i right everybody welcome to another blog slash hangout super excited to have
blog slash hangout super excited to have
blog slash hangout super excited to have my friend and special guest Stephen
my friend and special guest Stephen
my friend and special guest Stephen Kelly CEO of sage to talk to us today
Kelly CEO of sage to talk to us today
Kelly CEO of sage to talk to us today about how to get your idea to make you
about how to get your idea to make you
about how to get your idea to make you money it’s great to have you back
money it’s great to have you back
money it’s great to have you back Stephen you’re you’re in your London
Stephen you’re you’re in your London
Stephen you’re you’re in your London office again yeah I’m in London today
office again yeah I’m in London today
office again yeah I’m in London today heading out to the US next week but I
heading out to the US next week but I
heading out to the US next week but I just hear today really good to be here
just hear today really good to be here
just hear today really good to be here haven’t really looking forward to this
haven’t really looking forward to this
haven’t really looking forward to this one the big idea and how that kind of
one the big idea and how that kind of
one the big idea and how that kind of makes money good I think this is the
makes money good I think this is the
makes money good I think this is the first time we’ve done back-to-back
first time we’ve done back-to-back
first time we’ve done back-to-back you’re actually in the same location
you’re actually in the same location
you’re actually in the same location because you’re always but somewhere else
because you’re always but somewhere else
because you’re always but somewhere else in the world so you got you got some
in the world so you got you got some
in the world so you got you got some time to be at home yeah it’s good well
time to be at home yeah it’s good well
time to be at home yeah it’s good well you know my my job like any
you know my my job like any
you know my my job like any entrepreneurs out there with customers
entrepreneurs out there with customers
entrepreneurs out there with customers colleagues connecting the two and that’s
colleagues connecting the two and that’s
colleagues connecting the two and that’s where the magic happens so that means I
where the magic happens so that means I
where the magic happens so that means I spend a lot of time out on the road cool
spend a lot of time out on the road cool
spend a lot of time out on the road cool well we got a ton of questions coming in
well we got a ton of questions coming in
well we got a ton of questions coming in but but before diving in on that I
but but before diving in on that I
but but before diving in on that I wanted to get kind of your high-level
wanted to get kind of your high-level
wanted to get kind of your high-level thoughts your single biggest piece of
thoughts your single biggest piece of
thoughts your single biggest piece of advice for entrepreneurs we’re trying to
advice for entrepreneurs we’re trying to
advice for entrepreneurs we’re trying to make money for their idea what would you
make money for their idea what would you
make money for their idea what would you tell them
tell them
tell them yeah actually I’m ironic is probably
yeah actually I’m ironic is probably
yeah actually I’m ironic is probably counterintuitive
counterintuitive
counterintuitive I’d say focus on your big idea think
I’d say focus on your big idea think
I’d say focus on your big idea think about who you serve in what difference
about who you serve in what difference
about who you serve in what difference is making to them and how it changes
is making to them and how it changes
is making to them and how it changes lives and money follows I would always
lives and money follows I would always
lives and money follows I would always say never kind of pursue this holy grail
say never kind of pursue this holy grail
say never kind of pursue this holy grail of money because that’s not real always
of money because that’s not real always
of money because that’s not real always kind of come back to what we said before
kind of come back to what we said before
kind of come back to what we said before be passionate about big idea believe in
be passionate about big idea believe in
be passionate about big idea believe in yourself really focus on the customer
yourself really focus on the customer
yourself really focus on the customer value and you’ll build a great business
value and you’ll build a great business
value and you’ll build a great business and we’ll get on to detail and some
and we’ll get on to detail and some
and we’ll get on to detail and some examples of that during this glad I’m
examples of that during this glad I’m
examples of that during this glad I’m sure but it’s really the key focus is
sure but it’s really the key focus is
sure but it’s really the key focus is what what problem you’re really trying
what what problem you’re really trying
what what problem you’re really trying to solve what value you’re gonna create
to solve what value you’re gonna create
to solve what value you’re gonna create and then scale that up really kind of
and then scale that up really kind of
and then scale that up really kind of come over any bumps in the road that you
come over any bumps in the road that you
come over any bumps in the road that you have enormous resilience that takes we
have enormous resilience that takes we
have enormous resilience that takes we know and and the great thing about the
know and and the great thing about the
know and and the great thing about the idea the idea changes on the journey and
idea the idea changes on the journey and
idea the idea changes on the journey and the more you test yet the better the
the more you test yet the better the
the more you test yet the better the idea becomes so and and then you pursue
idea becomes so and and then you pursue
idea becomes so and and then you pursue it you know we’ve talked about this so
it you know we’ve talked about this so
it you know we’ve talked about this so many times but it’s so true yeah you
many times but it’s so true yeah you
many times but it’s so true yeah you know pursue your passion and money is
know pursue your passion and money is
know pursue your passion and money is the byproduct of the fruits of your
the byproduct of the fruits of your
the byproduct of the fruits of your labor and you have delighted happy
labor and you have delighted happy
labor and you have delighted happy customers
customers
customers and a volunteer army out there I love it
and a volunteer army out there I love it
and a volunteer army out there I love it and I love the word value because for me
and I love the word value because for me
and I love the word value because for me you know business about providing value
you know business about providing value
you know business about providing value the more value provide the more money
the more value provide the more money
the more value provide the more money you’re gonna make you want to make a lot
you’re gonna make you want to make a lot
you’re gonna make you want to make a lot of money provide a lot of value want to
of money provide a lot of value want to
of money provide a lot of value want to make a lot of money quickly provide a
make a lot of money quickly provide a
make a lot of money quickly provide a lot of value quickly that that’s the
lot of value quickly that that’s the
lot of value quickly that that’s the endgame and I think you know starting
endgame and I think you know starting
endgame and I think you know starting the business around something that
the business around something that
the business around something that you’re also is valuable for you not just
you’re also is valuable for you not just
you’re also is valuable for you not just a customer’s like you’re scratching your
a customer’s like you’re scratching your
a customer’s like you’re scratching your own itch
own itch
own itch like a lot of successful business has
like a lot of successful business has
like a lot of successful business has been started that way and we’ll get into
been started that way and we’ll get into
been started that way and we’ll get into the details because there’s tons of
the details because there’s tons of
the details because there’s tons of questions coming in so so let’s dive in
questions coming in so so let’s dive in
questions coming in so so let’s dive in the first one came from a pal velov at
the first one came from a pal velov at
the first one came from a pal velov at pal the knob sorry said that everyone
pal the knob sorry said that everyone
pal the knob sorry said that everyone how do you validate the idea before
how do you validate the idea before
how do you validate the idea before spending time building it I think yeah
spending time building it I think yeah
spending time building it I think yeah first of all come up with an idea and
first of all come up with an idea and
first of all come up with an idea and it’s normally a pain point there’s a lot
it’s normally a pain point there’s a lot
it’s normally a pain point there’s a lot of examples where you in your lives will
of examples where you in your lives will
of examples where you in your lives will know a frustration of a consumer you
know a frustration of a consumer you
know a frustration of a consumer you look at actually which Richard Branson
look at actually which Richard Branson
look at actually which Richard Branson we’ve just announced emphasized summit
we’ve just announced emphasized summit
we’ve just announced emphasized summit he’s an innovator easy disruptor he’s
he’s an innovator easy disruptor he’s
he’s an innovator easy disruptor he’s probably one of the greatest worlds
probably one of the greatest worlds
probably one of the greatest worlds entrepreneurs and he’s tried a lot of
entrepreneurs and he’s tried a lot of
entrepreneurs and he’s tried a lot of ideas Sommerfeld and he’s left them
ideas Sommerfeld and he’s left them
ideas Sommerfeld and he’s left them behind he’s fell fast and then moved
behind he’s fell fast and then moved
behind he’s fell fast and then moved quickly but he always looks at kind of
quickly but he always looks at kind of
quickly but he always looks at kind of where’s the gap in the market whether
where’s the gap in the market whether
where’s the gap in the market whether it’s travel whether it’s music what is
it’s travel whether it’s music what is
it’s travel whether it’s music what is it that we can create with our idea that
it that we can create with our idea that
it that we can create with our idea that it’s gonna change the world and it comes
it’s gonna change the world and it comes
it’s gonna change the world and it comes back to what value we created who we
back to what value we created who we
back to what value we created who we serve in what problem we solve it and I
serve in what problem we solve it and I
serve in what problem we solve it and I think that the key thing is there’s a
think that the key thing is there’s a
think that the key thing is there’s a guy as well Richard Reid who I started a
guy as well Richard Reid who I started a
guy as well Richard Reid who I started a big smoothie company called innocent and
big smoothie company called innocent and
big smoothie company called innocent and he said you know all you need to do is
he said you know all you need to do is
he said you know all you need to do is be seventy percent sure of your idea and
be seventy percent sure of your idea and
be seventy percent sure of your idea and then just crack on and and get your idea
then just crack on and and get your idea
then just crack on and and get your idea out there as a business because you will
out there as a business because you will
out there as a business because you will evolve it and I think the worst thing
evolve it and I think the worst thing
evolve it and I think the worst thing you can do is sort of analysis paralysis
you can do is sort of analysis paralysis
you can do is sort of analysis paralysis try and come up with the best idea in
try and come up with the best idea in
try and come up with the best idea in the world and because that’s not real
the world and because that’s not real
the world and because that’s not real what you need to do is shape your ideas
what you need to do is shape your ideas
what you need to do is shape your ideas efficiently go and meet friends me
efficiently go and meet friends me
efficiently go and meet friends me buddies maybe angel investors what I’ve
buddies maybe angel investors what I’ve
buddies maybe angel investors what I’ve been to invest in a lot of companies
been to invest in a lot of companies
been to invest in a lot of companies people have said look I don’t want you
people have said look I don’t want you
people have said look I don’t want you to invest today but I’ve got an idea I
to invest today but I’ve got an idea I
to invest today but I’ve got an idea I might come back to you in six months
might come back to you in six months
might come back to you in six months time when I’ve got a kind of couple of
time when I’ve got a kind of couple of
time when I’ve got a kind of couple of trial customers and I ask you to invest
trial customers and I ask you to invest
trial customers and I ask you to invest but today I just want to test drive the
but today I just want to test drive the
but today I just want to test drive the and kind of you kind of had it around
and kind of you kind of had it around
and kind of you kind of had it around you reshape it and you let me think
you reshape it and you let me think
you reshape it and you let me think about it and then I’ll go away build a
about it and then I’ll go away build a
about it and then I’ll go away build a business based on that so I kind of
business based on that so I kind of
business based on that so I kind of think the key thing is think about those
think the key thing is think about those
think the key thing is think about those key questions those trends like what’s
key questions those trends like what’s
key questions those trends like what’s the audience you’re serving what value
the audience you’re serving what value
the audience you’re serving what value you’re providing how are you gonna make
you’re providing how are you gonna make
you’re providing how are you gonna make a difference and kind of what is the
a difference and kind of what is the
a difference and kind of what is the thing that about your idea that is gonna
thing that about your idea that is gonna
thing that about your idea that is gonna be life-changing and provide massive
be life-changing and provide massive
be life-changing and provide massive value for hopefully millions of people I
value for hopefully millions of people I
value for hopefully millions of people I love it I it’s never been easier to test
love it I it’s never been easier to test
love it I it’s never been easier to test drive an idea with with services like
drive an idea with with services like
drive an idea with with services like Kickstarter out there where all you need
Kickstarter out there where all you need
Kickstarter out there where all you need is an idea or a prototype and then make
is an idea or a prototype and then make
is an idea or a prototype and then make a video and tell people about it it’s
a video and tell people about it it’s
a video and tell people about it it’s never been easier to go out and get
never been easier to go out and get
never been easier to go out and get customers before actually having a
customers before actually having a
customers before actually having a launch and then go into manufacturing I
launch and then go into manufacturing I
launch and then go into manufacturing I just ordered a little nano drone that
just ordered a little nano drone that
just ordered a little nano drone that fits in the palm of your hand and that
fits in the palm of your hand and that
fits in the palm of your hand and that uses GPS to follow you around while
uses GPS to follow you around while
uses GPS to follow you around while you’re like running or skiing or
you’re like running or skiing or
you’re like running or skiing or whatever and it records it and then
whatever and it records it and then
whatever and it records it and then uploads it to the cloud and I bought
uploads it to the cloud and I bought
uploads it to the cloud and I bought that off of an IndieGoGo campaign and
that off of an IndieGoGo campaign and
that off of an IndieGoGo campaign and they raised over three million dollars
they raised over three million dollars
they raised over three million dollars to create this nano drone and they may
to create this nano drone and they may
to create this nano drone and they may not have known if it was a good idea or
not have known if it was a good idea or
not have known if it was a good idea or not they may have you know jumped in too
not they may have you know jumped in too
not they may have you know jumped in too soon they may have had the test and
soon they may have had the test and
soon they may have had the test and tweak along the way but this is
tweak along the way but this is
tweak along the way but this is validation and now they have the money
validation and now they have the money
validation and now they have the money they need you know that’s that’s all
they need you know that’s that’s all
they need you know that’s that’s all marketing dollars that’s not even
marketing dollars that’s not even
marketing dollars that’s not even getting investors into the business
getting investors into the business
getting investors into the business they’re not giving up any equity and
they’re not giving up any equity and
they’re not giving up any equity and they raised three million dollars in in
they raised three million dollars in in
they raised three million dollars in in money to be able to build their product
money to be able to build their product
money to be able to build their product and so it’s never been easier to use the
and so it’s never been easier to use the
and so it’s never been easier to use the technology today to test drive and see
technology today to test drive and see
technology today to test drive and see if there’s an appetite for your product
if there’s an appetite for your product
if there’s an appetite for your product if not then maybe you need to tweak it
if not then maybe you need to tweak it
if not then maybe you need to tweak it because rarely is the idea that you
because rarely is the idea that you
because rarely is the idea that you start with where you end up there’s
start with where you end up there’s
start with where you end up there’s always tweaks and changes and so having
always tweaks and changes and so having
always tweaks and changes and so having market feedback as soon as possible so
market feedback as soon as possible so
market feedback as soon as possible so I’m just creating a vacuum can be really
I’m just creating a vacuum can be really
I’m just creating a vacuum can be really helpful
helpful
helpful yeah I agree on Kickstarter you know
yeah I agree on Kickstarter you know
yeah I agree on Kickstarter you know what they’ve raised two billion two
what they’ve raised two billion two
what they’ve raised two billion two billion dollars ten ten million backers
billion dollars ten ten million backers
billion dollars ten ten million backers now one hundred thousand projects and I
now one hundred thousand projects and I
now one hundred thousand projects and I think you’re right but not only is
think you’re right but not only is
think you’re right but not only is there’s never been a better time to have
there’s never been a better time to have
there’s never been a better time to have an idea there’s never been a better idea
an idea there’s never been a better idea
an idea there’s never been a better idea to do things like crowdfunding and then
to do things like crowdfunding and then
to do things like crowdfunding and then the key thing is you need to own your
the key thing is you need to own your
the key thing is you need to own your idea you need to and it comes back to
idea you need to and it comes back to
idea you need to and it comes back to Evans tank life believe you you never
Evans tank life believe you you never
Evans tank life believe you you never want to add the key kind of
want to add the key kind of
want to add the key kind of responsibility for your idea but don’t
responsibility for your idea but don’t
responsibility for your idea but don’t be kind of too precious about your idea
be kind of too precious about your idea
be kind of too precious about your idea because
because
because feedback especially from early customers
feedback especially from early customers
feedback especially from early customers and improve your idea all the time
and improve your idea all the time
and improve your idea all the time improve your product improve your
improve your product improve your
improve your product improve your service because as Evan said I again I’m
service because as Evan said I again I’m
service because as Evan said I again I’m an angel investor in a lot of companies
an angel investor in a lot of companies
an angel investor in a lot of companies and what I’ve seen the first business
and what I’ve seen the first business
and what I’ve seen the first business plan and some of these companies are
plan and some of these companies are
plan and some of these companies are grown to like valuations over 100
grown to like valuations over 100
grown to like valuations over 100 million the first business plan and what
million the first business plan and what
million the first business plan and what they ended up with was pretty radically
they ended up with was pretty radically
they ended up with was pretty radically different but boy oh boy did they test
different but boy oh boy did they test
different but boy oh boy did they test drive and find out what worked before
drive and find out what worked before
drive and find out what worked before they really scaled it up and then they
they really scaled it up and then they
they really scaled it up and then they iterated it all the time and I think the
iterated it all the time and I think the
iterated it all the time and I think the world is perfectly tuned to that in
world is perfectly tuned to that in
world is perfectly tuned to that in terms of speed of execution the speed of
terms of speed of execution the speed of
terms of speed of execution the speed of now yeah you know you look at BMW they
now yeah you know you look at BMW they
now yeah you know you look at BMW they started as an airplane manufacturing
started as an airplane manufacturing
started as an airplane manufacturing company that’s why their logo is a
company that’s why their logo is a
company that’s why their logo is a propeller still Lamborghini started off
propeller still Lamborghini started off
propeller still Lamborghini started off in tractors yeah and then went into cars
in tractors yeah and then went into cars
in tractors yeah and then went into cars when he bought a Ferrari and Ferrari
when he bought a Ferrari and Ferrari
when he bought a Ferrari and Ferrari told him you know don’t tell me how to
told him you know don’t tell me how to
told him you know don’t tell me how to make a car you stick to making tractors
make a car you stick to making tractors
make a car you stick to making tractors and he said I’m gonna make a better car
and he said I’m gonna make a better car
and he said I’m gonna make a better car than you’ve gone to Lamborghinis and so
than you’ve gone to Lamborghinis and so
than you’ve gone to Lamborghinis and so it’s a great point and your business
it’s a great point and your business
it’s a great point and your business will change my business has changed I
will change my business has changed I
will change my business has changed I don’t know how much sage his business
don’t know how much sage his business
don’t know how much sage his business has changed from the start point to
has changed from the start point to
has changed from the start point to where it is now I know you just made
where it is now I know you just made
where it is now I know you just made that huge announcement and you’re all in
that huge announcement and you’re all in
that huge announcement and you’re all in on the cloud and you know business will
on the cloud and you know business will
on the cloud and you know business will change from the original idea to to
change from the original idea to to
change from the original idea to to where you end that point what will make
where you end that point what will make
where you end that point what will make you successful yeah the other thing I
you successful yeah the other thing I
you successful yeah the other thing I but you know relative to Sage they’ve
but you know relative to Sage they’ve
but you know relative to Sage they’ve started in the eighties and the problem
started in the eighties and the problem
started in the eighties and the problem we solved them was actually digitized in
we solved them was actually digitized in
we solved them was actually digitized in accounting records on the first
accounting records on the first
accounting records on the first generation of PC technology our personal
generation of PC technology our personal
generation of PC technology our personal computers you know the radical
computers you know the radical
computers you know the radical disruption in technology with four
disruption in technology with four
disruption in technology with four billion people around the world with
billion people around the world with
billion people around the world with smartphones means that all our apps are
smartphones means that all our apps are
smartphones means that all our apps are coming out now mobile first and and
coming out now mobile first and and
coming out now mobile first and and everything’s about real time accounting
everything’s about real time accounting
everything’s about real time accounting but it’s way more than that it’s about
but it’s way more than that it’s about
but it’s way more than that it’s about payments it’s about payroll about
payments it’s about payroll about
payments it’s about payroll about integration and the movement of money so
integration and the movement of money so
integration and the movement of money so entrepreneurs just don’t have to worry
entrepreneurs just don’t have to worry
entrepreneurs just don’t have to worry about kind of their back office but the
about kind of their back office but the
about kind of their back office but the next radical change we’re seeing is
next radical change we’re seeing is
next radical change we’re seeing is something called the back office or the
something called the back office or the
something called the back office or the front office where we’re smashing the
front office where we’re smashing the
front office where we’re smashing the walls that kind of used to exist where
walls that kind of used to exist where
walls that kind of used to exist where you had a little kind of back office
you had a little kind of back office
you had a little kind of back office accounted the barman and bookkeepers and
accounted the barman and bookkeepers and
accounted the barman and bookkeepers and accountants and then the sales guys at
accountants and then the sales guys at
accountants and then the sales guys at the front end never talk to the guys in
the front end never talk to the guys in
the front end never talk to the guys in the back office even in a company 20
the back office even in a company 20
the back office even in a company 20 people and I think technology today
people and I think technology today
people and I think technology today radically changes that so just like
radically changes that so just like
radically changes that so just like consumers as entrepreneurs we can run
consumers as entrepreneurs we can run
consumers as entrepreneurs we can run our business
our business
our business from the palm of our hand from
from the palm of our hand from
from the palm of our hand from smartphones we have all the stuff around
smartphones we have all the stuff around
smartphones we have all the stuff around our pipeline all the predictive
our pipeline all the predictive
our pipeline all the predictive analytics about what that will drive in
analytics about what that will drive in
analytics about what that will drive in terms of cash flow and you know you can
terms of cash flow and you know you can
terms of cash flow and you know you can do stuff like within three seconds get
do stuff like within three seconds get
do stuff like within three seconds get an increase on revolving credit and all
an increase on revolving credit and all
an increase on revolving credit and all that stuff through clever technologies
that stuff through clever technologies
that stuff through clever technologies like predictive analytics so again I
like predictive analytics so again I
like predictive analytics so again I think there’s two things one is your big
think there’s two things one is your big
think there’s two things one is your big idea and then always have your social
idea and then always have your social
idea and then always have your social antenna out there to the radical shifts
antenna out there to the radical shifts
antenna out there to the radical shifts both in technology and users and
both in technology and users and
both in technology and users and preferences in your marketplace and the
preferences in your marketplace and the
preferences in your marketplace and the people you serve to always innovate
people you serve to always innovate
people you serve to always innovate yourself always kind of disrupt yourself
yourself always kind of disrupt yourself
yourself always kind of disrupt yourself and the examples you quote like BMW and
and the examples you quote like BMW and
and the examples you quote like BMW and these great companies around the world
these great companies around the world
these great companies around the world really opens your eyes up to say that
really opens your eyes up to say that
really opens your eyes up to say that the star idea is never always the
the star idea is never always the
the star idea is never always the destination rise online was was asking
destination rise online was was asking
destination rise online was was asking and you you acted a little bit who’s
and you you acted a little bit who’s
and you you acted a little bit who’s asking how has sage improved their
asking how has sage improved their
asking how has sage improved their products over the years Wow I think this
products over the years Wow I think this
products over the years Wow I think this is just a relentless thing we measure
is just a relentless thing we measure
is just a relentless thing we measure something called Net Promoter scores of
something called Net Promoter scores of
something called Net Promoter scores of our customers the accountants harmless
our customers the accountants harmless
our customers the accountants harmless and every time and actually me and the
and every time and actually me and the
and every time and actually me and the whole of the ticket team actually
whole of the ticket team actually
whole of the ticket team actually measure ourselves on our Net Promoter
measure ourselves on our Net Promoter
measure ourselves on our Net Promoter scores so that drives a lot of
scores so that drives a lot of
scores so that drives a lot of innovation that drives a lot of
innovation that drives a lot of
innovation that drives a lot of connection with our customers and last
connection with our customers and last
connection with our customers and last year just give you a statistic from us
year just give you a statistic from us
year just give you a statistic from us in our R&D department we rolled out 250
in our R&D department we rolled out 250
in our R&D department we rolled out 250 significant product releases during the
significant product releases during the
significant product releases during the fiscal year and everything kind of you
fiscal year and everything kind of you
fiscal year and everything kind of you know you’d expect to be cloud based
know you’d expect to be cloud based
know you’d expect to be cloud based probably third of our customers now are
probably third of our customers now are
probably third of our customers now are on the cloud and exploiting the
on the cloud and exploiting the
on the cloud and exploiting the opportunity through through having their
opportunity through through having their
opportunity through through having their data up in the cloud also Mobile first
data up in the cloud also Mobile first
data up in the cloud also Mobile first is a real kind of radical shift because
is a real kind of radical shift because
is a real kind of radical shift because again ever new and I run our lives to
again ever new and I run our lives to
again ever new and I run our lives to smartphones whether it’s an iPhone
smartphones whether it’s an iPhone
smartphones whether it’s an iPhone Samsung or whatever we expect
Samsung or whatever we expect
Samsung or whatever we expect entrepreneurs especially the Millennials
entrepreneurs especially the Millennials
entrepreneurs especially the Millennials to be saying I just kind of want to run
to be saying I just kind of want to run
to be saying I just kind of want to run my business like I run my life so
my business like I run my life so
my business like I run my life so there’s a ton of innovation do we do
there’s a ton of innovation do we do
there’s a ton of innovation do we do enough I’m always frustrated I want to
enough I’m always frustrated I want to
enough I’m always frustrated I want to do more I want to do so much more but
do more I want to do so much more but
do more I want to do so much more but boy oh boy we’re doing a lot I love it
boy oh boy we’re doing a lot I love it
boy oh boy we’re doing a lot I love it all right let’s head to the next one
all right let’s head to the next one
all right let’s head to the next one from M be shocked and I hope I
from M be shocked and I hope I
from M be shocked and I hope I pronounced it
pronounced it
pronounced it does the idea really matter or the way
does the idea really matter or the way
does the idea really matter or the way you market it hey that’s a great
you market it hey that’s a great
you market it hey that’s a great question I think the idea matters but
question I think the idea matters but
question I think the idea matters but more importantly it’s kind of the
more importantly it’s kind of the
more importantly it’s kind of the relentless execution started with what
relentless execution started with what
relentless execution started with what is the value proposition and then go to
is the value proposition and then go to
is the value proposition and then go to market with it and again with the
market with it and again with the
market with it and again with the digital age you can get stuff out there
digital age you can get stuff out there
digital age you can get stuff out there in weeks they used to take years a good
in weeks they used to take years a good
in weeks they used to take years a good example actually of the shift in terms
example actually of the shift in terms
example actually of the shift in terms of market and I do you probably saw the
of market and I do you probably saw the
of market and I do you probably saw the film joy jailer at law and with joy
film joy jailer at law and with joy
film joy jailer at law and with joy Mangano in terms of what happened there
Mangano in terms of what happened there
Mangano in terms of what happened there was what was a mock company I used her
was what was a mock company I used her
was what was a mock company I used her life savings actually 70% of our
life savings actually 70% of our
life savings actually 70% of our customers used their life savings to
customers used their life savings to
customers used their life savings to fund their businesses but there was a
fund their businesses but there was a
fund their businesses but there was a pivotal moment when it just was not
pivotal moment when it just was not
pivotal moment when it just was not moving I don’t know it was like on QVC
moving I don’t know it was like on QVC
moving I don’t know it was like on QVC where we just couldn’t get any sales
where we just couldn’t get any sales
where we just couldn’t get any sales away and she she was gonna get dropped
away and she she was gonna get dropped
away and she she was gonna get dropped as a product on that channel and she
as a product on that channel and she
as a product on that channel and she persuaded them to give her the
persuaded them to give her the
persuaded them to give her the opportunity to pitch her own product and
opportunity to pitch her own product and
opportunity to pitch her own product and like within the next 20 minutes they
like within the next 20 minutes they
like within the next 20 minutes they sold 18,000 mops so just a product
sold 18,000 mops so just a product
sold 18,000 mops so just a product matter the idea it was a great idea but
matter the idea it was a great idea but
matter the idea it was a great idea but the sales and marketing was awesome and
the sales and marketing was awesome and
the sales and marketing was awesome and you know you can market your product
you know you can market your product
you know you can market your product better than anybody else and the
better than anybody else and the
better than anybody else and the Internet is a channel and YouTube and
Internet is a channel and YouTube and
Internet is a channel and YouTube and you know vines gives you a unique
you know vines gives you a unique
you know vines gives you a unique opportunity to market your product
opportunity to market your product
opportunity to market your product perfectly so that lady after 10 years
perfectly so that lady after 10 years
perfectly so that lady after 10 years and sold 200 million dollars worth of
and sold 200 million dollars worth of
and sold 200 million dollars worth of moths and you probably wouldn’t think
moths and you probably wouldn’t think
moths and you probably wouldn’t think there’s a lot of innovation in the world
there’s a lot of innovation in the world
there’s a lot of innovation in the world of mops but boy oh boy a hat tip and a
of mops but boy oh boy a hat tip and a
of mops but boy oh boy a hat tip and a salute to joy it’s a lot of marks yeah
salute to joy it’s a lot of marks yeah
salute to joy it’s a lot of marks yeah you know for me this is it’s both right
you know for me this is it’s both right
you know for me this is it’s both right you need the idea and you need the
you need the idea and you need the
you need the idea and you need the marketing if you were marketing a bad
marketing if you were marketing a bad
marketing if you were marketing a bad idea it’s not going to take off right
idea it’s not going to take off right
idea it’s not going to take off right especially in this era where
especially in this era where
especially in this era where word-of-mouth is so fast and people can
word-of-mouth is so fast and people can
word-of-mouth is so fast and people can talk about how bad your product is the
talk about how bad your product is the
talk about how bad your product is the best market in the world won’t save a
best market in the world won’t save a
best market in the world won’t save a terrible product the idea is also
terrible product the idea is also
terrible product the idea is also important because if you have crappy
important because if you have crappy
important because if you have crappy marketing then it’s not going to take
marketing then it’s not going to take
marketing then it’s not going to take off either so you need both I think also
off either so you need both I think also
off either so you need both I think also just even talked about the execution the
just even talked about the execution the
just even talked about the execution the the creation of the product because a
the creation of the product because a
the creation of the product because a lot of people have an idea but they
lot of people have an idea but they
lot of people have an idea but they don’t actually then create that product
don’t actually then create that product
don’t actually then create that product or creed that sir
or creed that sir
or creed that sir just sits there then well one day I’m
just sits there then well one day I’m
just sits there then well one day I’m gonna do this one day I’m gonna start
gonna do this one day I’m gonna start
gonna do this one day I’m gonna start and then never actually start and so the
and then never actually start and so the
and then never actually start and so the execution of actually creating the
execution of actually creating the
execution of actually creating the product or creating the service and then
product or creating the service and then
product or creating the service and then marketing it it’s both right it’s not
marketing it it’s both right it’s not
marketing it it’s both right it’s not just one or the other you need to have
just one or the other you need to have
just one or the other you need to have both if you’re gonna have success as
both if you’re gonna have success as
both if you’re gonna have success as entrepreneur yeah it interests me on
entrepreneur yeah it interests me on
entrepreneur yeah it interests me on yeah you know in terms of today I don’t
yeah you know in terms of today I don’t
yeah you know in terms of today I don’t think it’s just where you have the idea
think it’s just where you have the idea
think it’s just where you have the idea but I’d say now if you’ve got first
but I’d say now if you’ve got first
but I’d say now if you’ve got first mover advantage you can create a
mover advantage you can create a
mover advantage you can create a marketplace sometimes maybe 10-15 years
marketplace sometimes maybe 10-15 years
marketplace sometimes maybe 10-15 years ago if you had first movement Vantage
ago if you had first movement Vantage
ago if you had first movement Vantage you’d find your idea was too early for
you’d find your idea was too early for
you’d find your idea was too early for the marketplace and then one of the big
the marketplace and then one of the big
the marketplace and then one of the big guys would steal the idea and scale up
guys would steal the idea and scale up
guys would steal the idea and scale up and you’d sit there thinking I had that
and you’d sit there thinking I had that
and you’d sit there thinking I had that idea and they’d build a business out of
idea and they’d build a business out of
idea and they’d build a business out of it today I think through the digital age
it today I think through the digital age
it today I think through the digital age you can get an idea to market really
you can get an idea to market really
you can get an idea to market really quickly and you can scale it up evolve
quickly and you can scale it up evolve
quickly and you can scale it up evolve it improve it and build a really
it improve it and build a really
it improve it and build a really scalable successful business nice next
scalable successful business nice next
scalable successful business nice next Jared how can you prove your ideas have
Jared how can you prove your ideas have
Jared how can you prove your ideas have worth it worth – even if you don’t have
worth it worth – even if you don’t have
worth it worth – even if you don’t have a social fall in a very small one my
a social fall in a very small one my
a social fall in a very small one my dears and solutions have a lot to offer
dears and solutions have a lot to offer
dears and solutions have a lot to offer big brands but proving I’m a value is
big brands but proving I’m a value is
big brands but proving I’m a value is tough any suggestions yeah it sounds
tough any suggestions yeah it sounds
tough any suggestions yeah it sounds like the questioner is is thinking about
like the questioner is is thinking about
like the questioner is is thinking about maybe pitching the idea to a big brand
maybe pitching the idea to a big brand
maybe pitching the idea to a big brand to market it if that’s the strand I
to market it if that’s the strand I
to market it if that’s the strand I think you’ve got to stand out so you
think you’ve got to stand out so you
think you’ve got to stand out so you know if your drink’s company and you’ve
know if your drink’s company and you’ve
know if your drink’s company and you’ve got a big idea you want to go along to
got a big idea you want to go along to
got a big idea you want to go along to coca-cola to pitch an idea it’s probably
coca-cola to pitch an idea it’s probably
coca-cola to pitch an idea it’s probably good to start the business get the idea
good to start the business get the idea
good to start the business get the idea get some success and momentum but then
get some success and momentum but then
get some success and momentum but then how do you kind of stand out from the
how do you kind of stand out from the
how do you kind of stand out from the crowd one of the things is a different
crowd one of the things is a different
crowd one of the things is a different idea that jumps out to his success but
idea that jumps out to his success but
idea that jumps out to his success but again actually the company I mentioned
again actually the company I mentioned
again actually the company I mentioned before innocent
before innocent
before innocent they got acquired I think majority state
they got acquired I think majority state
they got acquired I think majority state by coca-cola for over almost hundred
by coca-cola for over almost hundred
by coca-cola for over almost hundred million dollars and that was an idea
million dollars and that was an idea
million dollars and that was an idea around smoothies they spent a lot of
around smoothies they spent a lot of
around smoothies they spent a lot of time months and months blending
time months and months blending
time months and months blending different smoothies all organic really
different smoothies all organic really
different smoothies all organic really appealing to help the health market that
appealing to help the health market that
appealing to help the health market that was evolving there about five years ago
was evolving there about five years ago
was evolving there about five years ago but they stood out so I think with your
but they stood out so I think with your
but they stood out so I think with your idea if you’re doing a pitch to some of
idea if you’re doing a pitch to some of
idea if you’re doing a pitch to some of these big companies and you want to have
these big companies and you want to have
these big companies and you want to have their market your idea or you want to
their market your idea or you want to
their market your idea or you want to sell you come
sell you come
sell you come to them then you’ve got to stand out but
to them then you’ve got to stand out but
to them then you’ve got to stand out but what I would argue is you’re much better
what I would argue is you’re much better
what I would argue is you’re much better off putting your energy into your idea
off putting your energy into your idea
off putting your energy into your idea of building a business rather than
of building a business rather than
of building a business rather than worrying about selling your business
worrying about selling your business
worrying about selling your business never worry about selling your business
never worry about selling your business
never worry about selling your business run your business grow your business and
run your business grow your business and
run your business grow your business and you’ll get a lot of people knocking on
you’ll get a lot of people knocking on
you’ll get a lot of people knocking on your door to say I want you to be a
your door to say I want you to be a
your door to say I want you to be a bigger part of a bigger family you know
bigger part of a bigger family you know
bigger part of a bigger family you know a lot of I agree yes in the comments
a lot of I agree yes in the comments
a lot of I agree yes in the comments that you like it um you know for me this
that you like it um you know for me this
that you like it um you know for me this comes back to our last point of the idea
comes back to our last point of the idea
comes back to our last point of the idea is not enough I have tons of ideas for
is not enough I have tons of ideas for
is not enough I have tons of ideas for big companies right I could walk into
big companies right I could walk into
big companies right I could walk into McDonald’s and come up with a hundred
McDonald’s and come up with a hundred
McDonald’s and come up with a hundred ideas for them from how they treat
ideas for them from how they treat
ideas for them from how they treat people to what’s on their menu to the
people to what’s on their menu to the
people to what’s on their menu to the cleanliness of the place to their
cleanliness of the place to their
cleanliness of the place to their website you know the idea is good but
website you know the idea is good but
website you know the idea is good but it’s not enough you know is the are you
it’s not enough you know is the are you
it’s not enough you know is the are you can you provide execution to these big
can you provide execution to these big
can you provide execution to these big brands right McDonald’s is likely not
brands right McDonald’s is likely not
brands right McDonald’s is likely not going to pay you for an idea or whatever
going to pay you for an idea or whatever
going to pay you for an idea or whatever big brand that you want to try to
big brand that you want to try to
big brand that you want to try to connect with it’s the idea plus the
connect with it’s the idea plus the
connect with it’s the idea plus the execution if all you’re giving them is
execution if all you’re giving them is
execution if all you’re giving them is the idea then they have to execute on it
the idea then they have to execute on it
the idea then they have to execute on it they have a list of ideas to write you
they have a list of ideas to write you
they have a list of ideas to write you know you have a list of 10,000 ideas
know you have a list of 10,000 ideas
know you have a list of 10,000 ideas every big company has a list of 10,000
every big company has a list of 10,000
every big company has a list of 10,000 ideas – Stephen already mentioned today
ideas – Stephen already mentioned today
ideas – Stephen already mentioned today about he wants to get more done right
about he wants to get more done right
about he wants to get more done right he’s got a list of 10,000 ideas that he
he’s got a list of 10,000 ideas that he
he’s got a list of 10,000 ideas that he wants to move sage in the right
wants to move sage in the right
wants to move sage in the right direction and so the idea is not enough
direction and so the idea is not enough
direction and so the idea is not enough the only the only caveat in terms of in
the only the only caveat in terms of in
the only the only caveat in terms of in terms of that in my mind at least is if
terms of that in my mind at least is if
terms of that in my mind at least is if you have a patent if you can patent the
you have a patent if you can patent the
you have a patent if you can patent the idea and you can get it protected then
idea and you can get it protected then
idea and you can get it protected then all you’re gonna go is sell the patent
all you’re gonna go is sell the patent
all you’re gonna go is sell the patent to the company but then there has to be
to the company but then there has to be
to the company but then there has to be something to Stevens Point before are
something to Stevens Point before are
something to Stevens Point before are really unique really different something
really unique really different something
really unique really different something that people will recognize but otherwise
that people will recognize but otherwise
that people will recognize but otherwise if you can’t get it patented
if you can’t get it patented
if you can’t get it patented then just selling an idea to a company
then just selling an idea to a company
then just selling an idea to a company is not going to be enough you need to
is not going to be enough you need to
is not going to be enough you need to have the execution yeah on that as well
have the execution yeah on that as well
have the execution yeah on that as well I think it’s fair to say it’s all about
I think it’s fair to say it’s all about
I think it’s fair to say it’s all about execution and never ever kind of just
execution and never ever kind of just
execution and never ever kind of just stand still you got to win obey all the
stand still you got to win obey all the
stand still you got to win obey all the time and also just sometimes you get
time and also just sometimes you get
time and also just sometimes you get lucky or something happens in the
lucky or something happens in the
lucky or something happens in the marketplace that kind of shifts the dial
marketplace that kind of shifts the dial
marketplace that kind of shifts the dial and makes your idea irrelevant example a
and makes your idea irrelevant example a
and makes your idea irrelevant example a company a great company but Sir customer
company a great company but Sir customer
company a great company but Sir customer of ours called glowy in France back in
of ours called glowy in France back in
of ours called glowy in France back in kind of 2013 they were watching kind of
kind of 2013 they were watching kind of
kind of 2013 they were watching kind of marine biology and stuff and there’s
marine biology and stuff and there’s
marine biology and stuff and there’s this really cool like given off farm by
this really cool like given off farm by
this really cool like given off farm by creatures under sea just like a surreal
creatures under sea just like a surreal
creatures under sea just like a surreal idea in the air
idea in the air
idea in the air something called bioluminescence I can’t
something called bioluminescence I can’t
something called bioluminescence I can’t even pronounce it but basically it’s so
even pronounce it but basically it’s so
even pronounce it but basically it’s so kind of light that’s given off undersea
kind of light that’s given off undersea
kind of light that’s given off undersea and then the French legislators brought
and then the French legislators brought
and then the French legislators brought in some laws to stop shop Sampat Eisen
in some laws to stop shop Sampat Eisen
in some laws to stop shop Sampat Eisen with big neo science and stuff like that
with big neo science and stuff like that
with big neo science and stuff like that because it was bad for light pollution
because it was bad for light pollution
because it was bad for light pollution and these guys that glowy developed this
and these guys that glowy developed this
and these guys that glowy developed this kind of marine Lumino technology that’s
kind of marine Lumino technology that’s
kind of marine Lumino technology that’s environmentally very sensitive and
environmentally very sensitive and
environmentally very sensitive and compliant with the law and they built a
compliant with the law and they built a
compliant with the law and they built a business where they’re lighting up kind
business where they’re lighting up kind
business where they’re lighting up kind of advertising fur companies after dark
of advertising fur companies after dark
of advertising fur companies after dark in France so legislation change of
in France so legislation change of
in France so legislation change of regulations and and also change in terms
regulations and and also change in terms
regulations and and also change in terms of market requirements just be aware and
of market requirements just be aware and
of market requirements just be aware and always sensitive so not only is the idea
always sensitive so not only is the idea
always sensitive so not only is the idea got to evolve you’ve got a market test
got to evolve you’ve got a market test
got to evolve you’ve got a market test here but you and I know and this is so
here but you and I know and this is so
here but you and I know and this is so true now in 2016 the market is so
true now in 2016 the market is so
true now in 2016 the market is so different today than it was five years
different today than it was five years
different today than it was five years ago and you know Evan maybe you give us
ago and you know Evan maybe you give us
ago and you know Evan maybe you give us some example in terms of the gaming
some example in terms of the gaming
some example in terms of the gaming industry and and everything people like
industry and and everything people like
industry and and everything people like oculus you know how to add a bat but you
oculus you know how to add a bat but you
oculus you know how to add a bat but you know virtual reality it’s changing so
know virtual reality it’s changing so
know virtual reality it’s changing so quickly that you’ve got to be really
quickly that you’ve got to be really
quickly that you’ve got to be really attuned to the opportunities yeah
attuned to the opportunities yeah
attuned to the opportunities yeah there’s a follow-up question from Kim
there’s a follow-up question from Kim
there’s a follow-up question from Kim Yuna who’s saying Steven that’s really
Yuna who’s saying Steven that’s really
Yuna who’s saying Steven that’s really encouraging advice I love your idea
encouraging advice I love your idea
encouraging advice I love your idea execution the ideas execution for me
execution the ideas execution for me
execution the ideas execution for me execution is mine Mount Everest because
execution is mine Mount Everest because
execution is mine Mount Everest because I’m starting out on my own so you know
I’m starting out on my own so you know
I’m starting out on my own so you know what advice do you have for solo
what advice do you have for solo
what advice do you have for solo entrepreneurs we’re having trouble
entrepreneurs we’re having trouble
entrepreneurs we’re having trouble executing on their ideas because you
executing on their ideas because you
executing on their ideas because you have to do everything from CEO to
have to do everything from CEO to
have to do everything from CEO to janitor in their company yeah I think
janitor in their company yeah I think
janitor in their company yeah I think you know if you work in out of your home
you know if you work in out of your home
you know if you work in out of your home or whatever you’re an entrepreneur key
or whatever you’re an entrepreneur key
or whatever you’re an entrepreneur key thing is structure discipline and
thing is structure discipline and
thing is structure discipline and routine so kind of even get out of your
routine so kind of even get out of your
routine so kind of even get out of your pajamas get downstairs get your
pajamas get downstairs get your
pajamas get downstairs get your breakfast get up early get every day
breakfast get up early get every day
breakfast get up early get every day just almost imagine you’re working in an
just almost imagine you’re working in an
just almost imagine you’re working in an office creating a business from from the
office creating a business from from the
office creating a business from from the get-go so and then from that I think
get-go so and then from that I think
get-go so and then from that I think it’s all about the bass right execution
it’s all about the bass right execution
it’s all about the bass right execution bias traction so come up with your idea
bias traction so come up with your idea
bias traction so come up with your idea that’s good enough test drive it with
that’s good enough test drive it with
that’s good enough test drive it with the community that you want to market
the community that you want to market
the community that you want to market and sell it to you can do that you know
and sell it to you can do that you know
and sell it to you can do that you know a number of different ways you could
a number of different ways you could
a number of different ways you could gonna go down to the local coffee store
gonna go down to the local coffee store
gonna go down to the local coffee store if it’s kind of consumer idea you could
if it’s kind of consumer idea you could
if it’s kind of consumer idea you could do it with your friends but the most
do it with your friends but the most
do it with your friends but the most important thing is get your idea in the
important thing is get your idea in the
important thing is get your idea in the market
market
market if it’s a product or a service start
if it’s a product or a service start
if it’s a product or a service start actually getting your first customer and
actually getting your first customer and
actually getting your first customer and it’s almost like Evan when I go back and
it’s almost like Evan when I go back and
it’s almost like Evan when I go back and I was in a startup into California as an
I was in a startup into California as an
I was in a startup into California as an angel investor there’s momentous times
angel investor there’s momentous times
angel investor there’s momentous times especially if you’re on your own you
especially if you’re on your own you
especially if you’re on your own you need to celebrate because sometimes you
need to celebrate because sometimes you
need to celebrate because sometimes you can have down days it can be depressing
can have down days it can be depressing
can have down days it can be depressing so you know it’s like the first time you
so you know it’s like the first time you
so you know it’s like the first time you get your product to market celebrate it
get your product to market celebrate it
get your product to market celebrate it you know open up a bottle of spring
you know open up a bottle of spring
you know open up a bottle of spring water or something like that whatever
water or something like that whatever
water or something like that whatever you want to do when you win your first
you want to do when you win your first
you want to do when you win your first customer
customer
customer celebrate it savor the moment and
celebrate it savor the moment and
celebrate it savor the moment and remember those kind of masters when you
remember those kind of masters when you
remember those kind of masters when you get your hundred customer when you get
get your hundred customer when you get
get your hundred customer when you get you know a customer repeat referral
you know a customer repeat referral
you know a customer repeat referral where they recommend you to other
where they recommend you to other
where they recommend you to other customers celebrate these things because
customers celebrate these things because
customers celebrate these things because that gives you great spirit it
that gives you great spirit it
that gives you great spirit it galvanizes your energy and it reinforces
galvanizes your energy and it reinforces
galvanizes your energy and it reinforces your ideas and then once you’ve got
your ideas and then once you’ve got
your ideas and then once you’ve got customers I mean it’s all about test
customers I mean it’s all about test
customers I mean it’s all about test drive in their feedback build feedback
drive in their feedback build feedback
drive in their feedback build feedback into your model from day one so that
into your model from day one so that
into your model from day one so that you’re always innovating you’re your
you’re always innovating you’re your
you’re always innovating you’re your price almost like with people what I’d
price almost like with people what I’d
price almost like with people what I’d say I’m Evan this is pretty crazy there
say I’m Evan this is pretty crazy there
say I’m Evan this is pretty crazy there are people the minimum standard has got
are people the minimum standard has got
are people the minimum standard has got to be better than the best of our
to be better than the best of our
to be better than the best of our competitors and it’s the same with
competitors and it’s the same with
competitors and it’s the same with products so as soon as you see
products so as soon as you see
products so as soon as you see competitors trying to eat your lunch and
competitors trying to eat your lunch and
competitors trying to eat your lunch and catch up you’ve got a leapfrog to the
catch up you’ve got a leapfrog to the
catch up you’ve got a leapfrog to the next level and just think that will be
next level and just think that will be
next level and just think that will be good enough for the next 90 days because
good enough for the next 90 days because
good enough for the next 90 days because in 90 days time and guarantee you need
in 90 days time and guarantee you need
in 90 days time and guarantee you need to leapfrog to the next level again it’s
to leapfrog to the next level again it’s
to leapfrog to the next level again it’s just a constant relentless innovation I
just a constant relentless innovation I
just a constant relentless innovation I love it I love I love the passion come
love it I love I love the passion come
love it I love I love the passion come on it’s great thinking about you know
on it’s great thinking about you know
on it’s great thinking about you know being a solo entrepreneur one thing that
being a solo entrepreneur one thing that
being a solo entrepreneur one thing that I would encourage you to ask yourself
I would encourage you to ask yourself
I would encourage you to ask yourself every day is what’s the highest value I
every day is what’s the highest value I
every day is what’s the highest value I can bring to my business in carve out
can bring to my business in carve out
can bring to my business in carve out time for what I call CEO time where
time for what I call CEO time where
time for what I call CEO time where you’re not just putting out fires and
you’re not just putting out fires and
you’re not just putting out fires and reacting but you’re purposely planning
reacting but you’re purposely planning
reacting but you’re purposely planning what you want to do to grow your
what you want to do to grow your
what you want to do to grow your business at least 90 minutes every day
business at least 90 minutes every day
business at least 90 minutes every day of CEO time on big-picture stuff to help
of CEO time on big-picture stuff to help
of CEO time on big-picture stuff to help you grow otherwise you’re just going to
you grow otherwise you’re just going to
you grow otherwise you’re just going to stay on the treadmill and in terms of
stay on the treadmill and in terms of
stay on the treadmill and in terms of celebrate I love that point I remember
celebrate I love that point I remember
celebrate I love that point I remember when I was first starting out and it had
when I was first starting out and it had
when I was first starting out and it had you know eaten beans for lunch every day
you know eaten beans for lunch every day
you know eaten beans for lunch every day and making $300 a month when we had
and making $300 a month when we had
and making $300 a month when we had something big happened we would go to
something big happened we would go to
something big happened we would go to McDonald’s and we would celebrate with
McDonald’s and we would celebrate with
McDonald’s and we would celebrate with french fries not of not a whole meal
french fries not of not a whole meal
french fries not of not a whole meal because we didn’t have the budget
because we didn’t have the budget
because we didn’t have the budget but just french fries and that was our
but just french fries and that was our
but just french fries and that was our tradition of going out hey we got a new
tradition of going out hey we got a new
tradition of going out hey we got a new sale let’s go get some french fries so
sale let’s go get some french fries so
sale let’s go get some french fries so it doesn’t have to be a big expensive
it doesn’t have to be a big expensive
it doesn’t have to be a big expensive party celebration you know just just
party celebration you know just just
party celebration you know just just taking the time out to celebrate is
taking the time out to celebrate is
taking the time out to celebrate is super valuable important because it’s
super valuable important because it’s
super valuable important because it’s hard to stay motivated sometimes as an
hard to stay motivated sometimes as an
hard to stay motivated sometimes as an entrepreneur and those little things can
entrepreneur and those little things can
entrepreneur and those little things can make a big big impact I love it all
make a big big impact I love it all
make a big big impact I love it all right well we have we have Julianne
right well we have we have Julianne
right well we have we have Julianne calling in all right hey I love this hey
calling in all right hey I love this hey
calling in all right hey I love this hey every night Julie and I love it when you
every night Julie and I love it when you
every night Julie and I love it when you guys call in it’s kind of free way
guys call in it’s kind of free way
guys call in it’s kind of free way interact it’s good fun Julianne tell us
interact it’s good fun Julianne tell us
interact it’s good fun Julianne tell us tell us what you do and give us your
tell us what you do and give us your
tell us what you do and give us your question absolutely so what I do I own a
question absolutely so what I do I own a
question absolutely so what I do I own a dance studio kinda like Evan and yeah
dance studio kinda like Evan and yeah
dance studio kinda like Evan and yeah move Desson Fitness right that’s kind of
move Desson Fitness right that’s kind of
move Desson Fitness right that’s kind of our motto so excited company so maybe
our motto so excited company so maybe
our motto so excited company so maybe you want limitations from no one but
you want limitations from no one but
you want limitations from no one but recently what I started doing is is this
recently what I started doing is is this
recently what I started doing is is this blog called sleep sumo calm right which
blog called sleep sumo calm right which
blog called sleep sumo calm right which is pretty much just about helping
is pretty much just about helping
is pretty much just about helping entrepreneurs sleep better because I
entrepreneurs sleep better because I
entrepreneurs sleep better because I think you know I want to business myself
think you know I want to business myself
think you know I want to business myself you know and I know as entrepreneurs is
you know and I know as entrepreneurs is
you know and I know as entrepreneurs is extremely hard to sometimes shut it you
extremely hard to sometimes shut it you
extremely hard to sometimes shut it you know shut it down right and say the case
know shut it down right and say the case
know shut it down right and say the case it’s time to go to bed we can we can
it’s time to go to bed we can we can
it’s time to go to bed we can we can fight tomorrow again you know so so
fight tomorrow again you know so so
fight tomorrow again you know so so anyway that’s the blog that’s what it’s
anyway that’s the blog that’s what it’s
anyway that’s the blog that’s what it’s about but my question to you is when do
about but my question to you is when do
about but my question to you is when do you know when it’s time to kill a
you know when it’s time to kill a
you know when it’s time to kill a product so that you’re making money and
product so that you’re making money and
product so that you’re making money and maybe you have two or three making money
maybe you have two or three making money
maybe you have two or three making money when it’s time to you know to say you
when it’s time to you know to say you
when it’s time to you know to say you know what enough let’s just focus back
know what enough let’s just focus back
know what enough let’s just focus back on on this versus the two or three that
on on this versus the two or three that
on on this versus the two or three that we have I think it’s a great question
we have I think it’s a great question
we have I think it’s a great question and I think that the reality is the best
and I think that the reality is the best
and I think that the reality is the best sanity check is to sit in the shoes of
sanity check is to sit in the shoes of
sanity check is to sit in the shoes of the customer and go and you know you
the customer and go and you know you
the customer and go and you know you should have pick up the phone social
should have pick up the phone social
should have pick up the phone social media check how many customers you know
media check how many customers you know
media check how many customers you know it comes back to what Evan says what is
it comes back to what Evan says what is
it comes back to what Evan says what is the value that they derive it from your
the value that they derive it from your
the value that they derive it from your product or service how is it changing
product or service how is it changing
product or service how is it changing their lives how is it creating benefits
their lives how is it creating benefits
their lives how is it creating benefits how’s it saving them time how does it
how’s it saving them time how does it
how’s it saving them time how does it make them feel better all those sort of
make them feel better all those sort of
make them feel better all those sort of things you’ll know pretty quickly when
things you’ll know pretty quickly when
things you’ll know pretty quickly when you talk to your customers is it a
you talk to your customers is it a
you talk to your customers is it a product failure issue or idea failure or
product failure issue or idea failure or
product failure issue or idea failure or is it actually if I tweak it a little
is it actually if I tweak it a little
is it actually if I tweak it a little bit I could have the right answer
bit I could have the right answer
bit I could have the right answer and then you know what the great thing
and then you know what the great thing
and then you know what the great thing is if you actually said to the customer
is if you actually said to the customer
is if you actually said to the customer how about if I came back to you in 30
how about if I came back to you in 30
how about if I came back to you in 30 days time and I tweaked it to do what
days time and I tweaked it to do what
days time and I tweaked it to do what you’re telling me you need would you be
you’re telling me you need would you be
you’re telling me you need would you be interested and they were always going to
interested and they were always going to
interested and they were always going to say yeah they were always going to back
say yeah they were always going to back
say yeah they were always going to back you because also you’ve got a kind of
you because also you’ve got a kind of
you because also you’ve got a kind of relationship with them so I think it’s a
relationship with them so I think it’s a
relationship with them so I think it’s a great question what I would advocate
great question what I would advocate
great question what I would advocate though is you kind of when you do we’ve
though is you kind of when you do we’ve
though is you kind of when you do we’ve all failed let’s be honest we’ve all
all failed let’s be honest we’ve all
all failed let’s be honest we’ve all felt that entrepreneurs I mentioned by
felt that entrepreneurs I mentioned by
felt that entrepreneurs I mentioned by Richard Branson is coming to save some
Richard Branson is coming to save some
Richard Branson is coming to save some it loads of product failures company
it loads of product failures company
it loads of product failures company failures but you know he he’s awesome
failures but you know he he’s awesome
failures but you know he he’s awesome because he’s done so many projects what
because he’s done so many projects what
because he’s done so many projects what he’s been really smart and he started
he’s been really smart and he started
he’s been really smart and he started initially in music and then he’s got a
initially in music and then he’s got a
initially in music and then he’s got a massive travel company Virgin Atlantic
massive travel company Virgin Atlantic
massive travel company Virgin Atlantic he’s got all these other businesses
he’s got all these other businesses
he’s got all these other businesses Virgin Money what he did really well was
Virgin Money what he did really well was
Virgin Money what he did really well was test the market go out there kill the
test the market go out there kill the
test the market go out there kill the businesses that weren’t going to make it
businesses that weren’t going to make it
businesses that weren’t going to make it and scale up the businesses that were in
and scale up the businesses that were in
and scale up the businesses that were in the products it was and I think you’ve
the products it was and I think you’ve
the products it was and I think you’ve got to trust your instincts I think
got to trust your instincts I think
got to trust your instincts I think there’s a thing Evan says about belief
there’s a thing Evan says about belief
there’s a thing Evan says about belief but as entrepreneurs some days are dark
but as entrepreneurs some days are dark
but as entrepreneurs some days are dark days let’s be honest and you need to
days let’s be honest and you need to
days let’s be honest and you need to kind of give yourself a bit of spiritual
kind of give yourself a bit of spiritual
kind of give yourself a bit of spiritual uplifting and that’s when you go back
uplifting and that’s when you go back
uplifting and that’s when you go back and check in with your customers because
and check in with your customers because
and check in with your customers because yeah when you actually talk to your
yeah when you actually talk to your
yeah when you actually talk to your customers they’re the greatest people on
customers they’re the greatest people on
customers they’re the greatest people on the planet and they they want you to be
the planet and they they want you to be
the planet and they they want you to be successful they’re really rooting for
successful they’re really rooting for
successful they’re really rooting for you so you’ll find out very quickly from
you so you’ll find out very quickly from
you so you’ll find out very quickly from those customer conversations whether
those customer conversations whether
those customer conversations whether it’s a kill or it’s an enhance innovate
it’s a kill or it’s an enhance innovate
it’s a kill or it’s an enhance innovate and adapt Julie Oster me for me it would
and adapt Julie Oster me for me it would
and adapt Julie Oster me for me it would be when you lose your passion in what
be when you lose your passion in what
be when you lose your passion in what you’re doing because the stevens point
you’re doing because the stevens point
you’re doing because the stevens point about talking to people and getting
about talking to people and getting
about talking to people and getting feedback and having to twist your and
feedback and having to twist your and
feedback and having to twist your and tweak your offering when you lose the
tweak your offering when you lose the
tweak your offering when you lose the passion for that project you’re not
passion for that project you’re not
passion for that project you’re not going to be willing to put in the hours
going to be willing to put in the hours
going to be willing to put in the hours anymore you’re not gonna be willing to
anymore you’re not gonna be willing to
anymore you’re not gonna be willing to modify it and change it and put in the
modify it and change it and put in the
modify it and change it and put in the work anymore and so if you are though
work anymore and so if you are though
work anymore and so if you are though like if you still love this thing this
like if you still love this thing this
like if you still love this thing this is still your baby you’re still excited
is still your baby you’re still excited
is still your baby you’re still excited about it you know the dance thing or
about it you know the dance thing or
about it you know the dance thing or something else you’re talking about then
something else you’re talking about then
something else you’re talking about then you’ll find a way to make it work like
you’ll find a way to make it work like
you’ll find a way to make it work like with more hustle you know what you have
with more hustle you know what you have
with more hustle you know what you have may not work great yet but with more
may not work great yet but with more
may not work great yet but with more tweaking and more hustle be able to make
tweaking and more hustle be able to make
tweaking and more hustle be able to make it work but if you don’t have the
it work but if you don’t have the
it work but if you don’t have the passion you’re gonna quit and so that’s
passion you’re gonna quit and so that’s
passion you’re gonna quit and so that’s when you give it up the flip side as
when you give it up the flip side as
when you give it up the flip side as well as their
well as their
well as their who are making money and lose a passion
who are making money and lose a passion
who are making money and lose a passion in their business and they get bored and
in their business and they get bored and
in their business and they get bored and that’s how to the time to sell your
that’s how to the time to sell your
that’s how to the time to sell your company right it has value if you’re not
company right it has value if you’re not
company right it has value if you’re not passion about anymore it’s just gonna
passion about anymore it’s just gonna
passion about anymore it’s just gonna flatline and then start to decrease and
flatline and then start to decrease and
flatline and then start to decrease and a lot of people think well that’s
a lot of people think well that’s
a lot of people think well that’s passive income for me so I should keep
passive income for me so I should keep
passive income for me so I should keep it but really the guts of time go sell
it but really the guts of time go sell
it but really the guts of time go sell it move on to something else that you
it move on to something else that you
it move on to something else that you are excited about so for me as long as
are excited about so for me as long as
are excited about so for me as long as I’m excited by something as long as I
I’m excited by something as long as I
I’m excited by something as long as I believe in it then I’m doing it if not
believe in it then I’m doing it if not
believe in it then I’m doing it if not then move on to something else and
then move on to something else and
then move on to something else and everything that you put in has been kind
everything that you put in has been kind
everything that you put in has been kind of sunk cost you’ve grown you’ve learned
of sunk cost you’ve grown you’ve learned
of sunk cost you’ve grown you’ve learned you’ve gotten better and now you know
you’ve gotten better and now you know
you’ve gotten better and now you know focus on the future
focus on the future
focus on the future awesome so do you do you actually guys
awesome so do you do you actually guys
awesome so do you do you actually guys write down like okay this is some of the
write down like okay this is some of the
write down like okay this is some of the stuff that I’ve learned I’m okay with
stuff that I’ve learned I’m okay with
stuff that I’ve learned I’m okay with just deciding that I’m although I might
just deciding that I’m although I might
just deciding that I’m although I might still be making money from it right I
still be making money from it right I
still be making money from it right I feel like it’s not necessarily scaling
feel like it’s not necessarily scaling
feel like it’s not necessarily scaling or growing then I’m okay I’m just gonna
or growing then I’m okay I’m just gonna
or growing then I’m okay I’m just gonna kind of just journal this is what I’ve
kind of just journal this is what I’ve
kind of just journal this is what I’ve learned from it and just put it on the
learned from it and just put it on the
learned from it and just put it on the Shelf perhaps and just like move on to
Shelf perhaps and just like move on to
Shelf perhaps and just like move on to the next step
the next step
the next step yeah I think there’s a couple of things
yeah I think there’s a couple of things
yeah I think there’s a couple of things in terms of what I say which is a bit
in terms of what I say which is a bit
in terms of what I say which is a bit harsh actually but it’s true there’s
harsh actually but it’s true there’s
harsh actually but it’s true there’s only two types of companies in the world
only two types of companies in the world
only two types of companies in the world two types of businesses there’s growing
two types of businesses there’s growing
two types of businesses there’s growing a successful businesses and there’s
a successful businesses and there’s
a successful businesses and there’s dying businesses the only exception that
dying businesses the only exception that
dying businesses the only exception that is lifestyle businesses and some folks
is lifestyle businesses and some folks
is lifestyle businesses and some folks who might be out there would just say
who might be out there would just say
who might be out there would just say you know I’m happy I’ve got a great
you know I’m happy I’ve got a great
you know I’m happy I’ve got a great work-life balance
work-life balance
work-life balance I run a lifestyle business it kind of
I run a lifestyle business it kind of
I run a lifestyle business it kind of flatlines on revenues it gives me a good
flatlines on revenues it gives me a good
flatlines on revenues it gives me a good lifestyle I play golf or I dance or
lifestyle I play golf or I dance or
lifestyle I play golf or I dance or whatever I want to do three days a week
whatever I want to do three days a week
whatever I want to do three days a week and that’s okay but I think there’s sort
and that’s okay but I think there’s sort
and that’s okay but I think there’s sort of people the entrepreneurs in the world
of people the entrepreneurs in the world
of people the entrepreneurs in the world we’ve come from and the people who have
we’ve come from and the people who have
we’ve come from and the people who have a big idea and what it changed the world
a big idea and what it changed the world
a big idea and what it changed the world were low to passion to be have
were low to passion to be have
were low to passion to be have exponentially growing businesses so
exponentially growing businesses so
exponentially growing businesses so within that as I think you could look
within that as I think you could look
within that as I think you could look what you know if you’re down the road of
what you know if you’re down the road of
what you know if you’re down the road of three or four years you could say
three or four years you could say
three or four years you could say actually I’ve got a good business I’ll
actually I’ve got a good business I’ll
actually I’ve got a good business I’ll use as a funding vehicle to actually do
use as a funding vehicle to actually do
use as a funding vehicle to actually do my big idea and one of the businesses
my big idea and one of the businesses
my big idea and one of the businesses are actually want businesses I’ve
are actually want businesses I’ve
are actually want businesses I’ve invested in a great arm business of
invested in a great arm business of
invested in a great arm business of called cloud apps they’ve reinvented
called cloud apps they’ve reinvented
called cloud apps they’ve reinvented themselves three or four times and
themselves three or four times and
themselves three or four times and they’ve got good customers they’ve done
they’ve got good customers they’ve done
they’ve got good customers they’ve done a good job but they plateau with one
a good job but they plateau with one
a good job but they plateau with one product they use that as a cash vehicle
product they use that as a cash vehicle
product they use that as a cash vehicle to fund their next big idea and they
to fund their next big idea and they
to fund their next big idea and they started with sustainability then they
started with sustainability then they
started with sustainability then they started with really cool stuff around
started with really cool stuff around
started with really cool stuff around kind of gaming engagement and then they
kind of gaming engagement and then they
kind of gaming engagement and then they started with all the stuff around a lot
started with all the stuff around a lot
started with all the stuff around a lot of big companies use these products
of big companies use these products
of big companies use these products called customer relationship management
called customer relationship management
called customer relationship management but it’s really hard to get people to
but it’s really hard to get people to
but it’s really hard to get people to use those so they provided all these
use those so they provided all these
use those so they provided all these kind of incentives and gaming and fun
kind of incentives and gaming and fun
kind of incentives and gaming and fun things to actually really make it a lot
things to actually really make it a lot
things to actually really make it a lot more fun than them being in the
more fun than them being in the
more fun than them being in the workplace so just as an example I think
workplace so just as an example I think
workplace so just as an example I think if you’ve got a great product great
if you’ve got a great product great
if you’ve got a great product great customers you know double down and go
customers you know double down and go
customers you know double down and go through it but that could also spawn the
through it but that could also spawn the
through it but that could also spawn the opportunity to have other ideas you know
opportunity to have other ideas you know
opportunity to have other ideas you know like Evan said we probably three of us
like Evan said we probably three of us
like Evan said we probably three of us could come up with twenty different
could come up with twenty different
could come up with twenty different ideas so let’s pick the best one let’s
ideas so let’s pick the best one let’s
ideas so let’s pick the best one let’s start that but you want to build a
start that but you want to build a
start that but you want to build a company that could do three or four
company that could do three or four
company that could do three or four ideas if they’re related ideas that
ideas if they’re related ideas that
ideas if they’re related ideas that becomes really powerful in the venture
becomes really powerful in the venture
becomes really powerful in the venture capital world we would call them
capital world we would call them
capital world we would call them gazelles those are the high-growth you
gazelles those are the high-growth you
gazelles those are the high-growth you know lots of opportunities Boeing fast
know lots of opportunities Boeing fast
know lots of opportunities Boeing fast and then the walking wounded and the
and then the walking wounded and the
and then the walking wounded and the walking wounded you just like hobbling
walking wounded you just like hobbling
walking wounded you just like hobbling along but it never actually takes off
along but it never actually takes off
along but it never actually takes off right and as long as your focus on that
right and as long as your focus on that
right and as long as your focus on that walk and wound the business you can
walk and wound the business you can
walk and wound the business you can never be a gazelle and so if you’ve
never be a gazelle and so if you’ve
never be a gazelle and so if you’ve learned what you need to learn from it
learned what you need to learn from it
learned what you need to learn from it then then shut it down or sell it or
then then shut it down or sell it or
then then shut it down or sell it or give it to somebody else and focus on
give it to somebody else and focus on
give it to somebody else and focus on the next thing that you can be a gazelle
the next thing that you can be a gazelle
the next thing that you can be a gazelle with awesome well thank you so much for
with awesome well thank you so much for
with awesome well thank you so much for having me all right you’re like we move
having me all right you’re like we move
having me all right you’re like we move thank you hey Evan I love that it’s
thank you hey Evan I love that it’s
thank you hey Evan I love that it’s great when we get folks on it’s really
great when we get folks on it’s really
great when we get folks on it’s really good that’s great yeah not everybody’s
good that’s great yeah not everybody’s
good that’s great yeah not everybody’s set up popular but it was good okay next
set up popular but it was good okay next
set up popular but it was good okay next one is from Maria how do you approach
one is from Maria how do you approach
one is from Maria how do you approach the company or manufacturer without them
the company or manufacturer without them
the company or manufacturer without them taking your idea how do you protect
taking your idea how do you protect
taking your idea how do you protect yourself from this yes great question so
yourself from this yes great question so
yourself from this yes great question so I’m kind of one is if you can go to
I’m kind of one is if you can go to
I’m kind of one is if you can go to market and you can manufacture the
market and you can manufacture the
market and you can manufacture the product yourself that’d be great if
product yourself that’d be great if
product yourself that’d be great if that’s not possible and and it requires
that’s not possible and and it requires
that’s not possible and and it requires a significant capital investment then I
a significant capital investment then I
a significant capital investment then I think it’s definitely worth looking if
think it’s definitely worth looking if
think it’s definitely worth looking if is a unique idea with intellectual
is a unique idea with intellectual
is a unique idea with intellectual property look at it patterning you know
property look at it patterning you know
property look at it patterning you know I think great tehnology companies
I think great tehnology companies
I think great tehnology companies typically apply for patents and and then
typically apply for patents and and then
typically apply for patents and and then it’s all about speed because I think in
it’s all about speed because I think in
it’s all about speed because I think in reality if I see an entrepreneur and
reality if I see an entrepreneur and
reality if I see an entrepreneur and they do a pitch to me and they’ve got a
they do a pitch to me and they’ve got a
they do a pitch to me and they’ve got a good
good
good and they’ve got a real focus on
and they’ve got a real focus on
and they’ve got a real focus on execution then effectively your backup
execution then effectively your backup
execution then effectively your backup and it does come a lot about the belief
and it does come a lot about the belief
and it does come a lot about the belief the passion and the execution but if
the passion and the execution but if
the passion and the execution but if you’ve got the opportunity obviously
you’ve got the opportunity obviously
you’ve got the opportunity obviously file a patent and make sure you kind of
file a patent and make sure you kind of
file a patent and make sure you kind of got a got a safety net there safety
got a got a safety net there safety
got a got a safety net there safety valve
valve
valve yeah I agree patent is the way to go I
yeah I agree patent is the way to go I
yeah I agree patent is the way to go I mean patents can be expensive you can do
mean patents can be expensive you can do
mean patents can be expensive you can do a provisional patent which gives you
a provisional patent which gives you
a provisional patent which gives you protection for a short amount of time
protection for a short amount of time
protection for a short amount of time and then you can decide whether you want
and then you can decide whether you want
and then you can decide whether you want to do the patent the full-blown patent
to do the patent the full-blown patent
to do the patent the full-blown patent that you have to have you know you have
that you have to have you know you have
that you have to have you know you have to pay for a patent in every country
to pay for a patent in every country
to pay for a patent in every country that you want to have it protected every
that you want to have it protected every
that you want to have it protected every year on top of the legal fees to kind of
year on top of the legal fees to kind of
year on top of the legal fees to kind of get it set up so it can be expensive but
get it set up so it can be expensive but
get it set up so it can be expensive but it gives you in if you get a provisional
it gives you in if you get a provisional
it gives you in if you get a provisional patent it gives you a little bit of
patent it gives you a little bit of
patent it gives you a little bit of space to play with the see if the idea
space to play with the see if the idea
space to play with the see if the idea can can work or not I’d also like you’re
can can work or not I’d also like you’re
can can work or not I’d also like you’re worried about a manufacturer taking the
worried about a manufacturer taking the
worried about a manufacturer taking the idea I I believe in building strong
idea I I believe in building strong
idea I I believe in building strong relations with my suppliers and I would
relations with my suppliers and I would
relations with my suppliers and I would I wouldn’t just give this to any guy who
I wouldn’t just give this to any guy who
I wouldn’t just give this to any guy who is the lowest cost provider to make this
is the lowest cost provider to make this
is the lowest cost provider to make this idea for you I want to work with the
idea for you I want to work with the
idea for you I want to work with the company that likes what I’m doing we get
company that likes what I’m doing we get
company that likes what I’m doing we get we have similar values wants to be part
we have similar values wants to be part
we have similar values wants to be part of my growth and my success and I
of my growth and my success and I
of my growth and my success and I wouldn’t worry as much about them could
wouldn’t worry as much about them could
wouldn’t worry as much about them could potentially ripping off my idea so you
potentially ripping off my idea so you
potentially ripping off my idea so you can have the legal protection if that
can have the legal protection if that
can have the legal protection if that happens with the patent but I think also
happens with the patent but I think also
happens with the patent but I think also maybe doing a little more due diligence
maybe doing a little more due diligence
maybe doing a little more due diligence upfront to find partners that you want
upfront to find partners that you want
upfront to find partners that you want to work with you know Sage has their
to work with you know Sage has their
to work with you know Sage has their accounting network and they work with
accounting network and they work with
accounting network and they work with you know they’re their customers might
you know they’re their customers might
you know they’re their customers might be small businesses entrepreneurs who
be small businesses entrepreneurs who
be small businesses entrepreneurs who are growing their companies but the
are growing their companies but the
are growing their companies but the accountants then refer a lot of the
accountants then refer a lot of the
accountants then refer a lot of the customers in and they do a ton of work
customers in and they do a ton of work
customers in and they do a ton of work say chose an insane amount of work
say chose an insane amount of work
say chose an insane amount of work trying to work with accountants and
trying to work with accountants and
trying to work with accountants and recognize them as as key partners and so
recognize them as as key partners and so
recognize them as as key partners and so I try to find that kind of connection to
I try to find that kind of connection to
I try to find that kind of connection to where you feel like you’re working
where you feel like you’re working
where you feel like you’re working side-by-side and it’s not just a
side-by-side and it’s not just a
side-by-side and it’s not just a transactional relationship
transactional relationship
transactional relationship yeah jayven one one on say we took
yeah jayven one one on say we took
yeah jayven one one on say we took various on other labs but find companies
various on other labs but find companies
various on other labs but find companies and partners and suppliers and
and partners and suppliers and
and partners and suppliers and manufacturers who share your your values
manufacturers who share your your values
manufacturers who share your your values I think it’s really important and part
I think it’s really important and part
I think it’s really important and part of the values you want to work with is
of the values you want to work with is
of the values you want to work with is is integrity and Trust because I think
is integrity and Trust because I think
is integrity and Trust because I think that that’s in companies with a half a
that that’s in companies with a half a
that that’s in companies with a half a companies you want to work with
companies you want to work with
companies you want to work with and that you’ll be successful with so I
and that you’ll be successful with so I
and that you’ll be successful with so I you know if you know a company a
you know if you know a company a
you know if you know a company a manufacturer has bad ethics don’t go
manufacturer has bad ethics don’t go
manufacturer has bad ethics don’t go there just don’t don’t don’t compromise
there just don’t don’t don’t compromise
there just don’t don’t don’t compromise yourself don’t never sell your soul so
yourself don’t never sell your soul so
yourself don’t never sell your soul so focus on the the individuals with our
focus on the the individuals with our
focus on the the individuals with our high ethics if you’re pitching good at
high ethics if you’re pitching good at
high ethics if you’re pitching good at some of these there’s so many both web
some of these there’s so many both web
some of these there’s so many both web base and real time pitching operations
base and real time pitching operations
base and real time pitching operations there’s something tomorrow our theme is
there’s something tomorrow our theme is
there’s something tomorrow our theme is called hashtag release IT where 10
called hashtag release IT where 10
called hashtag release IT where 10 companies go along and pitch their ideas
companies go along and pitch their ideas
companies go along and pitch their ideas travel companies there who instead of
travel companies there who instead of
travel companies there who instead of say what do you want they say how much
say what do you want they say how much
say what do you want they say how much money you got and they’ll come up with
money you got and they’ll come up with
money you got and they’ll come up with kind of despo k– packages search
kind of despo k– packages search
kind of despo k– packages search through the web around what will fit
through the web around what will fit
through the web around what will fit your needs so there’s loads of ways for
your needs so there’s loads of ways for
your needs so there’s loads of ways for you to get the idea I think again
you to get the idea I think again
you to get the idea I think again traditionally it’s very binary about
traditionally it’s very binary about
traditionally it’s very binary about kind of its we’ve got a big capital
kind of its we’ve got a big capital
kind of its we’ve got a big capital investment you go to manufactures I
investment you go to manufactures I
investment you go to manufactures I think in today’s world there’s much
think in today’s world there’s much
think in today’s world there’s much cleverer ways to actually start your
cleverer ways to actually start your
cleverer ways to actually start your business get your idea to market and
business get your idea to market and
business get your idea to market and then scale it up but most of all I’d
then scale it up but most of all I’d
then scale it up but most of all I’d always say Evan you know we’re the same
always say Evan you know we’re the same
always say Evan you know we’re the same in this I think always have companies
in this I think always have companies
in this I think always have companies you work with that share your values
you work with that share your values
you work with that share your values values and culture are really
values and culture are really
values and culture are really fundamental I love it
fundamental I love it
fundamental I love it next one coming in from cuchara my son
next one coming in from cuchara my son
next one coming in from cuchara my son is very creative and intelligent has
is very creative and intelligent has
is very creative and intelligent has come up with amazing ideas and I know
come up with amazing ideas and I know
come up with amazing ideas and I know we’re not out there how do you go about
we’re not out there how do you go about
we’re not out there how do you go about getting the money to do this
getting the money to do this
getting the money to do this so trying to support an entrepreneurial
so trying to support an entrepreneurial
so trying to support an entrepreneurial son what advice would you give I love
son what advice would you give I love
son what advice would you give I love that I’ve set them up in the garage and
that I’ve set them up in the garage and
that I’ve set them up in the garage and I’d say let’s let’s let’s pick your top
I’d say let’s let’s let’s pick your top
I’d say let’s let’s let’s pick your top ten ideas let’s get a few your buddies
ten ideas let’s get a few your buddies
ten ideas let’s get a few your buddies in in terms of you know maybe sort of
in in terms of you know maybe sort of
in in terms of you know maybe sort of simulate customers sort of focus groups
simulate customers sort of focus groups
simulate customers sort of focus groups pick pick one just pick one don’t try
pick pick one just pick one don’t try
pick pick one just pick one don’t try and you know spread yourself too thin li
and you know spread yourself too thin li
and you know spread yourself too thin li and then go to market with that idea and
and then go to market with that idea and
and then go to market with that idea and then you can always scale up or come
then you can always scale up or come
then you can always scale up or come back to the second idea I think in terms
back to the second idea I think in terms
back to the second idea I think in terms of if you need finance to start it you
of if you need finance to start it you
of if you need finance to start it you know 70% of our customers actually use
know 70% of our customers actually use
know 70% of our customers actually use their own life savings or remor which
their own life savings or remor which
their own life savings or remor which they’re at their homes that it’s a good
they’re at their homes that it’s a good
they’re at their homes that it’s a good way you know if you really have passion
way you know if you really have passion
way you know if you really have passion about your business is to back it with
about your business is to back it with
about your business is to back it with some of your own kind of life savings
some of your own kind of life savings
some of your own kind of life savings but all set is a great idea then there’s
but all set is a great idea then there’s
but all set is a great idea then there’s fo
fo
fo around the world people I have earned me
around the world people I have earned me
around the world people I have earned me or your friendship group who are
or your friendship group who are
or your friendship group who are prepared to invest a little bit in the
prepared to invest a little bit in the
prepared to invest a little bit in the idea now I’ll give you an example
idea now I’ll give you an example
idea now I’ll give you an example another guy I invested in about 12 years
another guy I invested in about 12 years
another guy I invested in about 12 years ago called Mike he had so much energy so
ago called Mike he had so much energy so
ago called Mike he had so much energy so much passion I honestly I wasn’t sure
much passion I honestly I wasn’t sure
much passion I honestly I wasn’t sure about the idea but I I backed the
about the idea but I I backed the
about the idea but I I backed the individual and I said no you’re asking
individual and I said no you’re asking
individual and I said no you’re asking like four hundred thousand or something
like four hundred thousand or something
like four hundred thousand or something like that I said I’ll give you twenty
like that I said I’ll give you twenty
like that I said I’ll give you twenty five thousand if we hit these or you go
five thousand if we hit these or you go
five thousand if we hit these or you go away and hit these kind of milestones in
away and hit these kind of milestones in
away and hit these kind of milestones in the next six months I’m happy to double
the next six months I’m happy to double
the next six months I’m happy to double down with you but I’m not sure about the
down with you but I’m not sure about the
down with you but I’m not sure about the idea and it’s kind of when you get
idea and it’s kind of when you get
idea and it’s kind of when you get people like that and I that was me in
people like that and I that was me in
people like that and I that was me in that case it it keeps you honest so it
that case it it keeps you honest so it
that case it it keeps you honest so it actually says that yeah I’ve got to hit
actually says that yeah I’ve got to hit
actually says that yeah I’ve got to hit these kind of goals I’ve got to make
these kind of goals I’ve got to make
these kind of goals I’ve got to make these 90-day goals 180 day goals and if
these 90-day goals 180 day goals and if
these 90-day goals 180 day goals and if I do there’s a number of customers
I do there’s a number of customers
I do there’s a number of customers reference ability of those customers all
reference ability of those customers all
reference ability of those customers all those sort of things then you’re going
those sort of things then you’re going
those sort of things then you’re going to attract money honestly
to attract money honestly
to attract money honestly it’s like not only never worry about
it’s like not only never worry about
it’s like not only never worry about making money but also never chase money
making money but also never chase money
making money but also never chase money to fund your business because great
to fund your business because great
to fund your business because great businesses will have a wealth of
businesses will have a wealth of
businesses will have a wealth of investors out there was just making sure
investors out there was just making sure
investors out there was just making sure you find them through the best channels
you find them through the best channels
you find them through the best channels and sequence of time when you need them
and sequence of time when you need them
and sequence of time when you need them but for your son setting them up near
but for your son setting them up near
but for your son setting them up near garage find his best idea get it to
garage find his best idea get it to
garage find his best idea get it to market quickly back a scale it up and
market quickly back a scale it up and
market quickly back a scale it up and make sure it’s all focused on providing
make sure it’s all focused on providing
make sure it’s all focused on providing value so you know I’d support him
value so you know I’d support him
value so you know I’d support him totally yeah and I would say don’t let
totally yeah and I would say don’t let
totally yeah and I would say don’t let the lack of money be the restriction
the lack of money be the restriction
the lack of money be the restriction because it’s not because right now you
because it’s not because right now you
because it’s not because right now you want to invest your hustle your energy
want to invest your hustle your energy
want to invest your hustle your energy your your ideas your enthusiasm I like I
your your ideas your enthusiasm I like I
your your ideas your enthusiasm I like I like I love you do picking one idea and
like I love you do picking one idea and
like I love you do picking one idea and setting it up in your garage or basement
setting it up in your garage or basement
setting it up in your garage or basement or tree house or whatever and just start
or tree house or whatever and just start
or tree house or whatever and just start and give him the motivation
and give him the motivation
and give him the motivation encouragement that you believe in his
encouragement that you believe in his
encouragement that you believe in his ideas even if you know he hasn’t had
ideas even if you know he hasn’t had
ideas even if you know he hasn’t had success yet in the marketplace my
success yet in the marketplace my
success yet in the marketplace my parents did that with me when I was
parents did that with me when I was
parents did that with me when I was selling baseball cards you know 12 years
selling baseball cards you know 12 years
selling baseball cards you know 12 years old 13 years old setting up shop on my
old 13 years old setting up shop on my
old 13 years old setting up shop on my driveway selling baseball cards every
driveway selling baseball cards every
driveway selling baseball cards every weekend and that taught me a lot of the
weekend and that taught me a lot of the
weekend and that taught me a lot of the entrepreneurial hustle and skills and
entrepreneurial hustle and skills and
entrepreneurial hustle and skills and maybe your son’s ideas were bigger than
maybe your son’s ideas were bigger than
maybe your son’s ideas were bigger than that
that
that and that’s great but you don’t you don’t
and that’s great but you don’t you don’t
and that’s great but you don’t you don’t need money yet to start it go out and
need money yet to start it go out and
need money yet to start it go out and get customers yet I get some
get customers yet I get some
get customers yet I get some feedback from the market the people like
feedback from the market the people like
feedback from the market the people like this and if you really need it then you
this and if you really need it then you
this and if you really need it then you can go launch a Kickstarter campaign
can go launch a Kickstarter campaign
can go launch a Kickstarter campaign once you’ve created your idea once you
once you’ve created your idea once you
once you’ve created your idea once you have some momentum once you know what
have some momentum once you know what
have some momentum once you know what people want and then before you go I
people want and then before you go I
people want and then before you go I hate the idea of luxury mortgaging your
hate the idea of luxury mortgaging your
hate the idea of luxury mortgaging your house to bet on an idea and then it
house to bet on an idea and then it
house to bet on an idea and then it doesn’t work that it’s just a big maybe
doesn’t work that it’s just a big maybe
doesn’t work that it’s just a big maybe that’s my own thing I’m just I’m so
that’s my own thing I’m just I’m so
that’s my own thing I’m just I’m so scared of entrepreneurs to do that
scared of entrepreneurs to do that
scared of entrepreneurs to do that there’s always a smaller way to get
there’s always a smaller way to get
there’s always a smaller way to get started you don’t need to fill your
started you don’t need to fill your
started you don’t need to fill your basement with 5000 t-shirts you can go
basement with 5000 t-shirts you can go
basement with 5000 t-shirts you can go to teespring and do it one at a time and
to teespring and do it one at a time and
to teespring and do it one at a time and yes it’s not as profitable but you can
yes it’s not as profitable but you can
yes it’s not as profitable but you can prove that it works like just prove that
prove that it works like just prove that
prove that it works like just prove that you can sell one thing before you go out
you can sell one thing before you go out
you can sell one thing before you go out and start spending a lot of money and
and start spending a lot of money and
and start spending a lot of money and investing you know your life savings or
investing you know your life savings or
investing you know your life savings or his life savings into it or going on the
his life savings into it or going on the
his life savings into it or going on the credit card I know that’s how
credit card I know that’s how
credit card I know that’s how entrepreneurs do it and it just scares
entrepreneurs do it and it just scares
entrepreneurs do it and it just scares me because I don’t want you to make a
me because I don’t want you to make a
me because I don’t want you to make a financial decision that then impacts you
financial decision that then impacts you
financial decision that then impacts you for the you know potentially the rest of
for the you know potentially the rest of
for the you know potentially the rest of your life
your life
your life so don’t let money be the limiting
so don’t let money be the limiting
so don’t let money be the limiting factor just put your energy your heart
factor just put your energy your heart
factor just put your energy your heart your hustle into a go get some customers
your hustle into a go get some customers
your hustle into a go get some customers get feedback on the idea make a
get feedback on the idea make a
get feedback on the idea make a prototype and get get some order so it
prototype and get get some order so it
prototype and get get some order so it may not be as fast as you want to grow
may not be as fast as you want to grow
may not be as fast as you want to grow it but there’s nothing wrong with
it but there’s nothing wrong with
it but there’s nothing wrong with bootstrapping a business and seeing
bootstrapping a business and seeing
bootstrapping a business and seeing success every step along the way yeah
success every step along the way yeah
success every step along the way yeah even some of the phrases I use around
even some of the phrases I use around
even some of the phrases I use around here is kind of we want to run some you
here is kind of we want to run some you
here is kind of we want to run some you want to run a bootstrap business you run
want to run a bootstrap business you run
want to run a bootstrap business you run it on fumes
it on fumes
it on fumes you really do because if you throw money
you really do because if you throw money
you really do because if you throw money a business you’ve seen in loads of BC
a business you’ve seen in loads of BC
a business you’ve seen in loads of BC back businesses they just waste millions
back businesses they just waste millions
back businesses they just waste millions and tens or hundreds of millions of
and tens or hundreds of millions of
and tens or hundreds of millions of dollars if you actually running on fumes
dollars if you actually running on fumes
dollars if you actually running on fumes and focus on what do we need to do to
and focus on what do we need to do to
and focus on what do we need to do to provide value for customers and start
provide value for customers and start
provide value for customers and start with the first few customers and a lot
with the first few customers and a lot
with the first few customers and a lot of businesses actually I’ve invested in
of businesses actually I’ve invested in
of businesses actually I’ve invested in the customers have funded the businesses
the customers have funded the businesses
the customers have funded the businesses and then there’s a second way where they
and then there’s a second way where they
and then there’s a second way where they really need to scale up and then when
really need to scale up and then when
really need to scale up and then when they do that the other things we kind of
they do that the other things we kind of
they do that the other things we kind of say around here is always keep a chair
say around here is always keep a chair
say around here is always keep a chair in every meeting free for a customer and
in every meeting free for a customer and
in every meeting free for a customer and ask you so I closed in brown called Ted
ask you so I closed in brown called Ted
ask you so I closed in brown called Ted Baker they said what is Ted one well
Baker they said what is Ted one well
Baker they said what is Ted one well then in Ted’s a fictional character but
then in Ted’s a fictional character but
then in Ted’s a fictional character but he the brand is Ted Baker and he’s a
he the brand is Ted Baker and he’s a
he the brand is Ted Baker and he’s a fictional character they said what would
fictional character they said what would
fictional character they said what would tell what would the customer how would
tell what would the customer how would
tell what would the customer how would the customer feel about you know that
the customer feel about you know that
the customer feel about you know that design or that that lapel oh you know so
design or that that lapel oh you know so
design or that that lapel oh you know so you’re always putting yourself in the
you’re always putting yourself in the
you’re always putting yourself in the shoes of the customer if you do that
shoes of the customer if you do that
shoes of the customer if you do that and you really kind of other words like
and you really kind of other words like
and you really kind of other words like treat the company’s money as if it’s
treat the company’s money as if it’s
treat the company’s money as if it’s your own because it is and then really
your own because it is and then really
your own because it is and then really think where would I invest that extra $1
think where would I invest that extra $1
think where would I invest that extra $1 and and think one dollar at a time $10 a
and and think one dollar at a time $10 a
and and think one dollar at a time $10 a $500 time because the worst thing you
$500 time because the worst thing you
$500 time because the worst thing you can do honestly is give your shown a lot
can do honestly is give your shown a lot
can do honestly is give your shown a lot of money because you might not see him
of money because you might not see him
of money because you might not see him you might go traveling around the world
you might go traveling around the world
you might go traveling around the world for the next year but if you wants to
for the next year but if you wants to
for the next year but if you wants to really grow his business the smart thing
really grow his business the smart thing
really grow his business the smart thing to do is say let’s take one idea what
to do is say let’s take one idea what
to do is say let’s take one idea what would it take to win the first customer
would it take to win the first customer
would it take to win the first customer let’s go and do that scale it up to the
let’s go and do that scale it up to the
let’s go and do that scale it up to the next hundred stay connected to those
next hundred stay connected to those
next hundred stay connected to those customers to get feedback innovate
customers to get feedback innovate
customers to get feedback innovate improve the product and then when you’re
improve the product and then when you’re
improve the product and then when you’re confident its scalable think about the
confident its scalable think about the
confident its scalable think about the next idea yeah I love it it’s a classic
next idea yeah I love it it’s a classic
next idea yeah I love it it’s a classic give a man a fish or teach him how to
give a man a fish or teach him how to
give a man a fish or teach him how to fish Yeah right like the best investment
fish Yeah right like the best investment
fish Yeah right like the best investment you can make into your Sinus to teach
you can make into your Sinus to teach
you can make into your Sinus to teach him how to fish instead of giving in the
him how to fish instead of giving in the
him how to fish instead of giving in the fish I love it okay Irene I’m selling
fish I love it okay Irene I’m selling
fish I love it okay Irene I’m selling and recommending health beauty and
and recommending health beauty and
and recommending health beauty and weight management products how do I make
weight management products how do I make
weight management products how do I make it make money because it’s picking up
it make money because it’s picking up
it make money because it’s picking up rather slowly yeah and I guess in this
rather slowly yeah and I guess in this
rather slowly yeah and I guess in this world is that you could argue it’s a
world is that you could argue it’s a
world is that you could argue it’s a crowded market so I think the first
crowded market so I think the first
crowded market so I think the first thing you probably you’ve got to think
thing you probably you’ve got to think
thing you probably you’ve got to think about back to what we talked about you
about back to what we talked about you
about back to what we talked about you know what’s the need you serving why is
know what’s the need you serving why is
know what’s the need you serving why is it different where’s the value and how
it different where’s the value and how
it different where’s the value and how you differentiate it from all the other
you differentiate it from all the other
you differentiate it from all the other noisy products out there so and then I
noisy products out there so and then I
noisy products out there so and then I think fundamentally it comes back to
think fundamentally it comes back to
think fundamentally it comes back to find a really strong reference group of
find a really strong reference group of
find a really strong reference group of customers that you can and I guess
customers that you can and I guess
customers that you can and I guess you’re selling your product through the
you’re selling your product through the
you’re selling your product through the internet and how you actually once
internet and how you actually once
internet and how you actually once you’ve established a good customer base
you’ve established a good customer base
you’ve established a good customer base start expanding that customer base so it
start expanding that customer base so it
start expanding that customer base so it might be things like loyalty it might be
might be things like loyalty it might be
might be things like loyalty it might be things I think with that sort of product
things I think with that sort of product
things I think with that sort of product as well you probably need a broader
as well you probably need a broader
as well you probably need a broader offering in terms of health Beauty not
offering in terms of health Beauty not
offering in terms of health Beauty not just the product but the whole kind of
just the product but the whole kind of
just the product but the whole kind of lifestyle so you might kind of feature
lifestyle so you might kind of feature
lifestyle so you might kind of feature stuff on your website around lifestyle
stuff on your website around lifestyle
stuff on your website around lifestyle health beauty even back to sleep and
health beauty even back to sleep and
health beauty even back to sleep and stuff like that so you’ve got to provide
stuff like that so you’ve got to provide
stuff like that so you’ve got to provide more value than just the product to
more value than just the product to
more value than just the product to stand out and then the key thing with
stand out and then the key thing with
stand out and then the key thing with all in a crowded noisy marketplace where
all in a crowded noisy marketplace where
all in a crowded noisy marketplace where there’s a sea of products you’ve got a
there’s a sea of products you’ve got a
there’s a sea of products you’ve got a absent
absent
absent you always think how I stand there how
you always think how I stand there how
you always think how I stand there how do I differentiate how do people come to
do I differentiate how do people come to
do I differentiate how do people come to my brand because it is special unique
my brand because it is special unique
my brand because it is special unique and it really meets their needs
and it really meets their needs
and it really meets their needs yeah the tag on what Steve was saying I
yeah the tag on what Steve was saying I
yeah the tag on what Steve was saying I always try to focus on what your story
always try to focus on what your story
always try to focus on what your story is why is it so interesting for you did
is why is it so interesting for you did
is why is it so interesting for you did this help you like have you lost weight
this help you like have you lost weight
this help you like have you lost weight using these things do you feel more
using these things do you feel more
using these things do you feel more healthy you’re beautiful because of
healthy you’re beautiful because of
healthy you’re beautiful because of using it I think a lot of people jump in
using it I think a lot of people jump in
using it I think a lot of people jump in the industry just saying they can make a
the industry just saying they can make a
the industry just saying they can make a lot of money and they’ve never actually
lot of money and they’ve never actually
lot of money and they’ve never actually used the products and it would never
used the products and it would never
used the products and it would never actually recommend it to their friends
actually recommend it to their friends
actually recommend it to their friends that’s not something like if you if you
that’s not something like if you if you
that’s not something like if you if you don’t believe in your product and you
don’t believe in your product and you
don’t believe in your product and you don’t use it and have insane success
don’t use it and have insane success
don’t use it and have insane success with it you can’t expect to get results
with it you can’t expect to get results
with it you can’t expect to get results selling it and so I think just even this
selling it and so I think just even this
selling it and so I think just even this point about there’s so many different
point about there’s so many different
point about there’s so many different products on the market the thing that
products on the market the thing that
products on the market the thing that will make you stand out is your story
will make you stand out is your story
will make you stand out is your story and why you’re so passionate about it
and why you’re so passionate about it
and why you’re so passionate about it and I would use that to open up doors
and I would use that to open up doors
and I would use that to open up doors and instead of kind of target one at a
and instead of kind of target one at a
and instead of kind of target one at a time at a time at a time I’d be looking
time at a time at a time I’d be looking
time at a time at a time I’d be looking at who can i partner with to reach my
at who can i partner with to reach my
at who can i partner with to reach my customers so instead of I can find
customers so instead of I can find
customers so instead of I can find someone who has a thousand customers
someone who has a thousand customers
someone who has a thousand customers that I can talk to them instead of one
that I can talk to them instead of one
that I can talk to them instead of one at a time and it also be try to get to
at a time and it also be try to get to
at a time and it also be try to get to the media I have stories written about
the media I have stories written about
the media I have stories written about me what if my story like the media is
me what if my story like the media is
me what if my story like the media is always they always want story so give
always they always want story so give
always they always want story so give them a good story they’re not gonna
them a good story they’re not gonna
them a good story they’re not gonna write about your new product that was
write about your new product that was
write about your new product that was just launched they care about the human
just launched they care about the human
just launched they care about the human side of it and so those two things I
side of it and so those two things I
side of it and so those two things I think could be really helpful if you
think could be really helpful if you
think could be really helpful if you have a really powerful story to tell hey
have a really powerful story to tell hey
have a really powerful story to tell hey Evan you can’t believe it was two days
Evan you can’t believe it was two days
Evan you can’t believe it was two days ago
ago
ago up a big operation we’ve got a new cast
up a big operation we’ve got a new cast
up a big operation we’ve got a new cast of about 1800 people we’ve got an
of about 1800 people we’ve got an
of about 1800 people we’ve got an entrepreneur a lady called Nikki got in
entrepreneur a lady called Nikki got in
entrepreneur a lady called Nikki got in and we’re celebrating International
and we’re celebrating International
and we’re celebrating International Women’s Day on women in technology we
Women’s Day on women in technology we
Women’s Day on women in technology we started loads of stuff we’re doing a big
started loads of stuff we’re doing a big
started loads of stuff we’re doing a big thing next month for female
thing next month for female
thing next month for female entrepreneurs to come in and do pitches
entrepreneurs to come in and do pitches
entrepreneurs to come in and do pitches and improve their pictures and get fund
and improve their pictures and get fund
and improve their pictures and get fund and you get mentoring all those of this
and you get mentoring all those of this
and you get mentoring all those of this but there is why I’m telling you this
but there is why I’m telling you this
but there is why I’m telling you this Nikki got she just told her story she
Nikki got she just told her story she
Nikki got she just told her story she told us about you know the days when it
told us about you know the days when it
told us about you know the days when it was deeply depressing and she’s build an
was deeply depressing and she’s build an
was deeply depressing and she’s build an awesome business in event management and
awesome business in event management and
awesome business in event management and she personalized it completely to her
she personalized it completely to her
she personalized it completely to her the adversities she’s faced how she’s
the adversities she’s faced how she’s
the adversities she’s faced how she’s overcome them and you know it was
overcome them and you know it was
overcome them and you know it was inspirational it was probably about 400
inspirational it was probably about 400
inspirational it was probably about 400 of our colleagues there and
of our colleagues there and
of our colleagues there and for a moment there wasn’t a dry eye in
for a moment there wasn’t a dry eye in
for a moment there wasn’t a dry eye in the house honestly and it was less about
the house honestly and it was less about
the house honestly and it was less about the product it was more about the story
the product it was more about the story
the product it was more about the story and it was about the emotional
and it was about the emotional
and it was about the emotional connection and I think what you’re doing
connection and I think what you’re doing
connection and I think what you’re doing for your product in this instance is
for your product in this instance is
for your product in this instance is changing lives you know you if it’s
changing lives you know you if it’s
changing lives you know you if it’s around weight loss well-being avoiding
around weight loss well-being avoiding
around weight loss well-being avoiding depression all those sort of things it’s
depression all those sort of things it’s
depression all those sort of things it’s really connecting individuals with a
really connecting individuals with a
really connecting individuals with a life that they may not have even known
life that they may not have even known
life that they may not have even known as possible and if you can bring them
as possible and if you can bring them
as possible and if you can bring them the narrative around your own story and
the narrative around your own story and
the narrative around your own story and the beauty of that and how’s it impacted
the beauty of that and how’s it impacted
the beauty of that and how’s it impacted you and maybe friends and it’s they’re
you and maybe friends and it’s they’re
you and maybe friends and it’s they’re happy your customers who have actually
happy your customers who have actually
happy your customers who have actually had huge success and completely
had huge success and completely
had huge success and completely reimagine themselves and rebuilt their
reimagine themselves and rebuilt their
reimagine themselves and rebuilt their own self-esteem then I think that’s
own self-esteem then I think that’s
own self-esteem then I think that’s awesome and and you could feature that
awesome and and you could feature that
awesome and and you could feature that on your website because I think it is a
on your website because I think it is a
on your website because I think it is a very personal story and it’s very
very personal story and it’s very
very personal story and it’s very emotional of it I love it next question
emotional of it I love it next question
emotional of it I love it next question is kind of similar the difference here
is kind of similar the difference here
is kind of similar the difference here is though I says the customers find it
is though I says the customers find it
is though I says the customers find it Costas isn’t the same industry but he’s
Costas isn’t the same industry but he’s
Costas isn’t the same industry but he’s finding a the biggest rejection from
finding a the biggest rejection from
finding a the biggest rejection from customers is cost it’s too costly so how
customers is cost it’s too costly so how
customers is cost it’s too costly so how does it pass the this is too expensive
does it pass the this is too expensive
does it pass the this is too expensive objection in in selling his idea yeah
objection in in selling his idea yeah
objection in in selling his idea yeah it’s great I think it comes back to what
it’s great I think it comes back to what
it’s great I think it comes back to what we said what is the value typically you
we said what is the value typically you
we said what is the value typically you know if customer says too costly they’re
know if customer says too costly they’re
know if customer says too costly they’re probably saying there’s something else
probably saying there’s something else
probably saying there’s something else we used to call it there’s a hidden
we used to call it there’s a hidden
we used to call it there’s a hidden objection rarely do customers if you’ve
objection rarely do customers if you’ve
objection rarely do customers if you’ve got it which all about ideas we’re not
got it which all about ideas we’re not
got it which all about ideas we’re not just producing widgets if you’ve got an
just producing widgets if you’ve got an
just producing widgets if you’ve got an idea it’s probably gonna be unique it’s
idea it’s probably gonna be unique it’s
idea it’s probably gonna be unique it’s gonna solve a real pain point for
gonna solve a real pain point for
gonna solve a real pain point for consumers or businesses and it’s gonna
consumers or businesses and it’s gonna
consumers or businesses and it’s gonna either save them bucket loads of cash
either save them bucket loads of cash
either save them bucket loads of cash it’s gonna save a lot of time it’s gonna
it’s gonna save a lot of time it’s gonna
it’s gonna save a lot of time it’s gonna improve their well-being there’s got to
improve their well-being there’s got to
improve their well-being there’s got to be something that just jumps out in
be something that just jumps out in
be something that just jumps out in terms of improving their whole user
terms of improving their whole user
terms of improving their whole user experience of your product or service
experience of your product or service
experience of your product or service and and that’s you know I’m not going to
and and that’s you know I’m not going to
and and that’s you know I’m not going to say it’s priceless
say it’s priceless
say it’s priceless but but people will drive value and cost
but but people will drive value and cost
but but people will drive value and cost becomes a second consideration so if
becomes a second consideration so if
becomes a second consideration so if you’re getting hit by costs and you have
you’re getting hit by costs and you have
you’re getting hit by costs and you have what you consider to be a unique
what you consider to be a unique
what you consider to be a unique proposition to a problem you’re trying
proposition to a problem you’re trying
proposition to a problem you’re trying to solve your customers
to solve your customers
to solve your customers then I’d say we’re probably not focusing
then I’d say we’re probably not focusing
then I’d say we’re probably not focusing enough on the value and really
enough on the value and really
enough on the value and really accentuated the value of what you’ve
accentuated the value of what you’ve
accentuated the value of what you’ve provided because if they get the value
provided because if they get the value
provided because if they get the value and how it makes a difference to their
and how it makes a difference to their
and how it makes a difference to their lives then cost is always a secondary
lives then cost is always a secondary
lives then cost is always a secondary factor yeah I think the biggest thing is
factor yeah I think the biggest thing is
factor yeah I think the biggest thing is people don’t know why you’re different
people don’t know why you’re different
people don’t know why you’re different you know prices always it’s always a one
you know prices always it’s always a one
you know prices always it’s always a one of the concerns there are very few
of the concerns there are very few
of the concerns there are very few people said I don’t care about price
people said I don’t care about price
people said I don’t care about price right price is always a concern but it’s
right price is always a concern but it’s
right price is always a concern but it’s almost never the only concern because
almost never the only concern because
almost never the only concern because they want some kind of value in return
they want some kind of value in return
they want some kind of value in return but if I can’t tell the difference
but if I can’t tell the difference
but if I can’t tell the difference between you and somebody else I’m gonna
between you and somebody else I’m gonna
between you and somebody else I’m gonna go with the cheapest one right you know
go with the cheapest one right you know
go with the cheapest one right you know I went to Tim Hortons this morning to
I went to Tim Hortons this morning to
I went to Tim Hortons this morning to get a coffee because I liked him Hortons
get a coffee because I liked him Hortons
get a coffee because I liked him Hortons you know I use sage software because I
you know I use sage software because I
you know I use sage software because I like sage right and so you know if
like sage right and so you know if
like sage right and so you know if people cannot tell that this is your job
people cannot tell that this is your job
people cannot tell that this is your job to help me understand the difference
to help me understand the difference
to help me understand the difference between what you’re offering and
between what you’re offering and
between what you’re offering and everything else are in the market
everything else are in the market
everything else are in the market because if I can’t make that connection
because if I can’t make that connection
because if I can’t make that connection then I’m just gonna go for the cheapest
then I’m just gonna go for the cheapest
then I’m just gonna go for the cheapest option yeah and it could be you know if
option yeah and it could be you know if
option yeah and it could be you know if you’re trying to build a brand like Tim
you’re trying to build a brand like Tim
you’re trying to build a brand like Tim Hall it’s a great example I’d always go
Hall it’s a great example I’d always go
Hall it’s a great example I’d always go to my local coffee provider and I’d
to my local coffee provider and I’d
to my local coffee provider and I’d never go to Starbucks why because I like
never go to Starbucks why because I like
never go to Starbucks why because I like to go in a local guy who gets up every
to go in a local guy who gets up every
to go in a local guy who gets up every morning at 5 o’clock and builds you know
morning at 5 o’clock and builds you know
morning at 5 o’clock and builds you know builds their dreams and just use their
builds their dreams and just use their
builds their dreams and just use their passions so I declare yeah I’m put a
passions so I declare yeah I’m put a
passions so I declare yeah I’m put a prejudice I don’t want to go to the big
prejudice I don’t want to go to the big
prejudice I don’t want to go to the big multinational guys I want to get the
multinational guys I want to get the
multinational guys I want to get the little guys all our all our suppliers
little guys all our all our suppliers
little guys all our all our suppliers for Sage they’re all the small and
for Sage they’re all the small and
for Sage they’re all the small and medium businesses will actively not go
medium businesses will actively not go
medium businesses will actively not go to the big guys so do we consider that
to the big guys so do we consider that
to the big guys so do we consider that we always get the lowest cost no but we
we always get the lowest cost no but we
we always get the lowest cost no but we think we get quality relationships and
think we get quality relationships and
think we get quality relationships and great products and services from
great products and services from
great products and services from companies we deal with so I think so it
companies we deal with so I think so it
companies we deal with so I think so it kind of comes back to Evans point but it
kind of comes back to Evans point but it
kind of comes back to Evans point but it might be that you focused on the wrong
might be that you focused on the wrong
might be that you focused on the wrong community is selling to if they don’t
community is selling to if they don’t
community is selling to if they don’t get the value they don’t get the
get the value they don’t get the
get the value they don’t get the differentiation of what the magic you
differentiation of what the magic you
differentiation of what the magic you can provide then obviously kind of pitch
can provide then obviously kind of pitch
can provide then obviously kind of pitch it differently first of all but if they
it differently first of all but if they
it differently first of all but if they still don’t get it
still don’t get it
still don’t get it and it’s just purely a cosplay then
and it’s just purely a cosplay then
and it’s just purely a cosplay then they’re missing the value and you you
they’re missing the value and you you
they’re missing the value and you you probably want to move on to the next
probably want to move on to the next
probably want to move on to the next idea yeah or the next customer right
idea yeah or the next customer right
idea yeah or the next customer right like yeah I know ideal customers
like yeah I know ideal customers
like yeah I know ideal customers absolutely you can be what customers are
absolutely you can be what customers are
absolutely you can be what customers are just too cheap so let’s move on there’s
just too cheap so let’s move on there’s
just too cheap so let’s move on there’s other customers who who would be well
other customers who who would be well
other customers who who would be well to pay you if you provide in the volume
KRC Katie what’s the best way to
KRC Katie what’s the best way to monetize a website my brother has just
monetize a website my brother has just
monetize a website my brother has just set up a website that provides rolling
set up a website that provides rolling
set up a website that provides rolling tennis coverage
tennis coverage
tennis coverage he’s been frustrated at the BBC sport as
he’s been frustrated at the BBC sport as
he’s been frustrated at the BBC sport as very patchy tennis coverage and other
very patchy tennis coverage and other
very patchy tennis coverage and other sports as a knock on BBC here
sports as a knock on BBC here
sports as a knock on BBC here that’s great content how can he turn it
that’s great content how can he turn it
that’s great content how can he turn it into a viable business so he’s trying to
into a viable business so he’s trying to
into a viable business so he’s trying to create this website talking about tennis
create this website talking about tennis
create this website talking about tennis upset at the BBC how does he make it
upset at the BBC how does he make it
upset at the BBC how does he make it into a business so I think he probably
into a business so I think he probably
into a business so I think he probably again it comes back to a little bit
again it comes back to a little bit
again it comes back to a little bit having differentiate ourselves there’s a
having differentiate ourselves there’s a
having differentiate ourselves there’s a lot of content on the web I think
lot of content on the web I think
lot of content on the web I think there’s about four billion hits on
there’s about four billion hits on
there’s about four billion hits on YouTube every every day it’s just crazy
YouTube every every day it’s just crazy
YouTube every every day it’s just crazy so again well why is this different and
so again well why is this different and
so again well why is this different and then how are we attract the inbound how
then how are we attract the inbound how
then how are we attract the inbound how do we actually get ourselves so when
do we actually get ourselves so when
do we actually get ourselves so when people search on tennis content we
people search on tennis content we
people search on tennis content we actually pop up on the Google search and
actually pop up on the Google search and
actually pop up on the Google search and although some of its so the first thing
although some of its so the first thing
although some of its so the first thing is to have brilliant content so question
is to have brilliant content so question
is to have brilliant content so question what what what mark will be trying to
what what what mark will be trying to
what what what mark will be trying to serve what’s our big idea if our big
serve what’s our big idea if our big
serve what’s our big idea if our big idea is to give incredible tennis
idea is to give incredible tennis
idea is to give incredible tennis content and maybe some added value
content and maybe some added value
content and maybe some added value around commentary or insight or you know
around commentary or insight or you know
around commentary or insight or you know what why you know what what’s the view
what why you know what what’s the view
what why you know what what’s the view on share up over at the moment and all
on share up over at the moment and all
on share up over at the moment and all the kind of stuff in the news around
the kind of stuff in the news around
the kind of stuff in the news around drugs totally different angle you
drugs totally different angle you
drugs totally different angle you wouldn’t get that from the BBC up are
wouldn’t get that from the BBC up are
wouldn’t get that from the BBC up are from the BBC News but you wouldn’t get
from the BBC News but you wouldn’t get
from the BBC News but you wouldn’t get it from kind of the sports commentary
it from kind of the sports commentary
it from kind of the sports commentary piece so what is the angle what is the
piece so what is the angle what is the
piece so what is the angle what is the difference and then build on that and
difference and then build on that and
difference and then build on that and then obviously I think through the
then obviously I think through the
then obviously I think through the websites all about creating the
websites all about creating the
websites all about creating the volunteer army get it to go viral get
volunteer army get it to go viral get
volunteer army get it to go viral get loads of fun and the other thing you
loads of fun and the other thing you
loads of fun and the other thing you could do I think you’ve got to make
could do I think you’ve got to make
could do I think you’ve got to make stuff on the web pretty fun these days
stuff on the web pretty fun these days
stuff on the web pretty fun these days so run competitions run surveys if
so run competitions run surveys if
so run competitions run surveys if you’re going off to Flushing Meadow is
you’re going off to Flushing Meadow is
you’re going off to Flushing Meadow is you going off to Wimbledon get a big
you going off to Wimbledon get a big
you going off to Wimbledon get a big community build a community build that
community build a community build that
community build a community build that volunteer army of people who love tennis
volunteer army of people who love tennis
volunteer army of people who love tennis as much as you do and give them
as much as you do and give them
as much as you do and give them something different give them another
something different give them another
something different give them another angle get them engaged through
angle get them engaged through
angle get them engaged through competition surveys maybe get them a
competition surveys maybe get them a
competition surveys maybe get them a couple of tickets to Flushing Meadows if
couple of tickets to Flushing Meadows if
couple of tickets to Flushing Meadows if they do amazing stuff for you thank you
they do amazing stuff for you thank you
they do amazing stuff for you thank you creativity to act when I say in terms of
creativity to act when I say in terms of
creativity to act when I say in terms of website business models one is you’re
website business models one is you’re
website business models one is you’re gonna go mass market you want to get
gonna go mass market you want to get
gonna go mass market you want to get tons of you know millions of views
tons of you know millions of views
tons of you know millions of views you’re gonna then sell average
you’re gonna then sell average
you’re gonna then sell average and have partnerships and sponsorships
and have partnerships and sponsorships
and have partnerships and sponsorships on your site because they’re buying the
on your site because they’re buying the
on your site because they’re buying the eyeballs the second way is that you’re
eyeballs the second way is that you’re
eyeballs the second way is that you’re building an intimate community where
building an intimate community where
building an intimate community where they know you like you trust you and
they know you like you trust you and
they know you like you trust you and then you’re gonna sell premium access to
then you’re gonna sell premium access to
then you’re gonna sell premium access to stuff if you access the content or your
stuff if you access the content or your
stuff if you access the content or your ideas or your opinions or gear you know
ideas or your opinions or gear you know
ideas or your opinions or gear you know swag whatever it is because they are are
swag whatever it is because they are are
swag whatever it is because they are are tagged to your brain you can do both you
tagged to your brain you can do both you
tagged to your brain you can do both you can be challenging but typically the
can be challenging but typically the
can be challenging but typically the websites that start do one first so
websites that start do one first so
websites that start do one first so either I’m gonna go big mark and get
either I’m gonna go big mark and get
either I’m gonna go big mark and get millions of people in still advertising
millions of people in still advertising
millions of people in still advertising or I’m going to focus on a really niche
or I’m going to focus on a really niche
or I’m going to focus on a really niche play and have a really loyal community
play and have a really loyal community
play and have a really loyal community and then start selling them products so
and then start selling them products so
and then start selling them products so two different kinds of models play
two different kinds of models play
two different kinds of models play around see was more in line with what he
around see was more in line with what he
around see was more in line with what he wants to do hey just a crazy one I Evan
wants to do hey just a crazy one I Evan
wants to do hey just a crazy one I Evan and it’s not related it is related to
and it’s not related it is related to
and it’s not related it is related to this but a wider point and like crazy
this but a wider point and like crazy
this but a wider point and like crazy believes the leave belief I live in a
believes the leave belief I live in a
believes the leave belief I live in a tennis players
tennis players
tennis players yeah I actually Roger Federer met him in
yeah I actually Roger Federer met him in
yeah I actually Roger Federer met him in Dubai the nicest person you could ever
Dubai the nicest person you could ever
Dubai the nicest person you could ever ever me now if I was building this
ever me now if I was building this
ever me now if I was building this website around tennis content I would
website around tennis content I would
website around tennis content I would never believe I could walk up to read
never believe I could walk up to read
never believe I could walk up to read Roger Federer pull out a microphone or
Roger Federer pull out a microphone or
Roger Federer pull out a microphone or an iPhone and just take a selfie or do
an iPhone and just take a selfie or do
an iPhone and just take a selfie or do an interview with him or Djokovic these
an interview with him or Djokovic these
an interview with him or Djokovic these guys are really nice guys you know
guys are really nice guys you know
guys are really nice guys you know Serena whips so maybe you do crazy stuff
Serena whips so maybe you do crazy stuff
Serena whips so maybe you do crazy stuff maybe you turn up at Flushing Meadows
maybe you turn up at Flushing Meadows
maybe you turn up at Flushing Meadows when they’re doing a practice session at
when they’re doing a practice session at
when they’re doing a practice session at 7:00 in the morning
7:00 in the morning
7:00 in the morning and maybe you say hey Serena can I just
and maybe you say hey Serena can I just
and maybe you say hey Serena can I just have 30 seconds with you I’ve got to ask
have 30 seconds with you I’ve got to ask
have 30 seconds with you I’ve got to ask this real burning question then post it
this real burning question then post it
this real burning question then post it yeah just be disruptive do different
yeah just be disruptive do different
yeah just be disruptive do different stuff do do stuff that no one would ever
stuff do do stuff that no one would ever
stuff do do stuff that no one would ever think of so but but my point is believe
think of so but but my point is believe
think of so but but my point is believe you will in your head we all have it we
you will in your head we all have it we
you will in your head we all have it we all have these kind of voices tell us we
all have these kind of voices tell us we
all have these kind of voices tell us we can’t do that we can’t go and talk to
can’t do that we can’t go and talk to
can’t do that we can’t go and talk to these famous people they’re
these famous people they’re
these famous people they’re unapproachable they’ve got 50,000
unapproachable they’ve got 50,000
unapproachable they’ve got 50,000 security guards they come in bulletproof
security guards they come in bulletproof
security guards they come in bulletproof limousines and they get dropped off and
limousines and they get dropped off and
limousines and they get dropped off and no they don’t they’re just normal people
no they don’t they’re just normal people
no they don’t they’re just normal people they were just like you and I you know
they were just like you and I you know
they were just like you and I you know they’re no different just because they
they’re no different just because they
they’re no different just because they play tennis and there are hundreds of
play tennis and there are hundreds of
play tennis and there are hundreds of billions of dollars they’re still normal
billions of dollars they’re still normal
billions of dollars they’re still normal people and they still love fans they
people and they still love fans they
people and they still love fans they love their fans so if you’re a fan you
love their fans so if you’re a fan you
love their fans so if you’re a fan you love them just go up and get selfies
love them just go up and get selfies
love them just go up and get selfies publish it on your website do something
publish it on your website do something
publish it on your website do something different do something again to stand
different do something again to stand
different do something again to stand out if
out if
out if you can get interviews with them and
you can get interviews with them and
you can get interviews with them and then you can build up a following you
then you can build up a following you
then you can build up a following you know I kind of think around this sport
know I kind of think around this sport
know I kind of think around this sport series it’s just like bloggers and
series it’s just like bloggers and
series it’s just like bloggers and vloggers they’ve come from nowhere in
vloggers they’ve come from nowhere in
vloggers they’ve come from nowhere in five years and now they’ve got massive
five years and now they’ve got massive
five years and now they’ve got massive followings that’s what you need to
followings that’s what you need to
followings that’s what you need to aspire to when I was 12 years old 12 and
aspire to when I was 12 years old 12 and
aspire to when I was 12 years old 12 and 13 the Blue Jays had won the World
13 the Blue Jays had won the World
13 the Blue Jays had won the World Series so they were like the height of
Series so they were like the height of
Series so they were like the height of baseball stardom and I would go to
baseball stardom and I would go to
baseball stardom and I would go to Florida I would they do their spring
Florida I would they do their spring
Florida I would they do their spring training that’s part of why I go to
training that’s part of why I go to
training that’s part of why I go to Orlando a year and I would sit in the
Orlando a year and I would sit in the
Orlando a year and I would sit in the parking lots as they showed up to spring
parking lots as they showed up to spring
parking lots as they showed up to spring training and and talk to them and take
training and and talk to them and take
training and and talk to them and take pictures with them we didn’t have
pictures with them we didn’t have
pictures with them we didn’t have cameras you know cell phone cameras back
cameras you know cell phone cameras back
cameras you know cell phone cameras back then but I would take pictures or get
then but I would take pictures or get
then but I would take pictures or get them to autograph their cards and
them to autograph their cards and
them to autograph their cards and baseballs and super coachable if you
baseballs and super coachable if you
baseballs and super coachable if you just likes even sadly put in the effort
just likes even sadly put in the effort
just likes even sadly put in the effort go out and and try to make contact with
go out and and try to make contact with
go out and and try to make contact with them it it’s a lot easier than you think
them it it’s a lot easier than you think
them it it’s a lot easier than you think and not many people are willing to put
and not many people are willing to put
and not many people are willing to put in the effort to go and do it Rishi I’ve
in the effort to go and do it Rishi I’ve
in the effort to go and do it Rishi I’ve been a Steven he’s back he’s back with a
been a Steven he’s back he’s back with a
been a Steven he’s back he’s back with a cup what’s one of the first ideas to
cup what’s one of the first ideas to
cup what’s one of the first ideas to make money from and what did you learn
make money from and what did you learn
make money from and what did you learn from that first idea I made money from
from that first idea I made money from
from that first idea I made money from was actually when I when I was about 16
was actually when I when I was about 16
was actually when I when I was about 16 I had about five different jobs and you
I had about five different jobs and you
I had about five different jobs and you know two in hotels we deliver papers but
know two in hotels we deliver papers but
know two in hotels we deliver papers but one of the ideas I made money from was
one of the ideas I made money from was
one of the ideas I made money from was actually with a hotel I took so I
actually with a hotel I took so I
actually with a hotel I took so I checked this out with the owner and they
checked this out with the owner and they
checked this out with the owner and they said some of the stuff that they didn’t
said some of the stuff that they didn’t
said some of the stuff that they didn’t actually in terms of the food and all
actually in terms of the food and all
actually in terms of the food and all the goodies that they had for their
the goodies that they had for their
the goodies that they had for their customers if they had a quiet season
customers if they had a quiet season
customers if they had a quiet season they said I was okay to just take out
they said I was okay to just take out
they said I was okay to just take out and if I could resell them that’s fine
and if I could resell them that’s fine
and if I could resell them that’s fine because otherwise they were just gonna
because otherwise they were just gonna
because otherwise they were just gonna throw it away so there’s little bit of
throw it away so there’s little bit of
throw it away so there’s little bit of market was a seaside town so we just set
market was a seaside town so we just set
market was a seaside town so we just set ourselves up on the seafront and just
ourselves up on the seafront and just
ourselves up on the seafront and just sell stuff and you know how about you
sell stuff and you know how about you
sell stuff and you know how about you you you create enough money to go on to
you you create enough money to go on to
you you create enough money to go on to the next idea so I just think it was
the next idea so I just think it was
the next idea so I just think it was allowed to get out there there’s loads
allowed to get out there there’s loads
allowed to get out there there’s loads of opportunities and for me personally
of opportunities and for me personally
of opportunities and for me personally at 16 that was a moment where I kind of
at 16 that was a moment where I kind of
at 16 that was a moment where I kind of knew it’s a great way did I do it well
knew it’s a great way did I do it well
knew it’s a great way did I do it well no it was our good salesman you know all
no it was our good salesman you know all
no it was our good salesman you know all these sort
these sort
these sort things but it’s a great start from that
things but it’s a great start from that
things but it’s a great start from that you know those little acorns great oak
you know those little acorns great oak
you know those little acorns great oak trees get formed I love it my very first
trees get formed I love it my very first
trees get formed I love it my very first business venture was when I was five I
business venture was when I was five I
business venture was when I was five I convinced my three-year-old little
convinced my three-year-old little
convinced my three-year-old little sister to to paint pictures with me and
sister to to paint pictures with me and
sister to to paint pictures with me and we went around the neighborhood and
we went around the neighborhood and
we went around the neighborhood and tried to sell them and we sold one to
tried to sell them and we sold one to
tried to sell them and we sold one to our neighbor for ten cents I had my
our neighbor for ten cents I had my
our neighbor for ten cents I had my first sale and I guess I just learned
first sale and I guess I just learned
first sale and I guess I just learned that from that you’ll create something
that from that you’ll create something
that from that you’ll create something and then go out in and market it and in
and then go out in and market it and in
and then go out in and market it and in all throughout school I had different
all throughout school I had different
all throughout school I had different businesses none of them ever did
businesses none of them ever did
businesses none of them ever did insanely well but you’re learning you’re
insanely well but you’re learning you’re
insanely well but you’re learning you’re getting the hustle skills you’re
getting the hustle skills you’re
getting the hustle skills you’re understanding the salesmanship I
understanding the salesmanship I
understanding the salesmanship I baseball cards I did for a long time
baseball cards I did for a long time
baseball cards I did for a long time throughout high school and at the end of
throughout high school and at the end of
throughout high school and at the end of grade school and I would make more money
grade school and I would make more money
grade school and I would make more money at a garage sale than the rest of my
at a garage sale than the rest of my
at a garage sale than the rest of my family combined and when they were
family combined and when they were
family combined and when they were selling couches and whatever I was
selling couches and whatever I was
selling couches and whatever I was seldom my baseball cards and they could
seldom my baseball cards and they could
seldom my baseball cards and they could understand how a piece of paper you know
understand how a piece of paper you know
understand how a piece of paper you know piece of cardboard would sell for $40 or
piece of cardboard would sell for $40 or
piece of cardboard would sell for $40 or $60 or $100 and how I was making more
$60 or $100 and how I was making more
$60 or $100 and how I was making more money than them at like 10 12 years old
money than them at like 10 12 years old
money than them at like 10 12 years old doing garage sales and so I think I
doing garage sales and so I think I
doing garage sales and so I think I think just taking idea I think as kids
think just taking idea I think as kids
think just taking idea I think as kids were willing to work may be willing to
were willing to work may be willing to
were willing to work may be willing to take more risk we’re willing to just try
take more risk we’re willing to just try
take more risk we’re willing to just try stuff we’re not as afraid of failure as
stuff we’re not as afraid of failure as
stuff we’re not as afraid of failure as when we get older and so yeah I’ll go
when we get older and so yeah I’ll go
when we get older and so yeah I’ll go dog knock door to door and ask somebody
dog knock door to door and ask somebody
dog knock door to door and ask somebody to try to sell my art but imagine doing
to try to sell my art but imagine doing
to try to sell my art but imagine doing that now people would have like a heart
that now people would have like a heart
that now people would have like a heart attack
attack
attack who would door to door some AR what if
who would door to door some AR what if
who would door to door some AR what if they rejected what if they don’t like it
they rejected what if they don’t like it
they rejected what if they don’t like it where I don’t know why that kind of that
where I don’t know why that kind of that
where I don’t know why that kind of that creativity in that self-confidence maybe
creativity in that self-confidence maybe
creativity in that self-confidence maybe or I guess as much as caring about other
or I guess as much as caring about other
or I guess as much as caring about other people’s opinions would that become so
people’s opinions would that become so
people’s opinions would that become so strong that it crushes our will and so I
strong that it crushes our will and so I
strong that it crushes our will and so I think as an entrepreneur you those are
think as an entrepreneur you those are
think as an entrepreneur you those are super important lessons we to learn
super important lessons we to learn
super important lessons we to learn young so that it was able to help me
young so that it was able to help me
young so that it was able to help me grow to the person I am now yeah and you
grow to the person I am now yeah and you
grow to the person I am now yeah and you get you know as and we’ve all had it we
get you know as and we’ve all had it we
get you know as and we’ve all had it we you get knocks you get people who say no
you get knocks you get people who say no
you get knocks you get people who say no you get people turn you crazy but that’s
you get people turn you crazy but that’s
you get people turn you crazy but that’s why you have to believe in your idea and
why you have to believe in your idea and
why you have to believe in your idea and that gives you such tremendous
that gives you such tremendous
that gives you such tremendous you you gotta have a few not to you know
you you gotta have a few not to you know
you you gotta have a few not to you know if you’re an actor or act or you go off
if you’re an actor or act or you go off
if you’re an actor or act or you go off and you do a thousand auditions you can
and you do a thousand auditions you can
and you do a thousand auditions you can probably get no callbacks but that gives
probably get no callbacks but that gives
probably get no callbacks but that gives you tremendous emotional resilience and
you tremendous emotional resilience and
you tremendous emotional resilience and and as entrepreneurs you know it’s not
and as entrepreneurs you know it’s not
and as entrepreneurs you know it’s not life’s not all sunshine it’s all about
life’s not all sunshine it’s all about
life’s not all sunshine it’s all about taking the knocks taking the punches
taking the knocks taking the punches
taking the knocks taking the punches being a ring with Mike Tyson getting
being a ring with Mike Tyson getting
being a ring with Mike Tyson getting thrown out onto the gangplanks getting
thrown out onto the gangplanks getting
thrown out onto the gangplanks getting back in there just getting out and
back in there just getting out and
back in there just getting out and believe in yourself believe in your idea
believe in yourself believe in your idea
believe in yourself believe in your idea and I think it’s kids actually you’re
and I think it’s kids actually you’re
and I think it’s kids actually you’re right Evan just there are way more
right Evan just there are way more
right Evan just there are way more emotional resilience because they just
emotional resilience because they just
emotional resilience because they just step back and they just just love it and
step back and they just just love it and
step back and they just just love it and they’re it’s fun and I think back to the
they’re it’s fun and I think back to the
they’re it’s fun and I think back to the business idea it’s always got to be fun
business idea it’s always got to be fun
business idea it’s always got to be fun so you’ve got your idea you believe in
so you’ve got your idea you believe in
so you’ve got your idea you believe in it you’re passionate about it it’s fun
it you’re passionate about it it’s fun
it you’re passionate about it it’s fun every day and when the fun goes out of
every day and when the fun goes out of
every day and when the fun goes out of it that’s when you need to change what
it that’s when you need to change what
it that’s when you need to change what you’re doing but one you’ve got fun
you’re doing but one you’ve got fun
you’re doing but one you’ve got fun you’ve got belief you’ve got tremendous
you’ve got belief you’ve got tremendous
you’ve got belief you’ve got tremendous emotional resilience and therefore you
emotional resilience and therefore you
emotional resilience and therefore you can absolutely be successful I love it
can absolutely be successful I love it
can absolutely be successful I love it that’s the shirt of the day this is the
that’s the shirt of the day this is the
that’s the shirt of the day this is the little man so it’s triumph over the
little man so it’s triumph over the
little man so it’s triumph over the little man and that the little man is
little man and that the little man is
little man and that the little man is the hater the hater who just is knocking
the hater the hater who just is knocking
the hater the hater who just is knocking on your business and telling you all the
on your business and telling you all the
on your business and telling you all the reasons why it’s not gonna work out and
reasons why it’s not gonna work out and
reasons why it’s not gonna work out and rise online was on this call designed
rise online was on this call designed
rise online was on this call designed this shirt so I like the message of the
this shirt so I like the message of the
this shirt so I like the message of the day trying for the little man it’s great
day trying for the little man it’s great
day trying for the little man it’s great see we’re already bumping up against the
see we’re already bumping up against the
see we’re already bumping up against the clock thank you so much for the time and
clock thank you so much for the time and
clock thank you so much for the time and you have a final message for the
you have a final message for the
you have a final message for the audience and maybe how they can reach
audience and maybe how they can reach
audience and maybe how they can reach you as well or how they can learn more
you as well or how they can learn more
you as well or how they can learn more about Sage yeah on Twitter is handle s
about Sage yeah on Twitter is handle s
about Sage yeah on Twitter is handle s Kelly see ya I kind of think the the
Kelly see ya I kind of think the the
Kelly see ya I kind of think the the thing we sort of always talk about is
thing we sort of always talk about is
thing we sort of always talk about is either and money I think the thing I’d
either and money I think the thing I’d
either and money I think the thing I’d leave you with is follow your dreams
leave you with is follow your dreams
leave you with is follow your dreams again come up with an idea where you’re
again come up with an idea where you’re
again come up with an idea where you’re really gonna really change the lives of
really gonna really change the lives of
really gonna really change the lives of people and think about how it does that
people and think about how it does that
people and think about how it does that for people and focus on the value and
for people and focus on the value and
for people and focus on the value and their money follows you know if you look
their money follows you know if you look
their money follows you know if you look at the branches you look at Oprah
at the branches you look at Oprah
at the branches you look at Oprah Winfrey all these great people they all
Winfrey all these great people they all
Winfrey all these great people they all say they never ever thought about making
say they never ever thought about making
say they never ever thought about making money they thought of the idea and they
money they thought of the idea and they
money they thought of the idea and they thought about how it changed the world
thought about how it changed the world
thought about how it changed the world and how it would make the world better
and how it would make the world better
and how it would make the world better for the community of people they serve
for the community of people they serve
for the community of people they serve and then obviously money follows that
and then obviously money follows that
and then obviously money follows that and
and
and and and you know comes back to the
and and you know comes back to the
and and you know comes back to the message evan gives every time is believe
message evan gives every time is believe
message evan gives every time is believe believe believe and beach hugely
believe believe and beach hugely
believe believe and beach hugely resilient because with the idea once you
resilient because with the idea once you
resilient because with the idea once you translate it you get a lot of momentum
translate it you get a lot of momentum
translate it you get a lot of momentum you’re gonna have a great business and
you’re gonna have a great business and
you’re gonna have a great business and you’re gonna be you’re gonna be
you’re gonna be you’re gonna be
you’re gonna be you’re gonna be absolutely celebrating your successes i
absolutely celebrating your successes i
absolutely celebrating your successes i love it will see would thank you so much
love it will see would thank you so much
love it will see would thank you so much for joining us again thank you all guys
for joining us again thank you all guys
for joining us again thank you all guys for watching and we will see you next
for watching and we will see you next
for watching and we will see you next month
month
month great step guys thanks very much thanks
great step guys thanks very much thanks
great step guys thanks very much thanks Evan
”
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