Brian Smith sold UGG boots out of a van at Malibu. His first year? Twenty-eight pairs. For five years, he worked construction jobs while sales barely hit $30,000 annually.Then a group of 12-year-old surfers called his ads "so fake." That brutal feedback changed everything. He switched to authentic athlete sponsorships, and sales jumped from $30,000 to $220,000 in one season.Brian gets honest about the realities of building a product business—the profitless prosperity trap, running out of capital right when you're gaining traction, and why he gave away 150 pairs of boots in his most effective marketing campaign ever.What you'll learn:Why "profitless prosperity" kills more businesses than failureThe pricing mistake that cost him seven years of profitsHow to know when your marketing is completely missing the markWhy your first five years will probably suck (even Nike's did)If you're grinding through the early stages or wondering if you should give up, this is what you need to hear.Brian: “There's a certain amount of ignorance you have to have. Because if you knew what was about to happen, you’d never start.”“You can’t give birth to adults. Every business starts as an infant. And most die in infancy—not because they’re bad ideas, but because people give up.”“Profitless prosperity—it’s when you grow fast but can’t afford to keep going. Margins matter more than momentum.”Links & Resources:Follow Everett on LinkedIn: linkedin.com/in/everettksands Follow Brian on LinkedIn: linkedin.com/in/briansmithuggfounderKeep the conversation going at smallbusinessunscripted.comLearn more about Lendistry: lendistry.comTimestamps:01:52 - The Birth of UGG: From Australia to California04:13 - Early Struggles and Marketing Lessons08:08 - Breakthrough and Growth Strategies13:15 - Perseverance and Entrepreneurial Wisdom19:08 - Empathy and Encouragement for Small Businesses22:17 - The Birth of Ugg: From Concept to Reality26:13 - Advice for New Product Companies31:40 - Navigating Product Pricing and Margins37:48 - Reflecting on the Journey38:54 - Future Plans and Closing Thoughts Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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