The 7-W’s Of Developing Products

0:03 welcome back everybody we are here at
0:06 before you tank we are hoping to help
0:10 you thrive in an industry that we say
0:12 sucks
0:14 again we say it sucks because it’s a
0:15 two percent success rate so
0:18 not because everything in life is
0:19 sucky
0:21 because you know you’ve got to get to
0:24 know us a little bit and um Pawan is
0:27 kind of quiet
0:28 he has that intense accident accent
0:31 that is gorgeous but it’s sexy and
0:34 quiet and so just for fun I’m going
0:37 to tell you just to give you a a summary
0:39 of us I always have a coffee
0:43 Keith has a delicious latte fancy coffee
0:46 I know where you’re going but Pawan has
0:49 to have a beer just so you guys get
0:51 where I’ve had it on season
0:53 we are afternoon we’re allowed to
0:54 drink at September day but he does
0:56 better with a little cocktail so I just
0:58 want to let you know that he’s that
0:59 laid-back Brazilian boy right
1:01 Indian but you were in Brazil
1:04 I love Brazil but I mean yeah oh you’re
1:06 like this incredible World traveler this
1:09 is so exciting all right you guys I
1:11 really want to have the subject
1:12 conversation because Pawan is really an
1:16 incredible expert in product development
1:19 but not just designing a product but how
1:23 to do it so it’s simple to manufacture
1:26 Mass produce it huge volumes and really
1:30 keeping it affordable so that we have
1:32 all have a chance for success and so
1:35 he gave me this list which I’m I can’t
1:38 even tell you how excited I am
1:40 it’s a really neat way for you to work
1:43 with your inventors to kind of get in
1:45 their head and understand and you call
1:47 it the seven wise of product development
1:50 we probably won’t have time to hit on
1:51 all of them but I do have a I’m sorry
1:53 seven W’s oh my God you guys it’s seven
1:56 dollars on on for product development so
2:00 I’m going to start with an actual W not
2:02 a y and but everything leads to Y right
2:07 okay so let’s start with what is the
2:10 problem that you are trying to solve
2:12 with your Innovation so that’s the
2:14 first question that you like to ask
2:15 people yes what is the problem they’re
2:17 solving it’s explain like what you’re
2:19 looking for them to kind of share with
2:20 you yeah just before jumping onto that
2:22 question actually
2:23 why the seven
2:26 Ws I’m working with the inventor
2:27 right I really need to understand his
2:29 mind because I need to pull everything
2:31 in his mind on the table to me to
2:35 understand what exactly he’s trying to
2:37 develop what is his intentions why why
2:39 he wants to do that or what is the key
2:42 point and how he wants to
2:44 where is he in his development so I know
2:46 where to jump in so these seven W’s I
2:49 created based on that so once I ask
2:51 Those seven questions I’m gonna have
2:53 cleared the idea about what is what he’s
2:55 doing what why he wants to solve the
2:57 problem and where he wants to go and how
3:00 I can help him out because some of the
3:02 products I’ve seen that they already
3:04 have prototype developed so I don’t need
3:06 to go for the basics but some of the
3:08 people just come up with the sketch hey
3:09 I have some this idea what can we do so
3:12 I just want to understand where I went
3:14 so I can give them proper help because I
3:17 don’t want to take unnecessary money
3:19 from them if I don’t have to oh and
3:22 you’re so good at that I really do
3:23 appreciate that he you guys he does so
3:25 much work for me I’ll draw you this I’ll
3:27 figure that out for you
3:28 so you are fabulous but I like that
3:30 because I think
3:33 I think head of the way the innovators
3:35 thinking then you know how to develop it
3:38 in the way to solve the problem that
3:40 he’s wanting yeah and I think it’s
3:41 helpful both of us because I’m gonna do
3:43 it quicker than he’s trying to explain
3:45 me later on they just work there so
3:48 going back to your first question is
3:49 what is the problem you want to solve
3:51 and I think that’s very important
3:52 because you are creating something right
3:54 so what is it that you’re trying to
3:57 solve so if I know understanding better
3:58 I can help you or I can just give you
4:01 guide about some with my experience
4:02 maybe you can do this depending if
4:06 he where he has in his patent status
4:07 like whatever he is at least but I can
4:09 look into his document and say Hey you
4:11 have this but you may be missing these
4:13 things to give him some more ideas about
4:15 what he can do and everything so just
4:18 using my experience for past 20 years to
4:20 be working in the aviations and all the
4:22 startups and everything just give them
4:24 an information I’m not just the guy
4:25 who’s going to do product but I just
4:27 prefer that way oh and I think
4:32 we almost need to think about this one
4:34 step further when you say what problem
4:36 are you solving and you’ve say this to
4:39 me you’ll say does that problem really
4:42 need to be solved and by how many people
4:44 right because don’t you agree sometimes
4:46 that people think they’re solving this
4:48 terrible problem that’s theirs but it
4:50 may not be a big enough problem that
4:51 it’s a real issue a problem a product
4:53 that would sell right don’t you think
4:55 there’s something to that and so if you
4:57 get in their head then you might be able
5:00 to bring in those added features that
5:02 now make it a problem that’s more mass
5:04 appealed correct that also and I’m
5:07 trying to make the product simpler too
5:08 it helps me to make it simple because a
5:11 lot of time and I’ve seen that repeated
5:12 like people want to come with a new
5:14 innovation and they want to
5:16 if he invent the wheel if you want to
5:18 say that right they want to admit the
5:20 simple thing but they want to make it
5:21 complicated and I think working in the
5:23 aviation I know that you make things
5:25 complicated you’re gonna have a problem
5:27 in going in the future so try to make it
5:29 simple so if you have something existing
5:31 try to work around it so Marvel said
5:34 that don’t reinvent the wheel but work
5:36 around the wheel and find better way to
5:38 use the wheel that’s right and I think
5:40 that helps me to understand once I
5:42 understand what their mind is yeah
5:44 that’s such a good example of the
5:45 difference between working somebody who
5:47 truly treats you as a partner versus
5:49 just you know a client right when you
5:51 just hire somebody they’re going to
5:53 provide a service done done you know
5:54 it’s kind of a transactional sort of
5:57 relationship versus building a real
5:58 relationship where you can establish you
6:01 know here’s the goals for the company
6:02 here’s the goals for the product here’s
6:03 what we’re really trying to accomplish
6:04 the problems we’re trying to solve you
6:06 get that level of understanding then you
6:09 really enable that partner to do their
6:11 best work
6:12 yeah I agree and I think that really
6:14 ties in with other things that we have
6:16 said before which is that you have to
6:18 let go of the fear that pawan’s going to
6:21 steal your ideal or your product
6:22 developer is going to steal your ideal
6:23 and realize that he genuinely has this
6:26 20 years experience he can look at it
6:28 he’s looking at it so deep in a way that
6:31 you can’t even look at to know that when
6:33 it gets to manufacturing it can do all
6:35 that so let him be there for you use him
6:38 for that talent and skill share what
6:40 you’re thinking I know I do that really
6:42 well because I have no technical
6:44 experience so I know I’m like can you
6:46 just make this happen and you go uh is
6:49 there a framework and I’m like nope I
6:50 got nothing and you can go and do magic
6:52 but some people get really I’ve had
6:55 that and they will never launch they
6:57 keep fixing it and they keep fixing it
6:58 and they keep fixing it we never hit a
7:00 launch date and they’re they spend all
7:02 their money and there’s no money to
7:03 launch so I really like that you’re
7:06 really asking those great questions and
7:08 it’s not only me like there’s more other
7:10 products I think
7:13 if they want to work with the product
7:15 developer they need to understand this
7:16 is how we should be working there’s
7:18 someone there for our developer needs to
7:20 ask them a question in this sense to
7:22 understand that they’re good partners
7:24 actually they want to be really
7:25 partnered with the product developer to
7:27 work together and just develop it and I
7:29 think that’s what I prefer to work like
7:31 that yeah you do work really well as a
7:33 partner and I mean we all know the
7:35 horror stories because I get them all
7:36 the time you know people have spent a
7:38 lot of product and then the development
7:40 and they get nothing
7:42 I just want to say a couple things on
7:43 that because I really want us to be
7:45 positive in that in our Arena and it we
7:48 are developing new things right so we
7:50 are trying to invent new products so
7:52 that’s not always easy to do right
7:55 sometimes you take on something
7:57 Keith is the actual rocket scientist
7:59 tell you guys
8:00 and you know then of course Pawan
8:02 worked in Aerospace so they know really
8:04 complicated products but it does happen
8:07 I mean it does happen that you think
8:09 you’re doing something really simple and
8:10 I’ve had a product that used some
8:11 magnets to make LED lights and I thought
8:13 how simple is this and it wasn’t it was
8:16 really complicated so I say that because
8:18 when you are picking your product
8:20 developer the guy who’s sincere which is
8:23 Pawan
8:25 he’s going to say look you know
8:28 there’s obstacles here there’s some
8:30 issues here like we need to know this
8:32 and
8:33 I have a really hard time getting him to
8:35 charge
8:36 but it’s because he will like draft
8:39 out like this is what I think it could
8:41 look like and I am the queen of take
8:43 that and run but if you don’t know how
8:45 to take that and run and you’re actually
8:46 getting to this finished product you
8:49 know listen to that find that so one of
8:52 the questions that I like that you asked
8:54 here was you added your W’s was
8:58 you asked the the question that we
9:01 all that we swear by which is that
9:04 one-fifth rule you ask what is the
9:06 target cost for production like what is
9:09 this supposed to do because you guys
9:10 that sets the stage and we always
9:13 joke about you know getting to that
9:15 right cause but you guys there’s
9:16 products that are luxury and you can
9:18 sell them like we joked about Chanel but
9:20 you can sell them for the high-end World
9:24 but they can still be made of cost
9:26 effective in case you can’t then you
9:28 come down so you guys I don’t know if
9:29 anybody knows this or really realizes
9:31 this but in most Industries there’s
9:33 anywhere from 5 to 20 manufacturers but
9:36 they make for everybody right so they
9:38 just there’s only x amount of like
9:40 pantyhose manufacturers there were five
9:42 but everybody’s Brands came out of that
9:44 oh yeah and so people don’t realize that
9:46 you are probably getting it for the same
9:48 price as your neighbor at Walmart and
9:50 I’m selling mine at Nordstrom’s but
9:52 we’re also on the same product but when
9:54 Pawan looks at a product you’re always
9:56 looking at it as cost effective even if
9:59 you’re a luxury brand which you guys
10:01 that means huge margins okay only
10:03 speaking of the luxury going back to the
10:04 margin speaking of luxury event I used
10:06 to develop the thief or the business
10:07 class or executive that’s the luxury
10:10 Market that I get through that but at
10:13 that time is also our whole goal is to
10:15 reduce the cost make it simple because
10:17 that increases your profit margin which
10:20 is good for you yes and the reason I
10:22 asked the price is again going back to
10:24 the one-fifth rule a lot of people don’t
10:26 know how important is that one fifth rule is to
10:28 so once I know what’s that price range
10:31 is then I can look into that okay can it
10:34 be even possible to begin with exactly
10:36 that’s brilliant you’re right so we’re
10:38 not even wasting the time mailing a
10:40 prototype if it needs to be built for 20
10:42 and you’re like the cheapest I can get
10:43 the materials just the materials is 45
10:47 and we know there’s not a Fighting
10:48 Chance that’s actually apparently it
10:50 helps everyone on the going for in the
10:52 chin that is really brilliant so you
10:55 guys you guys know our favorite tip is
10:57 always wait for your developer to ask
11:00 you what cost it’s supposed to be what
11:02 retail you’re selling for and if they
11:04 don’t don’t walk run out of there okay
11:07 the other another why another W I
11:11 don’t know why I want it to be a y but
11:13 that’s something why before another oh
11:16 yeah did I do it again okay
11:18 why is it important that you solve
11:19 this problem
11:22 I mean that that’s not the product
11:24 developer but if you’re really going
11:25 anywhere you’re trying to solve
11:27 something
11:28 what’s in it for you right I mean I
11:30 let’s say if I partner with this great
11:32 Innovation he start over there in the
11:33 middle of the relationship says
11:35 no I’m not interested anymore so we both
11:38 wasted our time he wasted his money and
11:41 I could have done something else so I
11:42 think it’s more important like what you
11:45 in it for you because it needs to really
11:47 come from deep inside your heart like
11:49 you need to believe in your product why
11:51 you want to solve the problem
11:53 oh my God you’re so kind
11:55 most, don’t you think Keith most product
11:59 developers are i don’t care whether you’re finish
12:01 or not as long as i get my pay check and you’re really concerned that
12:03 they’re going to spend money on
12:04 something that they’re not going to
12:05 pursue is what you’re saying I keep
12:06 saying that like many times that like
12:08 you can send me some other clients and I
12:10 keep hearing like they got ripped off by
12:13 the clients someone was there they spent
12:15 thousands of dollars and then when we
12:17 start talking about that we are alive
12:19 they don’t have nothing they’re just a
12:20 couple of the screenshots from the
12:22 product developer and I was like you’re
12:24 wasting so much money on that and to
12:26 build on that you know even if you
12:27 get your product right you get it going
12:29 prototype that that same question is
12:31 important when you get to the stage of
12:33 hey I need to scale up I need investors
12:34 right if you’re pitching to an investor
12:36 and they want to know okay but why are
12:38 you solving this problem right because
12:40 they want to know that if they’re
12:41 putting money in to help you scale this
12:44 up same reason right you’re not going to
12:46 walk away you’re really like you are the
12:48 right person to solve this problem
12:49 you’re fully invested and committed it’s
12:51 such a right and the more personal it is
12:54 the more passionate about it right and
12:56 as long as there’s Mass Appeal right
12:58 because that’s what they’ve invested in
13:00 enough products that they know that a
13:01 lot of them are going to fail or a lot
13:02 of them are going to run into roadblocks
13:04 right but if they invest in the right
13:05 person behind that product that they’ll
13:07 figure out a way right and I think we
13:10 see that on Shark Tank I don’t watch
13:11 that enough but I do think I’ve seen
13:13 people where they’re like I’m out
13:14 because you’re not going to do this or
13:17 you haven’t even gone to some sales you
13:18 haven’t put the effort in yeah so you’re
13:21 right if their heart and Soul’s not in
13:22 it that’s a really great question yeah I
13:24 think it’s that’s like going back to
13:26 one thing you said that oh you want to
13:28 be partnered with your product developer
13:30 so it goes both ways I want to be
13:31 partner with the you know it I
13:33 need to know he is full he is in the
13:35 game if not then I’m I know that it
13:38 won’t it’s not going to happen
13:40 and I’m used to hearing that from
13:41 manufacturers because manufacturers
13:43 don’t want to set up and do one run
13:46 because they make their money on many
13:48 units so they don’t want you to be the
13:50 guy that buys a thousand sits in your
13:52 garage and never comes back but I’ve
13:53 never heard it from a product developer
13:55 I love that about you I knew I loved you
13:56 from the day I met you
14:00 another
14:02 W question you asked is the current
14:04 state of your product
14:06 okay so explain why that’s important I
14:09 think I thought it was reading the state
14:11 your products and like but I get it yeah
14:20 it’s in Florida it’s in Florida you can
14:24 come pick it up anytime you’re in New
14:25 York you know like okay sorry I got a
14:28 chance to travel you know that’s it so I
14:29 love it okay you met this nice stage in
14:32 what you did okay yeah it’s still in
14:34 there but I think whatever reason I want
14:36 to do is because when generally I we I
14:38 work with the product and I think that’s
14:39 the right way to do it once I meet them
14:42 first time I understand their product
14:43 with all this questionnaire right then
14:45 I’m going to give them okay this is what
14:46 is going to cost you to go ahead
14:49 so put get that information I want to
14:52 know what is the current state of the
14:53 product like
14:55 it’s just a napkin sketch right now that
14:57 you’re thinking about making it or you
14:58 already have done some research then I
15:01 need to take it build up based on that
15:03 or where what so what’s easier what’s
15:06 easier for you to because I know you’re
15:08 the king of fix it so is it easier for
15:11 you to have the product that’s already
15:13 at like
15:14 mid-stage and now you have to kind of
15:16 rebuild around it or is it easier for
15:18 you to have a napkin I think you feel is
15:20 a napkin because it’s a fresh
15:22 paper and
15:23 letters you can
15:25 i enjoy
15:26 at this stage more because I think
15:28 that’s more challenging right but that’s
15:30 because of me I enjoy it like it’s
15:32 trying to solve the problem I think
15:34 whole thing is solving the problem and
15:35 you know the aviation is always we are
15:37 running into the problem next thing is
15:40 we gotta solve it we have to solve it so
15:41 I think I just there but I think the
15:43 best way to solve it is if it’s a napkin
15:45 sketch that’s the best because then you
15:48 can talk with them and I think is it
15:50 good also because that phase you can
15:52 also work with the patent attorney
15:56 so it’s not too late you’re not stuck in
15:59 pigeonhole because I experience the same
16:01 thing in my world right if somebody’s
16:02 come and they’ve got this amazing
16:04 website built and it’s got this huge
16:07 problem right they probably already
16:08 invested so much that like it’s painful
16:10 for them to have to read I’ve had you
16:13 quote me for that it’s so painful
16:16 because I hear it a lot and I actually I
16:18 get the question I understand where it’s
16:19 coming from but like this guy did this
16:22 stuff I’m in this really bad position
16:24 can you fix it for next to nothing for
16:27 me like now they’re hoping you bail them
16:29 out right exactly and so it’s really
16:30 painful and so similarly in the product
16:32 development world
16:33 oh I developed this but it doesn’t match
16:35 my patent right and so it is so painful
16:38 when you get to that point which is why
16:40 I hope that a lot of folks are hearing
16:43 this and taking these things and really
16:44 applying them you know it’s easy to hear
16:46 it but it’s like that application you
16:48 know and and we’re going to make sure
16:50 that these why questions you’re he’ll
16:53 give us a little format it for you and
16:55 you can take it with whoever you want to
16:56 go
16:57 just as a Shameless plug for Pawan he
17:00 does take clients
17:02 so we’ll we’ll try to put some way if
17:04 you do want to reach out to him because
17:05 if
17:06 and I don’t know Pawan long term but I
17:11 know how many products you’ve looked at
17:12 for me and the just you guys I’ll tell
17:15 him my guy’s already spent a fortune
17:17 tell me where I’m at what do I do and
17:20 he’ll give me a drawing and then I can
17:22 take that and run with it for a
17:24 licensing deal where you couldn’t do it
17:25 if you’re taking it to Market but you’re
17:26 like no I’m not going to bill you last
17:29 thing I want to do is tell this guy he
17:30 owes more money now having said that we
17:33 do have to give him paid work and we do
17:36 want him to get it but you may have
17:39 somebody else that you can use this wise
17:41 with so you know you don’t necessarily
17:43 want to work with Pawan or you have
17:45 somebody that you love please use this
17:47 as a guideline like you said to put it
17:49 into motion so that when you are getting
17:51 a prototype they get where you’re headed
17:53 because like we were saying it’s we are
17:56 Reinventing new things we are inventing
17:58 new things
17:59 and sometimes it’s hard and sometimes
18:00 a company will quote you when they think
18:02 they could get it done and it turns out
18:03 you can’t because if something happened
18:05 but if or they did it wrong and now
18:09 they’re not going to eat it even though
18:11 they probably are at fault I don’t think
18:13 I’ve ever seen a company really eat it
18:14 so if you get in your head if they can
18:17 relate then you are going to get the
18:19 best shot at getting the product that
18:20 you want and I mean just know that it
18:23 can be expensive I mean you got to have
18:25 a budget for that prototyping but get
18:27 your quotes up front yeah you have to be
18:29 open for all those things and I think
18:30 the whole reason we started this podcast
18:32 really this first of all two-percent
18:34 success right we want to get people more
18:37 into getting that two percent success
18:38 because this industry sucks and I think
18:40 just if I’m just trying to be productive
18:42 it’s trying to rip off from the money or
18:44 just making the money then if it’s all
18:46 the purpose we want people to be
18:48 successful exactly we’re shooting for
18:50 success I want to Define that just for
18:52 fun
18:53 because I was thinking about that a
18:55 lot in a two percent success rate
18:58 obviously the ultimate success is
19:00 your products on the market and it’s
19:02 selling like a bazillion dollars but if
19:05 your products on the market and you’re
19:06 replacing your salary isn’t that a
19:08 success in my world that’s a success
19:10 yeah it’s such a good point
19:13 really just look
19:14 at breakout success right the apples
19:16 Teslas and whoever’s of the world that
19:18 you know are making multi-million
19:20 dollars
19:22 but really knowing what kind of getting
19:24 back to your why right what does that
19:26 success look like for you because there
19:28 are some fantastic what we might call
19:30 lifestyle business or like small
19:31 business where honestly it provides so
19:34 much more time Freedom or hey I can
19:36 spend more time with my family right
19:37 because now I don’t work on nine to five
19:40 you know I just have this passion
19:42 project that’s supporting what I really
19:43 want to do and that’s spend more time
19:45 with family or see more of the world or
19:47 whatever that passion is for you so
19:50 Defiance is as a real success and I have
19:52 someone that
19:54 I won’t mention his name but he is an
19:56 incredible
19:57 kid even though he’s not but to me
19:59 he’s a kid who I mentored with and he
20:01 was so passionate about Innovation and
20:04 he kept trying he kept trying and he
20:05 finally came up with something I want to
20:06 tell you that like a sticker that’s like
20:09 almost ridiculous concept but it was
20:11 brilliant and he’s in like 250 locations
20:14 and he’s able to be home with his family
20:15 and so maybe he doesn’t you know I think
20:18 maybe he started out wanting that
20:19 breakthrough killer moment but he really
20:22 has created I’m so proud of him I’m
20:24 gonna cry because I’m a big crybaby but
20:25 I’m so proud of his determination and
20:28 it’s consistent but I also wanted to
20:30 touch on this success so for me and
20:33 again you know we’ve talked about how I
20:35 don’t believe in Failure the only way
20:36 you can fail is if you don’t try so I
20:38 probably over try because that works for
20:40 me but
20:41 in this case what I’m thinking of is
20:44 just like
20:45 successes I got a really good patent
20:48 attorney and I’m comfortable with the
20:49 provision I’m getting success
20:52 I’ve got a product developer who’s
20:55 affordable who’s working with me and I
20:58 got a product that actually works
20:59 success right because you guys in a two
21:03 percent success rate you may not get all
21:04 the way to the end but you got to know
21:06 where you’ve succeeded so when the when
21:08 you come back the next time if you come
21:10 back or whatever where you fell so
21:13 I think when you can develop a real
21:15 genuine product because I can’t
21:18 I didn’t like product Developers for a
21:21 reason because I’d always say junk I’d
21:23 always get junk and when you now that I
21:26 can appreciate when you get someone that
21:27 can really make a product I’ve had
21:29 product developers make me a product
21:31 that’s so good I can show a buyer as a
21:33 finished product
21:35 we have to celebrate that success so in
21:38 an industry that sucks or in life oh my
21:41 God if you make it through a day and you
21:42 didn’t yell at somebody in our world
21:44 today that does us right I mean
21:48 seriously if they got my coffee right
21:50 dang I’m happy right so I guess I’m
21:52 saying let’s try to savor that along the
21:55 way so that way this industry that
21:57 everybody wants to quit on or they call
21:59 us because they’re so fed up and they’re
22:01 taking the frustration out on us I think
22:03 you know and rightfully so in some ways
22:05 but let’s celebrate those right
22:07 don’t you agree and if it starts with
22:10 developing it right it really does and I
22:13 think what you just mentioned is
22:16 I think just appreciate what you’re
22:18 achieving it just don’t
22:21 feeling like bad about or this didn’t
22:23 happen that didn’t happen just enjoy
22:25 what’s in front of you enjoy your or
22:27 whatever yeah I think that’s every day
22:30 you do that you will feel more
22:31 successful I do that every day you know
22:33 I have to laugh because you guys I
22:35 probably have built upon that for two
22:37 reasons one is because I can’t always
22:38 get a deal I can’t always figure it out
22:40 but more importantly I’ve lost five
22:43 deals because my inventors I let them
22:46 talk and I love them but something will
22:49 happen in the conversation and sometimes
22:51 we think our products worth so much more
22:54 than it really is and it usually comes
22:56 down to that negotiation and then all of
22:58 a sudden they get greedy and and I’ve
23:00 heard it probably four out of the five
23:01 times listen we don’t care if they’re
23:03 the last product on the planet we look
23:05 at products every day and we don’t need
23:07 that attitude and it’s not the thing my
23:08 inventors mean harm but people get so
23:10 excited and they’re seeing the deal and
23:12 they’re like I want 500 million down and
23:14 I want you know I want this royalty and
23:17 Constance who is someone who sent us
23:20 in some stuff I mean she really got a
23:21 handle on that really quick where she in
23:23 the beginning she was so excited and we
23:25 talked about she did her research and
23:27 she realized that the money comes in the
23:28 royalty deal and so now you can see you
23:30 can see and so demanding up front and
23:32 you can get a deal so I started telling
23:34 myself okay those are five deals I
23:36 scored whether you guys chose to take it
23:39 or not I got that deal for you you know
23:41 and we could have closed that deal if
23:43 you had not been thanked so that’s the
23:44 reason I think I have now tried to
23:46 change my vision into the fun of the
23:48 journey and then instead because
23:50 otherwise I would go to bed it’s really
23:52 sucked because you guys might I make my
23:53 living on a back end I need you to
23:55 succeed and so when you you can’t be mad
23:59 at your inventor he has the right to
24:00 say no but you want to kill them don’t
24:02 understand but you know you really are
24:03 sad so
24:05 and I know that kind of went down a
24:06 different path but I do think it’s worth
24:08 discussing that when you are looking to
24:11 get deals and to succeed in this
24:13 industry when you finally get to the
24:14 marketing point you know
24:16 when you get a sale on Amazon the first
24:19 one that’s just as big of the day that
24:21 you work up to 100 because if you didn’t
24:23 get one you didn’t get to 100 right so
24:25 please Savor that the wins along
24:27 the way savor the wins along the way tip
24:29 for the day I would say I’m going to go
24:32 back to that knowing what success is for
24:34 you right because I think that’s
24:36 individual for each one of us and so I
24:38 think if you define that early that’ll
24:41 help you craft whether you’re walking
24:43 into a negotiation deal or whether
24:44 you’re talking to a product developer I
24:46 think that’ll really help you craft your
24:47 vision yeah that’s a great that’s a
24:49 great tip and I think one of the my tip
24:52 is going to be one of the one of the W
24:53 I’m going to use it like
24:54 tell your product developer what exactly
24:57 you’re looking for
24:58 like he’s not gonna read your mind so
25:01 basically okay if they’re open
25:02 communication
25:03 have that tell him that okay hey this is
25:06 my vision this is what I want and I
25:07 think all these W’s are basically going
25:09 to create that path
25:12 develop that partnership so become
25:14 partner with your product developer and
25:16 tell him everything exactly what you
25:18 want and it will help you in the future
25:21 and I have a great analogy for that you
25:23 know me and my stories and my analogies
25:24 but I have a great one I have you ever
25:26 been with somebody who’s like oh my God
25:28 I just saw the best movie ever and then
25:30 they begin to like relive the movie and
25:34 they’re in it because they’ve seen it in
25:36 their head and they’re reliving the
25:37 movie and you’re still stuck going I’m
25:39 sorry what did the first guy do to the
25:40 other guy do you know what I’m talking
25:41 about like you have no way to completely
25:43 put all the pieces together so now
25:46 somebody rehashes a two-hour movie in 35
25:48 minutes and you really caught what a
25:52 piece of it like I remember that the guy
25:54 falls in love with the girl and then
25:56 that’s like all you got so imagine that
25:58 you’re sitting down telling your product
25:59 developer your entire Vision but he’s
26:02 never seen the movie so I like that I
26:05 think my tip is to remember that your
26:08 they have they haven’t gone
26:10 you’re your product developer hasn’t
26:12 been where you’ve been mentally and so
26:14 therefore you really do and if you can
26:16 sketch something if you can bring
26:18 samples put ones constantly going like
26:21 I’ll say I want to add this I don’t know
26:23 this handle to this product and he’ll be
26:26 like what and then he’ll come back and
26:28 he’ll send me a picture and he’s like is
26:30 this at all close and I’ll be like oh my
26:31 God this is exactly but sometimes it’s
26:33 not so do that bring them to the movie
26:37 with you all right you guys I want to
26:39 thank you so much this has been
26:41 incredible please keep sending emails
26:44 asking questions
26:47 tell us what you want to know like we’re
26:49 having a blast and we think we’re giving
26:51 you really quality value information but
26:54 if we’re not tell us kindly
26:57 because I am sensitive all right you
26:58 guys thanks again and I really
26:59 appreciate you for showing up thanks