Fearful Inventors

0:02 hey you guys Welcome Back to Before You tank it’s the we’re here we gathered
0:08 here so that we can help you guys thrive in an industry that we say sucks
0:13 and again we we’re going to Define that again every time because I want you to know that we only say that because it’s a two percent success rate not
0:20 because there’s a lot of other bad things because we’re here to focus on the positive and having said that I just want to
0:27 say something that we have now I think we’re on our eighth maybe our eighth or ninth I think so either night podcast
0:33 and you guys I make them wear different clothes every time so if you comment and
0:38 notice that we’ve changed our clothes off give you a free download of my book that teaches you on how I got 4.1
0:45 million down I actually had to go shopping before the last episode just to make sure it was okay
0:51 and that’s and I’m thinking you know I make such a big deal out of it so I just I’m curious
0:57 I have right I’ve been so big on that so if you guys notice honestly I promis I’ll give you my download on how I got
1:04 4.1 million down and a 31 million dollar royalty all right so they’re laughing at me but because they didn’t know I was
1:09 going to do that all right you guys today is a really cool topic and we I think we’re really
1:16 passionate that we overcome this for you guys we we get it every day we our
1:23 inventors are so excited and they’re so passionate that they have this new product idea it’s absorbed their lives
1:31 right sometimes by the time we see them it’s been five years six years but they’re so fearful they’re afraid to
1:38 tell they’re afraid somebody’s got to steal it they’re afraid so it sometimes paralyzes them yeah oh yeah so so today
1:45 we want we really want to look that at that in a really positive way we want you guys to understand that we get it
1:51 we just last week or recently we just did one on ndas and and patents so I
1:57 think that’s a cool way to start what we learned right we learned that it’s if you have an NDA it has to be
2:05 specific to your product didn’t know that I have a general NDA we fill it out though that it’s for
2:11 your product but but we also learned right that if you file a provisional you got something in
2:16 place or you have a fully issued patent you guys it fully is your patent is to the public so everybody’s looking at it
2:23 so you can breathe that’s your protection you bought your house you’re living in your house you can now invite
2:28 neighbors over right it’s kind of what we now know right You guys tell me what you notice the
2:34 most when you’re dealing with branding or wanting to get more marketing help what is yeah that’s a really fun area
2:41 because I’ll start with Kind of a Funny Story you know we laugh now but um in the moment you you kind of think
2:47 about it and you’re like wow like what you know what has kind of caused this level of fear but I’ve had conversations multiple times
2:53 folks that have a great idea they’ve actually got a product it’s developed nice they’ve got you know
2:59 spec sheet and they want to Market it right so they’re like hey how do I grow and sell this thing
3:05 but they want an NDA in place before they tell me the product features that
3:10 they’re going to sell to everyone they want me promote to the rest of the world right
3:16 and so that’s always a fun conversation to just kind of navigate of like okay so are we gonna
3:24 publish this out to hundreds of thousands of people or are we not going to right and they don’t even want to
3:29 tell you exactly do you think it’s because they’re afraid that you’re talented enough in the industry that you
3:34 can steal it do you think that’s I think it’s even less of a specific fear than that when I run into it I think it’s
3:40 this General overarching fear of if I talk about it someone somewhere is going
3:45 to get wind of it and steal it right because we’ve heard the horror stories from Big corporations
3:51 but I think what we can best do to help you know overcome some of that is really
3:56 start clarifying the things that do and don’t need specific protection and you
4:02 know being careful with right if you’ve got to trade secret and your product works this particular way because you’ve
4:09 got this step in the manufacturing process that makes the magic happen right you probably don’t want to tell
4:14 everybody about that step right but you have to sell the product exactly at the end of the day you know that the product
4:20 does this amazing thing well you’re going to tell the world about it so I think those right so you’re saying I’m
4:25 going to tell you that my fishing pole we know I like that that my I have a mechanism on a fishing pole that it’s
4:30 second it hits water fish come we want to tell that every day because we want you to buy it you’re just not going to tell what the mechanism does and how or
4:37 how you got that to do it so that’s the real difference right okay that’s the trade secret thing
4:44 what makes me laugh is like especially for you who’s got a finished product you know it’s one thing when you
4:50 have a licensing client right and they have this really cool idea and they’ve got a provisional and and it’s still
4:55 hard because I have to show I gotta get somebody to invest you guys 250 to a million dollars to take your product to
5:01 Market but they’re like but you can’t tell them what it is well oh my God how do you sell something you can’t tell but
5:07 yours is a finished product it’s like it’s sitting in somebody’s garage yeah and you need them to buy it and I bring
5:13 that up as an extreme example but I think with these extreme games that can sometimes help you start reframing how
5:19 you think about it right like let’s start looking at what information is protected what information doesn’t need
5:25 to be what information is just sales material right exactly you know that first stage marketing kind of research
5:32 and you know getting a licensing deal it’s definitely a different challenge right well and you know it’s funny
5:38 because and Pawan you’ve probably seen this in this when you have
5:46 when an inventor comes to me and I’m trying to find a way to get a licensing deal or to get a buyer to take
5:51 the product that person is so hard to even get them interested enough to know that you
5:57 stand out much less have them spend 250 000 to a million dollars to steal it right so I think when you can put that
6:03 into perspective when you think about how hard it is to even get a really
6:09 great product to market right and we’ve all known great products that took years
6:14 I think on average it’s six to eight years to get a product to Market that does well so think about it with all the
6:20 money and all the backing behind it and you’re generally willing to share all the information it’s almost impossible
6:27 that somebody is going to steal it’s impossible especially it’s very tough for when you’re doing the product
6:32 development and then you tell your product development okay if you want to work with any suppliers or any other
6:39 partnering with someone they need to sign NDA that they don’t want to share the information you can make because
6:45 that information is already public most of them and if it’s relief now I’m going
6:50 to work with something because there’s some different specifics skills that I need and I just can’t get with them
6:55 easily because not everyone want to get Society because they get scared right okay what I’m getting into is I think
7:00 that helped that prevent me creating the product they really want such an important aspect right we kind of hit on
7:07 this quote a lot but and if you break it down for a second that whole you know ideas are cheap and execution is
7:13 everything if you think about that a lot of people actually have the same idea right that’s why there’s multiple
7:20 variations oh yeah so should I want to hear about that but if you think about what really
7:27 makes a business successful even the ones that appear to be overnight success is when you go and you read all their stories right they worked in slave for
7:34 years to get it there and so many people that are afraid to even tell
7:39 you about their idea right just the idea and yet it’s that execution piece and so
7:46 when we worked with a lot of folks that were doing startups one of the things we always tried to coach them
7:51 into is like figure out a way to explain your idea really effectively and tell everyone about it you’re going to get tons of feedback you don’t have to give
7:58 away your secret sauce right get your idea out there because if you don’t and you always keep it to yourself you’re never going to get started you’re never
8:04 going to walk down that Hard Road of doing the full execution that’s like step one well and you know I have a really I think a really good analogy
8:11 and I don’t want to say I’m a fear-based person by any means but being a single woman you know I have certain fears and
8:18 one I’m thinking of is in my home right so I live in my home and it’s possible so we can break into my home I mean
8:24 let’s face it it’s possible it could happen does it happen to everybody no does it happen very often no but could
8:31 it happen yes and I’ve been to Washington I’ve fought for patent rights I’ve tried to protect that and I’ve been
8:37 there and know people that have had their products stolen so I’m not going to say I think we can all really respectfully say that that
8:44 happens but I have found that and maybe this brings me peace of mind but I have
8:49 found that when I’m in my home I don’t have big assets so I’m like you’re gonna break in and you’ll be like oh there’s
8:55 nothing here for me to take so they’re not going to take so I say that to relate that to the products that usually
9:01 get stolen have done a great job of getting to Market done all the hard work like you said done all the execution and
9:07 it’s wonderful and somehow they managed to sneak in and they used to say competition is great right if somebody
9:13 steals your ideal it’s a good thing so if you you have done hopefully the best
9:18 that we can hope for is that you’ve done that right you’ve branded it right you’ve become right and look at it I
9:24 mean it’s in there every Kleenex company has a competitor right every toilet paper has a competitor there’s plenty of
9:30 market for all of us hopefully now you know like I said we have to stay looking at this so that you can continue to move
9:36 your world because your neighbor may have gotten robbed but that doesn’t mean you were going to right so we have to
9:42 keep doing that yeah that’s so important too right because we’re definitely not saying because we’re a big fan of
9:48 getting the right protections right we had the whole discussion about provisional patents and getting the proper NDA we’re definitely not saying
9:53 oh just you know Cheryl yeah don’t just give it away but think about the details of that right if you I’m just gonna make
9:59 this up because it’s totally crazy scenario right but if you just found that the perfect ingredient to add to
10:04 toothpaste and you want to go pitch that to Colgate right you’re not going to tell them exactly oh this is how you do
10:10 it right without having that protection exactly exactly but in order to get them interested you have to tell them I have
10:17 something that you don’t have you have to and what it does you have to yeah
10:22 an incredible product right now and I’ve had it for a while and I’ve had every of
10:27 the every one of the big major companies in that category excited
10:33 and I have an inventor who has the technology and protection
10:39 but I can’t get enough out of it to close a deal and I keep trying to say do
10:44 you have just can you just and they’re so scared and I’m like they’re not going to license this
10:51 because and we know what they have is awesome because you get five big players to go yeah we want to see it yeah I
10:58 can’t convince I can’t can I’ve brought in product development companies to try to interpret I’ve tried everything I can
11:05 to make enough out of my fearful inventor comfortable enough to
11:11 give me enough so we can actually because they’re buying the secret sauce guys I gotta have the secret sauce at this
11:18 point yeah and so it’s really costing him a deal I think you’re touching on
11:23 something really important there because you said you know fearful inventor and I’ve even I’ve even connected to inventors that
11:31 work with a very fear based patent attorney that has caused them we know
11:37 that you probably have incredible stories yeah we know that but I think I
11:43 would say it goes both ways because those attorneys in that business right so they have seen those horrible stories
11:50 so they’re trying to protect their clients live so once I think what what missing
11:58 is and I’ll get back on that but not having enough information that for
12:03 inventor does not know enough information about what patent cover what provisional pattern cover what is these
12:09 things covers they don’t have information they don’t know what they can present what they cannot present and I think that unknown causes them the
12:17 fear that they just don’t want to disclose things and it’ll all change reaction started after that yeah and you
12:23 mentioned that about you know kind of their experience and the the caution is warranted right which I think is really
12:28 important because when you’re working with a patent attorney or whoever it’s really good to know what is their
12:34 experience right have they have they only worked for big corporate where everything is about protection and defense did they work with you know the
12:41 USPTO did they work for the USPTO at some point have they worked with inventors who brought something to
12:47 Market or successfully licensed because the perspective is going to be very different depending on who you’re
12:53 talking to you guys I mean I have a I have a basic contract for a licensing
12:58 Arrangement and I have used it 31 years written by my attorney I’ve had
13:05 modifications where somebody will ask me can we change this garbage a tiny bit over 31 years a lot of clients I’ve had
13:12 to use this contract including three attorneys I have had recently a client that came
13:18 with an attorney who literally scratched my whole contract
13:23 every single line to a point where I literally my hands are so tight I’m like I don’t even know how to successfully
13:30 help you and more importantly it’s just such an unhealthy environment because
13:36 I’m stuck going oh my God I could sell this product in 22 seconds I work with
13:41 the company that’s the perfect fit I’m already doing a deal with them I’ve already prepped them that I’m coming
13:46 with this incredible product and I can’t even I can’t get to a deal with this attorney and this poor inventor I have to
13:55 trust him right I mean he has to we hired to be supposed to and I get that totally but it has made it impossible
14:01 for me to help and so I’m not saying I’m all knowing and can all be the only one
14:06 but I gotta think that the next guy in line is going to come up against the same concerns that I had and I feel like
14:14 I know this for a fact I have a belief three people get this product idea
14:19 because one’s going to follow through and two won’t um but I also that’s and I see it all
14:25 the time in in threes but I also know this the longer you wait to take your
14:30 product to market the more time you’re giving to the next guy to beat you there
14:35 and so negotiation problem I had was I don’t
14:41 know six months ago I could have been done at least we would have known what we have what we’re doing
14:47 we could have made a deal happen instead this guy is probably still trying to figure out how to get someone to help them work because nobody can get past
14:53 this contract and I know without a doubt somebody is ticking along right behind you with either something better or
15:00 something really close right because all the best products they’re solving a problem well if
15:06 they’re solving it for enough people then other people see that problem so other people are definitely working at it and there’s no way to be honest not
15:13 to ever tell you anything about the product but I’ve already in my research seen a couple things that are going to
15:18 sneak up behind and take over and and it makes me cry because to me this is such an incredible product this person
15:24 has worked so hard but they come from a background where we’re just we’re nervous so I want to touch on this not
15:32 necessarily the fear piece I don’t know if I’d call it a fear piece but I have this philosophy you guys that
15:39 I’ve kind of identified over the years have you ever noticed how an inventor I
15:45 don’t know you tell me if your inventors do this but when by the time they come to me they’ve
15:50 been at it for five or six or seven years and they’ve done some of the kind of things they’ve we prototype six times
15:56 they’ve you know remodified their patents ten times they’ve been to every inventors Club show they’ve done all
16:02 these really cool things they light up every time they tell you the story they’re so ecstatic and I’ll go
16:08 well have you showed it to anybody like have you either thought about like getting a buyer feedback or have you
16:14 really ever tried to sell it or show it and they’re like well no not yet and
16:19 they get stuck in this whole this whole inventor stage and I heard something
16:25 recently that said there’s something in our brain that creates this high on this
16:31 hope and I really believe that I think that right now you are so excited and you
16:37 have something that you can relate to that you’ve done significantly better but if you find the answer it’s like
16:44 rejection right where now we’ve lost the hope and the belief if you just keep building you know you got something
16:51 you’ve told yourself so many times you told your friends so many times you’ve got something but if I actually took it out and started getting you the feedback
16:58 there’s a chance that that Elation ends and there’s a physical I just heard that
17:04 there’s a physical thing that keeps people stuck in Hope and not action does
17:09 that make sense to you guys it totally makes sense and I think we touched this thing on one of the topic is like listen to your buyer right
17:16 in Winter it got so stuck in this thing they don’t want to listen to anyone they think my product is based it’s great
17:22 it’s gonna solve this but who knows about that product just this person but you said it you just
17:29 said something really psychologically makes sense is that they don’t listen to the buyer because they think it’s a
17:35 negative it’s a rejection fear and right so their reach they took it as a rejection and they come back and they
17:42 argue no what I’m doing is right because they’ve held on to it for so long and
17:47 and according to the scientists art this article written by a scientist there’s a need for that right we need hope we need
17:53 a thing you speak about it because I don’t know you guys my first deal was
18:00 a big deal that I was on a commercial product was my pantyhose and I we stopped in a Circle K no it was a
18:06 7-Eleven we slept in a 7-Eleven I was on vacation my family’s in the car I run in it’s
18:12 on the Shelf I’m grabbing I run out the front door no payment screaming oh my
18:17 God because you guys the first time you see your project on the Shelf it’s freaking amazing but after that you’re
18:25 sort of like everyone after that sort of came like all right I did it but it wasn’t the
18:31 same first one right it wasn’t the same as the first one so if you if you’ve shared your product with all your
18:37 friends and people have said negative things you have to get up every day and tell yourself they’re wrong right so you
18:42 have been doing that so imagine you’re feeding yourself all the positive hope for five years but it’s painful just to
18:50 have your mother say you’re crazy but now you’re gonna have a buyer say you’re not so maybe that’s maybe you hit on
18:56 that maybe they’re not really disagreeing because they’re sure they’re so wrong maybe it’s just a reflex that
19:02 they have to defend their position because they’ve done it for so long that’s so fascinating because it’s hard
19:08 for you to make a shift if you have that mindset yeah that’s super
19:16 okay what is the really process it you know because if if you’re just in that mode of like oh
19:22 everybody’s been telling me don’t do this for a while and you filter everything through that lens but you get really valuable feedback from a buyer or
19:29 something else you know you’re gonna you’re gonna miss the value right and so oh my God I’m gonna teach everybody something now I’m so excited I learned
19:36 this through Anthony Roberts which you and I love him and a hundred years ago
19:42 my age so but a long long time ago he said something that changed my life and
19:48 I think if everybody could grasp this it would change the way they invent he said it’s the definition of failure that
19:56 paralyzes people yeah you’ve heard that right so think about that so for me the definition of failure the only way in
20:03 the world that I could ever fail is if I don’t try which motivates me to try because all even when I’m scared even when I pick up
20:09 phones sometimes with you know High flute and Executives sometimes I have to know my Spiel right and sometimes I take
20:15 a hesitation but then I go oh if I don’t do this it gnaws at me that I didn’t
20:21 make the effort that’s why I think I’m so great for my clients because I work so hard because that’s my motivation is
20:27 to at least do it so what I’ve said to myself my definition is if I don’t try I
20:34 fail but what I’m looking for is just help I just want help so I’m not caring
20:41 if you tell me no I’m not caring if you tell me yes I’m just looking for you to guide me in an industry where my product
20:48 is because I’ve had products in every industry but when I started I didn’t know anything about pantyhose industry
20:53 so I always go and help so I want to find somebody who’s deep in the industry
20:59 who can give me the help that can look at my product and say oh my gosh this would go great over here this would go
21:06 over there and so to me that answer for my help is a home run even if that help
21:12 says lady you’re crazy this thing’s been tried before and it didn’t work but I write that down and I go okay but that
21:19 doesn’t mean my team’s product can’t make it work the next guy says look it could sell if you make this change I’d
21:26 come back to my my veteran and I say wow this is the feedback I’m getting but I just take that in and then we digest and
21:34 reevaluate and it’s so that we’re creating success so there’s never failure so you’re never you’re never
21:40 rejected it’s never personal we’ve done cold calling so we know that you have to
21:46 just get over that so you’re on a hunt in my opinion we’re in eastern we’re looking for the jewels that will turn it
21:53 into the deal does that make sense to you it totally makes sense and I think that new judgment Point really nicely
21:58 because we as a human we always like we afraid of taking negative feedback we
22:04 are afraid of taking learning from mistakes what I learned from myself right every time I’m working in industry
22:09 for 20 years every time I listen to hear the train so I hold on one second
22:14 how can we be in a soundproof room and have a train come through it’s just you’re quiet so I
22:21 don’t know this building is That’s History I love it I love that you guys were an accelerator type setting it’s so
22:29 fun I just never know what you’re gonna get like the one time we were filming and
22:34 there was like a party in the outside we’re like I think that because that looks like fun and now
22:40 we have the train now we have a trick go ahead because your point was really good what was I lost in the train you
22:47 were just saying so I’m saying is like all my career right I also teach my
22:53 what I’m trying to teach is like you’re going to make mistakes yes you’re going to get negative feedback yes
22:59 what makes you different than others learn from that mistakes keep that as a
23:04 feedback as a positive don’t think that’s a negative feedback that’s the positive for you because it’s going to
23:10 teach you something that makes your next move better exactly exactly so even if
23:16 you have to give up on that specific product because it doesn’t have traction it just means that you learn the steps
23:22 right now you know how to do it right that’s the key of being inventor that you need to learn you need to invent you
23:28 need to think outside the box and I think that’s the best way to do is learn from your mistake learn from others
23:34 mistakes so you know what not to do right and then find some that unique solution okay so I’m gonna go a little
23:40 deep but I think I’m onto something I think as humans we are the hardest on
23:45 ourselves like me like I don’t even want to see my video I don’t want to because I am really hard on myself I can’t
23:51 always hear it so it says we’re so hard on ourselves on top of it it makes
23:56 failure even worse right so if we just could let ourselves off the hook and just think of this process in such a fun
24:06 way that I have something really cool I just want to see I want to see if it goes further I just want to see and we
24:11 taught some great cheap if no cost ways to continue to test and test so if you
24:17 look at your incredible idea is that in your heart you know it’s the home run because you have to know that you have
24:22 to get up every day knowing that you’re going to turn this into something but if you can let go and enjoy the fun of the
24:28 ride like you said that ride could not end this product but it may be the next product and now I’m going to give you
24:34 guys something really fun so we I’ll put it with inventors club for women because she’s our great sponsor and she’s really
24:41 good at getting stuff but if you are a person that just loves to create but you don’t always have a solution to solve I
24:49 get companies that send me things looking for things toy industry IBM does the same thing you guys
24:55 Qualcomm will do the same thing they’ll do an Outreach for inventors and they’ll put out what they’re looking for and
25:01 then you can solve their problems so if you’re really creative and cool you can solve their problem and they will pay
25:08 you it’s amazing yeah I used to run several of those for the big company it was it was oh man we could go into this
25:14 for probably a whole whole episode I know and so it’s really interesting because you can do that even those
25:20 companies they do it internally and externally which is really awesome there’s even some platforms out there and so sometimes you know you’re
25:27 creative you know you’re great at solving problems but you don’t have those like out of the blue ideas that you just want to build a business look
25:33 for these pitch events look for these you know opportunities to throw in you know your talent and your expertise
25:39 because sometimes that that problem that you’re like I’ve got a brilliant solution for this I love that it’s so
25:44 fun to see and the most favorite part about it for me was that you don’t have
25:49 to be an expert in that particular field had an incredible idea right because you’re so removed you have a different
25:56 perspective so don’t yeah it’s like don’t you know shortchange yourself well and the cool part to bring it home to
26:03 what we were talking about your fear base when a company offers that opportunity outside to the public
26:09 they’re going to do all the protection for you you don’t have to worry about all that they are just asking the
26:14 population to help them solve a problem they give you the definition and you go do magic then you can have fun at what
26:21 you love doing and I met a gentleman before coven we were at a CIA show and I
26:28 think he did a solution for I think it was IBM or Qualcomm one or the other but I mean they gave him millions and he now
26:35 has his own company and he’s building on this incredible product I just as a funny joke I’m in there going look we
26:42 want to do this really cute toy ideal and they made like like this little ball that is like now
26:48 your entire tower for your cell phone like so in a national disaster you can
26:54 pull this out and save lives and I’m like well we’re looking for a fun toy like it wasn’t just a toy but it’s a
27:01 process so I I would work with um Katie who we’re going to bring back on for another episode I’ll work with Katie and
27:07 so if you guys think you’re really cool and invented and you really love it and you realize that maybe some of it is too
27:12 stressful for you or you’ve you’ve gone at yours and it didn’t become the success you thought it’s just another
27:17 Outlet I think that would be really fun give us a tip for the day so mine would
27:23 be don’t let fear drive all your decisions and so if you you know step back from
27:30 that and think about it for a minute obviously it’s good to have caution but don’t let it run everything right
27:36 connect with you know even just the example you said right inventors club for women there’s probably so many
27:41 resources people there that can tell their stories and kind of share how they navigated these connect make you know well-informed
27:48 decisions learn these key things get those downloads that you can now understand what you need to protect what
27:53 you don’t but hopefully out of all this we’ve given everybody a much more positive light to look at these common
27:59 fears because I think we’ve all felt them with every idea we’ve thought of course so yeah I still do sometimes even when I make calls for something
28:05 absolutely so I get it what do you think most of my tips but I think I was like
28:11 four packed into one side you got the right point is like
28:17 be fear like trust yourself don’t take fear as a negative use that as your
28:22 strong suit learn from your mistake I think that’s my tip is like learn from it yeah you’re gonna make mistake but
28:29 learn from it and move ahead my tip is going to be
28:36 I want you to change the definition of this process
28:41 this industry sucks I’m sorry I I’ve been in it 31 years and I’m addicted so I can’t get out but for me the reason
28:48 that I have survived even when I’ve gone many times where I’ve had to let a client down and not be able to do a deal
28:54 but we’ve learned on the way so when my client and I know that we’ve exhausted all of our revenues we can all go to bed
29:00 don’t we gave it our best shot and so I would like you to change the definition of what you’re out to do get out of your
29:08 head I’ve got the biggest newest hottest deal and I’m gonna make 200 million dollars I’m gonna retire my family
29:13 you’re gonna go at it as I’ve got the coolest product and I’m going to Easter
29:19 egg hunt it you can use your version of it but for me you’re going to Easter egg hunt every piece until you get to the
29:26 success and use that objectively because that for me it’s up to my odds every
29:32 single time for my success so change the definition in your head so that it becomes fun because if not you have to
29:40 play Rocky theme song every minute of your life to keep coping right you guys
29:46 this industry’s tough all right you guys thanks again we really do appreciate you coming out keep these we’re getting emails
29:53 we’re getting some really good questions we’re getting really excited if you have guts for this call I
30:00 guess this is a perfect request if you have a product that you’re working on and you feel really safe
30:05 tell us if you would like our evaluation we would love to use you as an example evaluation if you’re fully
30:12 protected with a provisional or something like that then let us know that we can speak but we can also speak
30:18 on it for you if you just tell us what we can’t say like you don’t have to give us the secret sauce so if you want us to
30:24 evaluate guys don’t you think that’d be a blast that would be great because we might have contacts we can share we
30:29 might have resources for manufacturing we can share here we might I might be like oh my God I have a buyer just
30:34 asking me about this so give it to us we’d love it we take that challenge all right you guys thanks for tuning in and
30:40 may you succeed before you tank
30:46 it’s hard to play on that sorry alright have a great day thanks again bye