Business expert Mike Watts has always had the entrepreneurial spirit. He was the kid in the lunchroom selling candy or the one in the neighborhood who’s mowing a lawn. Eventually, he traveled the traditional route of getting a degree and going out to Corporate America, but found himself frustrated with the environment and the lack of opportunity. Together with his wife, he started hitting trade shows, trying to find a way to hustle and make money. They started getting better and better at it and, along the way, found success in due course. Mike shares from his experience where real growth comes from and the first step most people miss when trying to find success in business.
 

Business Success: Where Real Growth Comes From with Mike Watts

My guest is a business expert who founded three consecutive multimillion-dollar companies in the last couple of years. He’s worked with Daymond John from Shark Tank among other high-profile business icons. He runs a 30-person company where they manufacture and market smartphone grips but things weren’t always moving forward like all of us. He’s had his ups and downs and we know that’s where the real growth comes from and he’s here to tell us all about that. We can learn from each other’s mistakes as well as successes. Welcome, Mike Watts, to the show.

Thank you so much for having me, Mitch.

My pleasure, Mike. I’m thrilled to have you. We have a lot of people on the show who have products that are either courses, programs or services. Few who have physical products and yet we have a lot of people, a lot of interest in the revival of American manufacturing. I felt like your story was so relevant to everything that we do at Your First Thousand Clients. If you wouldn’t mind, Mike, why don’t we start at the beginning? Tell us how you get started.

Mitch, it’s been a long journey I’ve got to say. I’ve always had an entrepreneurial spirit. I was the kid in the lunchroom selling candy and always trying to find a way to mow a lawn. I always like having a little bit of extra jingle in my pocket. I’ve learned all the different jobs that I’ve had along the way have given me opportunities to figure out what type of boss that I don’t want to be one day. What types of jobs and skills that I need to learn in each environment? Becoming an entrepreneur was I think in some part destiny. I did travel through the traditional route of four-year college, got a degree and went out to Corporate America but found myself frustrated with the environment and the lack of opportunity and the ceiling that certainly exists there. I started trying to work on the side to get ahead. My wife and I together started hitting trade shows, trying to find a way to hustle and make money. We started getting better and better at it. Along the way, we found success eventually.

What was the first thing that you guys came up with, as an idea that you may be able to offer as a product or at least the first thing that you thought of you could build a business around?

I remember pretty clearly, it was in the year 2000. My first son had been born and we were up against rent payments, student debt, these living expenses and we were going from two incomes to one. There I was trying to find a way to get ahead but I was stuck in a corporate structure, where they were going to give me a 3% raise. I had no opportunity to change that situation unless I did something on nights and weekends, which is exactly what I decided to do. I went down to my parents’ party rental store and I visited with them. They were entrepreneurs and had started a party rental business. I told them my plight. Sure enough, this guy walks in the door and he has this product. It’s a polyacrylamide crystal and it will soak up 500 times its weight in water. The cool thing he told us is you can grow plants out of it or mix it in your soil to absorb water and slowly release it. We took that product, take it to the very first home and garden show that next weekend, bagged it up in little bags and sold it. We called it rain soar because it would soak up the rain.

That simple belief is the ultimate defining factor of success. Click To Tweet

You said that you went over to your folks’ store and then this woman walked in and presented this product. Was it all that serendipitous or what was the setup behind that meeting?

It was a bit serendipitous in that way I’d say. I was there and they had had samples dropped off before of this material. I went down there, visit with them and this lady had come back in to follow up on the samples she had dropped off. She was trying to pitch it as a product to be used in centerpieces for weddings. I knew that these other applications could work but it was a very exciting product. It’s interesting to touch and feel. We decided we could do the same whatever she’s doing. She’s buying this material somewhere. We figured out where we could buy 50-pound bags of it and bag it up in tablespoon bags. My wife would spend the weekdays bagging these little kits up and putting them in little Ziploc bags with instruction cards. Making up to the hydrated material in the bathtub and draining it out so that when I headed out to the show on the weekends that I would have it ready to demo with. There I was like Billy Mays style with the lights and the microphone and pitching. When you need money, you work hard and you’ll sell hard. Getting in the trenches is where I built what I know drives a sale of products and what triggers people to make a purchase.

I want to point out a few things that are very interesting to me. The first thing that this whole process began with was a decision that you made and an intention to have a business. I look at this from a spiritual perspective. I see this as basically you saying to your inner source, “God, it’s time for me to start a business. Bring me everything that I need to make this happen.” You must have had a lot of faith in yourself and a lot of faith in your higher power. It sounds as you were asking for this to happen, it literally showed up in your world. Is that right?

That’s right.

You may not agree with my viewpoint but that’s how I see it and that’s how I live my life. It’s not the struggle that gets you successful as we’ve seen over and over again in over 133 interviews. Generally, it’s not the struggle that helps you become successful. It’s setting the attention, it’s keeping your mood positive, keeping your head in the sky, focused on the future and allowing what comes to you to manifest. It doesn’t mean that there’s no hard work involved but it means that you need to have faith in yourself. Mike, you apparently had a lot of faith in yourself and that’s great to hear.

I did have a lot of faith in myself. I had a lot of faith in us as a team. I believe it. It is totally spiritual. Ultimately, that simple belief is the ultimate defining factor of success. If you can believe something, then you can will it into existence or the universe will yield it to you. Nonetheless, you can make it happen but you have to believe it first.

FTC 134 | Business Success

Business Success: If you believe something, then you can will it into existence or the universe will yield it to you.

 

What would you say to people, they’ve had a belief but they have yet to find success? What are they missing?

The first step.

Tell me about that first step.

I’ve talked to a lot of people that come up with ideas and they’ll say, “I had this idea.” People beat my door down because I’ve made my careers, my businesses out of licensed products. I’ll take someone’s idea and market it for them. People want to do that with their idea and I ask them a series of questions, “What have you done on your idea to move it forward this week?” Far and away the answer is, “I haven’t done anything on it. I’ve been looking for something, waiting for something to happen.” Ultimately to me, that’s what it comes down to, it’s the waiting for something to happen or taking some action, even if it’s not the right action. The act of doing something ultimately will create a domino effect that with persistence will lead you to success.

I believe that action leads you to more action and as you say, “More action leads you to success.” That’s a fantastic lesson for all of us to hear, even if we know it already. You’re living proof of the demonstration of that power. Let’s go one step further. You had a lot to figure out. Here was this material, you needed to figure out whether it was going to be toxic to either people, plants or pets. You need to figure out what the characteristics are of it that would potentially be dangerous if any at all. After you did all that, you then had to figure out where to get it and then how to package it. How to create instructions, as simple as it may sound. You know that people get stuff and they don’t know how to use it. You have to make sure that your instructions are super clear that everything is as clear as it can be. Tell us about that journey. Did you happen to roll it out, it was all there and working perfectly. Did you run into a few snags there too?

This was pre-internet days. Finding a manufacturer of a product like this turns out it’s a very specialized type of process and product. There were only a couple of plants in the world that made it. Tracking those people down and only one of them was in the US, the other two were overseas. I had to phone call to these places and find the right person, build a relationship with the right person and ask the right questions to get to a point where I knew that I was going to get a good quality product. I started buying it I was, “Here’s the chemical name. I’m going to buy a 50-pound bag and get it in.” I would have to throw it away because it would smell the house up so bad. It was not the right exact material. We kept at it, kept building relationships with different manufacturers and finally found the very highest quality product we could find. Figuring out the ratios and how to measure it out, how to apply it. I had to start doing my own experiments and things like that. It’s very challenging. Eventually, we were able to figure it all out and create what I think was a very useful high-value product with enormous margins.

Ultimately, what it comes down to is taking some action, even if it's not the right action. Click To Tweet

You then got this product and you found the provider. You created the packaging and you might say that as arduous as a journey that it sounds like, when you’re excited something I would bet it comes together fairly quickly. The hard part and you alluded to it, you literally strapped on a microphone and stood in front of the hot lights and pitched this thing probably over and over again maybe three days at a time. You learn a lot about selling and you learn a lot about what causes someone to buy your product after doing this as often as you did, how long did it take before you dialed in your pitch?

It took me a good year before I dialed it in right and was able to convert. It was a process of not the pitch but the proposition. I learned that when I first started, I was selling them in little bags, tablespoon amount in one bag for $3. I quickly figured out that I could bundle five of those bags together and make a nice fancy label on Microsoft Word. I did make the label myself; the package, logo and everything on my home computer. Staple it over the top, I sell them five bags with a $19.95 price tag on it. I would do it buy one get one free. I’m raising the average ticket and then I found a smaller granular crystal that we could bag up that’s better for mixing it in soil because it’s more evenly dispersed.

We would sell a big bag of that for $30 but then we would offer it as a $20 upsell as the deal. We’re getting up in the $30 and $40 price range and I learned how to gather a crowd and get the whole entire group excited and then scarcity. You say, “We’re going to do this bonus one for the first two people that raised their hand.” Hands start flying up and you start to get good at it. It’s a bit magical I’d say and of course, my wife didn’t let me touch the money. I would pass them over to her and she would collect payment and then I would try to get another crowd going. It was a learning process.

If you have built an online business and you have a webinar and you have something of course that you sell, here’s the biggest takeaway for me from talking to Mike has been it takes a while. It took him a year of pitching this thing to get his pitch right, to get his pricing right, to get his proposition right. Why do you think you could be successful going out with your first webinar the first time? After all, we get disappointed when we try stuff and it doesn’t work. Mike didn’t get disappointed, you kept going. After that, I assume you were still working for part of that time and then eventually you let the job go or did you keep the job all the way through?

I had the side hustle going for several years before I ever left officially. Along the way, I started to learn the process. The problem with the rain soar product was that I was the only one that could pitch it and sell it effectively. I had no way to scale it. I couldn’t hire somebody. I tried it and give him the microphone and go because it would be double booked on shows. There were two great shows on the same weekend and how can I possibly be at both shows? Nobody could sell it the way I could sell it. I couldn’t scale and so then I started looking for other products. I grabbed this great product, butterflies on a stick, dragonflies on a stick. They were pieces of junk but women would buy those at three for $10 or seven for $20 at these home and garden shows, proudly carry them around and it was a thing.

Everybody’s got these things and that was something I could scale. I started bringing in containers of these yard decorations and distributing them. I could book shows in different cities and then hire somebody local to go do it. They will buy from me wholesale, pay me back for the booth and then keep the difference. It was a business for them too. I could set up people doing stuff all over the place but through that, I added the other products and lots of different products that I tried. Eventually the biggest problem, I was always having is no matter what I did, somebody else would go around me and find my supplier.

FTC 134 | Business Success

Business Success: Being able to demonstrate an idea is critical. You have to be able to show it off.

 

You didn’t have a proprietary product. My dad was a costume jewelry designer and he had the exact same problem you did. He would go to a jewelry show and the people from overseas would come and see his product, within weeks it would flood the market. They watched the activity at his show booth and said, “We want to sell this too.” A proprietary product makes all the difference. This was something that again, one of those lessons that you had to learn the hard way. What happened after that?

One fateful day, I’m at the show in Houston, Texas. I’ve got actually five different booths in the hall. I’m still working a full-time job. It’s the weekend, it’s one of the bigger shows happening. I walked past this booth and this guy is demonstrating this product. He is grinding this weed eater head against the chain link fence and the line is not breaking off. That very morning, I had been in my yard cutting my grass, fighting with that weed eater head trying to get the feed out and wouldn’t feed out and the line was breaking off. It was driving me crazy because I knew I had to go to the show on the same day. I get to the show and I see this guy has a solution to that problem and this is amazing.

I asked him who he was and he’s the inventor of the product. I was like, “We might have something here.” That started the relationship that eventually had me basically sell all those other businesses that were all middlemen businesses. I quit my corporate job and go take the leap. There’s a story around that too but take the leap and become a full-time entrepreneur with this idea and invested all the money I had. I borrowed money from family and invested together with my dad. We grew that into the number one selling trimmer head in the country. You can still buy it nowadays at Home Depot, Lowe’s and Walmart.

Did you license the product or did you buy it outright? How did you acquire the rights to do this?

None of this stuff that I know. I knew I wanted that product and when I tried it, I knew right away. One thing not to overlook here is the demonstration that happened there. Anybody out there that has an idea that you’re trying to get it out there, being able to demonstrate it is critical. You have to be able to show it off. I would say that his little clear Plexiglass box with a chain link fence on the inside and electric trimmer because you’re indoors, that demonstration is as much of an invention as the trimmer head was. You need both sides of the coin to be sure.

They synchronized the sales process with the invention itself so that the two would become basically a part of each other. You’re showing the invention in a way that is highlighting his most powerful features and benefits. That needed to be an invention by itself.

You need both sides of the coin to be sure. Click To Tweet

I met the guy at the show one weekend, a few weeks later there was another show in Houston. Sometimes they’re back to back like that. I invited him to come back to town so we could talk. I said, “I’ve got an extra booth space. You can have a booth next to me for free and set your booth up beside me and then we can chat. We can maybe see if we can work something out.” He was definitely game. He has great stories. He’s originally from Nicaragua. He fought against the Sandinistas. He’s the only one that survived at his whole battalion. He built a raft and floated out into the Atlantic Ocean. He was picked up by USCutter and brought to New Orleans.

You get around people like that, they appreciate the entrepreneurial opportunity we have in America. This guy did but he couldn’t communicate well. He was always inventing, trying to create value. This was a great product that he made. He was in the booth next to me. We were setting up, then that’s on a Friday afternoon and honestly, I’m supposed to be at work. Somebody at work had said that I was supposed to be at the show and then there comes in my boss walks in, snaps a picture of me standing in my booth and turns around and walks out.

I bet that turned into the exact right thing for you at the time.

It definitely was the right thing. I turned to Orlando with the guy’s name that had been at the product and I said, “I think I just got fired.” He looked at me and goes, “I guess we better make a deal.”

How did you make this deal? Did you buy the product, license it? Give me an idea of what your thinking was at the time and maybe the lesson you learned in that process as well.

It was a licensed deal and it was a pending patent at the time. There’s a little more risk involved in that. Honestly, in some ways I like that structure because with a pending patent, you can claim them in then get to work on building your brand and then figure out where the cards fall later. We licensed the patents from him or the patents’ portfolio and for the amount of money, we gave him up front the amount of money that he had invested in lawyer fees to date and tooling and all those sorts of things. He gave us all his tooling, he got that cash payment, he got to go back to the workshop and keep inventing, which is the key structure. That’s the bigger story in partnerships and vendors.

FTC 134 | Business Success

Business Success: At the end of the day, a patent is not worth the paper it’s written on if you’re not a great marketer.

 

We licensed it and we took over the manufacturing. We started modifying the product to be more efficiently produced. Some of those modifications that we made were actually what made it marketable and viable. It brought the cost structure down. My target is always 10% or less of retail. Whatever retail is going to be, I need to be 10% or less or there are too many hands in the middle, it’s not going to work. We got there and the product works better than anything else out there. It was the simplest version of itself that it could be. It was a win-win. He went on to help us develop more products that went into the portfolio and grew the revenues. He was generating hundreds of thousands of dollars a year and royalties. We got to the point where we’re doing $7 million a year in sales.

Give us an idea of the percentage you paid the inventor for the rights to the product.

There are two moving parts there. You’ve got the annual or quarterly minimum, depending on how you structure that and that was negotiated. In his case, it was somewhere between $50,000 and $80,000 a year that he needs you to be guaranteed to make. The royalty rate was I believe either 7% or 8%. That’s a percentage off the top line revenue. Whatever you sell a patent, as long as it’s a patented or part of the patented product. Later on, we went on to sell nuts and bolt kits because we got good at being after-market universals. Actually, other trimmer head manufacturers were buying the adapter kit that we had built and source so well, so that was a non-royalty-bearing business that we’re able to capture.

That wasn’t what you licensed. The result of you being in this business gave you other opportunities clearly. If you would like to get more information about Mike, Mike has a special gift for us. Mike, back to the story after this particular product, Orlando was your inventor for several of the products. Did Orlando also invent the LoveHandle?

It was Orlando, he was the inventor of the PivoTrim. We actually sold that business and 2011. There was another young lady that invented our middle company, which we can talk about. The LoveHandle was invented by John Murphy from Minnesota. It was originally brought to me by a friend of mine who said, “I’ve got this great product I’ve found at a tradeshow and you should see it.” He came to town and let me look at it. At first, I didn’t think much of it. I put it on my phone and I was absolutely head over heels in love with this product because it’s a stick-on elastic strap for the back of your phone. It allows you to hold your phone with one finger. You can flip it around the back of your hand and jog around or whatever. You can stop worrying about holding onto your phone. It’s a great place to advertise as we figured out later. As the story went that Friday, I went to dinner, a friend showed it to me. Saturday morning, I fell in love. Monday, I’m on a flight to go meet that inventor. I knew that I had found what was going to be my contribution to the world and a great opportunity, to take a product that was on the right trajectory towards a market that was about to emerge.

You had to know what that market was, which is hard. You made the decision, you took the chance to invest in this and get it out there basically on gut feel. That comes with time and experience. I completely understand that. When you go through this process of evaluating a product for sale or to purchase, what are you looking for? Are you looking for what you think of as a market or are you looking for a product that you can manufacture easily? What goes through your mind when you look at a product?

Get to work on building your brand, and then figure out where the cards fall later. Click To Tweet

I’m looking for several things. I’m looking for it to be something that I can demonstrate but I also want to see that it has a home in the marketplace. There’s a logical place that you could say, “Yes, we would be successful if we got this product here,” whether it’s physically or digitally or somewhere online, which has got an actual home. It’s something I can make for 10% or less of the retail value. Particularly something that is broad enough of an appeal to a large enough demographic that we can scale, whether it’s global or whatever. There’s enough revenue per unit multiplied by the size of the market. That combined factor gives it a score there as well.

Do you think about foreign patents or US patents when you do this? What goes through your mind when you see something like this? You’ve had the experience of being knocked off before. How do you handle that?

It’s always frustrating, my advice would be don’t take it personally because that does you no good. Basically, if someone comes at our space that we think is truly our space, then you have to stand your ground and you have to do it immediately. You can’t let things fester or sit. It’s one of those things that you try to shore up your intellectual property as best you can. Honestly, I believe the patents, a lot of it is a perception that keeps people away. At the end of the day, the patent is not worth the paper it’s written on if you’re not a great marketer.

I thought you were going to say the patent’s not worth the paper it’s printed on unless you’re willing to defend it. I thought you were going to come at it with that angle but I like what you said better. The reason I do is that it doesn’t matter whether your patent was taken or stolen from you if you can’t sell the product that it’s patented. You have to become a great marketer. It seems essential to the success of you, your company, your family, even that you find the way to turn it as viral as you possibly can. Since you’re choosing what I would call personal products that means people got to love them right away. They got to see it and fall in love as you did.

I love that and that obviously all comes back to the roots of selling. Hand to hand at trade shows, craft shows and running that circuit. I want to give someone something that has so much innate value that it creates a feeling, an excitement and they genuinely appreciate it. If you can do that and get some instant impact, then they’re willing to compensate you for it. That’s the bigger picture. If you bring value to the world, the world will pay you for it. You can’t come into the world looking for money because it’s not going to work out.

I had that feeling the first time I was at a home show. I saw a live demonstration of the Ginsu knife and I got so excited. I was running to the front of the booth to buy a bundle of Ginsu knives. The Ginsu knife to me was one of those groundbreaking inventions. I actually still have two of them in my drawer at the kitchen because I thought they were so unique. The other thing I wanted to mention to you is that there’s a guy out there who you remind me a lot of. It’s Kevin Harrington. I don’t know if you know who Kevin is.

FTC 134 | Business Success

Business Success: A team should have a purpose. There should be a place where everybody’s going to do their part.

 

I do know who Kevin is. In fact, we did a little business with one of his sons, Brian.

I could make that introduction for you if you didn’t. You and Kevin were doing the same thing. He was doing it at a little larger scale than you because he was buying infomercials at a very large level. Do you think you’d ever evolve to doing stuff like that as well?

I believe that we are in a very unique time. When I entered, that was where we made our way. It was showing this thing. It was very much related to the Ginsu knife example that you gave. When we sat down to record our television commercial that was going to be our late night, “Can’t sleep at night, I want to buy something on a TV,” commercial. I said I want it to be like the Ginsu knife. I want to cut through a can and then cut a tomato. That’s exactly what we did. We went out and I went out. It has this huge concrete thing and then I’ve perfectly manicured the grass. I ran into a chain link fence and then I perfectly manicured grass, all this demo with that being my inspiration. Kevin was somebody I looked up to and Kabbani and all those guys.

I went about it differently. Most people would take their product and give it to one of those guys, let them do their magic and that’s fine. I wanted to learn. I went out and found somebody who was a pro in the industry, had them teach me how to do it for 1% of revenues. They set me up with all the vendors, taught me how to do it and then I was buying my own media and doing my own fulfillment and things like that. I learned how to do it. It turned out that market moved me by or pass me by. When I came back at it with the LoveHandle selling on TV, it wasn’t as powerful as it was before and nor was the product is good for it, suited for it. I lost a lot of money right out of the gate.

I could talk to you forever about this process because it’s so exciting. I grew up with my dad in the jewelry business. I told you that. We went to trade shows all the time. We did all of this live selling stuff that you did when you were promoting your earlier products, including the PivoTrim product. It’s amazing. Let’s talk a little bit about manufacturing. We didn’t cover that yet. Did you decide that instead of going offshore to have this made, that you were going to make it here in the US at your own facility? What did you decide and how did you decide?

I decided out of the gates that I was smart and I had just taken an idea, this was the PivoTrim. I took it to a huge company and I sold it for a ton of money and then I was going to be able to do the same thing with the next idea. That’s exactly what I did. I sent it over to China to the factories, “Make this part for me. This is the way you make it.” I ordered $500,000 worth of it to start because I was that confident that it was going to work. I went and bought a bunch of media, brought all the inventory, put it on TV and it absolutely flopped. We were losing money. I was losing $20,000 every week, putting it on TV. You can’t make it up on volume if you’re losing money like that. We stopped the bleeding and there I am with $450,000 worth of inventory on the shelf. I realized that they had cut some corners in China, used some cheap glue and the product has fallen apart. Completely worthless, not salvageable. I had to go push it into a landfill.

That must have been heartbreaking.

Sickening, I can’t even hardly think about it.

What was the big lesson there? Not I can’t figure that out but I want you to describe it and be detailed. What did you get from that experience?

If you’re going to make products overseas, you need to be involved and have accountability at every level. Things that you think are obvious are not obvious to them. You have to spell out specifically what types of materials and you can’t take them something and say, “Use the best available material.” They don’t know what that is. You’ve got to say this is exactly the way we want to make it because I’ve tested it, I know this and do not deviate. This is how you test for that. Those are the types of things, accountability measures and have third-party inspectors coming in and even then because it’s a bit of a cache, brother-in-law system over that you’re not sure I was done with it.

This happened previously in the PivoTrim company and we launched a product that was going to be going into Lowe’s and we had to destroy a whole bunch of inventory for the same reason for cheap materials. I’ve had enough of this, we’re figuring out a way to make this here. We went back to our inventor for the LoveHandle that we licensed it from and he’s the smartest guy I’ve ever met in the world. I was, “Can you build a machine to make these?” He said, “Yes I can.” He built the machines in his basement, loaded them in a U-Haul truck, drove them down here, set it up in our shops and that machine he built has produced over a million parts.

The inventor of the product also invented the manufacturing equipment that you’re using and you have you used all these years.

We have three of those machines. He built another machine that packages the product. It’s like a museum up there to his amazingness. It’s been an awesome journey. People are always excited to get to come through here and see it. We have the capacity to produce 50,000 of these every single day.

It’s tapping into the resources that were the right there available to you. You did what a lot of people do who start out, who are deciding that they have this idea, they want to pursue it. For some reason, “I’ll save a lot of money. I’ll go to China.” That’s what you did. That’s what a lot of people do. Obviously, you get the result that you got the first time, which is horrible but a great lesson. You said, “We’re going to build this in the US.” Tell us a little bit about the workforce, are they minimum wage people who come and go and your turnover is very high or what’s the culture like? What have you done with that stuff?

I’m very proud of our culture here and I work extremely hard at it. We’re a team, I used to say family but family are people you have to put up with. A team has a purpose and we have a place we’re going and everybody’s going to do their part and they do. We’re going to celebrate together and reward each other. We pay well for our area. We’ve created 30 full-time jobs here. We have ping pong tables, tournaments, trophies, basketball and archery in the back for fun. It’s a great environment that people are appreciated. I try to do my best to be a servant leader. My nickname is the janitor. I’m willing to do everything. I did it, I was the first one to do it. Every single job around here, I did every one of them and eventually, I’ve been able to hire people for all things. I have an assistant at this point, which I need very badly but it’s humbling. It’s exciting and I’ve partnered with Daymond John from Shark Tank, which has its own story. That opens up a whole other world of possibilities for personal branding and I’m just looking forward to what the future might hold.

Give someone something that has so much innate value that it creates a feeling, an excitement, and they genuinely appreciate it. Click To Tweet

You’ve shared a lot of incredible information. I did allude to the fact that we have a little bit of a giveaway for our audience. Tell me what you had in mind for that.

I’ve got a little care package I’m going to send you, I’m going to send you some, you can try them and fall in love with them. I’ve got to warn you, they’re highly addictive but anything that you’re promoting, you want to put a logo on in a place that it’s going to be seen every day. If somebody is going to appreciate getting it, then we got you.

All you’ve got to do is fill out the form and there’s no money involved at all.

It’s absolutely free, we’re going to send you a care package right to your door with shipping included.

Another thing that we do here at YourFirstThousandClients.com is we love to get a feel for the person other than the business. We’ve got a great feel about who you are and some of the heart and soul that you put into the work you’ve done. This question summarizes it for a lot of us. Who, in all of space and time, would you like to have one hour to enjoy a walk in the park, a quick lunch or an intense conversation with?

It’s got to be Jesus Christ. He’s the center of our company. He’s the CEO and I report directly to Him and I try to speak to Him as much as I can. Ultimately for us, having a walk in the park with anybody, that would be who I would choose.

It’s a great choice. Thank you for recognizing that. That’s the reason you chose that is because when you called Him the CEO, what you’re really saying from my perspective is that none of this is in my hands anyway. Let’s give the credit where it’s due. I liked the way you put it.

It’s so important and so much an easier journey if you don’t have to worry about how things turn out in the end, that takes a lot of pressure off. It prepares you more effectively to take the risks that are necessary for success.

I remember years ago, I had a friend. We would have a conversation and if the conversation went a certain way he would say to me, “That’s not your business.” I said, “What do you mean?” He goes, “There’s my business, your business and there’s God’s business. This isn’t your business and this isn’t my business, it’s got to be God’s business. Therefore, I wouldn’t even bother with this because he understood that as well.” It’s a great concept. What is it that you were doing or would like to do that truly has the potential to literally change the world?

It’s got to be telling my story. It’s not that I’m so excited to tell it but by telling my story and using it as a true of what’s possible with life, then maybe that ripple effect could inspire one person or maybe more, to take the risks that are necessary, to take an action that’s going to lead them towards the type of lives that they dream of. They would be bold enough to dream that big to go after it because they heard a little piece of my story.

I loved hearing your story and I know that they’re going to be thousands of audience who are going to love it too. Here’s the bottom line, Mike and I agree that it is in fact our story. It’s always our story that inspires others. If we don’t tell our story and we don’t get it out there, then we’re basically cheating the world out of what we know and out of that inspiration. Thank you for sharing that with us. Thank you, from the audience all over the world. It was exciting, it was fun and I can’t wait until the next time we have a chance to talk.

Thank you for your time, Mitch. It’s been wonderful.

Resources Mentioned in This Episode:

Results Breakthrough

www.ResultsBreakthrough.com

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