He said, it's better to have 100 people that deeply love you if this axis is number of people

and this axis is love.

Focus on 100 people that love you rather than getting a million people that kind of like you.

And I think this is a profound piece of advice.

It may have been the best piece of advice I've ever gotten.

And it actually runs

counterintuitive to almost everything that everyone says. Everyone focuses on scale, but scale

requires people to have a deep passion because if you focus on 100 people love you, there's

two things to happen. The first thing is, how do you know how to make something for a million

people? I don't know where to start, but if I pick one person in the audience and I study you and I take your journey and say, how do we like improve this part of the journey, how do we improve that part of the journey, you can actually do something really personal. And if you design something, keep iterating until they love it. And don't stop improving until that one person loves it. And you're not allowed to get the second person to the first person loves it. And

then you get the second person. And you keep iterating until they love it. And then the third

person. And what ends up happening is two things. One, you design this perfect experience,

which is a different part of your mind than the industrial part of your mind that has to figure out how to scale this.

And the second thing is when people love your service, they become your marketing department.

They tell other people.

So the first day why come here is they give you this t-shirt.

And on the t-shirt, it says, make something people want.

And we thought, what if we went even further,

make something people love.

And so we've now done these exercises.

We had this process I named after the movie Snow White.

I learned that Walt Disney in 1937 created Snow White.

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