off at least one of those burners. In order

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Speaker 4: to do something really well, you turn off too. And

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Speaker 4: if you're like Elawn Musk, you turn off all of

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Speaker 4: them except for the work burner. That's right, right, So,

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Speaker 4: I mean.

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Speaker 3: So basically the theory is about priorities.

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Speaker 4: You can't do it all, so you really got to

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Speaker 4: choose what you want to be good at.

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Speaker 1: Well.

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Speaker 2: As much of a proponent of starting your own business

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Speaker 2: as you are an entrepreneur, you talk about the lies

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Speaker 2: of hustle in your book, right, Like, there's a lot

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Speaker 2: of folks out there and they're like, you got to

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Speaker 2: get after, you got to grind, and a lot of

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Speaker 2: folks kind of wear it almost as a badge of honor.

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Speaker 2: But that's kind of the opposite approach of how it

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Speaker 2: is that you like to approach entrepreneurship.

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Speaker 3: You know. The thing is, and this is one of

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Speaker 3: the reasons why I wrote the book.

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Speaker 4: It's because if you look at all the business books

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Speaker 4: out there, and maybe all the videos that you see

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Speaker 4: about entrepreneurship, they're all written by single dudes, right, I

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Speaker 4: mean to be frank, I mean, they can work sixty

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Speaker 4: hours a week. But I got a family. You guys

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Speaker 4: got lots of kids. I actually want to see my wife.

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Speaker 4: I actually want to see my kids. So there had

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Speaker 4: to be a different way. And that's the way basically

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Speaker 4: I run my businesses. And I can't tell you how

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Speaker 4: many people that I've interviewed on my podcast that have

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Speaker 4: gotten divorced over their business.

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Speaker 3: And it's hard, right, yeah.

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Speaker 4: And I think the problem is, and this happened to

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Speaker 4: me actually too, when you start making money that you're

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Speaker 4: not used to making, you start getting this fever and

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Speaker 4: you just start wanting to make more and more money.

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Speaker 4: And I was setting these ridiculous goals for our business

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Speaker 4: where we try to grow like fifty percent, and then

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Speaker 4: once we hit that goal, I'd moved the gold posts again,

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Speaker 4: and pretty soon I was driving my wife crazy. And

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Speaker 4: then one day she came to me and she broke down.

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Speaker 4: She said, Hey, why are we doing all this? I mean,

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Speaker 4: we don't even spend a fraction of what we make.

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Speaker 4: Why are we killing ourselves to meet this ridiculous goal

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Speaker 4: that you've been setting. And that's when I came to

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Speaker 4: the revelation and kind of got out of that fever

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Speaker 4: and realized why we started our businesses in the first

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Speaker 4: place was which was to hang out with the kids.

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Speaker 1: Oh man, isn't that the thing? Like that rudder can

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Speaker 1: get off slightly and over, you know, a few months

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Speaker 1: or a few years, even you just you're aiming for

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Speaker 1: the wrong thing. And that sounds like a yeah, a conversation.

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Speaker 1: It sounds like I'm glad you responded that way, because

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Speaker 1: there's a lot of people would say to make more money, duh.

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Speaker 1: But yeah, when your target, when your aim is off,

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Speaker 1: you're going to be moving in the wrong directions. And

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Speaker 1: I want to dive just a little bit deeper on

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Speaker 1: the four burners thing, because you talk about that and

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Speaker 1: it is so interesting. There's like, how do you suggest

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Speaker 1: people then if you're like, you see how successful somebody

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Speaker 1: like Elon Musk is, but most people don't realize and

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Speaker 1: don't see the effort, the grind, the lack of like

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Speaker 1: interpersonal relationships that someone has to go through to reach

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Speaker 1: those heights. So how have you thought about which burners

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Speaker 1: to turn on and turn off? And are you constantly

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Speaker 1: adjusting those? Like what does that look like in your life?

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Speaker 4: I mean, realistically, all the burners are constantly being adjusted.

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Speaker 4: I mean, if you think back to when we first

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Speaker 4: started our first e commerce store, which is over at

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Speaker 4: Bumbleby Linen's, we basically turn off the friend and the

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Speaker 4: health burner to get up and running pretty quick. We

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Speaker 4: weren't hanging out and then I was eating like crap.

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Speaker 4: I was really out of shape. But hey, you know,

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Speaker 4: we were spending all of our time on the business

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Speaker 4: and that's why I did so well on that first year,

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Speaker 4: and that's why it eventually became a seven figure business.

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Speaker 4: Here's the other thing about the burners that they're all

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Speaker 4: not quite independent. Like if your health burners up, then

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Speaker 4: you got a lot more energy to devote to the

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Speaker 4: other burners.

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Speaker 1: Yeah, yeah, yeah, you talked about that in your book.

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Speaker 2: Can you, yeah, talk more about how in your mind,

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Speaker 2: Like you basically said that the health burner is almost

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Speaker 2: like a like a foundation in order to succeed like

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Speaker 2: a turbo booster for the others.

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Speaker 1: Huh.

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Speaker 3: Yeah.

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Speaker 4: I didn't discover this until much much later, in fact,

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Speaker 4: So I went low carb in twenty fourteen. I lost

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Speaker 4: about thirty five forty pounds, got a six pack, and

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Speaker 4: all of a sudden, like I don't get tired anymore,

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Speaker 4: like I have energy to go the entire day.

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Speaker 1: I thought they were gonna say, that's when you started

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Speaker 1: mail modeling.

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Speaker 4: No, okay, so I don't have the six pack anymore.

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Speaker 4: It's impossible to maintain that thing. Let me tell you.

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Speaker 4: It was purely a vanity thing that I just wanted

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Speaker 4: to say. I had took a couple photos and that

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Speaker 4: was that. But I still, you know, eat correctly, and

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Speaker 4: I make sure I exercised two to three times a week,

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Speaker 4: and I feel great, never had food coma or anything

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Speaker 4: like that.

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Speaker 1: I love it. Yeah.

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Speaker 2: Okay, so let's let's rewind the clock a little bit too.

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Speaker 2: So you kind of jumped to where you got to

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Speaker 2: a breaking point with you and your wife with the

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Speaker 2: business bumblebe linens. But take us back in time a

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Speaker 2: little bit. Took us to when it was that you

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Speaker 2: decided to kind of launch into that I mean you

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Speaker 2: basically discussed it was again, it's sort of your your

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Speaker 2: wife having a moment where she said she didn't she

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Speaker 2: didn't want to keep her job anymore, and she had

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Speaker 2: a pretty size income. Can you talk about that event

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Speaker 2: and how that led you down the path of entrepreneurship.

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Speaker 4: Yeah, so that was back in two thousand and six.

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Speaker 4: I want to say, and you know, here's the thing.

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Speaker 4: Like I grew up my parents are first generation. Her

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Speaker 4: parents are first generation. We didn't see our parents much.

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Speaker 4: My parents basically came here with nothing. So I used

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Speaker 4: to play club volleyball. I used to play volleyball for

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Speaker 4: the school and guess what, my parents were never really

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Speaker 4: there on the sidelines watching me and my friend's parents were,

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Speaker 4: and I you know, you know, I didn't blame them,

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Speaker 4: but I always wish that they were there. And so

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Speaker 4: when my wife told me she was going to quit,

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Speaker 4: and was like, okay, I'm full, fully on board with

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Speaker 4: that decision because I think we need to be more

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Speaker 4: present in our kids' lives. And where we live in

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Speaker 4: the Silicon Valley, it is expensive. You pretty much need

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Speaker 4: two incomes in order to get a good house in

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Speaker 4: a good school district. And if she was going to quit.

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Speaker 4: She was making six figures at the time working for

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Speaker 4: a fortune five hundred company. We basically needed another income

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Speaker 4: and so that's basically how this whole thing got started.

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Speaker 1: Okay, so you're like, it's basically this, Hey, my wife

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Speaker 1: wants to stay home. I got to figure out a

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Speaker 1: way to pull this off. And then how did that

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Speaker 1: translate to starting a linen's company to jail? Like a

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Speaker 1: history in you know in that space, did you have

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Speaker 1: like some proprietary knowledge or what was like, Oh, yeah,

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Speaker 1: this is this is the small business to start.

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Speaker 4: So the only history we had was when my wife

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Speaker 4: and I got married in two thousand and three. You

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Speaker 4: got to understand this about my wife. She's a crier,

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Speaker 4: and usually it's tears of joy. Sometimes a maker cry

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Speaker 4: for non joy reasons, but at our wedding, she knew

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Speaker 4: she was going to cry. We spent all this money

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Speaker 4: on photography, like I think the whole wedding industry is

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Speaker 4: just way overpriced, and she didn't want to be seen

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Speaker 4: in the photos drying her tears, you know, with a tissue.

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Speaker 4: She wanted to be classy with a handkerchief, and so

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Speaker 4: we looked all over the place in the US, couldn't

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Speaker 4: find any. Finally found this place in China that it

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Speaker 4: was a factory essentially, and we had to buy a bunch.

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Speaker 4: So we bought a couple hundred, which was the minimum

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Speaker 4: order quantity, and we use maybe a handful of them

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Speaker 4: and then just listed the rest on eBay and they

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Speaker 4: sold like hotcakes. So when it came time to start

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Speaker 4: that business, you know, in two thousand and six, two

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Speaker 4: thousand and seven, we got back in touch with that factory.

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Speaker 1: Nice.

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Speaker 2: Yeah, So that kicked it all off, and we're going

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Speaker 2: to spend more of the episode talking about how folks

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Speaker 2: can essentially launch their own businesses. But you know, this

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Speaker 2: is the one that y'all started.

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Speaker 1: It sounds so serendipitous, by the way, when you say

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Speaker 1: it that way just kind of happens. Yeah, it sounds

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Speaker 1: some extras and oh wow, what a great business.

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Speaker 4: Well there's more to that. I mean, that wasn't like

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Speaker 4: our first choice. Actually, our first choice was actually starting

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Speaker 4: a coumon. Do you guys have Kumans over in in Georgia?

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Speaker 1: Yeah, the ar Learning Center. Yeah, yeah, because.

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Speaker 3: That's right up my alley right, SAT's fourth grade. Yeah,

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Speaker 3: I can drink.

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Speaker 1: It's like your own proprietary nerd camp for.

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Speaker 3: Kids, exactly.

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Speaker 4: But it turns out it would have cost us about

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Speaker 4: three hundred and fifty to four hundred thousand to open

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Speaker 4: one of those. And then we looked at like other

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Speaker 4: things like boba stores and whatnot, and it just required

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Speaker 4: so much capital, whereas with our store really only we

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Speaker 4: invested six hundred and thirty dollars to start that thing exactly.

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Speaker 2: Well, and that's one of the things you addressed in

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Speaker 2: your book. You talk about how truly like a lot

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Speaker 2: of folks when they think about entrepreneurs, they think, oh,

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Speaker 2: I've got to bet the farm, I've got to go

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Speaker 2: big or go home. You know, you quit your day job,

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Speaker 2: you go all in on a new idea. But talk

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Speaker 2: to us about how you were able to gradually cut

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Speaker 2: back at your nine to five as you were able

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Speaker 2: to ramp up your online e commerce site, because that

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Speaker 2: was one of the ways that you were able to

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Speaker 2: mitigate that some of that risk.

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Speaker 4: I mean to be honest with you, it's even easier today.

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Speaker 4: You don't need a lot of money to start any

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Speaker 4: business today thanks to the Internet, all right, and thanks

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Speaker 4: to AI now actually even more. That's like the next generation.

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Speaker 4: So we started everything. Like back in the beginning, we

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Speaker 4: could have run our business for like maybe thirty dollars

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Speaker 4: a month. There's zero risk, and we just went in

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Speaker 4: with the attitude like, hey, let's just give this try.

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Speaker 4: If it works great, If not, you can always go

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Speaker 4: back to work in case things get really bad, and

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Speaker 4: I'm going to keep my job. And what ended up

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Speaker 4: happening is the business started taking off, and then I

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Speaker 4: launched my wife quitter Job, which is basically a journal

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Speaker 4: of our business. I launched that in two thousand and nine.

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Speaker 4: That started making money I think around twenty eleven, and

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Speaker 4: then I started thinking to myself, Hey, you know, I

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Speaker 4: really liked my job.

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Speaker 3: That was the difference.

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Speaker 4: Like I was an engineer, It's pretty much what I

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Speaker 4: wanted to be all my life. And I had my

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Speaker 4: dream job designing microprocessors alongside of a whole bunch of

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Speaker 4: really smart people. So I actually didn't want to leave

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Speaker 4: my job. But at some point we were making so

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Speaker 4: much money with the businesses that it didn't really make

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Speaker 4: sense for me to be there five days a week,

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Speaker 4: Like I wanted to be there with the kids too,

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Speaker 4: so I dropped down to four days. I dropped down,

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Speaker 4: the three days dropped down to two days, and then

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Speaker 4: finally I was just there once.

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Speaker 1: A week and I had the sounds like the dream.

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Speaker 4: Well it was because I still got to hang out.

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Speaker 4: But the only reason I had that luxury was because

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Speaker 4: I was one of three people that designed the main

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Speaker 4: product that was making the bulk of the money for

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Speaker 4: the company. So I was essentially there as an insurance policy.

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Speaker 4: The problem is is my big boss eventually left, a

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Speaker 4: new boss came in, brought me into their office and

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Speaker 4: was like, Hey, what exactly do you do here? One

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Speaker 4: day a week?

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Speaker 2: You had an office space moment where the yeah, I

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Speaker 2: boost the morale of everyone around me come.

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Speaker 4: On and I was like, I'm going to be stripped

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Speaker 4: with you. I don't do anything, but you know, I'm

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Speaker 4: here in case anything breaks, or to attend meetings and advise.

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Speaker 4: And then you know, he was like, Hey, either work

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Speaker 4: here for at least three or four days or you're out,

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Speaker 4: and so I left.

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Speaker 1: And sometimes it gets to that kind of ultimatum point

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Speaker 1: in the process. And that's the goal, right, is for

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Speaker 1: the ramp up, for the line to keep going up

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Speaker 1: into the right when it comes to the revenue that

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Speaker 1: your business is generating so that you can eventually like

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Speaker 1: take off and go do that full time. We want

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Speaker 1: to talk to you more, Steve about specifically like which

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Speaker 1: business ideas to bet on and how to get started.

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Speaker 1: So we've got some more questions for you on that front.

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Speaker 1: We'll get to those right after this.

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Speaker 2: All right, we are back from the break talking with

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Speaker 2: Steve Chu and Steve, we're gonna get a little you know,

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Speaker 2: we kind of talk through your story kind of how

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Speaker 2: it is you view entrepreneurship at a high level, but

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Speaker 2: we're gonna get maybe a little more practical and hopefully

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Speaker 2: we can leave a lot of listeners out there with

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Speaker 2: some ideas, maybe with some takeaways. And I think a

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Speaker 2: lot of folks might be wondering how outside of the

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Speaker 2: box that they could potentially get with a business idea,

402
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Speaker 2: right because it feels like the sky might be the

403
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Speaker 2: limit when it comes to just some of the different

404
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Speaker 2: brainstorming that they might do. But how do you know

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Speaker 2: if there's someone out there in there listening and they're like, man,

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Speaker 2: this is a good idea or this is a weird,

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Speaker 2: crazy idea, Like is there a way that you help

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Speaker 2: folks to distinguish whether an idea is just crazy or

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Speaker 2: if it's just crazy good.

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Speaker 4: I mean, are we talking about physical products here or

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Speaker 4: content dealer's choice?

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Speaker 3: All right?

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Speaker 4: All right, well let's just start with physical product because

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Speaker 4: that's something easy to understand, right, You sell something, you

415
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Speaker 4: get money for it, all right, So these days you

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Speaker 4: can pretty much tell what anything sells for and how

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Speaker 4: much they're making. There are tools such as jungle Scout

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Speaker 4: that will literally tell you how much every single listing

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Speaker 4: on Amazon is making. Right, so there's really very few

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Speaker 4: there's very few mysteries now in terms of how much

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Speaker 4: you could potentially make given a product. Just look it

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Speaker 4: up on Amazon, use jungle Scout.

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Speaker 3: It'll tell you. Now.

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Speaker 4: The other thing is I got students in my class

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Speaker 4: that sometimes they tell me they're going to launch something

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Speaker 4: and I'm like, dude, that's really saturated. It's going to

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Speaker 4: be a very hard road. But then they succeed. And

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Speaker 4: the thing to realize here is that if you're good

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Speaker 4: at selling something, you can pretty much sell anything. And

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Speaker 4: you got to realize this. When you're selling anything online,

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Speaker 4: chances are it's already a commodity. Like there's very few

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Speaker 4: inventions being sold, Like, hey, we sell handkerchiefs, we sell towels,

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Speaker 4: we sell linens. Right, No one's really invented that anything

434
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Speaker 4: in that industry for a very long time. So what

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Speaker 4: you got to realize is, if you're trying to sell something,

436
00:19:04,560 --> 00:19:08,280
Speaker 4: it's really about the emotions that you can evoke in

437
00:19:08,320 --> 00:19:11,359
Speaker 4: a customer to get them to buy. Do you guys,

438
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Speaker 4: have you ever heard of doctor Squatch? No?

439
00:19:13,880 --> 00:19:15,200
Speaker 1: Is that a soap?

440
00:19:15,640 --> 00:19:18,320
Speaker 4: Yes, okay, men's soap. And I don't know about you guys,

441
00:19:18,320 --> 00:19:20,439
Speaker 4: but I don't care about soap. I just use whatever's

442
00:19:20,440 --> 00:19:23,080
Speaker 4: in the bathroom. So it's really hard to sell soap

443
00:19:23,119 --> 00:19:26,560
Speaker 4: to a guy's market. But if you watch their commercials,

444
00:19:27,080 --> 00:19:30,320
Speaker 4: you'll notice that there's always a female in the picture

445
00:19:30,640 --> 00:19:33,199
Speaker 4: and she's always like smelling the guy, going, oh my god,

446
00:19:33,440 --> 00:19:35,560
Speaker 4: you smell so good. I want to jump you right now.

447
00:19:36,040 --> 00:19:38,520
Speaker 4: So they're not really selling the soap what essentially, they're

448
00:19:38,560 --> 00:19:41,600
Speaker 4: selling sex, and that's why they became this one hundred

449
00:19:41,640 --> 00:19:44,520
Speaker 4: million dollar company. It's about the emotions that you evoke,

450
00:19:44,560 --> 00:19:46,239
Speaker 4: and there's a whole bunch of emotions that you can

451
00:19:46,280 --> 00:19:48,240
Speaker 4: evoke to get someone to buy something, and sex just

452
00:19:48,280 --> 00:19:49,920
Speaker 4: happens to be one of them.

453
00:19:50,000 --> 00:19:52,920
Speaker 1: Yeah, talk about the other emotions, because there are other

454
00:19:53,000 --> 00:19:56,440
Speaker 1: ways which you can you can make a product stand apart,

455
00:19:56,520 --> 00:19:58,760
Speaker 1: not necessarily, and that's what Coke's doing, right, Coca Cola.

456
00:19:59,040 --> 00:20:01,040
Speaker 1: It's the response from the sip of coke in the

457
00:20:01,040 --> 00:20:03,720
Speaker 1: commercial and you're like, yeah, that does look refreshing, but

458
00:20:03,800 --> 00:20:06,000
Speaker 1: clearly it's not like quenching your thirst. That's not what

459
00:20:06,040 --> 00:20:09,240
Speaker 1: Coke's there to do. But they're selling kind of a lifestyle,

460
00:20:09,320 --> 00:20:11,159
Speaker 1: a way of being, and that's what a lot of

461
00:20:11,200 --> 00:20:12,520
Speaker 1: the most successful brands do. Right.

462
00:20:12,840 --> 00:20:15,360
Speaker 2: Technically this is it's called the Life Force eight, which

463
00:20:15,400 --> 00:20:19,200
Speaker 2: by the way, sounds like some indie band, but yeah,

464
00:20:19,359 --> 00:20:21,040
Speaker 2: it's some of these different ways that you're able to

465
00:20:21,200 --> 00:20:21,840
Speaker 2: appeal to folks.

466
00:20:22,000 --> 00:20:26,200
Speaker 4: Yeah, anything that shows that you're enjoying life, or you're

467
00:20:26,280 --> 00:20:29,080
Speaker 4: keeping up with the joneses like your high class, or

468
00:20:29,200 --> 00:20:31,959
Speaker 4: anything that helps you protect your loved ones. I mean,

469
00:20:31,960 --> 00:20:34,480
Speaker 4: there's a number of different emotions that you can evoke,

470
00:20:34,520 --> 00:20:37,160
Speaker 4: and if you can do that, you can make someone

471
00:20:37,200 --> 00:20:37,760
Speaker 4: buy anything.

472
00:20:38,080 --> 00:20:40,960
Speaker 1: Makes me think, like my daughter recently bought used her

473
00:20:41,000 --> 00:20:43,800
Speaker 1: own money to buy a really expensive water bottle, a

474
00:20:43,880 --> 00:20:46,639
Speaker 1: Stanley water bottle, and I didn't realize these were things

475
00:20:46,720 --> 00:20:48,480
Speaker 1: bladed watercut and now I look around and I see

476
00:20:48,520 --> 00:20:50,520
Speaker 1: like all the ladies around here drinking out of Stanley

477
00:20:50,560 --> 00:20:53,600
Speaker 1: water bottles. They're forty five dollars apiece, and it's like

478
00:20:53,800 --> 00:20:57,159
Speaker 1: you get a water bottle for a dollar fifty. But

479
00:20:57,400 --> 00:21:01,280
Speaker 1: for some reason, these evoke something and they've somehow in

480
00:21:01,320 --> 00:21:06,200
Speaker 1: their marketing, they've gotten enough people in on the expensive

481
00:21:06,200 --> 00:21:08,680
Speaker 1: water bottle game that it's it's kind of starting to

482
00:21:08,680 --> 00:21:10,960
Speaker 1: trickle down into other places. It's almost like selling itself.

483
00:21:11,359 --> 00:21:14,360
Speaker 4: I mean, just look at the iPhone. I'm an Android guy,

484
00:21:14,520 --> 00:21:16,080
Speaker 4: and so whatever. I look at the iPhone, I'm like,

485
00:21:16,119 --> 00:21:18,200
Speaker 4: this is just way overpriced for what you get. They're

486
00:21:18,200 --> 00:21:21,040
Speaker 4: always behind in terms of technology, but they do these

487
00:21:21,080 --> 00:21:24,240
Speaker 4: little things like when my front and iPhone messages me

488
00:21:24,320 --> 00:21:27,040
Speaker 4: it's not green or whatever call it, you know, and

489
00:21:27,119 --> 00:21:30,159
Speaker 4: so I'm like this outcast paria.

490
00:21:30,640 --> 00:21:32,120
Speaker 3: Yeah, exactly right.

491
00:21:32,200 --> 00:21:34,280
Speaker 4: And so these are just things that Apple Apples like

492
00:21:34,320 --> 00:21:37,440
Speaker 4: phenomenal at marketing. I remember when they released the iPad

493
00:21:37,960 --> 00:21:40,680
Speaker 4: and then Google released their tablet. Google was touting features

494
00:21:40,720 --> 00:21:43,440
Speaker 4: like processor speed and battery.

495
00:21:43,080 --> 00:21:43,959
Speaker 3: Life and all this stuff.

496
00:21:44,359 --> 00:21:47,040
Speaker 4: Apple comes out with this commercial where like these little

497
00:21:47,160 --> 00:21:48,879
Speaker 4: kids create this video for.

498
00:21:48,960 --> 00:21:50,440
Speaker 3: Grandpa, and.

499
00:21:51,800 --> 00:21:54,199
Speaker 4: Yeah, Grandma had passed away and they put together this

500
00:21:54,240 --> 00:21:56,280
Speaker 4: really good skit and you know a lot of people

501
00:21:56,359 --> 00:21:57,960
Speaker 4: start tearing up at the end of that video.

502
00:21:58,200 --> 00:22:00,560
Speaker 1: Well, it's like Public's commercials during the holidays, they like

503
00:22:00,840 --> 00:22:03,480
Speaker 1: they make you cry. It's not about hey, look we

504
00:22:03,520 --> 00:22:05,320
Speaker 1: got the best selection at the lowest prices. It's all

505
00:22:05,359 --> 00:22:07,760
Speaker 1: about shopping is a pleasure and it's just a different

506
00:22:07,960 --> 00:22:10,000
Speaker 1: way of selling a product in the way.

507
00:22:09,880 --> 00:22:12,680
Speaker 2: To market it, way to stand out. Steve so as

508
00:22:12,720 --> 00:22:15,800
Speaker 2: folks are kind of brainstorm and thinking through what it is.

509
00:22:15,840 --> 00:22:17,879
Speaker 2: Like You've got an individual and maybe they're not thinking products,

510
00:22:17,880 --> 00:22:19,280
Speaker 2: they're just thinking about, like, I just want to do

511
00:22:19,320 --> 00:22:23,200
Speaker 2: something for myself. You in your book you warned against

512
00:22:23,480 --> 00:22:27,280
Speaker 2: chasing things, chasing businesses that we think are going to

513
00:22:27,280 --> 00:22:30,760
Speaker 2: make us happy. What role do you think passion should

514
00:22:30,760 --> 00:22:33,400
Speaker 2: play when it comes to starting up a side business.

515
00:22:34,640 --> 00:22:36,480
Speaker 4: I mean, I'm a practical guy, and when I think

516
00:22:36,480 --> 00:22:39,560
Speaker 4: of the word passion, I think of like, you know,

517
00:22:39,560 --> 00:22:42,440
Speaker 4: when you first start dating and you know you're really

518
00:22:42,520 --> 00:22:44,840
Speaker 4: interested in this girl or whatnot, but you know that

519
00:22:44,920 --> 00:22:48,199
Speaker 4: might fade after a while. But if you have some

520
00:22:48,240 --> 00:22:51,720
Speaker 4: sort of special skill or knowledge or advantage, you should

521
00:22:51,720 --> 00:22:55,080
Speaker 4: always take advantage of that first when it comes to business, right,

522
00:22:55,520 --> 00:22:57,600
Speaker 4: I mean I have students in my class they're having

523
00:22:57,640 --> 00:23:00,359
Speaker 4: problems figuring out what to sell, and then you know,

524
00:23:00,440 --> 00:23:04,160
Speaker 4: in casual conversation, it'll come up, Oh, by the way,

525
00:23:04,200 --> 00:23:05,960
Speaker 4: did I mention that my wife.

526
00:23:05,720 --> 00:23:07,280
Speaker 3: Is a chiropractor?

527
00:23:07,480 --> 00:23:10,600
Speaker 4: Like this guy wanted to sell back pillows and I'm like, dude,

528
00:23:10,640 --> 00:23:13,199
Speaker 4: that's really competitive and whatnot. And then he mentions his

529
00:23:13,200 --> 00:23:15,760
Speaker 4: wife's a chiropractor and like she's known for this. I'm like,

530
00:23:15,880 --> 00:23:17,480
Speaker 4: oh my god, yeah, totally.

531
00:23:17,400 --> 00:23:20,680
Speaker 2: That this is your unfair advantage that you exactly exactly.

532
00:23:21,000 --> 00:23:23,439
Speaker 1: Yeah. So, like different businesses makes sense for different folks

533
00:23:23,480 --> 00:23:27,119
Speaker 1: based on kind of their life experience, their expertise, their passion.

534
00:23:27,200 --> 00:23:30,000
Speaker 1: Like it's it's a combination of all of those different things, right,

535
00:23:30,040 --> 00:23:31,840
Speaker 1: and you have to kind of, what would you say,

536
00:23:31,880 --> 00:23:34,120
Speaker 1: put all those together to figure out maybe the best

537
00:23:34,359 --> 00:23:35,119
Speaker 1: route forward for you.

538
00:23:35,840 --> 00:23:39,040
Speaker 4: I mean, passion fades. I think that's the problem. I mean,

539
00:23:39,080 --> 00:23:43,080
Speaker 4: you look at us. We sell handkerchiefs. Definitely not my

540
00:23:43,080 --> 00:23:45,920
Speaker 4: first choice. I'm not really in the hankies. But over

541
00:23:45,960 --> 00:23:49,320
Speaker 4: the years, I've actually come to know the industry really well,

542
00:23:49,400 --> 00:23:52,080
Speaker 4: and I'm very passionate about the business because once you

543
00:23:52,080 --> 00:23:55,240
Speaker 4: start making money, you'll get all excited over, you know,

544
00:23:55,320 --> 00:23:56,440
Speaker 4: just the business aspects.

545
00:23:57,160 --> 00:23:59,320
Speaker 2: A lot of times you call these side bets, right,

546
00:23:59,400 --> 00:24:02,120
Speaker 2: it's something that you are working on while you are

547
00:24:02,160 --> 00:24:04,080
Speaker 2: maintaining your nine to five in order to pay the bills.

548
00:24:04,080 --> 00:24:08,720
Speaker 2: But you are exploring, you're following your curiosities, and essentially

549
00:24:09,040 --> 00:24:11,960
Speaker 2: you talk about how folks oftentimes will end up falling

550
00:24:12,000 --> 00:24:15,200
Speaker 2: into whatever side business that they happen to start and

551
00:24:15,359 --> 00:24:18,080
Speaker 2: ends up being successful. I guess I'm thinking of specifically.

552
00:24:18,160 --> 00:24:21,760
Speaker 2: You mentioned a gamer and he's just like, man, all

553
00:24:21,800 --> 00:24:24,359
Speaker 2: I do is I work, I come home, I eat,

554
00:24:24,600 --> 00:24:26,920
Speaker 2: I play video games for a few hours, and then

555
00:24:27,119 --> 00:24:29,640
Speaker 2: I'm not good at anything. And then you just start

556
00:24:29,640 --> 00:24:33,400
Speaker 2: asking him questions about his gaming specifically. Can you share

557
00:24:33,400 --> 00:24:34,560
Speaker 2: that story?

558
00:24:34,680 --> 00:24:37,200
Speaker 4: Yeah, I mean essentially, I mean I deal with a

559
00:24:37,240 --> 00:24:39,680
Speaker 4: lot of people who are stuck deciding what they want

560
00:24:39,720 --> 00:24:42,200
Speaker 4: to do, and sometimes it's just right under your nose.

561
00:24:42,280 --> 00:24:44,679
Speaker 4: So yeah, just like you said, I asked him what

562
00:24:44,720 --> 00:24:46,639
Speaker 4: he did during the day, what he was good at,

563
00:24:46,640 --> 00:24:47,800
Speaker 4: and he's like, I'm not good at anything.

564
00:24:47,960 --> 00:24:50,040
Speaker 3: Yeah, that's impossible, man, that's impossible.

565
00:24:50,920 --> 00:24:53,680
Speaker 4: And so when we got to this game that he played,

566
00:24:54,160 --> 00:24:56,200
Speaker 4: because I know I game a little bit, so I

567
00:24:56,240 --> 00:24:57,959
Speaker 4: asked him when he was playing, and he got all

568
00:24:58,000 --> 00:25:01,080
Speaker 4: excited and animated. I'm like, okay, what you got to

569
00:25:01,119 --> 00:25:03,880
Speaker 4: do is just just document like your excitement for the game.

570
00:25:05,040 --> 00:25:07,639
Speaker 4: And he ended up creating this YouTube channel and the

571
00:25:07,720 --> 00:25:10,719
Speaker 4: last time I checked, it had thousands of subscribers, and

572
00:25:10,800 --> 00:25:13,480
Speaker 4: you know, instantly, that's that's like how Twitch got started, right,

573
00:25:13,720 --> 00:25:16,080
Speaker 4: People wanted to follow gamers and watch them play, and

574
00:25:16,119 --> 00:25:17,600
Speaker 4: so there's a totally a market for this.

575
00:25:17,560 --> 00:25:20,960
Speaker 1: Stuff, all right. So sometimes we talked about like physical

576
00:25:20,960 --> 00:25:23,400
Speaker 1: products a lot. What about you mentioned creating other things

577
00:25:23,400 --> 00:25:26,760
Speaker 1: that You've started a blog as well, and there people

578
00:25:26,760 --> 00:25:31,919
Speaker 1: have made businesses specifically launched on social media, you know,

579
00:25:32,080 --> 00:25:34,960
Speaker 1: sites like Instagram, TikTok, whatever. You can have a fully

580
00:25:34,960 --> 00:25:39,600
Speaker 1: fledged business literally most of it based all around social media.

581
00:25:39,680 --> 00:25:41,520
Speaker 1: So what are your thoughts, like, how how do you

582
00:25:41,520 --> 00:25:43,239
Speaker 1: help people think about whether or not they should be

583
00:25:43,320 --> 00:25:46,160
Speaker 1: getting into the physical product game or getting into kind

584
00:25:46,200 --> 00:25:47,440
Speaker 1: of the online content game.

585
00:25:47,920 --> 00:25:52,040
Speaker 4: Yeah, So when someone asked me that question, I always say, hey,

586
00:25:52,080 --> 00:25:54,520
Speaker 4: you know, it really just depends on your time frame

587
00:25:54,640 --> 00:25:57,160
Speaker 4: for making money, Like if you want to make money

588
00:25:57,240 --> 00:25:59,840
Speaker 4: sooner rather than later, it's always easier to sell if

589
00:25:59,840 --> 00:26:02,600
Speaker 4: as product, because you know, the product kind of stands

590
00:26:02,640 --> 00:26:04,200
Speaker 4: on its own right. So I would say, if you

591
00:26:04,200 --> 00:26:06,800
Speaker 4: want to make money within a year, physical products is

592
00:26:06,840 --> 00:26:11,200
Speaker 4: probably good. If you don't have the budget for physical products,

593
00:26:11,640 --> 00:26:14,440
Speaker 4: then content is great. If you have a runway of

594
00:26:14,520 --> 00:26:17,520
Speaker 4: let's say two or three years, Nothing I ever did

595
00:26:17,560 --> 00:26:20,720
Speaker 4: in the content space made me money less than I

596
00:26:20,760 --> 00:26:22,680
Speaker 4: would say two years, because it takes time to build

597
00:26:22,680 --> 00:26:25,919
Speaker 4: an audience. But once you do build that audience, and

598
00:26:25,960 --> 00:26:28,040
Speaker 4: you guys can probably attest to this for your podcast,

599
00:26:28,440 --> 00:26:31,160
Speaker 4: the money just goes exponential after a while. So e

600
00:26:31,200 --> 00:26:34,760
Speaker 4: commerce ramps up pretty quickly, but you know, it kind

601
00:26:34,800 --> 00:26:37,320
Speaker 4: of goes up into the right, but content is like

602
00:26:37,480 --> 00:26:39,560
Speaker 4: flat and then all of a sudden hockey sticks up

603
00:26:39,840 --> 00:26:40,840
Speaker 4: in terms of revenue.

604
00:26:40,880 --> 00:26:43,800
Speaker 1: So like back in your early blogging days, you were

605
00:26:44,400 --> 00:26:47,000
Speaker 1: writing writing, not seeing much in return from like a

606
00:26:47,040 --> 00:26:49,760
Speaker 1: monetary perspective, What was it like and how did you

607
00:26:49,840 --> 00:26:53,080
Speaker 1: turn on kind of the cash flows bigot from that website?

608
00:26:53,320 --> 00:26:55,400
Speaker 4: Yeah, I mean, honestly, I don't think I made any

609
00:26:55,480 --> 00:27:00,280
Speaker 4: money for two years or anything significant. And the way

610
00:27:00,320 --> 00:27:02,840
Speaker 4: you got to view content is you got to grind

611
00:27:02,880 --> 00:27:05,040
Speaker 4: through it. Like I just put myself on a schedule

612
00:27:05,080 --> 00:27:07,800
Speaker 4: where I just wrote one blog post a week and

613
00:27:08,240 --> 00:27:12,160
Speaker 4: after a while, you'll know when it's time. Because when

614
00:27:12,160 --> 00:27:14,800
Speaker 4: I started writing about my e commerce store, everyone started

615
00:27:14,840 --> 00:27:17,440
Speaker 4: asking me for a class, right and I didn't want

616
00:27:17,440 --> 00:27:20,119
Speaker 4: to do a class, but people just kept asking for

617
00:27:20,280 --> 00:27:22,520
Speaker 4: and asking for it, and finally I said, Okay, fine,

618
00:27:22,840 --> 00:27:25,159
Speaker 4: I don't have any content right now, but if you

619
00:27:25,160 --> 00:27:27,920
Speaker 4: guys pay me three hundred bucks and if I sign

620
00:27:28,040 --> 00:27:31,639
Speaker 4: up you know ten people, I'll launch this class. And

621
00:27:31,640 --> 00:27:33,720
Speaker 4: then thirty five people signed up, and I was like,

622
00:27:33,760 --> 00:27:36,359
Speaker 4: oh man, okay, I guess I got to start this class.

623
00:27:37,480 --> 00:27:39,440
Speaker 4: And I've been running it now for over a decade

624
00:27:39,480 --> 00:27:41,800
Speaker 4: and it's been very lucrative for me. I'm very happy

625
00:27:41,840 --> 00:27:43,679
Speaker 4: that I did it. So that was one way that

626
00:27:43,760 --> 00:27:46,840
Speaker 4: I monetized. A different way was, you know, I use

627
00:27:46,880 --> 00:27:49,720
Speaker 4: a whole bunch of products in my store, and almost

628
00:27:49,760 --> 00:27:52,440
Speaker 4: all these products they have an affiliate program, and I'm

629
00:27:52,440 --> 00:27:54,960
Speaker 4: just recommending out the existing products that I used to

630
00:27:55,040 --> 00:27:56,920
Speaker 4: run my online store, and so it's a win win.

631
00:27:57,240 --> 00:27:59,159
Speaker 1: And one of the things you did there that you

632
00:27:59,200 --> 00:28:01,040
Speaker 1: mentioned was the fact that you kind of asked your

633
00:28:01,040 --> 00:28:02,840
Speaker 1: audience what they wanted and they were telling you what

634
00:28:02,880 --> 00:28:05,160
Speaker 1: they wanted, and then you had to deliver on that.

635
00:28:05,560 --> 00:28:11,280
Speaker 1: And just like you were assessing the demand before you

636
00:28:11,480 --> 00:28:13,679
Speaker 1: went through the trouble of creating the product. Is that

637
00:28:13,760 --> 00:28:15,520
Speaker 1: kind of a recipe that others can follow, whether we're

638
00:28:15,560 --> 00:28:18,680
Speaker 1: talking about physical products or whether we're talking about how

639
00:28:18,720 --> 00:28:20,760
Speaker 1: to interact with your audience, to kind of get that

640
00:28:21,680 --> 00:28:24,160
Speaker 1: idea of how much demand there is in the marketplace

641
00:28:24,200 --> 00:28:26,120
Speaker 1: before you go through the trouble of creating the thing.

642
00:28:26,520 --> 00:28:29,280
Speaker 4: I mean, you always want to validate. So we already

643
00:28:29,280 --> 00:28:30,879
Speaker 4: talked about how I did it for my class, and

644
00:28:30,960 --> 00:28:32,560
Speaker 4: in fact, I didn't even ask them what they wanted.

645
00:28:32,600 --> 00:28:34,119
Speaker 4: They just kept telling me what they wanted. It was

646
00:28:34,160 --> 00:28:38,800
Speaker 4: driving me nuts. On the physical product side, there's things

647
00:28:38,800 --> 00:28:40,840
Speaker 4: that you can do. So we already mentioned Jungle Scout.

648
00:28:40,880 --> 00:28:43,160
Speaker 4: You can see, you know how much every listing on

649
00:28:43,200 --> 00:28:45,880
Speaker 4: Amazon is making. But if you're still a little bit

650
00:28:45,920 --> 00:28:49,080
Speaker 4: squeamish about launching a product, there are these services where

651
00:28:49,080 --> 00:28:52,560
Speaker 4: you can literally just create a product photo of potentially

652
00:28:52,560 --> 00:28:55,239
Speaker 4: what you want to sell, and then pit it up

653
00:28:55,280 --> 00:29:00,080
Speaker 4: against existing Amazon listings, send out a poll of just

654
00:29:00,240 --> 00:29:03,000
Speaker 4: random Amazon shoppers and they'll tell you which one they

655
00:29:03,040 --> 00:29:06,120
Speaker 4: would buy out of those different images and product descriptions,

656
00:29:06,600 --> 00:29:08,120
Speaker 4: so you can get a pretty good idea of whether

657
00:29:08,120 --> 00:29:10,320
Speaker 4: you're going to succeed before you even get started.

658
00:29:10,600 --> 00:29:13,880
Speaker 2: That's great specifically from a product standpoint, but as I guess,

659
00:29:13,880 --> 00:29:17,560
Speaker 2: as you're thinking about services and maybe content, Like some

660
00:29:17,600 --> 00:29:19,800
Speaker 2: folks they specifically start a business because they're able to

661
00:29:20,040 --> 00:29:22,600
Speaker 2: just simply identify a problem and then they are able

662
00:29:22,640 --> 00:29:24,840
Speaker 2: to provide a solution. But like what you're talking about

663
00:29:24,840 --> 00:29:28,400
Speaker 2: here is niching down and oftentimes you can focus on

664
00:29:28,440 --> 00:29:31,560
Speaker 2: a like a specific customer base figuring and then figure

665
00:29:31,560 --> 00:29:34,680
Speaker 2: out what it is that they need. Like, are those

666
00:29:34,720 --> 00:29:36,680
Speaker 2: two approaches at odds with each other? Because on one

667
00:29:36,720 --> 00:29:38,880
Speaker 2: hand it seems like you're starting with the problem, but

668
00:29:38,920 --> 00:29:40,680
Speaker 2: then with the other approach, it sounds like you are

669
00:29:40,720 --> 00:29:42,840
Speaker 2: starting with a customer base.

670
00:29:43,160 --> 00:29:44,160
Speaker 1: So are are those at odds?

671
00:29:44,280 --> 00:29:46,720
Speaker 2: Or are they essentially kind of different sides of the

672
00:29:46,760 --> 00:29:47,360
Speaker 2: same coin.

673
00:29:48,080 --> 00:29:51,560
Speaker 4: I really just think it depends on which marketplace. So

674
00:29:51,640 --> 00:29:55,360
Speaker 4: everything I mentioned on the physical product side was regarding

675
00:29:55,480 --> 00:29:58,480
Speaker 4: Jungle Scott, that's just for like the Amazon marketplace, because

676
00:29:58,520 --> 00:30:01,920
Speaker 4: you can't really you know, there's no real content involved

677
00:30:01,920 --> 00:30:04,880
Speaker 4: with Amazon and pretty much the picture sells, right If

678
00:30:04,920 --> 00:30:07,640
Speaker 4: this is your own website. However, then yes, what you

679
00:30:07,800 --> 00:30:10,720
Speaker 4: have said is absolutely true. You need to find a

680
00:30:10,760 --> 00:30:13,080
Speaker 4: group of people, a small group of people that'll be

681
00:30:13,120 --> 00:30:15,760
Speaker 4: interested in your products, and then market that product to

682
00:30:15,760 --> 00:30:19,440
Speaker 4: that particular individual. So I guess the strategy just changes

683
00:30:19,480 --> 00:30:22,280
Speaker 4: depending on where you're selling and what you're trying to do.

684
00:30:22,800 --> 00:30:25,680
Speaker 1: Talk to me about pricing, because when you're creating an

685
00:30:25,680 --> 00:30:28,160
Speaker 1: online course, for instance, you said, what three hundred bucks

686
00:30:28,160 --> 00:30:29,560
Speaker 1: I think is what you were going to charge, and

687
00:30:29,560 --> 00:30:31,960
Speaker 1: then thirty five people signed up? How'd you come up

688
00:30:32,000 --> 00:30:34,480
Speaker 1: with that number? And physical products it might even be

689
00:30:34,480 --> 00:30:36,320
Speaker 1: a little bit easier you can see your competition, But

690
00:30:36,360 --> 00:30:38,680
Speaker 1: even in that realm, right, no one thought that one

691
00:30:38,720 --> 00:30:41,719
Speaker 1: hundred and fifty dollars leggings from Lululemon. People were going

692
00:30:41,760 --> 00:30:43,480
Speaker 1: to buy those things because hey, I can get something

693
00:30:43,520 --> 00:30:46,840
Speaker 1: really similar a knockoff on Amazon for twenty So how

694
00:30:46,840 --> 00:30:50,959
Speaker 1: do you think through pricing of your product or your service?

695
00:30:51,320 --> 00:30:53,920
Speaker 4: Yeah, so when it comes to products, I always say

696
00:30:54,040 --> 00:30:58,480
Speaker 4: just target the high end because just running the business

697
00:30:58,640 --> 00:31:01,000
Speaker 4: is so much easier. These days, you pretty much have

698
00:31:01,080 --> 00:31:04,320
Speaker 4: to have your own brand because of Amazon, Like a

699
00:31:04,360 --> 00:31:06,760
Speaker 4: whole bunch of these manufacturers are just throw up stuff

700
00:31:06,800 --> 00:31:09,320
Speaker 4: on Amazon. Everything looks the same over there. Yeah, So

701
00:31:09,360 --> 00:31:10,760
Speaker 4: you got to have your own brand, You got to

702
00:31:10,800 --> 00:31:13,720
Speaker 4: have a strong value prop. And if you can target

703
00:31:13,720 --> 00:31:16,240
Speaker 4: the high end, that just makes everything easier customer service,

704
00:31:16,280 --> 00:31:18,400
Speaker 4: it makes advertising easier and whatnot.

705
00:31:18,680 --> 00:31:21,200
Speaker 2: Yeah, I mean, yeah, if you're going for the cheapest

706
00:31:21,400 --> 00:31:23,360
Speaker 2: absolute price, I mean, that's the race to the bottom.

707
00:31:23,520 --> 00:31:26,080
Speaker 2: And you, I mean, you're virtually never going to win

708
00:31:26,160 --> 00:31:27,600
Speaker 2: when it comes to scale against some.

709
00:31:27,560 --> 00:31:29,800
Speaker 1: Of these larger even if you do, when you lose

710
00:31:29,880 --> 00:31:31,200
Speaker 1: by winning, yeah, I.

711
00:31:31,200 --> 00:31:32,880
Speaker 4: Mean you might make a little bit of money in

712
00:31:32,920 --> 00:31:36,000
Speaker 4: the beginning, but eventually other competitors will hop on and

713
00:31:36,160 --> 00:31:37,680
Speaker 4: just a race to the bottom unless you have a

714
00:31:37,720 --> 00:31:41,520
Speaker 4: brand and a and a value prop, right, And a

715
00:31:41,560 --> 00:31:44,320
Speaker 4: brand isn't established overnight. I mean the way you establish

716
00:31:44,360 --> 00:31:47,280
Speaker 4: a brand is you bring people back to your content

717
00:31:47,400 --> 00:31:49,920
Speaker 4: over and over and over again until you become kind

718
00:31:49,920 --> 00:31:52,200
Speaker 4: of ingrained in their mind. There's a lot of brands

719
00:31:52,200 --> 00:31:54,920
Speaker 4: that that I follow and and I'll just buy no

720
00:31:54,960 --> 00:31:58,640
Speaker 4: matter what. So for example, Tide laundry Detrogent, I'll buy

721
00:31:58,680 --> 00:32:01,160
Speaker 4: Tide even though there's like this urgent at the supermarket

722
00:32:01,200 --> 00:32:02,360
Speaker 4: that's like one third the price.

723
00:32:03,440 --> 00:32:06,000
Speaker 2: Yeah, it's just because you have an affinity for the brand.

724
00:32:06,000 --> 00:32:09,200
Speaker 2: The story that they've told over time is essentially you

725
00:32:09,240 --> 00:32:12,000
Speaker 2: just have an allegiance to that brand essentially.

726
00:32:12,120 --> 00:32:16,000
Speaker 4: Yeah, because I mean, why experiment when I already have

727
00:32:16,120 --> 00:32:16,840
Speaker 4: something that I like.

728
00:32:17,120 --> 00:32:20,000
Speaker 1: Well, it's funny because I've developed something similar to like

729
00:32:20,080 --> 00:32:23,080
Speaker 1: a men's clothing seller online. It's like, man, you get

730
00:32:23,120 --> 00:32:25,440
Speaker 1: men's clothes anywhere, but there's this one place and they

731
00:32:25,520 --> 00:32:29,240
Speaker 1: just curate so well and so like, I really that's

732
00:32:29,360 --> 00:32:32,200
Speaker 1: my one stop shop now for when I'm getting something

733
00:32:32,240 --> 00:32:37,240
Speaker 1: new in my closet. But their stuff is definitely it's pricier.

734
00:32:37,480 --> 00:32:40,840
Speaker 1: I'm looking for sales, but it's interesting how that can

735
00:32:40,880 --> 00:32:42,920
Speaker 1: be the case. They're also like, you could go buy

736
00:32:42,960 --> 00:32:46,680
Speaker 1: these clothes at the individual product maker sites, but I

737
00:32:46,720 --> 00:32:48,760
Speaker 1: always find myself going back to this one website because

738
00:32:48,760 --> 00:32:50,520
Speaker 1: they're doing such a good job curating everything.

739
00:32:50,920 --> 00:32:53,440
Speaker 4: Yeah, and a lot of times the personality and this

740
00:32:53,600 --> 00:32:55,640
Speaker 4: might not be the case for you, but sometimes it's

741
00:32:55,640 --> 00:32:57,880
Speaker 4: the personality of the curator that matters too.

742
00:32:58,040 --> 00:32:58,280
Speaker 1: Sure.

743
00:32:58,360 --> 00:33:00,160
Speaker 4: Yeah, there are these guys I follow on you to

744
00:33:00,320 --> 00:33:02,560
Speaker 4: pretendis because it's a sport I really like, and I

745
00:33:02,600 --> 00:33:04,440
Speaker 4: basically follow all their recommendations.

746
00:33:04,840 --> 00:33:06,520
Speaker 2: A lot of times, I think it's it's almost like

747
00:33:06,560 --> 00:33:09,080
Speaker 2: a combination of both things, right, Like I guess, so

748
00:33:09,120 --> 00:33:12,479
Speaker 2: far we've been talking about creating a product or creating content,

749
00:33:12,520 --> 00:33:14,560
Speaker 2: But as I think about it, you're kind of talking

750
00:33:14,560 --> 00:33:17,600
Speaker 2: about Tide or Jill, You're talking about the Men's site.

751
00:33:17,840 --> 00:33:20,480
Speaker 2: Like I can think of a couple brands where the

752
00:33:20,600 --> 00:33:23,160
Speaker 2: reason that I think and I kind of know that

753
00:33:23,200 --> 00:33:24,800
Speaker 2: they're the best is because of the fact that they

754
00:33:24,800 --> 00:33:28,360
Speaker 2: are also creating content to kind of go alongside the product,

755
00:33:28,400 --> 00:33:30,280
Speaker 2: and so they like that's just a part of their

756
00:33:30,280 --> 00:33:32,400
Speaker 2: marketing story, but it truly is content. Like I am

757
00:33:32,480 --> 00:33:34,720
Speaker 2: learning things and it just so happens that they have

758
00:33:34,760 --> 00:33:36,720
Speaker 2: products that helped me to solve the problems that they

759
00:33:36,760 --> 00:33:40,240
Speaker 2: are present that they're presenting. But Steve, we have a

760
00:33:40,280 --> 00:33:42,120
Speaker 2: couple more questions that we're going to get to here

761
00:33:42,160 --> 00:33:44,320
Speaker 2: right after the break. We're gonna, I guess, discuss some

762
00:33:44,320 --> 00:33:48,080
Speaker 2: of the things that hold folks back as entrepreneurs. And

763
00:33:48,280 --> 00:33:50,320
Speaker 2: we also want to know what keeps you going even

764
00:33:50,360 --> 00:33:52,840
Speaker 2: though you have found such an amazing success.

765
00:33:52,840 --> 00:33:54,520
Speaker 1: We'll get to all that more right after this.

766
00:34:04,000 --> 00:34:04,480
Speaker 2: I we're back.

767
00:34:04,480 --> 00:34:07,920
Speaker 1: We're still talking with Steve Chu. We're talking about entrepreneurship,

768
00:34:07,960 --> 00:34:09,719
Speaker 1: but doing it in a way that allows you to

769
00:34:09,760 --> 00:34:13,520
Speaker 1: keep the family first, not going overboard and you know,

770
00:34:13,560 --> 00:34:16,280
Speaker 1: sinking your whole ship, turning off all those other burners

771
00:34:16,800 --> 00:34:20,040
Speaker 1: so that you can, yeah, actually enjoy the reason you

772
00:34:20,040 --> 00:34:22,279
Speaker 1: started the business in the first place. And Steve, you've

773
00:34:22,280 --> 00:34:25,040
Speaker 1: given a lot of great tips already. But even when

774
00:34:25,080 --> 00:34:26,719
Speaker 1: folks know the right things to do in order to

775
00:34:26,760 --> 00:34:30,440
Speaker 1: launch a successful business, they can fail taking that first step.

776
00:34:30,560 --> 00:34:33,440
Speaker 1: So how how would you suggest people get over get

777
00:34:33,480 --> 00:34:36,600
Speaker 1: over the fear of oh what if I'm not successful?

778
00:34:36,640 --> 00:34:38,879
Speaker 1: Oh what if I'm you know, putting five hundred bucks

779
00:34:38,920 --> 00:34:40,839
Speaker 1: into this thing and it falls flat on the face,

780
00:34:40,920 --> 00:34:43,480
Speaker 1: or I spent six months even maybe working towards this

781
00:34:43,560 --> 00:34:45,520
Speaker 1: goal and it doesn't go anywhere.

782
00:34:46,600 --> 00:34:50,279
Speaker 4: I mean, for most cases, the failure is entirely an

783
00:34:50,320 --> 00:34:54,000
Speaker 4: ego thing, right, because it really is so cheap to

784
00:34:54,040 --> 00:34:56,840
Speaker 4: launch something these days, I can't imagine it's about the

785
00:34:56,880 --> 00:34:58,120
Speaker 4: money for most people.

786
00:34:58,160 --> 00:34:59,920
Speaker 3: I should say, it's really about your e.

787
00:35:00,080 --> 00:35:02,880
Speaker 4: Go right, Like when we were starting the handkerchief business,

788
00:35:02,920 --> 00:35:04,480
Speaker 4: we had a lot of people going, oh, you know,

789
00:35:04,680 --> 00:35:07,799
Speaker 4: how's your business doing, kind of like in a derogatory manner.

790
00:35:07,800 --> 00:35:10,439
Speaker 2: And basically making fun of you by asking how things

791
00:35:10,440 --> 00:35:11,040
Speaker 2: are going.

792
00:35:11,040 --> 00:35:12,960
Speaker 4: Exactly, And I knew that if I failed, you know,

793
00:35:13,000 --> 00:35:16,680
Speaker 4: this would hurt my ego. I mean, I guess the

794
00:35:17,480 --> 00:35:19,640
Speaker 4: easiest thing to do is just to play the what's

795
00:35:19,640 --> 00:35:23,400
Speaker 4: the worst that can happen gameh So, if our business failed,

796
00:35:24,239 --> 00:35:26,560
Speaker 4: I mean, my wife would just go back to work, right,

797
00:35:27,160 --> 00:35:29,200
Speaker 4: I would keep my job, and that's the worst thing

798
00:35:29,239 --> 00:35:32,040
Speaker 4: that could happen. Let's say we both lost our jobs.

799
00:35:32,040 --> 00:35:34,320
Speaker 4: Worst case scenario, I'd boom back in with my parents.

800
00:35:34,600 --> 00:35:37,080
Speaker 4: I mean, that'd be really bad. But you know, it's

801
00:35:37,120 --> 00:35:40,239
Speaker 4: not like I'm in danger of anything. And I think

802
00:35:40,280 --> 00:35:42,680
Speaker 4: if most people play that game, they'll find that none

803
00:35:42,719 --> 00:35:43,440
Speaker 4: of this stuff.

804
00:35:43,239 --> 00:35:44,040
Speaker 3: Is really drastic.

805
00:35:44,719 --> 00:35:47,560
Speaker 4: I think the hardest part for people not starting is

806
00:35:47,640 --> 00:35:51,680
Speaker 4: really analysis prolysis. And whenever an engineer signs up for

807
00:35:51,760 --> 00:35:53,480
Speaker 4: my course, I'm always like, oh.

808
00:35:53,320 --> 00:35:56,720
Speaker 3: Man, yeah, it's gonna be tough. It's gonna be tough.

809
00:35:56,560 --> 00:36:02,080
Speaker 2: Because wanting to analyze everything, they dissect every possible scenario.

810
00:36:02,480 --> 00:36:05,640
Speaker 4: Yeah, they want to know all the answers, whether it's

811
00:36:05,760 --> 00:36:09,439
Speaker 4: guaranteed to be profitable and all that stuff, And that's

812
00:36:09,560 --> 00:36:12,040
Speaker 4: kind of not the way it works. You know, you

813
00:36:12,120 --> 00:36:14,520
Speaker 4: got to take a small leap of faith, a small risk,

814
00:36:14,680 --> 00:36:17,480
Speaker 4: and it's just a matter of probabilities, and you know,

815
00:36:17,480 --> 00:36:19,399
Speaker 4: if something doesn't work, you try something else.

816
00:36:19,760 --> 00:36:20,040
Speaker 1: Yeah.

817
00:36:20,080 --> 00:36:21,520
Speaker 2: One of the things you're getting out here too, or

818
00:36:21,560 --> 00:36:23,840
Speaker 2: I wanted to touch on, was you tell folks that

819
00:36:23,880 --> 00:36:26,240
Speaker 2: they need to go ahead and start before they actually

820
00:36:26,239 --> 00:36:29,200
Speaker 2: feel ready, because there are always going to be different

821
00:36:29,800 --> 00:36:34,840
Speaker 2: obstacles that crop up, excuses, other things that you can analyze.

822
00:36:34,840 --> 00:36:35,680
Speaker 1: And it's real things.

823
00:36:35,680 --> 00:36:38,560
Speaker 2: It's things that yes, technically could happen, but the likelihood

824
00:36:38,920 --> 00:36:41,600
Speaker 2: of those things happening who knows. But I think a

825
00:36:41,600 --> 00:36:44,160
Speaker 2: lot of folks might find themselves in that position where

826
00:36:44,200 --> 00:36:46,399
Speaker 2: they're thinking, oh, I am interested in pursuing this. Oh,

827
00:36:46,440 --> 00:36:48,680
Speaker 2: this is something I want to I do want to

828
00:36:48,680 --> 00:36:49,640
Speaker 2: hang my own shingle.

829
00:36:49,680 --> 00:36:52,799
Speaker 1: But they, yeah, that fear. I think it does hold

830
00:36:52,840 --> 00:36:53,520
Speaker 1: them back a little bit.

831
00:36:53,960 --> 00:36:56,000
Speaker 4: Here's a common one that I get all the time.

832
00:36:56,040 --> 00:36:59,240
Speaker 4: They're like, hey, you know what happens if someone knocks

833
00:36:59,280 --> 00:37:01,840
Speaker 4: me off? Spent all this money a lawyer to protect this,

834
00:37:01,920 --> 00:37:04,440
Speaker 4: And I'm like, if you're getting knocked off, that's a

835
00:37:04,440 --> 00:37:06,439
Speaker 4: good thing. That means you're selling a lot that someone

836
00:37:06,480 --> 00:37:07,920
Speaker 4: wants to knock you off, and by then you'll have

837
00:37:08,080 --> 00:37:09,160
Speaker 4: enough money to take care of this.

838
00:37:09,600 --> 00:37:12,600
Speaker 1: No, that's good stuff. Okay, So how do we define success? Then?

839
00:37:12,760 --> 00:37:15,920
Speaker 1: Part of you the way you define success is by

840
00:37:16,160 --> 00:37:19,160
Speaker 1: being able to not let the business take over your life.

841
00:37:19,280 --> 00:37:20,920
Speaker 1: But it can also be difficult to know whether a

842
00:37:20,960 --> 00:37:23,040
Speaker 1: business is successful or not. It's like, oh, well, it

843
00:37:23,080 --> 00:37:26,359
Speaker 1: feels mediocre success right like that, That's where I feel

844
00:37:26,400 --> 00:37:29,719
Speaker 1: like I'm at right now, And so I'm just not sure, like,

845
00:37:29,840 --> 00:37:32,840
Speaker 1: am I on the right track? Is this something that

846
00:37:32,880 --> 00:37:35,239
Speaker 1: I need to keep leaning into yet? Or not? All right?

847
00:37:35,280 --> 00:37:37,920
Speaker 4: So I always ask myself a couple questions when that happens.

848
00:37:38,760 --> 00:37:41,239
Speaker 4: First one, and probably the most important one, is am

849
00:37:41,280 --> 00:37:42,120
Speaker 4: I still learning?

850
00:37:42,960 --> 00:37:43,120
Speaker 3: Right?

851
00:37:43,360 --> 00:37:46,279
Speaker 4: If I'm still learning and picking up skills, I'll probably.

852
00:37:45,960 --> 00:37:46,799
Speaker 3: Continue to do it.

853
00:37:47,680 --> 00:37:49,920
Speaker 4: The other thing is, you know, do I hate doing it?

854
00:37:50,200 --> 00:37:52,959
Speaker 4: If I have that attitude, then I'm probably going to quit.

855
00:37:53,400 --> 00:37:57,360
Speaker 4: Everyone's going to have different parameters, you know, for certain

856
00:37:57,400 --> 00:37:59,560
Speaker 4: things like if I feel like I'm actually doing good

857
00:37:59,640 --> 00:38:02,400
Speaker 4: and helping people, that might be enough for me to

858
00:38:02,440 --> 00:38:03,719
Speaker 4: continue doing something.

859
00:38:03,480 --> 00:38:05,400
Speaker 1: All right. So we talked about this right before we

860
00:38:05,440 --> 00:38:08,239
Speaker 1: started recording. And you live in a really high cost

861
00:38:08,280 --> 00:38:11,719
Speaker 1: of living area, and even though you don't necessarily and

862
00:38:11,760 --> 00:38:14,120
Speaker 1: it's Silicon Valley, right, So it's one of those places where, yeah,

863
00:38:14,280 --> 00:38:16,239
Speaker 1: that's what the high paying jobs are for people in

864
00:38:17,000 --> 00:38:19,400
Speaker 1: your former industry. So it makes sense that you were

865
00:38:19,400 --> 00:38:21,239
Speaker 1: there in the beginning. But when your wife says, I

866
00:38:21,280 --> 00:38:24,000
Speaker 1: want to quit my job and you're thinking, and especially

867
00:38:24,080 --> 00:38:26,800
Speaker 1: once you get to the point where the new boss

868
00:38:26,800 --> 00:38:29,200
Speaker 1: comes in and he says, Steve, we don't need you anymore.

869
00:38:29,200 --> 00:38:31,480
Speaker 1: If you're not gonna if you're not more committed, and

870
00:38:31,960 --> 00:38:34,920
Speaker 1: you peace out, you could totally save so much money

871
00:38:35,360 --> 00:38:38,360
Speaker 1: by moving elsewhere. What is it that kept you in

872
00:38:38,400 --> 00:38:41,920
Speaker 1: a really high cost of living area. Do you have

873
00:38:42,000 --> 00:38:45,440
Speaker 1: to be there for your businesses that you operate solo

874
00:38:45,560 --> 00:38:48,560
Speaker 1: now or is it just because family friends like what

875
00:38:48,640 --> 00:38:49,480
Speaker 1: keeps you rooted there?

876
00:38:49,719 --> 00:38:52,920
Speaker 4: Yeah, I mean it's the businesses can be run anywhere, right,

877
00:38:52,960 --> 00:38:56,520
Speaker 4: that's not the problem. It's mainly family and friends and

878
00:38:56,560 --> 00:38:59,640
Speaker 4: then plus you know, worst case scenario, this is back

879
00:38:59,640 --> 00:39:01,400
Speaker 4: in the day and when we first started our businesses,

880
00:39:01,520 --> 00:39:03,440
Speaker 4: I could have just gone back to work as an engineer.

881
00:39:03,800 --> 00:39:05,680
Speaker 4: I had a lot of contacts. My wife could have

882
00:39:05,719 --> 00:39:07,360
Speaker 4: gotten easily gotten a job also.

883
00:39:07,239 --> 00:39:09,160
Speaker 1: So it was a strategic move in that sense.

884
00:39:09,239 --> 00:39:12,800
Speaker 4: Right close by and then you know, I've talked to

885
00:39:12,840 --> 00:39:14,799
Speaker 4: a lot of friends about this over the years, and

886
00:39:14,840 --> 00:39:18,200
Speaker 4: they're always like, Hey, you should never move just because

887
00:39:18,239 --> 00:39:20,879
Speaker 4: of the money, right, if you enjoy where you live.

888
00:39:20,960 --> 00:39:23,200
Speaker 4: You like the weather, I mean, the weather here is fantastic.

889
00:39:23,400 --> 00:39:25,200
Speaker 4: You guys are living through thunderstorms right now.

890
00:39:25,120 --> 00:39:27,880
Speaker 1: Right the rumbles that you're hearing on our end exactly.

891
00:39:28,280 --> 00:39:29,439
Speaker 3: And I'm a pretty cheap guy.

892
00:39:29,520 --> 00:39:32,239
Speaker 4: I don't spend that much money, so I don't I mean,

893
00:39:32,400 --> 00:39:34,239
Speaker 4: I could save a lot of money, but I'm not

894
00:39:34,280 --> 00:39:37,160
Speaker 4: even really spending my money right now, So why not

895
00:39:37,400 --> 00:39:38,640
Speaker 4: just enjoy where I'm at?

896
00:39:38,840 --> 00:39:41,600
Speaker 1: Okay? I love that. What keeps you going then, because

897
00:39:41,640 --> 00:39:44,239
Speaker 1: at this point, you make you've talked about this way

898
00:39:44,280 --> 00:39:47,000
Speaker 1: more money than you could spend. You haven't really necessarily

899
00:39:47,000 --> 00:39:49,600
Speaker 1: moved the goalposts where you're like, I just really want

900
00:39:49,640 --> 00:39:54,520
Speaker 1: a Bugatti, or I want three different second homes so that

901
00:39:54,480 --> 00:39:56,160
Speaker 1: I can go to on my private jet. You don't

902
00:39:56,160 --> 00:39:58,040
Speaker 1: seem to care about that stuff. So what is it

903
00:39:58,080 --> 00:40:00,440
Speaker 1: that keeps you grinding with the business is that you

904
00:40:00,440 --> 00:40:04,400
Speaker 1: have which are multiple even though you're basically financially independent.

905
00:40:04,760 --> 00:40:06,920
Speaker 4: Yeah, you know, just the way my mind works, I

906
00:40:06,920 --> 00:40:09,960
Speaker 4: always have to be working on something, which is basically

907
00:40:09,960 --> 00:40:12,280
Speaker 4: why I tell everyone I'm never going to retire because

908
00:40:12,480 --> 00:40:15,600
Speaker 4: that sounds boring to me. Right, Whenever we go on vacation,

909
00:40:15,719 --> 00:40:18,040
Speaker 4: my wife actually likes lying by the beach or lying

910
00:40:18,080 --> 00:40:20,160
Speaker 4: by the pool. I can actually only do that for

911
00:40:20,200 --> 00:40:23,240
Speaker 4: like two hours and then I got to go do something.

912
00:40:23,280 --> 00:40:26,080
Speaker 4: And so you know what's nice now is I have

913
00:40:26,160 --> 00:40:29,279
Speaker 4: the opportunity to choose what I want to do. So

914
00:40:29,520 --> 00:40:31,040
Speaker 4: you know, one year, I might want to just do

915
00:40:31,120 --> 00:40:34,279
Speaker 4: YouTube because I like making videos, or ion wanting to

916
00:40:34,719 --> 00:40:38,680
Speaker 4: explore the TikTok platform. I love podcasting. I wouldn't give

917
00:40:38,719 --> 00:40:40,720
Speaker 4: that up for anything because I get to meet someone

918
00:40:40,800 --> 00:40:44,400
Speaker 4: new every single week. Right, So the freedom I have

919
00:40:44,480 --> 00:40:47,239
Speaker 4: now basically allows me to pick and choose what interests me.

920
00:40:47,800 --> 00:40:51,319
Speaker 2: Yeah, that's obviously an awesome place to be in, right

921
00:40:51,360 --> 00:40:54,760
Speaker 2: where Essentially, like all these different aspects of your business

922
00:40:54,920 --> 00:40:56,080
Speaker 2: is kind of like a It's like playing in a

923
00:40:56,120 --> 00:40:58,400
Speaker 2: sandbox and you're like, oh, I think I want to

924
00:40:58,400 --> 00:41:00,560
Speaker 2: go over here now kind of craft work on this,

925
00:41:00,680 --> 00:41:03,799
Speaker 2: learn something along the way, meet somebody interesting, and that's

926
00:41:03,880 --> 00:41:06,239
Speaker 2: I mean, that's one of the massive benefits of being

927
00:41:06,280 --> 00:41:08,640
Speaker 2: an entrepreneur is the ability to kind of focus on

928
00:41:08,680 --> 00:41:11,680
Speaker 2: some of the different areas, not only that you are skilled,

929
00:41:11,719 --> 00:41:13,400
Speaker 2: but the different areas that interest you.

930
00:41:13,640 --> 00:41:13,920
Speaker 1: Steve.

931
00:41:14,000 --> 00:41:15,680
Speaker 2: Okay, So I've got one last question I guess for

932
00:41:15,719 --> 00:41:17,959
Speaker 2: you because you talk about so you shared a little

933
00:41:17,960 --> 00:41:20,400
Speaker 2: bit with I guess your story early on with your

934
00:41:20,440 --> 00:41:23,480
Speaker 2: folks being first gen but essentially you didn't see a

935
00:41:23,480 --> 00:41:25,720
Speaker 2: ton of them. But now I'm assuming your kids see

936
00:41:26,200 --> 00:41:28,120
Speaker 2: a ton of you, right Like you talk about how

937
00:41:28,160 --> 00:41:30,320
Speaker 2: you don't miss any games, any games at all period.

938
00:41:30,360 --> 00:41:33,319
Speaker 2: I think that your kids might have Joel, Like, We've

939
00:41:33,320 --> 00:41:35,799
Speaker 2: talked with a friend of ours, and I'm curious your

940
00:41:35,840 --> 00:41:39,239
Speaker 2: thoughts on this, because he was saying that he thinks

941
00:41:39,280 --> 00:41:43,040
Speaker 2: it's really important for his kids to see him working

942
00:41:43,160 --> 00:41:45,640
Speaker 2: right like him in his case, pursuing something he's really

943
00:41:45,640 --> 00:41:49,719
Speaker 2: excited about. And obviously, I'm sure your kids know that

944
00:41:49,800 --> 00:41:53,000
Speaker 2: you have businesses and this is something that you find fulfilling.

945
00:41:53,040 --> 00:41:55,200
Speaker 2: But I guess do you think it's possible for some

946
00:41:55,200 --> 00:41:59,960
Speaker 2: folks out there to maybe overly focus on family essentially

947
00:42:00,239 --> 00:42:03,400
Speaker 2: to the dutchment of maybe your own personal development or

948
00:42:04,000 --> 00:42:06,839
Speaker 2: in the case of your ability to really chase after

949
00:42:06,840 --> 00:42:08,200
Speaker 2: something and find fulfillment that way.

950
00:42:08,680 --> 00:42:12,000
Speaker 4: Yeah, I've questioned whether like all the time we spend

951
00:42:12,000 --> 00:42:16,880
Speaker 4: together is like you know, is harming them. But on

952
00:42:16,880 --> 00:42:20,040
Speaker 4: the flip side, I still have like my my parents'

953
00:42:20,040 --> 00:42:23,120
Speaker 4: Asian blood in me, and so like they've started businesses.

954
00:42:23,640 --> 00:42:26,239
Speaker 4: You know, we've my daughter's working on a course right

955
00:42:26,280 --> 00:42:28,400
Speaker 4: now on how to selln Etsy, and so we're filming

956
00:42:28,440 --> 00:42:29,120
Speaker 4: and all that stuff.

957
00:42:29,160 --> 00:42:30,320
Speaker 3: So they're working.

958
00:42:30,480 --> 00:42:30,960
Speaker 1: That's awesome.

959
00:42:31,000 --> 00:42:34,600
Speaker 4: They see me work, and then they're they're doing their

960
00:42:34,640 --> 00:42:35,080
Speaker 4: own thing.

961
00:42:35,520 --> 00:42:37,480
Speaker 1: Well it sounds like they're following in your footsteps too,

962
00:42:37,880 --> 00:42:39,440
Speaker 1: and they're doing it in a way in which you

963
00:42:39,440 --> 00:42:42,000
Speaker 1: get to work alongside them, which sounds really cool. Not

964
00:42:42,280 --> 00:42:44,560
Speaker 1: just you know, playing board games together, which is fun,

965
00:42:44,600 --> 00:42:46,279
Speaker 1: which is fun. I love that part of it, but

966
00:42:46,360 --> 00:42:48,680
Speaker 1: also like, hey, let's you know, let's go down this

967
00:42:48,760 --> 00:42:51,120
Speaker 1: path and and let's see if the things that I

968
00:42:51,200 --> 00:42:53,720
Speaker 1: enjoy if you enjoy those things too. So well, Steve,

969
00:42:53,960 --> 00:42:55,919
Speaker 1: thank you so much for joining us on the podcast today.

970
00:42:55,920 --> 00:42:58,160
Speaker 1: Where can our listeners? Where can people and have the

971
00:42:58,200 --> 00:42:59,560
Speaker 1: money land to find out more about you and what

972
00:42:59,600 --> 00:43:01,759
Speaker 1: you'rre upot and obviously about your book too.

973
00:43:02,360 --> 00:43:04,840
Speaker 4: Yeah, if you guys are interested in learning about e commerce,

974
00:43:05,160 --> 00:43:07,160
Speaker 4: the easiest way is just sign up for my free

975
00:43:07,239 --> 00:43:10,600
Speaker 4: mini course over at my wife Quitterjob dot com. If

976
00:43:10,640 --> 00:43:12,839
Speaker 4: you guys are interested in checking out the book, that

977
00:43:12,880 --> 00:43:16,400
Speaker 4: can be found over at the Family First Entrepreneur dot com.

978
00:43:16,680 --> 00:43:19,120
Speaker 4: I'm actually still giving out over six hundred and ninety

979
00:43:19,120 --> 00:43:22,000
Speaker 4: dollars in free bonuses. You'll get a free workshop on

980
00:43:22,040 --> 00:43:24,239
Speaker 4: how to get started in e commerce and a free

981
00:43:24,280 --> 00:43:27,000
Speaker 4: two day workshop on how to get started making money

982
00:43:27,000 --> 00:43:32,520
Speaker 4: with content. I also run an annual e commerce conference

983
00:43:32,640 --> 00:43:34,440
Speaker 4: called the Seller Summit if you guys ever want to

984
00:43:34,440 --> 00:43:37,160
Speaker 4: hang out in person. I also run a top twenty

985
00:43:37,200 --> 00:43:40,040
Speaker 4: five podcast called My Wife Quitter Job. You should be

986
00:43:40,080 --> 00:43:42,399
Speaker 4: able to find it on iTunes or wherever you listen

987
00:43:42,440 --> 00:43:45,120
Speaker 4: to a podcast, and I'm also on YouTube and the

988
00:43:45,200 --> 00:43:47,479
Speaker 4: channels called My Wife Quitter Job as well.

989
00:43:47,880 --> 00:43:50,120
Speaker 1: So many irons in the fire. Steve, I love it.

990
00:43:50,239 --> 00:43:52,440
Speaker 1: We will make sure to link to all of that. Steve.

991
00:43:52,440 --> 00:43:54,360
Speaker 1: We really appreciate you joining us today.

992
00:43:54,520 --> 00:43:55,280
Speaker 3: Thanks a lot of guys.

993
00:43:55,520 --> 00:43:57,760
Speaker 1: All right, man, that was super fun talking with Steve.

994
00:43:57,840 --> 00:44:00,520
Speaker 1: Who Yeah, you heard it at the end, what's up?

995
00:44:00,640 --> 00:44:02,839
Speaker 1: He also does a lot of things. He has done

996
00:44:02,840 --> 00:44:05,239
Speaker 1: a lot of things, which just shows how interested he

997
00:44:05,400 --> 00:44:08,400
Speaker 1: is in a whole lot of different sorts of pursuits,

998
00:44:08,560 --> 00:44:10,400
Speaker 1: but he's also done well in a bunch of those pursuits.

999
00:44:10,400 --> 00:44:15,440
Speaker 2: So it's like, I'm not a serial entrepreneur, right exactly.

1000
00:44:16,560 --> 00:44:20,040
Speaker 1: We totally believe you, but yeah, it's and I love

1001
00:44:20,120 --> 00:44:22,719
Speaker 1: that he also says, you know what, this is fun

1002
00:44:22,800 --> 00:44:24,839
Speaker 1: to build these businesses, but it's not the end all

1003
00:44:24,880 --> 00:44:26,239
Speaker 1: be all. So I don't know what was your big

1004
00:44:26,280 --> 00:44:27,200
Speaker 1: takeaway from this combo.

1005
00:44:27,960 --> 00:44:31,200
Speaker 2: I like when he touched on ego, and I think

1006
00:44:31,239 --> 00:44:32,799
Speaker 2: for a lot of folks out there, I think there

1007
00:44:32,680 --> 00:44:34,320
Speaker 2: are there are a lot of folks in the position

1008
00:44:34,480 --> 00:44:37,400
Speaker 2: where they're thinking, I really want to kind of go

1009
00:44:37,440 --> 00:44:39,319
Speaker 2: do my own thing, but there, you know, there's that

1010
00:44:39,360 --> 00:44:40,319
Speaker 2: fear that's holding them.

1011
00:44:40,200 --> 00:44:41,400
Speaker 1: Back and what if I screw it up?

1012
00:44:41,400 --> 00:44:44,600
Speaker 2: When I screwed up? And I do think that oftentimes.

1013
00:44:44,640 --> 00:44:47,600
Speaker 2: I think when you have gotten pretty good at your job,

1014
00:44:48,480 --> 00:44:51,960
Speaker 2: maybe you're middle management or maybe you're even higher up

1015
00:44:51,960 --> 00:44:54,520
Speaker 2: on the on the food chain, you don't want to

1016
00:44:54,520 --> 00:44:57,120
Speaker 2: be perceived as a failure. And honestly, the more successful

1017
00:44:57,280 --> 00:44:58,880
Speaker 2: you get at your nine to five, I think the

1018
00:44:58,920 --> 00:45:01,319
Speaker 2: harder it is to be able to step back from

1019
00:45:01,360 --> 00:45:04,600
Speaker 2: that and to pursue something else that yes, might actually fail.

1020
00:45:04,360 --> 00:45:06,360
Speaker 1: Like you're only used to success, and so now failure

1021
00:45:06,360 --> 00:45:07,160
Speaker 1: feels even worse.

1022
00:45:07,320 --> 00:45:09,680
Speaker 2: Exactly as opposed to Like I guess, for me, I

1023
00:45:10,080 --> 00:45:12,239
Speaker 2: think back to when Kate and I started our photography

1024
00:45:12,280 --> 00:45:16,399
Speaker 2: company and we had very little success up until that point,

1025
00:45:16,480 --> 00:45:18,480
Speaker 2: and now I realize, I guess we kind of knew

1026
00:45:18,480 --> 00:45:19,680
Speaker 2: that at the time, Like that's one of the things

1027
00:45:19,680 --> 00:45:22,120
Speaker 2: I remember that we're telling each other. We said that

1028
00:45:22,280 --> 00:45:23,640
Speaker 2: what have we got to lose, Like this is the

1029
00:45:23,680 --> 00:45:25,400
Speaker 2: time to do it. We were renting, we didn't have

1030
00:45:25,440 --> 00:45:27,359
Speaker 2: any debt, we didn't have any kids, we didn't even

1031
00:45:27,400 --> 00:45:30,840
Speaker 2: have any pets, very few possessions, and so there was

1032
00:45:31,000 --> 00:45:33,399
Speaker 2: very little that was actually holding us holding us back.

1033
00:45:33,400 --> 00:45:35,840
Speaker 2: But I guess hearing him talk about it helped me

1034
00:45:35,840 --> 00:45:38,360
Speaker 2: to realize how much of a blessing that is. But

1035
00:45:38,680 --> 00:45:40,360
Speaker 2: I like that he mentioned ego as well, because that

1036
00:45:40,600 --> 00:45:42,399
Speaker 2: he mentions that in his book and we didn't touch

1037
00:45:42,400 --> 00:45:44,400
Speaker 2: on it, but I wanted to share real quick and

1038
00:45:44,520 --> 00:45:48,839
Speaker 2: how when it comes to an individual's desire to grow

1039
00:45:48,880 --> 00:45:53,560
Speaker 2: a business to scale it that oftentimes folks call that impact,

1040
00:45:54,000 --> 00:45:57,399
Speaker 2: but how truly what that is is ego disguised. It's

1041
00:45:57,560 --> 00:45:59,719
Speaker 2: the desire for you as an individual to kind of

1042
00:45:59,719 --> 00:46:00,759
Speaker 2: like prove yourself that like.

1043
00:46:00,760 --> 00:46:01,760
Speaker 1: Oh, I've got what it takes.

1044
00:46:01,840 --> 00:46:04,680
Speaker 2: Oh, we're a business that that rakes in a million

1045
00:46:04,719 --> 00:46:08,200
Speaker 2: dollars plus every year and then eventually maybe it turns

1046
00:46:08,239 --> 00:46:10,759
Speaker 2: into ten million, because now you've got to essentially raise

1047
00:46:10,840 --> 00:46:14,080
Speaker 2: the bar. And how at the core of that oftentimes

1048
00:46:14,239 --> 00:46:14,720
Speaker 2: is ego.

1049
00:46:14,960 --> 00:46:16,880
Speaker 1: And you know a lot of people in social media

1050
00:46:16,920 --> 00:46:19,600
Speaker 1: tooting that horror. Now I've got to seven figure business

1051
00:46:19,680 --> 00:46:22,320
Speaker 1: and it sounds so sexy, and you're like, oh, I'm man,

1052
00:46:22,400 --> 00:46:24,800
Speaker 1: I'm not as cool as they are. Yeah, but you know,

1053
00:46:24,880 --> 00:46:30,080
Speaker 1: behind that facade, I guess it might not be exactly

1054
00:46:30,080 --> 00:46:32,000
Speaker 1: as they're making it appear. Sure, And that I mean

1055
00:46:32,000 --> 00:46:34,480
Speaker 1: that's in that the problem with social media in general,

1056
00:46:34,680 --> 00:46:35,120
Speaker 1: of course.

1057
00:46:35,680 --> 00:46:38,320
Speaker 2: Yeah, And I think for us it's it's kind of

1058
00:46:38,360 --> 00:46:39,680
Speaker 2: like getting to the point to where you just don't

1059
00:46:39,680 --> 00:46:42,840
Speaker 2: care anymore, right like, And oftentimes, and this is why

1060
00:46:42,960 --> 00:46:47,080
Speaker 2: it's family first entrepreneurs, Like that's Steve's book, but I

1061
00:46:47,120 --> 00:46:49,080
Speaker 2: think a lot of times parents are able to identify

1062
00:46:49,120 --> 00:46:50,560
Speaker 2: that could you get to a point to where a

1063
00:46:50,600 --> 00:46:52,960
Speaker 2: lot of that ego doesn't matter, You're just trying to

1064
00:46:53,000 --> 00:46:55,960
Speaker 2: successfully create more like raise this human being to be

1065
00:46:56,040 --> 00:46:58,840
Speaker 2: a fully functioning adult, like Lacy Langford said in the

1066
00:46:58,840 --> 00:47:03,279
Speaker 2: previous episode, and it's difficult to essentially to kill that

1067
00:47:03,360 --> 00:47:06,240
Speaker 2: ego and to tell yourself that it doesn't matter anymore.

1068
00:47:06,280 --> 00:47:08,439
Speaker 2: But yeah, what was your big takeaway? I think mine

1069
00:47:08,520 --> 00:47:10,840
Speaker 2: was when he said that more money can create this

1070
00:47:10,960 --> 00:47:13,319
Speaker 2: like fever. And that's where he was when his wife

1071
00:47:13,320 --> 00:47:16,640
Speaker 2: came to him with that conversation, saying like, Hey, so

1072
00:47:16,719 --> 00:47:19,640
Speaker 2: we're doing great revenue wise, like we're making money. We've

1073
00:47:19,640 --> 00:47:22,360
Speaker 2: actually surpassed the goals that we had of making sixty

1074
00:47:22,440 --> 00:47:24,920
Speaker 2: K a year and then surpassing my income so that

1075
00:47:24,960 --> 00:47:27,719
Speaker 2: I could stay at home. So why are we like

1076
00:47:27,920 --> 00:47:30,160
Speaker 2: but I hate this, Yeah, because like literally she was

1077
00:47:30,239 --> 00:47:32,280
Speaker 2: just like she did not want to do it anymore.

1078
00:47:32,320 --> 00:47:34,000
Speaker 1: And we live pretty frugally, so why in the world

1079
00:47:34,040 --> 00:47:36,480
Speaker 1: are we going this hard? Steve? And that was the

1080
00:47:36,560 --> 00:47:39,440
Speaker 1: light bulb moment for him that, like family first, entrepreneurship

1081
00:47:39,480 --> 00:47:41,359
Speaker 1: was the way forward. And I think it's true that

1082
00:47:41,600 --> 00:47:43,520
Speaker 1: as our income grows, as we're able to do more

1083
00:47:43,520 --> 00:47:47,279
Speaker 1: things with our money, more more smart things, even right,

1084
00:47:47,640 --> 00:47:50,200
Speaker 1: it can create sort of like a fever in us

1085
00:47:50,520 --> 00:47:52,640
Speaker 1: where it starts to feel like money is the goal

1086
00:47:53,040 --> 00:47:55,120
Speaker 1: rather than the tool. So that's something we talk about

1087
00:47:55,160 --> 00:47:57,560
Speaker 1: a whole lot on the show because we want money.

1088
00:47:57,840 --> 00:47:59,680
Speaker 1: More money is a goal in some ways, right, But

1089
00:48:00,360 --> 00:48:02,319
Speaker 1: money is just a tool to allow you to do

1090
00:48:02,760 --> 00:48:04,239
Speaker 1: so much of what you actually want to be doing

1091
00:48:04,320 --> 00:48:06,880
Speaker 1: with your life. And so it's always smart to go

1092
00:48:06,960 --> 00:48:09,560
Speaker 1: back to the drawing board, especially as let's say you

1093
00:48:09,600 --> 00:48:11,719
Speaker 1: have a much better year this year financially than you

1094
00:48:11,800 --> 00:48:14,600
Speaker 1: had in the prior two years or something like that. Well,

1095
00:48:14,760 --> 00:48:17,719
Speaker 1: don't let that feed this desire to continue to grow

1096
00:48:17,760 --> 00:48:21,040
Speaker 1: and grow and scale if that's not necessarily you know,

1097
00:48:21,040 --> 00:48:24,120
Speaker 1: the underlying desire that you have, if family first entrepreneurship

1098
00:48:24,160 --> 00:48:26,279
Speaker 1: is actually what you want, or living a balanced life

1099
00:48:26,360 --> 00:48:28,560
Speaker 1: right where you work thirty thirty five hours a week

1100
00:48:28,680 --> 00:48:30,760
Speaker 1: and you actually make a little bit less money on purpose,

1101
00:48:30,760 --> 00:48:34,120
Speaker 1: if that's what you want, because that creates the lifestyle

1102
00:48:34,120 --> 00:48:36,520
Speaker 1: you're looking for. It kind of goes back to the

1103
00:48:36,800 --> 00:48:38,719
Speaker 1: for burners theory as well, too, like you can turn

1104
00:48:38,760 --> 00:48:40,719
Speaker 1: all those other ones off and be a really unhappy,

1105
00:48:41,080 --> 00:48:44,759
Speaker 1: highly successful entrepreneur, but that's not what most people are after.

1106
00:48:44,920 --> 00:48:45,520
Speaker 1: That's right, man.

1107
00:48:45,800 --> 00:48:47,560
Speaker 2: Let's get to our beer that you and I enjoyed

1108
00:48:47,680 --> 00:48:50,839
Speaker 2: during this episode. This was an ubu Ale. Let's see,

1109
00:48:50,840 --> 00:48:53,840
Speaker 2: this is brood right here in Lake Placid. So I

1110
00:48:53,920 --> 00:48:56,120
Speaker 2: say that because that's what's written on the notes that

1111
00:48:56,480 --> 00:48:59,480
Speaker 2: Rebecca and Dylan sent our way. That is we're not

1112
00:48:59,520 --> 00:49:02,640
Speaker 2: broadcast from no no, yeah, yeah, that's this is their

1113
00:49:02,680 --> 00:49:04,439
Speaker 2: their think you note. So we had them on the show.

1114
00:49:04,440 --> 00:49:07,400
Speaker 2: They are the rab coaches where we talked about couples

1115
00:49:07,640 --> 00:49:09,879
Speaker 2: and money, and they were kind enough to send us

1116
00:49:09,920 --> 00:49:12,400
Speaker 2: a beer, so ubu Ale. This is by Lake Placid

1117
00:49:12,480 --> 00:49:16,520
Speaker 2: Craft Brewing Company. It doesn't say what style this beer is, Joel,

1118
00:49:16,520 --> 00:49:18,440
Speaker 2: but I wanted him to know, did you dig it?

1119
00:49:18,440 --> 00:49:19,920
Speaker 2: It's kind of like it's kind of like a porter.

1120
00:49:20,040 --> 00:49:22,359
Speaker 2: It's like an Yeah, it's got porter vibes. It's more

1121
00:49:22,400 --> 00:49:24,480
Speaker 2: it's actually an English strong that's how they classify it.

1122
00:49:24,520 --> 00:49:27,759
Speaker 2: But this one was like roasty notes, toffee vibes going on,

1123
00:49:27,800 --> 00:49:29,520
Speaker 2: some fig notes going on in their two almost like

1124
00:49:29,560 --> 00:49:31,759
Speaker 2: a little bit of a barleywine quality, almost like a

1125
00:49:31,760 --> 00:49:34,759
Speaker 2: barleywine mixed with a porter. So this one was interesting, good,

1126
00:49:34,880 --> 00:49:37,520
Speaker 2: good flavor. And this is definitely more of like a

1127
00:49:37,560 --> 00:49:40,799
Speaker 2: fall beer getting into fall time. And so yeah, I

1128
00:49:40,880 --> 00:49:43,560
Speaker 2: enjoyed this one big thanks to Rebecca and Dylan for

1129
00:49:43,600 --> 00:49:46,360
Speaker 2: sending it our way. Yes, thank you to the rab Coaches.

1130
00:49:46,400 --> 00:49:48,880
Speaker 2: But Joel, that's gonna be for this episode. We'll make

1131
00:49:48,880 --> 00:49:51,680
Speaker 2: sure to link to some of the different resources that

1132
00:49:51,760 --> 00:49:54,480
Speaker 2: Steve mentioned. He's got a lot of freebies up there

1133
00:49:54,600 --> 00:49:56,239
Speaker 2: as well, and so yeah, we'll link to all that.

1134
00:49:56,280 --> 00:49:57,839
Speaker 2: You can find those up on the show notes at

1135
00:49:57,840 --> 00:50:00,319
Speaker 2: howdomoney dot com. But Buddy, that's gonna be it. So

1136
00:50:00,400 --> 00:50:03,399
Speaker 2: until next time, best Friends Out and best Friends Out.