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:00hi everyone and welcome to inventors 0:03launchpad roadmap to success 0:05I am carmine danesco your host and today 0:09on the launchpad 0:10I have a privilege of bringing on a 0:12guest who was the original TV 0:15home-shopping host I mean this guy has 0:18sold over 1 billion dollars in 0:21merchandise that is a huge number and 0:24throwing that number around is amazing 0:26he's an entrepreneur he's an inventor 0:28he's an author he's also the first ever 0:32HSN Legend Award recipient which is a 0:36huge honor 0:37for that gentleman I tell you what he's 0:39known as a billion-dollar man and he is 0:41mr. Bob Circosta hey Bobby over there 0:44hey carmine I am here there's always a 0:47pleasure to be with you and all the good 0:48folks of inventors launchpad thanks for 0:51having me on the show I appreciate oh I 0:52love it thank you for finding some time 0:54I know you're super busy over there you 0:57got always have things going on and I 0:59know you have a show going on with HSN 1:01American Dreams and we can get into that 1:03in a little while which I hear all over 1:06the place how American Dreams is really 1:08helping inventors in exploding but I 1:10wanted to get you on the show talk a 1:12little bit about your background what's 1:13been happening I know that you have a 1:15book out you have so many things going 1:17on I don't even know what to start with 1:19first maybe you can just give us some 1:21happening what's happening why don't we 1:23just start at the beginning yeah that's 1:25always a good blend right at the 1:26beginning of how this whole thing that 1:28all of us see on TV TV shopping how it 1:31all started and believe it or not this 1:34is the 40th year the 40th year 1:37anniversary of HSN and which really 1:41started the entire TV shopping industry 1:44and I had the very good fortune to be 1:46there at the beginning and it's it's 1:49just been a terrific terrific journey 1:51throughout all of my life to see it go 1:54from the beginning by the way it all 1:56started on radio started on a very small 1:58radio station maybe many people are 2:00surprised to hear that they think you 2:02know it started on TV and it did not it 2:04was a small radio station in Clearwater 2:07Florida it was on right on 2:08Hercules Avenue for anyone who knows the 2:11area and it was called 2:14wwt 1470 on your am dial I mean we 2:18thought we were a big time you know what 2:21everybody has to understand is that this 2:23was possibly the world's worst radio so 2:28awful and the radio station had nothing 2:31to do with selling products it was the 2:32news talk formatted station so so I had 2:36a talk show every day from noon to 3:00 2:38and just like on every talk show we 2:41talked about politics we talked about 2:43what was going on in the world the 2:45issues of the day and things like that 2:47but but once again since this was 2:49possibly the world's worst radio station 2:52we we had a difficult time selling 2:55advertising if you don't sell 2:57advertising you don't stay on the air 2:58back in those days so we had to do that 3:01so the owner of the radio station a 3:04gentleman by the name of Bud Paxson 3:06bud would go around town and he would 3:09visit businesses and knock on doors and 3:12try to sell advertising to this radio 3:14station that nobody wanted to have 3:16anything to do with and he'd sell a few 3:18contracts here and there and one time he 3:21sold a 13-week advertising contract to 3:24an appliance store and as a matter of 3:27fact the appliance store is still there 3:28today 3:29for the years later but so anyhow so he 3:32went in and he sold a 13-week 3:34advertising contract and so for thirteen 3:37weeks on my talk show we advertised the 3:40supply and store and I would urge people 3:41to go in and I would tell people about 3:43the specials and the sales and all of 3:46that so this went on for 13 weeks at the 3:48end of that cycle bud went back to the 3:51store to collect on the bill because you 3:53know you get paid and the owner of the 3:56appliance store met bud at the front 3:58door and the guy said to bud he said 4:01what are you doing here ahead bud but 4:03right away he knew he was in trouble and 4:05he said well I'm here to collect on the 4:07bill and to renew the advertise and the 4:11guy who owned the store said renew are 4:13you kidding me he said now one person 4:15not one has come in here and even said 4:18they heard my commercial and then he 4:21said you possibly do have the world's 4:23worst race ha ha ha 4:25and then he said of 4:27at Altru now he said but you know what 4:29I'm not going to pay you for the 4:31advertise and but you know took a few 4:33steps back and said wait a minute 4:35that's not how this works we had a deal 4:37they went back and forth back and forth 4:39about an hour later the guy who owned 4:42the store said the but you know what I 4:43tell you what up instead of pay you in 4:46cash 4:47I had a big shipment look back by the 4:49door and a big shipment of products that 4:51came in a couple hours ago take a box of 4:53merchandise instead of cash I'll give 4:55you a buck so bud by this time was so 4:57frustrated I think he felt better he was 5:00going to leave with something you know 5:02in his hands so he picked up the box and 5:04I had no idea what he was going to do 5:06with it got in the car drove back to the 5:07station now meanwhile I'm on the air 5:10going my talkshow newsroom and every 5:13hour of my talk show they took like a 5:15little break and they did the local news 5:17local weather and so forth so I would 5:19take a break and I would have a cup of 5:21coffee or something and so here I am 5:23sitting in this little booth all by 5:26myself you know not bothering anybody 5:27okay and and the door opened up an in 5:30walked but now bud was about six foot 5:33eight so when he came in a room you knew 5:36he was in my room and he walked in this 5:38little booth and he's holding in his 5:40hands the see electric can-opener now 5:44this was 1977 so this was an avocado 5:49green it was an ugly electric in work 5:52and he looked at me and he said Bob when 5:54you come out of the news I want you to 5:56sell this can okay yeah I looked at him 5:59like get three heads I said you only do 6:01what he said I want you to sell this kid 6:03I said sell in fact I remember saying to 6:05you you want me to sell wait a minute 6:08I'm a newsman you know I have morals and 6:10ethics what do you mean you want me to 6:14sell us and then he proceeded to tell me 6:17the relationship between me selling the 6:19can opener and me getting a check and 6:22instantly that can opener look pretty 6:24good and so I came on after the break 6:26and I said well get back to our topic in 6:29just a moment you'll never figure out 6:30what happened during the break I've 6:32recounted the whole story and I I 6:34started describing the Cannell and I 6:36said if you call me up right now call me 6:40up reserve a 6:41and over here come on down in the radio 6:43station and pay for it it's yours and 6:45pretty soon the you know those lights on 6:47the phone back then where they started 6:49to light up in fact I don't know what 6:51they work because nobody's ever called 6:53me before on the show yeah and it was 6:56that day was actually August 28 1977 we 7:00sold a hundred and twelve electric 7:02candle and that was the beginning of 7:05what we all now know as the TV shopping 7:08industry even though it's started on 7:10radio we did radio for five years and 7:12for anybody who knows the area in 7:15Pinellas County in 1982 it got wired for 7:18this thing that was called cable TV and 7:20back then cable had nothing to do with 7:23with programming it means tech to do 7:25with a reception to get the you know 7:27reception of the other stations better 7:29and so we went in we said Wow 7:31you know the TV pictures this has got to 7:34be better than talking about something 7:35on the radio so we went in to the local 7:37cable company was vision cable and we 7:40went in we leased a channels channel 52 7:42and we call it the Home Shopping Channel 7:45and we started selling products on local 7:48TV just in Clearwater Florida 7:51just in clear West and then fast-forward 7:53a couple of years in 1985 we said wow 7:56this was working locally so well and it 7:59was why wouldn't it work nationwide so 8:01we bought time on the galaxy satellite 8:04five hours on July 1 1985 and we went up 8:09and that was the birth of it was called 8:11the home shopping club no no and then 8:15QVC came in the next year and then in 8:19the late 80s there were as many as ah 8:21there's many as 28 other companies that 8:23we're trying to do this thing called TV 8:25shopping and and and and we have about 8:29three or four main ones today there are 8:32some local ones that are still out there 8:33but the amazing thing carmine is that TV 8:37shopping is now in almost every country 8:40in the world it is all if you name a 8:43country and chances are they have their 8:45own TV shopping channel and it all came 8:48from the sale of a hundred and twelve 8:51electric can openers and so many people 8:53have asked me over the years 8:55what why do I think it was so successful 8:57and I keep coming back to one thought 9:00and it was the thought that it combined 9:02two of America's favorite pastimes one 9:06Bing shopping and the other being 9:08watching TV at that time so combining 9:11those two things I think had a lot to do 9:14with making it so popular at the 9:16beginning now today we add the element 9:19of social media and all the various 9:21platforms and people ordering under 9:23phone on the tablet and in all sorts of 9:26ways it is a is an incredible incredible 9:30industry and having seen it from the 9:33beginning it's just so rewarding to see 9:35where it is today and where it's going 9:38for for the future because we're just 9:40scratching karma we're just scratching 9:41the future on this front on this whole 9:43industries but that's how it started 9:45that's how sorry and that's where we are 9:47today well it's so amazing a feeling 9:50that you must have had when you were at 9:52that beginning selling those candle 9:54burgers after you were done you probably 9:55sat back and said you might have 9:57something here 9:58well I wish I could say actually right 10:01and I wish I could say I was that smart 10:04I had no bud was but Paxton was he knew 10:08he had the vision he knew exactly what 10:11it was me and no idea didn't have a in 10:14fact I didn't tell people where I worked 10:16for about a year because because I I 10:20didn't know what I was doing if I went 10:22in one day I remember saying the but I 10:24went in one day and I said but you know 10:26I can't do this anymore 10:28you know I I I remember saying if I see 10:31one more cubic zirconia diamond I'm 10:33going to scream I mean what else can I 10:35say about it that I haven't already said 10:37and I said but I've got to look for a 10:40job okay I got a fine he said no no no 10:42you stay with this this is way back in 10:45the early eighties he said one day 10:47you're going to look out beyond that TV 10:50camera and you're going to see row after 10:52row of operators taking orders Wow and I 10:55thought he was you know well you know 10:58maybe maybe a little too many I don't 10:59know but I I said no way and you know 11:03what he knew he had the vision from the 11:05beginning and enix because if you go 11:07into the operator 11:08poll at at HSN the operator area is like 11:12the size of a football field and people 11:15take orders you know at the beginning of 11:16TV shopping 11:17it was row after row of offers like a 11:19telethon mmm now they're you know people 11:22can take orders while they're still at 11:23home and you know we progressed but he 11:27has a vision so I wish I could say 11:29carmine yeah oh I knew this right now I 11:32I have no idea yeah but I mean just 11:35sticking with it and growing seeing it 11:37grow I mean over the years I mean I 11:39can't even imagine how many products you 11:42have put on I mean the main headed up 11:46one time they I think it was during one 11:48of the celebrations 20th year 2050 or 11:51something but they added it up one time 11:53and and they they proved to me because I 11:56didn't believe it either 11:57they said that I've been able to present 12:00make over 75,000 separate product 12:05presentation Wow 12:06all these years now immediately I got 12:09tired yeah 12:1170 are you kidding I said that can't be 12:14right and then they mapped it out and 12:16showed me how they came up with that 12:17number so yeah it's been three you know 12:20I am as as excited today as I was way 12:24back then enemy because the industry is 12:27changing I just unlike you I'm an 12:30entrepreneur at heart you know and I 12:32just I this country was built on that 12:34entrepreneurial spirit man and that's 12:38why the United States is the greatest 12:40country in the world and and that 12:42entrepreneurial feeling is alive today 12:45and and TV shopping has had so much to 12:48do with that so it's been my honor and 12:50my pleasure do a play play a role yeah 12:53well we appreciate everything you're 12:54doing I mean the amount of time and 12:58energy and every tenacity just to get 13:00things done and taking products to 13:02market and putting products on TV I know 13:04that you started you know just fast 13:06forwarding and there's so much I just 13:08want everyone to know there's only limit 13:09amount of time I'd like to keep Bob on 13:10for hours but he's he has some heart 13:12stops and he's got a lot of things going 13:14on but it's fast forward I know you've 13:15been helping a lot of inventors and you 13:17have a show that's going on on HSN you 13:19can do it for a year or two now and 13:21here is really exploding maybe you can 13:23give a little bit of information on what 13:25all I would love to i HSN came to me it 13:28was a year ago August they came to me 13:30and they said you know we want to put 13:31together a show on the air that focuses 13:34on entrepreneurs I said that's great 13:38you know let's do it and then they 13:40looked at me and they said we want you 13:42Bob to go out and find these 13:44entrepreneurs 13:45let's bring their products and bring 13:47them on the air so we can share their 13:50story with everybody and and because 13:53entrepreneurialism and that 13:56entrepreneurial feeling that's that's in 13:58the DNA of HSN you know what I mean oh 14:01that's that's how it all started so it 14:03just made all the sense in the world and 14:05so HSN said please Bob go out and find 14:08entrepreneurs so the segment which they 14:12viewed like I said a year ago August it 14:14was on once a month that's how it 14:16started once a month then it went to 14:18once a week and now it's on three times 14:21every single week and and the response 14:25when the public has been absolutely 14:27phenomenal 14:28the entrepreneurs love it obviously so 14:31HSN asked if I would find the 14:33entrepreneurs bring them on and then 14:35also facilitate that process to get them 14:39on the air because you know being 14:41accepted to go on the air is one thing 14:43but being able to have the warehousing 14:45the fulfillment being able to understand 14:48all of the logistics along the way that 14:51can be not only intimidating to the 14:54entrepreneur but it's not in their 14:56wheelhouse at all they can't really 14:59afford it and Jim have to afford so so 15:02I'm able to set that up and really 15:05create a one-stop shop for the 15:08entrepreneurs to get them on the air 15:10take all the risk out of it so there's 15:12really no risk for the entrepreneur 15:14whatsoever and it's free how much it is 15:18I can put away to submit which is 15:21incredible all you have to do is just 15:23submit to the website and and then it's 15:26reviewed by HSN and then it may go in 15:30that American dream segment we have some 15:32mega hits we've had many many products 15:35that 15:35been ordered and reordered and ordered 15:37more over the year I mean we have one 15:40product that's been on it came on about 15:42a month after the program segment 15:44started and it's still on the air so 15:47this is and another part of carmine a 15:49lot of people on the outside think well 15:51I've got to have 20,000 mm of something 15:54to be it but I wanted to work that out 15:57with HSN and HSN has just been so 15:59supportive on this I mean they're making 16:01it all possible but we are able to get 16:04entrepreneurs on with as few as 500 16:07units to test it to see if it does well 16:11I mean I mean what what what an 16:13opportunity to be able to test your 16:14product in over 95 million homes across 16:19this country and not lose any money I 16:22mean it's it's it's an incredible 16:24opportunity well it does it doesn't 16:27happen and that's what's so great about 16:28obviously when HSN approaches they knew 16:31that you'd be able to handle all that 16:32not only the warehousing you know 16:34getting the product on you know look at 16:36the product making sure that that 16:37product fits into the category you have 16:40the other thing that HSN did a great job 16:42with is finding somebody like you now a 16:44lot of people don't realize this because 16:46they don't deal with the entrepreneur or 16:48the inventor mindset now all of us 16:51inventors we're all emotionally attached 16:53to our product and in the industry so 16:55long you know when an inventor comes in 16:58the product has to be handled a certain 17:00way you can't you know can't you start 17:01changing it around on them and things 17:03like that so having that having that 17:04experience over these years being able 17:06to talk to the inventor in the lingo in 17:09the knowledge with experience that you 17:10know must really help you being able to 17:12get those products in yeah that's a 17:14great point that you make because I 17:16really view my role as being a 17:18facilitator being able to facilitate for 17:21that entrepreneur you know to get a 17:24product through QA Quality Assurance is 17:26a is a mega deal and you can get on the 17:29air unless it goes through that well 17:31throwing an entrepreneur from the 17:33outside into that you're not going to 17:35understand certain things so we get 17:37products on the air in as little as 17:40three weeks from submission you can be 17:42on the air in over 95 million homes so 17:45not every product falls into that 17:47because QA will come back 17:49with certain things that you need to 17:51change maybe on the packaging or it 17:53needs to have a sticker here or whatever 17:55which we take care of in our warehouse 17:57but sometimes those things will slow it 18:00down so I don't want everyone to think 18:02that every product goes on within three 18:03weeks but we have done that many many 18:07times so being able to facilitate that 18:09for the entrepreneur is is it really 18:13warms our heart and it really it really 18:15makes it worthwhile for us to see you 18:18know so many times I've had the 18:20entrepreneur on the air and I would look 18:22at them after we've been on the air and 18:24they'd be in the green room and and and 18:26just a couple of weeks ago and I walked 18:28in and the end lady she was crying and 18:30and I said you know I don't want to use 18:33her name and I said what's wrong she 18:34said nothing she said I can't believe 18:36that I've been able to do this this has 18:38been a lifelong dream come true man 18:42that's what it's all about it it's that 18:44entrepreneurial spirit that I know you 18:46believe in deeply I believe it 18:49HSN certainly believes in it and once 18:51again all you have to do is submit your 18:54product it has to be a finished product 18:56okay it can't just be an idea you know I 18:59mean if it's an idea they should all be 19:01going to you guys at a vendors launch 19:03pad definitely and saying you know how 19:05do I take this idea and make it a 19:07reality because there's nobody better 19:09than you guys for that so but if you 19:12have a finished product that's ready to 19:13go and just have a few but if you don't 19:16have any made they should get in touch 19:18with you too because you can help them 19:19in that part of the process as well so 19:22it's just it's such a great opportunity 19:24it really is no and I know and I can see 19:27the excitement just like I am when an 19:29inventor comes to it and it just being 19:31able to move their products forward a 19:33little bit a lot of inventors are stuck 19:34in a certain position and you're being 19:36able to encompass all the business 19:38aspects of it because you know most 19:39inventors they're not the business type 19:41of people that they need to be and 19:43that's one of the roadblocks that they 19:44face so you being able to take that all 19:46out of the equation and just say here's 19:48my product and you say I'll take care of 19:50it I mean again I think the show's name 19:52it is a dream and I don't think people 19:53realize how much red tape and things you 19:57guys are cutting out and putting that 19:58product on TV it's tough and it's not 20:02the fault 20:02any organization no it's you know so 20:05many layers to it which benefits the 20:08consumers and that's good because the 20:10consumer needs to be protected of course 20:12but to work through all of those layers 20:15from the outside and never being exposed 20:17to anything like this can truly be 20:20intimidating so we try to like take that 20:23intimidation away make it easy for the 20:26inventor and also it's an opportunity to 20:28get the inventors story on the air 20:31because HSN wants to showcase the 20:34product of course but they also want to 20:36showcase the inventor and and and you 20:40know their story and the struggle and 20:43how they had to overcome it because 20:44there are people out there watching in 20:46the same situation thinking it's only 20:49them but it's not we all run into these 20:52challenges day after day and we've all 20:55heard the saying it's not what happens 20:56to us it's how we respond and how we 20:59react to it that's what makes the 21:01difference so knowing that you're 21:04watching somebody on the air who had the 21:06same hardships and same challenges but 21:08they were able to overcome it makes all 21:11the difference in the world and so it's 21:12just so gratifying it my particular 21:15stage in life I mean I'm getting up 21:17there okay but I'm enjoying it every 21:19single day don't get me wrong but this 21:21is such I mean I love absolutely love 21:24being involved in something like this 21:27and seeing an entrepreneur succeed maybe 21:30it's just I don't know that that's what 21:32it's all so many people have been so 21:34good to me along the way and whatever 21:36I've achieved it's not because of what 21:39I've done it's because of what others 21:41have helped me do and if you call this 21:44payback then it's payback but it just it 21:47I absolutely love seeing the 21:49entrepreneurs take that take that 21:51product and expose it you know to the 21:54rest of the country no better way no 21:56better way than this no I agree and and 21:59you made a good point and a lot of 22:00inventors or innovators entrepreneurs 22:03believe that they have to do everything 22:05by themselves and it's reality nothing 22:08worthwhile or great was done alone it 22:11just doesn't happen so being able to 22:13bolt on a 22:14team that is so experienced so 22:16knowledgeable and so connected if you 22:18want to say it like you I mean it's 22:20instant success there's there's no doubt 22:22about it because you guys are cutting 22:24out all the mistakes all the missteps 22:25all the problems yeah I mean you get the 22:27best shot I mean this is my way but you 22:30know you said something earlier so true 22:32is that an entrepreneur nine times out 22:34of ten they're emotionally attached to 22:36product and you are so right when you 22:39say that and and you know I always say 22:42that that I understand that and with all 22:45respect you you cannot get that 22:48emotional attachment you know you may 22:51think that what you have is the best in 22:53the world and it might be I'm not saying 22:55it isn't it might be but if you are 22:57operating from the mindset that hey what 23:00I have is the best of the world all I 23:02have to do is just show this to somebody 23:04and they're going to want it that's the 23:06wrong approach you know one of the last 23:08things I say to myself before I go out 23:11on the air is you know what no one needs 23:14this product let me tell them why they 23:17need it so focusing on that why you 23:20still have to you know share with 23:22somebody what it is you have I'm not 23:25saying you don't tell people about your 23:26product you have to share what it is but 23:28you've got to really focus on what your 23:31product will do for others because every 23:35product is nothing more than a vehicle 23:37that's what it is it's a vehicle that 23:40will enable the user to achieve 23:43something so as an entrepreneur you've 23:46got to take a look at your product when 23:48you're marketing and when you're selling 23:49it you have to take a look at it from 23:51the perspective of what is this going to 23:53do for the other how's it going to make 23:55your life easier are they going to 23:57benefit from it so it's that why then 24:01why creating that why it's just so very 24:04very important that and I hope because 24:07that's been proven to me over the years 24:09I hope that kind of maybe helps a fellow 24:12entrepreneur out there you know or even 24:16a female or anything out there of course 24:18you know look at what they have 24:22differently and maybe get different 24:23results and what they've been able to 24:25achieve up until now 24:27you know I agree and famous words and 24:30don't don't fall in love with your 24:32product or don't fall in love with your 24:34idea I agree with you is there not a 24:36product one time sir I had they brought 24:38in a product one time for me to go on 24:40the air and sell it was an am/fm radio 24:43telephone toilet paper dispenser so I 24:48said to myself before the show I said 24:50how the heck am I going to sell this and 24:52and who is going to buy this alright 24:55when out on the air we sold about 8,000 24:58of them in less than 10 minutes and the 25:01valuable lesson that I learned that day 25:03it's not important what I think all 25:05right my role was to talk about the 25:08benefits the benefits of that product 25:12why does somebody need it of course this 25:14was way before cellphones so I naturally 25:17would talk about how many times is the 25:19phone ring you know a rings and the very 25:22inopportune time when you're not around 25:24that you can't answer now you'll never 25:27miss an important phone call again so it 25:30but then it's not important to point 25:32what what I think about the product is 25:34the role of how somebody going to 25:37benefit from that's what you got a key 25:39yeah and you a great point is you've got 25:43to know who your target market is when 25:45you're you're probably don't make their 25:46product for yourself it's for your 25:48target market so I agree with you and so 25:51the point so one of the questions I have 25:53is you know for the listeners out there 25:54is that is there a certain type of 25:56product that you guys are looking for 25:59you know and what would those products 26:01look like or is it kind of anything no 26:03no great questions yes the answer is yes 26:05and because something that we all forget 26:09sometimes about TV shopping is that it 26:12is a visual medium all right sometimes 26:15we think just talking about it will 26:17we'll make it go 26:18that's not it's a visual medium so to 26:21have a product really nine times out of 26:24ten succeed on the air in the TV 26:26shopping world it needs to be 26:27demonstrable okay it needs to solve a 26:30problem but it has to be a universally 26:34understood problem all right because 26:37you're dealing with the masses so it 26:39also has to appeal 26:41Scipio has to be easy to use easy to 26:44understand because on TV shopping 26:46everything is about time you know 26:48everyone thinks well if I bring my 26:50product on a TV shopping channel I have 26:53to sell out know that that's not really 26:55the process the goal is to sell the most 26:59amount of units in the least amount of 27:02time that's what it's all about so you 27:05have to sell more in less time so your 27:08message has to be easy to understand it 27:10has to be easy to use and then the end 27:13user also has to see clearly how this 27:16would fit into their everyday life so to 27:19speak you know we should all go outside 27:22the comfort zone that's how we grow as 27:25individuals by trying new things but if 27:27you go too far outside the comfort zone 27:29with showing your product people are 27:32going to back away from it so how are 27:34they going to use it it has to be 27:35demonstrable it's got to solve a problem 27:38that is easily understood if you have to 27:41go in-depth on explaining the problem 27:44you're going to have a problem ok in 27:46selling your product it has to be a 27:48problem that people get the connection 27:50right away then showing how you solve it 27:53but but being demonstrable is very very 27:55critical because many products have sat 27:58on the Shelf of the store and they just 28:01sat there but they've been taken into a 28:03TV Shopping Channel and you can bring 28:06the story to life and you can show it 28:08and it does extremely well yeah I think 28:11that's obviously the the history of home 28:14shopping and HSN and I think that's part 28:16of it people love to be connected with 28:18the product they see it working they say 28:20that's the problem I'm running into and 28:22you know so so I think like you said I 28:23mean it's so important to be able to 28:25explain the product very briefly you 28:27know the old if you confuse them you do 28:29some type thing it can't happen you know 28:32there's no doubt about it you know a lot 28:35of the people are like myself or I would 28:39be scared to go on I mean is there you 28:42know you go on I mean what would you do 28:45to prepare me or do you go on with me I 28:47mean I've seen the show and I've seen 28:48you guys and it looks like you're having 28:50fun 28:51well you gotta have fun I mean that's 28:53the main thing 28:54if you go out and you're just so stiff 28:57and robotic and everything it doesn't 28:58translate so you have to have fun but 29:00you're right you know most entrepreneurs 29:03have never done this before they may 29:05never do it again like this who knows 29:06but they certainly have never done this 29:08so if they are accepted to go on the air 29:11we certainly my company will train them 29:14my company will give them direction on 29:17how to do it we create the presentation 29:19flow we have a great team here and we 29:23create the flow with the props and all 29:25of that so the individual knows it but 29:28in addition to all of that I'm able to 29:30go on with the entrepreneurs so it's the 29:34host from HSN on American Dreams their 29:37host is there then I come on and then I 29:39introduce the entrepreneur and so I'm 29:43out there with the entrepreneurs so we 29:44start to go south on anything I can kind 29:47of get things back on track so to speak 29:49and I get involved in the product as 29:51well and I talk about it just as much as 29:53the entrepreneur many times so I'm out 29:56there as a as a maybe a security blanket 30:00type of thing but but I'm out there to 30:03help the entrepreneur and because hey 30:05then when the red light goes on and 30:06people change middle and no and I can 30:11understand it because again this could 30:13be the first time that entrepreneurs 30:15ever been on TV and it can be very very 30:19intimidating when you look out and you 30:21see all those cameras and all those 30:23lights are on and you start to think wow 30:26there are 95 million people watching you 30:30know that can be unnerving you know I 30:32mean if an entrepreneur wanted me to 30:34come in and and create his product for 30:37him I'd be intimidated than doing that 30:38because I don't know how to do that but 30:40I do know how to do this and so it's the 30:42combination that I hope adds a comfort 30:46level and provides a comfort level to 30:48the entrepreneurs itself so we take care 30:50of you know setting the entire 30:52presentation then the day before they go 30:55on the air when they come in HSN puts 30:58them through their on-air training 31:00programs so takes them in the studio 31:02gets them in front of the cameras you 31:04know prepares them that way we're able 31:06to go through the demonstrations 31:08through the presentation so nothing is 31:10you know well things do happen that 31:12aren't supposed to all the time but many 31:15bases are covered 31:16so the entrepreneur really has a great 31:19deal of clarity and understanding of 31:21what they are to do and like you said 31:24they are not alone that's important you 31:28know it's sad it sounds like this is 31:31like a once-in-a-lifetime experience I 31:34mean they're coming to Clearwater for it 31:35it's beautiful down here they're going 31:36to HSN which they watch they've dreamt 31:38of having their product on HSN sure they 31:41not only have their pros and HSN but 31:43they have the best person to read them 31:46they have their product I mean this is a 31:48combination of all their dreams of 31:51having this and I can see them saying 31:53this is it I mean this is this is it 31:55nothing better okay it's life-changing I 31:58mean it really changes lives when you go 32:01through this experience because what 32:04what better way to have your product 32:06tested then to put it up and we know 32:08right away if it's going to work or if 32:10it doesn't work and not all products 32:12work but aren't you glad that you know 32:14that and that you have that information 32:16it can save you a lot of money in the 32:18long run maybe TV shopping isn't the way 32:20for what you have maybe your brick and 32:23mortars better or the internet or what 32:25have you it's finding that out it is an 32:29RN once again it's free to find out it's 32:31free to submit you don't have to you 32:35know pay any money upfront you don't 32:37have to go to a workshop or a seminar 32:39and go to another town and then pay for 32:42airfare it's at that town now you do 32:44have to pay for airfare if you get on 32:46the show of course through what you pay 32:47for that but you don't have to you know 32:50seminars or anything and I'm not taking 32:52anything away from seminars I think 32:54they're terrific but this is free all 32:56you have to do is submit you can do that 32:59from your home you can do that in your 33:01underwear I don't care if I owe you is 33:04no worth finding out finally finding out 33:08any could this work could this work how 33:11many times have you said maybe saw a 33:12product on the air you know late night 33:15or whatever and saying well you know 33:17that's I could have thought of that or 33:19or 33:20you know I did think of that I never did 33:22anything isn't it time that you find out 33:25what it is that you have and that's what 33:27makes this opportunity so phenomenal and 33:30different than anything else you know 33:32they're great shows out there Shark Tank 33:34I love Shark Tank it's a terrific show 33:36and there are a lot of entrepreneurial 33:38type shows out there and and that really 33:41has in the last few years it's raised 33:43the level of thinking about you know 33:47being an entrepreneur and it's a 40 33:50great opportunities however would we do 33:52different than any of these shows is we 33:55provide that part that's missing so many 33:58times which is the distribution you can 34:01have a great product you can have a 34:02great idea but if you're in front of the 34:05wrong people or you're not getting out 34:06to the people what you have you're going 34:09to end up spinning your wheels so we're 34:11offering that distribution and when I 34:13say we I don't speak for HSN and as 34:17again HSN has been so supportive on this 34:21support me just think about it for a 34:23second their airtime is extremely 34:26valuable no question about so for them 34:29to say you know what we're going to give 34:318 minutes 9 minutes 10 minutes of our 34:34airtime we're going to give it to an 34:36entrepreneur and we really don't know if 34:39the product is going to work or not 34:40that's a big given on their part that's 34:43a big sacrifice and and I applaud them 34:46for taking that that chance and and 34:50affording entrepreneurs a 34:51once-in-a-lifetime like you said 34:53once-in-a-lifetime opportunity I agree 34:57and I am so thankful for HSN to do this 35:00and yourself I mean you know I know 35:02you're given a lot of lots of these HSN 35:04and also you have a great team behind 35:05you and you know having you being able 35:07to put your time and to do this it is 35:09it's a once-in-a-lifetime opportunity it 35:10takes away the excuses it takes away the 35:13fear the inventor has let's get this 35:16done get the product in and anyone 35:18that's listening if you have a product 35:20it's ready to go stop making them 35:21excuses go to Bob's website and we're 35:24going to give all that information out 35:25to agenda to show and apply put the 35:28product and it doesn't cost anything 35:30there are so much misconceptions and 35:32things going on within the inventor 35:34industry that it's so great that Bob 35:37you're not charged anything because 35:38you're not trying to get anything out of 35:39anyone it's it's unbelievable 35:41exactly I mean there there's no upfront 35:43cost there's no I mean I I've often 35:47thought okay I'm an inventor and I have 35:49a product why would I not want to do 35:51agree well I mean what's the worst I'm 35:54going to get out of it is okay they 35:56weren't interested 35:57okay next move on you know at least you 36:00found out from people that know what 36:02they're doing you know but think for a 36:05moment wonder if it works wonder if it 36:09happened for you how would your life be 36:11what would your life be like if now 36:14you're selling you know tens of 36:16thousands of something and coming back 36:18and going on the air every couple of 36:20months it can happen but it won't happen 36:22until you take the first step yeah no I 36:25agree and I know you donate your time 36:27and you travel around the country you do 36:29a lot of keynote speaking and all you 36:31talk about is and I have to stand back 36:33in my head is nothing happens until 36:35somebody sells something and offering 36:38that point you can talk about it you can 36:39make it you can prototype it you can do 36:41everything but you have to sell it you 36:43got to do it eventually red red modely 36:46made that statement famous years ago he 36:48said nothing happens in America until 36:51somebody sells something and many 36:54entrepreneurs I have found I don't know 36:56about how you feel about this but I 36:58found many entrepreneurs are maybe it 37:01goes back to the emotional connection 37:03again but they're so involved with your 37:04product or whatever that they don't give 37:07really that much time to okay how am I 37:10going to sell this where am I going to 37:12summons how am I going to get it out to 37:14the market that's a missing piece and 37:16that's what HSN American Dreams provides 37:19yeah they they do what they know and the 37:24other things are just going to happen 37:25and it doesn't happen and that's where 37:27they don't know what they don't know and 37:29you guys can fill in that gap there's I 37:31mean they have to go on Bob Circosta 37:34calm and we'll again we'll put this on 37:36before we've done and just just go out 37:38the food just up just do it yeah if you 37:41go you just click on product you'll see 37:42the logo for HSN American Dreams on the 37:45homepage just click on that don't take 37:47you to a page 37:48we'll ask you a series of questions you 37:51know when can you ship how many do you 37:53have various other questions about your 37:56product a brief description and then 37:58that comes to us we look at that right 38:00away and then we will get back in touch 38:03with you one way or the other is you're 38:05going to proceed to the next level or is 38:08at this time it's just not the right 38:11time for it on HSN and and you know if 38:14your product doesn't work on TV shopping 38:16that doesn't mean it's a bad product at 38:18all it just means you haven't found the 38:21right method of distribution for sure 38:24and it happens there's no doubt about I 38:26mean I and I know if I know you guys in 38:28your team even ones that don't make it 38:30I'm sure you're somehow giving some 38:32information giving some guidance because 38:34that's what you guys do I mean just love 38:36industry and also you know for those out 38:39there that maybe don't have a finished 38:41product if you have an idea or whatever 38:43I mean get in touch with carmine and Ric 38:46and inventors launchpad no question 38:47about that because you got to get that 38:49expertise not just when the item is 38:52finished and being able to be marketed 38:54but that expertise and that guidance is 38:56imperative from the very beginning and 38:58it will save you a tremendous amount of 39:00time it will save you a tremendous 39:02amount of money if you get that proper 39:05guide so you know anyone out there think 39:07you want to see I don't have a problem 39:08here's something else maybe you don't 39:10have a product maybe you don't have an 39:12idea all right but you're going to run 39:15into somebody who maybe has a product 39:17and so you should get in touch with us 39:19when you do that because if you have the 39:21connection I have individuals out there 39:23they're called product finders no they 39:26will go and they'll just find products 39:28and they'll recommend them to me and 39:30then I pay them a commission you know 39:32for that so so they make I have an item 39:36on the air right now we sell over 10,000 39:38every single month 10,000 units 39:39everybody when the person who told me 39:42about the item gets paid on every unit 39:44okay because he found it and I haven't 39:46seen that person five years right so 39:51there are so many different ways to get 39:52involved but you know what if you don't 39:54take that step if you don't get involved 39:57I guarantee nothing will happen you know 39:59if you never asked a question the 40:02there will always be no all right if you 40:04don't take that step forward you're 40:05always going to stay in the same place 40:07that you are today but if you want to 40:10move you want to make that progress as 40:12you know you got to do things that you 40:14haven't done before so come to the 40:16website just yeah amid what you've got 40:18let's go from there no I hear I mean you 40:21guys are doing everything except going 40:22out and knocking on people's doors I 40:23mean you're giving them everything you 40:24know not him again yeah here is get that 40:34guy out of here man so so Bob I mean we 40:39got just a couple minutes left I mean we 40:41spoke up about the website uh you know 40:42Bob Circosta com they're going to see it 40:45oh yeah that's right Bobby I mean like I 40:48said we got to cover so much stuff let's 40:49talk a little about your book I read it 40:51the other day I thought when it came out 40:53give a little bit about it it breaks the 40:55rush you know so many people over the 40:56years they've come to me and said Bob 40:58you know is there any way that you could 40:59you know write a book about you know 41:01I've had people want to know about kind 41:05of a kiss-and-tell book you know about 41:06celebrities in the back so that's just 41:08not me I you know I've never been into 41:10that and and and so finally a publisher 41:13came to me and said you know why don't 41:14we put together a reference men why 41:17don't we put together a sort of a book 41:19yes it tells the story and it gives some 41:22tips for entrepreneurs but it also gives 41:25people a guideline on how to present 41:28their product because we talked a lot 41:30today about distribution and the 41:32importance of having that distribution 41:33the other key to success in marketing 41:37anything happens to be the P word which 41:40is called presentation the pitch you've 41:43got to have the right pitch to I mean 41:44you could be in front of the right 41:46people and have the wrong pitch and 41:48you're not going to get the results you 41:49could have the right pitch and be in 41:51front of the wrong people and you won't 41:53get the right results you got to have 41:54them both so the distribution we talked 41:56about but I want to put together a book 41:58so that somebody could really refer to 42:00on okay what do I say about my product 42:03how do I you know talk about or whether 42:06I'm trying to raise capital as an 42:08investment what do I say whether it be 42:11you know a tangible product and how do I 42:14communicate what my 42:15product will do for others or maybe it's 42:18an idea how do I get somebody to join me 42:20and my idea or whatever it's all in the 42:22book so I wrote the book it's called 42:24life's a pitch and it is if you think 42:28about it like as a pitch alright because 42:30you've got it you've got to be able to 42:31effectively communicate no matter if you 42:34know our parents if you're a parent you 42:36have to try to get your kids to do 42:38something because you want them to do it 42:39no it's not going to happen you've got 42:42to show them the benefits of them doing 42:44it so we get into all sorts of 42:46communication keys well within the book 42:48and so I invite you know if you want to 42:51get it I think there's a special on the 42:53website or something like that where 42:55it's free shipping or autograph I don't 42:58know what it is but check it out on the 43:00website because it's had great reviews 43:02and it's helped a lot of people and in 43:05fact a lot of hosts have read it as well 43:08and come to me and said we really 43:09enjoyed it so it's really truly a labor 43:12of love and it's it's another way to pay 43:15back an industry that's been so good to 43:18me but you know if you're into any type 43:20of communication whatsoever I it's 43:23designed to help you yeah and and again 43:26sorry to mention ER because it was on my 43:28list to talk about it's just that when I 43:30read through it not only was it talking 43:31about the history which I love history 43:33history buff who went through all the 43:35history of which stuff but I read 43:36through a ones quickly and then I went 43:37back and read through it and it is 43:39sequential I was looking at other 43:40products that I develop and I was seeing 43:42me if I was following the right sequence 43:43yeah book is very beneficial for that to 43:47see where you are with your product what 43:49you might have missed or where you're 43:51going to do it and put in the right 43:52sequence so I mean you could save 43:54thousands and thousand dollars thousands 43:57and thousands of dollars just by getting 43:59the book dropping your product into the 44:00sequence of it so it's if it doesn't get 44:03a clarity on what you do and again it's 44:06not for TV I mean it works in TV but 44:09whether you're talking to somebody 44:10face-to-face or on the telephone or or 44:14if you happen to be a marketing through 44:15the internet these are principles that 44:18can really guide you like you just said 44:21it tells you what you've left out what 44:24you need to put in what's going to cause 44:26the response 44:28others but it's not a book built on 44:30gimmicks or tricks or anything like that 44:32it's built on integrity it's honest 44:35communication that that's what it is 44:37yeah the communication part of it no 44:40matter what is so important whether 44:41you're talking to buyers we're talking 44:43about these shopping you need to be able 44:45to communicate your ideas your dreams 44:47everything it has to be done the correct 44:48way and you know people listen 44:50differently so everyone listens in a 44:53different way you're so right so yeah 44:55it's super important so again yeah I'm 44:57glad you mentioned that book course I 44:58always forget something but I just glad 45:02that you brought that up so that's 45:03awesome 45:04um I'm thinking I think we covered most 45:06of the stuff I do want to cover how 45:08people can get in touch we do we talked 45:09about the website Bob Circosta com we're 45:11going to put that on the screen we're 45:12going to put it on our show notes on a 45:14vendor's launch pad is there any other 45:17ways to get in touch with you or is that 45:19the best way to not only pack because of 45:22the overwhelming response we've received 45:25that is the quickest and best way if you 45:28just go to Bob Circosta calm and like 45:31carmine said he's going to put it on the 45:32screen and the notes but dlb cir cos t 45:37a.com if you go there and then you'll 45:40see the HSN American Dreams logo and 45:43just click on that it will again take 45:45you to that page that'll take you 45:47through all the questions and all the 45:48information that we need it makes it 45:51easy for you to submit and by the way 45:53again it's free it doesn't cost you 45:56anything so it gives you an opportunity 45:59to quickly submit and it gives us an 46:02opportunity to get the information that 46:04we need to be able to get back to you to 46:06let you know the stats so I invite you 46:08all to take advantage of that you know I 46:11appreciate it Bob and thank you so much 46:14for being on the show today I know 46:15you're super busy and dead already 46:18right yeah man we're we're doing it 46:20right got to go my friend you got to go 46:22you got a lot of part of your girls that 46:24like you're a pleasure thank you and 46:26thank you and Rick and inventors 46:27launchpad your whole team for everything 46:29you do for intense day in and day out 46:32you're helping people all the time and 46:35and then that is terrific so I I 46:38congratulate you as well thank you thank 46:40you so much Bob and we'll catch 46:42with you later we're looking forward to 46:43seeing your products on TV alright 46:45thanks everybody 46:46thanks