Partnerships You’ll Love

0:02 hi everybody we’re back and it’s midday
0:06 so you can guess that we have coffee and
0:09 I don’t have beer
0:12 I’m sure you had beer I was like all
0:14 right got his beer we’re rocking now
0:17 you guys we are going to talk about
0:19 Partnerships
0:20 Partnerships are near and dear to my
0:22 heart they to me are the way that you
0:25 can
0:26 grow faster scale faster
0:29 do better
0:30 and I wanted to find a
0:32 partnership I think to start out the
0:34 gate so that we make sure to me that’s a
0:37 win-win situation
0:39 that is where it can be a partner
0:41 that gives you does your prototype for
0:44 you for free it can be a manufacturer
0:45 that partners with you that pays for all
0:47 their tooling it can be a partner that
0:49 you use in development that helps you do
0:51 a piece that you don’t know how to do
0:54 it could be a partner yeah we’re not
0:56 really talking about the Partnerships in
0:58 terms of oh I’m going to form a company
0:59 and I brought in Partners necessarily
1:01 right that’s exactly different kind of
1:03 thing here we’re talking about
1:04 Partnerships for your business itself
1:06 exactly things that will help you scale
1:08 and succeed and get there quicker so
1:11 I’ll give you great example and we’re
1:14 going to try to stay on topic on that
1:16 because this I think is really really
1:17 valuable
1:19 when I did my claim to fame deal my
1:21 pantyhose package
1:23 it was a toilet paper roll she shot a
1:27 pantyhose in it stapled it and sent it
1:29 to me and I went what and so I reached
1:32 out immediately to a packaging companies
1:34 and I found one in Atlanta who offered
1:38 for free to see if they can make it
1:40 really cool for me and you guys it came
1:42 out I should show pictures someday but
1:44 it came out a little bigger than a
1:46 lipstick tube but a little smaller than
1:48 a roll of quarters just in case you
1:50 don’t know what lipstick tubes look like
1:52 and so you guys they spent a month and
1:54 they created something really impressive
1:56 and amazing and they figured out how to
1:58 make the Machinery to do it now I had
2:00 these really drop dead prototypes for
2:02 free and so to me that’s a killer
2:04 partnership
2:06 I have in the past I had a client
2:09 with a military product he had worked a
2:11 really long time on this product I came
2:15 on board and in three weeks I was able
2:16 to partner him with a manufacturer and
2:19 three Distributors that wanted to carry
2:21 the product so he had sales and he had a
2:23 partner for manufacturing no money in so
2:26 those are the kind of Partnerships I
2:27 really want to talk about because I
2:29 think if you can and I see
2:32 it that we get it but we don’t always
2:35 know who that real partner really is
2:36 like sometimes our our mind doesn’t
2:38 quite connect what that is and when I
2:41 say that I’m going to use the story we
2:43 talked about before with my love her
2:46 woman she’s a food broker
2:48 great at sales but she had a tent style
2:52 shower curtain
2:54 and she was looking at tent companies
2:57 to help her and the tech company finally
2:59 told her we don’t sell shower curtains
3:01 you need a shower curtain manufacturer
3:03 because they work with the Distributors
3:05 and the right retailers so once she
3:07 clicked she’s like Luanne duh I get it
3:09 now and so even the smartest people in
3:12 sales don’t always realize where the
3:14 connection is and so
3:15 so I want us to discuss that like
3:18 making sure how you identify but more
3:20 importantly like how to make those
3:22 Partnerships fair so it’s a win yeah I
3:25 was going to say there’s an underlying
3:26 theme in everything you were just
3:27 talking about right where the the person
3:29 that’s coming to the table that you’re
3:31 asking to partner with you on something
3:32 or you develop a special packaging for
3:35 you right they see the long-term benefit
3:37 for them or they realize why they should
3:40 be investing their time money and or
3:41 even energy just listening taking your
3:43 phone call right because if they can see
3:45 that value ahead for them then it makes
3:47 sense right obviously you get a great
3:49 packaging solution out of it they get
3:51 to do all the packaging for your
3:53 business exactly they they were smart
3:55 enough to know that if they
3:57 developed it they were going to own it
3:59 and they were going to get all of the
4:00 thing and you guys you know we got a
4:02 crazy amount of places that they went in
4:05 when you see these kind of
4:07 opportunities and you realize like
4:09 okay we want to find a good Partnerships
4:11 where do you start right how do you find
4:13 those kind of what do you what mindset
4:15 do you get in to start thinking about
4:17 okay how do I find those kind of
4:19 Partnerships for my product or my
4:21 business or
4:23 oh well if you’re asking me to question myself, it depends
4:30 because you can use Partnerships you
4:31 guys in all areas right I mean I’ve seen
4:34 people use Partnerships with their
4:35 patent attorney who gets a piece of the
4:37 action and he writes the patent for free
4:40 you know
4:41 but for me I try to look at what is
4:44 the what is the goal we like big picture
4:47 so where am I heading am I going
4:49 licensing am I going to manufacturing it
4:51 you know where do I want to be so I look
4:53 at big picture and then I look at what
4:56 are the steps that are going to take me
4:57 to get to my big picture and if it’s
5:00 kind of like saying if I go to step
5:02 one step two and then I jumped over to
5:05 Target and step three well didn’t I get
5:08 there a whole lot faster so in my head
5:10 that’s kind of how I look at it so I
5:12 like to start big picture and then I try
5:14 to see you know we joke all the time but
5:16 I try to look for how many free
5:18 connections can I make along the way
5:20 because I only have limited budget or no
5:22 budget and how can I find something so
5:25 having said that though what’s really
5:28 important once I figure out that like I
5:32 really do need a manufacturing partner
5:34 because I can’t afford the tooling and I
5:36 but I know my product is a home run well
5:38 I’m gonna find something that proves to
5:40 that manufacturer that my product is a
5:42 home run right because you want him to
5:44 have something that he feels really
5:45 confident that he’s going to win so
5:48 I would go and try to get buyer
5:50 feedback so that I could get somebody
5:52 interested so I can say that look I’ve
5:54 talked to Target
5:55 and it looks like they’re very
5:57 interested
5:59 I can teach a slight trick if it’s do
6:02 you think we’re safe to do that
6:05 so I mean I think you guys I could teach
6:07 a small trick
6:08 when I Market or when I’m looking
6:11 for a partner or I’m dealing with anyone
6:13 one thing I’ve learned in this world
6:16 just in life in general is
6:18 being sales people we over exaggerate
6:20 sometimes we get carried away so I try
6:22 really hard to stay on the money truth truth
6:24 truth the best you can like stay
6:27 on the truth
6:29 because the last thing you want to do
6:30 is get caught in the line but as
6:32 salespeople we know enthusiasm is really
6:35 powerful and so sometimes saying less is
6:38 more and so you can use your enthusiasm
6:41 sometimes to get a partner more involved
6:44 but so if I was going into a
6:46 manufacturer and I said I asked them if
6:49 they would be open to manufacturing my
6:51 product I don’t I don’t always just walk
6:52 in the door and say hi you want
6:54 to make this product for me
6:57 or do you want to be a partner and do
6:59 this for me for free I knock in the door
7:01 and I ask them would you be willing to
7:03 quote this would you give me an idea of
7:05 what the cost would be
7:07 and they are going to ask the simple
7:09 questions which are usually very common
7:11 like you know what price are you trying
7:13 to be at how what time you know you
7:16 want to they’re gonna ask what kind of
7:17 quantities I want
7:19 and when they come to that place
7:21 where they ask on the quantities
7:23 that’s when I like to say something like
7:27 I don’t really know because people are
7:30 liking it better than I thought or I
7:32 spoke to Target and it seems like they
7:34 liked it better than I thought
7:36 better than I thought is an
7:38 interpretation you’re obviously not
7:40 lying because unless Target told you no
7:43 please don’t use Target do you know what
7:45 I mean like use real stories like find a
7:47 distributor find a company that says wow
7:50 this has got some Merit or we I like it
7:52 I think it’s interesting so that you’re
7:53 not you can’t honestly look somebody in
7:55 the face when you’ve been told four
7:57 times it’s awful pass but when you can
7:59 say and most of the time I can usually
8:01 get people interested in decent products
8:03 o now you’re saying to your
8:04 manufacturer you know I’m not really
8:07 sure can you guide me on that can you
8:10 help me well now you just shifted a
8:14 sales call
8:16 to them so now they’re selling me on
8:20 wanting to make my product right because
8:22 you’re going in the door you’re asking
8:24 can I get it done how much is it going
8:25 to cost just like you have millions in
8:27 your pocket but you’re using enthusiasm
8:30 and hopefulness of your product
8:34 so that then when the guy sells you he’s
8:37 getting more excited about so maybe
8:39 another way even thinking about that and
8:41 looking at it is
8:43 realizing that there’s always two people
8:44 in the conversation and so allowing
8:47 space for them to use their creativity
8:49 in whatever it is you’re talking about
8:51 right because it may not always be that
8:52 particular conversation but if you’re if
8:54 you’re talking to somebody who you
8:56 believe might be a good potential
8:57 partner and you go in and you tell
8:59 them oh it’s going to be exactly this
9:01 and this and this and this and this and
9:03 you define everything right up front
9:05 right there’s no room for
9:07 creativity left whereas if you know
9:10 give them the general idea and then
9:11 allow their mind to like associate with
9:14 things that they’ve done or seen in the
9:16 past or some interesting well and what I
9:18 want them to associate with is the fact
9:20 that if you got target to say they’re
9:22 excited they’re going to their sales
9:25 team and they’re going to go holy crap
9:27 this person doesn’t really know what
9:28 they’re doing and they’ve already got
9:30 Target excited so their sales team is
9:32 kind of going wow maybe this is
9:34 something we want and so sometimes and
9:37 at the beginning of my career I got a
9:39 lot where they come back downstairs and
9:41 say would you consider licensing this
9:42 and sometimes my clients want that
9:44 because you’re at the perfect match they
9:46 want a new product you’ve got a new
9:48 product and they can tell that you don’t
9:49 have funding and you know what you’re
9:50 doing but if they came back and said
9:52 would you be open to licensing it you
9:54 can always say I don’t think I want to
9:57 do that but would you be open to you
9:59 know working with me and creating you
10:02 know a partnership relationship
10:05 I love that strategy because for me
10:07 it was like an 88% success rate that I’d
10:09 get asked a licensing deal because when
10:12 the salesman can take your enthusiasm
10:13 and go upstairs to a team that really
10:15 knows what they’re doing and they know
10:17 you don’t they can see an opportunity to
10:19 grab something and run which is really
10:21 fun
10:22 but I’ve actually I’ve literally gone
10:25 into a manufacturer’s before but I have
10:28 Distributors set up that say we want to
10:31 carry this we’ll buy 10 because a
10:33 distributor will buy your units and then
10:35 they’ll sell them and so I’ve had
10:36 Distributors say look we’ll buy 25 000
10:38 units for the year
10:40 I’ve you know I’ve gotten three in a
10:42 row you know so I know between them I’m
10:44 gonna sell sixty thousand units and I’ve
10:46 walked literally out of the back door
10:47 and walked in and said hey I see you
10:49 manufacture can you do this and then
10:51 they say great and then I’ve said look I
10:53 have a client who I just got three
10:55 Distributors that won 60 000 units but
10:57 he doesn’t have funding and boom right
11:00 away they see the opportunity to partner
11:02 and do that so those are kind of two fun
11:05 tricks that I like I mean but every time
11:07 I come with something that’s not just
11:09 taking advantage of the other guy right
11:12 some yeah it’s gonna have value it’s got
11:14 to be it’s got to be winning it’s got a
11:15 value because I also work in a lot of an
11:17 aviation and a lot of time we work with
11:19 our supplier
11:21 on developing new technology win-win for
11:23 us is we are bringing new product with a
11:25 new technology that doesn’t exist and
11:28 for the supplier their benefit is
11:30 they’re getting into the aviation market
11:31 so they want to work with us and use our
11:35 resources to develop that technology so
11:37 it’s win-win for both of them all the
11:39 time oh yeah and I see that a lot I see
11:41 a lot of times where manufacturers will
11:43 help you
11:44 in technology to get the manufacturing but if
11:46 you know you’re gonna have sales
11:49 it makes it easier than just me saying
11:51 oh I think I can do that right yeah and
11:54 I think it really is interesting because
11:55 you start to step back for a minute and
11:56 you if you think about it going in that
11:58 way you start to look at these potential
12:00 Partnerships as who else can benefit
12:02 from what I’m already doing exactly and
12:05 that is a mutual right exactly so if you
12:08 know and you can apply this to sales you
12:10 can apply this to product development
12:11 you can practice all over the place
12:12 right but if you’re already going out
12:14 there shaking a bunch of hands talking
12:15 to a bunch of people and connecting with
12:17 these ideal customers it’s like well who
12:18 else is doing the same thing that you
12:20 are their product is just complementary
12:22 or their solution is complementary and
12:24 so now you have the opportunity to like
12:26 power up together right some people will
12:28 do it in like a co-branding element
12:30 you’ve seen this done it like in in big
12:32 big ways right I mean we can think
12:34 of the really popular ones like I always
12:36 say Lego and Adidas right two huge
12:38 companies and obviously they don’t need
12:40 more market share but they get creative
12:42 and they’re like hey let’s partner
12:43 together this problem I love that and
12:46 you said something in our and if you
12:48 guys haven’t watched it he did the
12:50 crowdfunding
12:52 podcast and it was great what you
12:54 taught us and you mentioned that you
12:58 have to do this pre-campaign so that you
13:00 get all these followers so that when you
13:02 launch your Kickstarter that you’re
13:05 going to have sales and then you said it
13:07 works great for companies that continue
13:09 to bring out other products because
13:10 they’ve already built an audience but we
13:12 talked about could we share the audience
13:14 because if you’re like you said If the
13:16 product matched there’s a great fit for
13:18 partnership right as long as you’re
13:19 adding value there right I mean it’s so
13:21 that we talk about that a lot it’s like
13:23 when you’re whoever you’re talking to
13:24 your audience whether they come from
13:25 there whether you’ve built them is just
13:27 making sure that you’re adding value
13:28 because otherwise it’s noise right yeah
13:31 or and I’ve had it said before where if
13:34 it’s not done correctly and you’re not
13:36 bringing value I’ve had the other guy
13:38 straight out and say I’m not going to
13:39 let you ride on my brand I mean they
13:41 just they’re offended they’re like look
13:42 I was really hard to build a brand I’m
13:44 not going to let you do that but if you
13:46 bring a solution and I think we told a
13:48 story earlier
13:49 I’m gonna try to leave out a lot of the
13:51 details so I hope it won’t make sense
13:53 but I have a client who spent a lot of
13:56 money we’re trying to start over so that
13:58 she has some success I found someone in
14:01 her industry of her product that would
14:04 come out very big being an investor in
14:08 this product and they’re a very
14:09 successful wealthy company that can
14:11 partner and so it’s a really good fit
14:14 she doesn’t need a lot of money they get
14:16 a lot of they get a lot of goodwill
14:18 from it plus they’ll get you know a
14:20 piece of the company so it’s
14:22 sometimes that just falls into place so
14:24 beautifully and
14:27 I gotta say I mean that’s kind of what a
14:30 licensing deal is right you’re
14:31 partnering with a company that’s going
14:33 to manufacture and then they’re going to
14:34 pay you a royalty but I think that it’s
14:37 really powerful even when you want to
14:40 own your own company you know I do and
14:44 I that’s why I think influencers did so
14:46 big for a while you know you could get
14:48 an influencer or a vlogger to partner
14:50 with your product and now they made a
14:52 living doing that I don’t is that still
14:54 as popular now I feel like that’s not as
14:56 popular it’s definitely changed
14:57 especially because every time if you’re
14:59 talking about social media influencers
15:00 every time the algorithm changes it
15:02 changes their positions things
15:06 change quickly and so I think the
15:08 strategy has shifted it’s still a very
15:10 real thing
15:11 but people are starting to see more
15:12 and more value in like the micro
15:14 influencers and so I’ll kind of add that
15:17 in terms of this whole partnership idea
15:19 is
15:19 there’s obviously it’s like we want to
15:22 you know we want to work with and
15:23 license the biggest person out there
15:25 who’s got the most share of the market
15:26 but when it comes to Partnerships and
15:28 people that can help you achieve what
15:29 you want to do in the long run and
15:30 you’re looking at those steps like you
15:32 talked about earlier where you’re laying
15:33 them out think about the folks that
15:35 maybe they’re not huge maybe they’re not
15:37 super well known but they have a really
15:38 engaged group right if they’ve got a
15:41 thousand amazing customers that’s so
15:44 much more powerful than somebody who’s
15:45 got 10 000 people that are kind of
15:47 interested right there’s just oh I agree
15:49 because they’re hot warm ready they’re
15:51 loyal to you they’re going to do good
15:53 for you I love that so I would say don’t
15:54 don’t discount the little guys in a
15:56 sense well and I think the little guy
15:58 can give you a lot of fast momentum so
16:02 that a couple little guys and a big guy
16:04 is going to say hey you’ve gotta has a
16:06 process they’ve been around a long time
16:07 they’ve got more Gatekeepers right
16:09 they’ve got a lot of more red tape and
16:11 so sometimes it just takes longer to get
16:13 there so you can to your point get a lot
16:16 more momentum very quickly well and so
16:18 like we said in the beginning when
16:20 you’re thinking about a partner
16:22 you want to think about somebody that
16:24 you’re gonna excel
16:26 their business so I have another product
16:30 it wouldn’t be a direct connection to
16:32 the product but
16:34 it’s I know I’m trying not to
16:37 tell the product which makes this really
16:39 hard right
16:41 we’re gonna have like this whole or
16:42 this series of little things
16:47 so there’s a product but then there’s a
16:51 celebrity that has assets that you know
16:55 like recipes or experience or things
16:58 that would add an addition to this
17:00 product
17:01 so you’re not necessarily
17:03 getting the manufacturing product
17:05 partner but now you got somebody who’s
17:07 got this this reputation and and in this
17:11 Arena and they’re like hey we want in we
17:13 want to share our say recipes we want to
17:15 share all that when they say yes it
17:17 makes it a lot easier when you’re
17:18 manufacturer goes well wait a minute you
17:20 got Martha Stewart you guys I’m just
17:21 using scenario examples but you got
17:24 Martha Stewart on board wow then that
17:26 leverages for you do you get what I’m
17:28 saying so there’s other ways to pull
17:29 that partnership absolutely how how do
17:32 you use Partnerships
17:33 I think I use the partnership because I
17:35 think I said it earlier that I’m not
17:36 Google
17:38 because I didn’t know it all I try not
17:42 to I’m not a limited capabilities but I
17:45 think
17:46 there’s so many new inventions coming in
17:49 the market right the product
17:50 requirements coming in that I may not
17:52 have all the Technologies
17:53 I’m familiar with so I’m it’s easier for
17:57 me to instead of learning those
17:58 Technologies trying to find out how to
18:00 use it I can rather partner with
18:02 someone who already is good at that
18:04 Technologies it saves my time says their
18:06 time and we both get into that product
18:08 so I think that’s how I like to use
18:11 partnership to bring more unique product
18:13 to the market so I gotta ask a question
18:16 now
18:17 we
18:19 talked about this earlier i have learned that in any relationship
18:24 that I go into I try really hard to make
18:27 it a lasting relationship so I have a
18:30 slight belief probably sickness that if
18:33 I’ve met you we’re friends but they may
18:35 not think
18:37 but in my head I’ve always been that way
18:40 and so you know in fact I was just
18:42 saying that you know I’m at Disney and
18:45 last night I’m sitting at Disney and I’m
18:46 thinking oh my client would be great
18:48 here and I have a girl who’s buyer with
18:52 Disney had a merchandising who’s really
18:54 wonderful and I emailed her in this
18:56 morning she already told me No but I
18:59 have her like we’ve become buds in the
19:01 sense that she will answer my emails and
19:03 stuff but when you’re working with
19:05 someone you’re partnering more on a
19:08 financial I’m going to pay you right
19:11 you’re going to share the your fee
19:13 or do you kind of work off sometimes
19:15 relationships where you’re like I’ll
19:17 jump in and give you some help if you’ll
19:19 jump in my guys and give help depending
19:21 on Project to project sometimes I mean
19:24 it goes both ways like if I’m a
19:27 partnering with someone it’s like it’s
19:29 unspoken like if they need help I’m
19:31 gonna be there before it so I think it’s
19:33 just like that’s what the partnership
19:35 for me is like we help each other and we
19:37 build that product so he may get some
19:39 product that he need my help
19:41 yeah I gotta share a story and again I
19:45 don’t I want to tell it because it’s a
19:46 great one and it’s a great technique to
19:49 use to get you a deal but I want to of
19:52 course leave out some of the information
19:53 so
19:54 bear with me and keep me online if
19:56 it’s not coming over clear you guys I
19:59 had
20:00 a client who had a very cool product
20:03 it’s an apparel just so you understand
20:06 that industry and she really wanted a
20:10 licensing deal and did not want to
20:12 manufacture the product she had started
20:14 down the path and realized that that’s a
20:16 lot of work and so she came to me for a
20:18 licensing deal and
20:21 you guys sometimes you knock on doors
20:22 and you just can’t get a licensing deal
20:24 so I had made a relationship with would
20:26 have been an ideal licensing partner but
20:30 they were like no we don’t really do
20:32 that and so I did my rounds of you know
20:36 whatever’s in the industry and I came
20:37 back and I said to the one who I had
20:40 built a relationship we had a nice
20:41 conversation about why they wouldn’t
20:44 so I went back and I said you know
20:45 what have you ever or would you ever
20:48 considering helping us you know kind of
20:52 really tweak this and make it right
20:55 so that maybe you know we could
20:56 either come out under your brand but we
20:58 produce it we put up the funding you
21:01 know some way that we can maybe partner
21:02 so that would be enticing for you you
21:04 know so that we you know so we could
21:06 kind of work together and he was sort
21:09 of like wow I think I would have a blast
21:12 trying to help you guys create that and
21:15 so they he got all excited and you know
21:18 when you get people excited they all of
21:20 a sudden kind of see things a little
21:22 brighter than they might have started so
21:25 all of a sudden as he’s working towards
21:26 creating this he starts to realize that
21:29 you know what you guys I’m asking him to
21:32 figure out how to fit it into his brand
21:34 anyway why would you let us keep the
21:36 profits and it finally hit him oh that
21:39 license he ideal may not have been such
21:41 a bad one so it was a way that I could
21:44 create a relationship and it’s
21:46 interesting because really what you did
21:48 there is you asked him about like how
21:51 can I make this more valuable to you
21:53 exactly so sometimes you you can’t fully
21:56 get in someone’s head you know yyou
21:57 try a particular method and they’re like
21:59 nah but when you put that out there
22:01 like how do I make this you know
22:04 something that is exciting to you
22:05 something that gets you pumped right and
22:07 suddenly they you realize like oh that’s
22:09 the pain point that I had to overcome
22:11 and now they’re on board and it’s just
22:13 sometimes it’s literally just walking
22:14 hem down the little path that makes
22:16 them realize that well wait a minute why
22:18 am I this is really pretty good why
22:20 would I give it all away to you and
22:22 that’s what you want them to say and so
22:24 I have had an opportunity now to use
22:28 that several times where I’ve come back
22:30 where the company says look I like the
22:32 product I’m willing to be part when you
22:34 get it done to distribute it but you
22:37 know we’re not going to invest this
22:39 couple million bucks and so I you know
22:42 you continue down your path but then you
22:44 start thinking well how could I really
22:46 find out what could make that tip for
22:48 them and I’ve gone back and said what if
22:50 I have the 2 million would you guys be
22:52 helpless because you have a brand that
22:54 everybody knows well now we’re having
22:55 conversations the way that makes sense
22:57 for all of us because
23:00 they don’t want to be pushed at people
23:02 don’t want to be fed everyday they don’t
23:03 want to be forced everything right they
23:05 want you and so now I’m starting to
23:07 learn what their pain points are and
23:08 what would make it enticing and you know
23:11 for us as the inventor
23:15 of two million dollars
23:19 even though this company probably does
23:21 but if I had this company on board
23:24 there’s somebody out here that will help
23:26 me get the two million dollars so we’re
23:28 just trying to figure out now so those
23:30 are the kind of conversations that you
23:32 can have like I’m trying to give you
23:33 actual verbiage that you can go back and
23:36 say okay listen if you know since but I
23:38 built it so that they offered
23:40 distribution so it wasn’t like a four
23:42 something down them I used the little
23:44 bit they gave me and I created The Next
23:46 Step okay and that stuff’s powerful it
23:49 is and it sounds so simple but really it
23:52 boils down to that concept of how do I
23:55 find a win for this person that I want
23:58 to work with me exactly how do I make a
24:00 win for them and that they get it they
24:03 see it because then you’ve done you’ve
24:05 you’ve removed their roadblocks right
24:07 and so now they they get it why not and
24:10 so if that is how you can achieve your
24:12 next goal well then you know it’s a
24:13 win-win for both of you and you guys it
24:16 might be a step and then you go okay now
24:17 what do I have to do to make it more
24:19 win so we talk about it all the time
24:21 the Easter egg hunt in the world now
24:23 it’s not like it used to be I mean I did
24:25 my first 12 deals right out the door I
24:26 was like boom boom it was awesome there
24:28 was no competition now you gotta like
24:30 you gotta stand out and you got to be
24:32 better and you got to be wide and so
24:34 like you said it you may get over one
24:37 little hurdle you know you maybe get
24:39 your prototype hurdle and then you get
24:40 over the next hurdle and the neck so
24:42 keep thinking like you always say big
24:45 picture keep thinking out here and then
24:48 you’ll know how to work the next step
24:50 and how to make it make sense and
24:52 keep searching because every day you may
24:54 find something new like something just
24:56 broke
24:57 we years and years and years ago I
24:59 worked for United Way and years ago
25:02 and I don’t know if you guys remember
25:04 but I think Al Gore was in town and he
25:06 was with like Arnold Palmer or one of
25:09 them and he broke his ankle or something
25:10 I can’t remember exactly what it was but
25:12 we had a donated picture of Arnold
25:15 Palmer with a signature and we were like
25:18 oh we’ll hopefully we’ll get a thousand
25:20 bucks and we were really grateful for
25:21 donation but he’s local and so it was
25:24 kind of something we normally did well
25:25 the next thing we know he’s like all
25:27 over the all over the news I I didn’t
25:30 get to the PR fast enough to say we got
25:33 so much money for that picture right
25:36 timing right place right thing so keep
25:39 on that right follow Trends know what’s
25:41 coming know what’s going on
25:43 any more thoughts give me a tip
25:45 I think for a tip I would say you know
25:48 make space for yourself frequently to be
25:52 open to these ideas and Partnerships
25:54 right and then kind of layout that path
25:55 like you talked about take the time to
25:57 go ahead and lay that out and then as
25:59 you progress through each step make a
26:01 little space for yourself to look and
26:02 say is this an opportunity to partner is
26:04 this an opportunity to have find a
26:06 win-win relationship because you’ll find
26:08 that whether you’ve just started
26:11 potentially licensing or whether you’ve
26:13 been in manufacturing for years and now
26:16 you’re looking to reduce cost by doing
26:17 you know design for me
26:21 on a whole tangent on that topic alone
26:23 oh no I’m gonna keep quiet on that do
26:26 another episode another episode we
26:28 definitely need one for that no matter
26:30 where you’re at in there look for those
26:31 opportunities oh yeah because even if
26:33 you’ve been selling I mean there’s a
26:35 company that’s done 35 million in two
26:37 years in sales but they’re still looking
26:38 down the partner with a retailer because
26:40 you can’t do online forever whatever
26:41 that relationship is give me a good one
26:43 I think my one thing is like partnership
26:45 is it’s never like
26:48 it’s what’s in it for you you have to
26:50 consider what’s in it for
26:52 them and I think that’s where you can
26:54 win better partnership and you can find
26:56 better Partnerships so I think that’s
26:58 very key to find a good one
27:01 my tip is have the courage to ask for
27:04 the partnership but ask it in the right
27:07 way so I’m this is a little bit random
27:11 but it’s going to hit home you’re going
27:13 to understand and I know we’ve said it
27:15 before when you are an inventor and you
27:18 sit down and say I have the only one
27:20 there’s no competition and that’s why
27:22 we’re going to make a billion dollars
27:23 you have lost every single person that
27:25 you will ever talk to because it just
27:27 doesn’t happen there’s always
27:28 competition there’s no not one product
27:30 that makes a billion dollars maybe cell
27:32 phones but you know what I mean that’s
27:33 really hard to come by so if you’re
27:36 actually just asking for help like I
27:38 gave some examples don’t be afraid to
27:40 ask for help don’t be afraid to say you
27:43 know what could I do could I bring the
27:44 money could I whatever it is so that we
27:47 can fix it so assets get results so how
27:50 can you do that to have the courage to
27:52 ask all right I think that’s it come see
27:55 us again you guys keep sending us stuff
27:57 we’re loving it thanks