Eddie Hartman

with what people valued, by finding out what they wanted to pay for, was incredibly important in the early days.

And that helped us say, ah, okay, I get it.

They need, you know, living will, which is essentially a healthcare directive.

So if you're incapacitated, you can't say whether or not you want life support cut off.

Have that in a piece of paper.

Have a will in a piece of paper.

But beyond that, you've got a great idea.

A lot of people were saying, I would pay money to have my idea protected because I want to do a t-shirt.

Or I think that this is something I could get a patent on.

And we saw, okay, let's follow that.

Follow the money.

Follow what people want to pay for.

And it led to an explosion of interest.

Do you know, when I left my employment at LegalZoom,

We were doing more trademarks by January 7th, by the first week of the year, than the largest law firm in America does in the entire year.

Because we had just found that vein of demand.

People wanted it, wanted it, wanted it.

The thing I wish we'd done, I wish we'd said, yeah, but really how much would people pay for this?

And how do they want to buy it?

It turns out that