Building a Business Empire in Our 20s: From Humble Beginnings to Over $250 Million in Sales

In 2015, while folding laundry at my aunt’s place, a peculiar wheel caught my eye. She described it as a yoga wheel. I had minimal exposure to yoga, having spent my childhood on a farm. However, the wheel appeared to be crafted from sewer piping topped with a textured mat, piquing my curiosity.

I turned to my Amazon account, typing 'yoga wheel' into the search bar. To my surprise, the platform's suggestions completed my query, signaling potential demand with limited market competition.

With $400, I purchased piping, complemented by $50 worth of yoga mats. Setting up a miniature production line in a friend’s mother’s barn, I constructed 110 wheels, which I promptly listed on Amazon. Within two weeks, sales soared, providing a substantial early income.

And so, Chirp was born, a venture that has achieved sales exceeding $250 million in the past decade.

Early Sacrifices and Commitment to Growth

When I began assembling these wheels, I was 23, and Hannah, my future wife, was 21. We subsisted on love, potatoes, and minimal income, redirecting nearly all our profits back into Chirp.

This approach was possible thanks to savings I had accumulated. After high school, I spent two years on a Mormon mission in Fiji. Upon returning, I joined my brother in door-to-door pest control sales, earning $100,000 in one summer.

That income sustained Hannah and me as we built Chirp, holding tight to a $22,000 annual budget, primarily covering rent. While business was profitable, our focus remained on reinvesting. We embraced a lifestyle matching our youthful outlook over our financial means.

Transforming the Market: From Yoga to Pain Relief

By 2018, I noticed our Chirp wheels appealed to a broader audience—primarily women, yet men were also using them for muscle relief.

At a convention, I initially marketed Chirp as a yoga accessory with limited success. Revamping the sales pitch to highlight pain relief, demand spiked, resulting in a complete sell-out. Such strategic marketing pivot catalyzed our revenue, achieving $4 million within six months.

A pivotal turning point unfolded in 2020 during our Shark Tank appearance. Lori Greiner offered a $900,000 investment for 2.5% ownership. However, we mutually decided not to proceed, as Chirp had already advanced in areas Lori's assistance could have impacted.

Declining External Investment to Foster Innovation

Post-Shark Tank, private equity interest emerged, presenting offers for full or partial company acquisition. Both Hannah and I chose to reject these proposals. At ages 26 and 28, we were determined to continue growing Chirp of our own accord.

Rather than seeking investors, we ventured deeper into research and development, crafting new, individualized pain management techniques. Several entrepreneurs experience burnout after a decade, yet our enthusiasm only grows.

We cherish our founder-led dynamic and investor-free status. Our office’s newest addition, a pet chameleon, symbolizes the vibrant and unique nature that defines Chirp's culture.

Exploring the World with Our Family

Now parents of four, with children from 8 months to 8 years old, our lifestyle remains simple despite our success. Our true indulgence is travel, dedicating a month each year to cultural immersion with our family in diverse countries like Japan, Fiji, Switzerland, and England.

Experiencing global cultures firsthand offers invaluable perspective. We wish our children to recognize global diversity and understand it's not just about our own lives. Such exposure fosters healthy growth and awareness.