Professional Documents
Culture Documents
PROOF
GRADUATE
How to Land The Job You Want
By Doing Free Work
1
MY STORY
From first grade to my senior year of college, my record
remained virtually flawless.
to
do.
had
solid
academic
record,
great
first
was
staging
company.
Their
only
job
miserable. All the good jobs seemed like they were being
snatched up by recently laid off 35-year olds who were
desperate and willing to take a cut in pay. Us college grads
were left with menial gigs that barely required a pulse.
There was a panicked look in the eyes of my peers, who
tried to maintain poise as they carefully recited their plans
for the future. We looked to each other search for approval,
as though we all secretly wanted to ask: Am I doing this right?
Do you have the answers? Do you know?
We were all desperately trying to figure out the rest of our
lives. And strangely, it felt like time was running out. The
clock was ticking, and we were racing to hit the milestones
of success:
Internship at 21 Real job at 22 Great career by 25
Marriage, house, and kids by 30 First million, travel the
world by 35 Change the world by 40
Then coast until retirement, I guess, where we could finally
relax and enjoy life.
"You gotta take what you can get in this market" became
the mantra of my peers. I stood in shock as someone who I'd
partied with months prior proudly exclaimed that they'd
been hired in sales at Verizon, and how excited they were to
move up to middle manager in a few months...
What?!
York
Times
bestselling
authors,
Hollywood
was having fun and growing, all while doing work that was
typically reserved for people twice my age.
This was not the norm for a 22-year old in the heart of a
recession.
What separated me from all the other unemployed
graduates, sitting in their parents basement with no job
prospects on the horizon?
How was I different from the graduates who had jobs, but
already hated their careers?
Well, the truth is that anyone can do what I did. Im not
special or unique, and none of the paid gigs I landed were
given to me. I worked hard to earn these dream jobs, but I
also avoided the mistakes that most people make.
The one thing that truly separates me from everyone else is
that I know something most people dont
The economy is NOT preventing you from creating your
dream career. Whats actually holding you back are
conventional job-hunting methods. I took all the traditional
advice Id been given and ignored it. I decided to do things
differently, and it paid off.
As youre about to see, everyone is doing it all wrong. But I
have a method that works.
Sound good?
Im going to show you how to make yourself recessionproof. If you successfully apply the principles in this book,
you'll be presented with more opportunities than you ever
thought possible.
2
WARNING: NEW RULES
It is not the strongest of the species that
survives, nor the most intelligent that
survives. It is the one that is most adaptable
to change. Charles Darwin
3
LIFE AFTER SCHOOL
Most people do absolutely nothing during that first month
after graduation. They want a break from their four years of
higher education, so they decide to enjoy some time off. A
few of them spend several months lounging around.
Some graduates decide to go back to school, which can be a
one of the dumbest financial decisions you can make in the
United States. A lot of these folks take on massive debt, even
though their earning potential will never rise significantly
enough to justify it.1 Two years of lost opportunities and
$100,000+ down the drain. Most people considering grad
school would be far better off reading books, then practicing
all the things they learn.2
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Dont want to read the rest of this book? Prefer to watch video
instead? No problem. Just visit: learn.charliehoehn.com/rpg
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4
THE NEW WAY TO WORK
Pay close attention here, because I'm about to mess you up
with the truth.
In terms of rapidly advancing your career and doing work
that you actually care about, there is one option that stands
above the rest. That option is FREE WORK.
You might be thinking, "I've done free work. It's called an
internship, guy. That's no secret."
Well... not quite.
An internship is usually just a menial job without pay.
You have to apply for an internship, the same way you
apply for a job. You send in your resume, do an in-person
interview, and if you beat all the other applicants, youre
given low-level work from 9:00a-5:00p. Enjoy grabbing
coffee and filling out spreadsheets for the next three months,
sucker. And by the way, there are no guarantees for a full-
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time position after the internship ends. So all the mindnumbing work you do might not lead to anything. Sorry!
Free work is a different approach altogether
Free work allows you to work in whatever industry you
want, on any projects youre interested in. But unlike an
internship, there are no dead ends. If you follow the steps I
lay out in the next section, you will be greeted with more
opportunities than you ever would have through the
traditional career approach.
While free work is great, and can quickly advance your
career, there's another component to this equation. In the
beginning, your free work should be done virtually (a.k.a.
remotely), so you can work with people who live in other
parts of the country/world.
There are many reasons why this is a good idea, but the
most important is that it removes nearly all of the perceived
risks for the potential employer.
Employers worry about wasting their time and money
whenever they hire someone. With free work, you obviously
remove the risk of money, but with virtual free work, you
remove the risk of wasting their time.
If you're not in the same office as them, they don't have to
spend a lot of time training and managing you they don't
really even have to think about you. And if you actually do
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quality work and stick with them long enough, they'll want
to continue working with you (and, eventually, hire you).
There's something extremely remarkable about a person
who can consistently and quickly complete projects on their
own, when they're in another state/country, without the
looming pressure of a boss a few feet away.
From a psychological standpoint, free work is extremely
powerful. This is because the employers expectations are
always going to be really low:
Unproven college grad
Working remotely
+ Zero pay
_________________________
REALLY low expectations
If you don't deliver, they will not be surprised or upset -they almost expect it to happen.
You can use this dynamic to your advantage and dominate.
Don't believe me? Consider this
Businessmen are delighted when they outsource mindless
tasks to virtual assistants overseas, at a few bucks an hour,
and receive the completed work a few days later.
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approach
the
situation
as
clear-cut business
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COMMON OBJECTIONS TO
FREE WORK
OBJECTION: Its illegal for employers to accept
free work. They must pay at least minimum
wage for any work you perform.
With the exception of non-profits, the Department of Labor
requires that unpaid work be primarily for the benefit of the
volunteer, not the employer. YOU are the one initiating this
free work arrangement (thus determining the benefits youll
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have
utilized
free
work
for
centuries
(see:
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of
special
education
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professional
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Now, lets get to the fun part. Throw away your resume
because you wont need it anymore. I'm going to teach you
how to make yourself recession-proof.
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Step 0
STOP ACTING ENTITLED
This is step zero, because it shouldn't be a step at all.
Most graduates assume they deserve a big paycheck simply
because they have a college degree. They feel as though they
are worthy of a great, high-paying job the second they throw
their graduation cap into the air. Perhaps its because were
used to getting trophies just for showing up. Or maybe its
because we spent a lot of time and money working toward a
degree, with the implied promise of a better future.
Whatever the case, this entitlement mentality is toxic. We
are not all winners, and we dont deserve to be treated as
such simply for existing. Great careers and big paychecks
require work. They wont be handed to you.
College degrees are not given to unique snowflake children.
They're given to people who can afford them (generally
speaking), and those who can test well over the course of
four years. You may have earned your college degree, but
you haven't earned the right to be paid a lot of money (yet).
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CASE STUDY
THE AMERICAN APPAREL
MARKETING GENIUS
Ryan Holiday dropped out of college at the age of 19. He left
school so he could move to Hollywood to do free work for
two of his favorite authors: Tucker Max (I Hope They Serve
Beer in Hell) and Robert Greene (The 48 Laws of Power).
Ryan offered to help them with their books and online
marketing efforts (e.g. research, generating press, building
Wikipedia pages, creating launch campaigns, etc.), and he
turned out to be exceptionally skilled at his job. He was so
good that both authors recommended him to Dov Charney,
the CEO of American Apparel. Dov made Ryan an offer that
he couldnt refuse: a six-figure salary working as the director
of marketing for the company.
Within three years of dropping out, Ryan established
himself as one of the worlds top online marketers. Hed
generated millions of dollars in sales for American Apparel,
at a fraction of the cost of traditional PR campaigns. Hed
also advised several New York Times bestselling authors
and multi-platinum musicians. Before he was 26 years old,
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Step 1
PICK A FEW INDUSTRIES
THAT INTEREST YOU
A lot of us get out of college and realize that we majored in
something we don't really care about. Because we've been
labeled with that major, we feel pigeonholed. That doesnt
have to be how it works, though.
You can sidestep your way into almost any industry if you
meet the right people and work with them. And at this
stage of your career, you should be open to experimentation.
Be willing to check out a few industries, just to see what
theyre actually like. Who cares whether you majored in
those fields or not youre not committing to anything at
this point. Youre just testing to see whether the work is
actually fun and fulfilling for you.6
The bigger challenge, I think, is figuring out what kind of
lifestyle you ultimately want to create (Active? Creative?
Social?), in addition to what fields you are genuinely
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Step 2
DEVELOP IN-DEMAND
SKILLS
If the highlight of your skill set on your resume is "Proficient
in Microsoft Office," then you have no marketable skills.
Knowing how to create a document, format a PowerPoint, or
organize a spreadsheet are not things you can brag about
those are things every employer expects, like knowing how
to pronounce your own name, or remaining continent
during office hours.
You need to have actual skills that are both in high demand
(in your desired industry) and difficult to learn. Youll be
extremely valuable if your skill is both scarce and in high
demand.
Seriously, if you want to be making $100,000+ right after
college, go learn how to put out oil fires in the Middle East.
Is it miserable and terrifying? Yes.
Is it a skill thats rare and in high demand? Absolutely.
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CASE STUDY
UNOFFICIAL SALESMAN
Theres one thing that every business needs in order to
survive: sales. If youre not sure what in-demand skills you
should develop, you can always take on the role of unofficial
salesman. Thats what Ryan Graves did when he decided he
wanted to work for FourSquare.
Ryan went door-to-door to all of the businesses in his
neighborhood, demonstrating how the app worked to each
of the owners, selling them on the idea of using FourSquare
to boost their revenues. With each pitch, his ability to sell the
app grew stronger. He knew exactly what business owners
needed to hear in order to get on board.
After Ryan signed up more than 20 Chicago venues to run
FourSquare specials, he blogged about what hed done. Then
he asked each of those business owners to email the founder
of FourSquare with their stories of how he had introduced
them to the app. Needless to say, Ryan was hired.
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Step 3
BUILD UP YOUR ONLINE
SHOWCASE
Great jobs, world-class jobs, jobs people kill for...
those jobs don't get filled by people emailing in
resumes. Ever. Seth Godin
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work you want to do, right now or not. You can train
yourself in any field that interests you or not.
Before you decide, lets assess your situation:
You have access to the most powerful resources and creative
tools in the history of mankind. You can make movies, for
free, on your cell phone. You can create a song or an album,
for free, on your laptop. You can raise thousands of dollars
for an art project or business idea, for free, on Kickstarter.
You can create software, design buildings, automatically
invest your money, learn anything you want, and teach
people all over the world, for free, online. And you can travel
to any country in less than a day, for just a few hundred
dollars.
So whats stopping you from doing any of these things?
Nearly all of us have access to these same resources. The tool
you use to check Facebook is the same tool you can use to
edit a documentary, or self-publish a book.
I know countless people who are renowned experts in their
fields. They dont have any formal credentials or degrees;
they just started teaching themselves, practiced their craft,
and shared what they were learning online.
Over time, they gradually built up a fan base that loved their
work. A segment of their audience was willing to pay for
their products and services. Opportunities to make money
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CASE STUDY
HOW TO BECOME A
YOUTUBE CELEBRITY
Hollywood: The job market from hell. Being the hub of the
entertainment industry makes Los Angeles a more cutthroat
city to earn a living in than just about anywhere on the
planet. Just ask Taryn Southern.
Taryn moved from Kansas to L.A. at the age of 20, and tried
to break into TV hosting for six years. Like most aspiring
stars, she struggled to find consistent paid work (all nine of
the television pilots she worked on flopped).
After a long series of false starts on other peoples projects,
shed finally had enough. Landing the occasional Hollywood
deal was no longer a viable career strategy. Instead of
waiting for someone to hand her a paycheck and tell her
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what she could work on, Taryn decided to do the work she
wanted to do.
At the end of the day, Taryn really just wanted to make
funny videos. The best place for her to showcase her work
was on YouTube, so she changed her focus exclusively to
making a great YouTube channel. This free platform allowed
her to put out her own videos multiple times per week, as
she slowly built her name into a brand.
When she first got started, Taryn was extremely nervous.
The quality of her first few videos wasnt great, and a part of
her worried that the channel would be a total flop. But she
knew that shed invariably get better at her craft over time,
so long as she kept practicing and posting new content.
By the end of the first year, Taryn was making $50 per
month from ads displayed on her videos. It wasnt nearly
enough to survive in L.A., but the money validated that she
was building momentum. She kept putting out new content
on her channel, while working an assortment of paid jobs on
the side to keep her afloat.
Within two years, Taryn had built up more than 200,000
subscribers on YouTube. The videos she was filming in her
bedroom had larger audiences than most cable TV series.
Ironically, the networks shed tried so hard to land deals
with years earlier were approaching her with offers for her
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blog
(CharlieHoehn.com),
creating
few
social
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But if you decide not to have a blog, you still need to have an
online showcase where you can share what youre working
on. Whatever platform you decide on should be:
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the first time I speak with them, and theyre willing to pay
me a higher rate simply because they already understand
my thought process.
Again, Im not special. You can do the exact same thing. It
just takes effort.
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2.
3.
4.
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be
honest
and
dont
over-inflate
your
accomplishments.
I dont think its important to post new content every day, or
even every week; you just need to make building up your
online showcase a regular part of your routine while youre
searching for work.
More Blogging Resources
Medium (medium.com). Beautifully simple blog
platform that connects people with stories and ideas.
Tumblr (tumblr.com). Follow the blogs you've been
hearing about. Share the things you love.
Strikingly
(strikingly.com).
Set
up
gorgeous,
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Step 4
PAY THE BILLS, CUT COSTS
For people who want to pursue the free work route, I
recommend working a day job to pay the bills, or finding
ways to make a lot of money in sporadic bursts. At the end
of the day, you just need to find some means of making
enough cash to cover your expenses.
Free work can launch you into your dream career, but as the
name implies, you won't be making money from it for a
while. Youll need to find one or more sources of income.
This is where your in-demand skills come in handy.
Even if you have a boring day job, you can earn extra
income on the side by using your skills and resources. For
me, I offered entrepreneurs and companies online marketing
consulting, web design work, and freelance video/audio
editing. You can offer any service people need: babysitting,
cooking healthy meals, fitness training, or dog walking. Here
are a few more options to consider:
AirBNB (airbnb.com). The easiest way to monetize
your extra space. If you live in a big city, you should
absolutely try this. My friend earned $39,000 in eight
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I'm telling you all this because, well, doing free work can be
financially straining. It's not easy to see your friends buying
multiple rounds of drinks for your whole group at the bar
because they're getting a steady paycheck each week. At
some point, you will want to quit doing free work and just
get a normal job like everyone else.
Ignore that temptation! When you're young and broke,
money is a siren. Its alluring because you can have it right
away if you get a run-of-the-mill, uninteresting 9-5 job. But
youll probably compromise your happiness over the long
run.
Doing free work will be tough on your bank account for a
brief period, but you'll make huge financial gains in the
future while simultaneously advancing your career in the
direction you want it to go.
Ultimately, it's your decision. Do you want a steady
paycheck at a job you're not crazy about, or are you willing
to temporarily postpone money in exchange for amazing
learning opportunities that will pay off big in a year or two?
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Step 5
PICK YOUR PARTNER
Choosing the right person to do free work for is arguably the
most important step in this whole process. They must be
someone youd like to learn from and emulate, whos doing
awesome work that you want to be a part of.
Here are some questions you should ask while deciding on
your ideal partner:
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CASE STUDY
HOW TO GET HIRED BY
STEVE JOBS
Bas Ording was sitting in the lobby of Apples headquarters,
looking bewildered and dejected. The company was
searching for a graphical interface designer to help with
their new operating system. Unfortunately, Bas was nervous
during his meeting with the HR department, and they
werent impressed with how hed presented himself.
Just as Bas was about to leave, he ran into Steve Jobs in the
lobby. Bas quickly opened his laptop, and ran a demo hed
put together using Adobe Director, which showed how
Apple could fit more applications in the dock. As his mouse
cursor hovered over the applications, the size of the icons
increased, as though they were under a magnifying glass.
My God, Jobs said. He hired Bas on the spot.
Bas didnt have to be on Apples payroll to create his idea.
Nor was he afraid of his idea being stolen, because he knew
he had even more to offer. He used free work to get his foot
in the door, to demonstrate what he was capable of, and
prove his value.
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Your answers will form a list of ways you can help them.
Draw a star next to the answers that you believe will be the
most valuable for them. Put another star next to the ideas
that youre confident you can execute.
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CASE STUDY
HOW A MILLIONAIRE DID
FREE WORK FOR A BILLION
DOLLAR COMPANY
Kevin Rose is one of the most famous entrepreneurs in
Silicon Valley. When he was 27 years old, he founded
Digg.com, a social news website that allowed users to
discover, share, and recommend interesting content. At the
height of its popularity, the site attracted more than 236
million annual visitors. Rose quickly became the face of the
next wave of journalism: democratized news.
Over the years, Kevin built up an impressive portfolio of
tech startups he'd invested in, including Facebook, Twitter,
FourSquare, and GoWalla. Because of his success with Digg,
he often had early access to invest in the Valleys hottest
startupswith the exception of Square.
Square was a brand new mobile payments app, founded by
Jack Dorsey (the creator of Twitter). The company offered
vendors a free credit card swiping device that could be
plugged into the headphone jack of cell phones and tablets.
The convenience of Square allowed any individual vendor
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Step 6
PITCH FREE WORK
At this point, you have your target picked, you are
interested in their work, and you've done your research. You
know you can benefit them in a big way... but how should
you contact them?
Simple. Just send them an email. Heres a sample pitch:
SUBJECT: I want to work for you, for free
Hi [NAME],
Im a long-time fan of your work, and I really believe
in [DESCRIBE THEIR MISSION]. I have some
ideas about how we can further that and make it
even easier for you to [INCREASE REVENUE,
ETC]. Your work is important, and I believe I can
help you get to the next level.
Heres my idea: I would love to [PROJECT YOU
CAN COMPLETE REMOTELY], which will
ultimately help you [INCREASE SALES / REDUCE
COSTS / MAKE CUSTOMERS HAPPIER]. I am an
expert in [YOUR IN-DEMAND SKILL SET]. Ive
worked with [CLIENTS OR COMPANIES YOUVE
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CASE STUDY
HOW A FAN TURNED
HIS FAVORITE COMIC
INTO AN EMPIRE
Robert Khoo was a huge fan of Penny Arcade, a popular
web comic that revolved around video games. The comic
built up a loyal readership over the years, but the founders
of the company, Mike Krahulik and Jerry Holkins, struggled
with running the operations side of the business (theyd
accidentally sold off the company twice!)
When Robert found himself in a meeting with the two
founders, he quickly realized that even though they were
amazing artists -- they had no idea how to run a company.
Opportunity knocked... Robert put together a 50-page
business plan for Penny Arcade, then handed his proposal to
the founders. He told them:
Heres the deal: this business plan is yours, no matter
what. But I would love to execute it myself. I have the
market experience, and Im a gamer so I definitely
understand the space. You give me the green light
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and I will quit my job and work for you for free for two
months. If I can pay for myself after two months,
great, keep me. And if I cant, cut me.
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Step 7
TRANSITION TO PAID WORK
Before you set up a long-term deal, you ought to set a
tentative deadline for when the "free work" transitions to
"paid work."
If six weeks is your limit, say that youd like to either
transition to paid work by then, or ask them to help you
move toward more challenging and lucrative opportunities
by referring you to people in their network.
It helps to set these expectations after youve done enough
great work to gain the persons trust and approval.
Otherwise, you'll condition them to expect free work
indefinitely. Not good.
Be appreciative at the opportunity they're affording you,
but make it clear that you're also in a financially tight spot.
Let them know that, at some point, you'll need to switch to
some form of reimbursement for your hard work.
Heres what you can say:
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Hi [NAME],
Weve been working together for [NUMBER OF
WEEKS] now, and Im thrilled with everything weve
accomplished.
Since
we
first
started,
weve
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help is hard to find). Either way, you can add the work
experience and their testimonial to your online showcase.
People wont take advantage of you unless you let them.
Be assertive and don't get into a long-term deal with
someone unless you're both comfortable with the agreement.
If you're reliable and do good work, theyll have more to
lose by not paying you then you will by working for free.
WHEN TO SAY NO
TO FREE WORK
Free work is a great way to launch your career and move
into the job of your dreams. However, there are a number of
scenarios where youll want to avoid doing free work
completely. The situations listed below will bring you
nothing but lost time and heartbreak. Youve been warned!
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NEXT STEPS
If you want step-by-step guidance and community support
from other free workers, check out the Recession-Proof
Graduate VIP course (see the link below). Youll get access
to more than 80 short video lessons, 10 live case studies, and
priceless interviews with amazing success stories.!
learn.charliehoehn.com/rpg
Oh, and if you enjoyed this book, would you mind taking a
minute to leave a review on Amazon? Even a short review
helps, and it would really mean a lot. Many thanks :)
And if youd like to share your free work story, reach out!!
charhoehn@gmail.com
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I#felt#energized#after#his#speech,#as#if#a#rocket#had#been#shoved#up#my#
trousers#and#lit#with#a#match.#!!TEDxCMU!!
Charlie#has#a#unique#ability#to#get#any#type#of#audience#to#think#outside#
of#the#box...#Its#very#rare#to#find#someone#whos#able#to#give#advice#to#an#
audience#like#they#would#to#their#best#friend.#B#Startup!Weekend!#
Boy#did#he#knock#it#out#of#the#park!#His#message#was#spot#on#and#the#
audience# was# truly# engaged.# We# hope# his# schedule# will# allow# him# to#
speak#at#all#of#our#future#events,#as#well!#!American!Dream!U!!
!
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