Adam Levine Pitches His Product to The Pitch to Get Rich Hosts

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The Inventors Launchpad Network – Is proud to present The Pitch to Get Rich show, Co-Hosted by Karina and Jared Rabin Inventors of the Hang-O-Matic and Carmine Denisco, Managing Partner with Inventors Launchpad. Karina serves as a partner in the business and manages Hang-O-Matic’s sales, distribution and marketing departments. Since helping bring the company to market in 2014, Karina has helped sell more than 300,000 units. Her tenacious and go-getter attitude have landed Hang-O-Matic on the shelves of industry giants such as Bed, Bath and Beyond, and Hobby Lobby. Now, Karina and Jared want to teach YOU how to pitch your product and get it selling!

www.thepitchtogetrich.com

This Podcast is brought to you by the Inventors Launchpad Network.

www.inventorslaunchpad.com

Watch the podcast here!

 

Podcast Notes

1YouTube generated podcast notes, please excuse any typos.
hi and welcome to the inventors
0:04
Launchpad Network I am super excited to
0:07
introduce a brand new show on our
0:09
channel lineup I couldn't think of a
0:11
better set of co-hosts than the
0:13
inventors of the hanger Matic which is
0:15
currently selling in thousands of major
0:17
retail stores around the country let me
0:21
introduce my co-host for the pitch to
0:23
get rich show Karina and jarred Raven
0:26
hey guys you over there yes we are here
0:29
thank you very much that's a good idea
0:35
you know maybe we should get some sound
0:36
effects Karina likes a lot of applause I
0:39
want to warn you in advance
0:40
[Laughter]
0:47
really I want to thank you guys I mean I
0:50
you know we've talked several times oh
0:52
you were on the show back on season 2
0:56
and I just think it's a great idea came
0:58
up with I know you guys are always
1:00
looking to help inventors with the
1:02
experience and knowledge you've gained
1:03
through your own product at hang o matic
1:05
and it's so nice that you're kind of
1:07
playing that forward and using this so
1:09
that other inventors you know don't run
1:11
into those walls or use up needed
1:13
resources and you know obviously
1:15
resources are always money or funding
1:17
but you know there's a lot of time
1:19
involved in creating an invention and I
1:20
think the way that you guys are doing
1:22
this and helping is really helping
1:24
inventors move their product along
1:26
faster and better so I really appreciate
1:28
you guys giving your time for the show
1:29
thank you I just want to apologize to
1:32
you that we are on season two because we
1:35
are very well known to be on season one
1:37
of several reality well I'm sure it
1:44
wasn't your fault you know it's good
1:46
that you do that and that's the great
1:48
part about what you guys do you've
1:49
really gotten your name your brand your
1:52
product out there and it takes a lot of
1:53
work a lot of inventors think if I just
1:55
make this product it's gonna sell
1:57
everyone's gonna love it and when you
1:59
guys are proving and showing it's not
2:01
that easy it's a lot of hard work well I
2:04
think with today's generation the
2:05
Millennials especially online sales are
2:08
so important and it's so much more
2:10
difficult to get your message out there
2:12
and online online sales
2:13
when you know walk into a store you
2:14
don't see that upsell so you really have
2:16
to capitalize on you know social media
2:19
Karina's for team not mine
2:21
you know TV you know I think and and
2:24
doesn't say you know hey notice me it's
2:26
not just gonna so know someone like
2:28
there's gonna walk down the aisle like
2:29
they used to and buy your product you
2:30
have to you have to you know scream and
2:32
shout and let them know who you are yeah
2:33
well you guys you guys are doing a good
2:36
job about that give us a you know I know
2:38
we have a guest on for the show today
2:39
once you give us a quick update what's
2:41
happening with the hang o matic which by
2:42
the way got awesome product I'm with the
2:45
one exciting thing I can tell you is
2:47
that I had to remove lowes.com
2:49
off our website how often do you hear
2:52
that you actually remove a customer it
2:57
came down to sewing online is expensive
3:00
you know working with Lowe's there
3:03
weren't ready for us in the store
3:05
because we're in Home Depot so we had to
3:08
spend there's a system you probably
3:10
familiar with called VDI
3:11
and the isis system you need to have in
3:15
order to connect with these retail
3:16
stores and for Lowe's EDI was a hundred
3:19
dollars a month and then action fees and
3:22
then advertising and it's only a $50
3:25
item and we weren't what we weren't
3:29
selling I mean one of the things we do
3:32
is we refocus all of our money and
3:34
attention on retailers that embrace this
3:36
both from an online standpoint and
3:38
reaches them play oh so I'm hoping oh
3:40
it's just Home Depot right now is our
3:42
horse and that in that retail sector so
3:44
you know we're spending money on them
3:45
and focusing on them they love it to be
3:47
someone else in addition to but right
3:49
now you know with our with you know
3:51
we're still a family-owned business so
3:53
with our limited funds still you know we
3:55
have all the other pieces at Home Depot
3:58
and that's what we're focusing for now
4:00
so on lost comm doing nothing we're not
4:05
but I removed it off the homepage so we
4:08
advertised every store in we think
4:10
that's very important to always
4:11
advertise where you're at because that's
4:14
your you know your website is your
4:16
business card well again I mean I
4:19
commend you for making that tough
4:20
decision and that's a lot of things and
4:22
kind of what we'll talk about during
4:23
these shows is that being able to make
4:25
those those decisions taking ammo
4:27
shada but it's gotta be a numbers issue
4:28
I mean I have inventors come to me all
4:31
the time that they're delivering
4:32
products the stores they don't know what
4:34
their costs are they're losing money
4:35
just to say that somebody buying their
4:37
product which is insane to me so that's
4:39
where we want to really get into your
4:41
knowledge your experience in what's been
4:42
happening with you by the way EDI
4:44
electronic data interface which is what
4:46
most would but most retailers work with
4:50
so a lot of you inventors out there that
4:52
you know this is the first little bit of
4:54
information a lot of inventors out there
4:55
think that hey I'm gonna go sell my
4:56
product at Target well unless you become
4:59
a vendor and get electronic EDI system
5:02
so they can pay you and place orders and
5:04
do pick packs and all of this cool
5:06
information that we're to go over it's
5:07
not as easy as you think and that's what
5:09
we're gonna talk about I love that you
5:11
guys mention that I don't love that you
5:13
had to do that but it's so good to let
5:15
people know I because you make a product
5:18
doesn't mean that people are gonna bang
5:20
down your door to buy it so right so
5:22
important but I am in the process of
5:24
replacing lowes.com on our website with
5:27
target com will try you out you know
5:33
well--that's know and that's what's
5:34
great about having you guys doing these
5:37
shows because I know you're doing things
5:39
every day it's not like hey we're going
5:40
to do something just this month I mean
5:42
every day I know you guys are banging on
5:43
doors you're walking the walk you're
5:45
doing what you say you're gonna do and
5:47
it's so important to have somebody like
5:48
that on the show telling people it can
5:51
be done but it's not easy you know it's
5:53
it's really cool it's very cool so so I
5:55
know you guys are limited on time and we
5:58
have a guest on the show today which is
6:01
a fellow an inventor one of your friends
6:03
that you've met during this process
6:05
which is really cool
6:06
his name is Adam Levine and maybe we
6:08
could bring him on you can give it a
6:09
look
6:09
give us a little idea of what he's up to
6:11
and we could start some questions back
6:13
and forth of what his experiences are in
6:15
the invention realm so Adam you over
6:17
there
6:17
I'm right here how's it going my friends
6:20
going good how you doing doing doing
6:22
good don't know if I would probably Zahn
6:24
in the background but I was clapping for
6:26
Karina when does she can try to make it
6:28
as mad as possible
6:29
so I jumped right in with karma for a
6:34
second because karma doesn't know that
6:37
Adam and I met well and Jared March 9th
6:42
or 10th actually of 2014 yeah
6:46
International House where show actually
6:48
it was the last day so I think it was
6:49
like March 12th
6:50
I don't know but March 9th was actually
6:51
my birthday so it turned out to be
6:52
pretty good you know I got the
6:53
relationship with you guys out of it I
6:55
was a nice gift
6:56
that's so funny my mom's birthday is
6:58
March 10th there you go why but yeah we
7:01
met Adam he was hustling his way at the
7:05
panel of the International housewares
7:07
show yeah that's that's true and it was
7:13
a real hustle too because at the time
7:16
like I didn't have you guys are ready
7:18
with Aris new inventors you had a booth
7:20
set up in the new inventor section and I
7:23
didn't have a booth I didn't have
7:24
financing for it I just created my my
7:27
product and I was walking around with it
7:30
on and with a backpack you know and I
7:32
was going out and trying to meet vendors
7:34
and start showing was the first time I
7:36
went to a show like that and it was it
7:38
was amazing to see how exciting like the
7:40
world of inventing it you know and and
7:43
the ideas that people come up with where
7:45
you just go oh you know like why didn't
7:47
I think of that you know and and it's
7:50
just it's so exciting to be an inventor
7:52
and the experiences that you go through
7:54
their gut wrenching on a day-to-day
7:55
basis you know and you just there's no
7:58
map there's no course so you have to
8:01
like invent your own road map you know
8:03
and it's it's it's a difficult fine but
8:06
every once in a while you find some
8:08
nuggets you know and you pick up the
8:09
right lead and you pick up the right
8:10
connection and you just keep moving
8:13
forward and plugging away but it's very
8:15
impressive that you were out there doing
8:16
it because a lot of inventors we've met
8:18
in the last four years they're like well
8:19
I can't afford to go to the show
8:21
well like you did you don't have to
8:23
exhibit you just need to show up walk
8:25
around roll your sleeves and ask them
8:27
you know ask people to look at your
8:30
product yeah and I think I'm sorry guy I
8:32
was I was I'm in like the Facebook group
8:35
with the last TV show we were on and
8:38
someone's going to a trade show another
8:39
person was suggesting what to do and he
8:42
was like just
8:43
listen to people okay well I sure if no
8:48
one has noticed I'm a talker so it's
8:50
really hard for me to listen to people
8:52
but when you're to show like yourself
8:54
and you're walking around and you and
8:56
you want to introduce your product you
8:58
don't have time to stand there and
9:00
listen you are there to pitch your
9:03
product right you're not exhibiting
9:05
these people are walking by so you need
9:08
to just pitch and they say the least
9:10
being by Korean and I at a trade show is
9:12
very annoying because we usually are so
9:13
loud and obnoxious
9:15
he wasn't exhibiting so no one's gonna
9:16
come up to him right right right he had
9:18
to go up to that right he has to he's
9:20
not gonna go up to them and say I can
9:22
only since you talk right he has to go
9:24
up to them pitch and go yeah and that's
9:26
the thing at the beginning you know when
9:27
you get started you have an idea and
9:29
you're trying to make connections you
9:30
you have to go and you have to have your
9:32
you know they call it the elevator pitch
9:34
or the 30-second pitch or the
9:35
speed-dating dish whatever you want to
9:37
call it you have to get your message out
9:39
it has to be concise and it has to be
9:41
clear and you need to funny I stumble on
9:44
the word clear but you know it's got to
9:46
be concise and it's got to be clear
9:47
because you want to be impactful you
9:50
want to get your message quickly and
9:52
hopefully to the right audience and and
9:54
and try to make things work so yeah
9:56
hustle hustle is key not only at the
9:58
beginning but throughout the whole
9:59
process but especially when you when
10:01
you're just going as an event I mean
10:02
even if you're walking around you know
10:04
people write things down on a napkin you
10:06
got to show that napkin to people right
10:08
you took the thought out of your head
10:10
yeah it's something that was intangible
10:11
then you put it on something tangible if
10:14
you don't take it and share it it'll
10:16
never go anywhere just be notes on a
10:18
napkin you know I like the word
10:20
speed-dating pitch I should I should
10:22
change that guy's trademark yesterday
10:25
sorry so you went to the show you met
10:32
some people um your biggest
10:33
accomplishment I think was QVC
10:35
yes 11 times yes 11 colonies and you
10:41
know just Joe to mention what the party
10:44
I think you've sold out Ken I don't know
10:46
11 right yeah we pretty much sold out
10:49
you know all the inventory that we did
10:51
with QVC which was great and it was just
10:54
a fantastic experience so let me just
10:56
add because we're
10:56
we're talking about like things I did
10:58
but what I did was I created a product
11:00
and it was a gift wrap storage organizer
11:03
and the reason why I created it was
11:06
because I had a problem in my own house
11:08
and I just made something for make and
11:13
when you like do something for yourself
11:16
like if people come and they like they
11:18
like the idea like oh can you make me
11:20
one can you make me one you know that's
11:21
kind of how my my story got started it's
11:24
a funnier story it's longer I don't want
11:25
to you know not go there yet with the
11:27
question but yes it was a gift wrap
11:29
storage organizer and we were there 11
11:31
times and we got off the shelves at that
11:32
Beth young then we were sold through
11:34
Walmart we had tons of Amazon sales tons
11:37
of online sales we did Zulily we did
11:40
Jane comm we did Wayfarer we did Luke we
11:46
there were so many that we did and you
11:49
know through some of these organizations
11:50
they put us on to other retail locations
11:53
so we can find us at Sears you can find
11:55
us at staples you can find us in like
11:57
you know two thousand different
11:58
mom-and-pop shops all across the country
12:00
so it was it was a really great
12:02
experience you know working with all
12:03
those retail establishments but the
12:06
majority yeah the majority of the sales
12:10
came from online and and that's that's
12:13
where most sales are occurring well I
12:16
shouldn't say most but you know such a
12:17
large percentage of sales are occurring
12:19
right now I'm online I mean you know
12:22
Amazon dominates the industry you know
12:24
they're they're putting they're putting
12:26
all the big retails which we're all
12:27
accustomed to you know being a little
12:29
bit older you know not a millennial /
12:32
saved and the we all feel like that I'm
12:33
sure right but you know those guys are
12:35
getting crushed because people people
12:37
will be looking in like you know Macy's
12:39
or Nordstrom whatever and as they're
12:40
looking at the item they look online and
12:42
they order it from Amazon in in Macy's
12:44
you know and it's at their house the
12:47
next day but before we move away from
12:49
the gift bag I just want to ask you when
12:52
you had the problem when you created the
12:53
bag what color was the gift wrapping
12:57
paper we have a lot of friends who
13:04
celebrate a lot of things so we had a
13:06
lot of paper which is why I needed to
13:08
make it organized
13:11
colors yes yes we are colorblind
13:15
literally I'm color wise Thanks hey I'm
13:21
Jared and Carina you guys are selling
13:23
currently I mean you're all the place do
13:26
you see as as Adam was speaking about as
13:28
things go more to online do the
13:31
retailers or are the buyers looking for
13:33
different types of products that they
13:35
can ship easier they don't want big
13:36
products that they're gonna take up a
13:37
lot of space because obviously retail
13:39
store is putting things on shelves does
13:41
it seem like it's a different type of
13:42
product they're looking for I think that
13:45
they're a lot more concerned about the
13:48
size of the product in retail store
13:51
because the retail space is a lot more
13:54
expensive the you know the shopping mall
13:58
space you know per square foot a lot
13:59
more expensive than the Amazon warehouse
14:01
in middle of an industrial park so I
14:04
find that they're a lot more they've
14:06
been a lot more careful on well just
14:08
from the beginning to now spaces more
14:10
expensive in retail versus you know a
14:12
online.com where a warehouse half the
14:15
price but it's also the price point for
14:17
online like Adams price point was higher
14:19
than our price point so I I'm you know I
14:22
commend him for getting on Zulily and
14:26
weight fair because our price point is
14:27
so low we couldn't get on those websites
14:29
but I remember when we first started off
14:30
like I remember The Container Store in
14:32
particular was very careful on on every
14:35
every space every spot of our package
14:37
had about of had a every spot in the
14:39
picture hanging section had a price per
14:42
inch so they wanted to mix the retail
14:45
price and the sale price was gonna equal
14:47
that's that cost of that spot right but
14:53
you could see where maybe that's
14:54
phenomenal
14:54
online hey listen nobody was nobody
14:59
didn't understand why I didn't get into
15:01
container store more than me you know
15:02
what I mean I pitched them several times
15:04
I was actually they opened up a a
15:05
beautiful location like two and a half
15:09
years ago in Yonkers New York and I was
15:12
there I met with like a district manager
15:13
I met with the manager we actually
15:15
brought my a friend of mine was filming
15:17
a TV show in the container store and I
15:20
was there as just support you know we're
15:21
like the
15:21
friends and her name is Deb Cabral she's
15:24
an amazing professional organizer she
15:26
has a television show across the country
15:27
yada yada so I was there and they were
15:30
like well what do you do you know and
15:31
then I explained that and the employees
15:33
were like oh well do you have one why
15:34
don't you bring it in so I brought it in
15:36
and we sat there and like the employees
15:39
ran around the store and they gathered
15:41
up gift wrap the shop that the gift bags
15:46
all different sizes bows ribbons tapes
15:48
is everything that you that you use for
15:50
gift wrapping and they kept on bringing
15:52
it over and bringing it over and they
15:53
were shoving it all in in the bag that I
15:56
made and they were blown away they're
15:58
like here hanging up in our Elfa closet
16:00
right and you know they took pictures
16:02
and you know but unfortunately it just
16:04
never went anywhere I don't exactly know
16:06
why you know maybe people change
16:09
positions this that whatever you have
16:11
but I also know that you know these past
16:15
couple years retail has suffered more
16:18
than it's ever suffered in like the past
16:20
50 years you know 60 years and you know
16:23
it's interesting you talk about like the
16:25
you know the the price profit that they
16:27
needs to make like per square inch per
16:28
shelf space there's so many products out
16:31
there like the buyers at these retail
16:34
stores like they have to be dead certain
16:37
that they are going to move value when
16:39
they put something on the Shelf because
16:40
it doesn't cost them to put anything
16:42
really online necessarily right like
16:44
because they don't even like store a lot
16:46
of stuff they don't even take an
16:47
infant's where they rely on the the
16:49
producer the manufacturer and and and
16:54
it's just it's it's incredible because
16:56
the the commercial real estate like
16:59
keeps going down we keep hearing you
17:00
know stores are going out of business
17:01
this place is vacant you drive around
17:03
like your town like there's vacancies
17:05
and yet they're increasing the rents so
17:08
the margins get squeezed and it's just
17:11
it's it's difficult you know it's
17:12
possible but it's very difficult there's
17:14
a lot of a lot of resistance you know
17:16
what we called on Hobby Lobby for maybe
17:19
three and a half years email email
17:21
sample email phone call emails I mean
17:23
just and it wasn't until we got a new
17:25
buyer you know we got it so like you
17:28
kind of said hey you know what what is
17:30
it was that buyer new they're gonna be
17:31
judged on suggest your product
17:33
no no thing they didn't have a stomach
17:35
but it was the same tire it wasn't until
17:40
we went back to the trade show and she
17:42
just happened to walk by and she was
17:45
blocking her name and I saw hob and my
17:48
mouth was full I was having lunch in the
17:50
booth and I went Lobby then you and then
17:55
you we always always go for the girl
18:02
buyers and creamy taught some Thai
18:04
buyers that's always our thing right I
18:08
pursued all right all right guys let's
18:12
keep this going there so hey you know
18:15
that brings me a question I know we
18:16
talked about the pitch in this show and
18:19
is that something that you have to be
18:21
very very careful about how you approach
18:23
buyers and and what you really talk
18:25
about and when you talk to a buyers
18:26
there are specific are there specific
18:28
things guys that that you need to say
18:30
because you probably have such a limited
18:32
time to speak with them right I think
18:34
that's absolutely true I think was it
18:36
yet two days ago someone pitched Kareem
18:37
and I to work with them and they said to
18:40
us we want to put you on Dada Dada and
18:42
Alibaba so that it's so yeah absolutely
18:49
that was like I turn off like I don't
18:51
want to be anywhere near them for many
18:54
reasons mostly because you know what
18:56
you're an ally Baba you're here in China
18:57
and every Asian country being knocked
19:00
off but yeah I mean I think I think the
19:03
pitch know who you're gonna be where
19:05
you're gonna be
19:06
you know Lowe's and hunt and Home Depot
19:08
very adversarial so you know maybe might
19:11
not want to hear you're in there or they
19:13
they might want to hear you're in there
19:14
so I think and this is Karina's Forte's
19:17
the pitch but I definitely know when
19:19
someone pitches me I look at that to see
19:20
what they're asking me what they're
19:22
saying to me as as in this particular
19:24
case I was the customer and he was
19:26
pitching me and I was like no Alibaba go
19:28
to the next one I'm constantly
19:30
constantly constantly checking people's
19:34
pitches and I am a sales person so even
19:38
though you think I'm a buyer but I'm
19:40
still a sales person because I'm selling
19:42
every single day so you can't sell a
19:44
salesperson unless you have to be better
19:46
than me right
19:47
so someone pitched me
19:49
me actually this morning and she is like
19:52
I hope celebrities get rich and
19:53
entrepreneurs make money what what what
19:59
do you do you make celebrities rich okay
20:03
you work with Kim Kardashian I don't
20:04
think so
20:05
exactly yeah things like that when you
20:08
when you you have Austin have to know
20:10
who you're talking to so when we pitch
20:12
these buyers I do a little research and
20:15
find out who they are where they like
20:16
are there linkedin competitors are
20:19
always a good where their competitor
20:20
tell website you is go to we always look
20:22
to consumers where have you worked
20:26
before
20:27
are they on facebook do they have kids
20:29
boys girls dogs like I said if it's a
20:32
girl I pitch if the boy she pitches and
20:35
unfortunately that really works no no
20:38
that's great that's I mean the good part
20:40
is is that you guys even Adam and you
20:42
guys you're doing it you've experienced
20:44
it this isn't something where you're
20:45
like hey I'm still working to try it I
20:47
haven't been in a store and and Adam do
20:49
you find that depending on where you're
20:54
trying to sell the product the pitch
20:55
will change like if it's an online type
20:57
buyer if it's a retail buyer something
20:59
like that you think that the buyer is
21:01
that the buyers are looking for
21:03
different types of things or the
21:04
different wording well I would say yes
21:07
in the sense that you know you have to
21:11
you have to talk to the audience and you
21:13
have to pitch the message that they're
21:14
used to receiving so you know the Amazon
21:18
guy that I worked with you know he had a
21:20
very specific pitch that he needed and
21:23
it was just a numbers game right because
21:24
Amazon takes their cut he has the
21:26
warehousing the fulfillment he needed to
21:28
hit a certain number and that's where I
21:30
needed to be with QVC with them they do
21:35
the you know over the fence you know
21:37
talking to a neighbor type of pitch so
21:39
they need to see the utility they need
21:41
to see the the democracy of the product
21:45
and they need to have it because you're
21:47
gonna be pitching it to people that are
21:49
sitting at their home and they're you
21:50
know sitting back so like that whole
21:52
pitch is a different pitch than you know
21:54
Amazon you can get here that you know
21:56
the best price possible this model you
21:58
know is is exclusive on Amazon this
22:00
one's exclusive on QVC you know
22:02
Bath and Beyond it was it was a bed bath
22:05
Mian took a long time actually to go
22:08
through yeah it took a year from the
22:11
time like when I actually went to their
22:13
offices in Jersey and I showed it to two
22:16
buyers they loved it which was great and
22:19
they're like we want it and like we want
22:22
to put in sterling this week and I was
22:24
like all right so do I I was like we got
22:30
a deal you know okay we'll send you the
22:32
paperwork paperwork didn't come for like
22:35
a month and a half and then you have to
22:38
fill out nine thousand pages of
22:39
paperwork and download all these files
22:42
and then you submit it all and then it
22:45
took like another three months for them
22:47
to like finally be like okay we've
22:50
approved your paperwork and then you got
22:51
to get set up with the EDI and then you
22:53
all of a sudden you know and and they
22:55
they're like all we need the you know
22:56
this great price and you give it to them
22:58
and then as an inventor never working
23:00
with the you know EBI system you find
23:03
out about that and also now your your
23:06
cost has gone up because you're you're
23:08
spending this money for the electronic
23:09
transfers and for the orders to come
23:11
through because it's the only way they
23:12
do it but as a smaller company of going
23:16
into a large retail for the first time
23:17
they don't give you like that list of
23:19
okay here all the other things that
23:20
you're gonna spend your money on so when
23:22
you give us the price you know make sure
23:23
you include it it's like okay give us
23:25
the best price and now you know you're
23:27
gonna make next to nothing you know I
23:29
mean and love it and love it - yeah yeah
23:32
and smile yeah he meant he made this
23:37
same week next year they almost a year
23:41
to the day Wow I think I read their
23:46
routing guide that's been around a guy
23:47
don't even know 12 times I think book it
23:50
was like 170 pages we need your XYZ then
23:59
you'll receive back at 285 and then
24:02:00
double-oh-seven number and you won't get
24:04:00
any TLC
24:10:00
no no your exact but again that's what's
24:12:00
great about the show you know when the
24:17:00
buyer the buyer says I like your product
24:19:00
I mean that's just the beginning I mean
24:21:00
what do you guys I mean you set the
24:24:00
buyer likes your product and he says
24:25:00
give me a hundred thousand units to me
24:27:00
that's the scary time right sure yeah
24:31:00
exciting antenna they told us to we just
24:43:00
we just we we didn't want it we didn't
24:47:00
want to get an investor we put that in
24:48:00
newspaper when that happened and we got
24:50:00
in big trouble
24:51:00
so that's not because of em was our
24:53:00
choice for the record yeah it's a true
25:00:00
story I mean you're trying to help
25:01:00
people to realize what these type of
25:04:00
things entail it's it's exciting you
25:06:00
know as Jared said but there's still
25:08:00
numbers behind all the excitement that
25:10:00
you have to face and make hard decisions
25:12:00
it wasn't it had nothing to do with the
25:14:00
retailer could have been any retailer
25:15:00
right we wanted we wanted to grow this
25:20:00
business it wasn't it wasn't just Bed
25:22:00
Bath & Beyond there was other stores we
25:24:00
got into at the same time so we just
25:26:00
needed you know we just needed money to
25:28:00
do it yeah why do you look so miserable
25:35:00
well you know Adam and I were talking
25:37:00
earlier and and he couldn't believe how
25:40:00
you guys agree on everything every day
25:42:00
he it's clearly a fantastic relationship
25:45:00
you guys would be no joy 24/7 nothing
25:52:00
makes a marriage better than actually
25:54:00
working together every single day I love
26:03:00
her but I hate I mean he's tried to fire
26:06:00
me a couple of times but I'm his only
26:08:00
employee and I'm the only one that was
26:11:00
able to help out when we started you
26:13:00
know I'm the only one if if we're gonna
26:15:00
fail it better be the two of us then
26:18:00
hiring someone and no I'd rather have
26:20:00
some I'm looking for applications out
26:21:00
there anywhere
26:22:00
and and Kareena she said you can't fire
26:25:00
me I don't get paid but really God but
26:31:00
guys really as we go through this and
26:34:00
and again we're gonna have so many shows
26:36:00
and there are so many points that we
26:38:00
could spend a whole show on that we've
26:40:00
already covered and I know Adams saying
26:42:00
the same thing is that I mean just to
26:45:00
give some of our listeners a thought
26:47:00
about this process and if they're
26:50:00
thinking about calling a buyer what
26:53:00
should they I'm gonna call a buyer today
26:55:00
after I listen to our show it sounded
26:56:00
like a lot of fun I have a product
26:58:00
what are those couple things they need
27:00:00
in case the buyer actually gets back to
27:02:00
them I mean some people they make a call
27:04:00
and they're not even ready if that guy
27:06:00
gets back to him they blow their chance
27:09:00
yeah asking one of you guys I mean what
27:13:00
I want I want to get answers kind of
27:14:00
from both from from both sides from all
27:16:00
you guys
27:16:00
I mean you won't have done it I
27:17:00
personally think when you call a buyer
27:19:00
you have to be prepared to explain what
27:22:00
it is they do don't call it like the guy
27:24:00
who called yesterday to get us on
27:26:00
Alibaba you called me on a speakerphone
27:28:00
do not ever use your speakerphone you're
27:32:00
not that important it's obnoxious
27:34:00
extremely obnoxious so I couldn't hear
27:37:00
him he's like my name is Matt and I'm
27:38:00
with EDC what right so I think Karina's
27:44:00
going to say what does your product does
27:46:00
people always forget to say that what
27:47:00
you say right they use their their
27:49:00
company name their product name as like
27:51:00
a lead-in versus like what does it do
27:53:00
okay so you have a baby CDFG what does
27:56:00
it do always forget include that you're
27:58:00
not Geico they don't know they don't
28:00:00
know what your name exactly nobody knows
28:03:00
anybody's name when you're a startup you
28:05:00
know so how how would you expect them to
28:07:00
know that and I think what's important
28:09:00
is is you have to pretty quickly talk
28:14:00
about the problem that you saw fray
28:16:00
because that's what products are their
28:18:00
property solvers for whatever we use
28:20:00
right whether it's paper towel or
28:21:00
something else so you have to really
28:25:00
talk about the problematic styles and
28:27:00
you have to make it relatable so that
28:29:00
the person and the buyer on the other
28:31:00
end of the phone understands the the
28:34:00
pain point you know and
28:36:00
why your solution is better than every
28:39:00
solution that's out there because
28:40:00
nobody's really inventing like anything
28:43:00
that's totally totally revolutionary and
28:46:00
new everybody's inventing something that
28:47:00
comes off of something else you know
28:49:00
it's got a little twist go thing it's a
28:51:00
sponge that cleans the spoon it's a you
28:54:00
know tape measure you know with a level
28:55:00
on it it's a garment bag that holds
28:57:00
wrapping paper you know what I mean
28:59:00
they're they're not you know
29:01:00
anti-gravity boots you know so you have
29:04:00
to really stand out you have to be
29:06:00
positive for sure you have to be polite
29:08:00
and I think that when you're on the
29:10:00
phone with a buyer it's important to
29:12:00
relate to them as a person as well I
29:14:00
mean yeah actually you know world doing
29:17:00
sales every point of the day you know
29:20:00
when you want somebody to make you
29:21:00
sandwich you say it nice you know what I
29:23:00
mean but I think you have to really be a
29:26:00
person and you know look them up online
29:29:00
but you'll find out like you were saying
29:31:00
before or find out a little bit on
29:32:00
Facebook if you could find them or
29:33:00
LinkedIn you know read something about
29:35:00
them find out where they went to college
29:37:00
find that if there's a sports unit they
29:38:00
like and make a comment don't just be
29:40:00
like oh how's the weather over there you
29:42:00
know like I bring something to take them
29:44:00
out because they're sitting on the other
29:45:00
end of forum like this what do you got
29:47:00
well and you want you want those arms to
29:51:00
go down you want to disarm them and then
29:53:00
just be relatable and like yeah speaking
29:58:00
my language and follow up all right you
30:05:00
guys you guys have been practicing East
30:08:00
Coast West Coast baby I was in sales for
30:13:00
like 20 years I used to work at
30:15:00
monster.com and I took a selling value
30:18:00
class and they sat there not knowing
30:19:00
what that was until I started pitching
30:22:00
hang right Wow and obviously you know
30:25:00
first pitch didn't work second pitch
30:27:00
work in a minute and I was I was only in
30:30:00
sales for 18 years because Koreans older
30:31:00
than I am Casey knows keep track of that
30:34:00
no there's no way no way Korea's older
30:37:00
you knew a year longer than three months
30:43:00
Karina this one she's ahead of me life
30:50:00
span wise let me tell you I feel
30:53:00
incoming on any minute now
30:54:00
Oh Karina and the sales side and I know
30:58:00
that I mean again I've talked to several
31:00:00
people that you've helped and you've
31:01:00
dramatically changed their pitch they
31:03:00
walked in they talked to you about what
31:05:00
they wanted to say and you've basically
31:06:00
crumbled it up throwing it out and
31:08:00
started it over again do you equate that
31:10:00
to sales common sense experience or just
31:14:00
kind of a combination of everything that
31:16:00
you've learned through bringing the hang
31:17:00
Ematic to market and the ups and downs I
31:20:00
mean it is it just you absorb so much
31:22:00
more knowledge or is it basically it's
31:24:00
the same as when you were learning sales
31:26:00
well you know it's really funny you
31:28:00
should say that back in a day before I
31:30:00
was a monster I was working at a
31:32:00
recruiting recruiting firm you know like
31:35:00
a like outside recruitment and I said
31:38:00
across putting this guy Chad who would
31:42:00
talk into the phone and I would have to
31:44:00
read his lips so when I was on the phone
31:47:00
with the customer I would read his lips
31:49:00
bigger I had a cell and the one thing I
31:52:00
remember specifically is him saying he
31:54:00
loves going car shopping on the weekends
31:56:00
and see who sells who and that always
32:00:00
resonated with me so when people pitch
32:02:00
me I'm literally just listening and
32:06:00
hearing them and reading their pitches
32:09:00
and then I when I made my own I learned
32:14:00
by just this experience how I need to
32:17:00
sound better than them does that make
32:20:00
sense yeah no it definitely makes sense
32:23:00
100 percent hearing are you tired of are
32:29:00
you tired of a white shirt well I
32:32:00
invented a black shirt and you should
32:34:00
try it
32:35:00
world's best the world's best the only
32:38:00
ultimate you know best fitting black
32:43:00
shirt like what does that mean yeah yeah
32:46:00
and I think that's what you guys and you
32:48:00
guys do good is that you bring people
32:50:00
down to reality if they want to be
32:53:00
successful do you find people that there
32:55:00
there you know dude just don't believe
32:57:00
what you had to say because they've
32:58:00
really truly think theirs is the only
33:00:00
one out there and it's the greatest and
33:02:00
everyone in the world wants it I mean
33:03:00
they come in with that attitude I mean
33:04:00
you really can't help them until they're
33:06:00
you bring them down to earth right yes
33:09:00
right and this is like two very direct
33:11:00
honest your marriage to or like super
33:14:00
deadly honest and we're like that with
33:16:00
people too but that's what I
33:17:00
I appreciate someone I don't want
33:19:00
everyone i I'm just liking this business
33:21:00
it lied to me and and I will never do
33:23:00
that I'm not a liar in fact we're
33:24:00
brutally honest with each other and with
33:27:00
our people we work with and I appreciate
33:29:00
that I hope people appreciate everyone
33:31:00
does a lot people get offended but who
33:33:00
wants to deal with a liar you know so I
33:35:00
mean and just to give you example of the
33:37:00
pitch um this girl pitched me yesterday
33:39:00
and I and I pitched her back that I
33:41:00
should help her with her pitch it's good
33:45:00
pitch well she pitched me and her so
33:52:00
then she luckily responded to me again
33:54:00
and pitched me two more times and I'm
33:56:00
reading this from her message I said to
33:58:00
her you didn't bring any of any value in
34:00:00
your first pitch she'd say anything
34:03:00
right so her second email says the value
34:06:00
I bring is extra income we have twenty
34:09:00
two conversations scheduled in the next
34:11:00
two weeks thank you for your offer to
34:13:00
readjust but something we are doing is
34:16:00
right uh well okay this is the second
34:20:00
time you pitched me and you still didn't
34:22:00
say what it is that you do and why
34:24:00
should I give you an hour of my time
34:27:00
exactly yeah 100% you know what it is is
34:30:00
that those are salespeople and they're
34:33:00
using the power of numbers so they're
34:35:00
calling a hundred thousand people and
34:36:00
they know they're gonna sell a hundred
34:37:00
of those and and that's not what you
34:39:00
guys do because there's only so many
34:41:00
buyers that have the ability to take
34:44:00
your product put it on the shelf put it
34:45:00
online and have the available space so
34:47:00
as Karina and Jared and Adam have said
34:50:00
that you can't waste your chances you
34:53:00
have to right you have to be prepared
34:56:00
because they get pissed all the time
34:58:00
it's not a pitch I mean it's you can you
35:01:00
supply the pain point can you supply a
35:03:00
product to what they need and and and I
35:05:00
love all the information that you guys
35:07:00
have given because it's true
35:09:00
it's not a sales you know come on I
35:12:00
wanted to actually mention something
35:13:00
before you were talking about you know
35:15:00
talking to people and you know bringing
35:17:00
them down and giving them like a little
35:18:00
bit of dose of reality so you know being
35:21:00
event there's right all of us at school
35:23:00
yeah go ahead Adam we got yeah couple
35:24:00
minutes but go ahead
35:25:00
oh I'm sorry I was gonna say is you know
35:26:00
people come all the time and you know
35:28:00
some advice that somebody told me when I
35:30:00
first started was that love your product
35:32:00
but don't be in love with your province
35:35:00
you know and I'm sure we've all heard
35:37:00
that and I always tell that to people at
35:39:00
first you know like cuz you know people
35:41:00
get emotionally attached to things their
35:42:00
baby I felt like my product was my baby
35:44:00
you know or at least my third but you
35:48:00
know you have to you have to keep a
35:50:00
healthy a healthy relationship with what
35:53:00
is it you do it yeah well no it's great
35:55:00
advice I know I saw a car and drivers
35:57:00
shaking head yeah don't fall in love
35:58:00
your product I love all my ideas it
36:00:00
doesn't mean that other people are going
36:01:00
to give me money for exactly you know so
36:04:00
no it's a it's great advice and so we're
36:07:00
gonna wrap up real quick I want to thank
36:10:00
you guys for being on show Jared Carina
36:13:00
loved it
36:14:00
I can't wait to touch base more and more
36:17:00
on these pain points that people are
36:18:00
thinking I think that as we drill into
36:21:00
more and more information we're going to
36:23:00
get some some email some questions from
36:25:00
our listeners will be able to answer
36:27:00
some of that it'll help us drive some of
36:28:00
the shows Adam thank you so much for
36:31:00
being on the show today I can tell
36:33:00
everyone that you know what before I
36:36:00
before I exit out Carina and Jared wants
36:40:00
you give away in case there's some
36:42:00
listeners that want to send you a
36:43:00
question or thank-you or have something
36:45:00
for you what's the best way for them to
36:46:00
contact you if they go to our website
36:48:00
the pitch to get rich calm you can
36:50:00
contact us directly from there it'll go
36:51:00
to also has a blog of top-selling
36:58:00
selling I think so important that's okay
37:09:00
pitch me three times poorly I sent her
37:13:00
my blog post great it's awesome it's
37:16:00
awesome it's exactly right so it no
37:19:00
we're gonna and the good part is is
37:21:00
we're gonna be doing this we're gonna
37:22:00
have this
37:23:00
information out there I asked everyone
37:25:00
listen to the show go back listen to the
37:27:00
other shows on inventors launch pad
37:28:00
Network what I say is get in touch with
37:30:00
us let us know how we can help you this
37:33:00
is an educational program let us use our
37:36:00
experience our knowledge what we've done
37:37:00
the mistakes that we've made let us help
37:40:00
you so you don't make those we can move
37:42:00
your product through much quicker much
37:44:00
easier for a lot less misery if you just
37:47:00
give us a chance to help get in touch
37:49:00
with Carina Jared Adam if anybody wants
37:52:00
get touching Adam letting us know we'll
37:53:00
get in touch with them for us for you
37:55:00
either way so I'm gonna wrap up the show
37:57:00
by saying for myself common in Cisco for
38:00:00
Jarek Reena we want to thank you for
38:02:00
listening and we'll catch you next time
38:04:00
on the pitch to get rich