{"version":"1.0.0","segments":[{"speaker":"Brian Lee","startTime":0.0,"endTime":3.21,"body":"No one ever says I've"},{"speaker":"Brian Lee","startTime":0.0,"endTime":3.21,"body":"got the perfect job and I'm 100%"},{"speaker":"Brian Lee","startTime":3.21,"endTime":7.35,"body":"happy all the time. It just"},{"speaker":"Brian Lee","startTime":3.21,"endTime":7.35,"body":"doesn't exist. It just doesn't."},{"speaker":"Brian Lee","startTime":7.38,"endTime":12.87,"body":"It's like there's a there's a"},{"speaker":"Brian Lee","startTime":7.38,"endTime":12.87,"body":"quote that I kind of love from"},{"speaker":"Brian Lee","startTime":12.87,"endTime":16.77,"body":"Henry Ford. Right. And he said,"},{"speaker":"Brian Lee","startTime":12.87,"endTime":16.77,"body":"you know, if you think the grass"},{"speaker":"Brian Lee","startTime":16.77,"endTime":20.04,"body":"is greener on the other side,"},{"speaker":"Brian Lee","startTime":16.77,"endTime":20.04,"body":"maybe you should pay more"},{"speaker":"Brian Lee","startTime":20.04,"endTime":21.18,"body":"attention to your own garden."},{"speaker":"Randall Kaplan","startTime":27.69,"endTime":30.18,"body":"My guest today"},{"speaker":"Randall Kaplan","startTime":27.69,"endTime":30.18,"body":"is my great friend Brian Lee."},{"speaker":"Randall Kaplan","startTime":30.45,"endTime":33.63,"body":"Brian is a rock star serial"},{"speaker":"Randall Kaplan","startTime":30.45,"endTime":33.63,"body":"entrepreneur and incredibly"},{"speaker":"Randall Kaplan","startTime":33.63,"endTime":37.14,"body":"successful venture capitalist."},{"speaker":"Randall Kaplan","startTime":33.63,"endTime":37.14,"body":"He is the co founder and ex CEO"},{"speaker":"Randall Kaplan","startTime":37.14,"endTime":41.7,"body":"of Legal Zoom, which had $575"},{"speaker":"Randall Kaplan","startTime":37.14,"endTime":41.7,"body":"million in revenue last year,"},{"speaker":"Randall Kaplan","startTime":41.85,"endTime":46.56,"body":"and has a market value of $1.75"},{"speaker":"Randall Kaplan","startTime":41.85,"endTime":46.56,"body":"billion. Today, the co founder"},{"speaker":"Randall Kaplan","startTime":46.56,"endTime":49.65,"body":"and ex CEO of shoedazzle, a"},{"speaker":"Randall Kaplan","startTime":46.56,"endTime":49.65,"body":"company which grew to more than"},{"speaker":"Randall Kaplan","startTime":49.65,"endTime":53.01,"body":"$100 million in sales within two"},{"speaker":"Randall Kaplan","startTime":49.65,"endTime":53.01,"body":"years after starting the"},{"speaker":"Randall Kaplan","startTime":53.01,"endTime":57.15,"body":"company, before it merged with"},{"speaker":"Randall Kaplan","startTime":53.01,"endTime":57.15,"body":"JustFab, the co founder and ex"},{"speaker":"Randall Kaplan","startTime":57.15,"endTime":60.15,"body":"CEO of The Art of sport, where"},{"speaker":"Randall Kaplan","startTime":57.15,"endTime":60.15,"body":"he partnered with none other"},{"speaker":"Randall Kaplan","startTime":60.18,"endTime":63.27,"body":"than the late Kobe Bryant, and"},{"speaker":"Randall Kaplan","startTime":60.18,"endTime":63.27,"body":"is the current CEO and co"},{"speaker":"Randall Kaplan","startTime":63.27,"endTime":66.87,"body":"founder of arena Club, where"},{"speaker":"Randall Kaplan","startTime":63.27,"endTime":66.87,"body":"he's partnered with Derek Jeter,"},{"speaker":"Randall Kaplan","startTime":66.9,"endTime":70.5,"body":"which we're going to talk about"},{"speaker":"Randall Kaplan","startTime":66.9,"endTime":70.5,"body":"in a few minutes. Brian is also"},{"speaker":"Randall Kaplan","startTime":70.5,"endTime":73.41,"body":"the co founder and CEO of the"},{"speaker":"Randall Kaplan","startTime":70.5,"endTime":73.41,"body":"incredibly successful venture"},{"speaker":"Randall Kaplan","startTime":73.41,"endTime":77.04,"body":"capital firm BAM ventures, which"},{"speaker":"Randall Kaplan","startTime":73.41,"endTime":77.04,"body":"has had many billion dollar"},{"speaker":"Randall Kaplan","startTime":77.04,"endTime":80.88,"body":"exits, and he is an incredibly"},{"speaker":"Randall Kaplan","startTime":77.04,"endTime":80.88,"body":"generous philanthropist who is"},{"speaker":"Randall Kaplan","startTime":80.88,"endTime":85.59,"body":"dedicated to giving back to our"},{"speaker":"Randall Kaplan","startTime":80.88,"endTime":85.59,"body":"community. Brian, welcome to a"},{"speaker":"Randall Kaplan","startTime":85.59,"endTime":88.44,"body":"Search of Excellence. Thank you"},{"speaker":"Randall Kaplan","startTime":85.59,"endTime":88.44,"body":"for having me excited to talk to"},{"speaker":"Randall Kaplan","startTime":88.44,"endTime":92.7,"body":"you. You're my first live guest"},{"speaker":"Randall Kaplan","startTime":88.44,"endTime":92.7,"body":"I've ever had in the studio. So"},{"speaker":"Randall Kaplan","startTime":92.7,"endTime":94.98,"body":"I appreciate you being here. And"},{"speaker":"Randall Kaplan","startTime":92.7,"endTime":94.98,"body":"let's see how it goes today."},{"speaker":"Randall Kaplan","startTime":95.13,"endTime":99.03,"body":"Let's do it. Let's go. Yeah, I"},{"speaker":"Randall Kaplan","startTime":95.13,"endTime":99.03,"body":"always start my podcast with our"},{"speaker":"Randall Kaplan","startTime":99.03,"endTime":101.61,"body":"family because our family"},{"speaker":"Randall Kaplan","startTime":99.03,"endTime":101.61,"body":"prepares us for preparation, our"},{"speaker":"Randall Kaplan","startTime":101.61,"endTime":104.73,"body":"future our values. Tell me about"},{"speaker":"Randall Kaplan","startTime":101.61,"endTime":104.73,"body":"your parents. And tell me"},{"speaker":"Randall Kaplan","startTime":104.73,"endTime":107.94,"body":"specifically about your parents"},{"speaker":"Randall Kaplan","startTime":104.73,"endTime":107.94,"body":"coming here with $500 in the"},{"speaker":"Randall Kaplan","startTime":107.94,"endTime":110.1,"body":"wall and two suitcases. Oh,"},{"speaker":"Brian Lee","startTime":111.9,"endTime":115.41,"body":"yes, that's basically"},{"speaker":"Brian Lee","startTime":111.9,"endTime":115.41,"body":"I was born in Korea, in Seoul,"},{"speaker":"Brian Lee","startTime":115.71,"endTime":120.03,"body":"and my parents, this is an early"},{"speaker":"Brian Lee","startTime":115.71,"endTime":120.03,"body":"70s moved to the United States."},{"speaker":"Brian Lee","startTime":120.36,"endTime":124.44,"body":"With me and my older sister. I"},{"speaker":"Brian Lee","startTime":120.36,"endTime":124.44,"body":"was two years old at the time."},{"speaker":"Brian Lee","startTime":124.86,"endTime":129.72,"body":"And we landed in America, my dad"},{"speaker":"Brian Lee","startTime":124.86,"endTime":129.72,"body":"had his family, two pieces of"},{"speaker":"Brian Lee","startTime":129.72,"endTime":132.75,"body":"luggage and $500. And that's how"},{"speaker":"Brian Lee","startTime":129.72,"endTime":132.75,"body":"we started our life here in"},{"speaker":"Brian Lee","startTime":132.75,"endTime":133.23,"body":"America."},{"speaker":"Randall Kaplan","startTime":134.49,"endTime":137.01,"body":"And what was"},{"speaker":"Randall Kaplan","startTime":134.49,"endTime":137.01,"body":"that like growing up? What did"},{"speaker":"Randall Kaplan","startTime":137.01,"endTime":140.28,"body":"your dad do? I want to know a"},{"speaker":"Randall Kaplan","startTime":137.01,"endTime":140.28,"body":"little bit about him being"},{"speaker":"Randall Kaplan","startTime":140.76,"endTime":142.89,"body":"working in the furniture"},{"speaker":"Randall Kaplan","startTime":140.76,"endTime":142.89,"body":"business. Yeah. And how he"},{"speaker":"Randall Kaplan","startTime":142.89,"endTime":145.41,"body":"progressed and worked his way up"},{"speaker":"Randall Kaplan","startTime":142.89,"endTime":145.41,"body":"to the furniture business. Just"},{"speaker":"Randall Kaplan","startTime":145.41,"endTime":148.74,"body":"take us through the progression,"},{"speaker":"Randall Kaplan","startTime":145.41,"endTime":148.74,"body":"and why you learn from him and"},{"speaker":"Randall Kaplan","startTime":148.74,"endTime":153.15,"body":"the values you learn from him."},{"speaker":"Randall Kaplan","startTime":148.74,"endTime":153.15,"body":"Yeah, sure. So so my father is"},{"speaker":"Randall Kaplan","startTime":153.99,"endTime":156.63,"body":"one of my biggest inspirations"},{"speaker":"Randall Kaplan","startTime":153.99,"endTime":156.63,"body":"in life, and my soul is my"},{"speaker":"Randall Kaplan","startTime":156.63,"endTime":161.52,"body":"mother. We're all super close."},{"speaker":"Randall Kaplan","startTime":156.63,"endTime":161.52,"body":"But when we moved to the United"},{"speaker":"Randall Kaplan","startTime":161.52,"endTime":162.63,"body":"States, my parents,"},{"speaker":"Brian Lee","startTime":163.77,"endTime":166.32,"body":"they're both college"},{"speaker":"Brian Lee","startTime":163.77,"endTime":166.32,"body":"educated, but they didn't speak"},{"speaker":"Brian Lee","startTime":166.32,"endTime":170.97,"body":"the language. And so they took"},{"speaker":"Brian Lee","startTime":166.32,"endTime":170.97,"body":"kind of menial jobs, if you"},{"speaker":"Brian Lee","startTime":170.97,"endTime":176.55,"body":"will, right. So my dad had two"},{"speaker":"Brian Lee","startTime":170.97,"endTime":176.55,"body":"jobs. One was working at a"},{"speaker":"Brian Lee","startTime":176.55,"endTime":180.78,"body":"furniture factory, making booth"},{"speaker":"Brian Lee","startTime":176.55,"endTime":180.78,"body":"furniture for restaurants like"},{"speaker":"Brian Lee","startTime":180.78,"endTime":184.62,"body":"those, you know, the booth"},{"speaker":"Brian Lee","startTime":180.78,"endTime":184.62,"body":"furniture. And then, in the"},{"speaker":"Brian Lee","startTime":184.65,"endTime":187.32,"body":"evenings, he would work in the"},{"speaker":"Brian Lee","startTime":184.65,"endTime":187.32,"body":"orange fields and pick oranges"},{"speaker":"Brian Lee","startTime":187.32,"endTime":193.14,"body":"with the day laborers. And my"},{"speaker":"Brian Lee","startTime":187.32,"endTime":193.14,"body":"mom worked for bear aspirin. And"},{"speaker":"Brian Lee","startTime":193.14,"endTime":196.23,"body":"this is before automation. So"},{"speaker":"Brian Lee","startTime":193.14,"endTime":196.23,"body":"she sat at a conveyor belt and"},{"speaker":"Brian Lee","startTime":196.23,"endTime":200.16,"body":"counted 25 pills to a bottle."},{"speaker":"Brian Lee","startTime":196.23,"endTime":200.16,"body":"And that's how we started our"},{"speaker":"Brian Lee","startTime":200.16,"endTime":200.73,"body":"life here,"},{"speaker":"Randall Kaplan","startTime":201.72,"endTime":203.67,"body":"where they come"},{"speaker":"Randall Kaplan","startTime":201.72,"endTime":203.67,"body":"home and talk about their work."},{"speaker":"Randall Kaplan","startTime":203.7,"endTime":206.37,"body":"And did you see how hard they"},{"speaker":"Randall Kaplan","startTime":203.7,"endTime":206.37,"body":"work? How old were you when you"},{"speaker":"Randall Kaplan","startTime":206.37,"endTime":209.34,"body":"actually notice, man, they work"},{"speaker":"Randall Kaplan","startTime":206.37,"endTime":209.34,"body":"their asses off."},{"speaker":"Brian Lee","startTime":209.37,"endTime":211.68,"body":"You know, it wasn't."},{"speaker":"Brian Lee","startTime":209.37,"endTime":211.68,"body":"It wasn't until much later,"},{"speaker":"Brian Lee","startTime":211.71,"endTime":215.25,"body":"truthfully, when I was in high"},{"speaker":"Brian Lee","startTime":211.71,"endTime":215.25,"body":"school, that I really realized"},{"speaker":"Brian Lee","startTime":215.25,"endTime":218.46,"body":"like what my parents went"},{"speaker":"Brian Lee","startTime":215.25,"endTime":218.46,"body":"through to create a better life"},{"speaker":"Brian Lee","startTime":218.46,"endTime":222.9,"body":"for my sister and myself. My mom"},{"speaker":"Brian Lee","startTime":218.46,"endTime":222.9,"body":"told me this story that when she"},{"speaker":"Brian Lee","startTime":222.9,"endTime":228.39,"body":"was at Bayer, aspirin, or Bayer,"},{"speaker":"Brian Lee","startTime":222.9,"endTime":228.39,"body":"they would ask for volunteer"},{"speaker":"Brian Lee","startTime":228.39,"endTime":230.79,"body":"workers for overtime. And she"},{"speaker":"Brian Lee","startTime":228.39,"endTime":230.79,"body":"was always the first to"},{"speaker":"Brian Lee","startTime":230.79,"endTime":233.25,"body":"volunteer, she would raise your"},{"speaker":"Brian Lee","startTime":230.79,"endTime":233.25,"body":"hand because you get paid at a"},{"speaker":"Brian Lee","startTime":233.25,"endTime":237.33,"body":"time and a half for overtime,"},{"speaker":"Brian Lee","startTime":233.25,"endTime":237.33,"body":"even back then. And so you just"},{"speaker":"Brian Lee","startTime":237.33,"endTime":240.0,"body":"realized like, gosh, you know,"},{"speaker":"Brian Lee","startTime":237.33,"endTime":240.0,"body":"they they work super hard. And"},{"speaker":"Brian Lee","startTime":240.0,"endTime":243.87,"body":"it wasn't until high school that"},{"speaker":"Brian Lee","startTime":240.0,"endTime":243.87,"body":"I realized with this type of"},{"speaker":"Brian Lee","startTime":243.87,"endTime":246.54,"body":"opportunity that they're"},{"speaker":"Brian Lee","startTime":243.87,"endTime":246.54,"body":"providing to us, like I've got"},{"speaker":"Brian Lee","startTime":246.54,"endTime":250.38,"body":"to work hard to, I'm not going"},{"speaker":"Brian Lee","startTime":246.54,"endTime":250.38,"body":"to put their hard work to waste."},{"speaker":"Brian Lee","startTime":250.83,"endTime":253.29,"body":"Right. So that's when I realized"},{"speaker":"Brian Lee","startTime":250.83,"endTime":253.29,"body":"I had to kind of kick it up a"},{"speaker":"Brian Lee","startTime":253.29,"endTime":256.83,"body":"notch up until then I was kind"},{"speaker":"Brian Lee","startTime":253.29,"endTime":256.83,"body":"of lazy with with grades and"},{"speaker":"Brian Lee","startTime":256.83,"endTime":259.02,"body":"studying and everything else."},{"speaker":"Brian Lee","startTime":256.83,"endTime":259.02,"body":"But that's when I kind of took"},{"speaker":"Brian Lee","startTime":259.02,"endTime":261.36,"body":"it to another level. Some point,"},{"speaker":"Randall Kaplan","startTime":261.51,"endTime":264.66,"body":"your dad worked"},{"speaker":"Randall Kaplan","startTime":261.51,"endTime":264.66,"body":"his way up and started his own"},{"speaker":"Randall Kaplan","startTime":264.66,"endTime":269.67,"body":"company. Yeah, entrepreneur. You"},{"speaker":"Randall Kaplan","startTime":264.66,"endTime":269.67,"body":"have the gene. Tell us tell us"},{"speaker":"Randall Kaplan","startTime":269.67,"endTime":273.33,"body":"about what it was like watching"},{"speaker":"Randall Kaplan","startTime":269.67,"endTime":273.33,"body":"him go from working in a factory"},{"speaker":"Randall Kaplan","startTime":273.33,"endTime":276.24,"body":"and a furniture store to start"},{"speaker":"Randall Kaplan","startTime":273.33,"endTime":276.24,"body":"his own business and build a"},{"speaker":"Randall Kaplan","startTime":276.24,"endTime":277.47,"body":"very successful business."},{"speaker":"Brian Lee","startTime":277.71,"endTime":282.39,"body":"Yeah, so my dad, he"},{"speaker":"Brian Lee","startTime":277.71,"endTime":282.39,"body":"was making furniture and he"},{"speaker":"Brian Lee","startTime":282.39,"endTime":285.24,"body":"would ask the owner of the"},{"speaker":"Brian Lee","startTime":282.39,"endTime":285.24,"body":"furniture shop I can I go sell"},{"speaker":"Brian Lee","startTime":285.24,"endTime":289.29,"body":"the furniture. And the owner"},{"speaker":"Brian Lee","startTime":285.24,"endTime":289.29,"body":"would always know well, your job"},{"speaker":"Brian Lee","startTime":289.29,"endTime":292.32,"body":"is to make the furniture. So my"},{"speaker":"Brian Lee","startTime":289.29,"endTime":292.32,"body":"dad actually told me that he"},{"speaker":"Brian Lee","startTime":292.32,"endTime":297.96,"body":"convinced the store or the"},{"speaker":"Brian Lee","startTime":292.32,"endTime":297.96,"body":"company owner to let them sell"},{"speaker":"Brian Lee","startTime":297.96,"endTime":301.35,"body":"furniture on the weekends and He"},{"speaker":"Brian Lee","startTime":297.96,"endTime":301.35,"body":"said, Well, if I sauce furniture"},{"speaker":"Brian Lee","startTime":301.35,"endTime":303.78,"body":"on weekends, well, you give me"},{"speaker":"Brian Lee","startTime":301.35,"endTime":303.78,"body":"the same commission, that you're"},{"speaker":"Brian Lee","startTime":303.78,"endTime":307.47,"body":"giving your other salespeople"},{"speaker":"Brian Lee","startTime":303.78,"endTime":307.47,"body":"and said, Yes, that would sell"},{"speaker":"Brian Lee","startTime":307.47,"endTime":311.19,"body":"furniture on weekends. And it"},{"speaker":"Brian Lee","startTime":307.47,"endTime":311.19,"body":"was interesting, because this is"},{"speaker":"Brian Lee","startTime":311.19,"endTime":316.5,"body":"the early 70s, before the very"},{"speaker":"Brian Lee","startTime":311.19,"endTime":316.5,"body":"large wave of Asians came came"},{"speaker":"Brian Lee","startTime":316.5,"endTime":321.24,"body":"in. And so my dad would knock on"},{"speaker":"Brian Lee","startTime":316.5,"endTime":321.24,"body":"the doors of Chinese restaurants"},{"speaker":"Brian Lee","startTime":321.24,"endTime":324.42,"body":"and Japanese restaurants. And"},{"speaker":"Brian Lee","startTime":321.24,"endTime":324.42,"body":"they were just like, they're"},{"speaker":"Brian Lee","startTime":324.42,"endTime":327.63,"body":"kind of amazed, like, wow,"},{"speaker":"Brian Lee","startTime":324.42,"endTime":327.63,"body":"there's an Asian sales guy, so"},{"speaker":"Brian Lee","startTime":327.63,"endTime":330.63,"body":"on the furniture, and so they"},{"speaker":"Brian Lee","startTime":327.63,"endTime":330.63,"body":"all became friends with my dad."},{"speaker":"Brian Lee","startTime":330.75,"endTime":334.44,"body":"And so he started selling them"},{"speaker":"Brian Lee","startTime":330.75,"endTime":334.44,"body":"with furniture. But then, what"},{"speaker":"Brian Lee","startTime":334.44,"endTime":340.23,"body":"my dad realized was that, after"},{"speaker":"Brian Lee","startTime":334.44,"endTime":340.23,"body":"she sold them furniture, it"},{"speaker":"Brian Lee","startTime":340.23,"endTime":342.84,"body":"would take a long time to, for"},{"speaker":"Brian Lee","startTime":340.23,"endTime":342.84,"body":"them to order again, right?"},{"speaker":"Brian Lee","startTime":342.84,"endTime":344.94,"body":"Because furniture lasts a long"},{"speaker":"Brian Lee","startTime":342.84,"endTime":344.94,"body":"time. So my dad started"},{"speaker":"Brian Lee","startTime":344.94,"endTime":349.65,"body":"thinking, Well, what can I"},{"speaker":"Brian Lee","startTime":344.94,"endTime":349.65,"body":"manufacture in Asia, right with"},{"speaker":"Brian Lee","startTime":349.65,"endTime":352.53,"body":"his connections in Asia, and"},{"speaker":"Brian Lee","startTime":349.65,"endTime":352.53,"body":"bring over here to the United"},{"speaker":"Brian Lee","startTime":352.53,"endTime":356.73,"body":"States, and use my restaurant"},{"speaker":"Brian Lee","startTime":352.53,"endTime":356.73,"body":"connections. And so this was"},{"speaker":"Brian Lee","startTime":356.76,"endTime":360.18,"body":"pretty all on guard at the time,"},{"speaker":"Brian Lee","startTime":356.76,"endTime":360.18,"body":"right? This was pretty early in"},{"speaker":"Brian Lee","startTime":360.18,"endTime":364.92,"body":"terms of importing and using"},{"speaker":"Brian Lee","startTime":360.18,"endTime":364.92,"body":"manufacturing in Asia, this is"},{"speaker":"Brian Lee","startTime":364.92,"endTime":368.1,"body":"the early set, or actually now"},{"speaker":"Brian Lee","startTime":364.92,"endTime":368.1,"body":"is the probably the mid to late"},{"speaker":"Brian Lee","startTime":368.1,"endTime":373.95,"body":"70s. And then, so my dad thought"},{"speaker":"Brian Lee","startTime":368.1,"endTime":373.95,"body":"utensils are stainless steel"},{"speaker":"Brian Lee","startTime":373.98,"endTime":378.12,"body":"flatware. And so he kind of"},{"speaker":"Brian Lee","startTime":373.98,"endTime":378.12,"body":"built that business, working at"},{"speaker":"Brian Lee","startTime":378.42,"endTime":381.66,"body":"selling to these restaurants and"},{"speaker":"Brian Lee","startTime":378.42,"endTime":381.66,"body":"so forth. And his sales pitch"},{"speaker":"Brian Lee","startTime":381.66,"endTime":384.6,"body":"was pretty simple. He told me"},{"speaker":"Brian Lee","startTime":381.66,"endTime":384.6,"body":"the sales pitch, he said, If I"},{"speaker":"Brian Lee","startTime":384.6,"endTime":388.05,"body":"could give you the same quality"},{"speaker":"Brian Lee","startTime":384.6,"endTime":388.05,"body":"fork for half the price would"},{"speaker":"Brian Lee","startTime":388.05,"endTime":391.2,"body":"you buy from me? And of course,"},{"speaker":"Brian Lee","startTime":388.05,"endTime":391.2,"body":"the answer was always yes."},{"speaker":"Brian Lee","startTime":391.26,"endTime":394.5,"body":"Right. So my dad built a pretty"},{"speaker":"Brian Lee","startTime":391.26,"endTime":394.5,"body":"sizable business and utensils,"},{"speaker":"Brian Lee","startTime":394.5,"endTime":397.44,"body":"stainless steel utensils and and"},{"speaker":"Brian Lee","startTime":394.5,"endTime":397.44,"body":"then he started fabricating a"},{"speaker":"Brian Lee","startTime":397.44,"endTime":402.0,"body":"lot of other stainless steel"},{"speaker":"Brian Lee","startTime":397.44,"endTime":402.0,"body":"goods. And so he moved into auto"},{"speaker":"Brian Lee","startTime":402.0,"endTime":405.84,"body":"parts as well. And so like my,"},{"speaker":"Brian Lee","startTime":402.0,"endTime":405.84,"body":"this was one of his clients,"},{"speaker":"Brian Lee","startTime":405.84,"endTime":408.06,"body":"where he would make the"},{"speaker":"Brian Lee","startTime":405.84,"endTime":408.06,"body":"stainless steel muffler tips."},{"speaker":"Brian Lee","startTime":408.06,"endTime":412.98,"body":"And I think there was like, some"},{"speaker":"Brian Lee","startTime":408.06,"endTime":412.98,"body":"auto companies like Smittybilt,"},{"speaker":"Brian Lee","startTime":413.07,"endTime":415.77,"body":"who would make like the railings"},{"speaker":"Brian Lee","startTime":413.07,"endTime":415.77,"body":"on trucks, like stainless steel"},{"speaker":"Brian Lee","startTime":415.77,"endTime":418.86,"body":"railings, and so forth. So he"},{"speaker":"Brian Lee","startTime":415.77,"endTime":418.86,"body":"built a nice business."},{"speaker":"Randall Kaplan","startTime":420.0,"endTime":422.4,"body":"You were born"},{"speaker":"Randall Kaplan","startTime":420.0,"endTime":422.4,"body":"with the DNA. You're one of the"},{"speaker":"Randall Kaplan","startTime":422.4,"endTime":424.8,"body":"best entrepreneurs I've ever"},{"speaker":"Randall Kaplan","startTime":422.4,"endTime":424.8,"body":"met. Oh, yeah, that's you've had"},{"speaker":"Randall Kaplan","startTime":424.8,"endTime":430.53,"body":"an incredible career. Can you"},{"speaker":"Randall Kaplan","startTime":424.8,"endTime":430.53,"body":"learn to be an entrepreneur,"},{"speaker":"Randall Kaplan","startTime":430.8,"endTime":434.49,"body":"without having the DNA born to"},{"speaker":"Randall Kaplan","startTime":430.8,"endTime":434.49,"body":"be an entrepreneur? And were you"},{"speaker":"Randall Kaplan","startTime":434.49,"endTime":437.01,"body":"influenced watching your dad? I"},{"speaker":"Randall Kaplan","startTime":434.49,"endTime":437.01,"body":"mean, did you have it from the"},{"speaker":"Randall Kaplan","startTime":437.01,"endTime":439.56,"body":"moment you're born? Or were"},{"speaker":"Randall Kaplan","startTime":437.01,"endTime":439.56,"body":"looking at your dad? Oh, my God,"},{"speaker":"Randall Kaplan","startTime":439.56,"endTime":442.53,"body":"look what he's done. Like, what"},{"speaker":"Randall Kaplan","startTime":439.56,"endTime":442.53,"body":"he's built? I gotta do that?"},{"speaker":"Brian Lee","startTime":443.07,"endTime":446.43,"body":"You know, it's a"},{"speaker":"Brian Lee","startTime":443.07,"endTime":446.43,"body":"great question. I think"},{"speaker":"Brian Lee","startTime":446.43,"endTime":451.08,"body":"entrepreneurship can be learned."},{"speaker":"Brian Lee","startTime":446.43,"endTime":451.08,"body":"Of course, it can be. But at the"},{"speaker":"Brian Lee","startTime":451.08,"endTime":455.34,"body":"same time, I do believe that"},{"speaker":"Brian Lee","startTime":451.08,"endTime":455.34,"body":"most entrepreneurs have that"},{"speaker":"Brian Lee","startTime":455.34,"endTime":460.86,"body":"DNA, are born with that little"},{"speaker":"Brian Lee","startTime":455.34,"endTime":460.86,"body":"part of them that wants to go to"},{"speaker":"Brian Lee","startTime":460.86,"endTime":464.61,"body":"start something and build"},{"speaker":"Brian Lee","startTime":460.86,"endTime":464.61,"body":"something. That's interesting,"},{"speaker":"Brian Lee","startTime":464.61,"endTime":469.53,"body":"because I meet a lot of folks,"},{"speaker":"Brian Lee","startTime":464.61,"endTime":469.53,"body":"you know, just being in business"},{"speaker":"Brian Lee","startTime":469.53,"endTime":471.45,"body":"and so forth. And they come to"},{"speaker":"Brian Lee","startTime":469.53,"endTime":471.45,"body":"me and say, you know, I'd love"},{"speaker":"Brian Lee","startTime":471.45,"endTime":475.2,"body":"to be an entrepreneur someday."},{"speaker":"Brian Lee","startTime":471.45,"endTime":475.2,"body":"Right? And my answer to them is"},{"speaker":"Brian Lee","startTime":475.2,"endTime":480.63,"body":"always like, why not? today?"},{"speaker":"Brian Lee","startTime":475.2,"endTime":480.63,"body":"It's, I think most entrepreneurs"},{"speaker":"Brian Lee","startTime":480.75,"endTime":484.32,"body":"kind of seize opportunities. If"},{"speaker":"Brian Lee","startTime":480.75,"endTime":484.32,"body":"they come up with a good idea,"},{"speaker":"Brian Lee","startTime":484.32,"endTime":487.86,"body":"if they see something that they"},{"speaker":"Brian Lee","startTime":484.32,"endTime":487.86,"body":"want to go do a lot, I'm just"},{"speaker":"Brian Lee","startTime":487.86,"endTime":491.37,"body":"gonna do it. Right? It's like"},{"speaker":"Brian Lee","startTime":487.86,"endTime":491.37,"body":"you don't wait. Because I hear"},{"speaker":"Brian Lee","startTime":491.37,"endTime":495.09,"body":"all sorts of things like, Well,"},{"speaker":"Brian Lee","startTime":491.37,"endTime":495.09,"body":"I'm just working at this company"},{"speaker":"Brian Lee","startTime":495.09,"endTime":497.91,"body":"to get more experience. And in"},{"speaker":"Brian Lee","startTime":495.09,"endTime":497.91,"body":"due time, I'll go start"},{"speaker":"Brian Lee","startTime":497.91,"endTime":500.64,"body":"something or there's, and most"},{"speaker":"Brian Lee","startTime":497.91,"endTime":500.64,"body":"of the time, that just doesn't"},{"speaker":"Brian Lee","startTime":500.64,"endTime":504.51,"body":"happen. Most entrepreneurs, if"},{"speaker":"Brian Lee","startTime":500.64,"endTime":504.51,"body":"they have that idea, they're"},{"speaker":"Brian Lee","startTime":504.51,"endTime":507.69,"body":"gonna go do it. Right. And I"},{"speaker":"Brian Lee","startTime":504.51,"endTime":507.69,"body":"really do believe that and it's,"},{"speaker":"Brian Lee","startTime":508.53,"endTime":513.36,"body":"and it has become harder. It has"},{"speaker":"Brian Lee","startTime":508.53,"endTime":513.36,"body":"become harder as you age. That's"},{"speaker":"Brian Lee","startTime":513.36,"endTime":516.63,"body":"the sisterhood versus I always"},{"speaker":"Brian Lee","startTime":513.36,"endTime":516.63,"body":"say entrepreneur ship is"},{"speaker":"Brian Lee","startTime":516.63,"endTime":521.58,"body":"sometimes oftentimes a young"},{"speaker":"Brian Lee","startTime":516.63,"endTime":521.58,"body":"person's game because at some"},{"speaker":"Brian Lee","startTime":521.58,"endTime":524.79,"body":"point, you get married. Some a"},{"speaker":"Brian Lee","startTime":521.58,"endTime":524.79,"body":"lot of folks get married, then"},{"speaker":"Brian Lee","startTime":524.79,"endTime":529.38,"body":"they have kids, and then you"},{"speaker":"Brian Lee","startTime":524.79,"endTime":529.38,"body":"have tuition to pay and rents to"},{"speaker":"Brian Lee","startTime":529.38,"endTime":532.56,"body":"pay and, you know, mortgages and"},{"speaker":"Brian Lee","startTime":529.38,"endTime":532.56,"body":"car payments and everything"},{"speaker":"Brian Lee","startTime":532.56,"endTime":535.08,"body":"else. So it becomes harder and"},{"speaker":"Brian Lee","startTime":532.56,"endTime":535.08,"body":"harder to actually take that"},{"speaker":"Brian Lee","startTime":535.08,"endTime":540.6,"body":"risk to jump into the abyss and,"},{"speaker":"Brian Lee","startTime":535.08,"endTime":540.6,"body":"and try something. Right. So my,"},{"speaker":"Brian Lee","startTime":540.63,"endTime":544.11,"body":"I guess my suggestion to anyone"},{"speaker":"Brian Lee","startTime":540.63,"endTime":544.11,"body":"listening is, if you have an"},{"speaker":"Brian Lee","startTime":544.11,"endTime":546.57,"body":"idea, you really want to pursue"},{"speaker":"Brian Lee","startTime":544.11,"endTime":546.57,"body":"it. Go do it."},{"speaker":"Randall Kaplan","startTime":547.68,"endTime":551.67,"body":"So so many"},{"speaker":"Randall Kaplan","startTime":547.68,"endTime":551.67,"body":"people, we now have great jobs."},{"speaker":"Randall Kaplan","startTime":551.82,"endTime":554.73,"body":"And we know a lot of people who"},{"speaker":"Randall Kaplan","startTime":551.82,"endTime":554.73,"body":"are not millionaires, but a lot"},{"speaker":"Randall Kaplan","startTime":554.73,"endTime":559.26,"body":"of people who work in companies"},{"speaker":"Randall Kaplan","startTime":554.73,"endTime":559.26,"body":"are making 30 40,000 $50,000 a"},{"speaker":"Randall Kaplan","startTime":559.26,"endTime":562.32,"body":"year they have great ideas, but"},{"speaker":"Randall Kaplan","startTime":559.26,"endTime":562.32,"body":"they don't do it. And the reason"},{"speaker":"Randall Kaplan","startTime":562.32,"endTime":566.13,"body":"they don't do it is fear of"},{"speaker":"Randall Kaplan","startTime":562.32,"endTime":566.13,"body":"failure. And that's true from"},{"speaker":"Randall Kaplan","startTime":566.13,"endTime":568.65,"body":"someone right out of school. I"},{"speaker":"Randall Kaplan","startTime":566.13,"endTime":568.65,"body":"should do this. I have a burning"},{"speaker":"Randall Kaplan","startTime":568.65,"endTime":572.67,"body":"passion. They do it because of"},{"speaker":"Randall Kaplan","startTime":568.65,"endTime":572.67,"body":"the opportunity cost of changing"},{"speaker":"Randall Kaplan","startTime":572.67,"endTime":576.21,"body":"job and not not doing it they"},{"speaker":"Randall Kaplan","startTime":572.67,"endTime":576.21,"body":"feel bogged down. What what's"},{"speaker":"Randall Kaplan","startTime":576.21,"endTime":581.88,"body":"your advice to these people? So"},{"speaker":"Randall Kaplan","startTime":576.21,"endTime":581.88,"body":"many great ideas. We spend a lot"},{"speaker":"Randall Kaplan","startTime":581.88,"endTime":584.1,"body":"of our days listening to"},{"speaker":"Randall Kaplan","startTime":581.88,"endTime":584.1,"body":"pitches. We have a lot of"},{"speaker":"Randall Kaplan","startTime":584.1,"endTime":589.29,"body":"friends who pitch you ideas. Hey"},{"speaker":"Randall Kaplan","startTime":584.1,"endTime":589.29,"body":"Brian, we're good friends. Right"},{"speaker":"Randall Kaplan","startTime":589.32,"endTime":593.07,"body":"but what's your what's your"},{"speaker":"Randall Kaplan","startTime":589.32,"endTime":593.07,"body":"advice for people to get over"},{"speaker":"Randall Kaplan","startTime":593.07,"endTime":597.66,"body":"the fear? When people are going"},{"speaker":"Randall Kaplan","startTime":593.07,"endTime":597.66,"body":"to lose their job give up their"},{"speaker":"Randall Kaplan","startTime":597.66,"endTime":601.5,"body":"job, take on more debt take on"},{"speaker":"Randall Kaplan","startTime":597.66,"endTime":601.5,"body":"credit card debt, and then"},{"speaker":"Randall Kaplan","startTime":601.53,"endTime":605.4,"body":"they're afraid of being known as"},{"speaker":"Randall Kaplan","startTime":601.53,"endTime":605.4,"body":"a failure. It's public when you"},{"speaker":"Randall Kaplan","startTime":605.4,"endTime":608.76,"body":"fail these days. So on social"},{"speaker":"Randall Kaplan","startTime":605.4,"endTime":608.76,"body":"media, it's everywhere. Yeah,"},{"speaker":"Randall Kaplan","startTime":608.76,"endTime":609.3,"body":"you know,"},{"speaker":"Brian Lee","startTime":611.099,"endTime":615.119,"body":"I think I might be"},{"speaker":"Brian Lee","startTime":611.099,"endTime":615.119,"body":"missing that antenna, right of"},{"speaker":"Brian Lee","startTime":615.119,"endTime":617.819,"body":"fear in terms of starting"},{"speaker":"Brian Lee","startTime":615.119,"endTime":617.819,"body":"something or failing at"},{"speaker":"Brian Lee","startTime":618.449,"endTime":624.779,"body":"something. I really don't care"},{"speaker":"Brian Lee","startTime":618.449,"endTime":624.779,"body":"if I fail. I honestly take that"},{"speaker":"Brian Lee","startTime":624.779,"endTime":628.769,"body":"as a learning lesson. Right? Of"},{"speaker":"Brian Lee","startTime":624.779,"endTime":628.769,"body":"course, you don't want to fail,"},{"speaker":"Brian Lee","startTime":628.769,"endTime":634.409,"body":"but it's okay. And that's what I"},{"speaker":"Brian Lee","startTime":628.769,"endTime":634.409,"body":"try to tell any aspiring"},{"speaker":"Brian Lee","startTime":634.439,"endTime":638.159,"body":"entrepreneur, it's okay. And And"},{"speaker":"Brian Lee","startTime":634.439,"endTime":638.159,"body":"honestly, it's like, you're"},{"speaker":"Brian Lee","startTime":638.159,"endTime":640.829,"body":"never going to know, you're"},{"speaker":"Brian Lee","startTime":638.159,"endTime":640.829,"body":"never going to know if something"},{"speaker":"Brian Lee","startTime":640.829,"endTime":644.819,"body":"works unless you try it. Right."},{"speaker":"Brian Lee","startTime":640.829,"endTime":644.819,"body":"And yes, are there a lot of"},{"speaker":"Brian Lee","startTime":644.819,"endTime":647.519,"body":"companies that fall by the"},{"speaker":"Brian Lee","startTime":644.819,"endTime":647.519,"body":"wayside that that didn't work"},{"speaker":"Brian Lee","startTime":647.519,"endTime":651.209,"body":"out? Sure. But again, that's all"},{"speaker":"Brian Lee","startTime":647.519,"endTime":651.209,"body":"learning, right? It's all"},{"speaker":"Brian Lee","startTime":651.209,"endTime":656.069,"body":"learnings. And, you know, I want"},{"speaker":"Brian Lee","startTime":651.209,"endTime":656.069,"body":"to say, you know, go take out"},{"speaker":"Brian Lee","startTime":656.069,"endTime":660.749,"body":"massive debt. And, you know, go"},{"speaker":"Brian Lee","startTime":656.069,"endTime":660.749,"body":"try something or this or that."},{"speaker":"Brian Lee","startTime":660.779,"endTime":662.879,"body":"That's not what I'm saying. But"},{"speaker":"Brian Lee","startTime":660.779,"endTime":662.879,"body":"what I am saying is that there"},{"speaker":"Brian Lee","startTime":662.879,"endTime":666.659,"body":"are ways to get creative and"},{"speaker":"Brian Lee","startTime":662.879,"endTime":666.659,"body":"starting something to you can"},{"speaker":"Brian Lee","startTime":666.659,"endTime":670.499,"body":"always have a job and work"},{"speaker":"Brian Lee","startTime":666.659,"endTime":670.499,"body":"really hard work at night."},{"speaker":"Brian Lee","startTime":670.529,"endTime":673.319,"body":"That's how I started my first"},{"speaker":"Brian Lee","startTime":670.529,"endTime":673.319,"body":"company. I actually we have"},{"speaker":"Brian Lee","startTime":673.319,"endTime":674.159,"body":"jobs. We're going"},{"speaker":"Randall Kaplan","startTime":674.16,"endTime":676.92,"body":"to Oregon into"},{"speaker":"Randall Kaplan","startTime":674.16,"endTime":676.92,"body":"legals. Oh yeah, I'm excited. So"},{"speaker":"Randall Kaplan","startTime":677.46,"endTime":677.73,"body":"we did"},{"speaker":"Brian Lee","startTime":677.73,"endTime":680.01,"body":"it. It's like, you're"},{"speaker":"Brian Lee","startTime":677.73,"endTime":680.01,"body":"just you're just, you're just at"},{"speaker":"Brian Lee","startTime":680.01,"endTime":683.4,"body":"work. Yeah, work everyone."},{"speaker":"Brian Lee","startTime":680.01,"endTime":683.4,"body":"Right? So you're working two,"},{"speaker":"Brian Lee","startTime":683.43,"endTime":687.15,"body":"three jobs sometimes to make"},{"speaker":"Brian Lee","startTime":683.43,"endTime":687.15,"body":"ends meet, but to go follow your"},{"speaker":"Brian Lee","startTime":687.15,"endTime":690.15,"body":"dreams and passions and, and go"},{"speaker":"Brian Lee","startTime":687.15,"endTime":690.15,"body":"try something."},{"speaker":"Randall Kaplan","startTime":690.419,"endTime":692.879,"body":"But what about"},{"speaker":"Randall Kaplan","startTime":690.419,"endTime":692.879,"body":"the people who get up the"},{"speaker":"Randall Kaplan","startTime":692.879,"endTime":696.329,"body":"courage? They may raise some"},{"speaker":"Randall Kaplan","startTime":692.879,"endTime":696.329,"body":"funds? We start with friends and"},{"speaker":"Randall Kaplan","startTime":696.329,"endTime":699.749,"body":"family, usually, unless you're"},{"speaker":"Randall Kaplan","startTime":696.329,"endTime":699.749,"body":"really lucky, and you make a"},{"speaker":"Randall Kaplan","startTime":699.749,"endTime":702.419,"body":"product and it just starts"},{"speaker":"Randall Kaplan","startTime":699.749,"endTime":702.419,"body":"taking off the shelf? What about"},{"speaker":"Randall Kaplan","startTime":702.419,"endTime":708.539,"body":"the people who fail? First time?"},{"speaker":"Randall Kaplan","startTime":702.419,"endTime":708.539,"body":"Oh, man, I'm done. I mean, how"},{"speaker":"Randall Kaplan","startTime":708.539,"endTime":713.219,"body":"many successful entrepreneurs"},{"speaker":"Randall Kaplan","startTime":708.539,"endTime":713.219,"body":"have you and I met? Who are on"},{"speaker":"Randall Kaplan","startTime":713.219,"endTime":716.639,"body":"the failed their third? Three"},{"speaker":"Randall Kaplan","startTime":713.219,"endTime":716.639,"body":"failures on the fourth one, they"},{"speaker":"Randall Kaplan","startTime":716.639,"endTime":721.409,"body":"hit a big? And what's your"},{"speaker":"Randall Kaplan","startTime":716.639,"endTime":721.409,"body":"advice to people who, okay to"},{"speaker":"Randall Kaplan","startTime":721.439,"endTime":725.639,"body":"two companies? Maybe not for?"},{"speaker":"Randall Kaplan","startTime":721.439,"endTime":725.639,"body":"Four? Something's wrong. Yeah."},{"speaker":"Randall Kaplan","startTime":726.509,"endTime":731.129,"body":"But yeah, to companies to you're"},{"speaker":"Randall Kaplan","startTime":726.509,"endTime":731.129,"body":"an entrepreneur, you were born,"},{"speaker":"Randall Kaplan","startTime":731.129,"endTime":733.259,"body":"it didn't work the first time"},{"speaker":"Randall Kaplan","startTime":731.129,"endTime":733.259,"body":"and we know tons of people, like"},{"speaker":"Randall Kaplan","startTime":733.289,"endTime":737.459,"body":"I said, many of the companies"},{"speaker":"Randall Kaplan","startTime":733.289,"endTime":737.459,"body":"that you funded, have that same"},{"speaker":"Randall Kaplan","startTime":737.819,"endTime":740.759,"body":"profile. But what's your message"},{"speaker":"Randall Kaplan","startTime":737.819,"endTime":740.759,"body":"to all those people out there"},{"speaker":"Randall Kaplan","startTime":740.759,"endTime":744.899,"body":"who, man I failed, I can't"},{"speaker":"Randall Kaplan","startTime":740.759,"endTime":744.899,"body":"believe it, I lost investors"},{"speaker":"Randall Kaplan","startTime":744.899,"endTime":747.629,"body":"money, I wasted two years of my"},{"speaker":"Randall Kaplan","startTime":744.899,"endTime":747.629,"body":"life. And then they don't want"},{"speaker":"Randall Kaplan","startTime":747.629,"endTime":750.569,"body":"to try again. But they may have"},{"speaker":"Randall Kaplan","startTime":747.629,"endTime":750.569,"body":"another great idea. How do they"},{"speaker":"Randall Kaplan","startTime":750.569,"endTime":751.139,"body":"keep going,"},{"speaker":"Brian Lee","startTime":751.949,"endTime":754.199,"body":"you just got to"},{"speaker":"Brian Lee","startTime":751.949,"endTime":754.199,"body":"convince yourself to get back on"},{"speaker":"Brian Lee","startTime":754.199,"endTime":757.649,"body":"the horse, and give it another"},{"speaker":"Brian Lee","startTime":754.199,"endTime":757.649,"body":"shot. I know, there's no other"},{"speaker":"Brian Lee","startTime":757.649,"endTime":760.949,"body":"way to say that. It's just you"},{"speaker":"Brian Lee","startTime":757.649,"endTime":760.949,"body":"got to keep going. And if you"},{"speaker":"Brian Lee","startTime":760.949,"endTime":765.959,"body":"really believe in your idea, if"},{"speaker":"Brian Lee","startTime":760.949,"endTime":765.959,"body":"you really believe that you've"},{"speaker":"Brian Lee","startTime":765.959,"endTime":771.359,"body":"got the capability to get it"},{"speaker":"Brian Lee","startTime":765.959,"endTime":771.359,"body":"done. Go try it, even if you"},{"speaker":"Brian Lee","startTime":771.359,"endTime":774.869,"body":"failed the first time, right?"},{"speaker":"Brian Lee","startTime":771.359,"endTime":774.869,"body":"And we as an investor, I've"},{"speaker":"Brian Lee","startTime":774.869,"endTime":777.659,"body":"invested in plenty of"},{"speaker":"Brian Lee","startTime":774.869,"endTime":777.659,"body":"entrepreneurs that have failed"},{"speaker":"Brian Lee","startTime":777.659,"endTime":780.869,"body":"once or twice before. Right? And"},{"speaker":"Brian Lee","startTime":777.659,"endTime":780.869,"body":"sometimes the third time or"},{"speaker":"Brian Lee","startTime":780.869,"endTime":785.009,"body":"fourth time is a charm. Right?"},{"speaker":"Brian Lee","startTime":780.869,"endTime":785.009,"body":"And and it says, if you've got"},{"speaker":"Brian Lee","startTime":785.009,"endTime":789.329,"body":"it inside of you to want to put"},{"speaker":"Brian Lee","startTime":785.009,"endTime":789.329,"body":"all your effort into something,"},{"speaker":"Brian Lee","startTime":789.869,"endTime":792.749,"body":"then certainly just you gotta"},{"speaker":"Brian Lee","startTime":789.869,"endTime":792.749,"body":"just do it. You gotta go for it."},{"speaker":"Brian Lee","startTime":793.049,"endTime":794.879,"body":"Because there's no other way"},{"speaker":"Brian Lee","startTime":793.049,"endTime":794.879,"body":"around, and no one's going to do"},{"speaker":"Brian Lee","startTime":794.879,"endTime":797.609,"body":"it for you. Yeah, you know,"},{"speaker":"Brian Lee","startTime":794.879,"endTime":797.609,"body":"like, no one's gonna do it for"},{"speaker":"Brian Lee","startTime":797.729,"endTime":802.199,"body":"me. How many times have you"},{"speaker":"Brian Lee","startTime":797.729,"endTime":802.199,"body":"heard Oh, my gosh, I had that"},{"speaker":"Brian Lee","startTime":802.199,"endTime":807.839,"body":"idea to write Oh, that's like I"},{"speaker":"Brian Lee","startTime":802.199,"endTime":807.839,"body":"was going to do this bubbly"},{"speaker":"Brian Lee","startTime":807.839,"endTime":810.419,"body":"water, or whatever it is within"},{"speaker":"Brian Lee","startTime":807.839,"endTime":810.419,"body":"fuse."},{"speaker":"Randall Kaplan","startTime":810.449,"endTime":812.249,"body":"Uber's a great"},{"speaker":"Randall Kaplan","startTime":810.449,"endTime":812.249,"body":"example. By the way, there are a"},{"speaker":"Randall Kaplan","startTime":812.849,"endTime":814.979,"body":"bunch of companies doing the"},{"speaker":"Randall Kaplan","startTime":812.849,"endTime":814.979,"body":"exact same thing. Yeah."},{"speaker":"Brian Lee","startTime":815.01,"endTime":816.93,"body":"Right. And so this,"},{"speaker":"Brian Lee","startTime":815.01,"endTime":816.93,"body":"like, all that kind of stuff"},{"speaker":"Brian Lee","startTime":816.93,"endTime":819.6,"body":"aside, you've heard so many"},{"speaker":"Brian Lee","startTime":816.93,"endTime":819.6,"body":"times somebody will say, gosh,"},{"speaker":"Brian Lee","startTime":819.6,"endTime":822.03,"body":"you know, I had that idea 10"},{"speaker":"Brian Lee","startTime":819.6,"endTime":822.03,"body":"years ago, well, then why don't"},{"speaker":"Brian Lee","startTime":822.03,"endTime":827.13,"body":"you go do it? Right. So it's not"},{"speaker":"Brian Lee","startTime":822.03,"endTime":827.13,"body":"the idea. It really is. It's,"},{"speaker":"Brian Lee","startTime":827.34,"endTime":831.57,"body":"it's do have it in you to"},{"speaker":"Brian Lee","startTime":827.34,"endTime":831.57,"body":"execute it. Right, and to give"},{"speaker":"Brian Lee","startTime":831.57,"endTime":835.17,"body":"it your full effort, because"},{"speaker":"Brian Lee","startTime":831.57,"endTime":835.17,"body":"that's the other thing is it's"},{"speaker":"Brian Lee","startTime":835.5,"endTime":839.37,"body":"unless you're really focused on"},{"speaker":"Brian Lee","startTime":835.5,"endTime":839.37,"body":"it is talking and just happen."},{"speaker":"Brian Lee","startTime":839.88,"endTime":843.36,"body":"Nothing just happens. Rarely, I"},{"speaker":"Brian Lee","startTime":839.88,"endTime":843.36,"body":"mean, okay, maybe sometimes"},{"speaker":"Brian Lee","startTime":843.36,"endTime":845.76,"body":"someone was a lotto, or"},{"speaker":"Brian Lee","startTime":843.36,"endTime":845.76,"body":"something like that. But, but"},{"speaker":"Brian Lee","startTime":845.76,"endTime":848.4,"body":"most of the time, you got to"},{"speaker":"Brian Lee","startTime":845.76,"endTime":848.4,"body":"work for it. You know, almost"},{"speaker":"Brian Lee","startTime":848.4,"endTime":850.29,"body":"all the time, you've got to work"},{"speaker":"Brian Lee","startTime":848.4,"endTime":850.29,"body":"and you got to outwork"},{"speaker":"Brian Lee","startTime":850.29,"endTime":854.4,"body":"everybody. And, you know, it's"},{"speaker":"Brian Lee","startTime":850.29,"endTime":854.4,"body":"all about executing on that"},{"speaker":"Brian Lee","startTime":854.4,"endTime":858.78,"body":"idea. And if, if you fail the"},{"speaker":"Brian Lee","startTime":854.4,"endTime":858.78,"body":"first time, take those lessons,"},{"speaker":"Brian Lee","startTime":858.78,"endTime":862.92,"body":"take those learnings and try it"},{"speaker":"Brian Lee","startTime":858.78,"endTime":862.92,"body":"again. Try something new. Maybe"},{"speaker":"Brian Lee","startTime":862.92,"endTime":863.85,"body":"it'll work the second time."},{"speaker":"Randall Kaplan","startTime":865.08,"endTime":867.33,"body":"Assign about"},{"speaker":"Randall Kaplan","startTime":865.08,"endTime":867.33,"body":"education, which I think is one"},{"speaker":"Randall Kaplan","startTime":867.33,"endTime":869.34,"body":"of the most important"},{"speaker":"Randall Kaplan","startTime":867.33,"endTime":869.34,"body":"ingredients for our future"},{"speaker":"Randall Kaplan","startTime":869.34,"endTime":875.19,"body":"success. graduated high school."},{"speaker":"Randall Kaplan","startTime":869.34,"endTime":875.19,"body":"And you say, Man, I want to be a"},{"speaker":"Randall Kaplan","startTime":875.19,"endTime":879.48,"body":"Korean rapper. And I want to go"},{"speaker":"Randall Kaplan","startTime":875.19,"endTime":879.48,"body":"in the music business. And Mom"},{"speaker":"Randall Kaplan","startTime":879.48,"endTime":882.24,"body":"and Dad, I don't need to go to"},{"speaker":"Randall Kaplan","startTime":879.48,"endTime":882.24,"body":"college, but I'm going to New"},{"speaker":"Randall Kaplan","startTime":882.24,"endTime":886.41,"body":"York. Yeah. Tell tell us what"},{"speaker":"Randall Kaplan","startTime":882.24,"endTime":886.41,"body":"that was about. And then we can"},{"speaker":"Randall Kaplan","startTime":886.41,"endTime":892.68,"body":"switch to UCLA and you coming"},{"speaker":"Randall Kaplan","startTime":886.41,"endTime":892.68,"body":"back to college? Yeah, you know,"},{"speaker":"Randall Kaplan","startTime":893.58,"endTime":896.55,"body":"it was lovely. You've never"},{"speaker":"Randall Kaplan","startTime":893.58,"endTime":896.55,"body":"rapped for me ever. And once we"},{"speaker":"Randall Kaplan","startTime":896.55,"endTime":899.25,"body":"go to dinner Tuesday night, I"},{"speaker":"Randall Kaplan","startTime":896.55,"endTime":899.25,"body":"want to make you I'm gonna make"},{"speaker":"Randall Kaplan","startTime":899.25,"endTime":902.04,"body":"it rapid and Bear is gonna make"},{"speaker":"Randall Kaplan","startTime":899.25,"endTime":902.04,"body":"you wrap your pricer funny."},{"speaker":"Brian Lee","startTime":902.91,"endTime":906.42,"body":"Ya know, I always"},{"speaker":"Brian Lee","startTime":902.91,"endTime":906.42,"body":"loved music. I always loved rap"},{"speaker":"Brian Lee","startTime":906.42,"endTime":910.17,"body":"music and hip hop and I really"},{"speaker":"Brian Lee","startTime":906.42,"endTime":910.17,"body":"thought I wanted to be a rapper."},{"speaker":"Brian Lee","startTime":910.68,"endTime":913.92,"body":"This is in high school. And I"},{"speaker":"Brian Lee","startTime":910.68,"endTime":913.92,"body":"told my parents, you know, I'm"},{"speaker":"Brian Lee","startTime":913.92,"endTime":917.91,"body":"not going to college. I'm going"},{"speaker":"Brian Lee","startTime":913.92,"endTime":917.91,"body":"to go pursue this rapping thing."},{"speaker":"Brian Lee","startTime":917.94,"endTime":924.06,"body":"Yeah. This is this is back in,"},{"speaker":"Brian Lee","startTime":917.94,"endTime":924.06,"body":"you know, the early 90s. And I"},{"speaker":"Brian Lee","startTime":924.06,"endTime":928.47,"body":"don't think the world was ready"},{"speaker":"Brian Lee","startTime":924.06,"endTime":928.47,"body":"for a Korean rapper yet. It took"},{"speaker":"Brian Lee","startTime":928.62,"endTime":933.51,"body":"it took sigh relief to break"},{"speaker":"Brian Lee","startTime":928.62,"endTime":933.51,"body":"that barrier. But yeah, I'm"},{"speaker":"Brian Lee","startTime":933.51,"endTime":937.11,"body":"actually happy I tried it. I"},{"speaker":"Brian Lee","startTime":933.51,"endTime":937.11,"body":"went to New York and we made"},{"speaker":"Brian Lee","startTime":937.11,"endTime":939.96,"body":"some mixtapes and we're trying"},{"speaker":"Brian Lee","startTime":937.11,"endTime":939.96,"body":"to hustle and saw the tape on"},{"speaker":"Brian Lee","startTime":939.96,"endTime":943.05,"body":"the streets and give them to, to"},{"speaker":"Brian Lee","startTime":939.96,"endTime":943.05,"body":"any producers that we knew. And"},{"speaker":"Brian Lee","startTime":943.05,"endTime":946.29,"body":"it just it just didn't work. But"},{"speaker":"Brian Lee","startTime":943.05,"endTime":946.29,"body":"we tried. And I had a lot of fun"},{"speaker":"Brian Lee","startTime":946.29,"endTime":949.32,"body":"trying. But um, yeah, that's"},{"speaker":"Brian Lee","startTime":946.29,"endTime":949.32,"body":"when I realized okay, maybe"},{"speaker":"Brian Lee","startTime":949.32,"endTime":951.06,"body":"maybe my parents are right,"},{"speaker":"Brian Lee","startTime":949.32,"endTime":951.06,"body":"maybe I should go get an"},{"speaker":"Brian Lee","startTime":951.06,"endTime":953.22,"body":"education and went to UCLA."},{"speaker":"Randall Kaplan","startTime":954.27,"endTime":957.21,"body":"There's so much"},{"speaker":"Randall Kaplan","startTime":954.27,"endTime":957.21,"body":"talk now about kids not needing"},{"speaker":"Randall Kaplan","startTime":957.21,"endTime":959.88,"body":"to go to college. You got guys"},{"speaker":"Randall Kaplan","startTime":957.21,"endTime":959.88,"body":"like Peter Thiel paying people"},{"speaker":"Randall Kaplan","startTime":959.88,"endTime":963.06,"body":"for to prize not to go to"},{"speaker":"Randall Kaplan","startTime":959.88,"endTime":963.06,"body":"college. Charlie, my son, you"},{"speaker":"Randall Kaplan","startTime":963.06,"endTime":967.89,"body":"know, well, yeah. Love selling"},{"speaker":"Randall Kaplan","startTime":963.06,"endTime":967.89,"body":"shoes. He's an entrepreneur. He"},{"speaker":"Randall Kaplan","startTime":967.89,"endTime":972.3,"body":"trades he's got the gene, and"},{"speaker":"Randall Kaplan","startTime":967.89,"endTime":972.3,"body":"for his junior year in college,"},{"speaker":"Randall Kaplan","startTime":972.99,"endTime":976.29,"body":"so Dad, I'm not going to"},{"speaker":"Randall Kaplan","startTime":972.99,"endTime":976.29,"body":"college. Charlie, you're going"},{"speaker":"Randall Kaplan","startTime":976.29,"endTime":979.29,"body":"to college? Yeah. Dad, why do I"},{"speaker":"Randall Kaplan","startTime":976.29,"endTime":979.29,"body":"need to go to college? And I"},{"speaker":"Randall Kaplan","startTime":979.29,"endTime":981.45,"body":"know what I want to do. I said,"},{"speaker":"Randall Kaplan","startTime":979.29,"endTime":981.45,"body":"Okay, well, who's gonna pay your"},{"speaker":"Randall Kaplan","startTime":981.45,"endTime":983.88,"body":"rent? Charlie? What are you"},{"speaker":"Randall Kaplan","startTime":981.45,"endTime":983.88,"body":"gonna do? How are you gonna get"},{"speaker":"Randall Kaplan","startTime":983.88,"endTime":986.85,"body":"the capital? Yeah, I believe"},{"speaker":"Randall Kaplan","startTime":983.88,"endTime":986.85,"body":"that education is the most"},{"speaker":"Randall Kaplan","startTime":986.85,"endTime":989.1,"body":"important investment you can"},{"speaker":"Randall Kaplan","startTime":986.85,"endTime":989.1,"body":"make in your future. And I also"},{"speaker":"Randall Kaplan","startTime":989.1,"endTime":993.48,"body":"believe going to college, that"},{"speaker":"Randall Kaplan","startTime":989.1,"endTime":993.48,"body":"it's the learning environment,"},{"speaker":"Randall Kaplan","startTime":993.48,"endTime":996.0,"body":"being away from home, where you"},{"speaker":"Randall Kaplan","startTime":993.48,"endTime":996.0,"body":"really grow as a person, you"},{"speaker":"Randall Kaplan","startTime":996.21,"endTime":1002.93,"body":"learn to make friends and you"},{"speaker":"Randall Kaplan","startTime":996.21,"endTime":1002.93,"body":"grow a lot in mature a lot. Tell"},{"speaker":"Randall Kaplan","startTime":1002.93,"endTime":1008.75,"body":"us you went back to UCLA. You"},{"speaker":"Randall Kaplan","startTime":1002.93,"endTime":1008.75,"body":"were not a particularly hard"},{"speaker":"Randall Kaplan","startTime":1008.81,"endTime":1011.54,"body":"studying student, but you did"},{"speaker":"Randall Kaplan","startTime":1008.81,"endTime":1011.54,"body":"well in school. So you're one of"},{"speaker":"Randall Kaplan","startTime":1011.54,"endTime":1013.82,"body":"those guys that people hate"},{"speaker":"Randall Kaplan","startTime":1011.54,"endTime":1013.82,"body":"where you're, you're not working"},{"speaker":"Randall Kaplan","startTime":1013.82,"endTime":1017.54,"body":"that hard. And then you get A's"},{"speaker":"Randall Kaplan","startTime":1013.82,"endTime":1017.54,"body":"on your tasks. But But what was"},{"speaker":"Randall Kaplan","startTime":1017.6,"endTime":1021.08,"body":"you went back to school? What"},{"speaker":"Randall Kaplan","startTime":1017.6,"endTime":1021.08,"body":"was the experience? Like? Could"},{"speaker":"Randall Kaplan","startTime":1021.08,"endTime":1024.17,"body":"you be as successful as you are"},{"speaker":"Randall Kaplan","startTime":1021.08,"endTime":1024.17,"body":"today without going to UCLA? And"},{"speaker":"Randall Kaplan","startTime":1024.17,"endTime":1025.34,"body":"then UCLA law school?"},{"speaker":"Brian Lee","startTime":1025.64,"endTime":1029.15,"body":"I don't think so. I"},{"speaker":"Brian Lee","startTime":1025.64,"endTime":1029.15,"body":"kind of fall into your camp, in"},{"speaker":"Brian Lee","startTime":1029.15,"endTime":1033.11,"body":"terms of I do believe in"},{"speaker":"Brian Lee","startTime":1029.15,"endTime":1033.11,"body":"education. And I do believe in"},{"speaker":"Brian Lee","startTime":1033.62,"endTime":1037.82,"body":"that, that college experience."},{"speaker":"Brian Lee","startTime":1033.62,"endTime":1037.82,"body":"And I think most of it has to do"},{"speaker":"Brian Lee","startTime":1037.82,"endTime":1041.75,"body":"with just perspective. You know,"},{"speaker":"Brian Lee","startTime":1037.82,"endTime":1041.75,"body":"understanding different"},{"speaker":"Brian Lee","startTime":1041.75,"endTime":1044.69,"body":"cultures, understanding"},{"speaker":"Brian Lee","startTime":1041.75,"endTime":1044.69,"body":"different viewpoints, meaning"},{"speaker":"Brian Lee","startTime":1044.69,"endTime":1048.98,"body":"people from all walks of life,"},{"speaker":"Brian Lee","startTime":1044.69,"endTime":1048.98,"body":"and understanding. Right, and I"},{"speaker":"Brian Lee","startTime":1048.98,"endTime":1052.37,"body":"think that that you can't get"},{"speaker":"Brian Lee","startTime":1048.98,"endTime":1052.37,"body":"that almost anywhere else."},{"speaker":"Brian Lee","startTime":1052.76,"endTime":1056.15,"body":"Right? You're not going to get"},{"speaker":"Brian Lee","startTime":1052.76,"endTime":1056.15,"body":"that as a as an entrepreneur."},{"speaker":"Brian Lee","startTime":1056.3,"endTime":1060.35,"body":"Right? You that that type of"},{"speaker":"Brian Lee","startTime":1056.3,"endTime":1060.35,"body":"perspective. And so I think the"},{"speaker":"Brian Lee","startTime":1060.35,"endTime":1063.32,"body":"only place you can get that type"},{"speaker":"Brian Lee","startTime":1060.35,"endTime":1063.32,"body":"of experiences in college,"},{"speaker":"Brian Lee","startTime":1064.61,"endTime":1067.55,"body":"because I certainly did. Right?"},{"speaker":"Brian Lee","startTime":1064.61,"endTime":1067.55,"body":"It wasn't even so much the"},{"speaker":"Brian Lee","startTime":1067.61,"endTime":1070.55,"body":"material I was learning at"},{"speaker":"Brian Lee","startTime":1067.61,"endTime":1070.55,"body":"school. Right? Really, it was"},{"speaker":"Brian Lee","startTime":1070.55,"endTime":1075.62,"body":"just learning about life. Right?"},{"speaker":"Brian Lee","startTime":1070.55,"endTime":1075.62,"body":"And maturing in that sense. I"},{"speaker":"Brian Lee","startTime":1075.62,"endTime":1078.08,"body":"think you gain a lot from that,"},{"speaker":"Brian Lee","startTime":1075.62,"endTime":1078.08,"body":"right? Especially if you're"},{"speaker":"Brian Lee","startTime":1078.08,"endTime":1082.22,"body":"going to be an entrepreneur and"},{"speaker":"Brian Lee","startTime":1078.08,"endTime":1082.22,"body":"you want to if you're doing"},{"speaker":"Brian Lee","startTime":1082.22,"endTime":1084.38,"body":"anything in consumer, especially"},{"speaker":"Brian Lee","startTime":1082.22,"endTime":1084.38,"body":"you want to you want to"},{"speaker":"Brian Lee","startTime":1084.38,"endTime":1088.25,"body":"understand, you know what makes"},{"speaker":"Brian Lee","startTime":1084.38,"endTime":1088.25,"body":"people tick. Right, and you want"},{"speaker":"Brian Lee","startTime":1088.25,"endTime":1091.7,"body":"to understand what moves people."},{"speaker":"Brian Lee","startTime":1088.25,"endTime":1091.7,"body":"And the only way you get that is"},{"speaker":"Brian Lee","startTime":1091.7,"endTime":1092.99,"body":"by getting perspective."},{"speaker":"Randall Kaplan","startTime":1093.83,"endTime":1095.96,"body":"And there's so"},{"speaker":"Randall Kaplan","startTime":1093.83,"endTime":1095.96,"body":"many opportunities for people to"},{"speaker":"Randall Kaplan","startTime":1095.96,"endTime":1097.91,"body":"do whatever they want to do"},{"speaker":"Randall Kaplan","startTime":1095.96,"endTime":1097.91,"body":"their interests or hobbies."},{"speaker":"Randall Kaplan","startTime":1097.91,"endTime":1101.78,"body":"There's tons of clubs, these"},{"speaker":"Randall Kaplan","startTime":1097.91,"endTime":1101.78,"body":"days. There's entrepreneurship"},{"speaker":"Randall Kaplan","startTime":1101.78,"endTime":1105.11,"body":"clubs, business clubs,"},{"speaker":"Randall Kaplan","startTime":1101.78,"endTime":1105.11,"body":"consulting clubs, they didn't"},{"speaker":"Randall Kaplan","startTime":1105.11,"endTime":1108.71,"body":"have those really when we were"},{"speaker":"Randall Kaplan","startTime":1105.11,"endTime":1108.71,"body":"in school. I sold T shirts door"},{"speaker":"Randall Kaplan","startTime":1108.71,"endTime":1111.83,"body":"to door as you know, yeah, made"},{"speaker":"Randall Kaplan","startTime":1108.71,"endTime":1111.83,"body":"T shirts going in one door out"},{"speaker":"Randall Kaplan","startTime":1111.83,"endTime":1115.34,"body":"the other guy because we have so"},{"speaker":"Randall Kaplan","startTime":1111.83,"endTime":1115.34,"body":"Cutco knives now, but I did"},{"speaker":"Randall Kaplan","startTime":1115.37,"endTime":1118.58,"body":"there was the Ginsu knives on"},{"speaker":"Randall Kaplan","startTime":1115.37,"endTime":1118.58,"body":"TV. Yeah. And I actually applied"},{"speaker":"Randall Kaplan","startTime":1118.58,"endTime":1122.72,"body":"for a job in the mail for door"},{"speaker":"Randall Kaplan","startTime":1118.58,"endTime":1122.72,"body":"to door sales job and didn't get"},{"speaker":"Randall Kaplan","startTime":1122.72,"endTime":1125.9,"body":"it. I was 16 years old. We"},{"speaker":"Randall Kaplan","startTime":1122.72,"endTime":1125.9,"body":"actually never talked about"},{"speaker":"Randall Kaplan","startTime":1125.9,"endTime":1128.03,"body":"this. Yeah, but I actually did"},{"speaker":"Randall Kaplan","startTime":1125.9,"endTime":1128.03,"body":"apply for one of those jobs."},{"speaker":"Randall Kaplan","startTime":1128.03,"endTime":1132.29,"body":"Yeah, that's awesome. So as I"},{"speaker":"Randall Kaplan","startTime":1128.03,"endTime":1132.29,"body":"was mentioning, i i sold T"},{"speaker":"Randall Kaplan","startTime":1132.29,"endTime":1134.72,"body":"shirts door to door, I go in one"},{"speaker":"Randall Kaplan","startTime":1132.29,"endTime":1134.72,"body":"door to go out the other day I"},{"speaker":"Randall Kaplan","startTime":1134.72,"endTime":1137.9,"body":"get kicked out but the cold"},{"speaker":"Randall Kaplan","startTime":1134.72,"endTime":1137.9,"body":"calling experience was amazing."},{"speaker":"Randall Kaplan","startTime":1138.32,"endTime":1143.3,"body":"And clubs, we didn't have the"},{"speaker":"Randall Kaplan","startTime":1138.32,"endTime":1143.3,"body":"clubs but they're like minded"},{"speaker":"Randall Kaplan","startTime":1143.3,"endTime":1146.72,"body":"DNA people. It's fun to be"},{"speaker":"Randall Kaplan","startTime":1143.3,"endTime":1146.72,"body":"around. It inspired me to be an"},{"speaker":"Randall Kaplan","startTime":1146.72,"endTime":1149.27,"body":"entrepreneur when I saw other"},{"speaker":"Randall Kaplan","startTime":1146.72,"endTime":1149.27,"body":"people being entrepreneurs."},{"speaker":"Brian Lee","startTime":1149.6,"endTime":1151.73,"body":"Yeah, no, I totally"},{"speaker":"Brian Lee","startTime":1149.6,"endTime":1151.73,"body":"agree with you. And I think"},{"speaker":"Brian Lee","startTime":1152.66,"endTime":1158.39,"body":"salesmanship right is key for"},{"speaker":"Brian Lee","startTime":1152.66,"endTime":1158.39,"body":"almost anything you do in life."},{"speaker":"Brian Lee","startTime":1159.56,"endTime":1161.93,"body":"It's all about sales, you're"},{"speaker":"Brian Lee","startTime":1159.56,"endTime":1161.93,"body":"selling yourself you're selling"},{"speaker":"Brian Lee","startTime":1161.93,"endTime":1164.15,"body":"the product or selling service,"},{"speaker":"Brian Lee","startTime":1161.93,"endTime":1164.15,"body":"whatever you're selling, you're"},{"speaker":"Brian Lee","startTime":1164.15,"endTime":1170.0,"body":"selling right I really believe"},{"speaker":"Brian Lee","startTime":1164.15,"endTime":1170.0,"body":"that that my at when I was at"},{"speaker":"Brian Lee","startTime":1170.0,"endTime":1175.46,"body":"UCLA, my first job was actually"},{"speaker":"Brian Lee","startTime":1170.0,"endTime":1175.46,"body":"selling oil futures. I'm not"},{"speaker":"Brian Lee","startTime":1175.46,"endTime":1176.42,"body":"sure if I told you this"},{"speaker":"Randall Kaplan","startTime":1176.45,"endTime":1177.77,"body":"now, but I don't"},{"speaker":"Randall Kaplan","startTime":1176.45,"endTime":1177.77,"body":"even know what that is"},{"speaker":"Brian Lee","startTime":1178.76,"endTime":1182.99,"body":"an oil. I was"},{"speaker":"Brian Lee","startTime":1178.76,"endTime":1182.99,"body":"basically selling like energy"},{"speaker":"Brian Lee","startTime":1182.99,"endTime":1185.87,"body":"products. It was like the"},{"speaker":"Brian Lee","startTime":1182.99,"endTime":1185.87,"body":"company called was called"},{"speaker":"Brian Lee","startTime":1185.87,"endTime":1188.84,"body":"Remington securities in"},{"speaker":"Brian Lee","startTime":1185.87,"endTime":1188.84,"body":"Westwood. And it was cold"},{"speaker":"Brian Lee","startTime":1188.84,"endTime":1192.02,"body":"calling and dialing for dollars"},{"speaker":"Brian Lee","startTime":1188.84,"endTime":1192.02,"body":"and they literally they would"},{"speaker":"Brian Lee","startTime":1192.02,"endTime":1194.78,"body":"give you a phone book and say"},{"speaker":"Brian Lee","startTime":1192.02,"endTime":1194.78,"body":"start dialing right and so I"},{"speaker":"Brian Lee","startTime":1194.78,"endTime":1197.75,"body":"would say you know Hello This is"},{"speaker":"Brian Lee","startTime":1194.78,"endTime":1197.75,"body":"Brian Lee from relative security"},{"speaker":"Brian Lee","startTime":1197.75,"endTime":1200.48,"body":"is would you be interested in"},{"speaker":"Brian Lee","startTime":1197.75,"endTime":1200.48,"body":"investing in oil You know, so"},{"speaker":"Brian Lee","startTime":1200.48,"endTime":1205.79,"body":"forth. And you've learned very"},{"speaker":"Brian Lee","startTime":1200.48,"endTime":1205.79,"body":"quickly how to hone your pitch,"},{"speaker":"Brian Lee","startTime":1206.3,"endTime":1209.03,"body":"right? Because you get hung up"},{"speaker":"Brian Lee","startTime":1206.3,"endTime":1209.03,"body":"on so many times cold calling,"},{"speaker":"Brian Lee","startTime":1209.39,"endTime":1212.75,"body":"but then you get better and"},{"speaker":"Brian Lee","startTime":1209.39,"endTime":1212.75,"body":"better and better at it. And"},{"speaker":"Brian Lee","startTime":1212.75,"endTime":1215.9,"body":"eventually, I started making"},{"speaker":"Brian Lee","startTime":1212.75,"endTime":1215.9,"body":"some sales. Yeah, that was my"},{"speaker":"Brian Lee","startTime":1215.9,"endTime":1219.8,"body":"first job. What was your first"},{"speaker":"Brian Lee","startTime":1215.9,"endTime":1219.8,"body":"sale? It was to somebody in"},{"speaker":"Brian Lee","startTime":1219.8,"endTime":1224.15,"body":"Nebraska in Omaha, Nebraska. And"},{"speaker":"Brian Lee","startTime":1219.8,"endTime":1224.15,"body":"they purchased like five units"},{"speaker":"Brian Lee","startTime":1224.15,"endTime":1227.03,"body":"of what we're selling. And it"},{"speaker":"Brian Lee","startTime":1224.15,"endTime":1227.03,"body":"was a big deal for me, because"},{"speaker":"Brian Lee","startTime":1227.03,"endTime":1229.82,"body":"that helped me pay for food for"},{"speaker":"Brian Lee","startTime":1227.03,"endTime":1229.82,"body":"about a month."},{"speaker":"Randall Kaplan","startTime":1230.36,"endTime":1233.33,"body":"One of my first"},{"speaker":"Randall Kaplan","startTime":1230.36,"endTime":1233.33,"body":"jobs and a summer job in college"},{"speaker":"Randall Kaplan","startTime":1233.33,"endTime":1236.75,"body":"was working for a company called"},{"speaker":"Randall Kaplan","startTime":1233.33,"endTime":1236.75,"body":"mural stone construction. So I"},{"speaker":"Randall Kaplan","startTime":1236.75,"endTime":1240.17,"body":"did Home Improvements in low"},{"speaker":"Randall Kaplan","startTime":1236.75,"endTime":1240.17,"body":"income neighborhoods in Detroit."},{"speaker":"Randall Kaplan","startTime":1240.77,"endTime":1244.46,"body":"And I walked into the office one"},{"speaker":"Randall Kaplan","startTime":1240.77,"endTime":1244.46,"body":"day, there's 10 People in 10"},{"speaker":"Randall Kaplan","startTime":1244.46,"endTime":1248.12,"body":"zones, and white page phone"},{"speaker":"Randall Kaplan","startTime":1244.46,"endTime":1248.12,"body":"books, which no one even knows"},{"speaker":"Randall Kaplan","startTime":1248.12,"endTime":1251.81,"body":"what that is today. But it's a"},{"speaker":"Randall Kaplan","startTime":1248.12,"endTime":1251.81,"body":"phonebook and just 100 cold"},{"speaker":"Randall Kaplan","startTime":1251.81,"endTime":1255.11,"body":"calls a day. You gotta buy some"},{"speaker":"Randall Kaplan","startTime":1251.81,"endTime":1255.11,"body":"aluminum siding today. Do you"},{"speaker":"Randall Kaplan","startTime":1255.11,"endTime":1257.84,"body":"need any cracks in the sidewalk"},{"speaker":"Randall Kaplan","startTime":1255.11,"endTime":1257.84,"body":"as your house needs to be"},{"speaker":"Randall Kaplan","startTime":1257.84,"endTime":1260.63,"body":"painted? Yeah. It was"},{"speaker":"Randall Kaplan","startTime":1257.84,"endTime":1260.63,"body":"interesting, because like you"},{"speaker":"Randall Kaplan","startTime":1260.63,"endTime":1264.35,"body":"said, I think cold calling is"},{"speaker":"Randall Kaplan","startTime":1260.63,"endTime":1264.35,"body":"one of the best, most important"},{"speaker":"Randall Kaplan","startTime":1264.35,"endTime":1269.06,"body":"skills you can have in anything"},{"speaker":"Randall Kaplan","startTime":1264.35,"endTime":1269.06,"body":"you do. Yeah. Yeah, I agree. So"},{"speaker":"Randall Kaplan","startTime":1269.09,"endTime":1272.99,"body":"let's talk about how times have"},{"speaker":"Randall Kaplan","startTime":1269.09,"endTime":1272.99,"body":"changed a bit. Since you and I"},{"speaker":"Randall Kaplan","startTime":1272.99,"endTime":1275.69,"body":"went to school, we joke that"},{"speaker":"Randall Kaplan","startTime":1272.99,"endTime":1275.69,"body":"we're old. And things are very"},{"speaker":"Randall Kaplan","startTime":1275.69,"endTime":1278.78,"body":"different today. But we do work"},{"speaker":"Randall Kaplan","startTime":1275.69,"endTime":1278.78,"body":"with mostly young people. You're"},{"speaker":"Randall Kaplan","startTime":1278.78,"endTime":1282.62,"body":"an entrepreneur, most of your"},{"speaker":"Randall Kaplan","startTime":1278.78,"endTime":1282.62,"body":"teams are young. My team is very"},{"speaker":"Randall Kaplan","startTime":1282.62,"endTime":1285.38,"body":"young, and our portfolio"},{"speaker":"Randall Kaplan","startTime":1282.62,"endTime":1285.38,"body":"companies and teams are young."},{"speaker":"Randall Kaplan","startTime":1286.01,"endTime":1288.71,"body":"When we were going to school, it"},{"speaker":"Randall Kaplan","startTime":1286.01,"endTime":1288.71,"body":"was most important to get a high"},{"speaker":"Randall Kaplan","startTime":1288.71,"endTime":1293.42,"body":"GPA. Everything was about GPA."},{"speaker":"Randall Kaplan","startTime":1288.71,"endTime":1293.42,"body":"And to go to law school, you"},{"speaker":"Randall Kaplan","startTime":1293.42,"endTime":1296.27,"body":"obviously need a high GPA, and"},{"speaker":"Randall Kaplan","startTime":1293.42,"endTime":1296.27,"body":"you have to take board scores."},{"speaker":"Randall Kaplan","startTime":1296.27,"endTime":1299.9,"body":"Although I've never heard of any"},{"speaker":"Randall Kaplan","startTime":1296.27,"endTime":1299.9,"body":"direct correlation between your"},{"speaker":"Randall Kaplan","startTime":1299.96,"endTime":1302.96,"body":"board scores and your success in"},{"speaker":"Randall Kaplan","startTime":1299.96,"endTime":1302.96,"body":"life. I don't know why we're"},{"speaker":"Randall Kaplan","startTime":1302.96,"endTime":1308.96,"body":"still taking the LSAT. I think"},{"speaker":"Randall Kaplan","startTime":1302.96,"endTime":1308.96,"body":"it's ridiculous. But today, our"},{"speaker":"Randall Kaplan","startTime":1308.96,"endTime":1312.98,"body":"grades important. We don't hire"},{"speaker":"Randall Kaplan","startTime":1308.96,"endTime":1312.98,"body":"people, or even really look at"},{"speaker":"Randall Kaplan","startTime":1312.98,"endTime":1314.99,"body":"the grades when we hire anybody"},{"speaker":"Randall Kaplan","startTime":1312.98,"endTime":1314.99,"body":"today."},{"speaker":"Brian Lee","startTime":1315.02,"endTime":1318.83,"body":"Great question,"},{"speaker":"Brian Lee","startTime":1315.02,"endTime":1318.83,"body":"Randy. I would say yeah, we"},{"speaker":"Brian Lee","startTime":1318.83,"endTime":1320.54,"body":"don't i don't really pay"},{"speaker":"Brian Lee","startTime":1318.83,"endTime":1320.54,"body":"attention to grades."},{"speaker":"Brian Lee","startTime":1321.83,"endTime":1327.74,"body":"I think the most important thing"},{"speaker":"Brian Lee","startTime":1321.83,"endTime":1327.74,"body":"that I look for, is, does this"},{"speaker":"Brian Lee","startTime":1327.74,"endTime":1336.29,"body":"person that I'm looking to hire,"},{"speaker":"Brian Lee","startTime":1327.74,"endTime":1336.29,"body":"have commitment, have drive. So"},{"speaker":"Brian Lee","startTime":1336.29,"endTime":1338.84,"body":"it's not so much, you know,"},{"speaker":"Brian Lee","startTime":1336.29,"endTime":1338.84,"body":"their grades are there. So that"},{"speaker":"Brian Lee","startTime":1338.84,"endTime":1342.74,"body":"is completion, right to the"},{"speaker":"Brian Lee","startTime":1338.84,"endTime":1342.74,"body":"graduate. That's all I really,"},{"speaker":"Brian Lee","startTime":1342.89,"endTime":1346.79,"body":"that's all I really look for."},{"speaker":"Brian Lee","startTime":1342.89,"endTime":1346.79,"body":"Right? Because it really is. And"},{"speaker":"Brian Lee","startTime":1346.79,"endTime":1349.85,"body":"I heard like recently, because"},{"speaker":"Brian Lee","startTime":1346.79,"endTime":1349.85,"body":"my kids are getting to the age"},{"speaker":"Brian Lee","startTime":1349.85,"endTime":1353.21,"body":"where they're starting to think"},{"speaker":"Brian Lee","startTime":1349.85,"endTime":1353.21,"body":"about college. And I spoke to a"},{"speaker":"Brian Lee","startTime":1353.21,"endTime":1356.57,"body":"college counselor once. Just"},{"speaker":"Brian Lee","startTime":1353.21,"endTime":1356.57,"body":"recently, they said the most"},{"speaker":"Brian Lee","startTime":1356.57,"endTime":1361.46,"body":"important thing to really show"},{"speaker":"Brian Lee","startTime":1356.57,"endTime":1361.46,"body":"even the colleges is that you"},{"speaker":"Brian Lee","startTime":1361.46,"endTime":1364.61,"body":"know how to finish. Right?"},{"speaker":"Brian Lee","startTime":1361.46,"endTime":1364.61,"body":"You're you you start something"},{"speaker":"Brian Lee","startTime":1364.64,"endTime":1367.52,"body":"and you see it through. And"},{"speaker":"Brian Lee","startTime":1364.64,"endTime":1367.52,"body":"that's the same thing that I"},{"speaker":"Brian Lee","startTime":1367.52,"endTime":1370.79,"body":"look forward to for you. When I"},{"speaker":"Brian Lee","startTime":1367.52,"endTime":1370.79,"body":"look when I hire is like to this"},{"speaker":"Brian Lee","startTime":1370.79,"endTime":1375.41,"body":"person see it through? By Can I"},{"speaker":"Brian Lee","startTime":1370.79,"endTime":1375.41,"body":"rely on this person? Because"},{"speaker":"Brian Lee","startTime":1375.41,"endTime":1378.95,"body":"it's harder when you're when"},{"speaker":"Brian Lee","startTime":1375.41,"endTime":1378.95,"body":"you're looking at a resume. And,"},{"speaker":"Brian Lee","startTime":1379.64,"endTime":1382.31,"body":"you know, we've all seen these"},{"speaker":"Brian Lee","startTime":1379.64,"endTime":1382.31,"body":"resumes were selling like skips"},{"speaker":"Brian Lee","startTime":1382.31,"endTime":1384.41,"body":"from job to job every three"},{"speaker":"Brian Lee","startTime":1382.31,"endTime":1384.41,"body":"months."},{"speaker":"Randall Kaplan","startTime":1384.68,"endTime":1387.56,"body":"We don't hire"},{"speaker":"Randall Kaplan","startTime":1384.68,"endTime":1387.56,"body":"job hoppers are the two jobs in"},{"speaker":"Randall Kaplan","startTime":1387.56,"endTime":1389.42,"body":"two years, we won't even look at"},{"speaker":"Randall Kaplan","startTime":1387.56,"endTime":1389.42,"body":"the resume."},{"speaker":"Brian Lee","startTime":1389.51,"endTime":1392.03,"body":"Yeah, that's how we"},{"speaker":"Brian Lee","startTime":1389.51,"endTime":1392.03,"body":"are, right? Because it just it"},{"speaker":"Brian Lee","startTime":1392.03,"endTime":1395.93,"body":"shows lack of commitment."},{"speaker":"Brian Lee","startTime":1392.03,"endTime":1395.93,"body":"There's something off, right. If"},{"speaker":"Brian Lee","startTime":1395.93,"endTime":1398.36,"body":"you're jumping around every"},{"speaker":"Brian Lee","startTime":1395.93,"endTime":1398.36,"body":"three, six months or even a"},{"speaker":"Brian Lee","startTime":1398.36,"endTime":1402.11,"body":"year, right, it says, we look"},{"speaker":"Brian Lee","startTime":1398.36,"endTime":1402.11,"body":"for someone who is dedicated,"},{"speaker":"Brian Lee","startTime":1402.41,"endTime":1404.06,"body":"loyal and sees things through."},{"speaker":"Randall Kaplan","startTime":1459.57,"endTime":1462.45,"body":"What's your"},{"speaker":"Randall Kaplan","startTime":1459.57,"endTime":1462.45,"body":"advice to the young"},{"speaker":"Randall Kaplan","startTime":1462.45,"endTime":1467.22,"body":"professional, who is a little"},{"speaker":"Randall Kaplan","startTime":1462.45,"endTime":1467.22,"body":"bit unhappy at work because"},{"speaker":"Randall Kaplan","startTime":1467.22,"endTime":1470.22,"body":"their boss is an asshole, or"},{"speaker":"Randall Kaplan","startTime":1467.22,"endTime":1470.22,"body":"doesn't like them looking at"},{"speaker":"Randall Kaplan","startTime":1470.22,"endTime":1474.0,"body":"them in a funny way? Or they hit"},{"speaker":"Randall Kaplan","startTime":1470.22,"endTime":1474.0,"body":"some political atmosphere?"},{"speaker":"Randall Kaplan","startTime":1474.0,"endTime":1477.12,"body":"They're not entirely happy? Or"},{"speaker":"Randall Kaplan","startTime":1474.0,"endTime":1477.12,"body":"maybe not even happy at all?"},{"speaker":"Randall Kaplan","startTime":1477.48,"endTime":1480.3,"body":"Should they learn to get along"},{"speaker":"Randall Kaplan","startTime":1477.48,"endTime":1480.3,"body":"with others and stay in a job"},{"speaker":"Randall Kaplan","startTime":1480.3,"endTime":1483.69,"body":"for two years? Because that's"},{"speaker":"Randall Kaplan","startTime":1480.3,"endTime":1483.69,"body":"part of being successful is you"},{"speaker":"Randall Kaplan","startTime":1483.69,"endTime":1485.76,"body":"have to learn to deal with"},{"speaker":"Randall Kaplan","startTime":1483.69,"endTime":1485.76,"body":"difficult people. That's great"},{"speaker":"Randall Kaplan","startTime":1485.76,"endTime":1488.6399999999999,"body":"people, there's very difficult"},{"speaker":"Randall Kaplan","startTime":1485.76,"endTime":1488.6399999999999,"body":"people there are jerks who"},{"speaker":"Randall Kaplan","startTime":1488.6399999999999,"endTime":1492.8999999999999,"body":"you're working with? Or do you"},{"speaker":"Randall Kaplan","startTime":1488.6399999999999,"endTime":1492.8999999999999,"body":"leave the minute something gets"},{"speaker":"Randall Kaplan","startTime":1493.2,"endTime":1496.1399999999999,"body":"rough and then a like something,"},{"speaker":"Randall Kaplan","startTime":1493.2,"endTime":1496.1399999999999,"body":"and they go across the street?"},{"speaker":"Randall Kaplan","startTime":1496.47,"endTime":1500.55,"body":"In addition to that, what if"},{"speaker":"Randall Kaplan","startTime":1496.47,"endTime":1500.55,"body":"someone is modestly happy?"},{"speaker":"Randall Kaplan","startTime":1500.73,"endTime":1505.11,"body":"They're making $60,000 a year"},{"speaker":"Randall Kaplan","startTime":1500.73,"endTime":1505.11,"body":"$100,000 A year, there's a"},{"speaker":"Randall Kaplan","startTime":1505.11,"endTime":1507.99,"body":"competitor, so I'll give you"},{"speaker":"Randall Kaplan","startTime":1505.11,"endTime":1507.99,"body":"$10,000 More? Or if they're"},{"speaker":"Randall Kaplan","startTime":1507.99,"endTime":1511.1399999999999,"body":"making 100? I'll give you"},{"speaker":"Randall Kaplan","startTime":1507.99,"endTime":1511.1399999999999,"body":"$20,000 more? Do they leave? Or"},{"speaker":"Randall Kaplan","startTime":1511.1399999999999,"endTime":1511.77,"body":"do they stay?"},{"speaker":"Brian Lee","startTime":1512.85,"endTime":1515.94,"body":"Well, if it's a money"},{"speaker":"Brian Lee","startTime":1512.85,"endTime":1515.94,"body":"thing, I would say say right,"},{"speaker":"Brian Lee","startTime":1515.94,"endTime":1519.99,"body":"because it's really more about"},{"speaker":"Brian Lee","startTime":1515.94,"endTime":1519.99,"body":"experience at a younger age"},{"speaker":"Brian Lee","startTime":1519.99,"endTime":1524.1599999999999,"body":"especially. And you want to get"},{"speaker":"Brian Lee","startTime":1519.99,"endTime":1524.1599999999999,"body":"that experience but in terms of"},{"speaker":"Brian Lee","startTime":1524.19,"endTime":1527.22,"body":"you know, if you're unhappy, but"},{"speaker":"Brian Lee","startTime":1524.19,"endTime":1527.22,"body":"I don't think anyone should be"},{"speaker":"Brian Lee","startTime":1527.22,"endTime":1532.71,"body":"unhappy. Right? I really don't."},{"speaker":"Brian Lee","startTime":1527.22,"endTime":1532.71,"body":"But at the same time, you know,"},{"speaker":"Brian Lee","startTime":1533.34,"endTime":1536.97,"body":"can you do have to do with a"},{"speaker":"Brian Lee","startTime":1533.34,"endTime":1536.97,"body":"little bit of pain? Of course"},{"speaker":"Brian Lee","startTime":1536.97,"endTime":1542.1299999999999,"body":"you do. But that's that's life."},{"speaker":"Brian Lee","startTime":1536.97,"endTime":1542.1299999999999,"body":"It just is. Right? It's like"},{"speaker":"Brian Lee","startTime":1542.1299999999999,"endTime":1546.6,"body":"everyone deals with some kind of"},{"speaker":"Brian Lee","startTime":1542.1299999999999,"endTime":1546.6,"body":"BS at their job. Right everyone?"},{"speaker":"Brian Lee","startTime":1546.72,"endTime":1550.53,"body":"No one No one ever says I've got"},{"speaker":"Brian Lee","startTime":1546.72,"endTime":1550.53,"body":"the perfect job and I'm 100%"},{"speaker":"Brian Lee","startTime":1550.53,"endTime":1554.6699999999998,"body":"happy all the time. It just"},{"speaker":"Brian Lee","startTime":1550.53,"endTime":1554.6699999999998,"body":"doesn't exist. It just doesn't."},{"speaker":"Brian Lee","startTime":1554.7,"endTime":1560.19,"body":"It's like there's a there's a"},{"speaker":"Brian Lee","startTime":1554.7,"endTime":1560.19,"body":"quote that I kind of love from"},{"speaker":"Brian Lee","startTime":1560.19,"endTime":1564.06,"body":"Henry Ford. Right. And he said,"},{"speaker":"Brian Lee","startTime":1560.19,"endTime":1564.06,"body":"you know, if you think the grass"},{"speaker":"Brian Lee","startTime":1564.06,"endTime":1567.33,"body":"is greener on the other side,"},{"speaker":"Brian Lee","startTime":1564.06,"endTime":1567.33,"body":"maybe you should pay more"},{"speaker":"Brian Lee","startTime":1567.33,"endTime":1571.23,"body":"attention to your own garden."},{"speaker":"Brian Lee","startTime":1567.33,"endTime":1571.23,"body":"Greg? Well, yeah. And I really"},{"speaker":"Brian Lee","startTime":1571.23,"endTime":1573.87,"body":"believe that because everything"},{"speaker":"Brian Lee","startTime":1571.23,"endTime":1573.87,"body":"always looks great from the"},{"speaker":"Brian Lee","startTime":1573.87,"endTime":1577.1699999999998,"body":"outside. Right? It's like, oh,"},{"speaker":"Brian Lee","startTime":1573.87,"endTime":1577.1699999999998,"body":"my gosh, look at this person."},{"speaker":"Brian Lee","startTime":1577.1699999999998,"endTime":1580.98,"body":"They're so happy working in the"},{"speaker":"Brian Lee","startTime":1577.1699999999998,"endTime":1580.98,"body":"music industry. And they get to"},{"speaker":"Brian Lee","startTime":1580.98,"endTime":1584.07,"body":"go to concerts all the time and"},{"speaker":"Brian Lee","startTime":1580.98,"endTime":1584.07,"body":"find new tell, I want that job."},{"speaker":"Brian Lee","startTime":1584.22,"endTime":1588.6299999999999,"body":"That looks awesome. But then you"},{"speaker":"Brian Lee","startTime":1584.22,"endTime":1588.6299999999999,"body":"get that job here, like, this"},{"speaker":"Brian Lee","startTime":1588.6299999999999,"endTime":1591.8999999999999,"body":"job sucks. Sometimes that"},{"speaker":"Brian Lee","startTime":1588.6299999999999,"endTime":1591.8999999999999,"body":"happens, right? And you're just"},{"speaker":"Brian Lee","startTime":1591.8999999999999,"endTime":1595.4099999999999,"body":"like, well, it's not always"},{"speaker":"Brian Lee","startTime":1591.8999999999999,"endTime":1595.4099999999999,"body":"rainbows and unicorns on the"},{"speaker":"Brian Lee","startTime":1595.4099999999999,"endTime":1598.29,"body":"other side, right? And sometimes"},{"speaker":"Brian Lee","startTime":1595.4099999999999,"endTime":1598.29,"body":"you just gotta suck it up, and"},{"speaker":"Brian Lee","startTime":1598.29,"endTime":1602.31,"body":"you just gotta get it done. And"},{"speaker":"Brian Lee","startTime":1598.29,"endTime":1602.31,"body":"hopefully, you're more happy"},{"speaker":"Brian Lee","startTime":1602.31,"endTime":1605.37,"body":"than not, because again, I don't"},{"speaker":"Brian Lee","startTime":1602.31,"endTime":1605.37,"body":"think anyone should be unhappy,"},{"speaker":"Brian Lee","startTime":1605.7,"endTime":1608.73,"body":"especially all the time. If"},{"speaker":"Brian Lee","startTime":1605.7,"endTime":1608.73,"body":"that's the case, then maybe you"},{"speaker":"Brian Lee","startTime":1608.73,"endTime":1612.54,"body":"should be working. Right? Right."},{"speaker":"Brian Lee","startTime":1608.73,"endTime":1612.54,"body":"But um, yeah, but sometimes you"},{"speaker":"Brian Lee","startTime":1612.54,"endTime":1613.5,"body":"just have to suck it up."},{"speaker":"Randall Kaplan","startTime":1613.71,"endTime":1616.2,"body":"Right. So let's"},{"speaker":"Randall Kaplan","startTime":1613.71,"endTime":1616.2,"body":"talk about sucking it up in"},{"speaker":"Randall Kaplan","startTime":1616.23,"endTime":1619.95,"body":"doing somebody that sucks. Yeah."},{"speaker":"Randall Kaplan","startTime":1616.23,"endTime":1619.95,"body":"So we have a lot of things in"},{"speaker":"Randall Kaplan","startTime":1619.95,"endTime":1622.35,"body":"common. One of the things in"},{"speaker":"Randall Kaplan","startTime":1619.95,"endTime":1622.35,"body":"common is we went to law school"},{"speaker":"Randall Kaplan","startTime":1622.3799999999999,"endTime":1624.93,"body":"with no interest in practicing"},{"speaker":"Randall Kaplan","startTime":1622.3799999999999,"endTime":1624.93,"body":"law. We fucking hated law"},{"speaker":"Randall Kaplan","startTime":1624.93,"endTime":1631.56,"body":"school. Yeah. And so what? We"},{"speaker":"Randall Kaplan","startTime":1624.93,"endTime":1631.56,"body":"graduated law school, but we"},{"speaker":"Randall Kaplan","startTime":1631.59,"endTime":1635.85,"body":"realized we need to make money"},{"speaker":"Randall Kaplan","startTime":1631.59,"endTime":1635.85,"body":"and put things on a resume and"},{"speaker":"Randall Kaplan","startTime":1635.85,"endTime":1639.33,"body":"learn something. But it was a"},{"speaker":"Randall Kaplan","startTime":1635.85,"endTime":1639.33,"body":"means to an end for both of us."},{"speaker":"Randall Kaplan","startTime":1639.6599999999999,"endTime":1643.8,"body":"Tell us about Skadden, which is"},{"speaker":"Randall Kaplan","startTime":1639.6599999999999,"endTime":1643.8,"body":"one of the best firms in the"},{"speaker":"Randall Kaplan","startTime":1643.8,"endTime":1648.6,"body":"world. And I read somewhere that"},{"speaker":"Randall Kaplan","startTime":1643.8,"endTime":1648.6,"body":"you said you just want to put a"},{"speaker":"Randall Kaplan","startTime":1648.6299999999999,"endTime":1651.6299999999999,"body":"bullet in your head, which is"},{"speaker":"Randall Kaplan","startTime":1648.6299999999999,"endTime":1651.6299999999999,"body":"how I felt every single day I"},{"speaker":"Randall Kaplan","startTime":1651.6299999999999,"endTime":1653.9099999999999,"body":"was there. Nothing against"},{"speaker":"Randall Kaplan","startTime":1651.6299999999999,"endTime":1653.9099999999999,"body":"Skadden Arps, by the way, which"},{"speaker":"Randall Kaplan","startTime":1653.9099999999999,"endTime":1656.28,"body":"I love. I have friends, they're"},{"speaker":"Randall Kaplan","startTime":1653.9099999999999,"endTime":1656.28,"body":"one of the best firms. I've"},{"speaker":"Randall Kaplan","startTime":1656.28,"endTime":1662.82,"body":"worked with them many times over"},{"speaker":"Randall Kaplan","startTime":1656.28,"endTime":1662.82,"body":"the years, but difficult to do."},{"speaker":"Randall Kaplan","startTime":1663.1499999999999,"endTime":1666.21,"body":"And so tell us about your time"},{"speaker":"Randall Kaplan","startTime":1663.1499999999999,"endTime":1666.21,"body":"there. And and where you"},{"speaker":"Randall Kaplan","startTime":1666.21,"endTime":1668.43,"body":"plodding along thinking about"},{"speaker":"Randall Kaplan","startTime":1666.21,"endTime":1668.43,"body":"I'm going to do something in the"},{"speaker":"Randall Kaplan","startTime":1668.43,"endTime":1672.21,"body":"future. And you can talk about"},{"speaker":"Randall Kaplan","startTime":1668.43,"endTime":1672.21,"body":"you and Brian Lou and just the"},{"speaker":"Randall Kaplan","startTime":1672.99,"endTime":1676.8,"body":"precursor in the meetings prior"},{"speaker":"Randall Kaplan","startTime":1672.99,"endTime":1676.8,"body":"to LegalZoom. Because that's"},{"speaker":"Randall Kaplan","startTime":1676.8,"endTime":1677.6699999999998,"body":"where we're going next."},{"speaker":"Brian Lee","startTime":1677.85,"endTime":1680.61,"body":"Awesome. Yeah. So I"},{"speaker":"Brian Lee","startTime":1677.85,"endTime":1680.61,"body":"actually enjoyed working"},{"speaker":"Brian Lee","startTime":1680.61,"endTime":1684.57,"body":"scattered. I did is I really"},{"speaker":"Brian Lee","startTime":1680.61,"endTime":1684.57,"body":"liked the partners that I worked"},{"speaker":"Brian Lee","startTime":1684.57,"endTime":1687.6,"body":"with. I like the people I worked"},{"speaker":"Brian Lee","startTime":1684.57,"endTime":1687.6,"body":"with. I just didn't enjoy the"},{"speaker":"Brian Lee","startTime":1687.6,"endTime":1691.83,"body":"work. Right? Right. And it's the"},{"speaker":"Brian Lee","startTime":1687.6,"endTime":1691.83,"body":"work that kind of ate at me. I"},{"speaker":"Brian Lee","startTime":1691.83,"endTime":1694.8,"body":"just wasn't getting a lot of"},{"speaker":"Brian Lee","startTime":1691.83,"endTime":1694.8,"body":"fulfillment out of it. You know,"},{"speaker":"Brian Lee","startTime":1694.8,"endTime":1697.47,"body":"it's like you I was in the tax"},{"speaker":"Brian Lee","startTime":1694.8,"endTime":1697.47,"body":"department. And so you structure"},{"speaker":"Brian Lee","startTime":1697.47,"endTime":1701.19,"body":"some tax instrument, and you"},{"speaker":"Brian Lee","startTime":1697.47,"endTime":1701.19,"body":"save some mega Corp and billion"},{"speaker":"Brian Lee","startTime":1701.19,"endTime":1704.37,"body":"dollars in taxes. And it just"},{"speaker":"Brian Lee","startTime":1701.19,"endTime":1704.37,"body":"wasn't that fulfilling for me."},{"speaker":"Brian Lee","startTime":1704.61,"endTime":1708.75,"body":"I'm sure other people are like,"},{"speaker":"Brian Lee","startTime":1704.61,"endTime":1708.75,"body":"get excited about that. Right."},{"speaker":"Brian Lee","startTime":1708.75,"endTime":1713.37,"body":"But but for me, it's just yeah."},{"speaker":"Brian Lee","startTime":1708.75,"endTime":1713.37,"body":"Does it didn't move me. And so I"},{"speaker":"Brian Lee","startTime":1713.37,"endTime":1717.3,"body":"was always seeking something"},{"speaker":"Brian Lee","startTime":1713.37,"endTime":1717.3,"body":"that would move me. And so"},{"speaker":"Brian Lee","startTime":1717.3,"endTime":1720.81,"body":"that's when I started thinking,"},{"speaker":"Brian Lee","startTime":1717.3,"endTime":1720.81,"body":"well, maybe I should go start my"},{"speaker":"Brian Lee","startTime":1720.81,"endTime":1723.48,"body":"own thing, right. And that's"},{"speaker":"Brian Lee","startTime":1720.81,"endTime":1723.48,"body":"when I started talking to Brian"},{"speaker":"Brian Lee","startTime":1723.48,"endTime":1727.05,"body":"Liu, who at that point was is my"},{"speaker":"Brian Lee","startTime":1723.48,"endTime":1727.05,"body":"best friend, and he's still my"},{"speaker":"Brian Lee","startTime":1727.05,"endTime":1730.77,"body":"best friend. We started thinking"},{"speaker":"Brian Lee","startTime":1727.05,"endTime":1730.77,"body":"of ideas together. And that's"},{"speaker":"Brian Lee","startTime":1730.77,"endTime":1732.3899999999999,"body":"the idea of LegalZoom."},{"speaker":"Randall Kaplan","startTime":1733.1399999999999,"endTime":1736.1399999999999,"body":"Let's talk about"},{"speaker":"Randall Kaplan","startTime":1733.1399999999999,"endTime":1736.1399999999999,"body":"legals of let's talk about the"},{"speaker":"Randall Kaplan","startTime":1736.1399999999999,"endTime":1739.8,"body":"start of Legal Zoom, talking"},{"speaker":"Randall Kaplan","startTime":1736.1399999999999,"endTime":1739.8,"body":"about your condo. And we'll talk"},{"speaker":"Randall Kaplan","startTime":1739.8,"endTime":1743.28,"body":"about I think it was called"},{"speaker":"Randall Kaplan","startTime":1739.8,"endTime":1743.28,"body":"Garden lawn.com in one in one"},{"speaker":"Randall Kaplan","startTime":1743.28,"endTime":1748.35,"body":"part log garden. Log garden."},{"speaker":"Randall Kaplan","startTime":1743.28,"endTime":1748.35,"body":"Yeah. And then you made a really"},{"speaker":"Randall Kaplan","startTime":1749.28,"endTime":1754.4099999999999,"body":"interesting, smart, Lucky phone"},{"speaker":"Randall Kaplan","startTime":1749.28,"endTime":1754.4099999999999,"body":"call one night at nine or 10pm"},{"speaker":"Randall Kaplan","startTime":1754.4099999999999,"endTime":1760.23,"body":"at night. Tell us tell us how"},{"speaker":"Randall Kaplan","startTime":1754.4099999999999,"endTime":1760.23,"body":"that all went down. And how luck"},{"speaker":"Randall Kaplan","startTime":1760.29,"endTime":1764.1299999999999,"body":"is sometimes plays a huge part"},{"speaker":"Randall Kaplan","startTime":1760.29,"endTime":1764.1299999999999,"body":"in your future in our future."},{"speaker":"Brian Lee","startTime":1764.25,"endTime":1770.07,"body":"Yeah. Yeah, so"},{"speaker":"Brian Lee","startTime":1764.25,"endTime":1770.07,"body":"LegalZoom was an idea that came"},{"speaker":"Brian Lee","startTime":1770.07,"endTime":1774.45,"body":"about when I was talking to"},{"speaker":"Brian Lee","startTime":1770.07,"endTime":1774.45,"body":"Brian Lew, my business partner"},{"speaker":"Brian Lee","startTime":1774.45,"endTime":1778.35,"body":"at Legal Zoom. We both kept"},{"speaker":"Brian Lee","startTime":1774.45,"endTime":1778.35,"body":"thinking, There's got to be"},{"speaker":"Brian Lee","startTime":1778.35,"endTime":1781.32,"body":"something better than working"},{"speaker":"Brian Lee","startTime":1778.35,"endTime":1781.32,"body":"with these law firms and"},{"speaker":"Brian Lee","startTime":1781.53,"endTime":1784.32,"body":"something that we could get"},{"speaker":"Brian Lee","startTime":1781.53,"endTime":1784.32,"body":"excited about the initial"},{"speaker":"Brian Lee","startTime":1784.5,"endTime":1787.9199999999998,"body":"concept that I'm surprised that"},{"speaker":"Brian Lee","startTime":1784.5,"endTime":1787.9199999999998,"body":"you don't matter, but law"},{"speaker":"Brian Lee","startTime":1787.9199999999998,"endTime":1791.9099999999999,"body":"guardian.com. And the idea was"},{"speaker":"Brian Lee","startTime":1787.9199999999998,"endTime":1791.9099999999999,"body":"that we're going to have a bunch"},{"speaker":"Brian Lee","startTime":1791.9099999999999,"endTime":1795.6,"body":"of see at home attorneys get"},{"speaker":"Brian Lee","startTime":1791.9099999999999,"endTime":1795.6,"body":"online and answer your questions"},{"speaker":"Brian Lee","startTime":1795.6,"endTime":1798.69,"body":"and chat with you for I think it"},{"speaker":"Brian Lee","startTime":1795.6,"endTime":1798.69,"body":"was like 99 cents a minute is"},{"speaker":"Brian Lee","startTime":1798.69,"endTime":1803.31,"body":"what we're going to charge. We"},{"speaker":"Brian Lee","startTime":1798.69,"endTime":1803.31,"body":"actually never launched it. We"},{"speaker":"Brian Lee","startTime":1803.31,"endTime":1805.95,"body":"thought about it. We started"},{"speaker":"Brian Lee","startTime":1803.31,"endTime":1805.95,"body":"like sketching it out and"},{"speaker":"Brian Lee","startTime":1805.95,"endTime":1808.71,"body":"everything else and modeling it."},{"speaker":"Brian Lee","startTime":1805.95,"endTime":1808.71,"body":"But it's just it didn't work,"},{"speaker":"Brian Lee","startTime":1808.71,"endTime":1811.74,"body":"the economics didn't work."},{"speaker":"Brian Lee","startTime":1808.71,"endTime":1811.74,"body":"Because at the end of the day,"},{"speaker":"Brian Lee","startTime":1811.74,"endTime":1814.77,"body":"you're still practicing law. So"},{"speaker":"Brian Lee","startTime":1811.74,"endTime":1814.77,"body":"then we'd have to get licensed"},{"speaker":"Brian Lee","startTime":1814.95,"endTime":1818.34,"body":"or take the bar exam on all 50"},{"speaker":"Brian Lee","startTime":1814.95,"endTime":1818.34,"body":"states. And then on top of that"},{"speaker":"Brian Lee","startTime":1818.34,"endTime":1820.59,"body":"the legal insurance was"},{"speaker":"Brian Lee","startTime":1818.34,"endTime":1820.59,"body":"prohibitive. We didn't have any"},{"speaker":"Brian Lee","startTime":1820.62,"endTime":1824.55,"body":"money to pay that. And the most"},{"speaker":"Brian Lee","startTime":1820.62,"endTime":1824.55,"body":"important thing is that since"},{"speaker":"Brian Lee","startTime":1824.55,"endTime":1828.69,"body":"you're still practicing law, you"},{"speaker":"Brian Lee","startTime":1824.55,"endTime":1828.69,"body":"couldn't raise money from non"},{"speaker":"Brian Lee","startTime":1828.69,"endTime":1831.87,"body":"lawyers. So you could never sell"},{"speaker":"Brian Lee","startTime":1828.69,"endTime":1831.87,"body":"the company to a non lawyer or"},{"speaker":"Brian Lee","startTime":1831.87,"endTime":1835.44,"body":"take the company public for a"},{"speaker":"Brian Lee","startTime":1831.87,"endTime":1835.44,"body":"feast waiting issues. And so we"},{"speaker":"Brian Lee","startTime":1835.44,"endTime":1838.1399999999999,"body":"kind of scrapped that idea and"},{"speaker":"Brian Lee","startTime":1835.44,"endTime":1838.1399999999999,"body":"started thinking deeper about"},{"speaker":"Brian Lee","startTime":1838.1399999999999,"endTime":1841.59,"body":"what else can we do. And that"},{"speaker":"Brian Lee","startTime":1838.1399999999999,"endTime":1841.59,"body":"was the start of the idea for"},{"speaker":"Brian Lee","startTime":1841.59,"endTime":1845.85,"body":"legals and of legal documents"},{"speaker":"Brian Lee","startTime":1841.59,"endTime":1845.85,"body":"online and using the internet to"},{"speaker":"Brian Lee","startTime":1845.85,"endTime":1850.1699999999998,"body":"kind of automate the process of"},{"speaker":"Brian Lee","startTime":1845.85,"endTime":1850.1699999999998,"body":"forming these documents, or"},{"speaker":"Brian Lee","startTime":1850.1699999999998,"endTime":1853.6499999999999,"body":"creating these documents. And so"},{"speaker":"Brian Lee","startTime":1850.1699999999998,"endTime":1853.6499999999999,"body":"that's That was the idea. But"},{"speaker":"Brian Lee","startTime":1853.77,"endTime":1858.03,"body":"the thing is this, a lot of"},{"speaker":"Brian Lee","startTime":1853.77,"endTime":1858.03,"body":"people forget the early days of"},{"speaker":"Brian Lee","startTime":1858.03,"endTime":1862.9199999999998,"body":"the Internet, right? People were"},{"speaker":"Brian Lee","startTime":1858.03,"endTime":1862.9199999999998,"body":"scared of it. Right? People were"},{"speaker":"Brian Lee","startTime":1862.9199999999998,"endTime":1866.1,"body":"scared of the internet, they did"},{"speaker":"Brian Lee","startTime":1862.9199999999998,"endTime":1866.1,"body":"not want to put their credit"},{"speaker":"Brian Lee","startTime":1866.1,"endTime":1868.77,"body":"card number into their computer"},{"speaker":"Brian Lee","startTime":1866.1,"endTime":1868.77,"body":"because they didn't know where"},{"speaker":"Brian Lee","startTime":1868.77,"endTime":1873.03,"body":"it was going. Right. Right. And"},{"speaker":"Brian Lee","startTime":1868.77,"endTime":1873.03,"body":"so, but at LegalZoom, the idea"},{"speaker":"Brian Lee","startTime":1873.03,"endTime":1876.69,"body":"we had asked for a lot more than"},{"speaker":"Brian Lee","startTime":1873.03,"endTime":1876.69,"body":"your credit card information. If"},{"speaker":"Brian Lee","startTime":1876.69,"endTime":1878.82,"body":"you're setting up a living"},{"speaker":"Brian Lee","startTime":1876.69,"endTime":1878.82,"body":"trust, we were asking for"},{"speaker":"Brian Lee","startTime":1878.82,"endTime":1882.6299999999999,"body":"everything, your bank account"},{"speaker":"Brian Lee","startTime":1878.82,"endTime":1882.6299999999999,"body":"information, your your savings"},{"speaker":"Brian Lee","startTime":1882.6299999999999,"endTime":1886.62,"body":"account, stuff, your your home"},{"speaker":"Brian Lee","startTime":1882.6299999999999,"endTime":1886.62,"body":"mortgage, like all of it. So"},{"speaker":"Brian Lee","startTime":1886.62,"endTime":1889.8899999999999,"body":"we're like, Well, how are we"},{"speaker":"Brian Lee","startTime":1886.62,"endTime":1889.8899999999999,"body":"going to build that trust with"},{"speaker":"Brian Lee","startTime":1889.8899999999999,"endTime":1893.6699999999998,"body":"the consumer? You know, I was at"},{"speaker":"Brian Lee","startTime":1889.8899999999999,"endTime":1893.6699999999998,"body":"a great law firm, and my partner"},{"speaker":"Brian Lee","startTime":1893.6699999999998,"endTime":1897.45,"body":"was at a great law firm, but no"},{"speaker":"Brian Lee","startTime":1893.6699999999998,"endTime":1897.45,"body":"one in America, unless you're in"},{"speaker":"Brian Lee","startTime":1897.45,"endTime":1900.6599999999999,"body":"business, have ever heard of"},{"speaker":"Brian Lee","startTime":1897.45,"endTime":1900.6599999999999,"body":"these firms. Right. And so that"},{"speaker":"Brian Lee","startTime":1900.6599999999999,"endTime":1903.6,"body":"didn't really bring a lot of"},{"speaker":"Brian Lee","startTime":1900.6599999999999,"endTime":1903.6,"body":"credibility. And so that's when"},{"speaker":"Brian Lee","startTime":1903.6,"endTime":1907.05,"body":"we started thinking, okay, maybe"},{"speaker":"Brian Lee","startTime":1903.6,"endTime":1907.05,"body":"we need a face to Legal Zoom."},{"speaker":"Brian Lee","startTime":1907.3799999999999,"endTime":1911.55,"body":"Right? It was really to bring"},{"speaker":"Brian Lee","startTime":1907.3799999999999,"endTime":1911.55,"body":"trust that, you know, you can"},{"speaker":"Brian Lee","startTime":1911.55,"endTime":1915.72,"body":"trust the site. And it wasn't a"},{"speaker":"Brian Lee","startTime":1911.55,"endTime":1915.72,"body":"fly by night company, we're not"},{"speaker":"Brian Lee","startTime":1915.72,"endTime":1918.84,"body":"stealing your information. And"},{"speaker":"Brian Lee","startTime":1915.72,"endTime":1918.84,"body":"so that's when we came up with a"},{"speaker":"Brian Lee","startTime":1918.84,"endTime":1922.02,"body":"list of attorneys that we"},{"speaker":"Brian Lee","startTime":1918.84,"endTime":1922.02,"body":"thought would be good for Legal"},{"speaker":"Brian Lee","startTime":1922.02,"endTime":1927.33,"body":"Zoom and Robert Shapiro, the he"},{"speaker":"Brian Lee","startTime":1922.02,"endTime":1927.33,"body":"was just came off the OJ Simpson"},{"speaker":"Brian Lee","startTime":1927.33,"endTime":1931.5,"body":"case, and the entire world knew"},{"speaker":"Brian Lee","startTime":1927.33,"endTime":1931.5,"body":"who he was. And so we reached"},{"speaker":"Brian Lee","startTime":1931.5,"endTime":1935.22,"body":"out to, to rob Shapiro, to be"},{"speaker":"Brian Lee","startTime":1931.5,"endTime":1935.22,"body":"our partner in Legal Zoom."},{"speaker":"Randall Kaplan","startTime":1935.97,"endTime":1937.86,"body":"You got to get"},{"speaker":"Randall Kaplan","startTime":1935.97,"endTime":1937.86,"body":"more detail than that, my man. I"},{"speaker":"Randall Kaplan","startTime":1937.86,"endTime":1944.7,"body":"mean, you were, I mean, yeah."},{"speaker":"Randall Kaplan","startTime":1937.86,"endTime":1944.7,"body":"Tell the story of when you call"},{"speaker":"Randall Kaplan","startTime":1944.7,"endTime":1948.18,"body":"him what time of day it was, and"},{"speaker":"Randall Kaplan","startTime":1944.7,"endTime":1948.18,"body":"kind of what the banter was"},{"speaker":"Randall Kaplan","startTime":1948.18,"endTime":1949.35,"body":"between you guys back and forth."},{"speaker":"Brian Lee","startTime":1949.3799999999999,"endTime":1953.19,"body":"Yeah. So it was, um,"},{"speaker":"Brian Lee","startTime":1949.3799999999999,"endTime":1953.19,"body":"I reached out to everyone I knew"},{"speaker":"Brian Lee","startTime":1953.6699999999998,"endTime":1957.36,"body":"to introduce me to Robert"},{"speaker":"Brian Lee","startTime":1953.6699999999998,"endTime":1957.36,"body":"Shapiro. And my network at that"},{"speaker":"Brian Lee","startTime":1957.36,"endTime":1961.77,"body":"time was pretty small. Right?"},{"speaker":"Brian Lee","startTime":1957.36,"endTime":1961.77,"body":"And so no one I knew knew him."},{"speaker":"Brian Lee","startTime":1962.28,"endTime":1966.21,"body":"And so what I did was I called"},{"speaker":"Brian Lee","startTime":1962.28,"endTime":1966.21,"body":"for one one information. And"},{"speaker":"Brian Lee","startTime":1966.21,"endTime":1969.03,"body":"this is before Google, right? No"},{"speaker":"Brian Lee","startTime":1966.21,"endTime":1969.03,"body":"one calls for one anymore by"},{"speaker":"Brian Lee","startTime":1969.03,"endTime":1972.8999999999999,"body":"now. But I call for information."},{"speaker":"Brian Lee","startTime":1969.03,"endTime":1972.8999999999999,"body":"I asked for Robert Shapiro,"},{"speaker":"Brian Lee","startTime":1972.8999999999999,"endTime":1976.95,"body":"Attorney Century City. And I got"},{"speaker":"Brian Lee","startTime":1972.8999999999999,"endTime":1976.95,"body":"a phone number. And it was like"},{"speaker":"Brian Lee","startTime":1976.95,"endTime":1979.9199999999998,"body":"nine o'clock at night to your"},{"speaker":"Brian Lee","startTime":1976.95,"endTime":1979.9199999999998,"body":"point, and I had my voice"},{"speaker":"Brian Lee","startTime":1979.9199999999998,"endTime":1982.95,"body":"message written out. And I was"},{"speaker":"Brian Lee","startTime":1979.9199999999998,"endTime":1982.95,"body":"going to leave a voice message."},{"speaker":"Brian Lee","startTime":1982.95,"endTime":1985.74,"body":"So I called the number. And I"},{"speaker":"Brian Lee","startTime":1982.95,"endTime":1985.74,"body":"didn't know at the time, but"},{"speaker":"Brian Lee","startTime":1985.9199999999998,"endTime":1989.79,"body":"Robert Bob works a lot. And I"},{"speaker":"Brian Lee","startTime":1985.9199999999998,"endTime":1989.79,"body":"hit so it was nine o'clock at"},{"speaker":"Brian Lee","startTime":1989.79,"endTime":1994.56,"body":"night, and he picked up the"},{"speaker":"Brian Lee","startTime":1989.79,"endTime":1994.56,"body":"phone, say, hello. I said, I'm"},{"speaker":"Brian Lee","startTime":1994.56,"endTime":1997.26,"body":"calling for Robert Shapiro. And"},{"speaker":"Brian Lee","startTime":1994.56,"endTime":1997.26,"body":"he says, this is Robert Shapiro."},{"speaker":"Brian Lee","startTime":1997.26,"endTime":2001.1299999999999,"body":"How can I help you? I said,"},{"speaker":"Brian Lee","startTime":1997.26,"endTime":2001.1299999999999,"body":"Well, Robert Shapiro the"},{"speaker":"Brian Lee","startTime":2001.1299999999999,"endTime":2005.3899999999999,"body":"attorney. Yeah, this is Robert"},{"speaker":"Brian Lee","startTime":2001.1299999999999,"endTime":2005.3899999999999,"body":"Shapiro, the attorney, how can I"},{"speaker":"Brian Lee","startTime":2005.3899999999999,"endTime":2008.8999999999999,"body":"help you? Well, my name is Brian"},{"speaker":"Brian Lee","startTime":2005.3899999999999,"endTime":2008.8999999999999,"body":"Lee, and I have a business idea"},{"speaker":"Brian Lee","startTime":2008.8999999999999,"endTime":2011.8999999999999,"body":"I'd like to run by you. And the"},{"speaker":"Brian Lee","startTime":2008.8999999999999,"endTime":2011.8999999999999,"body":"first thing he said was, I'm not"},{"speaker":"Brian Lee","startTime":2011.8999999999999,"endTime":2016.1,"body":"interested. Right. And I knew he"},{"speaker":"Brian Lee","startTime":2011.8999999999999,"endTime":2016.1,"body":"was about to hang up on me and"},{"speaker":"Brian Lee","startTime":2016.1,"endTime":2018.95,"body":"said, Well, wait, how do you how"},{"speaker":"Brian Lee","startTime":2016.1,"endTime":2018.95,"body":"do you know you're not"},{"speaker":"Brian Lee","startTime":2018.95,"endTime":2022.1299999999999,"body":"interested? If you don't hear me"},{"speaker":"Brian Lee","startTime":2018.95,"endTime":2022.1299999999999,"body":"out? And he definitely heard"},{"speaker":"Brian Lee","startTime":2022.1299999999999,"endTime":2025.7,"body":"that desperation, you know, in"},{"speaker":"Brian Lee","startTime":2022.1299999999999,"endTime":2025.7,"body":"my voice, and he said, I saw"},{"speaker":"Brian Lee","startTime":2025.7,"endTime":2029.33,"body":"remember this, he says, You've"},{"speaker":"Brian Lee","startTime":2025.7,"endTime":2029.33,"body":"got two minutes. Right. And in"},{"speaker":"Brian Lee","startTime":2029.33,"endTime":2034.34,"body":"those two minutes, I told the"},{"speaker":"Brian Lee","startTime":2029.33,"endTime":2034.34,"body":"entire vision of Legal Zoom, and"},{"speaker":"Brian Lee","startTime":2034.34,"endTime":2038.27,"body":"we were trying to do, and at the"},{"speaker":"Brian Lee","startTime":2034.34,"endTime":2038.27,"body":"end of it, he said, You know, I"},{"speaker":"Brian Lee","startTime":2038.27,"endTime":2043.85,"body":"get a lot of calls. But I really"},{"speaker":"Brian Lee","startTime":2038.27,"endTime":2043.85,"body":"liked this idea. Right? And, and"},{"speaker":"Brian Lee","startTime":2043.85,"endTime":2046.97,"body":"I'm thinking something's"},{"speaker":"Brian Lee","startTime":2043.85,"endTime":2046.97,"body":"somewhere. So why don't you call"},{"speaker":"Brian Lee","startTime":2046.97,"endTime":2051.4700000000003,"body":"tomorrow at a normal time, and"},{"speaker":"Brian Lee","startTime":2046.97,"endTime":2051.4700000000003,"body":"set up a time to meet with me"},{"speaker":"Brian Lee","startTime":2051.62,"endTime":2054.77,"body":"through my assistant? I said,"},{"speaker":"Brian Lee","startTime":2051.62,"endTime":2054.77,"body":"Sure. That sounds great. And so"},{"speaker":"Brian Lee","startTime":2054.77,"endTime":2057.32,"body":"we set up a meeting, and it was"},{"speaker":"Brian Lee","startTime":2054.77,"endTime":2057.32,"body":"off to the races after that."},{"speaker":"Randall Kaplan","startTime":2059.09,"endTime":2061.52,"body":"How many people"},{"speaker":"Randall Kaplan","startTime":2059.09,"endTime":2061.52,"body":"today now who want to get in"},{"speaker":"Randall Kaplan","startTime":2061.52,"endTime":2064.67,"body":"touch with somebody and they're"},{"speaker":"Randall Kaplan","startTime":2061.52,"endTime":2064.67,"body":"intimidated to do so it could be"},{"speaker":"Randall Kaplan","startTime":2064.67,"endTime":2067.1,"body":"they have a customer service"},{"speaker":"Randall Kaplan","startTime":2064.67,"endTime":2067.1,"body":"problem? They're not going to"},{"speaker":"Randall Kaplan","startTime":2067.1,"endTime":2070.13,"body":"email the CEO of United"},{"speaker":"Randall Kaplan","startTime":2067.1,"endTime":2070.13,"body":"Airlines. Why wouldn't you do"},{"speaker":"Randall Kaplan","startTime":2070.13,"endTime":2072.59,"body":"that? But if you're an"},{"speaker":"Randall Kaplan","startTime":2070.13,"endTime":2072.59,"body":"entrepreneur, there's so many"},{"speaker":"Randall Kaplan","startTime":2072.59,"endTime":2077.48,"body":"people you should call for"},{"speaker":"Randall Kaplan","startTime":2072.59,"endTime":2077.48,"body":"relationships, partnerships,"},{"speaker":"Randall Kaplan","startTime":2077.54,"endTime":2081.89,"body":"advice, mentorship, and so many"},{"speaker":"Randall Kaplan","startTime":2077.54,"endTime":2081.89,"body":"people don't do it. But people"},{"speaker":"Randall Kaplan","startTime":2081.89,"endTime":2084.08,"body":"do respond. What's your advice"},{"speaker":"Randall Kaplan","startTime":2081.89,"endTime":2084.08,"body":"to those people who are sitting"},{"speaker":"Randall Kaplan","startTime":2084.08,"endTime":2086.81,"body":"there thinking, I'm not going to"},{"speaker":"Randall Kaplan","startTime":2084.08,"endTime":2086.81,"body":"call that CEO, that person's"},{"speaker":"Randall Kaplan","startTime":2086.81,"endTime":2089.81,"body":"successful, that person is a"},{"speaker":"Randall Kaplan","startTime":2086.81,"endTime":2089.81,"body":"millionaire? They're never going"},{"speaker":"Randall Kaplan","startTime":2089.81,"endTime":2092.0,"body":"to take my call, they're never"},{"speaker":"Randall Kaplan","startTime":2089.81,"endTime":2092.0,"body":"going to return my call. But"},{"speaker":"Randall Kaplan","startTime":2092.03,"endTime":2093.4700000000003,"body":"what's your advice to all those"},{"speaker":"Randall Kaplan","startTime":2092.03,"endTime":2093.4700000000003,"body":"people?"},{"speaker":"Brian Lee","startTime":2094.76,"endTime":2097.94,"body":"Why not just just"},{"speaker":"Brian Lee","startTime":2094.76,"endTime":2097.94,"body":"make the call? It's not that"},{"speaker":"Brian Lee","startTime":2097.94,"endTime":2100.76,"body":"hard to pick up the phone. And"},{"speaker":"Brian Lee","startTime":2097.94,"endTime":2100.76,"body":"it's not that hard to email"},{"speaker":"Brian Lee","startTime":2100.76,"endTime":2104.51,"body":"someone wise, we'll try that."},{"speaker":"Brian Lee","startTime":2100.76,"endTime":2104.51,"body":"What's the worst that's gonna"},{"speaker":"Brian Lee","startTime":2104.51,"endTime":2108.17,"body":"happen? They say no, or they"},{"speaker":"Brian Lee","startTime":2104.51,"endTime":2108.17,"body":"don't respond. I live I've"},{"speaker":"Brian Lee","startTime":2108.17,"endTime":2111.98,"body":"gotten a million nose in my"},{"speaker":"Brian Lee","startTime":2108.17,"endTime":2111.98,"body":"life. Right? And a lot of people"},{"speaker":"Brian Lee","startTime":2111.98,"endTime":2116.4500000000003,"body":"who have hung up the phone on me"},{"speaker":"Brian Lee","startTime":2111.98,"endTime":2116.4500000000003,"body":"or not returned an email. It"},{"speaker":"Brian Lee","startTime":2116.4500000000003,"endTime":2120.6800000000003,"body":"doesn't stop me. You just keep"},{"speaker":"Brian Lee","startTime":2116.4500000000003,"endTime":2120.6800000000003,"body":"going. Right? And so a lot of"},{"speaker":"Brian Lee","startTime":2120.6800000000003,"endTime":2124.4900000000002,"body":"times you get those very"},{"speaker":"Brian Lee","startTime":2120.6800000000003,"endTime":2124.4900000000002,"body":"successful folks, entrepreneurs,"},{"speaker":"Brian Lee","startTime":2124.4900000000002,"endTime":2127.9100000000003,"body":"or bankers, or whoever it is"},{"speaker":"Brian Lee","startTime":2124.4900000000002,"endTime":2127.9100000000003,"body":"that you're trying to reach out"},{"speaker":"Brian Lee","startTime":2127.9100000000003,"endTime":2131.09,"body":"to, and they won't respond."},{"speaker":"Brian Lee","startTime":2127.9100000000003,"endTime":2131.09,"body":"Right? And they will because"},{"speaker":"Brian Lee","startTime":2131.1200000000003,"endTime":2134.2400000000002,"body":"they both find whatever you're"},{"speaker":"Brian Lee","startTime":2131.1200000000003,"endTime":2134.2400000000002,"body":"saying is interesting. Right?"},{"speaker":"Brian Lee","startTime":2134.2400000000002,"endTime":2137.51,"body":"And they want to take meetings"},{"speaker":"Brian Lee","startTime":2134.2400000000002,"endTime":2137.51,"body":"and it's kind of like this. You"},{"speaker":"Brian Lee","startTime":2137.51,"endTime":2141.65,"body":"hear the story. I remember I"},{"speaker":"Brian Lee","startTime":2137.51,"endTime":2141.65,"body":"read a story once about I can't"},{"speaker":"Brian Lee","startTime":2141.65,"endTime":2144.29,"body":"remember what actress it was,"},{"speaker":"Brian Lee","startTime":2141.65,"endTime":2144.29,"body":"but it was some, some actress"},{"speaker":"Brian Lee","startTime":2144.29,"endTime":2148.46,"body":"who said, you know, I think the"},{"speaker":"Brian Lee","startTime":2144.29,"endTime":2148.46,"body":"interviewer said, You must get"},{"speaker":"Brian Lee","startTime":2148.46,"endTime":2150.86,"body":"asked her all the time. You"},{"speaker":"Brian Lee","startTime":2148.46,"endTime":2150.86,"body":"know, you're single, you're"},{"speaker":"Brian Lee","startTime":2150.86,"endTime":2156.3500000000004,"body":"beautiful and that is She says,"},{"speaker":"Brian Lee","startTime":2150.86,"endTime":2156.3500000000004,"body":"no one ever asks me. Right? It's"},{"speaker":"Brian Lee","startTime":2156.3500000000004,"endTime":2160.46,"body":"probably the same. No one ever"},{"speaker":"Brian Lee","startTime":2156.3500000000004,"endTime":2160.46,"body":"really calls. No one cold calls"},{"speaker":"Brian Lee","startTime":2160.46,"endTime":2164.1200000000003,"body":"me right and no one cold calls"},{"speaker":"Brian Lee","startTime":2160.46,"endTime":2164.1200000000003,"body":"you well, not not often, right"},{"speaker":"Brian Lee","startTime":2164.1200000000003,"endTime":2167.57,"body":"so it's just it's just the way"},{"speaker":"Brian Lee","startTime":2164.1200000000003,"endTime":2167.57,"body":"it is people just don't take"},{"speaker":"Brian Lee","startTime":2167.57,"endTime":2169.7000000000003,"body":"advantage of picking up the"},{"speaker":"Brian Lee","startTime":2167.57,"endTime":2169.7000000000003,"body":"phone or sending an email"}]}