HOW to Make Your Sales Stand Out | 35 Minutes of Expert Tips

Hello, Believe Nation! Welcome to another edition of the Evan Carmichael Show. I believe in entrepreneurs and I want your business to be a success. That's what this show is all about. Now, today I'm coming to you live on location. For those of you watching on the video stream, you can see the big Dell logo behind me. I'm at Dell's headquarters. We're doing a Twitter chat after the show and I said I can only come in if you let me do the radio show from your office because I can't miss out on talking to my people. So I'm excited to be here. Now today's show is really, really, really important. Okay, we are talking about sales. Now so many entrepreneurs have, you know, a great product, a great service. You're, you're putting everything you have into it. You're proud of what you're making. You're saying, I have a great offering here, but I'm not getting the results that I want yet. You know, I'm not getting the sales that I need. And I remember being in that position. I was the guy making $300 a month and It just pounded away on my ego, on my self-worth, feeling like, "Man, I should be doing better than this. What is happening?" The product, the service is definitely a key component to it. You need to have a great offering, but you also need to know what you're doing on the sales side. Today, I'm talking about how do you make the perfect sales pitch? What are the elements? How do you make it happen so that people want to do business with you, people want to spread the word about you? Later in the show, I also have a special guest expert with me, Dave Kerlin. He's one of the nation's top experts on sales processes. So we'll be chatting with him and getting his advice. Let's get going on the pitch. Guys, you need to be different. If you're an average company selling an average product at an average price, guess what happens? Average results at best. You need to find a way to stand out. In my first software company, we had the easiest to use and nicest looking product on the market. We didn't have the most features. We didn't have the longest track record. But if somebody wanted easy and pretty, we were the place to go to. We were the best at that. And when we promoted our company, we talked about the ease of use. And our customers, they knew us for that. It's an easy pitch to make to our customers, and they could quickly identify if we were going to be a fit for them or not. Not everybody is going to be your customer. Not everybody was our customer. Some people needed lots of extra features. And we didn't offer that, and that's okay, because we didn't waste our time on those potential customers, and they didn't waste their time either, because we knew it wasn't going to be a match. That clarity helps everybody. When you're different, when you're specific, people not only understand if you're going to be able to help them, but they can also quickly tell their friends about you. They can pass your name on because they understand what you do and how you're different. So let me give you an example. Say somebody asks you what you do. It comes up all the time. "So what do you do?" You say, "Well, I'm a website designer." Man, you just missed a major opportunity because there are hundreds of thousands of website designers, maybe millions of website designers out there. What's so special about you? I need to know quickly what makes you different because right now you're boring. Instead, you may say something like this, "We're a website design company. We help—" Manufacturers with over $10 million in sales who are frustrated with their online lead generation, we help them get a consistent stream of new business from their website. And our clients typically see at least 20 new leads online per month. Now you're starting to get the person thinking. They're thinking, am I a manufacturing company? Do I know a manufacturing company? You're also now talking about the benefits that you're offering instead of just what you do. You're standing out. It's specific. It's memorable. And it dramatically improves the chances of you getting new business. So you want to create a pitch, an easy pitch that explains who you are, who you help, the benefits that they're going to receive, and you use it every time you introduce yourself because it comes up so often. How often do you get asked, "What is it that you do?" And even if the person isn't a potential client, you want them to understand what it is that you do because they have friends and they can talk about you. So you want to make it easy. You start with a specific niche. You become the expert. You know your customers. You know their problems better than anyone else, and you create custom products and services that uniquely solve their problems. It's also great to add a little bit of different in there. Inject a little personality. Think about what makes you different as a person from everybody else, and how you brought that to your company. Again, you're looking for ways to stand out, not just be a boring company that looks and feels like everybody else. Because if you just tell me, "I'm a website developer." development company, then I know so many website companies that I'm not going to really talk to you about it. I can't spread the word about you. But if I know something specific like you help manufacturers, like you help generate new leads online, I know if that's me, then I can use you. But if it's not me, then I can pass the word on. Immediately when you tell me that, I'm thinking, do I know a manufacturing company that has that size that needs online sales? If I do, then it's so easy for me to pass the word on about you. So for me, I love helping entrepreneurs. That's my niche. I get hired by big companies, and I'm here at Dell today, and I help them plan their marketing strategies because a lot of them don't have an idea of how to connect with entrepreneurs. But I'm also the father of a young child. I love baseball. Go Jays go! Next year we'll make it. I'm a salsa dancer. I'm a DJ. I read up on Zen. I'm an efficiency nut. I ride my Vespa everywhere. I wear my 5-toe fingers. I share all that. You may be thinking, "Well, that's too much information." But when you inject some of your own personality into it, when you make it personal, when people feel like they're connecting with an individual instead of just a company, you're much more likely to get somebody interested, willing to talk to you, willing to do business with you. Make it different and make it personal. Make it memorable. So when I leave a conversation with you, I know exactly what you do, who you help, and how you're different. That's the start. Okay, I want to get to the calls. I have Andre on hold. Andre, where are you from? How can I help?

How you doing? I'm from Charlotte, North Carolina, and I have a dilemma, and hopefully you'll be able to help me out with your genius suggestions.

Let's hear it, Andre. Let's hear it.

Okay, I'm a published author. My book came out in August of this year, and it kind of surprised me because I've been writing a blog since 2009. The blog went international. It's in like 64 countries with like 20,000+ readers. The issue I'm having now is that since the book came out, it sold out twice on Amazon, and I'm really having a hard time figuring out how to connect to my audience because the majority of them are international. The book is "What's Your Date Number?" And when it comes to dating and stuff, it's like what I wanted to do with my book signings and stuff— anyone can go out to dinner and a movie, that's so played. But with my events, when I have the book signings and seminars, I want us to meet to do fun things that people normally wouldn't do, like ziplining or whitewater rafting, something that's out of the ordinary. Because dating should be fun. But I just don't know how to connect to my international audience because that's where they are and I'm here.

So are you trying to now create an events company based off of your success with the book and the blog?

It's not necessarily an events company as well, as much as when I spoke with my publisher about it, most authors are just kind of content with doing book signings, little festivals and stuff. But I brought an idea to them. I'm like, I don't want people date to mate. I want people to date to have fun because that's what dating should be about. So whenever I have these book signings, I want us to look in the venues that would allow us to, after the book signing, do something different so that what's your date number could be associated with fun and different activities. But I don't know how to do that or to really connect with, let's just say, speed dating companies or something in my area because all of my success and audience, like I said, has been overseas. So I really want that movement to catch on here. But I don't know how to start or what to do.

Yeah, I mean, you could build it a couple of ways. A typical model for authors who want to build out their business is they go a consulting route, a coaching route, an info product route, a, you know, premium website route where there's access to you or access to more information that's paid for. That's how most authors will go. Or maybe they become a speaker, maybe they have a radio show, you know, they try to become that expert instead of creating something local. That's how most authors will go and build up a business. Now, if it's your passion to create something local, then it's just starting with making the connections to local, you know, dating groups, speed dating, whatever it is, uh, and, and building that up from the ground. But it is— it's going to be more work than going the other route that more of the authors will take and trying to become that kind of international expert. But it's where your heart is, right? Like, if that's what you want to do, you want to connect with people local then start it up, you know. Start creating a local tribe. You can have your own events or partner with local companies to create these kinds of events. But it's really more kind of where you want to, you know, where your heart's taking you. Okay, okay, that's good.

Because this thing I was thinking about doing, like you said, the, the personal coach type of venue. But when I sat down and I talked to my audience and stuff, based upon some of the questions, they're like, it's just so played. We do speed date where we just kind of sit down and we just talk and we just go out to dinner. But that's so boring. So I'm trying to do something different and kind of make a movement around the book.

All right. So Andre, how, what does your ideal day look like? Okay. Like, what do you want to do? Do you want to keep writing? Do you want to be a coach? Do you want to be, do you want a radio show? You want a YouTube channel? You want to do local stuff to kind of touch and feel people? What does the ideal day look like for you? Like, forget about the business side. Where do you want to spend your time?

Evan, I really like writing and I really like helping. people who, who, who write into me. So I like the advice part of it. Um, so basically with me, the blog is great and interacting with people would be great. Um, you, I think with the radio part, there's so much that goes into radio, I'm sure, but I really like the, the internet part of it.

So that's where I would focus, man. I wouldn't spend my time trying to create local events and, and do things with local companies if that's not where your heart is. Go online, like keep the blog going, and then be all over social media, you know, Twitter, Facebook, YouTube. Work on a radio show. You can work on your next book. You can get your interaction. So like, I love that too. I love helping entrepreneurs. Uh, it's, it's, it's hard to do kind of one-on-one because entrepreneurs don't have a huge budget, right? You know, we're struggling to get our businesses going. They can't afford my rates. but I get the interactions through my radio show, through YouTube videos. I get hired to go and do speaking around the world, helping other entrepreneurs at conferences. That could be your model. Okay. That sounds great. The way I started this maybe will help you. People would write in to me and ask me questions. I'm sure people are already writing to you, your comments on the blogs, or people read your book and they say, "Hey, Andre, I'm struggling with this. Can you help me out?" I would enjoy the interactivity and write them back on the email because I really want to help them, but I turned all of those into YouTube videos. So instead of just answering, you know, Jamie's question for Jamie, you answer Jamie's question on a video and, you know, Jamie gets help, but then lots of other people, you know, thousands of other people have that same question, also get helped. And you start building up a brand and being known as the guy to talk to about dating.

Okay, okay, that sounds good because, um, like you were saying with the book, I mean, with the, the, the way, the clever way I did, I didn't try to reinvent the wheel, but I did put a different spin on it that was just interesting. And if, you know, and people like calling me like, well, what's my date number? You know, I'm like, well, it's kind of— I don't want to assign you a date number just based upon the book or whatever, but it just sparked discussion. And I think that's what's necessary in the dating community, more talking.

And, um, so I just want a way to do it.

And, you know, face-to-face is a very good thing if I could do it on a larger platform. But like I said, I just didn't really know what to do when my publisher doesn't know how to help me because I'm thinking outside of the box.

So you helped me out a lot with the— you— I think because, because this is not that outside of the box. This is more inside the box. Like, if you look, you look at people who publish nonfiction books who try to become experts in This is a very typical model. And what I would honestly do is look at people who you look up to in other circles. If it's an entrepreneur or self-help, maybe Anthony Robbins, whoever it is, people who have kind of built what you want to build in a different field, and look at the model that they took. They're all doing the same thing. They have their radio shows and their internet shows, and they're on social media, and they do speaking, and they have info products. They are all doing those models. And I would skew towards what you like best. If you like writing best, then write more, right? Like create the blogs. I prefer talking and video, so I spend most of my time on the YouTube channel and not writing blog posts. But it's a very common model for a lot of speakers and experts. And I think just by modeling some of that success, you can find success for yourself and, you know, apply your own little different Andre secret magic to it to kind of spin it in your own method. But all of those routes are, you know, kind of well established. There's whole industries around them, and you're in such a large market that you could have a real impact.

Exactly. Thanks a lot. You gave me a lot to think about. I took some notes based upon what you told me, so I have a clear direction of where I want to go. I love it.

Hey, Andre, when somebody writes in on your blog or they write you an email, what do you do? Somebody says, hey, you know, great blog post, I have a question, you know, how do I find my perfect match, or whatever it is. How do you respond to a blog comment?

Basically, when I get the blog comment, it goes to a specified email address that I have set up for it, and then I respond to that person individually once they give me their email address and contact I write them directly.

Okay, so right there I would turn that into a more public forum, and maybe you, maybe you hide the person's name if it's, if that's a, you know, personal issue, you know, if they don't want their name being out there. But, you know, now I only write back to somebody, uh, if I'll say I'll make a video response for you, which means I'll do a video on my YouTube channel for you, and so they're going to benefit. But but now an audience benefits as well. And so if you can take that and say either, you know, I'll do a video for you, but if video is not your thing, then, you know, I'll write a blog post for you. And, and now what you want to start doing is increasing your output. Like, how frequently are you blogging right now?

Maybe like, uh, once, once a week. I've shut it down. I mean, when I first, when I was first establishing it, it was more than that, but then I got caught up in doing other things like with other businesses, helping my wife do whatever. So I'm not on it as much because when I noticed that most of the audience were international, I just kind of lost— I'm not gonna say I lost faith, but it's like, I'm like, I don't know how to reach these people. I can't get in front of them, you know. It's growing, but I don't know how to connect with them, you know. So I just kind of—

would you rather write or do videos or do audio? What— where are you leaning?

I really like audio with the book. The next thing is to do like an audio an audio blog, because people will respond to listening. And I don't mind video, I'm good at video as well. So, um, that's the thing.

I mean, Andre, set up a schedule, okay? You have your, your once a week blog post, and now you create a YouTube channel where 3 times a week you're answering questions from people, okay? And anybody who writes in, instead of that personal response, now it's Ask Andre. and they get their response through a YouTube video that then you start building a community around. And then you're going to get more questions. Like I have more questions than I can answer. You're going to get more questions on there. People will leave comments on your YouTube. And that— like publishers, they want to see a platform. When you launch your next book, you're going to have this huge platform of people from your blog, from your Twitter, from your YouTube who will want to buy your stuff because they've been following you for the past year and engaging with your stuff.

Okay, okay, okay, that sounds great, that sounds great, that sounds great. I've written it down and I will apply it.

Yes, and let me know, keep me posted, man. I want to hear about your progress. I sure will. Thanks a lot for all your help. All right, no problem, Andre. And for everybody listening, you know, if you're an expert— you should be an expert at what you do. As entrepreneurs, we should be experts, all of us, at what we do. Turn that into something, you know, let people know about it. Show your personality, okay? It's so important that there's, there's that personal connection people can make to your business. Today we're talking about sales, we're talking about growth, and I'm super excited to have one of the nation's top experts on sales process, on sales development, sales strategy, the founder of Kurland and Associates, Dave Kurland. Dave, welcome to the program. Thanks, Evan, it's great to be here. Okay, so we've been talking entrepreneurs about their, their sales strategy, their pitch, helping them grow, and I know they're the expert on it. What is the most important thing that entrepreneurs need to do to be better at selling?

Well, the most important thing, especially in the context of talking about the pitch, is to stop pitching and start listening, because invariably they're going to pitch the wrong thing at the wrong time to the wrong person. Whereas if they take a little time to listen to the person they're pitching to and find out what's going on with them and what their issues are, at worst they can put that pitch into a context that's meaningful for the person they're pitching to, and at best they can customize it and, and make it the perfect solution to whatever ails their prospect.

I really like that, Dave. Can you just— Me too. How about that? Both of us like it. Yeah. Can you— I really want listeners to understand that. And I'm wondering if you could bring it home maybe with a quick example. Sure.

So let's say that we're pitching our new technology. We designed this very cool web application that does something that's never been done before. And we can't wait to demo it, we can't wait to show it to people, but because it's a new technology, that means people would have to leave something they're familiar with and move this way. And there's great risk at that, there's discomfort with that, there's a learning curve, more money. So the mistake entrepreneurs make is, "Let me give you a demo. Let's schedule a time where I can demo it." And they demo it, and the people go, "Wow, that's pretty cool, that's pretty interesting. I'll let you know if we're interested." And they go away. Instead, if they could take the time to say, you know, we're helping companies who've been frustrated because it's taking too much time to populate these, their current web screens with all this data that's required. And I was wondering if you had a couple of minutes to talk about the repercussions, all the time it takes, what it takes time away from, and what you could do if it didn't didn't require all those people to spend all those hours doing all that remedial task. And if they can get a prospect talking about that, they can quantify the problem. It takes 2 extra people, uh, 30 hours a week every single week to keep this current thing going, and we pay those people $20 an hour. So 2 people, 60 hours, $20 an hour, that's $1,200 a week. It's like $60,000 a year. We've been doing "Been doing that for 3 years, it's a $180,000 problem." Cool. "Would you be willing to invest $100 a month to make that problem go away forever?" "Yeah." "Okay, now let me demo it and I'll show you how you can save 60 hours a week, 2 people, and still end up with the same outcome, but easily, automatically, programmatically, automatic, nice." So that's a generic example of what I'm talking about. So that the demo is now customized, it's in context, we're solving a specific problem instead of bragging about what we developed. I love it.

So it's really kind of figuring out— I love that too. What are the pain points of the company, and then how can you customize your pitch towards them?

I'm sorry, it's probably a problem on my end, but the last half of what you said cut out. Oh, okay.

Well, so it's really just asking questions, getting to know the problems, the pain points of your prospect, and then tailoring your pitch and your presentation towards them.

Yes, and I would add that even more than pain points necessarily, because not everybody has a pain point they want to spend money on— some people would rather bury their head in the sand— it's got to be a compelling reason. It's true, it's got to be a compelling reason for them to spend money they aren't currently spending. Or if they're buying something like what this entrepreneur has, but they're buying a different thing from a different provider, then a compelling reason to move their business to you. And it's got to be compelling enough to cause them to take action, or it'll just be another one of those demos that you did where somebody said, "Cool.

We'll let you know." You know, entrepreneurs will often feel like, okay, you know what, I want to hire a salesperson. You know, I'm not maybe the greatest salesperson myself. I want to hire somebody to do this for me. "When should an entrepreneur go out and hire sales staff?" That's a great question.

So if they're not a great salesperson themselves, then they should— their first hire after technical people to build the product should be a salesperson. The bigger question is, should that first sales hire be a salesperson, a sales manager type who can sell a little bit and then bring on some salespeople, or a sales VP who would be more strategic and kind of build a sales organization complete with systems and processes? And there is no one correct answer to that. It's a scenario-by-scenario decision. A lot of it depends on how much money you have. A lot of it depends on what you need today. If today you need sales, then a salesperson would be best. If sales can come next month, then a sales manager might be best. And if sales can come later in the year, then the VP might be best.

Got it. Now you also have tools to help entrepreneurs figure out, you know, am I a salesperson or not, or should I hire somebody, right? You have kind of diagnostic tools to kind of dig into the personality and characteristic traits of people to see if they are salespeople.

Good memory. We not only kind of have those things, we have the best on the planet.

So, so how does that work? So if I want to, you know, I'm an entrepreneur, I'm not getting the sales I want, and I'm worried that you know, it may be a personality thing or maybe it's just a, you know, a systems thing that I need to get better at. How would I be able to find out if I'm meant to be a salesperson or not?

So it's probably not a personality thing since personality has very little to do with selling ability. But it could be a competency thing and it could be a sales DNA thing. Competency would involve the skills that we bring to the table for an entrepreneur. There may be a lot of gaps there. And sales DNA would be the way we feel and think about selling and how our strengths would either support the use of sales process, sales strategy, sales tactics, or sabotage our use of those things. So we can evaluate an entrepreneur for their suitability and capability at selling, which can answer a whole bunch of questions like, can I get better at this? Should I get better at this? Or is it 'Please, should I hire somebody?' Got it.

And then to get this test, do I— where do I go? Do I go to your website?

Well, we can go to a website. We can go to objective-management.com. We could go to kerwinassociates.com, or you can just drop me an email and I will connect you with the right person. And the email address would be— let's see, the easiest one would be Dave objective-management.com.

Love it. Now if I decide, okay, you know what, I take the test, I figure out, you know, I need to hire a salesperson, how long does it take for that person to ramp up and start generating some money for me?

Another good question. So you have to allow 90 days just to find the salesperson because you can't compromise on that first sales hire. It's the most important hire that you're going to make. So you've got to get that right. We have some tools that will help with that too. But for ramp up, I'll give you a formula so that you can calculate what the ramp-up needs to be, 'cause that's gonna be different for every company too.

What you should plan on— You got one minute, you got one minute. I can do this.

What you should plan on is the length of your sales cycle. That would be from when a prospect is first interested until they pay. So in months, the length of your sales cycle, plus the length of your learning curve, how long it's gonna take to teach the new salesperson about your business so that they can have an intelligent conversation about it with a prospect, plus 30 days. So at that point, that's enough time to ramp somebody up so that they're consistently bringing in business, assuming you hired the right person and your product is a good value.

Got it, love it. Dave, thank you so much for joining us today. For people who want to find out more, check out curlinassociates.com. Dave has some of the greatest information online about sales. Again, one of the nation's top experts on sales process, sales development, sales strategy. Dave, thank you so much for joining us today.

Thanks for thinking of me and inviting me. It's great being with the nation's top expert on entrepreneurs. I love it. Thanks, Dave.

Before we went to commercial break, I promised we would get to Uri. Now, I mispronounced his name, so Uri has been on hold for a long time and I want to go right to you. Uri, where are you from and how can I help?

Hello, Mr. Carmichael, can you hear me?

I can hear you. Where are you from?

Wonderful. I, I'm originally from Israel. I currently live in Milwaukee, Wisconsin. Milwaukee.

All right, how can I help? Yes, sir. Yes, sir.

I'll explain you this. When I was 7 years old, I moved to the United States and I gave myself a challenge to learn English, and I did just that. Now I know English. When I was 14 years old, I gave myself a challenge to learn piano. And I did just that, now I play piano. When I was 18 years old I gave myself a challenge to set a world record, and now I'm a Guinness World Record holder. And now I'm 21 years old, and I'm looking to create a film. And it's been the most difficult, challenging journey of my entire life, but I still plan on creating a film. And now essentially it would be a film to juxtapose the youth that I grew up with with the youth that I currently am surrounded. It's a film that would be called Israelica, which is a hybrid of Israel and America, and it would be a film that would be very, very powerful form of public relations for Israel, especially after everything they went through this past summer. And a lot of people have expressed a lot of interest in it, and the audience wants it, and there's a very strong demand for it. The only problem is finding an angel investor and finding someone who really wants to latch on to the project. And really, I've gotten compliments from people all throughout the United States I've had soldiers from the Israeli Defense Force support it, which that in itself can get a lot of media. It's really just getting someone to latch on to such a project is what I'm struggling with. So I'm looking for advice.

What's your role going to be in it? Are you in film or are you going to be producing it? What's your role going to be?

I'm more of a person who's— people have regarded me as more of an artist. In the film I plan on incorporating music. Which is where the entrepreneurial mindset comes in, comes in store.

You know, it would be—

I'm more of a producer, and I would have directors and kind of business associates guide me through the whole journey. But I'm more of the person with the creative end of the project, and now I need someone to back the budget of such a project. And I have a business plan, and I have promotional videos, and so on, that I've shared with people. A lot of people have expressed interest and shown a lot of support for it, but you know, a lot of people unfortunately don't always put their money where their mouth is. You know, they say it's nice, you know, let me know if it gets off the ground, let me know if you find that first investor, and then we'll talk or something, you know.

Yeah, so I would do, I would do two things, okay? One, your investor is probably going to come from somebody within the community. So if it's, uh, if this is talking about Israel, you know, you're probably going to get somebody who, who has strong ties to Israel and, and, you know, believes like you do that this video needs to be out there. So that's that's probably going to be the person who will invest. It's not just a business thing, but there's also a passionate understanding behind it. A lot of times though, these people don't want to be the only person there, and there's kind of no momentum built up beyond you kind of churning your wheels trying to get some energy into it. I would look at trying to get part of it crowdfunded. Have you looked at Kickstarter.com?

Yeah, yeah, everyone tells me that. I started a GoFundMe account, similar to Kickstarter. The problem is I set myself a high budget because I think this has a high value. I gave myself a value of $20,000 to raise, and I was not successful by any means. I raised maybe $300. People tell me, number one, I want to get a return on the investment. Number two, I'm not just going to give you $18, $20. I feel like that's just a waste of money to go toward the film. What are you going to do with $20 toward the film? You know, how is that going to happen anyway? And I understand that. I get where they're coming from. The bottom line is I need someone to put a substantial investment. They want to see something serious before maybe they would support and give little donations, you know. I still— that's a lot of money.

So like, you can raise millions of dollars on Kickstarter. People have done that before with different projects. It has to be important enough. And when people are investing in Kickstarter, they're not just They are not owning a piece of the project. They are not getting a return. They are not an equity investor in your business. They are getting some recognition. They are feeling like they are part of the project. A lot of them are dollars at a time, but then you give them experiences or bonuses as you go up. And it's making those experiences and bonuses interesting and compelling enough that people want to be a part of it. But with Kickstarter, you are not giving up an equity position in your business. But what that can do is help fuel interest from an angel investor. If you have a $20,000 budget and if you can raise $5,000 from Kickstarter, which isn't that much money, then you could take that to somebody and say, "Hey, look at all these people who are behind it." Even if they're only contributing $1, $10, $20 at a time, then it looks like there's a movement. There's momentum. People want this. You say, when you called in, you said people want this. There's a demand for this. But when you go to Kickstarter, there are no results. People aren't backing it up even with a dollar. So if I'm coming in as an investor, I'm skeptical that there's actually demand for it. If you could show me a little bit of demand, if you can raise $5,000 on Kickstarter, then it's a lot easier for an investor to come on board and fund the rest of it because they see momentum and they see that there's an audience. They feel like when we get this out, lots of people are going to watch it and I'm going to get a return on my investment.

I see, I see what you're saying. The only problem is people don't like to invest in a film, even if it's someone that they like, me and whatnot, because in my opinion, you know, they either want to support something like, you know, there's recent Ebola out case, you know, people have supported that recently. If there's people with like cancer, that's— I mean, people start these like GoFundMe accounts for it and they're very successful. But a film, for an amateur film producer, it's extremely difficult to do that just because there's so many other things that they could support, so many other causes. Like, why should we support your project? Everybody has dreams. You know why? It's hard.

This is your first video too, right? Your first video is going to be harder to fund than any of the next ones that you do. It's definitely hard. So that's why the person has to have a strong attachment to the cause. Somebody who really cares about Israel and telling this story, and they feel like this story needs to be told. But that's the person you need, and they don't care about Ebola. They care about Israel. And there are people who do care about it, but going to them now is really risky and it's easy to get a no, whereas if you go to them with some momentum behind you and say, "Hey look, we've had 500 people support us and they've given us $5,000 to launch this thing up. We need you to come in for the rest," it's a lot easier to get their support. But you also have—

hey Josh, sorry, Yuri, you also have 500 people who are keeping you accountable and that makes you work harder to get it going. Listen, we've got to wrap up the show. If you want to email me, the page you had the Kickstarter, that'd be great, and we can continue this conversation offline. I want to thank Daniela and Josh. You guys are great producers. Thank you everybody for tuning in and listening in. I'll be back in 2 weeks. Continue to believe, and I will see you soon.