{"version":"1.0.0","segments":[{"speaker":"brian","startTime":0.05,"endTime":1.819,"body":"Carrie Smith,  welcome."},{"speaker":"brian","startTime":2.029,"endTime":2.539,"body":"How are you?"},{"speaker":"carey","startTime":3.409,"endTime":4.039,"body":"Hey Brian."},{"speaker":"carey","startTime":4.039,"endTime":4.85,"body":"How are you doing?"},{"speaker":"brian","startTime":5.869,"endTime":6.95,"body":"I'm doing awesome, man."},{"speaker":"brian","startTime":6.999,"endTime":11.073,"body":"I have to say, I interview a bunch of"},{"speaker":"brian","startTime":6.999,"endTime":11.073,"body":"guys on this show high powered guys"},{"speaker":"brian","startTime":11.073,"endTime":15.543,"body":"that have done big things, built bi"},{"speaker":"brian","startTime":11.073,"endTime":15.543,"body":"businesses, but man, you've gone about it"},{"speaker":"brian","startTime":15.603,"endTime":18.043,"body":"like you are just a certified badass man."},{"speaker":"brian","startTime":18.043,"endTime":21.497,"body":"I'll go ahead and give that to you"},{"speaker":"brian","startTime":18.043,"endTime":21.497,"body":"because your story and how you do"},{"speaker":"brian","startTime":21.497,"endTime":25.187,"body":"things is even more interesting to me"},{"speaker":"brian","startTime":21.497,"endTime":25.187,"body":"than the things that you actually did"},{"speaker":"brian","startTime":25.847,"endTime":27.527,"body":"because you just stick to your gun."},{"speaker":"brian","startTime":27.527,"endTime":27.573,"body":"No"},{"speaker":"carey","startTime":27.622,"endTime":28.492,"body":"that's interesting."},{"speaker":"carey","startTime":28.569,"endTime":28.864,"body":"No."},{"speaker":"carey","startTime":28.864,"endTime":30.244,"body":"And I'm not a badass."},{"speaker":"carey","startTime":30.244,"endTime":33.398,"body":"I was a big ass and it"},{"speaker":"carey","startTime":30.244,"endTime":33.398,"body":"was a cheap, big ass."},{"speaker":"carey","startTime":33.548,"endTime":35.408,"body":"So there's a difference."},{"speaker":"brian","startTime":36.158,"endTime":37.568,"body":"There's a huge difference, man."},{"speaker":"brian","startTime":37.568,"endTime":38.498,"body":"Key distinction."},{"speaker":"brian","startTime":38.618,"endTime":41.468,"body":"So I wanna start with a quote that's"},{"speaker":"brian","startTime":38.618,"endTime":41.468,"body":"actually on your LinkedIn, which"},{"speaker":"brian","startTime":41.468,"endTime":42.878,"body":"I'm sure you check all the time."},{"speaker":"brian","startTime":42.945,"endTime":46.286,"body":"But I found this really interesting"},{"speaker":"brian","startTime":42.945,"endTime":46.286,"body":"and I wanted to start the show with"},{"speaker":"brian","startTime":46.286,"endTime":49.646,"body":"what you think that you did differently"},{"speaker":"brian","startTime":46.286,"endTime":49.646,"body":"to be part of this statistic."},{"speaker":"brian","startTime":49.646,"endTime":53.156,"body":"And that statistic is, every year,"},{"speaker":"brian","startTime":49.646,"endTime":53.156,"body":"500,000 plus companies start."},{"speaker":"brian","startTime":53.891,"endTime":58.961,"body":", only 200 of those 500,000 ever hit a"},{"speaker":"brian","startTime":53.891,"endTime":58.961,"body":"hundred million dollars plus in revenue."},{"speaker":"brian","startTime":59.028,"endTime":64.056,"body":"You went zero to 300 million plus"},{"speaker":"brian","startTime":59.028,"endTime":64.056,"body":"in 18 years with big ass fans."},{"speaker":"brian","startTime":64.596,"endTime":68.854,"body":"What do you think separated you guys"},{"speaker":"brian","startTime":64.596,"endTime":68.854,"body":"to begin that made you one of that 200?"},{"speaker":"carey","startTime":68.858,"endTime":70.903,"body":"I think that"},{"speaker":"carey","startTime":68.858,"endTime":70.903,"body":"there's a couple of things."},{"speaker":"carey","startTime":70.903,"endTime":75.628,"body":"One of 'em I knew the market into which"},{"speaker":"carey","startTime":70.903,"endTime":75.628,"body":"I was selling, which is a big deal."},{"speaker":"carey","startTime":75.66,"endTime":82.701,"body":"I had, prior to starting the fan company"},{"speaker":"carey","startTime":75.66,"endTime":82.701,"body":"I had another company that that where"},{"speaker":"carey","startTime":82.701,"endTime":87.024,"body":"I sold to the same group typically,"},{"speaker":"carey","startTime":82.701,"endTime":87.024,"body":"which was maintenance directors and"},{"speaker":"carey","startTime":87.024,"endTime":89.544,"body":"maintenance supervisors, facilities, guys."},{"speaker":"carey","startTime":89.561,"endTime":93.78,"body":". And so I understood what their"},{"speaker":"carey","startTime":89.561,"endTime":93.78,"body":"problems were and I understood where"},{"speaker":"carey","startTime":93.78,"endTime":96.314,"body":"they fit within the organization."},{"speaker":"carey","startTime":96.899,"endTime":100.177,"body":"And I also understood"},{"speaker":"carey","startTime":96.899,"endTime":100.177,"body":"how much money they had."},{"speaker":"carey","startTime":100.207,"endTime":101.857,"body":"And all of these things are important."},{"speaker":"carey","startTime":101.886,"endTime":104.55,"body":"If you're starting a company"},{"speaker":"carey","startTime":101.886,"endTime":104.55,"body":"you should know these things."},{"speaker":"carey","startTime":104.88,"endTime":111.359,"body":"I it strikes me odd that I read about"},{"speaker":"carey","startTime":104.88,"endTime":111.359,"body":"people or suggestions, follow your"},{"speaker":"carey","startTime":111.629,"endTime":113.579,"body":"dreams and do this sort of thing."},{"speaker":"carey","startTime":113.584,"endTime":117.719,"body":"That's just that if you wanna waste some"},{"speaker":"carey","startTime":113.584,"endTime":117.719,"body":"time, that's a good way to waste it."},{"speaker":"carey","startTime":118.049,"endTime":121.676,"body":"You should know before you start, you"},{"speaker":"carey","startTime":118.049,"endTime":121.676,"body":"should treat it like it's, you don't"},{"speaker":"carey","startTime":121.676,"endTime":127.134,"body":"start a race a foot race without knowing"},{"speaker":"carey","startTime":121.676,"endTime":127.134,"body":"how far you're gonna run or where you're"},{"speaker":"carey","startTime":127.134,"endTime":128.964,"body":"running to, where the finish line is."},{"speaker":"carey","startTime":129.474,"endTime":132.294,"body":"And the same thing is true"},{"speaker":"carey","startTime":129.474,"endTime":132.294,"body":"in starting a business."},{"speaker":"carey","startTime":132.382,"endTime":134.272,"body":"And you have to know that."},{"speaker":"carey","startTime":134.272,"endTime":138.814,"body":"As a matter of fact, what we"},{"speaker":"carey","startTime":134.272,"endTime":138.814,"body":"do now is we do investments."},{"speaker":"carey","startTime":138.814,"endTime":140.614,"body":"We're basically a VC firm."},{"speaker":"carey","startTime":140.614,"endTime":144.956,"body":"But I think that one of the most important"},{"speaker":"carey","startTime":140.614,"endTime":144.956,"body":"things are the main markers that we're"},{"speaker":"carey","startTime":144.956,"endTime":151.256,"body":"looking for people that not so much, oh my"},{"speaker":"carey","startTime":144.956,"endTime":151.256,"body":"God, this is my life's dream to do this,"},{"speaker":"carey","startTime":151.556,"endTime":153.716,"body":"but that I understand where I'm going."},{"speaker":"carey","startTime":153.716,"endTime":155.756,"body":"I understand how large the market is."},{"speaker":"carey","startTime":156.056,"endTime":159.372,"body":"I understand the market"},{"speaker":"carey","startTime":156.056,"endTime":159.372,"body":"channels, the sales channels."},{"speaker":"carey","startTime":159.385,"endTime":162.205,"body":"I know my customer, if you know"},{"speaker":"carey","startTime":159.385,"endTime":162.205,"body":"your customer, if you know those"},{"speaker":"carey","startTime":162.205,"endTime":164.774,"body":"things, you're halfway there."},{"speaker":"carey","startTime":164.793,"endTime":165.538,"body":"You really are."},{"speaker":"brian","startTime":166.558,"endTime":169.288,"body":"I like, there's a quote that"},{"speaker":"brian","startTime":166.558,"endTime":169.288,"body":"you said that I really like, and"},{"speaker":"brian","startTime":169.293,"endTime":172.108,"body":"it applies in business and I don't"},{"speaker":"brian","startTime":169.293,"endTime":172.108,"body":"feel like nearly enough people do"},{"speaker":"brian","startTime":172.108,"endTime":175.288,"body":"this, where it says, start with"},{"speaker":"brian","startTime":172.108,"endTime":175.288,"body":"the problem, build the solution."},{"speaker":"brian","startTime":175.858,"endTime":176.998,"body":"So what was the problem?"},{"speaker":"brian","startTime":177.868,"endTime":178.078,"body":"Yeah."},{"speaker":"brian","startTime":178.078,"endTime":179.968,"body":"So what was the problem"},{"speaker":"brian","startTime":178.078,"endTime":179.968,"body":"that you were seeing?"},{"speaker":"brian","startTime":179.973,"endTime":183.371,"body":", when you were looking out at the"},{"speaker":"brian","startTime":179.973,"endTime":183.371,"body":"market you were like, whoa, okay."},{"speaker":"brian","startTime":183.521,"endTime":185.621,"body":"What's going on here"},{"speaker":"brian","startTime":183.521,"endTime":185.621,"body":"and how can I fix this?"},{"speaker":"carey","startTime":187.241,"endTime":191.421,"body":"the problem is or"},{"speaker":"carey","startTime":187.241,"endTime":191.421,"body":"was, and I guess it still is."},{"speaker":"carey","startTime":191.421,"endTime":194.601,"body":"I, I can't say that I'm that"},{"speaker":"carey","startTime":191.421,"endTime":194.601,"body":"close to the market anymore, but"},{"speaker":"carey","startTime":195.141,"endTime":199.719,"body":"Is that in the us especially in"},{"speaker":"carey","startTime":195.141,"endTime":199.719,"body":"the south a lot of people work in"},{"speaker":"carey","startTime":199.767,"endTime":202.227,"body":"facilities or did work in facilities."},{"speaker":"carey","startTime":202.797,"endTime":205.362,"body":"that were not conditioned,"},{"speaker":"carey","startTime":202.797,"endTime":205.362,"body":"especially in the summer."},{"speaker":"carey","startTime":205.842,"endTime":210.056,"body":"And incredibly difficult"},{"speaker":"carey","startTime":205.842,"endTime":210.056,"body":"working conditions."},{"speaker":"carey","startTime":210.566,"endTime":215.89,"body":"And the maintenance facility"},{"speaker":"carey","startTime":210.566,"endTime":215.89,"body":"staffs really had very few"},{"speaker":"carey","startTime":215.89,"endTime":217.661,"body":"ways to to handle the problem."},{"speaker":"carey","startTime":217.666,"endTime":222.011,"body":"And they could buy a lot of little fans,"},{"speaker":"carey","startTime":217.666,"endTime":222.011,"body":"obviously they could air condition,"},{"speaker":"carey","startTime":222.011,"endTime":226.796,"body":"but the cost of installing a huge,"},{"speaker":"carey","startTime":222.011,"endTime":226.796,"body":"you're talking about big places."},{"speaker":"carey","startTime":226.843,"endTime":232.454,"body":"These places typically from a"},{"speaker":"carey","startTime":226.843,"endTime":232.454,"body":"hundred thousand to a million square."},{"speaker":"carey","startTime":232.454,"endTime":232.774,"body":"Square feet."},{"speaker":"carey","startTime":232.774,"endTime":233.314,"body":"Square feet, yeah."},{"speaker":"carey","startTime":233.734,"endTime":234.124,"body":"Yeah."},{"speaker":"carey","startTime":234.129,"endTime":239.743,"body":"So it very large it's large and to"},{"speaker":"carey","startTime":234.129,"endTime":239.743,"body":"install an air conditioning system be"},{"speaker":"carey","startTime":239.803,"endTime":241.513,"body":"tens of millions of dollars and then to."},{"speaker":"carey","startTime":242.808,"endTime":243.678,"body":"very expensive."},{"speaker":"carey","startTime":244.308,"endTime":248.774,"body":"And so I knew that was a problem and"},{"speaker":"carey","startTime":244.308,"endTime":248.774,"body":"I knew that I'd studied quite a bit"},{"speaker":"carey","startTime":248.774,"endTime":254.021,"body":"as related to human physiology and"},{"speaker":"carey","startTime":248.774,"endTime":254.021,"body":"productivity and so on over the years."},{"speaker":"carey","startTime":254.021,"endTime":258.565,"body":"And I knew that what would work"},{"speaker":"carey","startTime":254.021,"endTime":258.565,"body":"in the situation was going to be"},{"speaker":"carey","startTime":258.565,"endTime":262.885,"body":"air movement because the sort of"},{"speaker":"carey","startTime":258.565,"endTime":262.885,"body":"cooling we were involved with prior"},{"speaker":"carey","startTime":262.934,"endTime":267.602,"body":"involved indirect cooling and not"},{"speaker":"carey","startTime":262.934,"endTime":267.602,"body":"nearly as effective, very difficult."},{"speaker":"carey","startTime":267.602,"endTime":272.504,"body":"But this, people like fans, they"},{"speaker":"carey","startTime":267.602,"endTime":272.504,"body":"think they understand fans and"},{"speaker":"carey","startTime":272.504,"endTime":276.638,"body":"they do, everybody understands"},{"speaker":"carey","startTime":272.504,"endTime":276.638,"body":"how it works and much easier sell."},{"speaker":"carey","startTime":276.638,"endTime":278.057,"body":"And that's all it was."},{"speaker":"carey","startTime":278.121,"endTime":283.147,"body":"I knew what the problem was"},{"speaker":"carey","startTime":278.121,"endTime":283.147,"body":"and I was lucky at the time."},{"speaker":"carey","startTime":283.211,"endTime":284.797,"body":"And this is  pre."},{"speaker":"carey","startTime":284.893,"endTime":288.355,"body":"I wouldn't say it's pre-internet,"},{"speaker":"carey","startTime":284.893,"endTime":288.355,"body":"but it was it was where you"},{"speaker":"carey","startTime":288.355,"endTime":293.309,"body":"still found, at least with trade"},{"speaker":"carey","startTime":288.355,"endTime":293.309,"body":"publications, they were printed."},{"speaker":"carey","startTime":293.324,"endTime":297.71,"body":"And I wrote an awful lot for these"},{"speaker":"carey","startTime":293.324,"endTime":297.71,"body":"various publications over the years."},{"speaker":"carey","startTime":298.37,"endTime":304.27,"body":"And I also read them, God forbid I"},{"speaker":"carey","startTime":298.37,"endTime":304.27,"body":"hate to admit to that, but sometimes"},{"speaker":"carey","startTime":304.27,"endTime":306.61,"body":"you have to, you just publicly man."},{"speaker":"carey","startTime":307.12,"endTime":311.962,"body":"Yeah, , you could find interesting things"},{"speaker":"carey","startTime":307.12,"endTime":311.962,"body":"and and and so I did, I, in reading one"},{"speaker":"carey","startTime":311.962,"endTime":316.035,"body":"of the publications that I was writing"},{"speaker":"carey","startTime":311.962,"endTime":316.035,"body":"for a company, a little machine shop"},{"speaker":"carey","startTime":316.095,"endTime":322.515,"body":"ran an ad talking about this big fan"},{"speaker":"carey","startTime":316.095,"endTime":322.515,"body":"and I thought, holy cow, that's it."},{"speaker":"carey","startTime":322.52,"endTime":323.835,"body":"That's exactly what I need."},{"speaker":"carey","startTime":324.375,"endTime":327.855,"body":"And so I called them up and they had sold,"},{"speaker":"carey","startTime":324.375,"endTime":327.855,"body":"I think they'd been doing it for a couple"},{"speaker":"carey","startTime":327.855,"endTime":330.245,"body":"of years, and they'd sold 17 of 'em."},{"speaker":"carey","startTime":330.495,"endTime":334.085,"body":"And actually they hadn't actually"},{"speaker":"carey","startTime":330.495,"endTime":334.085,"body":"sold 17 of 'em because one of the"},{"speaker":"carey","startTime":334.085,"endTime":338.945,"body":"first things they asked me to do when"},{"speaker":"carey","startTime":334.085,"endTime":338.945,"body":"I said, look, I know how to do this."},{"speaker":"carey","startTime":339.013,"endTime":343.487,"body":"I'll market sell this globally"},{"speaker":"carey","startTime":339.013,"endTime":343.487,"body":"and handle those problems for you."},{"speaker":"carey","startTime":343.787,"endTime":347.211,"body":"And the first problem they said was,"},{"speaker":"carey","startTime":343.787,"endTime":347.211,"body":"can, do you think you can collect from"},{"speaker":"carey","startTime":347.436,"endTime":350.04,"body":"our customers the, these 17 people"},{"speaker":"carey","startTime":350.68,"endTime":351.711,"body":"And it's I'm gonna try."},{"speaker":"carey","startTime":351.779,"endTime":353.617,"body":"I didn't honestly, I couldn't do that."},{"speaker":"carey","startTime":353.947,"endTime":359.416,"body":"But but the point there is I knew it"},{"speaker":"carey","startTime":353.947,"endTime":359.416,"body":"when I saw it and and we made a deal"},{"speaker":"carey","startTime":359.416,"endTime":364.969,"body":"and we wound up buying the intellectual"},{"speaker":"carey","startTime":359.416,"endTime":364.969,"body":"property of the, of that company."},{"speaker":"carey","startTime":365.419,"endTime":367.489,"body":"And then we started manufacturing fans."},{"speaker":"carey","startTime":367.489,"endTime":370.958,"body":"And this was like between 99, 19 99."},{"speaker":"carey","startTime":370.958,"endTime":373.31,"body":". And about 2002, 2003."},{"speaker":"brian","startTime":373.369,"endTime":375.813,"body":"And I love how you"},{"speaker":"brian","startTime":373.369,"endTime":375.813,"body":"started this company out."},{"speaker":"brian","startTime":375.906,"endTime":379.026,"body":"We won't go too deep into the details"},{"speaker":"brian","startTime":375.906,"endTime":379.026,"body":"and the specifics of the actual"},{"speaker":"brian","startTime":379.026,"endTime":382.326,"body":"technology behind it, which I actually"},{"speaker":"brian","startTime":379.026,"endTime":382.326,"body":"believe it or not, researched."},{"speaker":"brian","startTime":382.536,"endTime":387.276,"body":"So you actually started as H V L S"},{"speaker":"brian","startTime":382.536,"endTime":387.276,"body":"fans, so high volume, low speed, and"},{"speaker":"brian","startTime":387.276,"endTime":389.196,"body":"then, so you were solving two problems."},{"speaker":"brian","startTime":389.196,"endTime":392.586,"body":"You were solving the problem for the"},{"speaker":"brian","startTime":389.196,"endTime":392.586,"body":"consumer on the floor cuz they were hot as"},{"speaker":"brian","startTime":392.586,"endTime":396.846,"body":"hell and sweaty and you were also solving"},{"speaker":"brian","startTime":392.586,"endTime":396.846,"body":"an economic problem for the company."},{"speaker":"brian","startTime":396.846,"endTime":398.766,"body":"So then it was just someone two punch."},{"speaker":"brian","startTime":399.186,"endTime":403.746,"body":"And the reason I know this was, believe"},{"speaker":"brian","startTime":399.186,"endTime":403.746,"body":"it or not, Carrie, my profession before"},{"speaker":"brian","startTime":403.746,"endTime":408.68,"body":"I was just a schmuck talking on a"},{"speaker":"brian","startTime":403.746,"endTime":408.68,"body":"podcast was I sold uniforms for a living."},{"speaker":"brian","startTime":409.65,"endTime":412.4,"body":"Oh, guess where, I guess where I was 24 7."},{"speaker":"brian","startTime":412.52,"endTime":414.2,"body":"I was in the same factories."},{"speaker":"brian","startTime":414.26,"endTime":419.32,"body":"I was in the same manufacturing plants  so"},{"speaker":"brian","startTime":414.26,"endTime":419.32,"body":"I was very familiar with your problem and"},{"speaker":"brian","startTime":419.32,"endTime":423.61,"body":"your solution, so that's why it's pretty"},{"speaker":"brian","startTime":419.32,"endTime":423.61,"body":"cool full circle today to be over here."},{"speaker":"brian","startTime":424.19,"endTime":429.17,"body":"I want to talk about the transition from"},{"speaker":"brian","startTime":424.19,"endTime":429.17,"body":"H V L S fans that you're selling to big"},{"speaker":"brian","startTime":429.17,"endTime":434.231,"body":"ass fans because we're talking about the"},{"speaker":"brian","startTime":429.17,"endTime":434.231,"body":"tam, the total addressable market here"},{"speaker":"brian","startTime":434.236,"endTime":436.361,"body":"and the people that you're selling to."},{"speaker":"brian","startTime":437.081,"endTime":441.161,"body":"The branding played perfectly"},{"speaker":"brian","startTime":437.081,"endTime":441.161,"body":"into that personality type."},{"speaker":"brian","startTime":441.371,"endTime":446.541,"body":"Talk about , your positioning from"},{"speaker":"brian","startTime":441.371,"endTime":446.541,"body":"the technical term to the brand name"},{"speaker":"brian","startTime":446.691,"endTime":448.431,"body":"and how that impacted your business."},{"speaker":"carey","startTime":450.396,"endTime":454.737,"body":"I think that it was it was"},{"speaker":"carey","startTime":450.396,"endTime":454.737,"body":"interesting and the, we've got a"},{"speaker":"carey","startTime":454.737,"endTime":460.56,"body":"lot of pushback when we changed"},{"speaker":"carey","startTime":454.737,"endTime":460.56,"body":"the name from H V L S to big Ass."},{"speaker":"carey","startTime":461.01,"endTime":466.35,"body":"And it was funny because I thought"},{"speaker":"carey","startTime":461.01,"endTime":466.35,"body":"that was funny that we got pushback."},{"speaker":"carey","startTime":466.355,"endTime":468.87,"body":"And you're exactly right."},{"speaker":"carey","startTime":469.14,"endTime":473.297,"body":"The guys and the gals, there were"},{"speaker":"carey","startTime":469.14,"endTime":473.297,"body":"more guys than gals, in the, in"},{"speaker":"carey","startTime":473.297,"endTime":478.877,"body":"those positions, but they, it"},{"speaker":"carey","startTime":473.297,"endTime":478.877,"body":"was like our sense of humors."},{"speaker":"carey","startTime":478.877,"endTime":479.747,"body":"They aligned."},{"speaker":"carey","startTime":479.752,"endTime":479.807,"body":"Yeah."},{"speaker":"carey","startTime":479.833,"endTime":482.786,"body":"And so then we could get away"},{"speaker":"carey","startTime":479.833,"endTime":482.786,"body":"with an awful lot of stuff"},{"speaker":"carey","startTime":482.816,"endTime":484.616,"body":"and we got a lot of pushback."},{"speaker":"carey","startTime":485.186,"endTime":486.746,"body":"But these people loved it."},{"speaker":"carey","startTime":486.746,"endTime":488.126,"body":"Our customers loved it."},{"speaker":"carey","startTime":488.161,"endTime":489.89,"body":"Our wannabe customers loved it."},{"speaker":"carey","startTime":489.897,"endTime":492.763,"body":"And and they would write"},{"speaker":"carey","startTime":489.897,"endTime":492.763,"body":"us letters all the time."},{"speaker":"carey","startTime":492.793,"endTime":495.313,"body":"You know about, I don't know"},{"speaker":"carey","startTime":492.793,"endTime":495.313,"body":"where these people get off."},{"speaker":"carey","startTime":495.313,"endTime":499.561,"body":"I go to church every Sunday"},{"speaker":"carey","startTime":495.313,"endTime":499.561,"body":"and , Mary rode to Bethlehem"},{"speaker":"carey","startTime":499.561,"endTime":501.691,"body":"on a, the back of an ass."},{"speaker":"carey","startTime":501.691,"endTime":503.009,"body":"And what the hell is this?"},{"speaker":"carey","startTime":503.009,"endTime":504.069,"body":"And it was great."},{"speaker":"carey","startTime":504.069,"endTime":508.331,"body":"It was super duper . And then it"},{"speaker":"carey","startTime":504.069,"endTime":508.331,"body":"allowed us to do, I made it very"},{"speaker":"carey","startTime":508.336,"endTime":511.391,"body":"easy for us really to do the hats."},{"speaker":"carey","startTime":511.43,"endTime":512.475,"body":"We had big ass hats."},{"speaker":"carey","startTime":512.48,"endTime":516.717,"body":"We had these little donkeys that toys"},{"speaker":"carey","startTime":512.48,"endTime":516.717,"body":"that we used to have fights with,"},{"speaker":"carey","startTime":516.717,"endTime":521.296,"body":"and we used to, yeah, of course,"},{"speaker":"carey","startTime":516.717,"endTime":521.296,"body":"video that and people, I don't know."},{"speaker":"carey","startTime":521.296,"endTime":526.057,"body":"It was, we had a culture that"},{"speaker":"carey","startTime":521.296,"endTime":526.057,"body":"I think people working in"},{"speaker":"carey","startTime":526.062,"endTime":527.587,"body":"other companies aspired to."},{"speaker":"carey","startTime":527.658,"endTime":534.528,"body":"People honestly, I think wanted,"},{"speaker":"carey","startTime":527.658,"endTime":534.528,"body":"they wanted to work for us."},{"speaker":"carey","startTime":534.588,"endTime":540.708,"body":"And at some point, at some level,"},{"speaker":"carey","startTime":534.588,"endTime":540.708,"body":"and we even had architects tell us,"},{"speaker":"carey","startTime":540.785,"endTime":543.592,"body":"years later that, I was so anxious."},{"speaker":"carey","startTime":543.592,"endTime":547.872,"body":"I knew I was gonna be able to"},{"speaker":"carey","startTime":543.592,"endTime":547.872,"body":"specify a big ass fan sometime, and"},{"speaker":"carey","startTime":547.872,"endTime":551.794,"body":"here it is and I'm able to put it"},{"speaker":"carey","startTime":547.872,"endTime":551.794,"body":"on my title block that, this is a"},{"speaker":"carey","startTime":551.799,"endTime":553.834,"body":"big ass fan and so forth and so on."},{"speaker":"carey","startTime":553.887,"endTime":561.197,"body":"It was a we built a culture that promoted"},{"speaker":"carey","startTime":553.887,"endTime":561.197,"body":"I don't know, inclusion, and in, in a,"},{"speaker":"carey","startTime":561.198,"endTime":565.128,"body":"the way we looked at it, the way I look"},{"speaker":"carey","startTime":561.198,"endTime":565.128,"body":"at these things, we did everything."},{"speaker":"carey","startTime":565.788,"endTime":568.023,"body":", we did our manufacturing"},{"speaker":"carey","startTime":565.788,"endTime":568.023,"body":"all in the States."},{"speaker":"carey","startTime":568.041,"endTime":572.101,"body":", and we , the people we used as"},{"speaker":"carey","startTime":568.041,"endTime":572.101,"body":"suppliers were very close to us."},{"speaker":"carey","startTime":572.123,"endTime":574.19,"body":"In terms of geographically close."},{"speaker":"carey","startTime":574.7,"endTime":578.18,"body":"And that made a difference because it"},{"speaker":"carey","startTime":574.7,"endTime":578.18,"body":"meant that if we had a problem with"},{"speaker":"carey","startTime":578.185,"endTime":582.95,"body":"one thing or another, and when you're"},{"speaker":"carey","startTime":578.185,"endTime":582.95,"body":"manufacturing is, it's not software"},{"speaker":"carey","startTime":582.95,"endTime":587.72,"body":"and you do have problems and you do"},{"speaker":"carey","startTime":582.95,"endTime":587.72,"body":"have to go see your suppliers and"},{"speaker":"carey","startTime":588.11,"endTime":590.193,"body":"occasionally whack 'em over the head."},{"speaker":"carey","startTime":590.201,"endTime":593.321,"body":"But, and it helps if they're very"},{"speaker":"carey","startTime":590.201,"endTime":593.321,"body":"close to you, if you're, if we"},{"speaker":"carey","startTime":593.326,"endTime":597.677,"body":"were, making the product in China,"},{"speaker":"carey","startTime":593.326,"endTime":597.677,"body":"it's a completely outta control."},{"speaker":"carey","startTime":597.677,"endTime":599.822,"body":"But we were very focused on quality."},{"speaker":"carey","startTime":599.889,"endTime":603.5,"body":"Because I always felt that the"},{"speaker":"carey","startTime":599.889,"endTime":603.5,"body":"customer was, the customer should"},{"speaker":"carey","startTime":603.5,"endTime":607.75,"body":"be you should do for the customer as"},{"speaker":"carey","startTime":603.5,"endTime":607.75,"body":"you would have somebody do for you."},{"speaker":"carey","startTime":608.11,"endTime":612.251,"body":"And in order to do that and actually"},{"speaker":"carey","startTime":608.11,"endTime":612.251,"body":"execute on that, you have to."},{"speaker":"carey","startTime":612.251,"endTime":615.063,"body":"Treat your employees or the people"},{"speaker":"carey","startTime":612.251,"endTime":615.063,"body":"that are working with you the same"},{"speaker":"carey","startTime":615.063,"endTime":618.487,"body":"way, because you can't, all of us have"},{"speaker":"carey","startTime":615.063,"endTime":618.487,"body":"seen situations where, you know the"},{"speaker":"carey","startTime":618.492,"endTime":623.121,"body":"sales clerk or the stocking clerk or"},{"speaker":"carey","startTime":618.492,"endTime":623.121,"body":"whatever, they feel like, I'm, they're"},{"speaker":"carey","startTime":623.121,"endTime":625.371,"body":"put upon, they're not being paid properly."},{"speaker":"carey","startTime":625.581,"endTime":629.683,"body":"They, maybe they're even working in a,"},{"speaker":"carey","startTime":625.581,"endTime":629.683,"body":"an air conditioned or un fanned building."},{"speaker":"carey","startTime":629.683,"endTime":634.547,"body":"But and then the company for which they"},{"speaker":"carey","startTime":629.683,"endTime":634.547,"body":"work imagines that they're providing"},{"speaker":"carey","startTime":634.607,"endTime":637.787,"body":"top quality service to their customers."},{"speaker":"carey","startTime":637.792,"endTime":638.777,"body":"And that's just bullshit."},{"speaker":"carey","startTime":638.782,"endTime":639.587,"body":"That doesn't happen."},{"speaker":"carey","startTime":640.097,"endTime":643.307,"body":"And if you wanna make sure that the"},{"speaker":"carey","startTime":640.097,"endTime":643.307,"body":"customers treated properly, you have to"},{"speaker":"carey","startTime":643.312,"endTime":645.714,"body":"put the employee on the same pedestal."},{"speaker":"carey","startTime":645.714,"endTime":647.214,"body":"They have to be pedestal the same."},{"speaker":"carey","startTime":647.281,"endTime":650.777,"body":"And it, as a matter of fact the"},{"speaker":"carey","startTime":647.281,"endTime":650.777,"body":"suppliers do too, because you get a lot"},{"speaker":"carey","startTime":650.777,"endTime":655.727,"body":"of ideas from suppliers, but you treat"},{"speaker":"carey","startTime":650.777,"endTime":655.727,"body":"everybody the way you want to be treated."},{"speaker":"carey","startTime":655.727,"endTime":657.167,"body":"This is like kindergarten."},{"speaker":"carey","startTime":657.211,"endTime":657.866,"body":"It's nothing."},{"speaker":"carey","startTime":657.866,"endTime":660.056,"body":"It's just like the simplest"},{"speaker":"carey","startTime":657.866,"endTime":660.056,"body":"stuff in the world."},{"speaker":"carey","startTime":660.611,"endTime":661.271,"body":"But nobody does that."},{"speaker":"carey","startTime":661.271,"endTime":667.169,"body":"And when you do that, yeah when you"},{"speaker":"carey","startTime":661.271,"endTime":667.169,"body":"do that and you have fun and people,"},{"speaker":"carey","startTime":667.169,"endTime":670.85,"body":"since you're having fun and I mean"},{"speaker":"carey","startTime":667.169,"endTime":670.85,"body":"we had we had a lot of things."},{"speaker":"carey","startTime":670.977,"endTime":671.907,"body":"But that's what we did."},{"speaker":"carey","startTime":671.907,"endTime":676.827,"body":"And so we had this culture"},{"speaker":"carey","startTime":671.907,"endTime":676.827,"body":"that we exported in essence"},{"speaker":"carey","startTime":676.844,"endTime":677.967,"body":"and it was very popular."},{"speaker":"brian","startTime":677.967,"endTime":680.841,"body":"And I love that you say that"},{"speaker":"brian","startTime":677.967,"endTime":680.841,"body":"because I don't know if this was"},{"speaker":"brian","startTime":680.841,"endTime":685.283,"body":"still still the status quo, but I"},{"speaker":"brian","startTime":680.841,"endTime":685.283,"body":"know back in 2014,  you were paying"},{"speaker":"brian","startTime":685.288,"endTime":688.613,"body":"your employees 30% above the minimum."},{"speaker":"brian","startTime":688.973,"endTime":691.318,"body":"And I knew that goes"},{"speaker":"brian","startTime":688.973,"endTime":691.318,"body":"back from the article."},{"speaker":"brian","startTime":691.318,"endTime":695.218,"body":"There's two specific stories about"},{"speaker":"brian","startTime":691.318,"endTime":695.218,"body":"where your mom got a ham as a"},{"speaker":"brian","startTime":695.218,"endTime":697.318,"body":"freaking bonus for working  all year."},{"speaker":"brian","startTime":697.318,"endTime":700.871,"body":"And then she used to come home and"},{"speaker":"brian","startTime":697.318,"endTime":700.871,"body":"be like, Carrie I'm getting a ham."},{"speaker":"brian","startTime":700.871,"endTime":702.821,"body":"I'm getting a $5 ham for all this extra."},{"speaker":"brian","startTime":703.711,"endTime":707.711,"body":"and you had a conversation with a, with"},{"speaker":"brian","startTime":703.711,"endTime":707.711,"body":"one of your bosses or some executives"},{"speaker":"brian","startTime":707.711,"endTime":710.651,"body":"when you were working and selling"},{"speaker":"brian","startTime":707.711,"endTime":710.651,"body":"insurance back in your twenties that"},{"speaker":"brian","startTime":710.861,"endTime":713.081,"body":"formulated this whole idea of culture."},{"speaker":"brian","startTime":713.081,"endTime":714.759,"body":"You wanna share where"},{"speaker":"brian","startTime":713.081,"endTime":714.759,"body":"that conversation was?"},{"speaker":"carey","startTime":714.782,"endTime":719.147,"body":"It was it was interesting"},{"speaker":"carey","startTime":714.782,"endTime":719.147,"body":"because it was reinsurance and we had"},{"speaker":"carey","startTime":719.147,"endTime":723.647,"body":"a company meeting and there were a"},{"speaker":"carey","startTime":719.147,"endTime":723.647,"body":"number of us that were relatively young,"},{"speaker":"carey","startTime":723.647,"endTime":728.584,"body":"and we were there and we thought, we"},{"speaker":"carey","startTime":723.647,"endTime":728.584,"body":"were proud as w as anybody would be."},{"speaker":"carey","startTime":728.669,"endTime":734.48,"body":"And this fellow who is an, as an"},{"speaker":"carey","startTime":728.669,"endTime":734.48,"body":"officer of the company just offhandedly"},{"speaker":"carey","startTime":734.72,"endTime":738.446,"body":"says, to a group of us I could pay"},{"speaker":"carey","startTime":734.72,"endTime":738.446,"body":"you guys twice what I'm paying you."},{"speaker":"carey","startTime":738.446,"endTime":740.246,"body":"And nobody would ever even notice that."},{"speaker":"carey","startTime":741.101,"endTime":742.691,"body":"and I thought, you son of a bitch."},{"speaker":"carey","startTime":742.823,"endTime":744.593,"body":". Seriously, I thought so much of this guy."},{"speaker":"carey","startTime":744.623,"endTime":746.393,"body":"I want to tell you how"},{"speaker":"carey","startTime":744.623,"endTime":746.393,"body":"much of this guy I thought."},{"speaker":"carey","startTime":746.753,"endTime":748.198,"body":"And I didn't do, what can you do?"},{"speaker":"carey","startTime":748.228,"endTime":750.418,"body":"Cuz I was just a fluky."},{"speaker":"carey","startTime":750.418,"endTime":755.196,"body":"But when he kicked the bucket and he"},{"speaker":"carey","startTime":750.418,"endTime":755.196,"body":"did and it was actually printed in the"},{"speaker":"carey","startTime":755.196,"endTime":757.61,"body":"New York Times I thought, there you go."},{"speaker":"carey","startTime":757.657,"endTime":759.606,"body":"Finally, that asshole is outta here."},{"speaker":"carey","startTime":759.816,"endTime":767.316,"body":"But that was just, that just indicated"},{"speaker":"carey","startTime":759.816,"endTime":767.316,"body":"to me that I had no real value nor any"},{"speaker":"carey","startTime":767.316,"endTime":769.506,"body":"of the rest of us have any real value."},{"speaker":"carey","startTime":770.136,"endTime":773.616,"body":"And that is not the way you"},{"speaker":"carey","startTime":770.136,"endTime":773.616,"body":"get the best outta people."},{"speaker":"carey","startTime":773.616,"endTime":777.724,"body":"And I think that when you have the"},{"speaker":"carey","startTime":773.616,"endTime":777.724,"body":"opportunity, I think one of the one."},{"speaker":"carey","startTime":778.414,"endTime":782.554,"body":"Things about running a business,"},{"speaker":"carey","startTime":778.414,"endTime":782.554,"body":"which I don't know the people talk"},{"speaker":"carey","startTime":782.554,"endTime":788.204,"body":"about all the time, but it's not to"},{"speaker":"carey","startTime":782.554,"endTime":788.204,"body":"make the money the opportunity you"},{"speaker":"carey","startTime":788.204,"endTime":791.834,"body":"get to change other people's lives."},{"speaker":"carey","startTime":791.984,"endTime":793.904,"body":"And I don't mean this"},{"speaker":"carey","startTime":791.984,"endTime":793.904,"body":"in a touchy-feely way."},{"speaker":"carey","startTime":793.92,"endTime":794.644,"body":"They have to work."},{"speaker":"carey","startTime":794.644,"endTime":796.131,"body":"If they don't work, they get canned."},{"speaker":"carey","startTime":796.16,"endTime":797.42,"body":"That's, yeah, that's life."},{"speaker":"carey","startTime":798.02,"endTime":802.277,"body":"But I'm talking about pulling"},{"speaker":"carey","startTime":798.02,"endTime":802.277,"body":"together a good team and making"},{"speaker":"carey","startTime":802.277,"endTime":806.867,"body":"sure that you're paying them more"},{"speaker":"carey","startTime":802.277,"endTime":806.867,"body":"than they can be paid elsewhere."},{"speaker":"carey","startTime":806.897,"endTime":812.097,"body":"And your product is made by,"},{"speaker":"carey","startTime":806.897,"endTime":812.097,"body":"their or by their neighbors."},{"speaker":"carey","startTime":812.097,"endTime":816.777,"body":"In terms of the supplies, I mean that"},{"speaker":"carey","startTime":812.097,"endTime":816.777,"body":"you can do what the hell you want to do."},{"speaker":"carey","startTime":816.786,"endTime":819.888,"body":"If you make a quality product, and"},{"speaker":"carey","startTime":816.786,"endTime":819.888,"body":"I think this is true of anything"},{"speaker":"carey","startTime":819.955,"endTime":824.168,"body":"whether it's fans or ice cream or"},{"speaker":"carey","startTime":819.955,"endTime":824.168,"body":"gelato, it doesn't matter what it is."},{"speaker":"carey","startTime":824.235,"endTime":830.46,"body":"If you make a quality product,  and the"},{"speaker":"carey","startTime":824.235,"endTime":830.46,"body":"cost, you shouldn't try to continually"},{"speaker":"carey","startTime":830.46,"endTime":834.306,"body":"be reducing the cost so that you"},{"speaker":"carey","startTime":830.46,"endTime":834.306,"body":"can put more money at the hopper."},{"speaker":"carey","startTime":834.365,"endTime":838.655,"body":"You have to make money, but you should"},{"speaker":"carey","startTime":834.365,"endTime":838.655,"body":"make the best product that can be"},{"speaker":"carey","startTime":838.655,"endTime":843.849,"body":"made for whatever amount of money that"},{"speaker":"carey","startTime":838.655,"endTime":843.849,"body":"is, that it costs, and and you should"},{"speaker":"carey","startTime":843.849,"endTime":848.679,"body":"charge for it because you should make"},{"speaker":"carey","startTime":843.849,"endTime":848.679,"body":"money as well, because we charged."},{"speaker":"carey","startTime":848.73,"endTime":851.25,"body":"Just to give you a rough"},{"speaker":"carey","startTime":848.73,"endTime":851.25,"body":"idea how this worked."},{"speaker":"carey","startTime":851.323,"endTime":856.796,"body":"When we started the company, I think the"},{"speaker":"carey","startTime":851.323,"endTime":856.796,"body":"average price, we only had one fan one"},{"speaker":"carey","startTime":856.868,"endTime":859.694,"body":"model of fan, but was about 5,000 bucks."},{"speaker":"carey","startTime":859.694,"endTime":863.024,"body":"Actually was a little bit lower"},{"speaker":"carey","startTime":859.694,"endTime":863.024,"body":"than 5,000 bucks because again,"},{"speaker":"carey","startTime":863.384,"endTime":864.794,"body":"we knew who we were selling to."},{"speaker":"carey","startTime":864.799,"endTime":871.321,"body":"And typically the maintenance staff"},{"speaker":"carey","startTime":864.799,"endTime":871.321,"body":"facility has, they can write $5,000 check."},{"speaker":"carey","startTime":871.439,"endTime":873.749,"body":"Without, it's not a capital expense."},{"speaker":"carey","startTime":873.749,"endTime":875.819,"body":"And so it's very easy to"},{"speaker":"carey","startTime":873.749,"endTime":875.819,"body":"handle and we knew that."},{"speaker":"carey","startTime":875.848,"endTime":876.318,"body":"And they"},{"speaker":"brian","startTime":876.318,"endTime":879.208,"body":"don't have to go through the"},{"speaker":"brian","startTime":876.318,"endTime":879.208,"body":"process with procurement and everything."},{"speaker":"carey","startTime":879.238,"endTime":880.228,"body":"Exactly right."},{"speaker":"carey","startTime":880.258,"endTime":880.948,"body":"Exactly right."},{"speaker":"carey","startTime":880.948,"endTime":881.128,"body":"Bingo."},{"speaker":"carey","startTime":881.938,"endTime":884.101,"body":"And and that's where we started."},{"speaker":"carey","startTime":884.101,"endTime":888.721,"body":"And we basically now con we were"},{"speaker":"carey","startTime":884.101,"endTime":888.721,"body":"constantly improving the product."},{"speaker":"carey","startTime":888.737,"endTime":894.257,"body":"product at the end when I sold the"},{"speaker":"carey","startTime":888.737,"endTime":894.257,"body":"company in terms of air movement,"},{"speaker":"carey","startTime":894.827,"endTime":900.229,"body":"was somewhere on the order of three"},{"speaker":"carey","startTime":894.827,"endTime":900.229,"body":"or four times as efficient and"},{"speaker":"carey","startTime":900.229,"endTime":902.169,"body":"effective as the first product."},{"speaker":"carey","startTime":902.829,"endTime":905.379,"body":"But we raised the price the entire time."},{"speaker":"carey","startTime":905.439,"endTime":909.789,"body":"And when we started, we had a hundred"},{"speaker":"carey","startTime":905.439,"endTime":909.789,"body":"percent market share, obviously, because"},{"speaker":"carey","startTime":909.789,"endTime":911.179,"body":"we were the only people in the market."},{"speaker":"carey","startTime":911.179,"endTime":916.541,"body":"When we sold the company to almost 20"},{"speaker":"carey","startTime":911.179,"endTime":916.541,"body":"years later we had somewhere around an 85."},{"speaker":"carey","startTime":916.582,"endTime":921.936,"body":"Percent market share, which is"},{"speaker":"carey","startTime":916.582,"endTime":921.936,"body":"interesting because our fans cost."},{"speaker":"carey","startTime":921.936,"endTime":925.874,"body":"If you went to buy one you by that"},{"speaker":"carey","startTime":921.936,"endTime":925.874,"body":"time we had lots of, we had lots of"},{"speaker":"carey","startTime":925.874,"endTime":927.834,"body":"competitors, lots of Chinese sure."},{"speaker":"carey","startTime":928.034,"endTime":932.618,"body":"Competitors as well that you were,"},{"speaker":"carey","startTime":928.034,"endTime":932.618,"body":"you could buy one of their fans,"},{"speaker":"carey","startTime":932.678,"endTime":935.378,"body":"gosh, for 30% of what ours cost."},{"speaker":"carey","startTime":935.648,"endTime":943.382,"body":"And so we controlled the market with the"},{"speaker":"carey","startTime":935.648,"endTime":943.382,"body":"most expensive offering on the market."},{"speaker":"carey","startTime":943.892,"endTime":948.092,"body":"And the only reason we were able"},{"speaker":"carey","startTime":943.892,"endTime":948.092,"body":"to do that was well, because of the"},{"speaker":"carey","startTime":948.092,"endTime":950.132,"body":"quality and because of the culture."},{"speaker":"carey","startTime":950.132,"endTime":953.159,"body":"And because, I you're building"},{"speaker":"carey","startTime":950.132,"endTime":953.159,"body":"this piece and it's a very"},{"speaker":"carey","startTime":953.159,"endTime":955.214,"body":"rewarding thing to have done."},{"speaker":"carey","startTime":955.514,"endTime":958.374,"body":"And I know you probably read"},{"speaker":"carey","startTime":955.514,"endTime":958.374,"body":"that when we sold the company."},{"speaker":"carey","startTime":958.374,"endTime":963.221,"body":"Wrote checks to people that worked with"},{"speaker":"carey","startTime":958.374,"endTime":963.221,"body":"me, the totalling about 50 million,"},{"speaker":"carey","startTime":964.211,"endTime":968.501,"body":"which was a great thing for me cuz"},{"speaker":"carey","startTime":964.211,"endTime":968.501,"body":"I thought that was totally cool."},{"speaker":"carey","startTime":968.537,"endTime":971.417,"body":"And it is cool when people come"},{"speaker":"carey","startTime":968.537,"endTime":971.417,"body":"up to you and say, oh my God,"},{"speaker":"carey","startTime":971.417,"endTime":972.767,"body":"Carrie, you changed my life."},{"speaker":"carey","startTime":973.097,"endTime":974.477,"body":"That's a cool feeling."},{"speaker":"carey","startTime":974.477,"endTime":980.093,"body":"That, and cuz we had I mean we had over"},{"speaker":"carey","startTime":974.477,"endTime":980.093,"body":"a thousand people working at the company."},{"speaker":"carey","startTime":980.093,"endTime":981.276,"body":"So it was a big deal."},{"speaker":"carey","startTime":981.336,"endTime":982.236,"body":"So it was fun."},{"speaker":"carey","startTime":982.236,"endTime":987.42,"body":"And but again, I think that what was"},{"speaker":"carey","startTime":982.236,"endTime":987.42,"body":"more important than the money was the"},{"speaker":"carey","startTime":987.42,"endTime":992.137,"body":"the feeling that, the, you were doing"},{"speaker":"carey","startTime":987.42,"endTime":992.137,"body":"something interesting and important."},{"speaker":"carey","startTime":993.187,"endTime":993.397,"body":"Yeah."},{"speaker":"carey","startTime":993.397,"endTime":998.18,"body":"It's, and again, and you could say"},{"speaker":"carey","startTime":993.397,"endTime":998.18,"body":"nasty things to people like, I was"},{"speaker":"carey","startTime":998.18,"endTime":1002.399,"body":"chief big ass like this is this . We"},{"speaker":"carey","startTime":998.18,"endTime":1002.399,"body":"were very cheeky and we used it"},{"speaker":"carey","startTime":1002.459,"endTime":1004.349,"body":"because it, it's what made it fun."},{"speaker":"carey","startTime":1004.377,"endTime":1006.22,"body":"That's one of the reasons"},{"speaker":"carey","startTime":1004.377,"endTime":1006.22,"body":"people liked to work there."},{"speaker":"carey","startTime":1006.288,"endTime":1006.828,"body":"."},{"speaker":"carey","startTime":1006.288,"endTime":1006.828,"body":"brian: Exactly."},{"speaker":"carey","startTime":1006.833,"endTime":1009.198,"body":"It was like the science of achievement"},{"speaker":"carey","startTime":1006.833,"endTime":1009.198,"body":"and the art of fulfillment."},{"speaker":"carey","startTime":1009.198,"endTime":1009.558,"body":"Right?"},{"speaker":"carey","startTime":1009.558,"endTime":1012.978,"body":"Where you're like, okay, cool, we're"},{"speaker":"carey","startTime":1009.558,"endTime":1012.978,"body":"going to take this unsexy product"},{"speaker":"carey","startTime":1013.038,"endTime":1017.088,"body":"and we're gonna, we're gonna just"},{"speaker":"carey","startTime":1013.038,"endTime":1017.088,"body":"do purely simple business practices."},{"speaker":"carey","startTime":1017.088,"endTime":1018.383,"body":"We're gonna just do  the right way."},{"speaker":"carey","startTime":1018.543,"endTime":1021.573,"body":"We're gonna get profitable here,"},{"speaker":"carey","startTime":1018.543,"endTime":1021.573,"body":"but then we're gonna be fulfilled"},{"speaker":"carey","startTime":1021.573,"endTime":1025.143,"body":"because I'm gonna build this culture"},{"speaker":"carey","startTime":1021.573,"endTime":1025.143,"body":"how I would enjoy working here."},{"speaker":"carey","startTime":1025.211,"endTime":1025.534,"body":"so Yep."},{"speaker":"carey","startTime":1025.555,"endTime":1028.72,"body":"Two things I wanna pull out of that,"},{"speaker":"carey","startTime":1025.555,"endTime":1028.72,"body":"first thing is I'm kind of documenting"},{"speaker":"carey","startTime":1028.72,"endTime":1032.29,"body":"your process here of how your brain"},{"speaker":"carey","startTime":1028.72,"endTime":1032.29,"body":"works and what I'm pulling out of"},{"speaker":"carey","startTime":1032.29,"endTime":1035.92,"body":"it is what you do differently than"},{"speaker":"carey","startTime":1032.29,"endTime":1035.92,"body":"a lot of the entrepreneurs that are"},{"speaker":"carey","startTime":1035.95,"endTime":1039.69,"body":"the  498,000 that don't make the a"},{"speaker":"carey","startTime":1035.95,"endTime":1039.69,"body":"hundred million dollars in revenue."},{"speaker":"carey","startTime":1039.93,"endTime":1042.81,"body":"You started with the problem,"},{"speaker":"carey","startTime":1039.93,"endTime":1042.81,"body":"then you knew the problem,"},{"speaker":"carey","startTime":1042.81,"endTime":1043.71,"body":"like the back of your hand."},{"speaker":"carey","startTime":1044.085,"endTime":1046.875,"body":"And then you know what the"},{"speaker":"carey","startTime":1044.085,"endTime":1046.875,"body":"total addressable market is."},{"speaker":"carey","startTime":1046.935,"endTime":1048.705,"body":"You knew your tam like"},{"speaker":"carey","startTime":1046.935,"endTime":1048.705,"body":"the back of your hand."},{"speaker":"carey","startTime":1048.735,"endTime":1052.395,"body":"And then you knew their buying process,"},{"speaker":"carey","startTime":1048.735,"endTime":1052.395,"body":"which again, most founders and most"},{"speaker":"carey","startTime":1052.395,"endTime":1056.025,"body":"companies don't know shit about their"},{"speaker":"carey","startTime":1052.395,"endTime":1056.025,"body":"actual customer's buying process."},{"speaker":"carey","startTime":1056.115,"endTime":1057.855,"body":"And then you built the quality product."},{"speaker":"carey","startTime":1058.035,"endTime":1060.705,"body":"And then lastly, you spoke in"},{"speaker":"carey","startTime":1058.035,"endTime":1060.705,"body":"the freaking customer's language."},{"speaker":"carey","startTime":1060.887,"endTime":1063.672,"body":"Another thing that I want to hit"},{"speaker":"carey","startTime":1060.887,"endTime":1063.672,"body":"on that maybe you can add some more"},{"speaker":"carey","startTime":1063.677,"endTime":1067.392,"body":"color to is the pricing strategy."},{"speaker":"carey","startTime":1067.752,"endTime":1069.302,"body":"Because there's two pricing models."},{"speaker":"carey","startTime":1069.732,"endTime":1073.003,"body":"You can either be the most expensive,"},{"speaker":"carey","startTime":1069.732,"endTime":1073.003,"body":"or you can do a road to the bottom"},{"speaker":"carey","startTime":1073.003,"endTime":1074.743,"body":"and be the lowest cost provider."},{"speaker":"carey","startTime":1075.343,"endTime":1078.103,"body":"So I like that you stuck"},{"speaker":"carey","startTime":1075.343,"endTime":1078.103,"body":"to your guns with that man."},{"speaker":"carey","startTime":1078.253,"endTime":1082.393,"body":"Were there any other difficulties"},{"speaker":"carey","startTime":1078.253,"endTime":1082.393,"body":"associated with that kind of pricing model"},{"speaker":"carey","startTime":1082.483,"endTime":1086.693,"body":"or is that something that just produced so"},{"speaker":"carey","startTime":1082.483,"endTime":1086.693,"body":"much more revenue that people kept going?"},{"speaker":"carey","startTime":1086.722,"endTime":1089.892,"body":"The thing about it, when you're"},{"speaker":"carey","startTime":1086.722,"endTime":1089.892,"body":"building something like that, the"},{"speaker":"carey","startTime":1089.897,"endTime":1092.645,"body":"product and the company it costs money."},{"speaker":"carey","startTime":1092.735,"endTime":1099.085,"body":"And you can either, I don't know I"},{"speaker":"carey","startTime":1092.735,"endTime":1099.085,"body":"it is two different, it's two totally"},{"speaker":"carey","startTime":1099.085,"endTime":1100.535,"body":"different ways of looking at business."},{"speaker":"carey","startTime":1100.692,"endTime":1102.972,"body":"didn't look at business like,"},{"speaker":"carey","startTime":1100.692,"endTime":1102.972,"body":"oh my God, this is the way"},{"speaker":"carey","startTime":1102.972,"endTime":1103.962,"body":"I'm gonna make a lot of money."},{"speaker":"carey","startTime":1103.962,"endTime":1106.102,"body":"I really did not think about that."},{"speaker":"carey","startTime":1106.102,"endTime":1106.427,"body":"know Sure."},{"speaker":"carey","startTime":1106.517,"endTime":1109.847,"body":"And I don't know if people buy"},{"speaker":"carey","startTime":1106.517,"endTime":1109.847,"body":"that or not, but it's a fact."},{"speaker":"carey","startTime":1110.447,"endTime":1115.746,"body":"And and so I was always conscious"},{"speaker":"carey","startTime":1110.447,"endTime":1115.746,"body":"that in driving around the country"},{"speaker":"carey","startTime":1115.776,"endTime":1120.601,"body":"and traveling the country that I"},{"speaker":"carey","startTime":1115.776,"endTime":1120.601,"body":"was typically very close to one"},{"speaker":"carey","startTime":1120.601,"endTime":1122.491,"body":"of our products physically close."},{"speaker":"carey","startTime":1122.971,"endTime":1127.231,"body":"And that if I had actually stopped"},{"speaker":"carey","startTime":1122.971,"endTime":1127.231,"body":"in and talked to somebody, that"},{"speaker":"carey","startTime":1127.231,"endTime":1128.851,"body":"I didn't want to be embarrassed."},{"speaker":"carey","startTime":1128.898,"endTime":1133.103,"body":"I didn't want somebody, I didn't, I"},{"speaker":"carey","startTime":1128.898,"endTime":1133.103,"body":"personally didn't want to be embarrassed."},{"speaker":"carey","startTime":1133.115,"endTime":1138.532,"body":"I wanted to make sure that all of the"},{"speaker":"carey","startTime":1133.115,"endTime":1138.532,"body":"people that had purchased, the fans"},{"speaker":"carey","startTime":1139.402,"endTime":1141.502,"body":"got more than what they anticipated."},{"speaker":"carey","startTime":1141.521,"endTime":1144.793,"body":"And so I think that's"},{"speaker":"carey","startTime":1141.521,"endTime":1144.793,"body":"that's the nub of it."},{"speaker":"carey","startTime":1144.872,"endTime":1147.671,"body":"I didn't think, you laid"},{"speaker":"carey","startTime":1144.872,"endTime":1147.671,"body":"this out, you layered this."},{"speaker":"carey","startTime":1147.671,"endTime":1148.991,"body":"I never thought about it like that."},{"speaker":"carey","startTime":1149.021,"endTime":1149.741,"body":"I really didn't."},{"speaker":"carey","startTime":1150.081,"endTime":1151.218,"body":", but that's, you're right."},{"speaker":"carey","startTime":1151.218,"endTime":1154.545,"body":"But I ne I, it's not like I"},{"speaker":"carey","startTime":1151.218,"endTime":1154.545,"body":"said, okay, now what's next?"},{"speaker":"carey","startTime":1154.545,"endTime":1155.295,"body":"What's next?"},{"speaker":"carey","startTime":1155.432,"endTime":1159.223,"body":"I should have in all probability, that's"},{"speaker":"carey","startTime":1155.432,"endTime":1159.223,"body":"a smarter way of doing it, but that's not"},{"speaker":"carey","startTime":1159.223,"endTime":1161.093,"body":"the way I did You just did organically."},{"speaker":"carey","startTime":1161.138,"endTime":1166.552,"body":"Yeah, because, and again, we didn't,"},{"speaker":"carey","startTime":1161.138,"endTime":1166.552,"body":"for example I think this is interesting."},{"speaker":"carey","startTime":1166.557,"endTime":1168.432,"body":"We never had a price list."},{"speaker":"carey","startTime":1168.499,"endTime":1173.201,"body":"If you wanted to buy a fan because there"},{"speaker":"carey","startTime":1168.499,"endTime":1173.201,"body":"are other fans you could buy, there"},{"speaker":"carey","startTime":1173.201,"endTime":1174.921,"body":"are other ways to solve the problem."},{"speaker":"carey","startTime":1174.972,"endTime":1178.125,"body":"We wanted to talk to you, and this"},{"speaker":"carey","startTime":1174.972,"endTime":1178.125,"body":"is something I think that's huge."},{"speaker":"carey","startTime":1178.125,"endTime":1182.595,"body":"This is different now than it was"},{"speaker":"carey","startTime":1178.125,"endTime":1182.595,"body":"then because we spent a lot of"},{"speaker":"carey","startTime":1182.595,"endTime":1186.855,"body":"time on the telephone and we to"},{"speaker":"carey","startTime":1182.595,"endTime":1186.855,"body":"talk to people and figure out,"},{"speaker":"carey","startTime":1186.855,"endTime":1190.065,"body":"okay, tell me what you're trying to"},{"speaker":"carey","startTime":1186.855,"endTime":1190.065,"body":"do, where you're trying to do it."},{"speaker":"carey","startTime":1190.275,"endTime":1193.725,"body":"Because we weren't, we were in"},{"speaker":"carey","startTime":1190.275,"endTime":1193.725,"body":"the business of selling something"},{"speaker":"carey","startTime":1193.725,"endTime":1196.275,"body":"they would never buy again, and"},{"speaker":"carey","startTime":1193.725,"endTime":1196.275,"body":"we made a big deal out of that."},{"speaker":"carey","startTime":1196.305,"endTime":1197.655,"body":"This is gonna last forever."},{"speaker":"carey","startTime":1197.746,"endTime":1201.174,"body":"And and in order to do that, we"},{"speaker":"carey","startTime":1197.746,"endTime":1201.174,"body":"had to understand the specific"},{"speaker":"carey","startTime":1201.179,"endTime":1203.014,"body":"problem within their facility."},{"speaker":"carey","startTime":1203.584,"endTime":1207.364,"body":"And in order to do that, you"},{"speaker":"carey","startTime":1203.584,"endTime":1207.364,"body":"have to talk to 'em today."},{"speaker":"carey","startTime":1207.394,"endTime":1213.124,"body":"It's very interesting to me that a lot"},{"speaker":"carey","startTime":1207.394,"endTime":1213.124,"body":"of, especially younger entrepreneurs are"},{"speaker":"carey","startTime":1213.124,"endTime":1217.474,"body":"very reluctant to talk to their customers."},{"speaker":"carey","startTime":1217.521,"endTime":1220.443,"body":"And that maybe that's"},{"speaker":"carey","startTime":1217.521,"endTime":1220.443,"body":"just me noticing that."},{"speaker":"carey","startTime":1220.443,"endTime":1221.163,"body":"I don't know."},{"speaker":"carey","startTime":1221.192,"endTime":1223.704,"body":"I don't know if you notice"},{"speaker":"carey","startTime":1221.192,"endTime":1223.704,"body":"it, but No, you're spot on."},{"speaker":"carey","startTime":1223.725,"endTime":1224.647,"body":"Yeah, it's amazing."},{"speaker":"carey","startTime":1224.647,"endTime":1226.087,"body":"It's so stupid."},{"speaker":"carey","startTime":1226.117,"endTime":1231.757,"body":"It's so stupid because you're"},{"speaker":"carey","startTime":1226.117,"endTime":1231.757,"body":"missing that, that's business."},{"speaker":"carey","startTime":1231.803,"endTime":1232.528,"body":"That is business."},{"speaker":"carey","startTime":1232.528,"endTime":1235.948,"body":"Understanding what your customer's"},{"speaker":"carey","startTime":1232.528,"endTime":1235.948,"body":"problems are and there's no,"},{"speaker":"carey","startTime":1236.158,"endTime":1238.168,"body":"yeah, there's not a way to do it."},{"speaker":"carey","startTime":1238.168,"endTime":1240.058,"body":"You can't do it via email."},{"speaker":"carey","startTime":1240.058,"endTime":1243.671,"body":"You can't, it is so hard to do and"},{"speaker":"carey","startTime":1240.058,"endTime":1243.671,"body":"then, ah, you just can't do it."},{"speaker":"carey","startTime":1243.671,"endTime":1244.17,"body":"It's hard."},{"speaker":"carey","startTime":1244.17,"endTime":1248.979,"body":"And I would suggest that a lot of people"},{"speaker":"carey","startTime":1244.17,"endTime":1248.979,"body":"that they focus on that a little bit more"},{"speaker":"carey","startTime":1248.979,"endTime":1252.138,"body":"because honestly it's, it helps so much."},{"speaker":"carey","startTime":1252.198,"endTime":1257.051,"body":"And because you need to know, for"},{"speaker":"carey","startTime":1252.198,"endTime":1257.051,"body":"example you, nobody ever comes out"},{"speaker":"carey","startTime":1257.051,"endTime":1259.241,"body":"of the box with the perfect anything."},{"speaker":"carey","startTime":1259.711,"endTime":1263.656,"body":"Whatever it is, a piece of"},{"speaker":"carey","startTime":1259.711,"endTime":1263.656,"body":"software or a fan or anything else."},{"speaker":"carey","startTime":1264.136,"endTime":1266.596,"body":"You need to get constant feedback."},{"speaker":"carey","startTime":1266.649,"endTime":1267.879,"body":"Tell me what's wrong with it."},{"speaker":"carey","startTime":1267.879,"endTime":1269.079,"body":"Tell me what I'm doing wrong."},{"speaker":"carey","startTime":1269.079,"endTime":1270.489,"body":"Tell me how I can do it better."},{"speaker":"carey","startTime":1271.029,"endTime":1276.897,"body":"And we used to have a A, a group within"},{"speaker":"carey","startTime":1271.029,"endTime":1276.897,"body":"the company whose job was only to"},{"speaker":"carey","startTime":1276.897,"endTime":1281.787,"body":"call customers, only to call customers"},{"speaker":"carey","startTime":1276.897,"endTime":1281.787,"body":"after they had installed the product."},{"speaker":"carey","startTime":1282.567,"endTime":1289.183,"body":"And and to tell them, tell us about the"},{"speaker":"carey","startTime":1282.567,"endTime":1289.183,"body":"experience and don't tell us all the good"},{"speaker":"carey","startTime":1289.183,"endTime":1293.246,"body":"stuff cuz we already know all the good"},{"speaker":"carey","startTime":1289.183,"endTime":1293.246,"body":"stuff that we wanna know, the bad stuff."},{"speaker":"carey","startTime":1293.311,"endTime":1293.551,"body":"Wow."},{"speaker":"carey","startTime":1293.551,"endTime":1297.423,"body":"Did the guys that, that that"},{"speaker":"carey","startTime":1293.551,"endTime":1297.423,"body":"installed the fan, did they, they"},{"speaker":"carey","startTime":1297.423,"endTime":1302.166,"body":"were playing hacky sack in the"},{"speaker":"carey","startTime":1297.423,"endTime":1302.166,"body":"parking lot and they left Coke cans."},{"speaker":"carey","startTime":1302.233,"endTime":1306.866,"body":"I don't care what it was, and you"},{"speaker":"carey","startTime":1302.233,"endTime":1306.866,"body":"tell me every single thing and"},{"speaker":"carey","startTime":1306.97,"endTime":1311.28,"body":"it was very interesting because"},{"speaker":"carey","startTime":1306.97,"endTime":1311.28,"body":"you can't learn unless somebody's"},{"speaker":"carey","startTime":1311.285,"endTime":1312.61,"body":"telling you, you made a mistake."},{"speaker":"carey","startTime":1312.82,"endTime":1319.114,"body":"And I think sometimes today with some"},{"speaker":"carey","startTime":1312.82,"endTime":1319.114,"body":"of the people we talked to the younger"},{"speaker":"carey","startTime":1319.214,"endTime":1322.52,"body":"au entrepreneurs that I, they don't want"},{"speaker":"carey","startTime":1319.214,"endTime":1322.52,"body":"to, they want it to be like, everybody's,"},{"speaker":"carey","startTime":1322.61,"endTime":1323.6,"body":"they don't want their feelings hurt."},{"speaker":"carey","startTime":1324.275,"endTime":1324.935,"body":"Yeah."},{"speaker":"carey","startTime":1324.965,"endTime":1325.475,"body":"Fuck."},{"speaker":"carey","startTime":1325.503,"endTime":1326.779,"body":"That's what this is about."},{"speaker":"carey","startTime":1326.848,"endTime":1332.541,"body":"Is, how do you ever improve if somebody"},{"speaker":"carey","startTime":1326.848,"endTime":1332.541,"body":"doesn't tell you what you're doing wrong?"},{"speaker":"carey","startTime":1332.541,"endTime":1333.471,"body":"It's ridiculous."},{"speaker":"carey","startTime":1333.518,"endTime":1334.581,"body":"That's ridiculous."},{"speaker":"carey","startTime":1334.596,"endTime":1339.027,"body":"Yeah, and I think that causes I tell"},{"speaker":"carey","startTime":1334.596,"endTime":1339.027,"body":"you what, it causes it lengthens the"},{"speaker":"carey","startTime":1339.027,"endTime":1345.267,"body":"time to success and it also reduces the"},{"speaker":"carey","startTime":1339.027,"endTime":1345.267,"body":"probability that you're going to be one"},{"speaker":"carey","startTime":1345.267,"endTime":1352.182,"body":"of those companies, those 400 companies"},{"speaker":"carey","startTime":1345.267,"endTime":1352.182,"body":"or 200 companies that that are successful"},{"speaker":"carey","startTime":1352.187,"endTime":1355.512,"body":"to get to over a hundred million dollars,"},{"speaker":"carey","startTime":1352.187,"endTime":1355.512,"body":"a hundred million is a big number."},{"speaker":"carey","startTime":1355.662,"endTime":1358.032,"body":"And which is something else I"},{"speaker":"carey","startTime":1355.662,"endTime":1358.032,"body":"didn't realize when we were doing"},{"speaker":"carey","startTime":1358.032,"endTime":1361.871,"body":"this, is I'm not I'm not a finance"},{"speaker":"carey","startTime":1358.032,"endTime":1361.871,"body":"guy and I don't think that way."},{"speaker":"carey","startTime":1361.891,"endTime":1365.444,"body":"And to your benefit, I"},{"speaker":"carey","startTime":1361.891,"endTime":1365.444,"body":"think I think I think."},{"speaker":"carey","startTime":1366.104,"endTime":1367.438,"body":"I think, I dunno."},{"speaker":"carey","startTime":1367.548,"endTime":1368.118,"body":"I don't know."},{"speaker":"carey","startTime":1368.118,"endTime":1371.46,"body":"I think that's the way it's"},{"speaker":"carey","startTime":1368.118,"endTime":1371.46,"body":"sometimes . Yeah, that's right."},{"speaker":"brian","startTime":1372.69,"endTime":1373.35,"body":"Oh man."},{"speaker":"brian","startTime":1373.417,"endTime":1376.903,"body":", I really wanna punctuate this , in the"},{"speaker":"brian","startTime":1373.417,"endTime":1376.903,"body":"software world, it's the mvp, right?"},{"speaker":"brian","startTime":1376.908,"endTime":1378.463,"body":"It's the minimum viable product."},{"speaker":"brian","startTime":1378.673,"endTime":1382.963,"body":"And that applies with everything is"},{"speaker":"brian","startTime":1378.673,"endTime":1382.963,"body":"just putting something out there, just"},{"speaker":"brian","startTime":1382.963,"endTime":1386.773,"body":"being like, I know I'm gonna f this up"},{"speaker":"brian","startTime":1382.963,"endTime":1386.773,"body":"and  this isn't gonna be the best that"},{"speaker":"brian","startTime":1386.773,"endTime":1389.893,"body":"it's gonna be, but I'm gonna put it out"},{"speaker":"brian","startTime":1386.773,"endTime":1389.893,"body":"to the market and let the market tell"},{"speaker":"brian","startTime":1389.893,"endTime":1393.493,"body":"me what it wants instead of me forcing"},{"speaker":"brian","startTime":1389.893,"endTime":1393.493,"body":"something down the market's throat"},{"speaker":"brian","startTime":1393.493,"endTime":1394.603,"body":"and saying, this is what you need."},{"speaker":"brian","startTime":1395.273,"endTime":1398.963,"body":"What's some pieces of advice that you can"},{"speaker":"brian","startTime":1395.273,"endTime":1398.963,"body":"give to an entrepreneur right now that's"},{"speaker":"brian","startTime":1398.963,"endTime":1402.953,"body":"listening to you and they say, damn,"},{"speaker":"brian","startTime":1398.963,"endTime":1402.953,"body":"Carrie, you're a hundred percent right."},{"speaker":"brian","startTime":1402.953,"endTime":1406.583,"body":"How I'm running my business"},{"speaker":"brian","startTime":1402.953,"endTime":1406.583,"body":"is the wrong way right now."},{"speaker":"brian","startTime":1406.703,"endTime":1410.183,"body":"I've got a service business, I've"},{"speaker":"brian","startTime":1406.703,"endTime":1410.183,"body":"got a manufacturing business."},{"speaker":"brian","startTime":1410.183,"endTime":1411.443,"body":"I'm creating this widget."},{"speaker":"brian","startTime":1411.773,"endTime":1416.063,"body":"The freaking Joe down the street just"},{"speaker":"brian","startTime":1411.773,"endTime":1416.063,"body":"undercut my prices by 10%, so I had to"},{"speaker":"brian","startTime":1416.068,"endTime":1418.043,"body":"lower my prices to compete with them."},{"speaker":"brian","startTime":1418.343,"endTime":1422.243,"body":"How the hell do I change my confidence"},{"speaker":"brian","startTime":1418.343,"endTime":1422.243,"body":"and change my business to be able"},{"speaker":"brian","startTime":1422.243,"endTime":1425.543,"body":"to be the most expensive product"},{"speaker":"brian","startTime":1422.243,"endTime":1425.543,"body":"in the market and be proud of it?"},{"speaker":"brian","startTime":1425.783,"endTime":1428.763,"body":"What's some advice that you can give"},{"speaker":"brian","startTime":1425.783,"endTime":1428.763,"body":"to those people because it's more of a"},{"speaker":"brian","startTime":1428.768,"endTime":1430.603,"body":"confidence thing than an actual business"},{"speaker":"carey","startTime":1430.608,"endTime":1430.923,"body":"problem."},{"speaker":"carey","startTime":1430.923,"endTime":1432.051,"body":"No, and you're you're right."},{"speaker":"carey","startTime":1432.118,"endTime":1433.407,"body":"Certainly to a degree."},{"speaker":"carey","startTime":1433.407,"endTime":1435.967,"body":"I think that when you're doing"},{"speaker":"carey","startTime":1433.407,"endTime":1435.967,"body":"it, no matter what you're"},{"speaker":"carey","startTime":1435.967,"endTime":1437.067,"body":"doing, you have to be the best."},{"speaker":"carey","startTime":1437.126,"endTime":1437.756,"body":"You have to be."},{"speaker":"carey","startTime":1437.761,"endTime":1440.246,"body":"That's, that should be your focus."},{"speaker":"carey","startTime":1440.26,"endTime":1441.897,"body":"And in order to be the best."},{"speaker":"carey","startTime":1442.887,"endTime":1444.677,"body":", you have to talk to your customers."},{"speaker":"carey","startTime":1444.687,"endTime":1448.404,"body":"And and you have to find out what"},{"speaker":"carey","startTime":1444.687,"endTime":1448.404,"body":"is it, what are you looking for?"},{"speaker":"carey","startTime":1448.404,"endTime":1452.874,"body":"Why, if I have a product that's in"},{"speaker":"carey","startTime":1448.404,"endTime":1452.874,"body":"the market currently, tell me what's"},{"speaker":"carey","startTime":1452.874,"endTime":1457.014,"body":"wrong with it, tell me why it's"},{"speaker":"carey","startTime":1452.874,"endTime":1457.014,"body":"not a product that you're buying."},{"speaker":"carey","startTime":1457.014,"endTime":1457.734,"body":"I want to know."},{"speaker":"carey","startTime":1458.154,"endTime":1461.844,"body":"And you have to be, and most people are"},{"speaker":"carey","startTime":1458.154,"endTime":1461.844,"body":"not gonna tell you that right off the bat."},{"speaker":"carey","startTime":1461.874,"endTime":1466.199,"body":"You're gonna have to, you're gonna"},{"speaker":"carey","startTime":1461.874,"endTime":1466.199,"body":"have to pound on it to get the answers."},{"speaker":"carey","startTime":1466.274,"endTime":1467.924,"body":"But I think you have to do that."},{"speaker":"carey","startTime":1467.924,"endTime":1472.604,"body":"And I think that ultimately you have"},{"speaker":"carey","startTime":1467.924,"endTime":1472.604,"body":"to believe that you're providing, and"},{"speaker":"carey","startTime":1472.609,"endTime":1476.21,"body":"again, your customers give you the"},{"speaker":"carey","startTime":1472.609,"endTime":1476.21,"body":"feedback that you're providing a product"},{"speaker":"carey","startTime":1476.21,"endTime":1477.77,"body":"that is worth what you're asking for."},{"speaker":"carey","startTime":1477.77,"endTime":1477.92,"body":"It."},{"speaker":"carey","startTime":1478.46,"endTime":1484.619,"body":"There's one thing we always say on the,"},{"speaker":"carey","startTime":1478.46,"endTime":1484.619,"body":"in the business I am in now, is that when"},{"speaker":"carey","startTime":1484.969,"endTime":1487.499,"body":"somebody walks in the door, the first"},{"speaker":"carey","startTime":1484.969,"endTime":1487.499,"body":"thing you say to them is, raise your."},{"speaker":"carey","startTime":1488.984,"endTime":1489.404,"body":"Wow."},{"speaker":"carey","startTime":1489.434,"endTime":1490.124,"body":"That's what we do."},{"speaker":"carey","startTime":1490.784,"endTime":1495.707,"body":"And because if you're not charging enough,"},{"speaker":"carey","startTime":1490.784,"endTime":1495.707,"body":"we just, I just saw something yesterday"},{"speaker":"carey","startTime":1495.707,"endTime":1498.647,"body":"morning, very interesting product."},{"speaker":"carey","startTime":1498.734,"endTime":1500.444,"body":"And had a lot of potential."},{"speaker":"carey","startTime":1500.444,"endTime":1501.794,"body":"Has a lot of potential."},{"speaker":"carey","startTime":1501.85,"endTime":1507.039,"body":"And they're like, it costs 50 bucks"},{"speaker":"carey","startTime":1501.85,"endTime":1507.039,"body":"to make and they wanna sell it for 70."},{"speaker":"carey","startTime":1507.249,"endTime":1508.951,"body":"And it's that won't last long, will it?"},{"speaker":"carey","startTime":1509.008,"endTime":1511.348,"body":"How the hell can you actually"},{"speaker":"carey","startTime":1509.008,"endTime":1511.348,"body":"do something like that?"},{"speaker":"carey","startTime":1511.558,"endTime":1512.428,"body":"It's impossible."},{"speaker":"carey","startTime":1512.428,"endTime":1513.328,"body":"It's impossible."},{"speaker":"carey","startTime":1513.328,"endTime":1513.388,"body":"Yeah."},{"speaker":"carey","startTime":1513.455,"endTime":1518.329,"body":"And so you're not you're not only not"},{"speaker":"carey","startTime":1513.455,"endTime":1518.329,"body":"gonna take care of the people that"},{"speaker":"carey","startTime":1518.329,"endTime":1521.089,"body":"are working with you because you're"},{"speaker":"carey","startTime":1518.329,"endTime":1521.089,"body":"not gonna be able to pay 'em anything."},{"speaker":"carey","startTime":1521.389,"endTime":1523.569,"body":"You're not gonna be able to"},{"speaker":"carey","startTime":1521.389,"endTime":1523.569,"body":"take care of the customer."},{"speaker":"carey","startTime":1524.989,"endTime":1529.789,"body":", you can't support any sort of"},{"speaker":"carey","startTime":1524.989,"endTime":1529.789,"body":"service model based on that."},{"speaker":"carey","startTime":1529.806,"endTime":1530.734,"body":"That's ridiculous."},{"speaker":"carey","startTime":1531.094,"endTime":1535.785,"body":"And, but I think that if in these guys"},{"speaker":"carey","startTime":1531.094,"endTime":1535.785,"body":"and they're coming in that one of the"},{"speaker":"carey","startTime":1535.785,"endTime":1540.056,"body":"things we have to tell 'em is, look"},{"speaker":"carey","startTime":1535.785,"endTime":1540.056,"body":"seriously if you're not providing any"},{"speaker":"carey","startTime":1540.056,"endTime":1544.379,"body":"more value than that to the product,"},{"speaker":"carey","startTime":1540.056,"endTime":1544.379,"body":"then you shouldn't be doing the product."},{"speaker":"carey","startTime":1544.407,"endTime":1545.015,"body":"What the hell?"},{"speaker":"carey","startTime":1545.195,"endTime":1549.355,"body":"And we can see by looking at the product"},{"speaker":"carey","startTime":1545.195,"endTime":1549.355,"body":"and by talking to potential customers,"},{"speaker":"carey","startTime":1549.355,"endTime":1552.065,"body":"and we have that, yes, no, we love it."},{"speaker":"carey","startTime":1552.065,"endTime":1552.965,"body":"I want to use it."},{"speaker":"carey","startTime":1552.965,"endTime":1554.615,"body":"This is a medical device."},{"speaker":"carey","startTime":1555.245,"endTime":1556.618,"body":"And I'm a surgeon."},{"speaker":"carey","startTime":1556.618,"endTime":1557.578,"body":"I want to use that."},{"speaker":"carey","startTime":1557.578,"endTime":1559.408,"body":"That's exactly what I would put in here."},{"speaker":"carey","startTime":1559.888,"endTime":1562.987,"body":"And these guys are like,"},{"speaker":"carey","startTime":1559.888,"endTime":1562.987,"body":"you know what the hell?"},{"speaker":"carey","startTime":1563.017,"endTime":1566.287,"body":"They're not thinking about it, but"},{"speaker":"carey","startTime":1563.017,"endTime":1566.287,"body":"they're not thinking like business people."},{"speaker":"carey","startTime":1566.467,"endTime":1567.757,"body":"But you have to do that."},{"speaker":"carey","startTime":1567.757,"endTime":1568.807,"body":"You have to do that."},{"speaker":"carey","startTime":1568.807,"endTime":1570.127,"body":"You have to be comfortable."},{"speaker":"carey","startTime":1570.967,"endTime":1572.677,"body":"You have to have money for marketing."},{"speaker":"carey","startTime":1572.677,"endTime":1573.937,"body":"You have to have money."},{"speaker":"carey","startTime":1574.462,"endTime":1578.545,"body":"For r and d or iterations of"},{"speaker":"carey","startTime":1574.462,"endTime":1578.545,"body":"your product, you have to, it's"},{"speaker":"carey","startTime":1578.545,"endTime":1580.375,"body":"a, it's, you owe it to yourself."},{"speaker":"carey","startTime":1580.645,"endTime":1585.164,"body":"And if you're paying attention if"},{"speaker":"carey","startTime":1580.645,"endTime":1585.164,"body":"what's driving you is what your"},{"speaker":"carey","startTime":1585.164,"endTime":1587.182,"body":"competitor's doing then you're fucked."},{"speaker":"carey","startTime":1587.234,"endTime":1589.454,"body":"It's not something you"},{"speaker":"carey","startTime":1587.234,"endTime":1589.454,"body":"should be worried about."},{"speaker":"carey","startTime":1589.904,"endTime":1595.544,"body":"It's, you should be thinking, okay,"},{"speaker":"carey","startTime":1589.904,"endTime":1595.544,"body":"that guy's a dummy because r he's"},{"speaker":"carey","startTime":1595.544,"endTime":1598.874,"body":"making something, or she's making"},{"speaker":"carey","startTime":1595.544,"endTime":1598.874,"body":"something that's not as high quality."},{"speaker":"carey","startTime":1598.874,"endTime":1603.565,"body":"I know exactly what the problems with this"},{"speaker":"carey","startTime":1598.874,"endTime":1603.565,"body":"are and you're able to make that case."},{"speaker":"carey","startTime":1603.655,"endTime":1605.62,"body":"You never want to badmouth the competitor."},{"speaker":"carey","startTime":1606.295,"endTime":1607.655,"body":"That's not a good idea."},{"speaker":"carey","startTime":1607.655,"endTime":1611.269,"body":"But understanding where the competitor"},{"speaker":"carey","startTime":1607.655,"endTime":1611.269,"body":"is and why they're charging what they're"},{"speaker":"carey","startTime":1611.269,"endTime":1615.715,"body":"charging, and it doesn't mean, I made"},{"speaker":"carey","startTime":1611.269,"endTime":1615.715,"body":"a big deal out of getting every single"},{"speaker":"carey","startTime":1615.72,"endTime":1619.525,"body":"sale, which I hate to, I'm not sure"},{"speaker":"carey","startTime":1615.72,"endTime":1619.525,"body":"I should cop to that, but I did it."},{"speaker":"carey","startTime":1619.571,"endTime":1621.011,"body":"Because we were the biggest."},{"speaker":"carey","startTime":1621.101,"endTime":1622.031,"body":"We were the biggest."},{"speaker":"carey","startTime":1622.031,"endTime":1624.196,"body":"And it was like, we can screw anybody."},{"speaker":"carey","startTime":1624.196,"endTime":1628.156,"body":"I shouldn't say things like that,"},{"speaker":"carey","startTime":1624.196,"endTime":1628.156,"body":"that we can't take that, that we can"},{"speaker":"carey","startTime":1628.161,"endTime":1633.23,"body":"be as, as competitive as we need to"},{"speaker":"carey","startTime":1628.161,"endTime":1633.23,"body":"be in order to do what we want to do."},{"speaker":"carey","startTime":1633.29,"endTime":1634.61,"body":"Because you set the market."},{"speaker":"carey","startTime":1635.3,"endTime":1638.466,"body":"Yeah, we set the market, we knew"},{"speaker":"carey","startTime":1635.3,"endTime":1638.466,"body":"what we wanted and we got it."},{"speaker":"carey","startTime":1638.514,"endTime":1644.244,"body":"But by the same token we came into"},{"speaker":"carey","startTime":1638.514,"endTime":1644.244,"body":"situations where there was no way"},{"speaker":"carey","startTime":1644.244,"endTime":1648.074,"body":"you were ever gonna make money"},{"speaker":"carey","startTime":1644.244,"endTime":1648.074,"body":"on doing business like that with,"},{"speaker":"carey","startTime":1648.194,"endTime":1649.964,"body":"especially with big customers."},{"speaker":"carey","startTime":1650.174,"endTime":1654.367,"body":"And I think one of the problems,"},{"speaker":"carey","startTime":1650.174,"endTime":1654.367,"body":"and, if you worked with Cintas big"},{"speaker":"carey","startTime":1654.367,"endTime":1658.742,"body":"customer and when we dealt with people"},{"speaker":"carey","startTime":1654.367,"endTime":1658.742,"body":"like that, you had to be very strong."},{"speaker":"carey","startTime":1658.789,"endTime":1659.749,"body":"This is the price."},{"speaker":"carey","startTime":1659.77,"endTime":1660.113,"body":", that's it."},{"speaker":"carey","startTime":1660.293,"endTime":1662.644,"body":"And then selling the advantages."},{"speaker":"carey","startTime":1662.644,"endTime":1667.136,"body":"Selling the benefits, and the fact"},{"speaker":"carey","startTime":1662.644,"endTime":1667.136,"body":"that you're gonna take care of it."},{"speaker":"carey","startTime":1667.136,"endTime":1669.911,"body":"We never had, if somebody had"},{"speaker":"carey","startTime":1667.136,"endTime":1669.911,"body":"a problem, we took care of it."},{"speaker":"carey","startTime":1669.939,"endTime":1670.705,"body":"We took it back."},{"speaker":"carey","startTime":1670.778,"endTime":1674.498,"body":"You have to do, you have to"},{"speaker":"carey","startTime":1670.778,"endTime":1674.498,"body":"be proud of what you're doing."},{"speaker":"carey","startTime":1674.558,"endTime":1676.958,"body":"And if you're proud of what you're"},{"speaker":"carey","startTime":1674.558,"endTime":1676.958,"body":"doing, you should charge for it."},{"speaker":"carey","startTime":1677.288,"endTime":1681.398,"body":"And it doesn't mean it's gonna work every"},{"speaker":"carey","startTime":1677.288,"endTime":1681.398,"body":"time, but over the long haul, it will"},{"speaker":"brian","startTime":1681.398,"endTime":1681.758,"body":"work."},{"speaker":"brian","startTime":1682.838,"endTime":1685.584,"body":"And what you did was you made"},{"speaker":"brian","startTime":1682.838,"endTime":1685.584,"body":"it more than a commodity."},{"speaker":"brian","startTime":1685.584,"endTime":1686.135,"body":"And Exactly."},{"speaker":"brian","startTime":1686.135,"endTime":1689.446,"body":"So if anybody's listening to"},{"speaker":"brian","startTime":1686.135,"endTime":1689.446,"body":"this podcast right now and you're"},{"speaker":"brian","startTime":1689.446,"endTime":1691.896,"body":"saying, oh, I sell a widget."},{"speaker":"brian","startTime":1692.106,"endTime":1693.786,"body":"I sell this, I sell that."},{"speaker":"brian","startTime":1693.786,"endTime":1695.526,"body":"I can't make it more than a commodity."},{"speaker":"brian","startTime":1695.526,"endTime":1699.006,"body":"It's a transactional, it's a"},{"speaker":"brian","startTime":1695.526,"endTime":1699.006,"body":"transactional business Bullshit."},{"speaker":"brian","startTime":1699.306,"endTime":1703.866,"body":"Carrie sold fans like you sold"},{"speaker":"brian","startTime":1699.306,"endTime":1703.866,"body":"fans, and you made it a culture."},{"speaker":"brian","startTime":1703.871,"endTime":1705.606,"body":"You made it like a bigger idea."},{"speaker":"carey","startTime":1705.611,"endTime":1705.796,"body":"It's."},{"speaker":"carey","startTime":1706.611,"endTime":1706.791,"body":"it."},{"speaker":"carey","startTime":1706.881,"endTime":1710.2,"body":"There are some people, and I would"},{"speaker":"carey","startTime":1706.881,"endTime":1710.2,"body":"suggest and I know what you're saying"},{"speaker":"carey","startTime":1710.208,"endTime":1715.736,"body":"and you're right but if you're selling a"},{"speaker":"carey","startTime":1710.208,"endTime":1715.736,"body":"widget, you should ask yourself exactly"},{"speaker":"carey","startTime":1715.736,"endTime":1717.386,"body":"why it is that you're selling a widget."},{"speaker":"carey","startTime":1717.454,"endTime":1720.935,"body":"If you're starting a business, cuz"},{"speaker":"carey","startTime":1717.454,"endTime":1720.935,"body":"there's lots of people I think, that"},{"speaker":"carey","startTime":1720.94,"endTime":1725.266,"body":"start businesses and go the guy down"},{"speaker":"carey","startTime":1720.94,"endTime":1725.266,"body":"the street selling these, if I can get,"},{"speaker":"carey","startTime":1725.284,"endTime":1730.864,"body":"they're doing 10 million annually, if"},{"speaker":"carey","startTime":1725.284,"endTime":1730.864,"body":"I can just get 10% of their business,"},{"speaker":"carey","startTime":1730.864,"endTime":1734.044,"body":"I can do a million, they'll be happy."},{"speaker":"carey","startTime":1734.344,"endTime":1738.026,"body":"That to me is not, you"},{"speaker":"carey","startTime":1734.344,"endTime":1738.026,"body":"should try to avoid that."},{"speaker":"carey","startTime":1738.476,"endTime":1738.762,"body":"Yeah."},{"speaker":"carey","startTime":1738.791,"endTime":1743.983,"body":"It is, I hate to say it's lazy, but"},{"speaker":"carey","startTime":1738.791,"endTime":1743.983,"body":"it's not rising to the occasion."},{"speaker":"carey","startTime":1744.073,"endTime":1744.853,"body":"That's a fact."},{"speaker":"carey","startTime":1744.853,"endTime":1749.371,"body":"And when you're looking for things to"},{"speaker":"carey","startTime":1744.853,"endTime":1749.371,"body":"get into it, if you said, oh, here I am"},{"speaker":"carey","startTime":1749.371,"endTime":1753.901,"body":"out of school or out of this first job"},{"speaker":"carey","startTime":1749.371,"endTime":1753.901,"body":"or second job, I want to do something."},{"speaker":"carey","startTime":1754.921,"endTime":1757.321,"body":"You should really put some"},{"speaker":"carey","startTime":1754.921,"endTime":1757.321,"body":"effort into thinking about it and"},{"speaker":"carey","startTime":1757.321,"endTime":1760.591,"body":"getting to know the market so that"},{"speaker":"carey","startTime":1757.321,"endTime":1760.591,"body":"you'll know what you're doing."},{"speaker":"carey","startTime":1760.891,"endTime":1767.251,"body":"I, we invested in a company that's doing"},{"speaker":"carey","startTime":1760.891,"endTime":1767.251,"body":"very well that, and I was very impressed"},{"speaker":"carey","startTime":1768.661,"endTime":1771.361,"body":"with the founders because they did it."},{"speaker":"carey","startTime":1771.451,"endTime":1774.723,"body":"They said we had, they had"},{"speaker":"carey","startTime":1771.451,"endTime":1774.723,"body":"another company that they'd"},{"speaker":"carey","startTime":1774.723,"endTime":1776.343,"body":"sold, and so they'd made money."},{"speaker":"carey","startTime":1776.343,"endTime":1780.333,"body":"They had a, I don't know, a"},{"speaker":"carey","startTime":1776.343,"endTime":1780.333,"body":"couple, 10, 30 million bucks."},{"speaker":"carey","startTime":1780.333,"endTime":1781.053,"body":"I don't know how much."},{"speaker":"carey","startTime":1781.773,"endTime":1781.953,"body":"Sure."},{"speaker":"carey","startTime":1781.983,"endTime":1785.872,"body":"And they, but, and they wanted,"},{"speaker":"carey","startTime":1781.983,"endTime":1785.872,"body":"and they were young and they wanted"},{"speaker":"carey","startTime":1785.872,"endTime":1789.253,"body":"to start another business and they"},{"speaker":"carey","startTime":1785.872,"endTime":1789.253,"body":"said now what is it we want to do?"},{"speaker":"carey","startTime":1789.278,"endTime":1794.031,"body":"And what was foremost in their minds"},{"speaker":"carey","startTime":1789.278,"endTime":1794.031,"body":"was, okay, what can we do to make money?"},{"speaker":"carey","startTime":1794.061,"endTime":1795.291,"body":"What can we do?"},{"speaker":"carey","startTime":1795.381,"endTime":1796.641,"body":"How can we build a product?"},{"speaker":"carey","startTime":1797.606,"endTime":1800.421,"body":"that's going to fill this niche."},{"speaker":"carey","startTime":1801.021,"endTime":1803.931,"body":"And they found the niche and"},{"speaker":"carey","startTime":1801.021,"endTime":1803.931,"body":"they filled the niche and"},{"speaker":"carey","startTime":1803.931,"endTime":1805.251,"body":"they'd done exceptionally well."},{"speaker":"carey","startTime":1805.401,"endTime":1809.688,"body":"Now, that's not the way I did it, but"},{"speaker":"carey","startTime":1805.401,"endTime":1809.688,"body":"I can tell you I was in awe of them"},{"speaker":"carey","startTime":1809.688,"endTime":1811.488,"body":"because they were thinking about this."},{"speaker":"carey","startTime":1811.578,"endTime":1815.328,"body":"That was what they were concerned"},{"speaker":"carey","startTime":1811.578,"endTime":1815.328,"body":"about, and they solved that problem."},{"speaker":"carey","startTime":1815.538,"endTime":1817.091,"body":"And but they had to think about it."},{"speaker":"carey","startTime":1817.091,"endTime":1820.569,"body":"You can't just you can willy-nilly"},{"speaker":"carey","startTime":1817.091,"endTime":1820.569,"body":"it, but it's a lot harder because I"},{"speaker":"carey","startTime":1820.569,"endTime":1822.899,"body":"always tell people it's great, yeah."},{"speaker":"carey","startTime":1823.049,"endTime":1826.889,"body":"I was able to do all this stuff,"},{"speaker":"carey","startTime":1823.049,"endTime":1826.889,"body":"but Jimy cricket, it took forever,"},{"speaker":"carey","startTime":1826.96,"endTime":1831.807,"body":"and I think if you do it in a more"},{"speaker":"carey","startTime":1826.96,"endTime":1831.807,"body":"planned way, you can do it in half the"},{"speaker":"carey","startTime":1831.807,"endTime":1833.847,"body":"time, maybe less than half the time."},{"speaker":"carey","startTime":1833.937,"endTime":1835.137,"body":"And that's what you want to do."},{"speaker":"carey","startTime":1835.527,"endTime":1838.666,"body":"Because the money is, it's your life."},{"speaker":"carey","startTime":1838.722,"endTime":1839.677,"body":", for heaven's sakes."},{"speaker":"carey","startTime":1840.652,"endTime":1841.072,"body":"."},{"speaker":"carey","startTime":1840.652,"endTime":1841.072,"body":"brian: Yeah."},{"speaker":"carey","startTime":1841.312,"endTime":1844.942,"body":"A couple of the key takeaways"},{"speaker":"carey","startTime":1841.312,"endTime":1844.942,"body":"I've got so far is being the best"},{"speaker":"carey","startTime":1844.942,"endTime":1846.172,"body":"product and the most expensive."},{"speaker":"carey","startTime":1846.472,"endTime":1848.059,"body":"Being the most expensive in your market."},{"speaker":"carey","startTime":1848.059,"endTime":1852.522,"body":"A tactic that you said that you glossed"},{"speaker":"carey","startTime":1848.059,"endTime":1852.522,"body":"over, but I really agree with is everyone"},{"speaker":"carey","startTime":1852.527,"endTime":1856.282,"body":"is leaning towards just having their"},{"speaker":"carey","startTime":1852.527,"endTime":1856.282,"body":"sales page and they just throw it out"},{"speaker":"carey","startTime":1856.282,"endTime":1859.552,"body":"on online and people can just click"},{"speaker":"carey","startTime":1856.282,"endTime":1859.552,"body":"and buy and there's no interaction."},{"speaker":"carey","startTime":1859.852,"endTime":1861.562,"body":"So you didn't have any pricing."},{"speaker":"carey","startTime":1861.562,"endTime":1864.292,"body":"They had to call in and actually"},{"speaker":"carey","startTime":1861.562,"endTime":1864.292,"body":"have a conversation with a rep"},{"speaker":"carey","startTime":1864.297,"endTime":1865.852,"body":"of yours to be able to do it."},{"speaker":"carey","startTime":1866.242,"endTime":1870.512,"body":"And then you also had people call"},{"speaker":"carey","startTime":1866.242,"endTime":1870.512,"body":"and say, Hey, what did we do wrong?"},{"speaker":"carey","startTime":1870.541,"endTime":1874.921,"body":"You had an entire department"},{"speaker":"carey","startTime":1870.541,"endTime":1874.921,"body":"dedicated to seeing what, where you"},{"speaker":"carey","startTime":1874.921,"endTime":1876.571,"body":"messed up and what you did wrong."},{"speaker":"carey","startTime":1876.811,"endTime":1880.381,"body":"And I love that because nobody's doing"},{"speaker":"carey","startTime":1876.811,"endTime":1880.381,"body":"that because they don't wanna get their"},{"speaker":"carey","startTime":1880.381,"endTime":1881.071,"body":"feelings hurt."},{"speaker":"carey","startTime":1881.731,"endTime":1882.091,"body":"Yeah."},{"speaker":"carey","startTime":1882.091,"endTime":1886.548,"body":"I, and I wanna make sure that last"},{"speaker":"carey","startTime":1882.091,"endTime":1886.548,"body":"point that was something we focused"},{"speaker":"carey","startTime":1886.548,"endTime":1890.358,"body":"on and that was harder than it sounds"},{"speaker":"carey","startTime":1886.548,"endTime":1890.358,"body":"because you've got to, because people."},{"speaker":"carey","startTime":1891.063,"endTime":1894.145,"body":"An awful lot of the time"},{"speaker":"carey","startTime":1891.063,"endTime":1894.145,"body":"don't really, oh, it was fine."},{"speaker":"carey","startTime":1894.145,"endTime":1894.835,"body":"I like it."},{"speaker":"carey","startTime":1894.835,"endTime":1895.151,"body":"Of course."},{"speaker":"carey","startTime":1895.151,"endTime":1895.991,"body":"It was great."},{"speaker":"carey","startTime":1895.991,"endTime":1898.781,"body":"They expect that's what you"},{"speaker":"carey","startTime":1895.991,"endTime":1898.781,"body":"want to hear and you really have"},{"speaker":"carey","startTime":1898.781,"endTime":1900.101,"body":"to dig, have to push into it."},{"speaker":"brian","startTime":1900.531,"endTime":1901.021,"body":"Yeah."},{"speaker":"brian","startTime":1901.021,"endTime":1902.411,"body":"Can you give some tactics on that?"},{"speaker":"brian","startTime":1902.411,"endTime":1906.722,"body":"Can you give some ways that you"},{"speaker":"brian","startTime":1902.411,"endTime":1906.722,"body":"guys were able to dig into the rot?"},{"speaker":"carey","startTime":1908.252,"endTime":1912.302,"body":"You have to, the people that"},{"speaker":"carey","startTime":1908.252,"endTime":1912.302,"body":"know the most about this are gonna"},{"speaker":"carey","startTime":1912.302,"endTime":1917.583,"body":"be the people that are, in terms"},{"speaker":"carey","startTime":1912.302,"endTime":1917.583,"body":"of the management are the lowest."},{"speaker":"carey","startTime":1917.583,"endTime":1919.803,"body":"They're the guys that"},{"speaker":"carey","startTime":1917.583,"endTime":1919.803,"body":"install the damn thing."},{"speaker":"carey","startTime":1919.87,"endTime":1921.282,"body":"They're the guys that work under it."},{"speaker":"carey","startTime":1921.522,"endTime":1924.883,"body":"They're not, it's interesting to"},{"speaker":"carey","startTime":1921.522,"endTime":1924.883,"body":"know what the supervisor says or the"},{"speaker":"carey","startTime":1925.413,"endTime":1929.163,"body":"director says, or the manager says,"},{"speaker":"carey","startTime":1925.413,"endTime":1929.163,"body":"but it's very interesting to know what"},{"speaker":"carey","startTime":1929.163,"endTime":1932.613,"body":"the guys that installed it said, and"},{"speaker":"carey","startTime":1929.163,"endTime":1932.613,"body":"I'll tell you the sort of things that"},{"speaker":"carey","startTime":1932.613,"endTime":1935.073,"body":"we ran into, which were interesting."},{"speaker":"carey","startTime":1935.119,"endTime":1937.859,"body":"Is in the installation,"},{"speaker":"carey","startTime":1935.119,"endTime":1937.859,"body":"because this is a big."},{"speaker":"carey","startTime":1937.888,"endTime":1939.238,"body":". It's a couple hundred pounds."},{"speaker":"carey","startTime":1939.268,"endTime":1939.778,"body":"It's heavy."},{"speaker":"carey","startTime":1940.058,"endTime":1940.548,"body":"Yeah."},{"speaker":"carey","startTime":1940.553,"endTime":1944.248,"body":"And it's, it wasn't incredibly"},{"speaker":"carey","startTime":1940.553,"endTime":1944.248,"body":"difficult to install, buddy."},{"speaker":"carey","startTime":1944.248,"endTime":1945.358,"body":"You had to pay attention."},{"speaker":"carey","startTime":1946.018,"endTime":1951.028,"body":"And the hardware that we provided to"},{"speaker":"carey","startTime":1946.018,"endTime":1951.028,"body":"install it had to be installed properly."},{"speaker":"carey","startTime":1951.028,"endTime":1953.818,"body":"And the, you had to use what we sent you."},{"speaker":"carey","startTime":1953.901,"endTime":1955.641,"body":"There were a lot of nuts and bolts."},{"speaker":"carey","startTime":1955.693,"endTime":1959.372,"body":"They were grade eight, which is"},{"speaker":"carey","startTime":1955.693,"endTime":1959.372,"body":"the highest grade, the a bolt,"},{"speaker":"carey","startTime":1959.372,"endTime":1961.832,"body":"because this is a, it's a big item."},{"speaker":"carey","startTime":1962.432,"endTime":1963.332,"body":"It's a big ass item."},{"speaker":"carey","startTime":1963.997,"endTime":1965.132,"body":". Yeah, no, it is."},{"speaker":"carey","startTime":1965.161,"endTime":1969.14,"body":"And we found that some people,"},{"speaker":"carey","startTime":1965.161,"endTime":1969.14,"body":"they get the fan, they take it"},{"speaker":"carey","startTime":1969.14,"endTime":1973.386,"body":"apart the box, oh, this is cool"},{"speaker":"carey","startTime":1969.14,"endTime":1973.386,"body":"and this, that, and the other."},{"speaker":"carey","startTime":1973.386,"endTime":1975.996,"body":"And they'd lose the bolts,"},{"speaker":"carey","startTime":1973.386,"endTime":1975.996,"body":"they'd lose the instructions."},{"speaker":"carey","startTime":1975.996,"endTime":1977.556,"body":"They'd lose this, they'd lose that."},{"speaker":"carey","startTime":1978.456,"endTime":1983.946,"body":"And we recognized that we had to"},{"speaker":"carey","startTime":1978.456,"endTime":1983.946,"body":"make all of these things obvious."},{"speaker":"carey","startTime":1984.156,"endTime":1987.674,"body":"We had to make all of these"},{"speaker":"carey","startTime":1984.156,"endTime":1987.674,"body":"things so that absolutely."},{"speaker":"carey","startTime":1988.064,"endTime":1990.114,"body":"You could not lose them now."},{"speaker":"carey","startTime":1990.139,"endTime":1993.364,"body":", I'll say if they did lose"},{"speaker":"carey","startTime":1990.139,"endTime":1993.364,"body":"them, we didn't say tough shit."},{"speaker":"carey","startTime":1993.386,"endTime":1994.296,"body":"We sent 'em to you."},{"speaker":"carey","startTime":1994.318,"endTime":1996.118,"body":"You paid this farm, that's what you got."},{"speaker":"carey","startTime":1996.328,"endTime":1997.901,"body":"We said, yes, sir."},{"speaker":"carey","startTime":1997.913,"endTime":2002.85,"body":"Because we always, it was funny because"},{"speaker":"carey","startTime":1997.913,"endTime":2002.85,"body":"the production lines were set so that if"},{"speaker":"carey","startTime":2002.85,"endTime":2006.57,"body":"they didn't if it didn't weigh what it"},{"speaker":"carey","startTime":2002.85,"endTime":2006.57,"body":"should weigh, and we knew what everybody,"},{"speaker":"carey","startTime":2006.6,"endTime":2010.384,"body":"everything weighed that it wouldn't,"},{"speaker":"carey","startTime":2006.6,"endTime":2010.384,"body":"you couldn't push it off the line."},{"speaker":"carey","startTime":2010.413,"endTime":2011.376,"body":"It wouldn't go anyplace."},{"speaker":"carey","startTime":2011.376,"endTime":2012.006,"body":"It stopped."},{"speaker":"carey","startTime":2012.336,"endTime":2012.409,"body":"Sure."},{"speaker":"carey","startTime":2012.409,"endTime":2015.648,"body":"But people would call us up and say,"},{"speaker":"carey","startTime":2012.409,"endTime":2015.648,"body":"oh, you didn't include the bolts, or"},{"speaker":"carey","startTime":2015.648,"endTime":2019.787,"body":"you didn't include this, or the safety"},{"speaker":"carey","startTime":2015.648,"endTime":2019.787,"body":"harness, or that, and it's I know"},{"speaker":"carey","startTime":2019.787,"endTime":2023.627,"body":"that's not true because he couldn't"},{"speaker":"carey","startTime":2019.787,"endTime":2023.627,"body":"have even gotten out the bore, but fine."},{"speaker":"carey","startTime":2023.657,"endTime":2025.497,"body":"Oh my God, what a terrible thing."},{"speaker":"carey","startTime":2025.497,"endTime":2026.53,"body":"We'll get those to you."},{"speaker":"carey","startTime":2026.59,"endTime":2030.212,"body":"Like right now, we apologize"},{"speaker":"carey","startTime":2026.59,"endTime":2030.212,"body":"and we used to send, m and ms"},{"speaker":"carey","startTime":2030.212,"endTime":2031.802,"body":"to people that we screwed up."},{"speaker":"carey","startTime":2032.327,"endTime":2032.772,"body":"like that."},{"speaker":"carey","startTime":2032.772,"endTime":2037.224,"body":"We didn't screw up, but you the, because"},{"speaker":"carey","startTime":2032.772,"endTime":2037.224,"body":"the last thing you wanted 'em to do the"},{"speaker":"carey","startTime":2037.224,"endTime":2040.944,"body":"last thing you want 'em to do is to go"},{"speaker":"carey","startTime":2037.224,"endTime":2040.944,"body":"to Home Depot and start buying bolts."},{"speaker":"carey","startTime":2040.972,"endTime":2044.527,"body":"There's a big difference between"},{"speaker":"carey","startTime":2040.972,"endTime":2044.527,"body":"a graded bolt and a, and just"},{"speaker":"carey","startTime":2044.617,"endTime":2045.847,"body":"what you find at Home Depot."},{"speaker":"carey","startTime":2045.877,"endTime":2046.524,"body":"I It's crazy."},{"speaker":"carey","startTime":2046.591,"endTime":2052.262,"body":"But that we found that we needed, and"},{"speaker":"carey","startTime":2046.591,"endTime":2052.262,"body":"we also found that after talking to"},{"speaker":"carey","startTime":2052.262,"endTime":2057.662,"body":"these people, that over a long period"},{"speaker":"carey","startTime":2052.262,"endTime":2057.662,"body":"of time that we had instructions and"},{"speaker":"carey","startTime":2057.662,"endTime":2061.98,"body":"the instructions were in English, and we"},{"speaker":"carey","startTime":2057.662,"endTime":2061.98,"body":"could put instructions in Spanish too."},{"speaker":"carey","startTime":2063.15,"endTime":2067.4,"body":"But we realized that some of these"},{"speaker":"carey","startTime":2063.15,"endTime":2067.4,"body":"people they don't read either."},{"speaker":"carey","startTime":2068.3,"endTime":2069.08,"body":"Our Spanish."},{"speaker":"carey","startTime":2069.65,"endTime":2074.436,"body":"And so it, it became very"},{"speaker":"carey","startTime":2069.65,"endTime":2074.436,"body":"pictorial, everything that we did."},{"speaker":"carey","startTime":2074.485,"endTime":2075.535,"body":"And wow."},{"speaker":"carey","startTime":2076.165,"endTime":2079.437,"body":"And we found, the other things we"},{"speaker":"carey","startTime":2076.165,"endTime":2079.437,"body":"found that were interesting was that"},{"speaker":"carey","startTime":2079.467,"endTime":2083.455,"body":"your salespeople are always anxious"},{"speaker":"carey","startTime":2079.467,"endTime":2083.455,"body":"to sell whatever you're making."},{"speaker":"carey","startTime":2084.175,"endTime":2089.442,"body":"And sometimes they got a little"},{"speaker":"carey","startTime":2084.175,"endTime":2089.442,"body":"overexcited and we had situations where"},{"speaker":"carey","startTime":2089.524,"endTime":2093.433,"body":"we sold products that shouldn't have"},{"speaker":"carey","startTime":2089.524,"endTime":2093.433,"body":"been sold, should not have been sold."},{"speaker":"carey","startTime":2093.823,"endTime":2099.755,"body":"The cus the customer understood what they"},{"speaker":"carey","startTime":2093.823,"endTime":2099.755,"body":"thought they were buying, but not really."},{"speaker":"carey","startTime":2099.755,"endTime":2101.239,"body":"And we knew it was wrong."},{"speaker":"carey","startTime":2101.306,"endTime":2104.366,"body":"So we, when we came to situations"},{"speaker":"carey","startTime":2101.306,"endTime":2104.366,"body":"like that, we took 'em back."},{"speaker":"carey","startTime":2104.423,"endTime":2106.985,"body":"We gave 'em their money back"},{"speaker":"carey","startTime":2104.423,"endTime":2106.985,"body":"because, they made a mistake."},{"speaker":"carey","startTime":2106.985,"endTime":2107.975,"body":"We made a mistake."},{"speaker":"carey","startTime":2108.545,"endTime":2109.625,"body":"And that's the way we did it."},{"speaker":"carey","startTime":2109.625,"endTime":2114.395,"body":"We had one ridiculous situation"},{"speaker":"carey","startTime":2109.625,"endTime":2114.395,"body":"where one of those salespeople"},{"speaker":"carey","startTime":2114.455,"endTime":2116.889,"body":"install sold a fan to be installed."},{"speaker":"carey","startTime":2117.969,"endTime":2124.196,"body":"in a old I guess it was Cathedral"},{"speaker":"carey","startTime":2117.969,"endTime":2124.196,"body":"in Brooklyn, and there was no"},{"speaker":"carey","startTime":2124.196,"endTime":2126.926,"body":"way they could get a lift inside."},{"speaker":"carey","startTime":2126.926,"endTime":2128.336,"body":"They couldn't do all these things."},{"speaker":"carey","startTime":2128.336,"endTime":2130.436,"body":"And they built scaffolding."},{"speaker":"carey","startTime":2130.886,"endTime":2135.026,"body":"And this was union shop, and they built"},{"speaker":"carey","startTime":2130.886,"endTime":2135.026,"body":"scaffolding to, to get it up there."},{"speaker":"carey","startTime":2135.536,"endTime":2136.466,"body":"They put it up."},{"speaker":"carey","startTime":2136.555,"endTime":2139.216,"body":"The priest calls me"},{"speaker":"carey","startTime":2136.555,"endTime":2139.216,"body":"after this is all done."},{"speaker":"carey","startTime":2139.216,"endTime":2141.318,"body":"He says, Hey, Carrie, this is not good."},{"speaker":"carey","startTime":2141.318,"endTime":2142.703,"body":"This isn't what we wanted."},{"speaker":"carey","startTime":2143.183,"endTime":2148.294,"body":"And and  and they were raising money"},{"speaker":"carey","startTime":2143.183,"endTime":2148.294,"body":"from their parishioners to do this."},{"speaker":"carey","startTime":2148.294,"endTime":2150.284,"body":"And so I said, okay fine."},{"speaker":"carey","startTime":2150.284,"endTime":2153.182,"body":"We'll, let's just take"},{"speaker":"carey","startTime":2150.284,"endTime":2153.182,"body":"it down, so don't pay us."},{"speaker":"carey","startTime":2153.182,"endTime":2153.992,"body":"We'll take it down."},{"speaker":"carey","startTime":2154.01,"endTime":2156.186,"body":", what I didn't realize initially, I."},{"speaker":"carey","startTime":2156.966,"endTime":2160.586,"body":"Shortly thereafter was that they"},{"speaker":"carey","startTime":2156.966,"endTime":2160.586,"body":"had to put up the scaffolding"},{"speaker":"carey","startTime":2160.591,"endTime":2163.968,"body":"that the scaffolding was"},{"speaker":"carey","startTime":2160.591,"endTime":2163.968,"body":"installed by union number one."},{"speaker":"carey","startTime":2163.997,"endTime":2166.297,"body":"And it was outrageous."},{"speaker":"carey","startTime":2166.327,"endTime":2168.557,"body":"So this fan is I don't know, 8,000 bucks."},{"speaker":"carey","startTime":2169.187,"endTime":2173.957,"body":"I wound up paying for the installation"},{"speaker":"carey","startTime":2169.187,"endTime":2173.957,"body":"of the scaffolding the first time"},{"speaker":"carey","startTime":2174.137,"endTime":2177.747,"body":"to put it up, installation of"},{"speaker":"carey","startTime":2174.137,"endTime":2177.747,"body":"the scaffolding to take it down."},{"speaker":"carey","startTime":2177.79,"endTime":2181.15,"body":"Anyway, it cost the"},{"speaker":"carey","startTime":2177.79,"endTime":2181.15,"body":"whole thing 65,000 bucks."},{"speaker":"carey","startTime":2181.78,"endTime":2183.139,"body":"And I said fine."},{"speaker":"carey","startTime":2183.199,"endTime":2183.889,"body":"I said, fine."},{"speaker":"carey","startTime":2183.96,"endTime":2187.615,"body":"And when it was all done, I said, is"},{"speaker":"carey","startTime":2183.96,"endTime":2187.615,"body":"there anything, cuz this has been,"},{"speaker":"carey","startTime":2187.945,"endTime":2189.625,"body":"they had this in the New York Times."},{"speaker":"carey","startTime":2189.7,"endTime":2192.87,"body":"All of the parishioners had"},{"speaker":"carey","startTime":2189.7,"endTime":2192.87,"body":"signed, the fab was terrible."},{"speaker":"carey","startTime":2192.923,"endTime":2193.343,"body":"And."},{"speaker":"carey","startTime":2194.263,"endTime":2196.748,"body":". I said, is there anything"},{"speaker":"carey","startTime":2194.263,"endTime":2196.748,"body":"I can do for you?"},{"speaker":"carey","startTime":2196.748,"endTime":2199.988,"body":"Because this just seems like it's"},{"speaker":"carey","startTime":2196.748,"endTime":2199.988,"body":"been a pain and it's our fault."},{"speaker":"carey","startTime":2200.378,"endTime":2205.673,"body":"And he said I need to replace some of my"},{"speaker":"carey","startTime":2200.378,"endTime":2205.673,"body":"windows, some of my stained glass windows."},{"speaker":"carey","startTime":2205.673,"endTime":2206.633,"body":"And I said, fine."},{"speaker":"carey","startTime":2207.203,"endTime":2208.133,"body":"I said, how much?"},{"speaker":"carey","startTime":2208.163,"endTime":2209.543,"body":"And he said, 10,000 bucks."},{"speaker":"carey","startTime":2209.573,"endTime":2210.413,"body":"And I said, fine."},{"speaker":"carey","startTime":2210.893,"endTime":2216.219,"body":"And so this job, which we made"},{"speaker":"carey","startTime":2210.893,"endTime":2216.219,"body":"nothing on, I we didn't get paid"},{"speaker":"carey","startTime":2216.219,"endTime":2219.069,"body":"for at all, cost me 75,000 bucks."},{"speaker":"carey","startTime":2219.579,"endTime":2220.089,"body":"But"},{"speaker":"carey","startTime":2223.179,"endTime":2227.266,"body":"the Advantage one nobody"},{"speaker":"carey","startTime":2223.179,"endTime":2227.266,"body":"said anything nasty about us."},{"speaker":"carey","startTime":2227.333,"endTime":2231.64,"body":"Two, I was able to tell everybody"},{"speaker":"carey","startTime":2227.333,"endTime":2231.64,"body":"in the company, and this I think"},{"speaker":"carey","startTime":2231.645,"endTime":2236.29,"body":"was important, that when we make a"},{"speaker":"carey","startTime":2231.645,"endTime":2236.29,"body":"mistake, goddammit, we take care of it."},{"speaker":"carey","startTime":2236.415,"endTime":2239.115,"body":", I don't care how much it"},{"speaker":"carey","startTime":2236.415,"endTime":2239.115,"body":"costs, I really don't care."},{"speaker":"carey","startTime":2239.115,"endTime":2239.835,"body":"It doesn't matter."},{"speaker":"carey","startTime":2240.645,"endTime":2241.545,"body":"We take care of it."},{"speaker":"carey","startTime":2241.55,"endTime":2242.595,"body":"We cause problems."},{"speaker":"carey","startTime":2243.195,"endTime":2245.415,"body":"And again, that was part of the culture."},{"speaker":"carey","startTime":2246.99,"endTime":2249.63,"body":"Of the company was, if you"},{"speaker":"carey","startTime":2246.99,"endTime":2249.63,"body":"make a mistake, you pay for it."},{"speaker":"carey","startTime":2249.93,"endTime":2253.626,"body":"And I could tell you that, as"},{"speaker":"carey","startTime":2249.93,"endTime":2253.626,"body":"you're working for me and I say,"},{"speaker":"carey","startTime":2253.806,"endTime":2256.637,"body":"Hey Brian, when you fuck up,"},{"speaker":"carey","startTime":2253.806,"endTime":2256.637,"body":"make sure you take care of it."},{"speaker":"carey","startTime":2258.357,"endTime":2260.477,"body":"Maybe you'd remember it, maybe not."},{"speaker":"carey","startTime":2260.867,"endTime":2266.657,"body":"But if you do it yourself, if you do"},{"speaker":"carey","startTime":2260.867,"endTime":2266.657,"body":"it and you say, this is what I did and"},{"speaker":"carey","startTime":2266.657,"endTime":2269.558,"body":"I'm proud of it and you should be too."},{"speaker":"carey","startTime":2269.558,"endTime":2273.029,"body":"That's, I think that's how you"},{"speaker":"carey","startTime":2269.558,"endTime":2273.029,"body":"convince people that are working"},{"speaker":"carey","startTime":2273.029,"endTime":2274.559,"body":"with you that well, he's serious."},{"speaker":"carey","startTime":2274.615,"endTime":2276.235,"body":"He's dead serious about this."},{"speaker":"carey","startTime":2276.302,"endTime":2279.771,"body":"Cause I always told people that, we"},{"speaker":"carey","startTime":2276.302,"endTime":2279.771,"body":"have to make money to stay in business."},{"speaker":"carey","startTime":2279.848,"endTime":2282.288,"body":"We're not necessarily in"},{"speaker":"carey","startTime":2279.848,"endTime":2282.288,"body":"business just to make money."},{"speaker":"carey","startTime":2282.288,"endTime":2287.461,"body":"And I don't care if we lose money"},{"speaker":"carey","startTime":2282.288,"endTime":2287.461,"body":"on an individual transaction."},{"speaker":"carey","startTime":2287.521,"endTime":2288.091,"body":"And we did."},{"speaker":"carey","startTime":2288.12,"endTime":2290.859,"body":"Occasionally you do that, but"},{"speaker":"carey","startTime":2288.12,"endTime":2290.859,"body":"you do it for a good purpose."},{"speaker":"carey","startTime":2290.88,"endTime":2291.185,"body":"And."},{"speaker":"carey","startTime":2292.24,"endTime":2292.96,"body":"and it makes sense."},{"speaker":"carey","startTime":2293.5,"endTime":2294.13,"body":"So anyway, yeah."},{"speaker":"carey","startTime":2294.13,"endTime":2295.69,"body":"The, again, the audio, it's culture."},{"speaker":"brian","startTime":2296.44,"endTime":2296.74,"body":"Yeah."},{"speaker":"brian","startTime":2296.74,"endTime":2298.18,"body":"The audio matched the video."},{"speaker":"brian","startTime":2298.18,"endTime":2299.59,"body":"It's like leading from the front."},{"speaker":"brian","startTime":2299.92,"endTime":2303.016,"body":"And there's a book the author is"},{"speaker":"brian","startTime":2299.92,"endTime":2303.016,"body":"gonna come on this show, but it,"},{"speaker":"brian","startTime":2303.136,"endTime":2304.846,"body":"there's a book called The Mom Test."},{"speaker":"brian","startTime":2305.116,"endTime":2308.056,"body":"And the mom test is basically the same"},{"speaker":"brian","startTime":2305.116,"endTime":2308.056,"body":"thing that you're talking about, where"},{"speaker":"brian","startTime":2308.061,"endTime":2311.296,"body":"it's like you're asking for feedback,"},{"speaker":"brian","startTime":2308.061,"endTime":2311.296,"body":"but if you ask your mom, you go to your"},{"speaker":"brian","startTime":2311.296,"endTime":2314.664,"body":"mom with a business idea and you say, Hey"},{"speaker":"brian","startTime":2311.296,"endTime":2314.664,"body":"mom, I've got the best business idea ever."},{"speaker":"brian","startTime":2314.664,"endTime":2317.334,"body":"Can you tell me, oh, honey, that's"},{"speaker":"brian","startTime":2314.664,"endTime":2317.334,"body":"the best thing I've ever heard."},{"speaker":"brian","startTime":2317.424,"endTime":2318.084,"body":"It's bullshit."},{"speaker":"brian","startTime":2318.142,"endTime":2318.975,"body":"She's lying to you."},{"speaker":"brian","startTime":2319.065,"endTime":2321.705,"body":"So instead you're saying, Hey"},{"speaker":"brian","startTime":2319.065,"endTime":2321.705,"body":"mom, do you have this problem?"},{"speaker":"brian","startTime":2321.945,"endTime":2324.465,"body":"Hey, have you've done anything to"},{"speaker":"brian","startTime":2321.945,"endTime":2324.465,"body":"solve this problem in the past?"},{"speaker":"brian","startTime":2324.47,"endTime":2325.575,"body":"What did you spend on it?"},{"speaker":"brian","startTime":2325.905,"endTime":2327.673,"body":"And so it's a really cool progression."},{"speaker":"brian","startTime":2327.673,"endTime":2330.733,"body":"But for the sake of time I wanna"},{"speaker":"brian","startTime":2327.673,"endTime":2330.733,"body":"be conscious of your time here too."},{"speaker":"brian","startTime":2330.763,"endTime":2333.763,"body":"I wanna talk about the e I wanna"},{"speaker":"brian","startTime":2330.763,"endTime":2333.763,"body":"talk about the exit, because"},{"speaker":"brian","startTime":2333.763,"endTime":2335.263,"body":"that's what started this show."},{"speaker":"brian","startTime":2335.263,"endTime":2338.803,"body":"And that's what even got me interested in"},{"speaker":"brian","startTime":2335.263,"endTime":2338.803,"body":"interviewing you in the first place is you"},{"speaker":"brian","startTime":2338.803,"endTime":2341.287,"body":"said okay, I wanna sell for 500 million."},{"speaker":"brian","startTime":2341.347,"endTime":2343.087,"body":"And they go, okay, we'll give you 4 99."},{"speaker":"brian","startTime":2343.087,"endTime":2344.017,"body":"You said, no, fuck you."},{"speaker":"brian","startTime":2344.017,"endTime":2344.827,"body":"500 million."},{"speaker":"brian","startTime":2345.397,"endTime":2347.039,"body":"And you just you pulled it outta thin air"},{"speaker":"brian","startTime":2349.259,"endTime":2350.609,"body":"Walk me through this story."},{"speaker":"carey","startTime":2351.479,"endTime":2353.66,"body":"Yeah I'll tell you"},{"speaker":"carey","startTime":2351.479,"endTime":2353.66,"body":"how it really started."},{"speaker":"carey","startTime":2353.69,"endTime":2353.93,"body":"It."},{"speaker":"carey","startTime":2353.93,"endTime":2358.19,"body":"It's, and this, I'm not suggesting"},{"speaker":"carey","startTime":2353.93,"endTime":2358.19,"body":"that people do it this way because"},{"speaker":"carey","startTime":2358.55,"endTime":2363.74,"body":"this, it's the thing about it is"},{"speaker":"carey","startTime":2358.55,"endTime":2363.74,"body":"I did not give it enough thought."},{"speaker":"carey","startTime":2363.745,"endTime":2366.62,"body":"I should have thought about the whole"},{"speaker":"carey","startTime":2363.745,"endTime":2366.62,"body":"thing, report . But what happened"},{"speaker":"carey","startTime":2366.62,"endTime":2371.441,"body":"was I came out of a meeting and I"},{"speaker":"carey","startTime":2366.62,"endTime":2371.441,"body":"was just, for whatever reason, cuz"},{"speaker":"carey","startTime":2371.443,"endTime":2375.853,"body":"sometimes you come outta meetings and"},{"speaker":"carey","startTime":2371.443,"endTime":2375.853,"body":"you're not in the best of moods fair."},{"speaker":"carey","startTime":2375.913,"endTime":2380.116,"body":"And I said, fuck this thing, if somebody"},{"speaker":"carey","startTime":2375.913,"endTime":2380.116,"body":"would give me $400 million for this,"},{"speaker":"carey","startTime":2380.116,"endTime":2381.526,"body":"I'd be happy to walk away from it."},{"speaker":"carey","startTime":2382.126,"endTime":2389.08,"body":"And I had a, my COO who was, who hadn't"},{"speaker":"carey","startTime":2382.126,"endTime":2389.08,"body":"been with me that long, he said, really,"},{"speaker":"carey","startTime":2389.11,"endTime":2391.39,"body":"you would do that for 400 million bucks?"},{"speaker":"carey","startTime":2391.39,"endTime":2392.98,"body":"And I said, yeah, I'm just tired of it."},{"speaker":"carey","startTime":2393.79,"endTime":2397.947,"body":". And so then he says, oh okay"},{"speaker":"carey","startTime":2393.79,"endTime":2397.947,"body":"let me see if I can do anything."},{"speaker":"carey","startTime":2397.947,"endTime":2401.558,"body":"I was like and then I turn around"},{"speaker":"carey","startTime":2397.947,"endTime":2401.558,"body":"leave the room of a conference"},{"speaker":"carey","startTime":2401.558,"endTime":2404.978,"body":"room, I, and walk back in and I"},{"speaker":"carey","startTime":2401.558,"endTime":2404.978,"body":"say, no, make that 500 million."},{"speaker":"carey","startTime":2405.188,"endTime":2407.798,"body":"Because I didn't think, and"},{"speaker":"carey","startTime":2405.188,"endTime":2407.798,"body":"this is how, this is stupid."},{"speaker":"carey","startTime":2407.858,"endTime":2409.058,"body":"This is the stupid part."},{"speaker":"carey","startTime":2409.358,"endTime":2412.868,"body":"I thought my 400 oh, make it 500."},{"speaker":"carey","startTime":2412.868,"endTime":2413.438,"body":"Why not?"},{"speaker":"carey","startTime":2413.487,"endTime":2414.067,"body":"Just do it."},{"speaker":"carey","startTime":2414.067,"endTime":2415.687,"body":"And that's how that got going."},{"speaker":"carey","startTime":2415.717,"endTime":2419.797,"body":"And it really was not a"},{"speaker":"carey","startTime":2415.717,"endTime":2419.797,"body":"serious thing in my mind."},{"speaker":"carey","startTime":2420.637,"endTime":2426.392,"body":"And but the COO was somebody that had"},{"speaker":"carey","startTime":2420.637,"endTime":2426.392,"body":"worked with general Electric from his."},{"speaker":"carey","startTime":2426.412,"endTime":2429.303,"body":". . And for him it was like, oh,"},{"speaker":"carey","startTime":2426.412,"endTime":2429.303,"body":"okay, I know people that might be"},{"speaker":"carey","startTime":2429.303,"endTime":2431.133,"body":"interested in this shopping around."},{"speaker":"carey","startTime":2431.133,"endTime":2435.7,"body":"And it was very under, it wasn't something"},{"speaker":"carey","startTime":2431.133,"endTime":2435.7,"body":"we talked about or even thought about."},{"speaker":"carey","startTime":2436.57,"endTime":2440.109,"body":"Actually, I mentioned it to my wife"},{"speaker":"carey","startTime":2436.57,"endTime":2440.109,"body":"one time and she's oh, come on."},{"speaker":"carey","startTime":2440.169,"endTime":2441.369,"body":"Will you cut it out?"},{"speaker":"carey","startTime":2441.444,"endTime":2442.807,"body":"This is ridiculous."},{"speaker":"carey","startTime":2442.807,"endTime":2446.542,"body":"But anyway, it went through the process"},{"speaker":"carey","startTime":2442.807,"endTime":2446.542,"body":"and these processes take some time."},{"speaker":"carey","startTime":2446.542,"endTime":2448.109,"body":"It took about a year, yeah."},{"speaker":"carey","startTime":2448.114,"endTime":2452.499,"body":"And and so when you get into it"},{"speaker":"carey","startTime":2448.114,"endTime":2452.499,"body":"I, and I was like, okay, fine."},{"speaker":"carey","startTime":2452.499,"endTime":2453.309,"body":"That's great."},{"speaker":"carey","startTime":2453.337,"endTime":2455.977,"body":"That seems like a"},{"speaker":"carey","startTime":2453.337,"endTime":2455.977,"body":"reasonable amount of money."},{"speaker":"carey","startTime":2456.032,"endTime":2458.372,"body":"It seemed like a huge amount"},{"speaker":"carey","startTime":2456.032,"endTime":2458.372,"body":"of money to me at the time."},{"speaker":"carey","startTime":2458.43,"endTime":2462.732,"body":"And, but there's all sorts of work that"},{"speaker":"carey","startTime":2458.43,"endTime":2462.732,"body":"goes on with companies that are interested"},{"speaker":"carey","startTime":2462.732,"endTime":2464.904,"body":"in buying you and diligence and on."},{"speaker":"carey","startTime":2465.909,"endTime":2470.44,"body":". And so it got down to the end"},{"speaker":"carey","startTime":2465.909,"endTime":2470.44,"body":"and I'm talking about that was,"},{"speaker":"carey","startTime":2470.44,"endTime":2471.67,"body":"let's say, that was January."},{"speaker":"carey","startTime":2471.67,"endTime":2474.69,"body":"I'm not sure exactly when it was,"},{"speaker":"carey","startTime":2471.67,"endTime":2474.69,"body":"but it was early in the year between"},{"speaker":"carey","startTime":2474.69,"endTime":2476.643,"body":"January and April anyway, whatever."},{"speaker":"carey","startTime":2476.643,"endTime":2480.051,"body":", and we get around to it in"},{"speaker":"carey","startTime":2476.643,"endTime":2480.051,"body":"the final quarter of the year."},{"speaker":"carey","startTime":2480.501,"endTime":2482.391,"body":"And that's serious now."},{"speaker":"carey","startTime":2482.449,"endTime":2487.561,"body":"And and so these guys are like, we've"},{"speaker":"carey","startTime":2482.449,"endTime":2487.561,"body":"been looking at this, that and the"},{"speaker":"carey","startTime":2487.561,"endTime":2494.419,"body":"other, and we think maybe a fairer"},{"speaker":"carey","startTime":2487.561,"endTime":2494.419,"body":"price for this is, four 50 or four 60."},{"speaker":"carey","startTime":2494.508,"endTime":2497.028,"body":"And I told him, Hey, I've got an idea."},{"speaker":"carey","startTime":2497.028,"endTime":2497.86,"body":"Fuck you."},{"speaker":"carey","startTime":2497.86,"endTime":2500.633,"body":"If you wanna buy the company"},{"speaker":"carey","startTime":2497.86,"endTime":2500.633,"body":"cost 500 million bucks."},{"speaker":"carey","startTime":2500.993,"endTime":2502.793,"body":"And if you don't, I don't care."},{"speaker":"carey","startTime":2502.793,"endTime":2504.113,"body":"I'll just keep doing this."},{"speaker":"carey","startTime":2504.113,"endTime":2505.098,"body":"It's not gonna kill me."},{"speaker":"carey","startTime":2505.098,"endTime":2509.551,"body":"I'm ambivalent, which is the"},{"speaker":"carey","startTime":2505.098,"endTime":2509.551,"body":"important part of this is not the way."},{"speaker":"carey","startTime":2510.946,"endTime":2515.116,"body":"Not the lackadaisical way I approached"},{"speaker":"carey","startTime":2510.946,"endTime":2515.116,"body":"this because I'm not sure that was good,"},{"speaker":"carey","startTime":2516.046,"endTime":2519.026,"body":"but was that I was absolutely ambivalent."},{"speaker":"carey","startTime":2519.087,"endTime":2522.567,"body":"I could have cared less position of power."},{"speaker":"carey","startTime":2522.567,"endTime":2523.007,"body":"There's nothing."},{"speaker":"carey","startTime":2523.025,"endTime":2523.835,"body":"No, you're right."},{"speaker":"carey","startTime":2523.835,"endTime":2528.389,"body":"There's nothing scarier to somebody"},{"speaker":"carey","startTime":2523.835,"endTime":2528.389,"body":"sitting across the table than to"},{"speaker":"carey","startTime":2528.389,"endTime":2530.079,"body":"be told, I just don't give a shit."},{"speaker":"carey","startTime":2530.109,"endTime":2531.219,"body":"We're gonna do it this way."},{"speaker":"carey","startTime":2531.249,"endTime":2532.599,"body":"Or I'm wa I'm outta here."},{"speaker":"carey","startTime":2532.599,"endTime":2533.199,"body":"I don't care."},{"speaker":"carey","startTime":2533.289,"endTime":2536.739,"body":"I'm, and that's the way it,"},{"speaker":"carey","startTime":2533.289,"endTime":2536.739,"body":"that's the way it turned out."},{"speaker":"carey","startTime":2536.769,"endTime":2541.659,"body":"And which was amusing because, and"},{"speaker":"carey","startTime":2536.769,"endTime":2541.659,"body":"I didn't even realize this at the"},{"speaker":"carey","startTime":2541.659,"endTime":2546.58,"body":"time, that that there was actually"},{"speaker":"carey","startTime":2541.659,"endTime":2546.58,"body":"a term for this, which is re-trading"},{"speaker":"carey","startTime":2546.83,"endTime":2549.79,"body":"and that I should have expected this."},{"speaker":"carey","startTime":2549.79,"endTime":2551.66,"body":"But I was so clueless, honestly."},{"speaker":"carey","startTime":2551.66,"endTime":2553.71,"body":"I didn't, and it just pissed me off."},{"speaker":"carey","startTime":2553.739,"endTime":2554.472,"body":"It really did."},{"speaker":"carey","startTime":2554.477,"endTime":2555.102,"body":"It made me very."},{"speaker":"carey","startTime":2555.157,"endTime":2558.157,"body":". We all came around and they"},{"speaker":"carey","startTime":2555.157,"endTime":2558.157,"body":"agreed and that's what they"},{"speaker":"carey","startTime":2558.157,"endTime":2559.477,"body":"did, and that's what we did."},{"speaker":"brian","startTime":2559.837,"endTime":2562.405,"body":"And they sold for 500 million 2017."},{"speaker":"brian","startTime":2563.305,"endTime":2563.695,"body":"Yeah."},{"speaker":"carey","startTime":2564.805,"endTime":2567.579,"body":"Which, heck yeah, brother,"},{"speaker":"carey","startTime":2564.805,"endTime":2567.579,"body":"again I think the important thing about"},{"speaker":"carey","startTime":2567.579,"endTime":2571.449,"body":"that to me was one, I got to write"},{"speaker":"carey","startTime":2567.579,"endTime":2571.449,"body":"the $50 million in checks, which is"},{"speaker":"carey","startTime":2571.449,"endTime":2576.939,"body":"50 million bucks, which sounds stupid,"},{"speaker":"carey","startTime":2571.449,"endTime":2576.939,"body":"ridiculous, but it's 50 million bucks."},{"speaker":"carey","startTime":2576.999,"endTime":2579.189,"body":"That was the best 50"},{"speaker":"carey","startTime":2576.999,"endTime":2579.189,"body":"million bucks I ever spent."},{"speaker":"carey","startTime":2579.278,"endTime":2584.057,"body":"And because I look forward to that,"},{"speaker":"carey","startTime":2579.278,"endTime":2584.057,"body":"it was a big deal to me to be able"},{"speaker":"carey","startTime":2584.062,"endTime":2588.677,"body":"to promise people because they didn't"},{"speaker":"carey","startTime":2584.062,"endTime":2588.677,"body":"necessarily, I don't know that they"},{"speaker":"carey","startTime":2588.677,"endTime":2591.437,"body":"believed that we were, that they"},{"speaker":"carey","startTime":2588.677,"endTime":2591.437,"body":"were ever gonna make any money."},{"speaker":"carey","startTime":2591.797,"endTime":2592.623,"body":"I really don't."},{"speaker":"carey","startTime":2592.634,"endTime":2596.713,"body":"We paid a lot of bonuses and , we did all"},{"speaker":"carey","startTime":2592.634,"endTime":2596.713,"body":"sorts of silly things at the end of the"},{"speaker":"carey","startTime":2596.718,"endTime":2600.035,"body":"year and but but I thought that's enough."},{"speaker":"carey","startTime":2600.038,"endTime":2601.973,"body":"They should be satisfied with that."},{"speaker":"carey","startTime":2602.528,"endTime":2605.768,"body":"And because some of 'em, I've"},{"speaker":"carey","startTime":2602.528,"endTime":2605.768,"body":"forgotten how many of them we were"},{"speaker":"carey","startTime":2605.768,"endTime":2609.788,"body":"made multimillionaires, and then we had"},{"speaker":"carey","startTime":2605.768,"endTime":2609.788,"body":"a number that were just millionaires"},{"speaker":"carey","startTime":2609.788,"endTime":2611.108,"body":"and then just a lot of people."},{"speaker":"carey","startTime":2611.348,"endTime":2616.784,"body":"But it wasn't just people in the C-suite,"},{"speaker":"carey","startTime":2611.348,"endTime":2616.784,"body":"it was guys driving fork trucks too."},{"speaker":"carey","startTime":2616.784,"endTime":2619.754,"body":"But they had done a better, they"},{"speaker":"carey","startTime":2616.784,"endTime":2619.754,"body":"had done a very good job and they"},{"speaker":"carey","startTime":2619.754,"endTime":2621.254,"body":"were people you could depend on."},{"speaker":"carey","startTime":2621.254,"endTime":2625.181,"body":"And they've been with us through"},{"speaker":"carey","startTime":2621.254,"endTime":2625.181,"body":"thick and thin and it was great"},{"speaker":"carey","startTime":2625.181,"endTime":2627.058,"body":"to be able to do that for 'em."},{"speaker":"carey","startTime":2627.085,"endTime":2628.075,"body":"It was a great feeling."},{"speaker":"carey","startTime":2628.104,"endTime":2629.644,"body":"Man, I, but that's what that was about."},{"speaker":"carey","startTime":2630.204,"endTime":2634.22,"body":"Now, that's, if I was to, if I was"},{"speaker":"carey","startTime":2630.204,"endTime":2634.22,"body":"to tell you the way to do it, I would"},{"speaker":"carey","startTime":2634.22,"endTime":2635.6,"body":"not tell you It wouldn't be that way."},{"speaker":"carey","startTime":2637.07,"endTime":2641.589,"body":". No I would suggest that you spend a"},{"speaker":"carey","startTime":2637.07,"endTime":2641.589,"body":"little bit more time in the front end"},{"speaker":"carey","startTime":2641.649,"endTime":2643.209,"body":"and understand what your market was."},{"speaker":"carey","startTime":2643.359,"endTime":2645.969,"body":"I went against everything that I."},{"speaker":"carey","startTime":2646.599,"endTime":2651.501,"body":"That I held dear in terms of business"},{"speaker":"carey","startTime":2646.599,"endTime":2651.501,"body":"strategy and thinking when I did that."},{"speaker":"carey","startTime":2651.501,"endTime":2653.271,"body":"Cuz it was just like, what the fuck?"},{"speaker":"carey","startTime":2653.271,"endTime":2654.081,"body":"This is what it is."},{"speaker":"carey","startTime":2654.291,"endTime":2657.231,"body":"And it seemed like a big number"},{"speaker":"carey","startTime":2654.291,"endTime":2657.231,"body":"and that's why I did it, but"},{"speaker":"carey","startTime":2657.236,"endTime":2658.491,"body":"then I wasn't gonna back off of"},{"speaker":"brian","startTime":2658.491,"endTime":2658.561,"body":"it."},{"speaker":"brian","startTime":2658.561,"endTime":2661.622,"body":"I don't know how back to back you"},{"speaker":"brian","startTime":2658.561,"endTime":2661.622,"body":"are if it are you able to go another"},{"speaker":"brian","startTime":2661.622,"endTime":2664.772,"body":"like seven, 10 minutes on this, on"},{"speaker":"brian","startTime":2661.622,"endTime":2664.772,"body":"the exit or do you need to cut it?"},{"speaker":"brian","startTime":2664.772,"endTime":2664.892,"body":"Course."},{"speaker":"brian","startTime":2665.012,"endTime":2665.642,"body":"Okay, cool."},{"speaker":"brian","startTime":2665.762,"endTime":2668.402,"body":"Because this is super interesting"},{"speaker":"brian","startTime":2665.762,"endTime":2668.402,"body":"for me because I've got a baby"},{"speaker":"brian","startTime":2668.402,"endTime":2670.082,"body":"business right now that I'm building."},{"speaker":"brian","startTime":2670.082,"endTime":2674.085,"body":"I'm packaging this whole Action Academy"},{"speaker":"brian","startTime":2670.082,"endTime":2674.085,"body":"thing under an umbrella as like a media"},{"speaker":"brian","startTime":2674.085,"endTime":2676.095,"body":"company to be able to exit it later."},{"speaker":"brian","startTime":2676.185,"endTime":2679.582,"body":"I'm doing the whole build to sell thing"},{"speaker":"brian","startTime":2676.185,"endTime":2679.582,"body":", now that you've been through the exit,"},{"speaker":"brian","startTime":2679.582,"endTime":2683.394,"body":"so first off, I've got a stupid question"},{"speaker":"brian","startTime":2679.582,"endTime":2683.394,"body":"that's just interesting for me, and then"},{"speaker":"brian","startTime":2683.394,"endTime":2686.912,"body":"I want to talk about, what did you expect,"},{"speaker":"brian","startTime":2683.394,"endTime":2686.912,"body":"what parts of the exit went, how you"},{"speaker":"brian","startTime":2686.912,"endTime":2688.772,"body":"expected, what parts went differently?"},{"speaker":"brian","startTime":2688.834,"endTime":2691.061,"body":"But first when you sell for 500 million."},{"speaker":"brian","startTime":2691.796,"endTime":2692.726,"body":"Where does that money go?"},{"speaker":"brian","startTime":2692.731,"endTime":2695.036,"body":"Do you just get like a"},{"speaker":"brian","startTime":2692.731,"endTime":2695.036,"body":"wire to your bank account?"},{"speaker":"brian","startTime":2695.336,"endTime":2696.026,"body":"? What does that look like?"},{"speaker":"brian","startTime":2696.146,"endTime":2696.496,"body":"No."},{"speaker":"carey","startTime":2696.506,"endTime":2697.346,"body":"No, you don't."},{"speaker":"carey","startTime":2697.436,"endTime":2701.846,"body":"There's a lot of really silly"},{"speaker":"carey","startTime":2697.436,"endTime":2701.846,"body":"things that you don't know or"},{"speaker":"carey","startTime":2701.846,"endTime":2703.496,"body":"you don't have when this happens."},{"speaker":"carey","startTime":2703.496,"endTime":2706.646,"body":"That's interesting you asked that because"},{"speaker":"carey","startTime":2703.496,"endTime":2706.646,"body":"that was one of the first questions."},{"speaker":"carey","startTime":2706.651,"endTime":2707.618,"body":"It's oh my god."},{"speaker":"carey","startTime":2707.978,"endTime":2709.508,"body":"The bank in town won't take it."},{"speaker":"carey","startTime":2709.988,"endTime":2710.728,"body":"They won't take it."},{"speaker":"carey","startTime":2710.728,"endTime":2710.968,"body":"Yeah."},{"speaker":"brian","startTime":2711.728,"endTime":2715.111,"body":"It's much, this bank is"},{"speaker":"brian","startTime":2711.728,"endTime":2715.111,"body":"only like 250,000 F D I C insured."},{"speaker":"brian","startTime":2715.139,"endTime":2717.204,"body":"So do you split it up and across banks or"},{"speaker":"carey","startTime":2717.204,"endTime":2717.635,"body":"no."},{"speaker":"carey","startTime":2718.085,"endTime":2720.695,"body":"There are banks that"},{"speaker":"carey","startTime":2718.085,"endTime":2720.695,"body":"handle this sort of thing."},{"speaker":"carey","startTime":2720.695,"endTime":2726.357,"body":"And what we did was we had preemptive,"},{"speaker":"carey","startTime":2720.695,"endTime":2726.357,"body":"preemptively gone to actually it was my"},{"speaker":"carey","startTime":2726.357,"endTime":2731.564,"body":"brother-in-law that worked in investments"},{"speaker":"carey","startTime":2726.357,"endTime":2731.564,"body":"and asked him, what the heck do we do?"},{"speaker":"carey","startTime":2731.594,"endTime":2732.554,"body":"How do you do this?"},{"speaker":"carey","startTime":2732.554,"endTime":2733.814,"body":"Because I don't know."},{"speaker":"carey","startTime":2734.924,"endTime":2736.748,"body":"And he put us onto money."},{"speaker":"carey","startTime":2737.933,"endTime":2741.199,"body":"a family office that he"},{"speaker":"carey","startTime":2737.933,"endTime":2741.199,"body":"knew and so they handled it."},{"speaker":"carey","startTime":2741.199,"endTime":2745.039,"body":"But basically it, it goes into a"},{"speaker":"carey","startTime":2741.199,"endTime":2745.039,"body":"bank and I honestly, I've forgotten"},{"speaker":"carey","startTime":2745.039,"endTime":2750.002,"body":"what it's called, but it's, the"},{"speaker":"carey","startTime":2745.039,"endTime":2750.002,"body":"bank is bank of New York Mellon,"},{"speaker":"carey","startTime":2750.002,"endTime":2751.502,"body":"bank of New, something like that."},{"speaker":"carey","startTime":2751.862,"endTime":2756.722,"body":"And they basically handle"},{"speaker":"carey","startTime":2751.862,"endTime":2756.722,"body":"huge or large sums of money."},{"speaker":"carey","startTime":2756.738,"endTime":2760.517,"body":". And you need to do that because"},{"speaker":"carey","startTime":2756.738,"endTime":2760.517,"body":"no matter what you do after that,"},{"speaker":"carey","startTime":2760.727,"endTime":2763.907,"body":"you have to have someplace where"},{"speaker":"carey","startTime":2760.727,"endTime":2763.907,"body":"the, you're drawing on the money."},{"speaker":"carey","startTime":2763.937,"endTime":2765.827,"body":"You have to draw the money from someplace."},{"speaker":"carey","startTime":2766.307,"endTime":2770.162,"body":"And Yeah, if you don't, I don't"},{"speaker":"carey","startTime":2766.307,"endTime":2770.162,"body":"know what the hell you do with it."},{"speaker":"carey","startTime":2770.194,"endTime":2771.265,"body":"So that was a good thing."},{"speaker":"carey","startTime":2771.265,"endTime":2773.605,"body":"I'll tell you the other"},{"speaker":"carey","startTime":2771.265,"endTime":2773.605,"body":"thing that will surprise you."},{"speaker":"carey","startTime":2773.695,"endTime":2776.005,"body":"What state are you located in?"},{"speaker":"carey","startTime":2776.005,"endTime":2776.545,"body":"What state?"},{"speaker":"carey","startTime":2776.815,"endTime":2777.115,"body":"Oh."},{"speaker":"brian","startTime":2777.115,"endTime":2777.625,"body":"Oh, brother."},{"speaker":"brian","startTime":2777.625,"endTime":2778.675,"body":"I'm in Austin, Texas."},{"speaker":"brian","startTime":2778.68,"endTime":2779.665,"body":"That's why I just moved here."},{"speaker":"brian","startTime":2779.725,"endTime":2779.855,"body":"Oh, good."},{"speaker":"brian","startTime":2779.872,"endTime":2780.232,"body":"You're lucky."},{"speaker":"brian","startTime":2780.232,"endTime":2780.812,"body":"That's why I saw you."},{"speaker":"brian","startTime":2782.137,"endTime":2783.607,"body":"Yeah, that's what I was about to say."},{"speaker":"brian","startTime":2783.607,"endTime":2786.337,"body":"If you want to go grab a beer,"},{"speaker":"brian","startTime":2783.607,"endTime":2786.337,"body":"you got a guy right here with two"},{"speaker":"brian","startTime":2786.342,"endTime":2787.717,"body":"thumbs and enjoys drinking beer."},{"speaker":"brian","startTime":2790.087,"endTime":2792.553,"body":"."},{"speaker":"brian","startTime":2790.087,"endTime":2792.553,"body":"carey: No, I was gonna say"},{"speaker":"brian","startTime":2792.581,"endTime":2797.433,"body":"We're right here in"},{"speaker":"brian","startTime":2792.581,"endTime":2797.433,"body":"south Austin south of 71."},{"speaker":"brian","startTime":2797.433,"endTime":2799.402,"body":"I'll also, I'll show up . No, that's fine."},{"speaker":"brian","startTime":2799.402,"endTime":2800.182,"body":"That would be great."},{"speaker":"brian","startTime":2800.182,"endTime":2803.233,"body":"We have we called them bourbon meetings."},{"speaker":"brian","startTime":2803.233,"endTime":2808.273,"body":"And so being from Kentucky are a lot"},{"speaker":"brian","startTime":2803.233,"endTime":2808.273,"body":"of the guys in gals here from Kentucky."},{"speaker":"brian","startTime":2808.342,"endTime":2809.422,"body":"We have bourbon."},{"speaker":"brian","startTime":2809.482,"endTime":2812.212,"body":"So I lived in Louis always bourbon."},{"speaker":"brian","startTime":2812.632,"endTime":2813.352,"body":"What's that?"},{"speaker":"brian","startTime":2813.622,"endTime":2815.722,"body":"I lived in Louisville"},{"speaker":"brian","startTime":2813.622,"endTime":2815.722,"body":"before and then Oh, really?"},{"speaker":"brian","startTime":2815.902,"endTime":2816.142,"body":"Okay."},{"speaker":"brian","startTime":2816.262,"endTime":2816.662,"body":"Yeah."},{"speaker":"brian","startTime":2816.682,"endTime":2817.026,"body":"."},{"speaker":"brian","startTime":2816.682,"endTime":2817.026,"body":"carey: Yeah."},{"speaker":"brian","startTime":2817.296,"endTime":2820.056,"body":"So the other thing is the taxes."},{"speaker":"brian","startTime":2820.061,"endTime":2821.076,"body":"The taxes."},{"speaker":"brian","startTime":2821.13,"endTime":2825.87,"body":"Now in, in Texas you're good because you"},{"speaker":"brian","startTime":2821.13,"endTime":2825.87,"body":"don't have to worry about the state taxes."},{"speaker":"brian","startTime":2825.905,"endTime":2828.074,"body":"I don't know the way."},{"speaker":"brian","startTime":2828.719,"endTime":2832.529,"body":", a media company is handled because"},{"speaker":"brian","startTime":2828.719,"endTime":2832.529,"body":"every single one of the states"},{"speaker":"brian","startTime":2832.979,"endTime":2835.439,"body":"is going to want a piece of you."},{"speaker":"brian","startTime":2835.531,"endTime":2839.791,"body":"Even though you think how in"},{"speaker":"brian","startTime":2835.531,"endTime":2839.791,"body":"the world, I never, I've never"},{"speaker":"brian","startTime":2839.791,"endTime":2842.041,"body":"even stepped foot in Idaho."},{"speaker":"brian","startTime":2842.041,"endTime":2843.709,"body":"But Idaho will want a piece of you."},{"speaker":"brian","startTime":2843.74,"endTime":2844.67,"body":"I'm a corporate in Wyoming."},{"speaker":"brian","startTime":2846.26,"endTime":2846.83,"body":"Oh, you are?"},{"speaker":"brian","startTime":2846.86,"endTime":2847.22,"body":"Okay."},{"speaker":"brian","startTime":2847.22,"endTime":2848.48,"body":"Yeah, it doesn't matter."},{"speaker":"brian","startTime":2848.48,"endTime":2849.29,"body":"It doesn't matter."},{"speaker":"brian","startTime":2849.29,"endTime":2852.82,"body":"We were in Kentucky and"},{"speaker":"brian","startTime":2849.29,"endTime":2852.82,"body":"we were California taxes."},{"speaker":"brian","startTime":2852.94,"endTime":2853.12,"body":"What?"},{"speaker":"brian","startTime":2853.125,"endTime":2854.29,"body":"They chase you forever."},{"speaker":"brian","startTime":2854.32,"endTime":2854.8,"body":"Oh yeah."},{"speaker":"brian","startTime":2854.89,"endTime":2855.1,"body":"Oh yeah."},{"speaker":"brian","startTime":2855.111,"endTime":2858.069,"body":"Cuz we sold in California, we sold"},{"speaker":"brian","startTime":2858.069,"endTime":2860.349,"body":"all of, so it matters"},{"speaker":"brian","startTime":2858.069,"endTime":2860.349,"body":"about the physical pla Oh."},{"speaker":"brian","startTime":2860.354,"endTime":2861.519,"body":"So Oh shit."},{"speaker":"brian","startTime":2861.849,"endTime":2864.519,"body":"So it actually matters"},{"speaker":"brian","startTime":2861.849,"endTime":2864.519,"body":"wherever you transact."},{"speaker":"brian","startTime":2864.609,"endTime":2864.849,"body":"Yeah."},{"speaker":"brian","startTime":2864.854,"endTime":2865.459,"body":"Then that's, and"},{"speaker":"carey","startTime":2865.579,"endTime":2867.009,"body":"so what I would, yes."},{"speaker":"carey","startTime":2867.069,"endTime":2872.559,"body":"And so my question, and I don't know, I'm"},{"speaker":"carey","startTime":2867.069,"endTime":2872.559,"body":"not a tax guy, but if you're broadcasting,"},{"speaker":"carey","startTime":2872.559,"endTime":2873.909,"body":"I don't know what that means."},{"speaker":"carey","startTime":2873.915,"endTime":2876.839,"body":"In terms of did you touch the state?"},{"speaker":"carey","startTime":2876.867,"endTime":2877.696,"body":"Did somebody in."},{"speaker":"carey","startTime":2878.116,"endTime":2880.456,"body":"California, listen to what you're doing."},{"speaker":"carey","startTime":2880.456,"endTime":2881.446,"body":"I have no idea."},{"speaker":"carey","startTime":2881.806,"endTime":2882.856,"body":"But I would look into that."},{"speaker":"carey","startTime":2882.856,"endTime":2888.06,"body":"I'd look into that now versus later"},{"speaker":"carey","startTime":2882.856,"endTime":2888.06,"body":"because the taxes are ridiculous."},{"speaker":"carey","startTime":2888.09,"endTime":2889.65,"body":"Totally ridiculous."},{"speaker":"carey","startTime":2889.706,"endTime":2893.696,"body":"Because the capital gains, of"},{"speaker":"carey","startTime":2889.706,"endTime":2893.696,"body":"course, is 20%, and if you're"},{"speaker":"carey","startTime":2893.701,"endTime":2895.376,"body":"lucky, that won't change."},{"speaker":"carey","startTime":2895.443,"endTime":2899.542,"body":"And then all of the state taxes,"},{"speaker":"carey","startTime":2895.443,"endTime":2899.542,"body":"we paid, I think, ooh, we paid"},{"speaker":"carey","startTime":2899.542,"endTime":2902.822,"body":"like 17 million to Kentucky."},{"speaker":"carey","startTime":2902.822,"endTime":2903.899,"body":"There, it's a lot."},{"speaker":"carey","startTime":2903.899,"endTime":2909.659,"body":"And it takes, you'll be paying taxes"},{"speaker":"carey","startTime":2903.899,"endTime":2909.659,"body":"to these states for a number of years."},{"speaker":"carey","startTime":2910.319,"endTime":2910.919,"body":"It's very heavy."},{"speaker":"carey","startTime":2911.849,"endTime":2911.969,"body":"Do"},{"speaker":"brian","startTime":2911.969,"endTime":2915.249,"body":"they keep you as I know you,"},{"speaker":"brian","startTime":2911.969,"endTime":2915.249,"body":"you sold to private equity, right?"},{"speaker":"brian","startTime":2916.029,"endTime":2916.659,"body":"Yes."},{"speaker":"brian","startTime":2917.139,"endTime":2920.739,"body":"Did they keep you, did they keep you on as"},{"speaker":"brian","startTime":2917.139,"endTime":2920.739,"body":"CEO e o for another year to three with a"},{"speaker":"brian","startTime":2920.744,"endTime":2922.719,"body":"vesting schedule, or was it just a buyout?"},{"speaker":"carey","startTime":2923.379,"endTime":2924.429,"body":"It was just a buyout."},{"speaker":"carey","startTime":2924.429,"endTime":2929.019,"body":"I, in, in, for whatever reason,"},{"speaker":"carey","startTime":2924.429,"endTime":2929.019,"body":"or I must have indicated to"},{"speaker":"carey","startTime":2929.019,"endTime":2931.809,"body":"them that I had no interest in"},{"speaker":"carey","startTime":2929.019,"endTime":2931.809,"body":"working for them, which is true."},{"speaker":"carey","startTime":2931.873,"endTime":2934.216,"body":"But it was just flat out and"},{"speaker":"brian","startTime":2934.216,"endTime":2937.666,"body":"it was, it Would you recommend"},{"speaker":"brian","startTime":2934.216,"endTime":2937.666,"body":"that or, because like from what I've heard"},{"speaker":"brian","startTime":2937.666,"endTime":2942.516,"body":"from other founders that have sold they"},{"speaker":"brian","startTime":2937.666,"endTime":2942.516,"body":"said it's effing miserable to sit there."},{"speaker":"brian","startTime":2942.521,"endTime":2942.786,"body":"I know."},{"speaker":"brian","startTime":2942.791,"endTime":2943.956,"body":"And yeah."},{"speaker":"brian","startTime":2944.736,"endTime":2944.826,"body":", oh,"},{"speaker":"carey","startTime":2944.826,"endTime":2945.126,"body":"yeah."},{"speaker":"carey","startTime":2945.186,"endTime":2945.816,"body":"Smiling."},{"speaker":"carey","startTime":2945.816,"endTime":2946.566,"body":"I didn't wanna do that."},{"speaker":"carey","startTime":2947.256,"endTime":2948.246,"body":"I didn't wanna do that."},{"speaker":"carey","startTime":2948.606,"endTime":2952.296,"body":"So I would suggest normally"},{"speaker":"carey","startTime":2948.606,"endTime":2952.296,"body":"the, they make you do that."},{"speaker":"carey","startTime":2952.364,"endTime":2954.918,"body":"If they're, it's not as strong a deal."},{"speaker":"carey","startTime":2954.946,"endTime":2959.267,"body":"Obviously, because you're having to work"},{"speaker":"carey","startTime":2954.946,"endTime":2959.267,"body":"through it and sometimes you have, do you"},{"speaker":"carey","startTime":2959.267,"endTime":2961.427,"body":"have to hit certain numbers and so forth?"},{"speaker":"carey","startTime":2961.432,"endTime":2965.137,"body":"And I, that, that wasn't part of my"},{"speaker":"carey","startTime":2961.432,"endTime":2965.137,"body":"deal and I wouldn't have done it."},{"speaker":"carey","startTime":2965.137,"endTime":2966.415,"body":"And I don't need to."},{"speaker":"carey","startTime":2966.441,"endTime":2969.261,"body":"The reason you do what you"},{"speaker":"carey","startTime":2966.441,"endTime":2969.261,"body":"do as an entrepreneur, so"},{"speaker":"carey","startTime":2969.261,"endTime":2970.191,"body":"you don't have to listen to."},{"speaker":"carey","startTime":2971.711,"endTime":2971.991,"body":"somebody else."},{"speaker":"carey","startTime":2971.991,"endTime":2972.911,"body":"She didn't tell you what to do."},{"speaker":"carey","startTime":2972.921,"endTime":2973.311,"body":"Yeah."},{"speaker":"carey","startTime":2973.321,"endTime":2973.854,"body":"Yeah, don't need that."},{"speaker":"brian","startTime":2973.856,"endTime":2976.447,"body":"And feel free to shut me down"},{"speaker":"brian","startTime":2973.856,"endTime":2976.447,"body":"whenever you want for your schedule."},{"speaker":"brian","startTime":2976.447,"endTime":2980.313,"body":"But so when you exit and you"},{"speaker":"brian","startTime":2976.447,"endTime":2980.313,"body":"finish up, did you do anything?"},{"speaker":"brian","startTime":2980.313,"endTime":2984.31,"body":"Was there any like trip or any"},{"speaker":"brian","startTime":2980.313,"endTime":2984.31,"body":"purchase or you're like, okay, cool,"},{"speaker":"brian","startTime":2984.315,"endTime":2987.505,"body":"I'm gonna make this one now because"},{"speaker":"brian","startTime":2984.315,"endTime":2987.505,"body":"I, besides obviously writing 50"},{"speaker":"brian","startTime":2987.505,"endTime":2989.36,"body":"million of checks to your employees?"},{"speaker":"carey","startTime":2989.36,"endTime":2992.931,"body":"The only thing, we,"},{"speaker":"carey","startTime":2989.36,"endTime":2992.931,"body":"we started this business."},{"speaker":"carey","startTime":2992.984,"endTime":2999.589,"body":"We moved to Austin and we moved to Austin"},{"speaker":"carey","startTime":2992.984,"endTime":2999.589,"body":"because the PE firm was shucking off."},{"speaker":"carey","startTime":2999.589,"endTime":3003.648,"body":"They shucked off the r and d"},{"speaker":"carey","startTime":2999.589,"endTime":3003.648,"body":"and new business departments."},{"speaker":"carey","startTime":3003.648,"endTime":3005.058,"body":"And I thought, holy cow."},{"speaker":"carey","startTime":3005.088,"endTime":3008.791,"body":"So anyway I told those guys, well"},{"speaker":"carey","startTime":3005.088,"endTime":3008.791,"body":"look, let's all go someplace else."},{"speaker":"carey","startTime":3009.211,"endTime":3013.027,"body":"And they were, pretty young and still are."},{"speaker":"carey","startTime":3013.477,"endTime":3015.607,"body":"And I asked 'em where they wanted to go."},{"speaker":"carey","startTime":3015.637,"endTime":3018.715,"body":"And so it wound up being Austin,"},{"speaker":"carey","startTime":3015.637,"endTime":3018.715,"body":"which I think was a good."},{"speaker":"carey","startTime":3019.615,"endTime":3021.385,"body":"Move for all of us."},{"speaker":"carey","startTime":3021.446,"endTime":3022.305,"body":"So that was good."},{"speaker":"carey","startTime":3022.635,"endTime":3028.202,"body":"Other than that, my wife wanted to buy"},{"speaker":"carey","startTime":3022.635,"endTime":3028.202,"body":"a place in Manhattan, and so I did that."},{"speaker":"carey","startTime":3028.742,"endTime":3034.142,"body":"That was my, and then the place"},{"speaker":"carey","startTime":3028.742,"endTime":3034.142,"body":"in Manhattan, the roof caves"},{"speaker":"carey","startTime":3034.147,"endTime":3036.692,"body":"in and what, it was wonderful."},{"speaker":"carey","startTime":3036.692,"endTime":3038.702,"body":"I, the thing about Manhattan, if you ever"},{"speaker":"brian","startTime":3038.702,"endTime":3040.621,"body":"play, did you put"},{"speaker":"brian","startTime":3038.702,"endTime":3040.621,"body":"the big ass fan in the flat?"},{"speaker":"brian","startTime":3040.621,"endTime":3041.251,"body":"What'd you do, dude?"},{"speaker":"brian","startTime":3041.331,"endTime":3041.611,"body":"No."},{"speaker":"brian","startTime":3041.611,"endTime":3042.181,"body":"Hell no."},{"speaker":"brian","startTime":3043.501,"endTime":3043.741,"body":". What'd you?"},{"speaker":"carey","startTime":3044.061,"endTime":3048.4,"body":"No, it was it was it's interesting"},{"speaker":"carey","startTime":3044.061,"endTime":3048.4,"body":"in New York, any place else, if you"},{"speaker":"carey","startTime":3048.4,"endTime":3050.785,"body":"buy a property, you buy a house."},{"speaker":"carey","startTime":3050.852,"endTime":3052.462,"body":". But normally, there's warranties."},{"speaker":"carey","startTime":3052.495,"endTime":3057.615,"body":"If it, if the whole thing collapsed"},{"speaker":"carey","startTime":3052.495,"endTime":3057.615,"body":"within a year, I, you, you're made whole."},{"speaker":"carey","startTime":3057.695,"endTime":3060.215,"body":"You're, you, it's repaired in New York."},{"speaker":"carey","startTime":3060.29,"endTime":3062.54,"body":"In New York, it's not that way at all."},{"speaker":"carey","startTime":3062.57,"endTime":3064.914,"body":"They cap it at 5,000 bucks."},{"speaker":"carey","startTime":3065.559,"endTime":3068.229,"body":"And so we'd, it was a mess."},{"speaker":"carey","startTime":3068.229,"endTime":3074.799,"body":"Anyway, needless to say, we bought"},{"speaker":"carey","startTime":3068.229,"endTime":3074.799,"body":"it in 2018 and we just stayed in it."},{"speaker":"carey","startTime":3075.129,"endTime":3076.569,"body":"Oh, I don't know, a couple of months ago."},{"speaker":"carey","startTime":3077.049,"endTime":3078.909,"body":"It's taken that long to straighten it out."},{"speaker":"carey","startTime":3078.961,"endTime":3081.926,"body":"To actually physically"},{"speaker":"carey","startTime":3078.961,"endTime":3081.926,"body":"straighten it out, it was a mess."},{"speaker":"carey","startTime":3081.931,"endTime":3082.316,"body":"Holy hell."},{"speaker":"carey","startTime":3082.316,"endTime":3083.306,"body":"It was New York."},{"speaker":"carey","startTime":3083.317,"endTime":3085.327,"body":"New Yorkers are interesting people"},{"speaker":"brian","startTime":3086.197,"endTime":3087.157,"body":"to say the least."},{"speaker":"brian","startTime":3087.186,"endTime":3090.62,"body":"What parts of the due diligence"},{"speaker":"brian","startTime":3087.186,"endTime":3090.62,"body":"and like the packaging did you"},{"speaker":"brian","startTime":3090.625,"endTime":3092.54,"body":"run into that you didn't expect?"},{"speaker":"brian","startTime":3092.54,"endTime":3096.53,"body":"Because I know that you have to do so"},{"speaker":"brian","startTime":3092.54,"endTime":3096.53,"body":"much with your different systems and"},{"speaker":"brian","startTime":3096.53,"endTime":3099.273,"body":"different cuz it takes like normally"},{"speaker":"brian","startTime":3096.53,"endTime":3099.273,"body":"a year and a half to exit, right?"},{"speaker":"carey","startTime":3100.233,"endTime":3104.273,"body":"Yeah I would say at least"},{"speaker":"carey","startTime":3100.233,"endTime":3104.273,"body":"a year, but no, they provide that."},{"speaker":"carey","startTime":3104.286,"endTime":3110.503,"body":"We had McKenzie or they had McKenzie"},{"speaker":"carey","startTime":3104.286,"endTime":3110.503,"body":"and then they had a t k I think"},{"speaker":"carey","startTime":3110.53,"endTime":3112.45,"body":"come in and they did all that work."},{"speaker":"carey","startTime":3112.45,"endTime":3114.22,"body":"I didn't, I ran the content meeting."},{"speaker":"carey","startTime":3114.31,"endTime":3117.593,"body":"I didn't pay any attention to that and"},{"speaker":"carey","startTime":3114.31,"endTime":3117.593,"body":"I told 'em that they need anything."},{"speaker":"carey","startTime":3117.593,"endTime":3118.207,"body":", fuck off."},{"speaker":"carey","startTime":3118.221,"endTime":3120.116,"body":"But were, was not very nice."},{"speaker":"carey","startTime":3120.177,"endTime":3124.183,"body":"I was not the, I was nice  ish."},{"speaker":"carey","startTime":3125.043,"endTime":3129.172,"body":"Ish, but no, because I figured"},{"speaker":"carey","startTime":3125.043,"endTime":3129.172,"body":"going through the, I didn't know"},{"speaker":"carey","startTime":3129.172,"endTime":3131.182,"body":"if we were going to complete it."},{"speaker":"carey","startTime":3131.187,"endTime":3132.172,"body":"I had no idea."},{"speaker":"carey","startTime":3132.172,"endTime":3133.312,"body":"So I'd run the company."},{"speaker":"carey","startTime":3133.312,"endTime":3135.568,"body":"I didn't wanna, to jeopardize the company."},{"speaker":"carey","startTime":3135.568,"endTime":3136.157,"body":"But you're right."},{"speaker":"carey","startTime":3136.157,"endTime":3136.997,"body":"It takes a while."},{"speaker":"carey","startTime":3137.057,"endTime":3138.657,"body":"It takes it, it took a while."},{"speaker":"carey","startTime":3138.687,"endTime":3139.527,"body":"Almost a year."},{"speaker":"carey","startTime":3139.587,"endTime":3140.247,"body":"The whole thing."},{"speaker":"carey","startTime":3141.177,"endTime":3141.897,"body":"Wow, man."},{"speaker":"brian","startTime":3141.963,"endTime":3143.733,"body":"It was, I'll let you"},{"speaker":"brian","startTime":3141.963,"endTime":3143.733,"body":"get back to your day, brother."},{"speaker":"brian","startTime":3143.823,"endTime":3145.323,"body":"I appreciate you coming on, man."},{"speaker":"brian","startTime":3145.323,"endTime":3147.123,"body":"This has been absolutely amazing."},{"speaker":"brian","startTime":3147.123,"endTime":3149.853,"body":"We got a lot of gems for new"},{"speaker":"brian","startTime":3147.123,"endTime":3149.853,"body":"entrepreneurs that are out here."},{"speaker":"brian","startTime":3150.093,"endTime":3151.773,"body":"Guys, stick to your guns."},{"speaker":"brian","startTime":3151.773,"endTime":3152.913,"body":"Stick to your guns."},{"speaker":"brian","startTime":3152.913,"endTime":3154.083,"body":"Build your culture."},{"speaker":"brian","startTime":3154.143,"endTime":3156.783,"body":"Be the most expensive, best"},{"speaker":"brian","startTime":3154.143,"endTime":3156.783,"body":"product in your market."},{"speaker":"brian","startTime":3157.203,"endTime":3158.523,"body":"Go sell for 500 million."},{"speaker":"brian","startTime":3158.548,"endTime":3159.567,"body":"Be like Carrie today."},{"speaker":"brian","startTime":3159.598,"endTime":3161.368,"body":"Be a little, be a bigger ass today."},{"speaker":"brian","startTime":3161.668,"endTime":3162.388,"body":"At least those things,"},{"speaker":"brian","startTime":3163.078,"endTime":3163.618,"body":","},{"speaker":"brian","startTime":3163.078,"endTime":3163.618,"body":"carey: at least those"},{"speaker":"brian","startTime":3163.618,"endTime":3163.828,"body":"things."},{"speaker":"brian","startTime":3164.738,"endTime":3166.798,"body":"All right, Carrie, I appreciate"},{"speaker":"brian","startTime":3164.738,"endTime":3166.798,"body":"you coming on my friend."},{"speaker":"brian","startTime":3168.988,"endTime":3169.258,"body":"All right."},{"speaker":"brian","startTime":3169.258,"endTime":3171.898,"body":"This has been, it's been Carrie"},{"speaker":"brian","startTime":3169.258,"endTime":3171.898,"body":"and Brian with the Action"},{"speaker":"brian","startTime":3171.898,"endTime":3173.818,"body":"Academy Podcast signing off."}]}