Brian Smith

Wow.

Yeah, the weird thing was I actually loved being on the road selling.

We made a deal that from then on they would not tell anybody that I'd sold the company.

So we got that out of the way.

I'd already committed that I don't own the company.

I don't run this anymore.

But my mantra was I'm going to try and get a pair of Ugg boots on every single person in America.

And I went back on the road to all my Southern California guys and I got back to the office and Neil handed me a check for $5,000 and said, that's your commissions.

Wow.

And would you believe that?

I think that was the fifth or sixth year.

That was the first money I'd ever taken out of the company.

And here's a question I have for you.

There was a couple of things.

By being out there with the customers, it was so much easier for me to get a rapport going and introduce the product by having them try the boots on.

That turned out to be the biggest factor in closing our first orders was having the buyer try them on.

But while I was in the stores, I...

This girl walked into the shop one day.

I think I was in Newport Beach somewhere.

And she was touching the Ugg boots.