Christian "Boo" Boucousis

And they found a problem that needed to be solved.

You know, I think one of the, again, the challenge with an entrepreneur is when you approach entrepreneurialism with a linear mindset, you say, I have a product, everyone needs this, but you haven't actually asked anyone.

And then you wonder why it doesn't work.

Whereas your founders who do very well, they're always curious about, is this fulfilling a need that's met?

And they're always challenging that and testing it.

So the best way to think iteratively, which is what the Air Force gets you to do, is use a system that is iterative.

So follow some steps that automatically create an iterative mindset.

In the world of fighter pilots, we codify it as the debrief.

And what's interesting in my own journey, I was a fighter pilot for 11 years, a business founder for 20 years.

And what was interesting is I always thought debriefing was a ritual.

It was a meeting.

But what I've realized in the last few years is that it's actually the entire way of, it's an entire way of thinking.

It's a way of viewing the world.

And I came upon this.

Before I talk about debriefing, I'll tell you a story where they had the aha moment.

So here we are in Boston, actually working with a large group of insurance brokers, and we went to get a coffee before the event started.

So we go to the coffee shop around the corner, and we're sitting in the queue, and there's five people in the queue.

And we notice that there's five people behind the counter as well.

So we're sitting there like, well, how can there be five people behind the counter or five people in the queue and it hasn't moved for five minutes?

And then we started to deconstruct it.