Month: December 2011

My 2011

My year end review is always one of my favorite posts to write each year (2009, 2010, 2000-2010).  So without further ado, here’s what I did in 2011.

2011 was an amazing yet tumultuous year.  I rung in 2011 in Pasadena, CA at the Rose Bowl with my family and friends.  Although the Badgers lost, I got to see a friend I hadn’t seen in three years and had a great time.  The next week, I did an hour long interview for NPR for the first time while San Francisco for Entrustet.  I returned to Chile with Jesse to continue working on Entrustet in the Startup Chile program.  As 2011 rolled on, I got closer to my new friends from Startup Chile and now consider them some of my closest friends in the world.

Salar de Uyuni

I continued to travel, going all over Chile and into Bolivia.  The Salar de Uyuni still is the most beautiful place I’ve seen on earth, closely followed by Torres del Paine in Patagonia, which I visited with my brother and one of my best friends.  My parents made the trip to visit me in Chile and we explored Pucon and the lakes region.  Two of my best friends from Wisconsin came to visit and we went to La Serena and Valle del Elqui.  I got to Mendoza, Pichilemu, San Pedro de Atacama, Buenos Aires, Hawaii, Austin, San Francisco and Los Angeles.

2011 was a banner year for Wisconsin sports.  Although the Badgers lost in the Rose Bowl to start the year, they were in the National Title hunt for most of 2011 and I find myself going back to Cali (Cali), for another new year.  The Packers went on an improbable run to win the Super Bowl from the sixth seed.  I watched with an international group of friends in Santiago as the mostly pro steelers crowd changed “roth-leeees-bour-geeer” over and over.  The Brewers had their best regular season ever, winning 96 games and getting within two games of the World Series.  The Packers are 14-1 and are favorites to repeat for the Super Bowl.  2011 might well be the golden year for Wisconsin sports.

Entrustet continued to grow, but slowly.  We continued to get press and were mentioned in over 125 publications in 2011.  We continued to sign up lawyers and work with insurance companies to try to help people protect their digital assets.  Jesse presented at South by Southwest and I moderated at panel on the Chilean Startup Scene.  We even had our first user pass away, proving that our system really works.

Friendsgiving 2011

On a personal level, I learned Spanish, made some amazing new friends and really grew a ton living outside my comfort zone abroad.  I have a new appreciation for the simple things in life like being able to coast through mundane life situations and watching as things come easily for me.  I  traveled back for Friendsgiving, the annual gathering of my best friends from college.  It was amazing to see all my friends I hadn’t seen in a long time.  I saw some great music in 2011, going to Lollapalooza Chile, South by Southwest in Austin and many others and I ended my time with Startup Chile by giving a speech to the President of Chile, completely in Spanish.

Looking back, 2011 has been the year of big changes.  I left Madison, traveled all over, continued to be an entrepreneur, found myself growing and changing, loving, making new friends.  If 2012 can match how much I enjoyed 2011, I know I’m doing something right.  I have no doubt it will.

Favorite Posts

A Tribute  – My favorite post of the year

How to Live Before you Die: What I Learned From Running Entrustet

How to Talk to the Media and Get Quoted in Press

Disconnecting

The Customer is not Always Right: Sometimes He’s an Asshole

Apologizing

Overcoming Self Deception

A Reflection on Living Abroad

A Reflection on Living Abroad: Language Barriers, Cultural Differences and Being Out of my Element

My biggest regret in college was never studying abroad.  I love to travel, but was never able to live abroad because I was running a company from sophomore year on.  When Jesse and I saw the opportunity to live in Chile for six months, plus get money to fund Entrustet, we knew we had to do it.  It may seem obvious, but living abroad is completely different from traveling.

I arrived in November 2010 and stayed for six months.  I decided to return to Chile in September and now have been living here for 9 of the last 12 months.  I’m back in the US for a combination holiday/business trip and as I’ve met with my friends, family and new people, most want to know what’s different about living abroad compared to the US.  These nine months in Chile have been some of the most fun, amazing, rewarding months of my life. They’ve also been the most challenging and certainly the most frustrating.

For most of my life, things have come very easily for me.  Being immursed into another culture forced me out of my comfort zone and made me learn, grow and examine things from new perspectives.  It’s certainly made me a better person.  I’ve developed a deep respect for the culture and empathy for people who immigrate to other countries.  None of these differences make the US or Chile better than each other, just different.  I’ve already covered nearly all of the things I love about living in Chile in previous posts and wanted to share some of the things I struggled with while living abroad.

The biggest difference between living in the US and abroad is that in Chile, my brain always has to be turned on.  I learned to speak decent Spanish and understand nearly everything thats going on, but I can’t coast through mundane situations.  My brain always has to be focused, engaged.   I have to really pay attention to do things I take for granted in the US:  interact with waiters, my friends, business meetings and random conversations going on around me.  I find myself focusing for a much higher percentage of the day since I can’t just do things on autopilot.  It’s mentally draining.

The first thing I notice when I get off the plane returning to the US is that I immediately understand all of the conversations going on around me.  I process them all without any effort.  I’m immediately more relaxed because I don’t have to pay close attention or think about simple things.

The next thing I notice is banter.  Even with my decent spanish, I still struggle to tell descriptive stories or be funny.  While in Chile, I realized that most of my humor is based on quick word play, being sarcastic and witty turns of phrase.  It really hit me when I was at dinner last night.  To order I said something like “I’ll have the braised pork and that comes with sweet potatoes, right?” The waitress gave me a big smile and said “ohhh great choice! That’s my favorite!”  I answered back with a joke which led to a short conversation and fun banter during the meal.  I lose that in Spanish.  In Chile I’d say “I want the braised pork” and if the waitress replied the same way, I probably would say something like  “cool” and smile back.  End of interaction.  In Spanish, I’m focused on just getting things done and I’m still not quick enough yet.

The same thing happens when I’m with friends or in a business meeting.  In the US, I’m used to being a leader, the one who’s making plans for my group of friends and being in the middle of everything we do.  In Chile I found myself taking a backseat to my Chilean friends.  In the US, things come easily for me.  Living in Chile, most of the time I was the “weakest” one and it was nearly impossible to take on the same role that I do with my friends in the US.  I didn’t know the cool places, the upcoming parties.  My friends had lived in Santiago their entire lives, I didn’t know much in comparison.

I can keep a conversation going with 1-2 people in spanish, but once theres more than that, its gets much harder.  I still understand what’s going on, but its hard to break into the conversation.  Add in loud music, drinking, people getting excited and talking about people and things I don’t know but they all do?  Now add in tons of slang that could mean multiple things?  So frustrating.  The absolute worst part is when I want to add something to a conversation, or I’d have a great story to tell, but by the time I figured out what I wanted to say and try to break in, the conversaion had already moved on.  I found myself being quieter than normal.

An example: I was at a bbq with one of my friends and people started talking about a new business idea.  The beer was flowing and people were getting excited.  I’d researched a similar idea while in the states, but couldn’t break into the conversation very often because people were talking so quickly.  I got a few words in, but nothing like I would have in English.  So frustrating.

The third big adjustment is cultural differences.  Living abroad made me rethink things that I’d always taken for granted and see very different perspectives. I pride myself on being observant and many times I’d notice that people would react to my actions very differently than people would in the US, but I couldn’t figure out why.  I’d realize that something was different, but wouldn’t get the significance.  I wouldn’t even know the right question to ask so a friend could explain the differences.  I’d try, but friends either wouldn’t understand what I was asking or they’d just say “oh thats how it is.”  Some examples:

There are many cultural differences: being on time, splitting checks at meals, making plans, dating, class interactions, gender roles, business deals and so many more.  For example, multiple times, I’d ask friends if they wanted to meet up on a Friday.  They’d say, “im busy, im going to my friends party.”  I’d make other plans with other friends.  My friends wouldn’t end up going to their friend’s party and be curious why I didn’t invite them to whatever I did.

Another interesting one was a friend would invite me to a party on Saturday.  On Saturday, I’d call and say, ok what time are we going.  They’d say, “oh no, we’re not doing it anymore.”  At first I thought some of my new friends just didn’t like me that much, but most of my foreign friends saw the same things over and over.  In the US if someone says they have plans, they have plans.  If you make plans with someone, it’s rude to cancel.  In Chile, plans are much more fluid.

I’m not sure what to call this, so I’ll just go into an example.  One day, I set a meeting with a potential partner.  He told me to show up at his office between 2pm and 4pm and call him when I arrived.  I got there at 3, called.  No answer.  I waited around, calling and texting every so often. No answer.  Finally at about 430, I found his assistant walking out and asked if he was in.  The assistant showed me right in.  The guy I was supposed to meet was sitting in his chair, cell phone on his desk.  He didn’t act as if anything was out of the ordinary.  I just thought he was being rude, but this type of behavior happend fairly often.

A friend of mine got an xray taken by a doctor who was a friend of a friend.  The doctor told him to come to his office between 10-12  the next week and he’d come down to the lobby to show him his results so that he wouldn’t have to pay for the visit.  My friend arrived, called and texted the doctor, no answer.  He got frustrated after waiting awhile, called the doctors office, scheduled an appointment for 2pm, went to lunch.  He walked in and the doctor greeted him warmly.  He didn’t even mention ignoring the calls and texts and acted like they were best friends.  After awhile, we all got used to this and took it in stride.

There are huge cultural difference between dating in Chile compared to the US.  I could fill an entire post with all of them.  I’ll share the one my good friends found the most ironic: if you’re at all serious about dating a Chilean girl, you have to formally ask her to be your girlfriend and do it fairly soon into the relationship.  I didn’t realize this until I’d been in Chile a long time.

In the US if I’m seeing a girl for a few months and I ask her “will you go out with me? or I want you to be my girlfriend”, she’ll either laugh and think I’m incredibly cheesy or it would lead to a fight along the lines of “are you serious, what do you think we’ve been doing for the past month or two?”  In fact, that’s exactly how I reacted when the girl I was dating brought it up.  It wasn’t until I talked with more Chilean friends that I understood what was going on.  I look back on all of the differences and try to laugh about them now, but going through it was so frustrating.

My biggest frustrations living abroad were when the language barrier interacted with cultural differences. If I misheard something in spanish, people would assume I didn’t really understand much and talk much slower and more simply around me.  They’d think because I wasn’t talking much, I was bored or uninteresting.  The absolute most frustrating is when people form an opinion of you based on cultural misunderstandings and language barriers.  There were so many times when people thought I was being rude/weak/unfunny when I was doing the “right” thing in the US cultural context.  I did the exact same!  There were so many times when I thought people were rude/weak/unfunny when they were doing the “right” thing in Chilean culture.

I’m thankful that I’ve gotten the chance to experience living abroad.  It’s been one of the most rewarding experiences of my life and I’ve learned a ton about myself muddling through learning a language and the cultural differences that come with living abroad.  I’ve made close friends that I know I’ll keep for life and seen places that I’d only dreamed of.  I wouldn’t change anything, besides starting to learn Spanish before I arrived and asking more questions of my Chilean friends from the very beginning so I could understand more quickly.

Have you lived abroad?  What did you learn while living in a foreign culture?  Did you have similar experiences to me?

Arnon Kohavi, Chilean Culture and the Chilean Startup Scene

Arnon Kohavi’s post on The Next Web titled Why this investor abandoned setting up a startup fund in Chile after just 6 months has provoked heated reaction inside and outside Chile.  I wanted to add to the discussion.  I’m the cofounder of Entrustet, the 7th team to arrive as part of Startup Chile in November 2010. I stayed in Chile after my 6 months in Startup Chile were over because I think Chile is a great place to live, the people are friendly and there are really big business opportunities. Plus I like pisco.

I’ve gotten to know a bit about Chile and the entrepreneur ecosystem and wanted to share my thoughts.  Parts of this post may seem harsh, but remember, I could write a similar post about Madison, WI or any other city not named New York or San Francisco.  I’ve summarized Kohavi’s main points about Chile and the entrepreneur ecosystem (read the entire interview) and tried to respond to each one.

Chile is less dynamic than Asia because it is controlled by a handful of rich families who don’t care about the young or the poor.  They give money to support entrepreneurship, but it’s only in Spanish and they do it to stroke their ego.  Conservative organizations like Opus Dei and a bigoted older generation don’t encourage social ascension. Chile’s main problem is mental isolation, not just geographic and Chilean startups have to move abroad to be successful.  The investors are private equity guys who don’t know entrepreneurship or entrepreneurs. In 10 years and with education, Chile can be dynamic, but its not ready yet. That’s why I’m going to Singapore.

So is Kohavi right?  For him, leaving makes perfect sense because he wants to make money NOW and I’m not sure Chile actually needs a real Series A fund right now.  It needs more mentoring and smaller infusions of capital on the angel/micro angel scale.  Kohavi’s business model was not correct for the time in Chile.  I think if he experimented with business models, he could have made a name for himself and his fund, but instead he chose to go to Singapore.  Nothing wrong with that at all.

Next, he hits a wide range of issues affecting Chilean culture and the entrepreneur ecosystem and its potential for growth.  Has he been fair to Chile?  Lets take a closer look based on what I’ve seen over the past year.

I believe that there are huge opportunities for home grown and foreign entrepreneurs in Chile and Latin America.  They are just harder to execute.  Chileans are smart, talented and hard working and there are some great Chilean entrepreneurs.  I don’t see Kohavi’s article as an attack on them.  In fact, I respect Chilean entrepreneurs even more because they are able to succeed in a tough environment. Entrepreneurship is hard enough in Silicon Valley. Adding in Chilean cultural barriers and a developing ecosystem adds many additional roadblocks.  It’s harder to be an entrepreneur in Chile than in the US.

Kohavi is right, Chile is a very conservative country controlled by a few powerful families, supported by a small, wealthy upper class.  Many of these powerful families have natural resources connections.  Chile is very class stratified and Kohavi is right that class ascension is not encouraged.  Its not quite overtly discouraged, but it’s extremely common to hear “what high school did you attend, what’s your last name, are you related to so and so” in social conversations and even business meetings. People know their place and the classes really don’t mix.  In the US we have the American Dream which states that if you get a good education and work hard, you can move up in society.  Whether the American Dream is actually true anymore or is now just a myth is very debatable, but upward mobility is instilled in us from the time we are 5 years old.

Like Sarah Lacy says, Chile’s wealthy are no different from old monied elite in the US, Europe, or anywhere else in the world.  Most elites like their power, their money and their lives and try to stay where they are and amass more land, money and power.  It’s normal.  But Chile is unique because the elite group is small enough that innovation can be stifled.  For example, I have a friend who wanted to implement a new process to save a few large companies lots of paperwork, time and money.  These companies could pass on their savings to consumers or earn more profit.

He got the right meetings through business associations and government contacts, but when he went to the sales meeting, the big wigs who organized the meeting trashed my friend’s idea in front of his potential client.  A few months later, my friend found out that the big wig was good friends with the guy who currently made a bunch of money managing the paperwork.  My friend’s solution would speed up commerce, save consumers money and time, but at the detriment of this guys friend.  This behavior is normal in all countries, but Chile is small enough that it can kill startups right in the beginning.  You don’t need the elites to buy into entrepreneurship, but it sure helps.

Chilean culture punishes failure and taking chances.  As the founder of a startup, people look at you like you’re unemployed, bouncing around with no direction in your life.  Companies are very conservative and there’s lots of red tape, paperwork and bureaucracy.  There’s also a very Chilean behavior, the “soft no”, where companies won’t say no directly and they’ll explore a deal for months on end with no desire to actually do anything.  I’ve also noticed that many Chileans are stubborn and very very unwilling to admit that they are wrong, as losing face/honor is more looked down on than in the US or Europe.  When working in startups or trying to make sales to large companies, this attitude is very hard to overcome.

People also are very open about nepotism.  In the States, one of my good friends got a job because his father was friends with the CEO of the company.  He does everything he can to hide that fact and works even harder to prove that he belongs.  In Chile, I see many people getting jobs because of connections, just like in the US, but in Chile people are proud that they’ve gotten the job that way.  It’s almost like a badge of honor.  That’s not good for a merit based startup ecosystem.

I’ve noticed a huge difference in attitude between Chileans who have lived and worked in the US, Europe or Australia compared with Chileans who have never been abroad for significant amounts of time.  Most who have lived abroad realize that being stubborn and refusing to admit they are wrong will not get them anywhere.

Kohavi is right on about most Chilean investors.  I spoke to just about every Chilean VC and angel network and the vast majority were bankers and private equity guys who knew nothing about startups.  They were investing in ideas, not entrepreneurs.  They tried to get the most equity possible (sometimes up to 60%!) and looked at it like a zero sum game, not as a partnership.  Industry standard is 20-35%.  This approach kills motivation in entrepreneurs and kills returns for investors.  But this it’s normal for a growing ecosystem, all of the VCs are learning on the fly.

So where do we go from here?

Chile has smart entrepreneurs, talented developers, great potential employees and has seen some successes (Needish, Zappedy, Welcu, Plataforma Arquitectura and others), but what makes life easier for entrepreneurs and really develops the Chilean startup ecosystem?  It’s not a bad thing that entrepreneurs have to leave Chile to succeed.  That’s how it is in most places not named New York, San Francisco and Austin.  The key is to create the development ecosystem so that companies can hire good talent and make entrepreneurship a viable model for a higher percentage of people so that the ecosystem grows over time.

Startup Chile

Startup Chile was founded to help change the culture by bringing foreigners, but they realized they were wrong to exclude Chileans after our first round.  Since then, they’ve accepted at least 55 Chilean startups.  The program is having some success: 8 of 23 startups in my round stayed and Chile is now on the world stage for its innovative program.

There are some downsides.  First, Startup Chile is going for quantity and critical mass over quality.  If it were me, I would have invited 25 high quality startups per round to avoid poor quality founders and people just looking for an adventure.  Creating the critical mass was not always in the plans, but after Vivek Wadhwa’s visit in 2010, plans changed.  To cope with the increased scale, they outsourced the judging to a group composed of many academics who don’t seem to understand startups. There are no interviews anymore, which leads to some companies who don’t deserve to be selected to slip in and some who would get selected in an interview to miss out.

Its unquestionable that Startup Chile has been a force for good. Unquestionable.  The team is incredibly dedicated and hard working, but I believe that the program won’t be as big of a success as it could have been, mostly because its brought too many lower quality startups because of focus on quantity, and the outsourced judges reliance on degrees from fancy universities instead of top notch entreprnerus who know how to get things done.

Global Connection

I would expand Global Connection, a government program to take Chilean entrepreneurs to foreign countries, to place smart, promising Chileans in top internships and jobs in the US, Europe and Australia.  I would select 300+ young Chileans every year and give them grants to encourage them to go abroad.  I believe that it’s not good enough to bring foreign entrepreneurs to Chile and give some Chileans money from Corfo.  It’s a start, but only part of the solution.  Chile needs to develop its intellectual capital and I think the best way to do it is to encourage Chileans to work abroad and then return home to share their experiences.

An ICQ like Success

Israel’s startup scene took off after ICQ was acquired for a ton of money.  Same thing happend in Madison after Jellyfish.  It showed everyone that they could start a startup and that it was a real career.  Chile needs a similar success.  Culture will not change without examples of success to show that entrepreneurship is a viable path.  It will be even better if the huge success comes from someone who’s already tried another startup and it did not succeed.

Overall, I think Chile is one of the most interesting places to start a business.  It has smart people, an involved government, lots of problems that need solving.  There are cultural issues that are holding many entrepreneurs back.  Some of these challenges are normal in a growing startup ecosystem, while others are particular to Chile.  I think Kohavi was naive about what to expect in Chile and I don’t read his interview as a knock on Chilean entrepreneurs.  I love this country and look at it as my second home. I still see huge potential in Chile and an ecosystem that’s made huge progress in the year since I arrived.

What do you think?

Here’s some other people’s comments on Kohavi’s comments:

Sarah Lacy – Attention World Don’t Give Arnon Kohavi Your Money

Mariano Amartino – De Chile, Startups y Oportunidades en Latinoamerica

Fayerwayer – Inversionista de riesgo abandona Chile

A Tribute

It was April, 2009 and we were in Milwaukee at the neighborhood church where my grandparents had raised my Mom and her family. As I listened as the minister gave the eulogy, I heard a few stories about my grandma that I hadn’t heard, but I knew they fit her character. After the service, we went to the cemetery for the burial. Each family member told a story about how we remembered my grandma. I was struck by how many of us members talked about different ways my grandma has helped other people or used her time, effort and resources to do help accomplish something remarkable . How she took in relatives, worked with church ladies on community projects or helped others achieve their dreams.

I forget who said it, but one of my aunts or uncles said something about how whenever there was anyone in need, grandma tried to help them. As I was listening to everyone’s memories, I knew I wanted use the bit of money that she bequested me to carry on her legacy. I wanted to spend it in a way that she would be proud: helping people and making others’ dreams come true. I’ve tried to follow your example and it took me over two years to find things that I think you would have liked. Grandma, here’s a few of things I’ve used your bit of money to make the world a better place.

In August 2009, two of my best friends, were getting married. They were the first of my close friends from college to married and all of my friends were really excited. One of our best friends who lived on our dorm floor freshman year was living in London. She had decided to travel the world after college, instead of getting a boring office job (awesome!). When she got the wedding invite in London, she realized that she wouldn’t be able to come home for the wedding. All of her savings were tied up in money for rent, food and were going to be used to continue traveling.

I asked our friend from London if I could make her my wedding gift to my friends. She refused, she wouldn’t let me. After weeks of convincing, she finally relented and I made it happen. We didn’t tell anyone. At the rehearsal dinner, I asked my friends if I could give them their gift early. They looked at me strangely, but agreed. I made the signal and our friend walked down the stairs. It was incredible and I know you would have loved to see it.

A month later, I was messing around on Facebook and a post from a college friend caught my eye. She was a teacher for Teach for America in New York City and posted that her class really wanted Time for Kids subscriptions, but couldn’t afford them. I loved reading these types of magazines when I was in school and think that they helped me stay interested in current events, politics and history to this day. Grandma, you gave me subscriptions to National Geographic for Kids, Smithsonian, Science and Discover for Christmas growing up and I loved getting them each week. I knew passing this gift on to more kids was a perfect use of your money. Since then, I’ve used Donors Choose to pick out a bunch of education projects that I know you’d support too.

In December, I found another cause that I knew you’d like. Since my sophomore year in college, I followed an online wisconsin-themed sports message board. It’s where I go to keep up to date on Wisconsin sports. A few years ago, one of the regular posters started a Holiday Fund, a message board wide drive to raise money to buy gifts for families who need help. Each family is screened by a charity and then submits a list. The message board community donates money, then some of the active posters buy the gifts. We used your money to help bring Christmas cheer to families that wouldn’t have otherwise been able to buy any presents.

A few months later, I read Three Cups of Tea, an amazing book about Greg Mortenson’s quest help educate rural Pakistan and Afghanistan’s girls. He was climbing one of the worlds tallest mountains and ended up in a small village called Korphe. He promised to build them a school and did. Fast forward fifteen years, Mortenson has built over 131 schools in rural Pakistan and Afghanistan, educating over 55,000 students. We used to look at National Geographic and watch The Learning Channel growing up and I know how important education was to you. I know you’d like to know that some of your money is helping educate girls in Afghanistan.

In January 2010, a huge earthquake decimated Haiti. UW alum and ex marine Jake Wood took matters into his own hands and led a team into Haiti to help people. His team beat the traditional aid organizations and was helping people within 36 hours of the earthquake. Team Rubicon was funded by people who read his blog and I knew I had to donate. Grandma, your money went to support the Hatian relief effort. After Jake got back to the states, he formalized Team Rubicon as a non profit with two missions. First, to help bridge the gap in disaster relief and second, to help war veterans transition back into society. Your money is helping Jake change the world and make it a better place.

In March, my friend Becky told me about Going For Ten Thousand, her goal to raise $10,000 to donate to Multiple Sclerosis research in honor of her mom and a family friend. I helped Becky set up her website and donated some of your money to help get her started. I’d like to think that our early donation helped motivate Becky to keep going. Two years later, she’s raised over $40,000 and become a force for good on the UW campus. Your money not only is helping scientists research MS, but helped inspire hundreds of students.

In January, a friend started a nonprofit to help women in India start small businesses. She needed a bit of money to help get her business off the ground. I used a bit of your money to help her meet her goals. Since then, thousands of other donations have flowed in and her non profit has helped hundreds of women start micro businesses that have changed their lives. I’ve also used your money to make loans on Kiva to microbusinesses in Tanzania that allowed a family to purchase more inventory for her store, which in turn let her make more money so she could send her children to school.

Grandma, I’ve used your money to support a friend walking to raise money for breast cancer research, to take a trip with an awesome girl that I wouldn’t have otherwise been able to, to support our local library and support some promising small time entrepreneurs I met while in Chile and South Africa. I’ve used it to see my family and friends and make it home in time for my brother’s graduation. I’m very thankful that I have the luxury to use your money this way, Merry Christmas Grandma!