130: All the Things You’re Searching For | Barry Darmody and Search4Less

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Hey there, I'm Pete Townsend,
and this is money, never sleeps.

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We look inside the minds of
entrepreneurs and at the

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crossover of startups and a
prize Finance technology and

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Life, as We Know It, This
episode of money.

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Never sleeps is sponsored by Pat
fintech the training partner.

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The demystifies fintech and
digital Finance for financial

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services professionals on the
show.

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This week, we've got buried
Darmody, hi, I'm Barry Darmody.

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And I'm CEO search for lesson
and key sharing.

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His story on the life
experiences that were the

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Catalyst for him, becoming a
start-up founder getting the

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search for Less product to
Market.

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In the early days, Keeping the
Faith through the lean years.

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Making yourself Expendable
through building a great team

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and connecting the dots of life
through his passion for problem

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solving.
All right here on money, never

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sleeps.
In the run-up to you, founding

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your first startup tell me about
what were some of the formative

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experiences from your time, with
ifg, to Rotary, Brady to MDA and

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then back to ifg that were the
Catalyst for UConn is saying,

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alright, I'm just going to do
this sure.

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So I've been lucky enough in my
career that most of the business

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I've been involved in.
I was involved in earnest.

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H.
So when I joined I have G in.

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96, I joined a company called
lowland guy, was the third

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employee was a very Innovative
product tried to do a lot of

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what I do today, just as a way
ahead of its time, it was 1996

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and we were trying to sell none
and I'm information platform and

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the challenges we encountered
were solicitors didn't have

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internet.
So we had to provide the

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internet, we had to provide the
connection, the modem, the

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computer, and a lot of cases.
So just it was just way ahead of

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its time, it was a great
product.

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Act was a great idea and it was
a very strong leadership there,

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but Jesus mentioned services
company and this was third.com

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play.
So in 2001, 2002 when the.com

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bust happened, they kind of lost
interest in driving that

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business and a lot of leadership
actually left.

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And I was left there with an
option of maybe going back into

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mainstream employment or giving
a go for six months.

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And I didn't like the idea of
going back into mainstream and

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So I meant mainly because I was
probably being paid more than I

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was worth and mainstream
employment where I was.

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So I decided to give it a go for
six months, we rationalize the

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business.
We actually discontinued the

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side of the business that I was
working in, which was the

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consultancy side, which funny
enough is the cash card for the

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business and I focused on the
information products.

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And at the time there was good,
few law search firms in Dublin.

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And we spoke to Roger Brady who
were just after been taken over

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by an entrepreneurial culture,
So if Grant and he was looking

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at, developing out that the
Roger, Brady propositions.

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So he and I met he bought the
business are 75% stake in the

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business from ifg and part of
the deal was I went with it.

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So we joined Roger Brady and
that was a very clerical

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organization.
So there was a lot of paperwork

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going on there.
There was a 60 or 70 staff,

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delivering clothes and searches
campaign, searched every day.

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And then we had this technology
business.

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So my goals there were to kind
of bring the technology To the

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workflow within the Roger.
Brady day-to-day operations,

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which we did.
But on top of that, we acquired

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a few little searches around of
them that were sort of

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family-owned, but they were, you
know, coming to end the life in

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terms of the family ownership.
So we acquired a few of those.

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We integrated them and we grew
market share through that.

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And then in 2006, we both to
businesses in Northern Ireland

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from both sides of the divide,
and we Amalgamated them, which

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is probably the most rewarding.
His of my career kind of

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overseeing that the joining of
those two businesses and

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overcoming quite a few
challenges.

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Not just hate your related, but
it was a very, very rewarding

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experience and we modernized
those two businesses that became

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rolling UK.
It's still in existence today.

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Can I can I say that I remember
this?

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Sure.
Yeah.

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You know, I do remember this.
I remember you telling me about

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the experience of bringing
together businesses from both

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sides of that divided in
Northern Ireland.

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Yeah it was it was it was it was
a Thing the very first day, I

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went up there, I was petrified
of must admit about the, the

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reaction I would get.
This is the first time we

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brought the two businesses from
their independent offices and

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put them into one office.
Mmm.

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And I remember going up into
train thinking, like, what I'm

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going to do, I'm going to
experience here and I arrived

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and got into the office and I
just ran for the management

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office.
I just sat at my desk.

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When what are we going to do?
How am I going to engage these

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people?
And there was a deadly silence

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in the place.
And I thought it was because of

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Me but is actually they were the
conditions, they worked under

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and I kind of went out and these
are all young, early 20s workers

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and young people.
And I can you guys have a radio

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here and then response was oh
you know, we don't really rather

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you values radio bright and I
ran around to our guests that 11

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pounds on a radio brought up.
Why tuned in tuned in today

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event because it was the only
Channel.

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I knew I could get or how to get
and I said, look, the rule is

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whoever's in first chooses the
station and that's been a rule

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that we Had in all of the
businesses I've grown since.

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So there's no railing about the
radio station everyday whoever's

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in first chooses, that's it.
So I spent three weeks

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modernizing that business and as
I say we could team building

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exercises and and we did a lot
of trying to break down the

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barriers and, you know, by and
large by the end of the three

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weeks, we've gone from a very,
very paper-based system to and

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fully automated hired, a manager
up there to kind of help us role

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in the business and I believe
she still there.

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Awesome.
That was 2008.

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So he got a job out of that the
end through the years at one

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point.
I remember you saying something

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about the number of businesses
that you had integrated or that

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had been acquired during those
first seven eight years of this

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Century, buying businesses but
driving that experience into how

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you think about your own startup
that must have been quite

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helpful.
I certainly learned a lot to the

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due diligence phase at that
time.

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Certainly buying the businesses
and negotiating as party to all

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of those discussions.
The empathy that's required to

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convince the vendor that, you
know, their child is going to be

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looked after and their
reputations is going to be

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remain intact.
And they were important things

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when we were making this
Acquisitions, because a lot of

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these businesses were personal
to the owners, particularly in

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Northern Ireland to owners, you
know, they struggled with the

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thoughts of getting out and they
just knew The timing was right,

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there was a lot of consolidation
happening in the UK at the time

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there was home information pack
was initiative that the cook

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Tory government had been pushing
in terms of the vendor being

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responsible for the information
and a conveyance, and the parts

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you being able to rely on that.
So I got a huge amount of

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experience to time being
involved in that initiative and

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understanding it.
And and that came about because

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in 2006 we entered into
negotiations with mdaa which is

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a multinational firm.
Based out of Vancouver, who were

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buying up property information
companies all over Europe and

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they had floated on the stock
exchange in the back of their

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space missions business, which
was they built, the Canada arm,

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which is the arm that comes out
of the old space shuttle and

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they moved into building
satellites.

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And then they saw a correlation
between selling satellite images

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and owning the land information
them.

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And they had a big business in
the US where they were able to

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do lots of Justman by
calculations on the backup

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location.
So if building was destroyed in

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a tornado, they could work out
based on localized information.

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What the cost of of rebuild was
and there are very big in that

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space with a company called Data
quick.

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They bought a few businesses in
the UK and in Germany.

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And one of them is they bought
in the UK was a company called

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Miller, but Bryce, which is the
biggest law search company.

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In Scotland and men are Bryce.
Had a reputation of the time for

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kind of mean regardless the
kleenex of Blah searching.

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So you know, if you didn't say
going at the goes and search,

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you said go and get the medical
research.

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So they were very strategic in
the Acquisitions.

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They were making, then they came
along and they targeted.

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Roger Brady, we did a deal.
I became CEO virtue.

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Brady and I reported in 2nd a
initio is they were going to get

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us a report into you know, Bryce
but the chain strategy primarily

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because our technology was more
advanced and I felt to be

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counterproductive for us too.
It's kind of report in.

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They might lose that secret
sauce that they already have in

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the, are required through us,
because we were probably the

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largest law search firm at the
time.

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And we had kind of, grown our
market share but to fold, but we

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had reduced our overheads,
through automation by a factor

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of four.
So it was a good business model

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and truly true acquisition.
That we grew rapidly and I was,

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I entered into that earn out, it
was to urinate and at the end of

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their nose, I had a choice.
My family was quite young and

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I'd worked really hard during
their I've been in Vancouver for

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a week once every six weeks and
you know, there was a couple of

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Milestones that I missed.
I remember when we were working

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on the deal, you know, the
morning of my, my second son's

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christening I was, I was working
and I, you know, so that wasn't

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that wasn't a great work-life
balance.

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So I worked with the hearts of
the two years and towards the

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end, mdaa were kind of
indicating that the progression

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for me was UK and ultimately
Vancouver.

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You know, this was a huge
organization, billion-dollar

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turnover?
Oh, yeah.

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Yeah, and it was a massive
experience for me because I

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learned how multinationals work
and I learned how to navigate

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the bureaucracy and I learned
how to navigate, you know,

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decision-making.
I mean, we had it read a

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situation where we were trying
to rent a room in Belfast.

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I think it was like twenty
thousand pounds a year, right?

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And there was nine levels of
signing Authority for that

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lease.
Wow.

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And the and he said agent
Belfast, looking to hang on,

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what's this?
All about bar?

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You know, why do we have this
complication?

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And like a but I don't know, I
don't know why.

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Why?
20,000 that are the procurement

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vehicles of mncs.
Yeah.

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Yeah.
So all of that stuff, like I

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just sucked up and I really kind
of enjoyed learning how those

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organizations work and put the
reality was the travel didn't

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appeal, you know, International
Travelers is great crack in the

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first four times.
No, remember that period as

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well.
That you were going to and on

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the airplane all the time.
Yeah.

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And you know, you're trying to
collect your air miles and then

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you're, you know, it's weird
stuff its way.

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It's tough how it works and how
people get obsessed with her

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miles and what flights.
But what aircraft are on will I

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get bumped up to business class
and it's just, it was just

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horrendous stuff that didn't
really fill up my boat in the

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end and I got an opportunity to
go back to I've G.

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But they were one of our biggest
clients in in Rochester.

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Brady.
So I had maintained

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relationships there but the
timing of that moves with

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Shopkin.
I remember one of the first

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things it did we actually had a
very good deal with the number

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of lenders around town where
they were they were Packaging.

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Services.
And I remember, I went into one

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of the Landers is going to say,
you know, we need to renegotiate

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the price here because we're
kind of below-cost selling and I

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think I know any what we're
giving you volume and I said

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yeah.
But, you know, I think everybody

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should be paying what it costs
at the very minimum, you know.

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So they didn't react very well
to that negotiation tactic.

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But six weeks later the whole
Market, the whole Market

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collapsed know.
I remember back at that time.

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00:11:50,000 --> 00:11:55,200
You told us, you said Pete, if
there's Any time in history in

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00:11:55,200 --> 00:11:58,400
Ireland that you don't want to
buy a house, it is right now,

229
00:11:59,500 --> 00:12:02,100
and what did I do?
You gonna go out?

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00:12:02,800 --> 00:12:07,200
Yeah, the time I couldn't
understand that, you know, and

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00:12:07,200 --> 00:12:11,600
we did the numbers didn't add up
and on the market collapsed and

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I went in to kind of modernize,
few of the I have G mortgage

233
00:12:16,200 --> 00:12:20,300
related businesses to going into
crisis management to going into

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00:12:20,300 --> 00:12:23,200
rationalizing, a business to
going into managing shareholder

235
00:12:23,200 --> 00:12:26,700
relations.
She were 50% shareholder in

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business and you know all of
that stuff.

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00:12:29,200 --> 00:12:32,800
No, my experience locally at the
time, helped a great deal.

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But all of that stuff was
complicated.

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00:12:34,900 --> 00:12:36,600
It wasn't what I wanted to do
with life.

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I wanted to go out and build
products and make processes

241
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better, you know, to use my
skill set to make life easier

242
00:12:43,100 --> 00:12:45,700
for people to be more efficient
in delivering them product.

243
00:12:45,700 --> 00:12:49,500
But that was two or three years
of had, a really was difficult,

244
00:12:49,500 --> 00:12:51,400
you know?
And it was, it was hard.

245
00:12:51,500 --> 00:12:54,000
One of the first things I did
when I joined, I have G.

246
00:12:54,100 --> 00:12:55,300
ABS.
I met every single member of

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00:12:55,300 --> 00:12:57,200
Staff reporting.
A ninja my division.

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00:12:57,200 --> 00:12:58,800
One on one and there was no
agenda.

249
00:12:58,800 --> 00:13:01,600
It was just a Tegrity, think it
is business and it took three

250
00:13:01,600 --> 00:13:04,500
weeks, it was a very, very
informative process at the time,

251
00:13:04,500 --> 00:13:06,200
it was a good process.
They haven't seen anything like

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00:13:06,200 --> 00:13:08,800
that and just get a sense of
well, what's working, what's not

253
00:13:08,800 --> 00:13:11,100
working in the business?
And then, you know, three or

254
00:13:11,100 --> 00:13:13,900
four months later, I'm setting
up a time saying, hey, we've got

255
00:13:13,900 --> 00:13:17,200
to move some jobs here, it was
difficult, you know that that's

256
00:13:17,200 --> 00:13:20,100
never an easy thing to do and it
wasn't something that may I

257
00:13:20,500 --> 00:13:22,700
suggest she's a you know, you
always, you always remember

258
00:13:22,700 --> 00:13:26,000
these things that are hard
things to do. one of the things

259
00:13:26,400 --> 00:13:30,900
in order to try and make the
best of a bad situation was we

260
00:13:30,900 --> 00:13:34,800
decided to set up in sure if
less and at the time we set it

261
00:13:34,800 --> 00:13:38,200
up in Dingle and the reason we
chose dingo was there was called

262
00:13:38,200 --> 00:13:41,500
Center facilities there who
their Arsenal, Guild had a

263
00:13:41,500 --> 00:13:45,100
initiatives where you you too
broad industry to the area, you

264
00:13:45,100 --> 00:13:49,200
could evade of Grants, they had
lost a big contractor that year,

265
00:13:49,200 --> 00:13:53,100
who we should devastated the
region along the west coast and,

266
00:13:53,200 --> 00:13:56,600
you know, I'm From Carrie and I
wants to get and give a little

267
00:13:56,600 --> 00:13:58,900
bit back so we chose that as
location.

268
00:13:58,900 --> 00:14:03,100
The facilities were perfect.
We had an air-conditioned server

269
00:14:03,100 --> 00:14:05,900
room which is probably the only
recognition ceremony Roman the

270
00:14:05,908 --> 00:14:09,400
Dingle Peninsula and which we
subsequently sublet.

271
00:14:09,500 --> 00:14:13,000
But we let Rackspace to kind of
cover our costs and the

272
00:14:13,000 --> 00:14:15,000
facilities were good, the staff
for good.

273
00:14:15,100 --> 00:14:19,100
We also sold Insurance products
are scale guy, which I was

274
00:14:19,100 --> 00:14:22,400
personally very proud of and and
that is something fascinating to

275
00:14:22,500 --> 00:14:26,800
experience when you walk on.
The the sales floor getting very

276
00:14:26,800 --> 00:14:27,500
sleepy.
Yes.

277
00:14:27,500 --> 00:14:28,700
Oh.
So one of the initiatives that

278
00:14:28,700 --> 00:14:31,800
the uterus grants is that you
would know, revive the language

279
00:14:31,800 --> 00:14:34,400
and the language of play an
important role in your business

280
00:14:34,400 --> 00:14:37,500
model that we were capable of
selling Insurance products via

281
00:14:37,500 --> 00:14:41,300
Oscar Vega in those great just
so everyone knows as well.

282
00:14:41,300 --> 00:14:44,300
Go for those listening in the
u.s. is the Irish language or

283
00:14:44,300 --> 00:14:47,400
Gaelic, as it may be referred to
in the United States of America.

284
00:14:48,000 --> 00:14:51,600
Correct?
Yes Gaelic and we you know they

285
00:14:52,000 --> 00:14:55,300
did that from Stars up.
It was a Great experience again.

286
00:14:55,300 --> 00:14:58,900
And one of the things that I
learned through that experience,

287
00:14:58,900 --> 00:15:01,600
was that, you know, we brought a
lot of Technology, open source

288
00:15:01,600 --> 00:15:04,900
technology to the equation.
And as, you know, failure is an

289
00:15:04,900 --> 00:15:07,000
orphan and success has many
fathers.

290
00:15:07,000 --> 00:15:10,000
And when the business started to
kind of develop a little bit of

291
00:15:10,000 --> 00:15:13,500
success, he got a bit of
interest from peers who kind of

292
00:15:13,500 --> 00:15:16,500
wanted to help with maybe the
future direction of the business

293
00:15:16,500 --> 00:15:17,600
and that was something that I
felt.

294
00:15:17,600 --> 00:15:19,400
You know, what I've done?
I've been I've been around the

295
00:15:19,408 --> 00:15:23,600
block now, I've done this a few
times and maybe it's time.

296
00:15:23,600 --> 00:15:26,500
I did it for South.
And that was the Catalyst.

297
00:15:26,500 --> 00:15:30,500
You know, I really enjoyed my
time in Dingle but I felt that,

298
00:15:30,600 --> 00:15:33,700
you know, particular the hell
came along, I felt that I was

299
00:15:33,700 --> 00:15:37,100
better off if I if I did the
next thing on my own and for

300
00:15:37,100 --> 00:15:40,500
myself and for my family.
So I made the decision, I'd

301
00:15:40,500 --> 00:15:44,700
always resisted the urge to set
up something on my own primarily

302
00:15:44,700 --> 00:15:48,500
because it's was, I felt had a
duty to provide a home.

303
00:15:48,700 --> 00:15:51,500
And the conditions were never
really write this particular

304
00:15:51,500 --> 00:15:53,400
year.
I had an idea one of the

305
00:15:53,400 --> 00:15:58,400
businesses we We sold to Errata
Brady back in. 2002 was a

306
00:15:58,400 --> 00:16:00,500
business called company
information direct and it's

307
00:16:00,500 --> 00:16:04,200
still going and it was the first
version of search for us.

308
00:16:04,200 --> 00:16:07,600
Say bye-bye, I developed that
system at a couple of other guys

309
00:16:07,600 --> 00:16:10,400
from startup.
It does a lot of what search for

310
00:16:10,400 --> 00:16:14,500
us does and I would say, now it
kind of search plus we've

311
00:16:14,500 --> 00:16:16,500
learned from all the mistakes
that we made in that particular

312
00:16:16,500 --> 00:16:18,700
product and and we and we got it
away.

313
00:16:18,800 --> 00:16:22,300
But the real Catalyst was I use
that information that company

314
00:16:22,300 --> 00:16:24,800
information on a regular.
Business.

315
00:16:24,800 --> 00:16:29,000
And I use it in ways that it
probably doesn't get used.

316
00:16:29,000 --> 00:16:30,900
So for example, I would use it
for networking.

317
00:16:30,900 --> 00:16:33,800
I would, I would learn more from
pulling down a set of accounts

318
00:16:33,800 --> 00:16:37,300
or looking at a director's past
history, then you would get on

319
00:16:37,300 --> 00:16:40,800
LinkedIn or you find out.
I don't know if it's not about

320
00:16:40,800 --> 00:16:43,100
people when you use the service.
And that's what I used to use

321
00:16:43,100 --> 00:16:47,900
company data for and one of the
things that that was consistent

322
00:16:47,900 --> 00:16:51,000
in 2011, which was the year I
decided to ride going to do is

323
00:16:51,100 --> 00:16:54,800
set, was that every Monday
morning when my Count in my

324
00:16:54,800 --> 00:16:58,200
provider.
Got down to below 10, 10, euro.

325
00:16:58,300 --> 00:17:00,200
I'll get a phone call.
So I get a phone call.

326
00:17:00,200 --> 00:17:01,700
Hey you need to top up your
account ship.

327
00:17:01,700 --> 00:17:03,500
Look awesome.
You know what I only talked

328
00:17:03,500 --> 00:17:06,599
about six weeks ago you know
this is your this is ridiculous.

329
00:17:06,599 --> 00:17:09,300
I certainly think you know
nothing has really changed in

330
00:17:09,300 --> 00:17:12,300
this industry since I left I
didn't feel I had any obligation

331
00:17:12,300 --> 00:17:15,000
to MD at this stage on any
non-competes or anything.

332
00:17:15,200 --> 00:17:17,300
So I kind of went, you know,
what?

333
00:17:17,300 --> 00:17:21,599
CID is still the same the main
competitor everybody talks about

334
00:17:21,599 --> 00:17:24,900
knows about is still the same.
There's lots of He's here to

335
00:17:24,900 --> 00:17:28,400
actually do it better.
I'm the one thing that struck me

336
00:17:28,408 --> 00:17:32,400
at the time was that when we
sold CID to Archer Brady, and we

337
00:17:32,400 --> 00:17:37,500
sold it again 2nd, a four years
apart during due diligence, I

338
00:17:37,500 --> 00:17:40,400
realized the average income per
customer was the same.

339
00:17:40,500 --> 00:17:42,700
And that's where I came up with
my price point on.

340
00:17:42,700 --> 00:17:46,900
I went, we can do this, we can
do it better, we can do an

341
00:17:46,900 --> 00:17:50,200
all-in model and you're not
worried about having to type up

342
00:17:50,200 --> 00:17:52,500
your account, or you're not
going to get that phone call

343
00:17:52,500 --> 00:17:54,700
anymore.
And that's how Ow, search for

344
00:17:54,700 --> 00:17:57,100
Less was born and then we
started to think about how can

345
00:17:57,100 --> 00:17:59,900
we make it better?
Tapping in the industry and we

346
00:18:00,000 --> 00:18:04,300
found out things like the cro
had apis, that nobody was really

347
00:18:04,300 --> 00:18:06,700
availing of.
We started to connect to those

348
00:18:06,700 --> 00:18:09,200
apis, which meant we were
getting information in real

349
00:18:09,200 --> 00:18:11,300
time.
And we built this product.

350
00:18:11,400 --> 00:18:14,400
I designed it.
I hired a guy to help me develop

351
00:18:14,400 --> 00:18:18,800
this and I subsequently brought
him out of the business.

352
00:18:18,800 --> 00:18:22,700
He did it with a private Equity
part salary basis, it

353
00:18:22,700 --> 00:18:25,600
originally.
The search for Less was born.

354
00:18:25,700 --> 00:18:28,600
So tell us, tell us about search
for less and what it is.

355
00:18:29,200 --> 00:18:31,900
So search for Less is an online
company.

356
00:18:31,900 --> 00:18:36,000
Information platform that allows
users to access any publicly

357
00:18:36,000 --> 00:18:40,000
available information about
directors, shoulders, and

358
00:18:40,000 --> 00:18:43,100
companies and businesses.
So adding it's publicly

359
00:18:43,100 --> 00:18:44,900
available.
Good bad or indifferent.

360
00:18:44,900 --> 00:18:47,900
Appears on the platform.
We are gate the data.

361
00:18:48,300 --> 00:18:50,800
We package it in such a way that
it's easy to navigate.

362
00:18:50,800 --> 00:18:53,900
We produce reports and we do it
for a fixed.

363
00:18:54,000 --> 00:18:56,900
Annual, see the speed of the
services was the key thing and

364
00:18:56,900 --> 00:19:01,200
initially when I designed it and
we were figuring out, what how

365
00:19:01,200 --> 00:19:03,000
are we going to present this?
How we going to make it easy to

366
00:19:03,000 --> 00:19:05,700
understand, easy to use?
We have no idea that, you know,

367
00:19:05,700 --> 00:19:08,800
what the market is.
Well, served by the incumbents,

368
00:19:08,900 --> 00:19:12,700
there's really no point in
trying to disrupt and my idea

369
00:19:12,700 --> 00:19:16,900
was look, we go out with, will
pitch it out. 150 Euro, will try

370
00:19:16,900 --> 00:19:21,800
and mop up 5,000 smes and we
live happily ever after.

371
00:19:21,900 --> 00:19:23,900
And the idea was that we look
big businesses.

372
00:19:24,100 --> 00:19:26,800
In this chapter service
providers using this business

373
00:19:26,800 --> 00:19:29,300
service funds using this
information, why can't I see

374
00:19:29,300 --> 00:19:31,900
means use it and that was that
was the idea that was the

375
00:19:32,100 --> 00:19:35,500
initial plan and what happened
was I showed it to an accountant

376
00:19:35,500 --> 00:19:37,300
in town called.
Brian Mercy.

377
00:19:37,400 --> 00:19:40,200
I was, I was, I was hiding out
in his, a shock.

378
00:19:40,200 --> 00:19:42,200
I hope he doesn't mind me name
dropping him.

379
00:19:42,300 --> 00:19:44,700
Yeah.
And he came up and he said, hey,

380
00:19:45,100 --> 00:19:47,400
what are you doing here?
And she's I said, I'm developing

381
00:19:47,400 --> 00:19:49,400
this product.
He had a look and he said, can I

382
00:19:49,408 --> 00:19:52,100
have access?
And I said sure two hours later.

383
00:19:52,100 --> 00:19:55,600
He came up to my the office.
Again, and he said, what?

384
00:19:55,600 --> 00:19:56,800
I'm going to say, two things to
you.

385
00:19:56,800 --> 00:19:59,400
First thing he said is, you have
really got something here.

386
00:19:59,500 --> 00:20:02,100
This is very, very good.
And the second I'm gonna say to

387
00:20:02,100 --> 00:20:05,100
you is it's too cheap, okay?
And we're out about that for a

388
00:20:05,108 --> 00:20:08,800
while and he felt that she got a
wood 95 So eventually I can see

389
00:20:08,800 --> 00:20:10,300
the point.
Now, of course I was being

390
00:20:10,300 --> 00:20:12,600
precious and say, oh, I really
thought about this hundred fifty

391
00:20:12,600 --> 00:20:14,200
or priced.
How did you come up with the one

392
00:20:14,200 --> 00:20:16,600
you see?
Originally when we did the due

393
00:20:16,600 --> 00:20:21,100
diligence that was the average
income per customer on CID.

394
00:20:21,200 --> 00:20:23,900
So I just thought, you know,
that that has to be the number

395
00:20:24,400 --> 00:20:28,900
If we go out with this, so from
there, it was introduced to a

396
00:20:28,908 --> 00:20:32,900
networking group and you know
those eleven different

397
00:20:32,900 --> 00:20:35,800
accountancy firms that that
networking group, all 11 signed

398
00:20:35,800 --> 00:20:38,300
up with us pretty quickly.
After that and ground,

399
00:20:38,300 --> 00:20:41,900
Torrington became the first sort
of top-tier accountancy firm

400
00:20:41,900 --> 00:20:45,200
that signed up and they
presented us with our first kind

401
00:20:45,200 --> 00:20:47,100
of real dilemma in the first
three weeks.

402
00:20:47,100 --> 00:20:49,800
Which was, you know, we're going
to go with this but we need you

403
00:20:49,808 --> 00:20:53,500
to sign up 500 users and we kind
of, how are we going to sign up

404
00:20:53,500 --> 00:20:56,600
for every Users.
Just you just me and a developer

405
00:20:56,600 --> 00:20:57,900
here.
We're actually at the web

406
00:20:57,900 --> 00:21:01,000
Summit.
Okay, so we need to figure out

407
00:21:01,000 --> 00:21:04,800
how we're going to click smart.
So we came up with the universal

408
00:21:04,800 --> 00:21:09,300
sign up that staredown we invite
Everybody by email we get a link

409
00:21:09,300 --> 00:21:11,400
and that's it.
We don't have any admit, that's

410
00:21:11,400 --> 00:21:14,000
how we did it.
So we push the problem back to

411
00:21:14,000 --> 00:21:16,700
the user and that is how
everybody signs up.

412
00:21:16,700 --> 00:21:20,300
I'm just went on from there,
kind of truce ass, right?

413
00:21:20,400 --> 00:21:21,200
Sure.
Yeah.

414
00:21:21,500 --> 00:21:23,800
Is that you're up there?
You're online.

415
00:21:24,100 --> 00:21:27,800
You, well, obviously there's a
whole way to direct potential

416
00:21:27,800 --> 00:21:31,900
users potential corporates to
your website, but then once

417
00:21:31,900 --> 00:21:35,300
they're on it's completely
self-service 100%.

418
00:21:35,500 --> 00:21:39,500
And The key thing for us at this
point was, you know, we didn't

419
00:21:39,500 --> 00:21:42,900
really understand that and we
were just making it up as we

420
00:21:42,900 --> 00:21:45,800
went along.
But what I understood was that

421
00:21:45,800 --> 00:21:48,100
if we listen to our customers,
we're going to be successful

422
00:21:48,100 --> 00:21:53,500
here and we didn't anticipate
the reaction that we got from

423
00:21:53,700 --> 00:21:56,700
the I see Grant Thornton or
Brian Murphy and Summer's

424
00:21:56,700 --> 00:22:00,300
murkier and that kind of caught
us by surprise, we kind of

425
00:22:00,400 --> 00:22:04,600
reacted to that very very
quickly and change the business

426
00:22:04,600 --> 00:22:06,300
model.
Little bit added in extra

427
00:22:06,300 --> 00:22:10,400
reports that they had requested
to be prime torrent and we

428
00:22:10,400 --> 00:22:13,300
evolved kind of with them with
the but they became great

429
00:22:13,300 --> 00:22:15,500
refers.
Like this became the new kid on

430
00:22:15,500 --> 00:22:17,500
the Block and everybody could
see the value.

431
00:22:17,500 --> 00:22:21,100
Add and you know when when
people started to use it they

432
00:22:21,100 --> 00:22:23,800
could see wow this is this is
impressive.

433
00:22:24,100 --> 00:22:26,900
And the top just kicked off from
there.

434
00:22:26,900 --> 00:22:29,600
I'm like I would reckon about
half of the clients that we sign

435
00:22:29,600 --> 00:22:31,500
up for referred by somebody
else.

436
00:22:31,600 --> 00:22:34,700
And we're even seeing Trends now
where people have moved between

437
00:22:34,700 --> 00:22:37,400
Farms or move to New farms and
the first thing to do is but

438
00:22:37,400 --> 00:22:38,500
what I mean you don't have
search.

439
00:22:38,500 --> 00:22:41,900
Plus we need to have this.
This is an essential to.

440
00:22:42,100 --> 00:22:46,400
I just grows from there and like
we 19, top top, 20 accounts

441
00:22:46,400 --> 00:22:48,300
firms.
Now we've got, I think five of

442
00:22:48,300 --> 00:22:51,600
the top seven and all firms with
most of the banks at this stage,

443
00:22:51,600 --> 00:22:55,300
we started to move this year
into in Into we've met API

444
00:22:55,400 --> 00:22:58,300
proposition there as well and
that's becoming fairly busy for

445
00:22:58,300 --> 00:23:00,700
us now.
We've couple of firms coming in

446
00:23:00,900 --> 00:23:03,400
from the UK.
Following brexit, couple herbs

447
00:23:03,500 --> 00:23:05,400
Canadian firms.
Now taking a look at us as well

448
00:23:05,400 --> 00:23:08,600
in terms of the apis and had
access today time.

449
00:23:08,600 --> 00:23:12,800
We're very involved in some of
the bigger reg tech companies

450
00:23:12,900 --> 00:23:16,200
and am L companies as well as a
kind of using our data.

451
00:23:16,500 --> 00:23:20,800
So we've evolved you really have
no I mean and you know just

452
00:23:21,200 --> 00:23:23,700
bring it back to that company
information data.

453
00:23:24,000 --> 00:23:28,100
Back to, you know, 2002, like
you said, that problems always

454
00:23:28,100 --> 00:23:32,800
been there that whether it's
law, firms, accountants, Banks,

455
00:23:32,800 --> 00:23:36,000
anybody that needs information
on the companies that they are

456
00:23:36,000 --> 00:23:40,100
bringing in as their customers
or those that are, I won't even

457
00:23:40,100 --> 00:23:42,700
try to understand the legal side
of it right for how much

458
00:23:42,700 --> 00:23:46,100
information you actually need to
get but you know that problems

459
00:23:46,100 --> 00:23:48,300
always been there.
But the technology at your

460
00:23:48,300 --> 00:23:51,200
disposal to use just keeps
getting better and better

461
00:23:51,200 --> 00:23:53,600
through the years to make things
easier.

462
00:23:53,900 --> 00:23:57,500
For customers for corporates,
for businesses to get company

463
00:23:57,500 --> 00:24:00,600
information.
Yeah, absolutely and fire.com or

464
00:24:00,600 --> 00:24:04,200
one company that abused us since
they started their own

465
00:24:04,200 --> 00:24:06,900
proposition.
And, you know, they've been very

466
00:24:06,900 --> 00:24:10,800
in a bit of, they use our data
for account signup.

467
00:24:10,800 --> 00:24:14,100
They use Irish and UK data.
In fact for can sign up, we

468
00:24:14,100 --> 00:24:17,100
haven't seen that replicate
across other Irish Banks.

469
00:24:17,100 --> 00:24:19,500
We're seeing it with the likes
revolution in 26.

470
00:24:19,500 --> 00:24:24,400
Now, they're fairly slick
onboarding systems, but I know

471
00:24:24,400 --> 00:24:27,400
you've had this experience but
when it goes wrong, oh my God,

472
00:24:27,400 --> 00:24:28,600
does it go wrong?
He does.

473
00:24:28,600 --> 00:24:32,700
So enough said about that one,
but we're seeing that a lot of

474
00:24:32,700 --> 00:24:37,100
say, I know is coming at us.
Requesting this data, people are

475
00:24:37,100 --> 00:24:40,500
doing my sector analysis, we're
doing a lot of theta on that

476
00:24:40,500 --> 00:24:44,600
side and because we've enhanced
the zero data, with other bits

477
00:24:44,600 --> 00:24:47,800
of information, like, judgments,
and financial information, we're

478
00:24:47,800 --> 00:24:49,900
providing, and we've been doing
56 years.

479
00:24:49,900 --> 00:24:52,000
Providing a really strong data
set.

480
00:24:52,000 --> 00:24:55,900
We just started a version two.
To build about four weeks ago,

481
00:24:55,900 --> 00:24:57,900
where, you know, in the back of
the zero, digital

482
00:24:57,900 --> 00:25:01,100
transformation, which is
ongoing, we're seeing a lot of

483
00:25:01,100 --> 00:25:04,600
opportunity here to take it to
the next level and to develop

484
00:25:04,600 --> 00:25:06,500
further.
And this again comes back to the

485
00:25:06,500 --> 00:25:10,100
key of our growth and our
success which is listen to our

486
00:25:10,100 --> 00:25:11,800
clients.
And what I think, one of the

487
00:25:11,808 --> 00:25:14,100
most rewarding things and we get
this feedback from clients

488
00:25:14,100 --> 00:25:16,900
Primetime is actually when they
make suggestion, we react to it,

489
00:25:17,000 --> 00:25:19,700
we weigh it up and if it's a
good suggestion will deploy it

490
00:25:20,000 --> 00:25:23,100
and we get a lot of positive
feedback because of that.

491
00:25:23,300 --> 00:25:27,500
And And we find that that
particular product search for

492
00:25:27,500 --> 00:25:29,700
that is, you know, it looks
after itself.

493
00:25:29,700 --> 00:25:32,700
It is truly software as a
service and we started.

494
00:25:32,700 --> 00:25:36,400
Now just now to go back to the
smes to say, look, this is data,

495
00:25:36,400 --> 00:25:39,100
you need to be using in your day
to day and, you know, we have a

496
00:25:39,100 --> 00:25:42,800
whole story around.
Ys me should be using this in in

497
00:25:42,800 --> 00:25:46,300
all of their interactions with
customers with creditors with

498
00:25:46,300 --> 00:25:48,500
competitors buried, try to focus
on.

499
00:25:48,500 --> 00:25:51,400
How do we make it easier for
them to engage with the data?

500
00:25:51,700 --> 00:25:55,500
Yeah, there are so many
different Use cases for search

501
00:25:55,500 --> 00:25:58,000
for Less.
You know, in terms of a project

502
00:25:58,000 --> 00:26:00,200
I was working on, like you said,
figure out a sector and what's

503
00:26:00,200 --> 00:26:02,400
going on there.
And I know I introduce you to

504
00:26:02,400 --> 00:26:04,800
somebody who said, listen to be
great if we could have this API

505
00:26:04,800 --> 00:26:07,300
feed for this, and it's
wonderful that you're doing that

506
00:26:07,300 --> 00:26:10,900
now, how many markets are you
covering with search for Less?

507
00:26:10,900 --> 00:26:12,600
How many different countries are
you covering out?

508
00:26:13,800 --> 00:26:18,300
We've got, we've got the full
world data set, but we don't

509
00:26:18,300 --> 00:26:20,500
really push that we're very
strong in our in UK.

510
00:26:20,500 --> 00:26:22,800
What we find very often, is it
somebody's looking for a set of

511
00:26:22,800 --> 00:26:24,500
accounts in France.
And you give them a set of

512
00:26:24,508 --> 00:26:26,600
accounts from France during the
French register.

513
00:26:26,600 --> 00:26:30,800
The first thing to say Well
they're not translated well

514
00:26:30,800 --> 00:26:33,600
that's because they're French
and you know because the Irish

515
00:26:33,600 --> 00:26:36,200
state is so good, we find the
expectation.

516
00:26:36,200 --> 00:26:39,500
Is that all other jurisdictions
will be insane and you know we

517
00:26:39,500 --> 00:26:42,300
try to tease out with people
what they need the data for what

518
00:26:42,300 --> 00:26:44,100
they actually need and very
often all the needed

519
00:26:44,100 --> 00:26:46,700
certificate, good standing,
which we can get by going to the

520
00:26:46,700 --> 00:26:48,600
local register and give them a
bonded.

521
00:26:48,600 --> 00:26:51,400
Search that says, you know,
we've searched this particular

522
00:26:51,400 --> 00:26:55,000
register and such a date and
it's this He exists, it's a good

523
00:26:55,000 --> 00:26:57,900
standing and that tends to
satisfy most use cases.

524
00:26:58,200 --> 00:27:00,900
Because very often, like, you
can absolutely get a set of

525
00:27:00,900 --> 00:27:02,600
French counts translated into
English.

526
00:27:02,600 --> 00:27:05,100
It's going to cost like 800 kids
and their companies that do

527
00:27:05,100 --> 00:27:06,300
that.
Yeah.

528
00:27:06,800 --> 00:27:08,800
And Google translate will
probably do a great pretty good

529
00:27:08,800 --> 00:27:11,900
job but that's not something
that you'd run into the high

530
00:27:11,900 --> 00:27:14,500
court with single is.
Check this out, you know.

531
00:27:14,500 --> 00:27:18,100
So there's all of these kind of
complications around providing

532
00:27:18,100 --> 00:27:20,500
international data and we use
the big guys as well.

533
00:27:20,500 --> 00:27:22,800
You know, we've access some of
relationships with, like, study

534
00:27:22,800 --> 00:27:25,100
abroad student.
But again, the data is only as

535
00:27:25,100 --> 00:27:28,400
good as what the database has
soaked a very often.

536
00:27:28,400 --> 00:27:31,200
You might spend a hundred and
Dun & Bradstreet report, and

537
00:27:31,300 --> 00:27:34,100
they can only give you what's in
that jurisdiction and it might

538
00:27:34,100 --> 00:27:38,100
not meet expectations.
So there's just we taken a

539
00:27:38,100 --> 00:27:41,100
position on that as a service to
say look, we're expert.

540
00:27:41,100 --> 00:27:43,200
We've agents all over the world
we can get you what you want but

541
00:27:43,200 --> 00:27:45,900
let's have a conversation first
about what you want and why you

542
00:27:45,908 --> 00:27:48,400
want it and see what's the best
way to get it to you without

543
00:27:48,400 --> 00:27:51,500
cost in the earth and and that
tends to work really well for

544
00:27:51,500 --> 00:27:53,300
us.
But we've huge plans with UK

545
00:27:53,300 --> 00:27:55,200
data.
A lot of pressure from existing

546
00:27:55,200 --> 00:27:58,400
customers to try and give their
peer firms in the UK, the same

547
00:27:58,400 --> 00:28:01,300
sort of service that we did.
They get here in Ireland, we

548
00:28:01,300 --> 00:28:04,500
shied away from it that before
now because you know there's a

549
00:28:04,500 --> 00:28:06,800
couple of good incumbents there,
there was one company that

550
00:28:06,800 --> 00:28:10,600
started around the same time,
both due to the gone through a

551
00:28:11,100 --> 00:28:14,500
series of funding.
And I always felt, you know

552
00:28:14,500 --> 00:28:16,500
what?
They've got big Deep Pockets

553
00:28:16,500 --> 00:28:18,000
that I want to compete there.
I don't want to.

554
00:28:18,000 --> 00:28:21,900
I don't want to go over with UK
and, you know, Global success.

555
00:28:21,900 --> 00:28:24,200
I've had on a white elephant.
Chase.

556
00:28:24,200 --> 00:28:26,900
So yeah, we I took my time and
went up.

557
00:28:27,000 --> 00:28:30,600
Let's see how we can bring a
different product to the market

558
00:28:30,600 --> 00:28:32,300
and we think we figured that out
finally.

559
00:28:32,700 --> 00:28:36,000
And I believe that with the
diversion to that we're doing

560
00:28:36,100 --> 00:28:39,600
for Ireland, we can easily pork
that to the UK and hopefully

561
00:28:39,600 --> 00:28:45,800
would have success there.
This episode of money never

562
00:28:45,800 --> 00:28:49,000
sleeps and sponsored by Pat
fintech demystifying fintech and

563
00:28:49,000 --> 00:28:51,400
digital Finance for financial
services professionals.

564
00:28:52,000 --> 00:28:54,500
Pat fintech enable Financial
Services professionals to

565
00:28:54,500 --> 00:28:57,300
transform their capabilities
into the digital age with

566
00:28:57,300 --> 00:29:00,200
dedicated virtual training
programs, geared towards those

567
00:29:00,200 --> 00:29:04,000
that can develop deliver and
monitor optimally customized

568
00:29:04,000 --> 00:29:07,500
user experiences, balance by
appropriate, governance, control

569
00:29:07,500 --> 00:29:10,100
and oversight to learn more
about Pat fintech.

570
00:29:10,300 --> 00:29:11,100
Go to money.
Never sleeps.

571
00:29:11,200 --> 00:29:20,100
Leaps that IE / p80, fin text.
And how do you balance?

572
00:29:20,500 --> 00:29:25,800
Obviously, this opportunity to
build a great platform, you've

573
00:29:25,800 --> 00:29:29,300
scaled it locally in your home
country, you're looking at the

574
00:29:29,300 --> 00:29:31,400
next country, right?
Or not looking at the next

575
00:29:31,400 --> 00:29:34,400
country but you're getting
strong demand from the, you

576
00:29:34,400 --> 00:29:35,600
know, from your current
customers.

577
00:29:35,600 --> 00:29:38,300
Like you said to be able to open
up this type of experience to

578
00:29:38,300 --> 00:29:41,900
their UK entities.
How do you balance this

579
00:29:41,900 --> 00:29:44,800
opportunity to go?
Well yeah, you know what?

580
00:29:44,800 --> 00:29:48,700
Will expand into the UK?
Perhaps through a deal in buying

581
00:29:48,700 --> 00:29:52,100
a huge amount of data, we could
tackle the US, right?

582
00:29:52,100 --> 00:29:56,300
How do you balance that with
some of the original ideas that

583
00:29:56,300 --> 00:30:00,800
got you to launch search for
Less in the first place which is

584
00:30:00,900 --> 00:30:04,700
being local and being, you know,
being here?

585
00:30:04,700 --> 00:30:07,400
You know, you've got these
Global perhaps a global

586
00:30:07,400 --> 00:30:09,800
ambition, tempered by The
Family, Man.

587
00:30:09,800 --> 00:30:14,400
Our Guest, the one thing that
has changed is that I've built a

588
00:30:14,408 --> 00:30:18,700
pretty strong team.
And it's not just me and I have

589
00:30:18,700 --> 00:30:23,400
found that I'm sort of surplus
to requirements in most days in

590
00:30:23,400 --> 00:30:24,800
the office.
That's nice.

591
00:30:25,500 --> 00:30:30,400
Yeah, so I kind of I'm trying to
find my new Destiny or my new

592
00:30:30,400 --> 00:30:32,800
journey and you know, I'm the
Overflow guy.

593
00:30:32,800 --> 00:30:36,400
So if something is going wrong,
I've developed technical skills

594
00:30:36,400 --> 00:30:40,900
over the last few years as well.
So I released my first software

595
00:30:40,900 --> 00:30:43,700
patch from start to finish their
weeks ago.

596
00:30:43,700 --> 00:30:45,900
Yeah, it s pretty pretty proud
of myself.

597
00:30:45,900 --> 00:30:48,300
Now That the developers, it took
me four hours.

598
00:30:48,300 --> 00:30:50,500
They were they reckon they would
take them 15 minutes.

599
00:30:50,500 --> 00:30:54,700
So maybe I was being a bit too
pedantic with the patch but

600
00:30:54,700 --> 00:30:58,200
anyway it's something I learned.
So where I found myself in the

601
00:30:58,208 --> 00:31:02,100
business now is kind of going
from division to division,

602
00:31:02,300 --> 00:31:06,200
making sure that we're optimal
in everything we're doing and

603
00:31:06,200 --> 00:31:08,700
just letting the team then kind
of get on with it.

604
00:31:08,700 --> 00:31:11,500
And over the last six months,
I'm finding I'm spending more

605
00:31:11,500 --> 00:31:14,700
and more time thinking about new
product ideas which is where I

606
00:31:14,700 --> 00:31:18,200
want to be.
Working out how we're going to

607
00:31:18,300 --> 00:31:20,800
develop those.
So we you know we just started

608
00:31:20,800 --> 00:31:24,600
hiring and developers and
Freelancers and I'm starting to

609
00:31:24,600 --> 00:31:27,200
kind of focus on that side and
then I think I'm on the

610
00:31:27,200 --> 00:31:29,800
distribution side, a couple of
years ago.

611
00:31:29,800 --> 00:31:33,500
I hired Karma Nelson who has
worked with me since the lolling

612
00:31:33,500 --> 00:31:36,100
days in 1996.
So she's kind of worked me in

613
00:31:36,100 --> 00:31:41,100
different businesses and after
her karma came on board, bearing

614
00:31:41,100 --> 00:31:43,500
in mind, we're going seven or
eight years.

615
00:31:43,500 --> 00:31:47,800
Now, the revenue just doubled in
the first Of months of her being

616
00:31:47,800 --> 00:31:49,100
on board with us.
Wow.

617
00:31:49,100 --> 00:31:51,800
So like I realize as opposed to
me kind of running around, you

618
00:31:51,808 --> 00:31:54,400
know, isn't it?
Great brought in a professional

619
00:31:54,400 --> 00:31:59,700
business development person and
the success is there, I don't

620
00:31:59,700 --> 00:32:03,300
know if I would go further
myself, then the UK and we get a

621
00:32:03,300 --> 00:32:05,800
lot of queries for information
from the US.

622
00:32:05,800 --> 00:32:08,700
And the reality about the u.s.
is that most Companies

623
00:32:08,700 --> 00:32:11,700
Incorporated in Delaware.
You know it's very light touch

624
00:32:11,700 --> 00:32:14,500
in terms of the information that
you can gather and go to the

625
00:32:14,500 --> 00:32:16,800
state Department's and all that
kind of stuff but it's just It's

626
00:32:16,800 --> 00:32:20,300
so disparate and Dun &
Bradstreet, and Experian have a

627
00:32:20,300 --> 00:32:24,600
real Stranglehold on the
value-add in that space or the

628
00:32:24,600 --> 00:32:26,600
perceived value.
Add in that space, so it's a

629
00:32:26,608 --> 00:32:30,700
difficult one to get into.
Now, we cooperate or we are

630
00:32:30,700 --> 00:32:33,700
Co-op editors with Dun &
Bradstreet and Experian here in

631
00:32:33,700 --> 00:32:35,500
the Irish Market in the UK
market.

632
00:32:35,500 --> 00:32:37,500
And the relationship is pretty
good.

633
00:32:37,600 --> 00:32:40,300
But, you know, I think as we
develop our product offering,

634
00:32:40,300 --> 00:32:44,600
we're probably going to have to
figure out where places in that

635
00:32:44,600 --> 00:32:46,400
market like we could go all the
way up to cry.

636
00:32:46,600 --> 00:32:49,400
Some and personal credit but you
might bite the hand that feeds

637
00:32:49,400 --> 00:32:50,700
you in terms of some of the data
feed.

638
00:32:50,700 --> 00:32:53,200
So like we've got we've good
collaboration going on at the

639
00:32:53,208 --> 00:32:56,800
moment and for me the eyes are
certainly on the UK.

640
00:32:56,900 --> 00:32:59,100
Probably not further afield and
that's something.

641
00:32:59,100 --> 00:33:02,000
I think that we would our bit of
experience with.

642
00:33:02,200 --> 00:33:06,000
We would probably try and solve
the distribution problem over

643
00:33:06,000 --> 00:33:08,000
there.
But I would anticipate that

644
00:33:08,000 --> 00:33:12,300
because of the client base that
we have here, that the referrals

645
00:33:12,400 --> 00:33:14,900
would probably slow.
Well, I think we have already

646
00:33:14,900 --> 00:33:16,400
ready-made Market, if you know
what I mean.

647
00:33:16,500 --> 00:33:20,400
We we can probably manage pretty
well and keep the balance going,

648
00:33:20,400 --> 00:33:23,200
you know?
Okay I get it and I kind of just

649
00:33:23,200 --> 00:33:26,000
thinking more deeply about this
knowing you bury in that you

650
00:33:26,000 --> 00:33:30,000
know, one of the phrases that
keep coming to mind a lot over

651
00:33:30,000 --> 00:33:32,100
the last couple of months, with
a few things I've been working

652
00:33:32,100 --> 00:33:33,800
on, is solving adjacent
problems.

653
00:33:33,800 --> 00:33:37,900
In this was Jason Bates from who
was one of the former founders

654
00:33:37,900 --> 00:33:41,700
of Manzo.
And he spent a bit of time with

655
00:33:41,700 --> 00:33:48,800
him back in 2017, 2018, with 11
FS And it just rubbed off on me

656
00:33:48,900 --> 00:33:52,900
right in that it's taking this
whole, Eric Rice, Lean Startup

657
00:33:52,900 --> 00:33:56,200
model of building a product
getting into your customers

658
00:33:56,200 --> 00:33:58,900
hands as quickly as possible and
getting all that customer

659
00:33:58,900 --> 00:34:01,300
feedback.
And like you said, you get an

660
00:34:01,300 --> 00:34:03,700
idea from a customer.
You think about it, you weigh it

661
00:34:03,700 --> 00:34:06,500
up and you know what?
You deploy it in a few days,

662
00:34:06,700 --> 00:34:08,500
right?
And you get that going.

663
00:34:08,900 --> 00:34:13,100
And then you try to figure out
through, getting closer to those

664
00:34:13,100 --> 00:34:15,900
customers, what are the other
problems, the adjacent problems

665
00:34:15,900 --> 00:34:18,699
that you can solve l've kind of
weighing all this up, knowing

666
00:34:18,699 --> 00:34:20,699
you.
Like I said, I kind of see you

667
00:34:20,699 --> 00:34:23,500
as being far, more interested in
solving adjacent problems for

668
00:34:23,500 --> 00:34:26,900
your customers rather than going
out and building a Global

669
00:34:26,900 --> 00:34:29,400
Behemoth here, right?
Yeah.

670
00:34:29,500 --> 00:34:33,300
So we've got a couple of new
products that that were looking

671
00:34:33,300 --> 00:34:36,600
at and we decided to stay with
the for Less family, so one of

672
00:34:36,600 --> 00:34:38,900
them is start for that.
Switch is the corporation's

673
00:34:38,900 --> 00:34:43,199
platform, which makes it easy
for end users and practitioners

674
00:34:43,199 --> 00:34:46,199
profession petitioners to
incorporate companies.

675
00:34:46,800 --> 00:34:49,900
Data gatien that which we can
achieve using search for this

676
00:34:49,900 --> 00:34:53,699
data and it just reduces a lot
of steps that you have to follow

677
00:34:53,699 --> 00:34:56,000
by engaging directly with the
cro.

678
00:34:56,000 --> 00:34:59,200
And the most exciting product
that we have, which is about to

679
00:34:59,200 --> 00:35:00,900
launch.
In the next few weeks is, hey

680
00:35:00,900 --> 00:35:06,500
Char em for less and following
following covid consequences of

681
00:35:06,500 --> 00:35:09,900
coal, particular for an SME,
like us, you know, we were all

682
00:35:09,900 --> 00:35:12,700
very good at the first phase.
You know, keeping in touch with

683
00:35:12,700 --> 00:35:14,900
the staff and doing the zoom
calls, but people are so

684
00:35:14,900 --> 00:35:16,500
fatigued with it, that I started
with.

685
00:35:16,600 --> 00:35:19,400
Worried about, you know what?
What do we lost here in all of

686
00:35:19,400 --> 00:35:24,000
us and our, we properly
organized in terms of our

687
00:35:24,000 --> 00:35:28,500
policies and in terms of our
procedures and safety for staff,

688
00:35:28,500 --> 00:35:30,800
and what are the new rules?
And I kind of went, you know

689
00:35:30,800 --> 00:35:33,200
what, I'm normally pretty good
at this stuff, but this stuff is

690
00:35:33,200 --> 00:35:36,400
moving so quickly and changing
so fast that they became bit

691
00:35:36,400 --> 00:35:39,000
concerned with the whole thing.
And I said to the most mean

692
00:35:39,300 --> 00:35:41,400
thousands of businesses out
here, worried about this whole

693
00:35:41,400 --> 00:35:44,200
Space.
So we designed horm for less and

694
00:35:44,200 --> 00:35:46,500
it's straightforward platformer,
again it's fixed.

695
00:35:46,600 --> 00:35:49,400
Service where you pay your
annual sold.

696
00:35:49,400 --> 00:35:53,800
And at the very minimum, the
very entry level product is a

697
00:35:53,800 --> 00:35:57,100
employee handbook, which will
have all of the appropriate

698
00:35:57,100 --> 00:36:00,800
policies in place for working
from home for health and safety

699
00:36:00,800 --> 00:36:04,500
in the office to make sure that,
you know, you have all of the

700
00:36:04,500 --> 00:36:08,100
appropriate documentation in
place, but it also records

701
00:36:08,100 --> 00:36:11,900
employee interaction.
So, if you issue a new policy,

702
00:36:11,900 --> 00:36:16,800
the system will record whether
the employee has read the See,

703
00:36:16,800 --> 00:36:19,400
whether they've accepted the
policy and then if they haven't,

704
00:36:19,400 --> 00:36:23,000
or if they have Italy guide, the
business owner true, what

705
00:36:23,000 --> 00:36:24,800
actions they need to take to
make sure the policy is

706
00:36:24,800 --> 00:36:28,900
understood by and large.
We have six or seven similar

707
00:36:28,900 --> 00:36:33,200
products that were better in
design that, you know, we're

708
00:36:33,200 --> 00:36:36,100
trying to roll out with this for
last family and we're trying to

709
00:36:36,107 --> 00:36:40,000
decide whether they belong in
the SME environment or whether

710
00:36:40,000 --> 00:36:43,000
they belong in the professional
service provider environment,

711
00:36:43,000 --> 00:36:46,000
fashion service provider has
been very good to us, and the

712
00:36:46,000 --> 00:36:47,900
amount of me, Rose, we got from
them.

713
00:36:48,000 --> 00:36:50,000
We're reading trying to solve
problems for them.

714
00:36:50,000 --> 00:36:51,900
Particularly can't side
Cossacks.

715
00:36:51,900 --> 00:36:55,700
I'd help them with their
workflows and try and improves

716
00:36:55,700 --> 00:36:57,500
their efficiencies through
technology.

717
00:36:57,500 --> 00:37:00,100
And that's, that's where we
learn to suck for less.

718
00:37:00,100 --> 00:37:01,700
And there's a couple of more
like that coming down the

719
00:37:01,707 --> 00:37:02,600
tracks.
All right.

720
00:37:02,600 --> 00:37:04,800
Interesting.
You know, it think about this

721
00:37:04,800 --> 00:37:08,700
whole journey bury, one of the
things you said to me in 2016,

722
00:37:09,200 --> 00:37:12,100
when I was launching my business
was Pete.

723
00:37:12,100 --> 00:37:16,200
It's going to take you twice as
long to hit the targets, you

724
00:37:16,200 --> 00:37:18,100
think?
Going to hit and it's going to

725
00:37:18,100 --> 00:37:20,200
cost you twice as much to get
there.

726
00:37:20,700 --> 00:37:24,900
You kind of dance through those
nine years, right between

727
00:37:24,900 --> 00:37:30,000
launching search for less and
now, and, you know, obviously

728
00:37:30,100 --> 00:37:33,800
you've built a successful
business to this stage, but it

729
00:37:33,800 --> 00:37:36,100
wasn't an easy Road.
No, no.

730
00:37:36,100 --> 00:37:40,000
So, we bootstrapped and when I
say we, I mean, my wife's think

731
00:37:40,000 --> 00:37:43,000
she suffered the most, it was a
very difficult, the first three

732
00:37:43,000 --> 00:37:46,000
years of very difficult, it was
to occasions where I didn't have

733
00:37:46,000 --> 00:37:48,400
enough money.
You to pay staff and I had to

734
00:37:48,400 --> 00:37:52,700
ask your staff to wait a day or
two until some checks came in

735
00:37:52,700 --> 00:37:57,900
and they were difficult times
and I always checked myself at

736
00:37:57,900 --> 00:38:00,300
those times too.
You know, you're going to just

737
00:38:00,300 --> 00:38:02,600
remember this when you're
successful you must remember

738
00:38:02,600 --> 00:38:05,600
this human nature is to forget
pain but they were difficult

739
00:38:05,600 --> 00:38:08,100
times.
We got true them certainly

740
00:38:08,100 --> 00:38:09,600
didn't happen.
As quickly as I thought, I

741
00:38:09,607 --> 00:38:11,500
thought within a year and have
5,000 SM.

742
00:38:11,500 --> 00:38:15,000
He's signed up to search for
less and I'd be kicking back

743
00:38:15,000 --> 00:38:18,000
watching my kids grow.
Grow up on the sideline shouting

744
00:38:18,000 --> 00:38:20,800
and roaring at them and didn't
happen like that.

745
00:38:20,900 --> 00:38:24,700
Nonetheless, we're in a phase
now in the business where we're

746
00:38:24,700 --> 00:38:27,400
trying to figure out the next
growth phase and one of the

747
00:38:27,400 --> 00:38:31,200
things I've identified, as I'm
very, very strong agile

748
00:38:31,200 --> 00:38:35,400
Starship, you know, leading by
example, we're at a point now,

749
00:38:35,400 --> 00:38:38,800
where I got to step back and let
the culture evolved and that

750
00:38:38,800 --> 00:38:42,200
that the next generation of
managers come in and put their

751
00:38:42,400 --> 00:38:45,400
footprint on the business.
And and in that I've been very

752
00:38:45,400 --> 00:38:47,900
lucky with people that I The
bench Carmen or you're on.

753
00:38:47,900 --> 00:38:51,100
Nick has been with me again,
since Roger Beatty days.

754
00:38:51,100 --> 00:38:54,800
Tina, joined us as a wedding
when we set up the company seven

755
00:38:54,800 --> 00:38:57,700
or eight years ago, and she's
grown from college, graduate

756
00:38:57,700 --> 00:39:01,800
into operations director and,
you know, it's becoming their

757
00:39:01,800 --> 00:39:04,300
business every day as we grow.
I'm not involved in the

758
00:39:04,300 --> 00:39:06,300
day-to-day as much as I used to
be anymore.

759
00:39:06,600 --> 00:39:10,200
As I say, I'm the utilitarian
guy that they go to if there is

760
00:39:10,200 --> 00:39:13,900
something done that surface to
everybody else on the day, the

761
00:39:13,900 --> 00:39:15,300
team we've been very lucky with
the team.

762
00:39:15,300 --> 00:39:18,300
We've had a high rate Tension
rate with staff.

763
00:39:18,300 --> 00:39:23,000
And you know, I remember in the
early days, I remember I cast

764
00:39:23,000 --> 00:39:25,700
one Carson an evening at around.
4:00 wound.

765
00:39:25,700 --> 00:39:28,900
Agent was expecting me back at
the office and the following

766
00:39:28,900 --> 00:39:30,100
day.
I sat down with her and I said,

767
00:39:30,100 --> 00:39:33,800
hey, you know, I kind of forward
you to take the test here.

768
00:39:33,900 --> 00:39:36,800
I need you to work, if you don't
want to work, no problem, cause

769
00:39:36,800 --> 00:39:38,700
she's very good.
How to strike a conversation

770
00:39:38,700 --> 00:39:40,100
with her and the next day she
came in.

771
00:39:40,100 --> 00:39:42,000
He said look, I don't want to
take the piss out of you.

772
00:39:42,000 --> 00:39:43,900
I love working here but I'm just
bored with it.

773
00:39:43,900 --> 00:39:46,700
So I'm going to go on and do
something else and I told You

774
00:39:46,700 --> 00:39:47,900
know what?
I learned a lesson.

775
00:39:47,900 --> 00:39:50,600
There she learned lesson there.
The key thing for me was I was

776
00:39:50,600 --> 00:39:53,600
straight with her.
I acted quickly and I'd like to

777
00:39:53,600 --> 00:39:57,500
think that everybody who works
within our organization would

778
00:39:57,500 --> 00:40:01,700
say that about us that were an
honest organization were candid

779
00:40:01,700 --> 00:40:04,200
were transparent.
We put our hands up when we get

780
00:40:04,200 --> 00:40:07,100
it wrong and we lead, by
example, but most importantly,

781
00:40:07,100 --> 00:40:10,600
we back each other and I'm
wearing a good team and I

782
00:40:10,600 --> 00:40:14,100
wouldn't be anywhere today
without got team and that's it,

783
00:40:14,100 --> 00:40:17,000
that's critical thing for me,
you know, there's There's a lot

784
00:40:17,000 --> 00:40:21,300
of luck involved in this story
but at the key thing for me was

785
00:40:21,400 --> 00:40:23,900
getting those people to trust
that I knew what I was doing and

786
00:40:23,900 --> 00:40:27,400
that this was going to come good
and none of those people caramel

787
00:40:27,400 --> 00:40:30,600
make Lena key people today.
None of those people were

788
00:40:30,600 --> 00:40:34,100
overpaid when they joined, you
know, in fact you know, a lot of

789
00:40:34,100 --> 00:40:37,100
them probably took pay cuts to
come and help me with this

790
00:40:37,100 --> 00:40:38,600
journey.
You know, I believe we've

791
00:40:38,600 --> 00:40:42,000
addressed that now and then and
everybody is appropriately

792
00:40:42,000 --> 00:40:44,400
compensated.
At we're on a new phase in the

793
00:40:44,408 --> 00:40:48,300
businesses aside and I quit.
Thing for me is realizing the

794
00:40:48,300 --> 00:40:50,200
startup phase is probably coming
to an end.

795
00:40:50,200 --> 00:40:52,600
So I'm going to go off and do
what I enjoy doing, which is

796
00:40:52,600 --> 00:40:55,800
building new products and
hopefully, the business is

797
00:40:55,800 --> 00:40:59,000
strong enough and I believe it
is because we didn't have

798
00:40:59,100 --> 00:41:01,800
explosive growth.
We certainly have had high

799
00:41:01,800 --> 00:41:05,000
growth in the last two years but
you know, slow and steady for

800
00:41:05,000 --> 00:41:08,600
the first five or six years.
And then you know the last

801
00:41:08,600 --> 00:41:10,700
couple years with our new
product and key.

802
00:41:10,800 --> 00:41:13,500
It kind of took off a bit and
we've got a lot of innovation in

803
00:41:13,500 --> 00:41:17,400
that particular space.
But you know, When I look at my

804
00:41:17,400 --> 00:41:20,800
career firms that the started up
around the same time we started

805
00:41:20,800 --> 00:41:24,400
up, you know, I went to the web
Summit night or Speed network

806
00:41:24,400 --> 00:41:27,400
was meeting an angel, so like I
was very apprehensive, right?

807
00:41:27,400 --> 00:41:30,400
That's very apprehensive about
talk to anybody about my great

808
00:41:30,400 --> 00:41:32,500
idea.
When you know we was actually

809
00:41:32,500 --> 00:41:37,000
just speed networking.
What year was that in 12 2010?

810
00:41:37,600 --> 00:41:39,800
The other thing is like, you
know, you're queuing up to meet

811
00:41:39,800 --> 00:41:42,800
these angels and so on are
younger than you and you're like

812
00:41:42,800 --> 00:41:45,300
the old geezer, the back of the
queue there at all the kids are

813
00:41:45,300 --> 00:41:47,600
up there.
Get their Chip kind of gone.

814
00:41:47,600 --> 00:41:50,500
No, I look like a grandfather
and this environment.

815
00:41:50,500 --> 00:41:53,600
So, so there's lots of learnings
along the way and I guess the

816
00:41:53,600 --> 00:41:56,400
point of making is that we
didn't try and grow too quickly.

817
00:41:56,500 --> 00:41:59,800
We didn't over promise and under
deliver and I think we're better

818
00:41:59,800 --> 00:42:02,700
for today.
We took it steady and we got to

819
00:42:02,700 --> 00:42:05,700
where we are and like there
isn't a day I wake up and I go,

820
00:42:05,800 --> 00:42:08,300
geez, I hope there's no garage
today, you know, because I'm so

821
00:42:08,300 --> 00:42:11,900
grateful for where we are.
But I know now that this is in

822
00:42:11,900 --> 00:42:14,100
good hands and that doesn't
necessarily mean my hands.

823
00:42:14,100 --> 00:42:16,300
It's in all of our hands and
we're all capable of more all

824
00:42:16,500 --> 00:42:18,100
All the good at what we do
individually.

825
00:42:18,200 --> 00:42:19,700
All right?
And if there's going to be one

826
00:42:19,700 --> 00:42:23,300
thing that could happen over the
next few years that could make

827
00:42:23,300 --> 00:42:26,300
the difference between success
and utter failure.

828
00:42:26,400 --> 00:42:30,500
What do you think it would be?
I'm always worried about -

829
00:42:30,700 --> 00:42:33,900
change and can't.
So we might and and some office

830
00:42:33,900 --> 00:42:36,500
might just go, you know, we
don't need law searching in the

831
00:42:36,508 --> 00:42:40,400
whole conveyancing process.
But like we carry out a planning

832
00:42:40,400 --> 00:42:44,000
search for every conveyance that
takes place that we got on our

833
00:42:44,000 --> 00:42:46,900
on our debt.
This 56 things, we check For a

834
00:42:46,900 --> 00:42:50,000
planning, search for a property.
It's complicated and if we get

835
00:42:50,000 --> 00:42:53,000
one of them wrong, it could be
fatal for the purchase of the

836
00:42:53,008 --> 00:42:56,000
property or down the line.
And that's always something

837
00:42:56,000 --> 00:42:58,700
that, you know, I like to tell
people is we try and do a better

838
00:42:58,700 --> 00:43:00,700
than everybody else so we try
and do it more thoroughly than

839
00:43:00,700 --> 00:43:03,600
everybody else.
And that that's not to say that

840
00:43:03,700 --> 00:43:05,300
our competitors don't do it,
thoroughly.

841
00:43:05,300 --> 00:43:08,300
It's to say that we're trying to
push the, we're trying to raise

842
00:43:08,300 --> 00:43:11,800
the bar in this stuff and I get
that, I get that.

843
00:43:11,900 --> 00:43:15,900
And it's like if you see a
process that doesn't work,

844
00:43:16,400 --> 00:43:20,000
Really well or that there's some
gaps in it because either the

845
00:43:20,000 --> 00:43:23,300
Technologies old school or the
approach that people are taking

846
00:43:23,300 --> 00:43:27,700
aren't the best but then if you
can go all the way down through

847
00:43:27,700 --> 00:43:30,900
the entire process and say, how
are we going to wrap technology

848
00:43:30,900 --> 00:43:33,100
around every single step along
the way?

849
00:43:33,100 --> 00:43:36,200
You've kind of deconstructed
that completely and you know,

850
00:43:36,200 --> 00:43:40,800
every single Gap in every single
hole and then by trying to use

851
00:43:40,800 --> 00:43:42,700
technology to solve that
problem.

852
00:43:42,700 --> 00:43:44,500
You know what?
If you have to go offline with

853
00:43:44,500 --> 00:43:47,600
something, the problem hasn't
been Right.

854
00:43:48,300 --> 00:43:52,600
So just by that focus and that
discipline to get down to every

855
00:43:52,600 --> 00:43:56,400
single key part of the process,
you are truly improving it by

856
00:43:56,400 --> 00:44:00,000
wrapping technology around it,
if it is so possible to do it.

857
00:44:01,300 --> 00:44:04,100
That's the key thing you do.
That's what keeps us awake at

858
00:44:04,100 --> 00:44:06,000
night.
That's what you want to achieve.

859
00:44:06,100 --> 00:44:08,900
And the worst thing that can
happen is, somebody might go,

860
00:44:09,400 --> 00:44:11,100
you know, we don't need this
anymore.

861
00:44:11,100 --> 00:44:13,700
This isn't useful and all of a
sudden, you know, the

862
00:44:13,700 --> 00:44:17,500
requirement is gone and probably
won't happen in my lifetime.

863
00:44:17,900 --> 00:44:19,000
There's a lot of road ahead of
us.

864
00:44:19,000 --> 00:44:23,000
In terms of modernizing
conveyancing is definitely scope

865
00:44:23,000 --> 00:44:25,400
for improving that process was
to say.

866
00:44:25,600 --> 00:44:28,800
You know, legislative change is
probably the biggest fear.

867
00:44:28,800 --> 00:44:30,400
I hey, I'm with you.
I'm with you.

868
00:44:30,900 --> 00:44:34,700
And I when you mentioned you
know that 2012 experience of

869
00:44:34,700 --> 00:44:38,800
being at web Summit and you know
never taking outside capital or

870
00:44:38,800 --> 00:44:42,500
never taking VC money right or
never never pursuing VC money

871
00:44:42,600 --> 00:44:47,400
and just realizing that this
year, I think is the first year

872
00:44:47,400 --> 00:44:49,600
that you're on the fintech
Ireland map was searched for

873
00:44:49,600 --> 00:44:51,900
less.
And just the obviously the

874
00:44:51,900 --> 00:44:55,900
fintech Ireland map is a
one-pager with all the logos on

875
00:44:55,900 --> 00:44:58,100
it of all the different fintech
players at Ireland.

876
00:44:58,100 --> 00:45:00,300
All broken down into all the
different categories, one of,

877
00:45:00,300 --> 00:45:03,300
which is Tech with search for
Less right in there.

878
00:45:04,000 --> 00:45:06,000
What was your a wake-up point?
That said, I'm going to do that

879
00:45:06,000 --> 00:45:08,700
or was it, you know, did someone
find out about you?

880
00:45:08,700 --> 00:45:10,300
And said, we got to put search
for Less up there.

881
00:45:10,400 --> 00:45:13,400
Yeah, so I'm old school.
So, you know, I haven't quite

882
00:45:13,400 --> 00:45:15,000
figured out the social media.
Yes.

883
00:45:15,000 --> 00:45:17,500
Yeah.
So yeah, we got a called say

884
00:45:17,500 --> 00:45:18,900
look, why aren't you guys out
this?

885
00:45:18,900 --> 00:45:21,800
We love your products and I
said, sure, I'm happy to go on

886
00:45:21,800 --> 00:45:22,700
ash.
Awesome.

887
00:45:23,300 --> 00:45:24,800
I need to get better at that
stuff.

888
00:45:25,100 --> 00:45:27,100
Probably to hire.
Somebody is good at that stuff.

889
00:45:27,300 --> 00:45:29,200
Yeah yeah I'll let you know if I
know somebody.

890
00:45:30,700 --> 00:45:33,600
That's the limitation.
We just need to get better at

891
00:45:33,600 --> 00:45:34,800
that stuff.
Sub promotion.

892
00:45:34,900 --> 00:45:37,500
Well do it under the radar.
There's something to be said for

893
00:45:37,500 --> 00:45:41,400
building a successful business
without figuring out social

894
00:45:41,400 --> 00:45:43,100
media.
Yeah, yeah.

895
00:45:43,100 --> 00:45:44,800
Right.
Or in sorry, let me see.

896
00:45:46,400 --> 00:45:52,200
So when you've got a product, it
sells itself, you know what the

897
00:45:52,200 --> 00:45:54,000
hell do you need Twitter for?
Right?

898
00:45:54,600 --> 00:45:59,400
Yeah, so true, you know, and
there's a number of

899
00:45:59,400 --> 00:46:02,800
conversations that I've lined up
for this podcast with folks that

900
00:46:02,800 --> 00:46:06,200
have bootstrap businesses that
have built it from scratch and

901
00:46:06,200 --> 00:46:08,600
it's a different approach and
there's a book out there called

902
00:46:08,600 --> 00:46:11,800
small Giants businesses that
just want to be really, really

903
00:46:11,800 --> 00:46:15,100
good at what they do.
But not turn into a global

904
00:46:15,100 --> 00:46:17,400
Behemoth, right?
This just not their ambition,

905
00:46:17,400 --> 00:46:19,500
they just want to be really good
at what they do.

906
00:46:20,200 --> 00:46:21,700
Yeah.
And it's Kate it's a key thing

907
00:46:21,700 --> 00:46:24,500
for me as well as you know, we
maintain the culture.

908
00:46:24,900 --> 00:46:27,300
We're very agile.
I go back to that nice for

909
00:46:27,300 --> 00:46:31,000
20,000 pounds in Northern
Ireland, that needed Nine

910
00:46:31,000 --> 00:46:34,300
signatures, you know, if you get
too big, you just can't react to

911
00:46:34,308 --> 00:46:37,200
things like that, and I think
that's our secret sauce, that,

912
00:46:37,200 --> 00:46:40,000
you know, a customer might make
a suggestion to us in the

913
00:46:40,000 --> 00:46:42,700
morning and it could be there by
close of business tomorrow, you

914
00:46:42,700 --> 00:46:46,000
know, and I like that.
And that's what kind of, that's

915
00:46:46,000 --> 00:46:48,600
what gets my juices flowing.
I get you, I get you.

916
00:46:48,600 --> 00:46:51,700
And we'll listen, I definitely
learned something about Barry

917
00:46:51,700 --> 00:46:52,700
Dermody.
This evening.

918
00:46:53,500 --> 00:46:55,800
You know, we've been Pals for
nearly 20 years.

919
00:46:56,300 --> 00:47:00,200
I never really connected the
dots between all the different

920
00:47:00,200 --> 00:47:01,500
stops.
Your career in different

921
00:47:01,500 --> 00:47:04,800
experiences into one story, that
makes a hell of a lot of sense.

922
00:47:04,800 --> 00:47:08,600
So it's not a opening
eye-opening and impressive to as

923
00:47:08,600 --> 00:47:11,800
well, Barry, tell us what's one
thing that people wouldn't

924
00:47:11,800 --> 00:47:14,100
expect to know about you.
I'm gonna probably tell you a

925
00:47:14,100 --> 00:47:16,400
couple of things that I'm sure.
Some, this is who know me.

926
00:47:16,400 --> 00:47:18,800
Probably didn't know what is I
mentioned earlier on, I'm from

927
00:47:18,800 --> 00:47:21,100
Carrie.
Yeah, I was born in Dublin, but

928
00:47:21,100 --> 00:47:26,300
I grew up in kerikeri season
ticket holder, I've got five,

929
00:47:26,300 --> 00:47:28,900
brothers and two sisters and
about 18 months ago.

930
00:47:29,000 --> 00:47:31,900
I've got a business conference.
And I'm up to me, he was the

931
00:47:31,900 --> 00:47:35,500
keynote speaker and came up to
me, he asked me about my arm and

932
00:47:35,500 --> 00:47:38,100
I was born with one arm.
Yeah.

933
00:47:38,100 --> 00:47:41,800
And he proceeded to tell me
another, a lot of people notice

934
00:47:41,800 --> 00:47:44,600
this, so I try to conceal it.
I don't want it to become a

935
00:47:44,600 --> 00:47:47,900
thing in business and so he was
being very, he's very perceptive

936
00:47:47,900 --> 00:47:52,400
and he told me that his daughter
was just born with a similar

937
00:47:52,400 --> 00:47:55,600
defect and just wanted to know
how I got on in life and I

938
00:47:55,600 --> 00:47:58,200
realized that in because I've
never been able to kind of put

939
00:47:58,200 --> 00:48:02,500
my finger on why I think the way
I think I texted my dad, my mom

940
00:48:02,500 --> 00:48:06,600
and I said, hey Noah times for
just letting me be because of my

941
00:48:06,600 --> 00:48:09,600
siblings, they never treated me
any differently because I've

942
00:48:09,600 --> 00:48:11,900
only got one arm.
In fact, if anything they just

943
00:48:11,900 --> 00:48:14,900
said, you know, get on it.
And that was the upbringing I

944
00:48:14,900 --> 00:48:18,000
had.
And that's for me, is the

945
00:48:18,000 --> 00:48:21,300
essence of who I am and how I
think, totally, I totally see

946
00:48:21,300 --> 00:48:24,000
that.
That's it.

947
00:48:24,200 --> 00:48:26,500
That's the one thing that is the
one thing.

948
00:48:26,500 --> 00:48:28,400
No that makes so much sense.
Yeah.

949
00:48:28,400 --> 00:48:33,300
And over the years kind of get
my head around that that it

950
00:48:33,300 --> 00:48:36,700
that's deep.
So awesome.

951
00:48:36,900 --> 00:48:39,900
Well Barry thanks so much.
God's honest truth it's been a

952
00:48:39,900 --> 00:48:43,500
fantastic conversation really
was looking forward to doing

953
00:48:43,500 --> 00:48:46,600
this tonight and you kind of you
hit the ball out of the park

954
00:48:47,600 --> 00:48:51,300
tanks.
He's got a pleasure, thank you.

955
00:48:56,900 --> 00:48:59,600
That does it for this week folks
and thanks to Barry for opening

956
00:48:59,600 --> 00:49:01,000
up.
His mind to help us figure out

957
00:49:01,000 --> 00:49:01,900
why he does.
What he does.

958
00:49:02,500 --> 00:49:04,700
Lakes are on our website at
money, never sleeps that IE.

959
00:49:04,800 --> 00:49:06,700
So check us out online and
subscribe to our money.

960
00:49:06,700 --> 00:49:10,000
Never sleeps newsletter as well.
Also, thanks to Conan Brophy,

961
00:49:10,000 --> 00:49:11,700
from create sound for mixing and
editing.

962
00:49:11,700 --> 00:49:14,900
This episode Conan is an
excellent medium and to get in

963
00:49:14,900 --> 00:49:16,600
touch with when you're thinking
about launching your own

964
00:49:16,600 --> 00:49:19,200
podcast.
As for me I'm a founding partner

965
00:49:19,200 --> 00:49:22,300
at norio ventures Nam an early
stage startup advisor and

966
00:49:22,300 --> 00:49:24,800
investor focused on fintech and
digital assets.

967
00:49:25,200 --> 00:49:26,600
You'd like to talk to me about
your business.

968
00:49:26,700 --> 00:49:30,100
It's drop me a voicemail on my
never sleeps that I finally till

969
00:49:30,100 --> 00:49:31,700
next time.
Thanks for listening.

970
00:49:31,700 --> 00:49:32,300
See you