good morning believe nation today’s message is make something people want
message is make something people want
message is make something people want over to you Sam startups to be
over to you Sam startups to be
over to you Sam startups to be successful half the builds on many
successful half the builds on many
successful half the builds on many people want if you get that right you
people want if you get that right you
people want if you get that right you can get everything else wrong pretty
can get everything else wrong pretty
can get everything else wrong pretty much if you get that wrong you can get
much if you get that wrong you can get
much if you get that wrong you can get everything else perfect and we see this
everything else perfect and we see this
everything else perfect and we see this all the time we see startups that hire
all the time we see startups that hire
all the time we see startups that hire the best lawyer in the valley they get a
the best lawyer in the valley they get a
the best lawyer in the valley they get a beautiful office they they work with
beautiful office they they work with
beautiful office they they work with really great accountants and a great PR
really great accountants and a great PR
really great accountants and a great PR firm they do everything that a start-up
firm they do everything that a start-up
firm they do everything that a start-up means to do except build a product that
means to do except build a product that
means to do except build a product that customers or users want and this is so
customers or users want and this is so
customers or users want and this is so important this is this is probably the
important this is this is probably the
important this is this is probably the most important people start up a device
most important people start up a device
most important people start up a device in the early days this is the only thing
in the early days this is the only thing
in the early days this is the only thing that matters you have to do this you can
that matters you have to do this you can
that matters you have to do this you can ignore all the other advice you can
ignore all the other advice you can
ignore all the other advice you can ignore all of the crazy stuff that
ignore all of the crazy stuff that
ignore all of the crazy stuff that people do when they’re trying to advise
people do when they’re trying to advise
people do when they’re trying to advise you about a set of a company in fact you
you about a set of a company in fact you
you about a set of a company in fact you should ignore most advice most are good
should ignore most advice most are good
should ignore most advice most are good right that’s terrible you should feel
right that’s terrible you should feel
right that’s terrible you should feel free to ignore any with this to accept
free to ignore any with this to accept
free to ignore any with this to accept this one thing if a start-up doesn’t
this one thing if a start-up doesn’t
this one thing if a start-up doesn’t make something the users want the
make something the users want the
make something the users want the startup will never ever be successful
startup will never ever be successful
startup will never ever be successful making something people want is
making something people want is
making something people want is massively important and if you don’t do
massively important and if you don’t do
massively important and if you don’t do what your company will fail
what your company will fail
what your company will fail but it’s only half the equation you also
but it’s only half the equation you also
but it’s only half the equation you also have to love what you’re making this is
have to love what you’re making this is
have to love what you’re making this is where you will have ultimate success as
where you will have ultimate success as
where you will have ultimate success as an entrepreneur and it doesn’t matter if
an entrepreneur and it doesn’t matter if
an entrepreneur and it doesn’t matter if you’ve gone to university or Business
you’ve gone to university or Business
you’ve gone to university or Business School or had a history with parents in
School or had a history with parents in
School or had a history with parents in as entrepreneurs or any of that doesn’t
as entrepreneurs or any of that doesn’t
as entrepreneurs or any of that doesn’t matter this is the thing the most
matter this is the thing the most
matter this is the thing the most important thing to understand and it’s
important thing to understand and it’s
important thing to understand and it’s easy anybody can pick it up you will
easy anybody can pick it up you will
easy anybody can pick it up you will have success as an entrepreneur when you
have success as an entrepreneur when you
have success as an entrepreneur when you make something that people want if
make something that people want if
make something that people want if you’re providing value and you love what
you’re providing value and you love what
you’re providing value and you love what you do
you do
you do these have to be intersected they have
these have to be intersected they have
these have to be intersected they have to match when you can combine those two
to match when you can combine those two
to match when you can combine those two things together you have a successful
things together you have a successful
things together you have a successful business because look what happens when
business because look what happens when
business because look what happens when the two things don’t align if you’re
the two things don’t align if you’re
the two things don’t align if you’re making something that people want but
making something that people want but
making something that people want but you don’t love it you’re never gonna put
you don’t love it you’re never gonna put
you don’t love it you’re never gonna put in the work the effort the grind
in the work the effort the grind
in the work the effort the grind to become the best because there’s
to become the best because there’s
to become the best because there’s somebody who will also make something
somebody who will also make something
somebody who will also make something people want and does love it and they’re
people want and does love it and they’re
people want and does love it and they’re always going to crush you they’re gonna
always going to crush you they’re gonna
always going to crush you they’re gonna be putting in 16-hour days and just
be putting in 16-hour days and just
be putting in 16-hour days and just dreaming about it every single day and
dreaming about it every single day and
dreaming about it every single day and telling all their friends and trying to
telling all their friends and trying to
telling all their friends and trying to find a ways to make it work and for you
find a ways to make it work and for you
find a ways to make it work and for you you don’t care enough about it because
you don’t care enough about it because
you don’t care enough about it because you don’t love it so that model is not
you don’t love it so that model is not
you don’t love it so that model is not gonna work you may make a little bit of
gonna work you may make a little bit of
gonna work you may make a little bit of money because you see an opportunity but
money because you see an opportunity but
money because you see an opportunity but it’s never gonna be the thing that will
it’s never gonna be the thing that will
it’s never gonna be the thing that will help you take off it’s never gonna be
help you take off it’s never gonna be
help you take off it’s never gonna be the best version of you because you’re
the best version of you because you’re
the best version of you because you’re doing something that you’re not
doing something that you’re not
doing something that you’re not passionate about on the flip side if
passionate about on the flip side if
passionate about on the flip side if you’re doing something that you love but
you’re doing something that you love but
you’re doing something that you love but is useless to other people even that
is useless to other people even that
is useless to other people even that hobby it’s great go out and do that
hobby it’s great go out and do that
hobby it’s great go out and do that thing that you love but if you can’t
thing that you love but if you can’t
thing that you love but if you can’t find a way to add value to other
find a way to add value to other
find a way to add value to other people’s lives and make something that
people’s lives and make something that
people’s lives and make something that they would actually pay for you don’t
they would actually pay for you don’t
they would actually pay for you don’t have a business either and so the
have a business either and so the
have a business either and so the ultimate success comes when you can
ultimate success comes when you can
ultimate success comes when you can combine those two things together you’ve
combine those two things together you’ve
combine those two things together you’ve got the thing that adds value to
got the thing that adds value to
got the thing that adds value to people’s lives and that people really
people’s lives and that people really
people’s lives and that people really want and you love doing it and as long
want and you love doing it and as long
want and you love doing it and as long as those two things are in harmony then
as those two things are in harmony then
as those two things are in harmony then you’ve got a massive successful business
you’ve got a massive successful business
you’ve got a massive successful business like it changed the course of your life
like it changed the course of your life
like it changed the course of your life and the people around you as well so the
and the people around you as well so the
and the people around you as well so the question today today is I’m curious are
question today today is I’m curious are
question today today is I’m curious are you making something that people
you making something that people
you making something that people actually want are you there yet you’re
actually want are you there yet you’re
actually want are you there yet you’re getting great feedback yet
getting great feedback yet
getting great feedback yet I’m curious leave in the comments below
I’m curious leave in the comments below
I’m curious leave in the comments below and I’ll join in discussion I also want
and I’ll join in discussion I also want
and I’ll join in discussion I also want to give a quick shout out to Herman PIR
to give a quick shout out to Herman PIR
to give a quick shout out to Herman PIR Herman thank you so much for picking up
Herman thank you so much for picking up
Herman thank you so much for picking up a copy of my book your one word it
a copy of my book your one word it
a copy of my book your one word it really really really means a lot to me
really really really means a lot to me
really really really means a lot to me and I hope you’re enjoying the me thank
and I hope you’re enjoying the me thank
and I hope you’re enjoying the me thank you guys so much for watching I believe
you guys so much for watching I believe
you guys so much for watching I believe in you I hope you continue to believe in
in you I hope you continue to believe in
in you I hope you continue to believe in yourself and whatever your one word is
yourself and whatever your one word is
yourself and whatever your one word is and I’ll see you again tomorrow morning
and I’ll see you again tomorrow morning
and I’ll see you again tomorrow morning for another shot of espresso
[Music]
[Music] they believe nation thank you so much
they believe nation thank you so much
they believe nation thank you so much for watching if you want to learn more
for watching if you want to learn more
for watching if you want to learn more about this subject get a little bit
about this subject get a little bit
about this subject get a little bit deeper on it I’m gonna share some extra
deeper on it I’m gonna share some extra
deeper on it I’m gonna share some extra bonus clips that I hope you’ll enjoy
bonus clips that I hope you’ll enjoy
bonus clips that I hope you’ll enjoy what’s the single worst marketing
what’s the single worst marketing
what’s the single worst marketing decision that you can make and I think
decision that you can make and I think
decision that you can make and I think we’ve all been there it’s that you start
we’ve all been there it’s that you start
we’ve all been there it’s that you start with a crappy product but as marketers
with a crappy product but as marketers
with a crappy product but as marketers this is what we do day in and day out
this is what we do day in and day out
this is what we do day in and day out our job starts
our job starts
our job starts when the product is finished but a
when the product is finished but a
when the product is finished but a growth hacker says why why can’t the
growth hacker says why why can’t the
growth hacker says why why can’t the product be improved why does it have to
product be improved why does it have to
product be improved why does it have to start what does it have to start so late
start what does it have to start so late
start what does it have to start so late in the process why are weakening hand at
in the process why are weakening hand at
in the process why are weakening hand at this final product when market feedback
this final product when market feedback
this final product when market feedback would would incorporate into the product
would would incorporate into the product
would would incorporate into the product product the elements that make it
product the elements that make it
product the elements that make it successful and so when marketers stop
successful and so when marketers stop
successful and so when marketers stop thinking of their job as to simply work
thinking of their job as to simply work
thinking of their job as to simply work on what’s already been done but to
on what’s already been done but to
on what’s already been done but to answer these questions who is the
answer these questions who is the
answer these questions who is the product for why would they use it why do
product for why would they use it why do
product for why would they use it why do I use it marketing is baked into the
I use it marketing is baked into the
I use it marketing is baked into the product so I love this quote from Paul
product so I love this quote from Paul
product so I love this quote from Paul Graham the founder of Y Combinator he
Graham the founder of Y Combinator he
Graham the founder of Y Combinator he says make stuff people want that’s the
says make stuff people want that’s the
says make stuff people want that’s the best marketing decision that you can
best marketing decision that you can
best marketing decision that you can make and I think if you look at a
make and I think if you look at a
make and I think if you look at a company like Instagram you see this very
company like Instagram you see this very
company like Instagram you see this very clearly right Instagram launched as a
clearly right Instagram launched as a
clearly right Instagram launched as a Foursquare competitor and called bourbon
Foursquare competitor and called bourbon
Foursquare competitor and called bourbon it was a geolocation service and it had
it was a geolocation service and it had
it was a geolocation service and it had a feature that allowed people to upload
a feature that allowed people to upload
a feature that allowed people to upload photos and put filters on them it got a
photos and put filters on them it got a
photos and put filters on them it got a little bit of traction but nothing
little bit of traction but nothing
little bit of traction but nothing nothing truly profound and so they
nothing truly profound and so they
nothing truly profound and so they decide they’re going to zoom in on this
decide they’re going to zoom in on this
decide they’re going to zoom in on this single feature they’re gonna they’re
single feature they’re gonna they’re
single feature they’re gonna they’re gonna throw everything that they’ve done
gonna throw everything that they’ve done
gonna throw everything that they’ve done out so far and they’re they’re gonna
out so far and they’re they’re gonna
out so far and they’re they’re gonna rebrand his Instagram it launches I
rebrand his Instagram it launches I
rebrand his Instagram it launches I think there’s something like 25,000
think there’s something like 25,000
think there’s something like 25,000 downloads its first its first day and it
downloads its first its first day and it
downloads its first its first day and it sells to Facebook a year later for a
sells to Facebook a year later for a
sells to Facebook a year later for a billion dollars so you could argue that
billion dollars so you could argue that
billion dollars so you could argue that this the best marketing decision that
this the best marketing decision that
this the best marketing decision that Instagram made was changing from bourbon
Instagram made was changing from bourbon
Instagram made was changing from bourbon to Instagram everything else was extra
to Instagram everything else was extra
to Instagram everything else was extra everything else was window dressing the
everything else was window dressing the
everything else was window dressing the mark the product was the marketing most
mark the product was the marketing most
mark the product was the marketing most businesses are the same
businesses are the same
businesses are the same whether you’re selling energy products
whether you’re selling energy products
whether you’re selling energy products over if any consumer products if it’s
over if any consumer products if it’s
over if any consumer products if it’s useful to people the rest is just
useful to people the rest is just
useful to people the rest is just business so if you find something or
business so if you find something or
business so if you find something or invent something that’s really useful
at that point it’s really common
at that point it’s really common whatever you’re selling
whatever you’re selling
whatever you’re selling process is not that different and our
process is not that different and our
process is not that different and our processes may be a little bit different
processes may be a little bit different
processes may be a little bit different because we really don’t have MBA type
because we really don’t have MBA type
because we really don’t have MBA type processing we basically common sense you
processing we basically common sense you
processing we basically common sense you know we look at businesses really in a
know we look at businesses really in a
know we look at businesses really in a simple way you make good stuff and you
simple way you make good stuff and you
simple way you make good stuff and you solid instead of you know all the pipe
solid instead of you know all the pipe
solid instead of you know all the pipe Awards which I totally don’t understand
Awards which I totally don’t understand
Awards which I totally don’t understand like brand awareness and brand equity
like brand awareness and brand equity
like brand awareness and brand equity and
and
and all the fancy terminologies people use
all the fancy terminologies people use
all the fancy terminologies people use that they don’t have thought we what we
that they don’t have thought we what we
that they don’t have thought we what we did was they stood me simply stick to
did was they stood me simply stick to
did was they stood me simply stick to fundamental which is they make a really
fundamental which is they make a really
fundamental which is they make a really good product and eighty percent of
good product and eighty percent of
good product and eighty percent of marketing is making a really good
marketing is making a really good
marketing is making a really good product and then you go out there and if
product and then you go out there and if
product and then you go out there and if people like it they agree with you then
people like it they agree with you then
people like it they agree with you then they buy actually you’ll find most of
they buy actually you’ll find most of
they buy actually you’ll find most of the products that they say are good are
the products that they say are good are
the products that they say are good are marginal
marginal
marginal right most of the folks that come up
right most of the folks that come up
right most of the folks that come up with products usually you have some kind
with products usually you have some kind
with products usually you have some kind of a gimmick in other words gee let’s
of a gimmick in other words gee let’s
of a gimmick in other words gee let’s make it pink if it’s for women let’s
make it pink if it’s for women let’s
make it pink if it’s for women let’s make you know what’s his name famous
make you know what’s his name famous
make you know what’s his name famous person endorses
person endorses
person endorses products themselves are marginal and
products themselves are marginal and
products themselves are marginal and then they say 100 it’s a good product
then they say 100 it’s a good product
then they say 100 it’s a good product well my question is do you use it if
well my question is do you use it if
well my question is do you use it if you’re gonna go out there and sell it
you’re gonna go out there and sell it
you’re gonna go out there and sell it you use it yourself did your family use
you use it yourself did your family use
you use it yourself did your family use it and if they don’t why are you selling
it and if they don’t why are you selling
it and if they don’t why are you selling so really you’re fine most of the fellas
so really you’re fine most of the fellas
so really you’re fine most of the fellas that say we have great products we
that say we have great products we
that say we have great products we didn’t get success if they really don’t
didn’t get success if they really don’t
didn’t get success if they really don’t use the product they think everybody
use the product they think everybody
use the product they think everybody else should not us we’re superior to our
else should not us we’re superior to our
else should not us we’re superior to our own product so there’s there’s a
own product so there’s there’s a
own product so there’s there’s a compromise amongst people about the
compromise amongst people about the
compromise amongst people about the quality of what they sell and quality is
quality of what they sell and quality is
quality of what they sell and quality is also misunderstood
also misunderstood
also misunderstood in other words quality starts with the
in other words quality starts with the
in other words quality starts with the customer doesn’t need it it doesn’t
customer doesn’t need it it doesn’t
customer doesn’t need it it doesn’t provide something you know that they’re
provide something you know that they’re
provide something you know that they’re gonna pay for
gonna pay for
gonna pay for are we have different technical terms I
are we have different technical terms I
are we have different technical terms I mean my are technical terms as planned
mean my are technical terms as planned
mean my are technical terms as planned done you know everybody understands what
done you know everybody understands what
done you know everybody understands what that is you got a slam-dunk product or
that is you got a slam-dunk product or
that is you got a slam-dunk product or do you have a good product for us we get
do you have a good product for us we get
do you have a good product for us we get pitched several products a week
pitched several products a week
pitched several products a week if it’s a good product we don’t go out
if it’s a good product we don’t go out
if it’s a good product we don’t go out there and sell it it’s gotta be slammed
there and sell it it’s gotta be slammed
there and sell it it’s gotta be slammed up it’s gotta be where nobody will
up it’s gotta be where nobody will
up it’s gotta be where nobody will refuse it and then you have a hard time
refuse it and then you have a hard time
refuse it and then you have a hard time so the law is really they don’t have the
so the law is really they don’t have the
so the law is really they don’t have the products definition of a good product it
products definition of a good product it
products definition of a good product it will do well now there’s some amount of
will do well now there’s some amount of
will do well now there’s some amount of execution but I would say that if you
execution but I would say that if you
execution but I would say that if you don’t have a great product
don’t have a great product
don’t have a great product any amount of execution is going to only
any amount of execution is going to only
any amount of execution is going to only buy you a little time after that
buy you a little time after that
buy you a little time after that everybody will figure out this is not
everybody will figure out this is not
everybody will figure out this is not that good and not buy it anymore
”
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