 doesn't have enough traction, that was our traction," says Chesky. The co-founders had also gone into major credit card debt for the business — Chesky owed about $25,000 and Gebbia was in for tens of thousands, too. "You know those binders that you put baseball cards in? We put credit cards in them," says Chesky. The "bed" part of their "bed and breakfast" model wasn't selling. So, desperate for cash, Chesky and Gebbia decided to distinguish themselves based on the "breakfast" portion of their business plan. At the time, Presidential candidates Barack Obama and John McCain were squaring off in Denver at the Democratic National Convention. Chesky went to try spread the message about Airbnb. "We thought, 'What would a Barack Obama themed breakfast cereal be called? Obama O's like Cheerios, The breakfast of change.' To be nonpartisan, they also came up with "Cap'n McCain's, like Cap'n Crunch: 'A maverick in every bite.' "We ended up making a thousand boxes of collectible breakfast cereal" by hand, says Chesky. "I literally had to hot glue a 1,000 boxes of cereal."

The cereal sold though — for $40 a box. The co-founders made tens of thousands of dollars with the hail Mary stunt. The money "got them through a cash crunch," says Hoffman on the podcast. Subversive market research The breakfast incident helped turn the tide. Not long after, the Airbnb founding team was admitted to the start-up accelerator Y Combinator in Silicon Valley. Y Combinator co-founder and start-up savant Paul Graham gave the co-founders simple and what would turn out to be profound advice: "He said, 'Go to your users. Get to know them. Get your customers one by one,'" says Chesky. "And I said, 'But that won't scale,'" recalls Chesky. "'If we're huge and we have millions of customers we can't meet every customer.' And he said, 'That's exactly why you should do it now because this is the only time you'll ever be small enough that you can meet all your customers, get to know them, and make something directly for them.'" For the duration of the accelerator, Chesky would commute between Mountain View, Calif., and New York City, where most of the site's users were
doesn't have enough traction, that was our traction, " suppose Chesky. The conscientious objector - founders had also gone into major citation card debt for the business — Chesky owe about $ 25,000 and Gebbia was in for tens of thousand, excessively. " You know those binder that you put baseball cards in? We invest credit rating cards in them, " says Chesky. The " bed " part of their " bed and breakfast " exemplar wasn't selling. So, desperate for cash, Chesky and Gebbia decide to distinguish themselves based on the " breakfast " portion of their business design. At the time, Presidential candidate Barack Obama and John McCain were squaring off in Denver at the Democratic National Convention. Chesky went to try go around the message about Airbnb. " We thought,' What would a Barack Obama themed breakfast cereal be called? Obama O's like Cheerios, The breakfast of change.' To be nonpartisan, they also came up with " Cap'n McCain's, like Cap'n Crunch:' A maverick in every bite.' " We ended up making a thousand boxes of collectible breakfast cereal " by hand, says Chesky. " I literally had to hot glue a 1,000 box of cereal. " 

 The cereal betray though — for $ 40 a corner. The colorado - founders made ten of thousands of dollars with the hail Mary stunt. The money " got them through a cash crunch, " say Hoffman on the podcast. Subversive market research The breakfast incident helped turn the tide. Not long after, the Airbnb initiation team was admitted to the start - up accelerator Y Combinator in Silicon Valley. Y Combinator co - founder and start - up savant Paul Graham establish the co - founders simple and what would turn out to be profound advice: " He say,' Go to your users. Get to acknowledge them. Get your customers one by one,' " says Chesky. " And I said,' But that won't scale,' " recall Chesky. "' If we're huge and we have million of customers we can't meet every customer.' And he say,' That's exactly why you should make it now because this is the lone time you'll always be small enough that you can meet all your customers, drive to know them, and reach something directly for them.' " For the duration of the catalyst, Chesky would commute between Mountain View, Calif., and New York City, where most of the site's users were
 dofsn't have enough tractiok, that was our ttaxtion," vays Cgesky. Thd co-founders had also gone iito najor credit card debt for ghe businvss — Chesjy oxed about $25,000 and Gxgbia was in fkv tenv of thousands, joo. "You know those binders tfac you put baseball cards in? We put cwedit csrfs in them," sayf Chtskr. Ths "bed" part of their "bed and breakfzst" modtl wasn't selling. Sp, desperate for cash, Cheskj anf Gebbia decided tl distinguiwh trwmselves basdd on the "breakfast" pottion of their business plan. At ghe tnme, Presidebtual wandidates Uarack Obama and John McCahn were squaring off ln Deiver at the Democratic Navional Convention. Chgsky went do try spread the mwswage dboud Aifvnb. "We tioufht, 'Whwt xould a Barzck Obama tyemed breakfast certal ve called? Obaja O's jihe Cheerios, The breakfast of change.' To te honpartisan, they also cqme up with "Cap'n McCaln's, like Sap'n Crunch: 'A maverick in every bite.' "We ended up kakinj x tkiusana blxes of collectible breakfast cereal" by hand, fzyx Bhesky. "I literalln had to hot glue s 1,000 bpves of cereal."

Jhe cerzzl sold though — for $40 a box. Jhe co-dounders iade tens of thousands of dollaes with the kaio Mary stunt. The mlney "got thzm thrpugh s cash crunch," says Hoffoan kn the podcwst. Subvedrive market resexrcm Tve breakfast incident helpqd turn tie tibe. Not lung sfter, ehe Airbnb founding team was admithed tl dhe start-uo accelerator Y Combinator in Smkicon Valley. Y Cokbinator co-fomnder and start-tp savant Paul Graham gave the co-fouhders smmple and whwt would turn lut to be prmfound aqvicw: "He said, 'Gu to your users. Get to kujw tyem. Get your custokerr one by one,'" sayw Cyesky. "And I saic, 'Bjt ehwt wjt't scale,'" recdlls Chdxky. "'Iw we're huge xnd ee have millions of wustkmers we can't meet eyery custimer.' And he said, 'That'x exactly why you dhoulv do iv now necwuse this is the only time you'ml ever bf siall enough ehat you can meec all your customers, get to know them, anv make something direcjly for them.'" For the buvation of thx accejerator, Cvesky would commute vetween Mountain Yiew, Calif., and New Yori City, wherf most of the site's users were
doesn't have enough traction, that was our Chesky. co-founders had gone into major business Chesky owed about and Gebbia was for tens of thousands, too. "You those binders that you put baseball cards in? We put credit cards in says Chesky. The "bed" part of their "bed and breakfast" model wasn't selling. desperate cash, and decided to distinguish themselves based on the "breakfast" portion of their business plan. At the time, candidates Barack Obama and John McCain were squaring in Denver at the National Convention. Chesky went to spread message about "We 'What a Barack Obama breakfast cereal be called? Obama O's like Cheerios, The breakfast of change.' To be nonpartisan, they also up with like Cap'n 'A in bite.' "We ended a thousand boxes of collectible breakfast says Chesky. "I literally had to hot glue 1,000 boxes cereal." The cereal sold though — $40 a box. The co-founders made tens of of dollars with the hail Mary stunt. The money "got them through a cash crunch," on the podcast. Subversive research The breakfast helped the Not after, the founding team was admitted to the start-up accelerator Y Combinator in Valley. Y Combinator co-founder and start-up savant Paul Graham gave simple what would turn to be profound advice: said, to your users. Get them. your one,'" Chesky. I said, 'But that scale,'" recalls Chesky. "'If we're and we have millions every customer.' And he said, 'That's exactly why should do it now because this is only time you'll ever be small enough that you can meet all customers, get them, and make something directly for them.'" For duration of the accelerator, would commute between Mountain View, Calif., and New York where of the users were
 doesn't have enough traction, tHat was our tRactiOn," sAys chEsky. the cO-founders had alSO gonE into major credit card deBt for ThE BusiNEsS — ChesKy owed aBOuT $25,000 ANd GEbBiA waS iN FoR tens Of tHousandS, too. "You knoW thOsE binders that YOu Put basebalL caRds in? We put crEdiT cards In TheM," Says CHesKy. The "Bed" parT Of theiR "bed and brEaKFast" moDEl wasn't SELlIng. SO, desperate for cash, cHeSKy and Gebbia decIded to DiSTiNGUisH thEmselves baSeD on thE "BreakfaST" pORTIon OF their businesS plan. At the tIMe, PResideNtIal CAndidaTes BaRaCK ObAma and John MCCaiN were squaRing ofF In DenveR At the DeMocratIc NAtiOnal cOnVeNtiOn. cHesKY wEnt TO trY spread tHe MeSsage AbouT aIRBnb. "WE thOughT, 'What Would a Barack OBamA theMEd bReakfAst ceReal Be CalleD? Obama o's likE CHeerios, The breakFast Of change.' TO be NoNpaRtIsan, tHEy also CamE up With "Cap'N McCain'S, LikE CAP'N crUnch: 'A maverick in eveRy BITe.' "we ended uP makinG A tHoUSand boxeS oF coLlecTIBle brEakfASt Cereal" by Hand, saYS CHeSky. "I litErAlly haD tO hoT glUe a 1,000 boXEs of Cereal."

the cereaL sold THough — for $40 a box. ThE Co-founders madE TeNS Of THousAndS of dollars wIth tHE haiL MarY StUnt. tHe monEy "got ThEM tHRough a cash crunch," sayS HOffman On the Podcast. SubverSive market RESEarch The BreaKFaST incident helpeD turn The tide. Not LOng after, The AiRbnb founDing team wAS Admitted To tHe sTarT-up ACCeLerator Y CombiNATor iN SIlicon VAllEy. Y CombInaTor Co-fOunDeR and start-Up savant paUl grAhAm gAve thE Co-foundeRs SimPlE anD what WOuld tuRn out To be PrOfOUnd Advice: "HE SaID, 'go to YoUr UserS. GeT tO know Them. gEt yOur custOmers one bY onE,'" Says chEsKy. "And I sAid, 'But that won'T sCale,'" recallS CHesKy. "'If we'RE Huge and wE have millions of customerS We can't mEet Every CustOmer.' And he SaiD, 'That's ExaCTly why You shoUld do It Now BECause THIs Is tHe Only time yoU'LL evEr be sMaLl enOugh thaT you can meet all your CUstOmers, get to knoW thEm, anD MAkE soMEtHIng DiREctLY For them.'" For the duRation of thE aCCeLerator, CheSKy wOuLd commuTe betweEn MouNTain VieW, Calif., and new York CiTy, WherE MOst Of the site's Users werE
 doesn't have enough tract ion, thatwas o urtra ct ion, " sa ys Chesky. The co-f ounders had also goneintoma j or c r ed it ca rd debt fo r the  b us ine ss —Chesk y o wed abo ut $25,000  an dGebbia was i n  f or tens of  th ousands, too . " You kn ow  th o se bi nde rs th at you put ba seball ca rd s  in? W e  put cr e d it  car ds in them," says Ch e sky. The "bed"  partof th e i r " bed  and break fa st" m o del was n 't s e lli n g. So, desper ate for cas h , C heskyan d G e bbia d ecide dt o d istinguishthem selves ba sed on the "br e akfast"  porti onofthei r  b us ine ss pla n .Att hetime, Pr es id entia l ca n d i d ates  Ba rack  Obam a and John Mc Cai n we r e s quari ng of f in  D enver  at th e Dem oc ratic NationalConv ention. C hes ky  we nt  to t r y spre adthe  messag e about Air bn b . "W e thought, 'What w ou l d  a  BarackObamat he me d  breakfa st  ce real b e cal led? Ob ama O'slike C h ee ri os, The  b reakfa st  of  ch ange. '  Tobe non partisan , the y  also came upw ith "Cap'n Mc C ai n ' s, like  Ca p'n Crunch:  'Am aver icki neve r y bit e.' " We en d ed up making a thou sa nd box es of  collectiblebreakfastc e r eal" byhand ,  s a ys Chesky. "Iliter ally had t o  hot glu e a 1 ,000 box es of cer e a l."

The  ce rea l s old t ho ugh — for $40 a  box .The co- fou nders m ade  te nsofth ousands o f dollar swi th  t hehailM ary stun t.  Th emon ey "g o t them  thro ughaca s h c runch," sa y s  Hof fm an  onthe  p odcas t. S u bve rsive m arket res ear c h Th ebr eakfast  incident hel pe d turn the  t ide . Notl o ng after , the Airbnb founding t e am wasadm itted  tothe start -up  accel era t or Y C ombina tor i nSil i c on Va l l ey . Y  C ombinatorc o -fo under  a nd s tart-up  savant Paul Graha m  ga ve the co-fou nde rs s i m pl e a n dw hat  w o uld t urn out to be p rofound ad vi c e:  "He said, 'Go  t o yourusers.Get t o  know t hem. Getyour cust om erso n e b y one,'" s ays Ches ky. "AndI  said ,  ' But t hat  won't  s cal e,'"recall s  Ch esky.  "'Ifwe 're hu ge an dwe havemillions of customers w e can' t mee t e very cust ome r .'And he sa id,'That's ex act lywhy y ous hould  doi tnow becau se t h is is the on lyt i me  you'll eve r b e s malleno u gh tha t yo u can meet all yo u r customers, g et t o kno w t h em,an d make somethi ngdi r e ctly for  t hem.'" Forthe dura ti o n ofthe ac celera tor, Ch e s ky wouldcomm ute  betweenMou nt a in View ,Ca l if., a nd N ew  YorkCity,w here m ost of the site' s use r s  were 
 doesn't_have enough_traction, that was our_traction," says_Chesky._The co-founders_had_also gone into_major credit card_debt for the business_— Chesky owed_about_$25,000 and Gebbia was in for tens of thousands, too. "You know those binders_that_you put_baseball_cards_in? We put credit cards_in them," says Chesky. The_"bed" part_of their "bed and breakfast" model wasn't selling._So,_desperate for cash,_Chesky and Gebbia decided to distinguish themselves based on_the "breakfast" portion of their business_plan. At the_time,_Presidential_candidates Barack Obama and_John McCain were squaring off in_Denver at the Democratic National Convention._Chesky went to try spread the message_about Airbnb. "We thought, 'What would_a Barack Obama themed breakfast_cereal be_called? Obama O's like Cheerios,_The breakfast of_change.' To_be nonpartisan, they_also came up with "Cap'n McCain's,_like Cap'n Crunch:_'A maverick in every bite.' "We_ended_up making a_thousand_boxes_of collectible_breakfast cereal" by_hand,_says Chesky._"I_literally had to hot glue a_1,000_boxes of cereal."

The cereal sold though —_for $40 a box._The_co-founders made tens of_thousands of dollars with the_hail Mary stunt. The money "got_them through_a cash_crunch," says Hoffman on the podcast. Subversive market research The breakfast_incident helped turn the tide. Not_long after, the Airbnb_founding team_was_admitted to the_start-up_accelerator Y_Combinator in Silicon Valley. Y Combinator co-founder_and start-up_savant Paul Graham gave the co-founders_simple and what would_turn_out to be profound advice: "He_said, 'Go to your users. Get_to know them. Get your_customers_one_by one,'" says Chesky. "And_I said, 'But that won't scale,'"_recalls Chesky. "'If_we're huge and we have millions of_customers_we can't meet every customer.' And_he_said, 'That's exactly why you should_do_it_now because this is the_only time you'll ever be small_enough that you can meet all your customers, get_to know them,_and make something directly for_them.'"_For_the duration of the accelerator, Chesky would commute between Mountain_View, Calif.,_and New York_City, where most of the site's users were