WEBVTT - Christopher Gray of Path is Reinventing How Education is Paid For 0:00:01.400 --> 0:00:04.320 I'm with Lucas and this is black tech, Green money. 0:00:05.200 --> 0:00:08.760 Christopher Gray is the CEO and founder of Path in 0:00:08.840 --> 0:00:12.559 AI power platform transforming the way students and professionals prepare 0:00:12.600 --> 0:00:17.880 for critical exams. Before Path, Christopher co founded Scolli and 0:00:17.920 --> 0:00:20.759 That to help students find scholarships for college and pay 0:00:20.760 --> 0:00:25.439 off student debt. Scolly gained national attention on ABC Shark Tank, 0:00:25.680 --> 0:00:28.240 securing a deal with Damie John and Lord Grinder and 0:00:28.280 --> 0:00:32.240 sparking the biggest debate and shows history. With over five 0:00:32.280 --> 0:00:35.320 million users, Skolly helps students secure over one hundred million 0:00:35.360 --> 0:00:38.960 in scholarships and was ultimately acquired by Sally May. So 0:00:39.120 --> 0:00:43.199 you are already a successful founder. You've already built, you know, 0:00:43.440 --> 0:00:49.360 one amazing company in Scollie. And I wonder, you know, 0:00:49.400 --> 0:00:51.680 before we talk about what you're doing now, I wonder. 0:00:51.479 --> 0:00:52.600 Like, what did you learn? 0:00:52.920 --> 0:00:55.520 Like what is the hardest lesson you learned while scaling 0:00:55.560 --> 0:00:56.440 that company? 0:00:57.560 --> 0:01:00.720 I think that you know, the thing I learned about 0:01:00.720 --> 0:01:05.080 scaling that organization is really really being mindful of having 0:01:05.120 --> 0:01:08.080 the right business model from the start. I think that 0:01:08.800 --> 0:01:11.440 you know and thinking about that. I launched the company 0:01:11.480 --> 0:01:15.120 on charting. So I was in college and three months 0:01:15.120 --> 0:01:17.760 where I graduated, So I really honestly didn't know what 0:01:17.760 --> 0:01:19.680 I was doing. I half my co founder and if 0:01:19.680 --> 0:01:22.280 you developers in a room, we were just getting all 0:01:22.280 --> 0:01:24.880 that traffic, so really thinking, you know, and that was 0:01:24.880 --> 0:01:27.200 like really the biggest one of the biggest high traffic 0:01:27.240 --> 0:01:29.800 moments from the start, you know, since we've had so 0:01:29.880 --> 0:01:31.880 I think, you know, reallyant and our at was nine 0:01:31.920 --> 0:01:37.480 and nine since so and we yeah, exactly, so I 0:01:37.520 --> 0:01:38.880 think you kind of give off going to see who 0:01:38.880 --> 0:01:39.640 I want to go for right. 0:01:39.720 --> 0:01:41.320 I was like, I'm going to be get super apported 0:01:41.400 --> 0:01:42.600 for everyone and that would be good. 0:01:42.959 --> 0:01:45.480 And the time when we literally got probably one hundred 0:01:45.520 --> 0:01:48.080 plus style and light down within two months, you know, 0:01:48.280 --> 0:01:50.040 you know, that would have been a lot more if 0:01:50.120 --> 0:01:51.920 you know, you know, if you know, had the right 0:01:51.960 --> 0:01:53.680 business model. So I think they can know a lot 0:01:53.680 --> 0:01:55.720 of right businessmaller from the start is important, and I 0:01:55.760 --> 0:01:57.640 think a lot of founders actually don't do that at all. 0:01:57.640 --> 0:01:59.240 You have these companies that oh, I'm make my up 0:01:59.240 --> 0:02:01.560 free and and figure it out in five years and 0:02:01.560 --> 0:02:03.160 then they run out of money and then you know 0:02:03.200 --> 0:02:05.560 all that. So I do think having the right thinking 0:02:05.560 --> 0:02:07.040 about the right business and all of them to start 0:02:07.040 --> 0:02:08.519 with something that I did. 0:02:08.639 --> 0:02:09.240 I was really young. 0:02:09.280 --> 0:02:10.800 I was twenty two when I was doing it, so 0:02:11.520 --> 0:02:13.480 now that it's not the here there, but that was 0:02:13.520 --> 0:02:14.079 something that I. 0:02:14.000 --> 0:02:16.320 Think was something that I would. 0:02:16.200 --> 0:02:19.359 I learned that that now I'm doing at day one 0:02:19.440 --> 0:02:20.320 with this new company. 0:02:21.120 --> 0:02:23.760 Yeah, and I think about something that you know, which 0:02:23.800 --> 0:02:26.600 I'm you're obviously aware of, and that you know, business 0:02:26.680 --> 0:02:29.040 is designed to sell, like whether you I PO, whether 0:02:29.080 --> 0:02:31.880 you sell it to somebody else it's acquired, or you're 0:02:31.919 --> 0:02:35.720 you become an acquirer of other businesses. That's what it's 0:02:35.760 --> 0:02:38.680 designed for. And I'm curious in how you think about 0:02:39.400 --> 0:02:42.880 your thinking going into Skye Like is this someonody, Oh, 0:02:42.880 --> 0:02:45.239 I wanted to do this forever and then you just realize, okay, 0:02:45.440 --> 0:02:47.200 you have to sell this thing at some point. And 0:02:47.520 --> 0:02:50.239 how you think now about you said, you know, starting 0:02:50.240 --> 0:02:52.600 things from the beginning, How do you think about going 0:02:52.639 --> 0:02:55.160 into a new company that that. 0:02:55.160 --> 0:02:56.000 Kind of mindset. 0:02:56.160 --> 0:02:59.640 Yeah, So I think that when I started Skylle, it 0:02:59.680 --> 0:03:02.280 was literally like a few years right after like Instagram 0:03:02.320 --> 0:03:04.640 sold for a billion dollars and it was just it 0:03:04.680 --> 0:03:07.119 was still the series of a lot of these acquisitions 0:03:07.160 --> 0:03:09.880 were still new it was actually right before there was 0:03:09.919 --> 0:03:12.120 a lot of wave of excess. It was more like 0:03:12.160 --> 0:03:14.639 that big funding period where everyone was getting raising a 0:03:14.680 --> 0:03:16.120 lot of money as more. 0:03:16.080 --> 0:03:17.280 So before with a lot of exits. 0:03:17.360 --> 0:03:19.200 Right, So when I was thinking about Scholar, I was 0:03:19.240 --> 0:03:21.160 just thinking, Okay, I'm gonna You're gonna just build this, 0:03:21.240 --> 0:03:23.200 and you want to get to everyone had this, get 0:03:23.240 --> 0:03:25.240 to a million users and all that stuff. So I 0:03:25.240 --> 0:03:28.160 would say thinking about that in mind. Actually when I 0:03:28.160 --> 0:03:30.760 build the company, to be completely honest, I wasn't thinking 0:03:30.760 --> 0:03:33.120 about Okay, how can I build this, you know, to 0:03:33.160 --> 0:03:33.800 sell the company. 0:03:33.840 --> 0:03:34.840 I was really more self and. 0:03:34.840 --> 0:03:36.240 How I was going to build a business, how I 0:03:36.280 --> 0:03:38.440 was going to make it grow again, you know, and 0:03:38.520 --> 0:03:41.040 also just being at that point in my career, which 0:03:41.400 --> 0:03:44.160 again that being literally my first job. I think that 0:03:44.280 --> 0:03:47.640 was something I was thinking through. However, in hindsight, when 0:03:47.680 --> 0:03:50.240 I went through the exit process when we got acquired 0:03:50.240 --> 0:03:52.640 by Sally May, you went through the diligence process and 0:03:52.680 --> 0:03:55.400 you went through you know, it just also just and 0:03:55.600 --> 0:03:57.960 even Scholar is actually possible. I only raised four hundred K, 0:03:58.040 --> 0:04:00.440 so I was I had a majority of equitumic company 0:04:00.560 --> 0:04:03.120 and I have deal boards. That was all well for me, 0:04:03.480 --> 0:04:05.960 and it was ultimately my decision to sell. But I 0:04:05.960 --> 0:04:08.960 think when you go through that exit process, you really go. 0:04:09.040 --> 0:04:11.320 But one, you have to give them all these documents 0:04:11.360 --> 0:04:13.320 from the time of the things of your business, all 0:04:13.400 --> 0:04:16.279 your metrics, and I think that you go, you look 0:04:16.320 --> 0:04:18.839 back and press reset and you will oh, now I 0:04:19.040 --> 0:04:22.120 see how you know? These venture backed companies build a 0:04:22.120 --> 0:04:23.800 company from the exit right. And that goes back to 0:04:23.839 --> 0:04:26.279 my question, your question about about the business model. 0:04:26.440 --> 0:04:28.160 You think about every little piece of the right and 0:04:28.240 --> 0:04:28.760 the product. 0:04:29.120 --> 0:04:31.360 Who can be like right now, like with this new 0:04:31.360 --> 0:04:34.320 company path, already I already have thought about who could 0:04:34.320 --> 0:04:36.599 the potential requires be What is the right business model? 0:04:36.600 --> 0:04:39.200 Because when you think about getting acquired, people just think, oh, 0:04:39.240 --> 0:04:41.600 I'm going to build something and someone's just gonna Facebook 0:04:41.720 --> 0:04:44.400 is gonna like buy your business, not necessarily like why 0:04:44.440 --> 0:04:45.679 would Facebook want your business? 0:04:45.760 --> 0:04:45.880 Right? 0:04:46.160 --> 0:04:48.479 So you really have to start thinking about that and 0:04:48.600 --> 0:04:51.359 even all way down toward grain your level. Hey, where 0:04:51.600 --> 0:04:53.680 financially you want to be when you sell? Right, is 0:04:53.680 --> 0:04:56.120 it twenty million revenue? It's a thirty million in revenue, right, 0:04:56.120 --> 0:04:57.359 what could the multipleon on that be? 0:04:57.720 --> 0:05:00.400 Right? So understanding that because the thing is even if 0:05:00.440 --> 0:05:01.440 you are not doing. 0:05:01.200 --> 0:05:04.120 That, the vcs who are investing you are gonna do that, right, 0:05:04.320 --> 0:05:06.520 They're not gonna they're investing you with the exit. They 0:05:06.520 --> 0:05:09.520 have analysts who are doing that. These exercises says how 0:05:09.560 --> 0:05:12.120 big can this business be? And all that. So I 0:05:12.200 --> 0:05:15.000 grew the profitable route and grew styled to be that. 0:05:15.040 --> 0:05:17.840 But I have seen now starting this venture route that 0:05:18.120 --> 0:05:20.359 even if you're not doing that, those vcs are doing it. 0:05:20.400 --> 0:05:22.600 So you really it's good for you to assessicize an 0:05:22.600 --> 0:05:25.320 opportunity because to your point, if you are a lot 0:05:25.320 --> 0:05:27.120 of there's a lot of conversation the Black commedy. When 0:05:27.160 --> 0:05:29.119 I sold a salad made people are like you sold 0:05:29.160 --> 0:05:33.000 out and all the stuff that people don't understand if 0:05:33.000 --> 0:05:34.719 you take someone US's money. We took a little bit 0:05:34.760 --> 0:05:36.880 of money, but the sharks and other people, when you 0:05:36.920 --> 0:05:39.240 take someone else's money, they have to get it back, 0:05:39.560 --> 0:05:41.080 and nine times out of ten they. 0:05:40.960 --> 0:05:42.560 Have to get that back through an exit. And that's 0:05:42.600 --> 0:05:43.200 something that. 0:05:43.400 --> 0:05:45.800 Isn't well known in the black in the mainstream Black community, 0:05:45.839 --> 0:05:49.280 that capital cannot be taken without it being returned and 0:05:49.800 --> 0:05:51.599 the exod is the way to do that. So thinking 0:05:51.640 --> 0:05:54.480 about what an extra strategy could look like is really 0:05:54.560 --> 0:05:56.400 important to think about in the beginning of their journey. 0:05:56.440 --> 0:05:59.279 It's not being transactional, it's just understanding the reality of 0:05:59.320 --> 0:06:02.640 growing up business and and the and and and the 0:06:02.760 --> 0:06:03.960 liquidity events that. 0:06:04.000 --> 0:06:04.760 Have to come with them. 0:06:06.040 --> 0:06:09.120 What pulls you to the education space, you know, it 0:06:09.120 --> 0:06:12.240 seems like that's like your Yeah, that's your thing. 0:06:14.040 --> 0:06:16.039 I think that you know, for me, I I like 0:06:16.120 --> 0:06:19.000 to solve problems that you know that are really relevant. 0:06:19.000 --> 0:06:23.400 So I'm originally for Birmingham, Alabama. I actually only a 0:06:23.400 --> 0:06:26.440 a small fraction of the students who in Alabama who 0:06:26.480 --> 0:06:27.719 graduate high school are reading. 0:06:27.520 --> 0:06:29.960 At a third grade level. That's very well known. 0:06:30.640 --> 0:06:34.040 Testing isn't grade and you know that's in federal I 0:06:34.040 --> 0:06:36.040 mean it's just been a whole wasn't but it's yeah. 0:06:36.080 --> 0:06:38.240 So like I went to a Magne High school, so 0:06:38.279 --> 0:06:40.600 I was fortunate where the students, but the think that high 0:06:40.600 --> 0:06:42.680 school went to college. But the master of the system, 0:06:42.720 --> 0:06:44.760 I think probably around ten percent of people go to 0:06:44.760 --> 0:06:47.920 college five even way way less than I even graduate. 0:06:48.120 --> 0:06:49.360 And they're all are going to a lot of which 0:06:49.400 --> 0:06:51.080 are going to college at third graae level. So I 0:06:51.120 --> 0:06:54.720 saw the disparity of education and I saw that it 0:06:54.800 --> 0:06:57.080 wasn't you know, and I and I saw two things 0:06:57.080 --> 0:06:59.880 out of those environments. I saw access to paying for 0:07:00.040 --> 0:07:03.800 college and access to resources to prepare for exams and 0:07:03.839 --> 0:07:06.080 other things to get you into to get you into college, 0:07:06.120 --> 0:07:08.200 and also just being able to have, you know, things 0:07:08.240 --> 0:07:10.480 outside of maybe your school environment to be able to 0:07:10.480 --> 0:07:11.080 do so. 0:07:11.120 --> 0:07:13.320 For me, I look at you know, I was likely 0:07:13.360 --> 0:07:14.200 to do test well. 0:07:14.240 --> 0:07:16.640 I was, I was likely to do do well in school, 0:07:16.640 --> 0:07:19.240 but I saw the I saw other people just just didn't. 0:07:19.520 --> 0:07:22.200 So for me, those those were pain points that were 0:07:22.240 --> 0:07:24.320 really important to me. And I see, I saw the 0:07:24.320 --> 0:07:26.040 impact of education happening in my life. I'm a first 0:07:26.080 --> 0:07:29.120 generation college student, you know, obviously, and as you can 0:07:29.200 --> 0:07:32.239 see with starting a company, selling a company, having wealth 0:07:32.280 --> 0:07:34.160 and all that stuff like that is my family well 0:07:34.280 --> 0:07:37.640 like like that that's completely a foreign concept to them. 0:07:37.880 --> 0:07:39.840 So I still and all that was due because I 0:07:39.880 --> 0:07:41.280 got scholarship to go to college. 0:07:41.720 --> 0:07:43.440 So I saw how transformer that can be. 0:07:43.880 --> 0:07:47.040 And I and also as a businessman, I have learned 0:07:47.400 --> 0:07:50.760 that anything anything that can impact someone's life, anything that 0:07:50.800 --> 0:07:54.120 can provide value to a to a personal organization, you 0:07:54.160 --> 0:07:56.440 can wrap a business model around it. So it doesn't 0:07:56.480 --> 0:07:58.600 have to be mutually exclusive, so I can help a 0:07:58.600 --> 0:08:01.120 lot of people and then and still be able to 0:08:01.200 --> 0:08:03.000 do it in a way that scales. Because I was 0:08:03.080 --> 0:08:05.160 when I started Scholar, I was thinking about the nonprofit stuff, 0:08:05.160 --> 0:08:07.440 and I'm like, I don't want to be someone literally 0:08:07.480 --> 0:08:10.280 every day hosting found raisers and asking people begging people 0:08:10.320 --> 0:08:10.600 for money. 0:08:10.640 --> 0:08:11.840 I want people to be able to give me. 0:08:12.000 --> 0:08:13.760 I want to be able to raise money through revenue 0:08:14.160 --> 0:08:17.080 and being able to turn someone's investment. So education has 0:08:17.160 --> 0:08:19.640 just been so pivotal to my life. So it's something 0:08:19.680 --> 0:08:22.240 that's really really important for me to do. Even with 0:08:22.360 --> 0:08:23.600 Scholar and now what I'm dealing with. 0:08:23.640 --> 0:08:26.440 Path, yeah and now and I want to get into 0:08:26.480 --> 0:08:29.720 that and I think about that in talking about path, 0:08:30.880 --> 0:08:34.240 what is what is that eureka moment we said, this 0:08:34.280 --> 0:08:36.360 is the idea. And here's why I asked this question 0:08:36.440 --> 0:08:40.720 is because I think sometimes we just have in doing scholar, 0:08:40.800 --> 0:08:43.080 you might have said, oh, there's this other vertical that 0:08:43.120 --> 0:08:44.880 one day I'm going to touch that thing this because 0:08:44.880 --> 0:08:48.199 there's a problem there, Or you can just be purely opportunistic, 0:08:48.240 --> 0:08:49.800 like I see a gap. Ain't nobody doing this or 0:08:49.840 --> 0:08:51.600 any nobody doing it how I can do it, or 0:08:51.679 --> 0:08:54.079 something you're really really passionate about, like what is that 0:08:54.120 --> 0:08:56.559 thing for a path for you? And then we'll talk 0:08:56.559 --> 0:08:57.200 about what it is. 0:08:57.679 --> 0:08:59.839 Yeah, so I think that is it was. It's really 0:09:00.040 --> 0:09:04.520 three things, right, I think one one exactly. So one 0:09:04.559 --> 0:09:06.000 of the biggest things I actually wanted to try to 0:09:06.000 --> 0:09:09.480 get into into SKALI if we grew and expanded was 0:09:09.800 --> 0:09:11.920 test prep. So one of the biggest things that I 0:09:11.960 --> 0:09:16.200 had challenges with was being able to pay for the expensive. 0:09:15.760 --> 0:09:18.600 Example, so when I was when I was going to college. 0:09:18.440 --> 0:09:21.240 In twenty ten, it was Princeton Review Kaplan all their 0:09:21.240 --> 0:09:24.480 courses like twelve hundred dollars. Like I just told you, 0:09:24.480 --> 0:09:26.319 I was first generation student like my mom, we could 0:09:26.400 --> 0:09:28.840 validate our bills for like fifty dollars, So that just 0:09:28.920 --> 0:09:30.160 wasn't even their question, right. 0:09:30.400 --> 0:09:33.240 So you would see all the you know, the white kids. 0:09:33.000 --> 0:09:36.000 From the more upper middle class schools or Wether school 0:09:36.120 --> 0:09:38.320 doing really well on these tests. But then you would 0:09:38.320 --> 0:09:40.280 find out when you go through these different programs, their 0:09:40.320 --> 0:09:43.280 parents are paying thousands of dollars to prep them for 0:09:43.360 --> 0:09:45.719 these exams, right then, just they just prepare for that, right, 0:09:46.640 --> 0:09:49.000 And I think that you know, AI and I think 0:09:49.040 --> 0:09:51.640 so was it was kind of a perfect you know, 0:09:51.800 --> 0:09:54.480 I can't a perfect trinity of things. Were Okay, here's 0:09:54.480 --> 0:09:56.839 this thing, but you know you have to create all 0:09:56.840 --> 0:09:57.439 this content. 0:09:57.760 --> 0:09:59.840 Oh look at your AI and you see that. 0:10:00.160 --> 0:10:03.160 Now this is this moment of opportunistic I can do 0:10:03.200 --> 0:10:05.360 this Princeton Review needs to do because they need to 0:10:05.400 --> 0:10:07.360 pay all these instructors. They need to go out through 0:10:07.720 --> 0:10:10.680 this content manually. A I can really do that. But 0:10:10.679 --> 0:10:12.480 I didn't want to. Just think about college admission, all 0:10:12.480 --> 0:10:15.160 those exams and things that you know, those students who 0:10:15.160 --> 0:10:17.200 are reading at the third grade level in Alabama, we 0:10:17.240 --> 0:10:19.480 have an AI model that can generate those exams as well. 0:10:19.640 --> 0:10:21.760 And actually if people are not doing well on them, 0:10:21.800 --> 0:10:24.920 we can actually help them generate too, you know, tutoring 0:10:25.000 --> 0:10:27.160 and step by steff solutions to help them learn. So 0:10:27.200 --> 0:10:29.880 I thought about, you know, when I was growing up, Okay, 0:10:29.880 --> 0:10:31.120 what are these barriers? 0:10:31.200 --> 0:10:31.400 Right? 0:10:31.920 --> 0:10:33.920 One, it was, you know, being able to get into 0:10:33.920 --> 0:10:35.520 college or do well, to get the rights, all the 0:10:36.040 --> 0:10:38.199 all the scholarship you want because of this bearer. 0:10:38.240 --> 0:10:38.640 That's things. 0:10:38.720 --> 0:10:40.880 And as you know, with the current administration, there was 0:10:41.000 --> 0:10:43.360 just a letter they just sent out a month or 0:10:43.360 --> 0:10:46.760 two ago called deer to call deer colleague, which is 0:10:46.800 --> 0:10:51.240 to all universities telling them that they have that them 0:10:51.920 --> 0:10:54.960 them not requiring standardized tests of ATT and ATT would 0:10:54.960 --> 0:10:59.200 be considered would be considered discrimination, meaning that they took 0:10:59.240 --> 0:11:02.160 their saying that they took those tests away in order 0:11:02.160 --> 0:11:04.760 for DEI purposes, So they have to bring them back. 0:11:04.800 --> 0:11:07.840 So now actually we're gonna we're now our business is 0:11:07.840 --> 0:11:10.319 gonna be great for our business. So yeah, So then 0:11:10.360 --> 0:11:12.720 so it was definitely opportunities. It's like, hey, generally I 0:11:12.760 --> 0:11:15.880 can do this thing really well and I can create 0:11:15.880 --> 0:11:17.920 a good business all around it because now I can 0:11:18.000 --> 0:11:20.480 use this make it more affordable and you know, and 0:11:20.520 --> 0:11:22.480 it's just really being an issue that I was really 0:11:22.520 --> 0:11:25.040 passionate about because that was the big thing because I 0:11:25.080 --> 0:11:27.440 don't believe, you know, I think it's really hard to 0:11:28.200 --> 0:11:30.800 instill ambition and students and family and really go and 0:11:30.880 --> 0:11:32.920 change a lot. But I do believe that there are 0:11:32.960 --> 0:11:36.400 a lot of students, especially students of color, who are motivated, 0:11:36.440 --> 0:11:39.960 who are belittled and called dumb simply because they can't 0:11:39.960 --> 0:11:40.600 afford tutors. 0:11:40.600 --> 0:11:41.800 They can't afford these things. 0:11:42.360 --> 0:11:44.880 And I think AI has presented a really, really dope 0:11:44.960 --> 0:11:47.720 opportunity to put that in front of them, make it 0:11:47.760 --> 0:11:50.600 affordable and be able to help them level the playing field. 0:11:50.640 --> 0:11:53.120 And I think the era in this political environment that 0:11:53.160 --> 0:11:56.240 we're in right now where everything goes back to the states, 0:11:56.280 --> 0:11:59.040 that means that states can determine any you know, all 0:11:59.080 --> 0:12:01.040 of them. They can say, you know what, your kid 0:12:01.080 --> 0:12:03.680 can't graduate if they don't make a thirty on MS. 0:12:03.679 --> 0:12:06.439 But it was not realistic a thirty on AC. What 0:12:06.559 --> 0:12:09.040 did we go to that kind of environment, kind of discriminatory, 0:12:09.320 --> 0:12:12.600 inequitable environment. You know, I think Path is positioned to 0:12:12.679 --> 0:12:15.120 do to jump in there and be a solution for that. 0:12:16.040 --> 0:12:18.880 Yeah, you just said something that I found really interesting, 0:12:18.960 --> 0:12:23.520 and it makes me think about Rama Manuel. I remember saying, 0:12:23.640 --> 0:12:25.199 I'm sure he wasn't the first person to say it, 0:12:25.200 --> 0:12:27.040 and this was during Obama's term. He said, you know, 0:12:27.120 --> 0:12:30.800 never let a good crisis go to waste, And that 0:12:30.920 --> 0:12:33.679 is always stuck with me because even I've had there 0:12:33.760 --> 0:12:35.760 was opportunities that I got that I could not have 0:12:35.800 --> 0:12:39.920 gotten other than COVID happened. And I recognized that COVID 0:12:40.040 --> 0:12:42.840 was as devastating as it was, but there it created 0:12:42.840 --> 0:12:45.200 a landscape for opportunity in some ways. 0:12:45.440 --> 0:12:45.720 For me. 0:12:45.920 --> 0:12:47.280 I can tell you, you know, there was some real 0:12:47.400 --> 0:12:48.719 estate I bought that it wouldn't have been on the 0:12:48.760 --> 0:12:50.880 market at the price it was had COVID I happened, 0:12:51.200 --> 0:12:53.880 and other things. And you just mentioned like you know, 0:12:54.200 --> 0:12:58.960 this new thing legislation will create opportunities for your business. 0:12:58.960 --> 0:13:02.120 And I'm curious in how you think we as founders 0:13:02.160 --> 0:13:06.880 should be thinking or creators innovators should think about opportunity 0:13:07.360 --> 0:13:09.920 when we could just walk around with hair on fire, 0:13:10.000 --> 0:13:12.439 but instead look for opportunities. 0:13:13.840 --> 0:13:17.600 Yeah, I think that when whether the stock market is down, 0:13:18.080 --> 0:13:21.360 whether there's a COVID COVID ninety pac, whether we have 0:13:21.400 --> 0:13:24.960 a new lolical administration, there's always money been made in chaos, 0:13:25.080 --> 0:13:27.040 and most of the people who are creating the chaos 0:13:27.120 --> 0:13:29.559 are doing it with they intend to make money in someone. 0:13:30.080 --> 0:13:31.440 Right, That's just life, right. 0:13:31.480 --> 0:13:33.679 I think when you're younger, and I think when you're 0:13:33.679 --> 0:13:35.560 in your vot, I don't. But now, as a as 0:13:35.600 --> 0:13:38.520 a person that has tend a decade, over a decade 0:13:38.520 --> 0:13:40.880 and text based met a lot of wealthy people and 0:13:41.520 --> 0:13:43.600 many of my peers and friends and things like that, 0:13:43.920 --> 0:13:45.600 I know how the game works, right, Like it's like 0:13:46.440 --> 0:13:49.040 they create chaos of course, you know, I mean look 0:13:49.080 --> 0:13:52.559 at bitcoin, right, Oh my god, bitcoin is horrible. It's 0:13:52.600 --> 0:13:54.440 the death, it's the devil, and blah blah blah. Nah, 0:13:54.480 --> 0:13:58.400 it goes down superlow, everyone low key buys it all suddenly. 0:13:58.440 --> 0:14:02.760 Now without now we have federal Now we have federal 0:14:03.160 --> 0:14:05.240 you know, legislation around it, and now it's going to 0:14:05.280 --> 0:14:08.400 go up. Right, stock market dropping and the president of 0:14:08.679 --> 0:14:10.920 when in any any former time with the President of 0:14:10.920 --> 0:14:13.560 the United States, as they'll say, oh, I'm not gonna 0:14:13.559 --> 0:14:15.600 really out of a recession. Stock markets drop, and then 0:14:15.640 --> 0:14:18.120 I guess what. Then all my friends in hedge funds 0:14:18.280 --> 0:14:21.280 and then banking are talking about what they're buying up like. 0:14:21.280 --> 0:14:22.480 This stuff is like a game. Right. 0:14:22.560 --> 0:14:25.520 So for us, you know, I think that look at 0:14:25.520 --> 0:14:29.040 that chaos, find their opportunity buying industries that are being affected. 0:14:29.040 --> 0:14:31.160 And like you did, you know, real estate, Like look 0:14:31.200 --> 0:14:32.600 at d C if I would say somebody in dc 0:14:32.640 --> 0:14:34.080 W with all these layoffs happen, and I'd be looking 0:14:34.080 --> 0:14:36.560 at buying real estate up in the d MD because 0:14:36.840 --> 0:14:39.720 it's about to be a ghost town there, right, So 0:14:39.720 --> 0:14:41.320 so I think of that, and then I think for us, 0:14:41.360 --> 0:14:44.560 you know, education, right, he really wants to really they 0:14:44.560 --> 0:14:46.880 really want to jump and harp on education. But in 0:14:46.920 --> 0:14:49.520 a way we're using things that are historically embarrassed to 0:14:49.720 --> 0:14:52.520 people of color, which is standardized testing. Right if you 0:14:52.640 --> 0:14:55.400 put and say okay, kids can't get into a college 0:14:55.480 --> 0:14:57.440 or get scholarships for their art testing, less of us 0:14:57.440 --> 0:14:59.240 are going to go. If you say, oh, your kids 0:14:59.280 --> 0:15:02.160 can't graduate grade is they don't pass this state exam 0:15:02.320 --> 0:15:04.800 in Florida or where I'm from, Alabama, you would have 0:15:04.800 --> 0:15:08.040 black kids or literally just stuck and the ultimately giving 0:15:08.120 --> 0:15:08.720 up and doing that. 0:15:08.800 --> 0:15:11.040 Right, So I do think in that chaos there's. 0:15:10.840 --> 0:15:14.479 An opportunity, but there's always opportunity, and there's always orchestrated 0:15:14.480 --> 0:15:16.920 the chaos, and those people who are orchestrating their chaos 0:15:17.000 --> 0:15:19.240 are creating their chaos to make money for themselves. 0:15:19.760 --> 0:15:22.760 It's so interesting. So let's talk about what path is 0:15:22.760 --> 0:15:25.680 for people you know, assigned from you know, touching on 0:15:26.000 --> 0:15:28.280 you know what it does? How much you either give 0:15:28.320 --> 0:15:29.960 the elevator pitch for a path. 0:15:29.760 --> 0:15:30.320 If you would. 0:15:31.440 --> 0:15:35.800 Yeah, So, so path is we're in Jerrybody platform simply 0:15:35.840 --> 0:15:38.480 around exam prep. So we created an AI model very 0:15:38.520 --> 0:15:42.920 specifically around helping students prepare for exams and also predict 0:15:42.920 --> 0:15:44.440 whether they're going to make on the exam. 0:15:44.200 --> 0:15:44.960 Before they take it. 0:15:45.280 --> 0:15:48.640 So we cover exams from KT twelve exams, so like 0:15:49.040 --> 0:15:51.120 the exams that every student in the state has to take, 0:15:51.240 --> 0:15:53.720 like for them, the New York Regents or New York 0:15:53.720 --> 0:15:57.320 State Exam, the Texas Star Exam, TSA Exam, et cetera. 0:15:57.880 --> 0:16:02.080 We also we also cover college admissions exams like ACT 0:16:02.960 --> 0:16:06.000 SAT and p SAT, and then we cover grad school 0:16:06.000 --> 0:16:10.600 exams like GMATT lsad GRE and even professional certifications like 0:16:10.640 --> 0:16:11.480 come to your INCLUX. 0:16:11.760 --> 0:16:13.880 And what we do is provide you. We use general 0:16:13.960 --> 0:16:14.520 AI to prisee. 0:16:14.560 --> 0:16:18.440 You unlimited practice exams, unlimited practice, and then we then 0:16:18.560 --> 0:16:20.440 take that data and then be able to predict whether 0:16:20.440 --> 0:16:21.520 you're going to pass the tests or not. 0:16:21.840 --> 0:16:24.320 So most of these so and we're all in because we're. 0:16:24.200 --> 0:16:26.600 Able to use general of AI, we're able to be 0:16:26.680 --> 0:16:29.760 able to provide that for like just like sixty dollars 0:16:29.840 --> 0:16:33.680 right versus you paying and everything runner one subscription and 0:16:33.800 --> 0:16:36.080 not instead of being able to pay twelve going to 0:16:36.160 --> 0:16:39.160 caplan and paying twenty five hundred dollars for GMAT prep, 0:16:39.280 --> 0:16:41.360 So we're able to give you better. 0:16:41.400 --> 0:16:41.720 We get it. 0:16:41.760 --> 0:16:44.760 We're able to give you premium quality content, unlimited practice, 0:16:44.760 --> 0:16:46.200 predict whether you're going to make what you're gonna make 0:16:46.240 --> 0:16:47.560 on the test where you take it, which means that 0:16:47.600 --> 0:16:49.520 you don't have to score and spend money until your shit. 0:16:49.520 --> 0:16:51.200 You're gonna make the score you're going to make, and 0:16:52.240 --> 0:16:54.440 we're able to and we're able to do it for 0:16:54.480 --> 0:16:56.960 a super affordable rate, which makes it accessible. So going 0:16:56.960 --> 0:16:59.880