Kevin Harrington - The Original Shark on "Shark Tank"

Kevin Harrington is an American entrepreneur and business executive. Harrington is the founder of As Seen On TV. He has appeared on the television series Shark Tank. He co-founded HSN Direct International Inc. and served as its Chief Executive Officer (CEO) and President between 1994 and 1998. An original “shark” on the hit TV show Shark Tank, the creator of the infomercial, pioneer of the As Seen on TV brand, and co-founding board member of the Entrepreneur’s Organization—Kevin Harrington has pushed past all the questions and excuses to repeatedly enjoy 100X success. His legendary work behind-the-scenes of business ventures has produced well over $5 billion in global sales, the launch of more than 500 products, and the making dozens of millionaires. Twenty of his companies have each topped $100 million in revenue. Learn more about your ad choices. Visit megaphone.fm/adchoices

Speaker names marked ? are inferred from speaking time and the show’s known hosts — they are not voice-verified.

• 0:00Ed Mylett?

  I hear so many small business owners say the exact same thing. They just never have enough time in the day. Well, I measure time differently. I've compressed, condensed, heck, I've bent time. My first day is 6:00 a.m. to noon. My second day starts at noon and goes till 6:00 p.m. And my third day, 6:00 p.m. to midnight. I now get 21 days a week. Stack that up over a month, over a year, over five years, and my life's completely different than it would have been otherwise. And if you want to win as an entrepreneur, you have to compress your time too. And you definitely can't afford to waste it. Waiting weeks on a big bank for capital? Your best bet's to work with my friends at Cardiff. They know how to compress time for entrepreneurs. They get your business approved in minutes and funded the very same day. They're America's favorite small business lender, and for good reason.

• 0:45Ed Mylett?

  Over 20 years in business, over $12 billion deployed to small business across America. Stop letting bank delays slow down your momentum. Head to cardiff.co/ed. That's cardiff.co/ed. Cardiff.co. Real growth, fast funding. Cardiff. Borrow better.

• 1:01Speaker 01

  Mr. President, my company, for me, of the explosion on our rig.

• 1:05Speaker 02

  On October 2nd.

• 1:06Speaker 01

  Causing massive water displacement and triggering a tsunami. They all heap the blame on me.

• 1:11Speaker 02

  Tom Cruise is. Digger got us into this mess. And Digger's gonna dig us up. From the director of Birdman and The Revenant.

• 1:18Speaker 01

  What would happen if I stopped drilling? You stop, you freeze to death, that's what.

• 1:22Speaker 02

  With great power comes great deniability.

• 1:25Speaker 01

  I'm not the first nanny.

• 1:27Speaker 02

  Digger. See the trailer online. Only in theaters October 2nd. Rated R. Under 17. Not a minute without parent.

• 1:38Speaker 03

  This is the Ed Mylett Show. Compete, lead, and win.

• 1:48Ed Mylett?

  Welcome back to Max Out with Ed Mylett. This gentleman to my left is one of the great American entrepreneurs and one of the original Sharks from Shark Tank. This man's companies have generated over $5 billion in sales. He's had 20 different companies do over $100 million. And he is called the entrepreneur's entrepreneur. He's kind of the answer man. So we're gonna get some answers out of this man here today. So Kevin Harrington, welcome.

• 2:13Speaker 04

  Ed, thank you. Great introduction. I like being here already.

• 2:16Ed Mylett?

  It's all true, so that's the good part. I didn't have to make anything up. So, thank you for doing this. I know a lot of you, at the beginning of the year, just so you know, I sent out a list of who are the 20 people you'd most want on my show. And ended up 10 people's names kept showing up over and over, and you were one of those 10 names.

• 2:30Speaker 04

  Well, thank you. And it's great to be here. What a beautiful place to hang out and have a nice talk today.

• 2:35Ed Mylett?

  It's a pleasure to have you, and honor frankly to have you here. So let's get some answers.

• 2:38Speaker 04

  Yeah.

• 2:39Ed Mylett?

  You wanna do that?

• 2:39Speaker 04

  Cool, yeah.

• 2:40Ed Mylett?

  So let's start out a little bit. I don't wanna go all the way back to when you were a kid, because that will take us a long time, right, to go through it. My story takes a long time, so would yours. But you're kind of a Midwest boy, right? Ohio?

• 2:49Speaker 04

  Yeah.

• 2:50Ed Mylett?

  You grew up that way. Did you grow up in an affluent family? I'm just curious.

• 2:52Speaker 04

  No, no. So I was one of six kids. My dad owned bars, and you know, my mom was a schoolteacher. And so my father wanted me to be an entrepreneur, though.

• 3:02Ed Mylett?

  Oh, okay.

• 3:03Speaker 04

  He, my mom wanted me to be a doctor or a lawyer.

• 3:07Ed Mylett?

  Yeah, sure.

• 3:07Speaker 04

  And I had two older sisters, one married a doctor, one married a lawyer, so got that out of the way, so I could be the entrepreneur.

• 3:14Ed Mylett?

  Were you that way as a little guy? Did you have little businesses when you were a kid?

• 3:17Speaker 04

  Yeah, I was mowing lawns, selling newspapers at nine years old.

• 3:23Ed Mylett?

  Oh, wow, okay.

• 3:24Speaker 04

  Then I was in my dad's restaurants when I was 11, and helping him out, you know, and working literally 30, 40 hours a week, some weeks.

• 3:34Ed Mylett?

  When you were like a teen?

• 3:35Speaker 04

  11 years old, yeah.

• 3:35Ed Mylett?

  Oh, my gosh.

• 3:36Speaker 04

  After school, I'd take two buses to get to his place, and then he, someone would drive me home 10, 11 o'clock at night.

• 3:42Ed Mylett?

  Oh, my gosh.

• 3:42Speaker 04

  Go back to school. So when I was 15, I started a driveway ceiling business. And in Ohio, if you had cracks in your driveway and water got in there and it froze, you got a triple, triple the size of the crack. So I knocked on doors, and I was selling eight to 10 jobs a week at the age of 15. So, so very just entrepreneurial, and then I did that all through high school.

• 4:06Ed Mylett?

  Okay.

• 4:07Speaker 04

  And I grew up in a nice neighborhood, but we had the poorest house in the neighborhood. So friends of mine would get their cars given to them when they were 16. Me, I paid cash.

• 4:19Ed Mylett?

  You earned your.

• 4:20Speaker 04

  My own earnings and then when I went to college, I had to pay my own way through all through college. And actually, I say all through.

• 4:29Speaker 04

  My father said, now, wait a minute, this driveway ceiling only is good for the summertime. What are you gonna do now that you're in college? You've got more expenses. So I had an apartment and a car and this and that. So I said, well, I need something year round. So I said, what's year round? Heating and air conditioning. So I started a heating and cooling company my freshman year in college.

• 4:49Ed Mylett?

  So you paid for everything, though? You're not talking about the housing, everything?

• 4:52Speaker 04

  Everything, yeah. Books, education, housing, the whole thing.

• 4:55Ed Mylett?

  As an entrepreneur?

• 4:56Speaker 04

  As an entrepreneur.

• 4:57Ed Mylett?

  So when you, did you graduate college?

• 4:59Speaker 04

  Nope. Because by the time I got to my junior year, we were doing, in today's terms of finance, about five million a year in sales with 25 employees. I had six trucks going out every day. Going to school. So then I just couldn't do both. So I quit school. And at that point, I realized, I'm an entrepreneur. You know, what is the degree gonna ultimately give me, right?

• 5:23Ed Mylett?

  Right.

• 5:24Speaker 04

  Because the University of Cincinnati, there was one class, 800 students. And like, one day, the teacher didn't show and there's a video playing. Sorry, I couldn't be here. I'm like, wait a minute. If you're not gonna be here, I don't think I need to be here. So that's when I said, you know, I think I'm done.

• 5:41Ed Mylett?

  I never asked anybody this, it just occurs to me right now. Do you think everybody should be or could be an entrepreneur?

• 5:48Speaker 04

  I think you can definitely learn how to be an entrepreneur. I have two boys. One is 29, went all through Penn State, you know, fraternity, the whole thing. And he's now an entrepreneur.

• 5:59Ed Mylett?

  He is.

• 5:59Speaker 04

  He wanted, I think, to get into corporate world. But he started in the corporate world and hated it. And then interviewed inside the entrepreneurial world that I'm in. And then joined me. And then my youngest is probably gonna be an entrepreneur also, my 20-year-old.

• 6:14Ed Mylett?

  Yeah, you make a good point. Because you and I both, I've become an entrepreneur basically out of the gate. I went to college, but I became one. But I have a lot of friends, I suppose, who had corporate careers first. So when was your first big hit? I read about this Quantum International. Did I say that right? Was that your first big hit? I mean, Heating and Air Conditioning worked. Did you eventually segue out of that?

• 6:30Speaker 04

  Oh, yeah, yeah. Heating and Air Conditioning, that was just earned some money.

• 6:33Ed Mylett?

  Got it.

• 6:34Speaker 04

  I thought, yes, I want to be an entrepreneur, but I realized that's a local business. It's labor oriented. It's limited in scope and in income. So, but what I did from there, just quickly, I transitioned because I sold the business because I didn't like the labor side. Because of the installation and the service and, you know, it's not easy getting installers, you know? I could sell them, but I couldn't service or personally install them, right? So, and I couldn't find enough good installers back then. But I sold the business to one of my employees. I had a little pocket of cash, not a ton, but you know, enough to go buy something. So, I started exploring getting into another business and I'm meeting with this business broker and he's got hundreds of businesses for sale sitting on his desk. The books and records of all of them. And I'm like, wow, let me see this laundromat. Let me see this flower shop. Let me see.

• 7:19Speaker 04

  And I'm like, wow, what a candy store. I sold my business and I became a business broker. So, I was a real estate broker and a business broker. So, I sold the real estate and I specialized in the business. Got it. I sold pizza parlors, restaurants, delicatessens, flower shops, laundromats, you know, you name it. And now, I was starting to partner with some of these people. I call it my pre-shark days, mini shark days. But it was my curiosity overload of being able to see all these different businesses, what I didn't want to do. I didn't want to be in, I didn't want to own a laundromat. I didn't want to own a flower shop, right? But I had to go to all these trade shows. I went to the houseware shows for, because I'm selling all these businesses.

• 8:01Speaker 04

  I went to the real estate. I went to the, rather, the restaurant shows, the home and garden shows. And here I am, I'm at a trade show and a guy was cutting through a Coca-Cola can with a knife. And he's cutting through a muffler and a pair of sneakers. It's the Ginsu knife. And so, I'm watching this pitch, okay? Ginsu knife. Wow, I've seen a lot of Ginsu knives. And so, this gentleman was pulling in thousands of dollars in cash. Okay. And so, when he got on break and I saw him do it again and again, same set of words. And I'm thinking, wait a minute, that guy, he's been doing this a while. Okay. Forty years. This guy, Arnold Morris, was the best, as he called himself, the best knife salesman in the world, right? Like, I don't know if I'd put that on my resume. Is he the guy in the infomercial? Yeah. That's Arnold Morris.

• 8:44Speaker 04

  That's Arnold Mars. So, so we used Arnold and so, right at this time, I'd been tuning in to, I got cable television. This is 1984.

• 8:53Ed Mylett?

  Okay.

• 8:53Speaker 04

  And so, if you gotta go back 34 years, you know, to think about TV.

• 8:58Ed Mylett?

  Yes.

• 8:58Speaker 04

  When cable first hit, it was 30 cha- 30 channels, ESPN, HBO, MTV.

• 9:04Ed Mylett?

  Okay.

• 9:05Speaker 04

  Discovery.

• 9:05Ed Mylett?

  Yeah.

• 9:06Speaker 04

  Uh, CNN, right? And, you know, movies and sports and whatever, but I got the Discovery Channel and there was nothing there. There was just colored bars on the screen. So I called the cable company and I said, what's going on? They said, well, Discovery's only an 18-hour-a-day channel. Six hours is nothing. So, I said, wait a minute. I, I, I can, I can put something on there. Let me find something. And, but because here I was, this, this entrepreneur selling businesses and going to all these trade shows, that's when I met Arnold. And I said to Arnold, let's film that presentation and put it on Discovery Channel. So that was the big break.

• 9:42Ed Mylett?

  No way.

• 9:42Speaker 04

  That was the big break.

• 9:43Ed Mylett?

  And what did that do? So, what did you invest in that and then what did it turn into?

• 9:46Speaker 04

  I mean, it literally was only a couple of grand because we just had to get a camera, turn the camera on.

• 9:52Ed Mylett?

  Oh my gosh.

• 9:53Speaker 04

  And we shot it in the back of a supermarket. So, we filmed it, shot, put it on Discovery and then we paid Discovery Channel a percentage of the sales. And it just went, like, I mean, it, it took off, like, it was unbelievable.

• 10:06Ed Mylett?

  That's crazy. How do you do it?

• 10:08Speaker 04

  My life changed instantly within, within hours of that.

• 10:12Ed Mylett?

  That's amazing. And so, take everybody inside this for a second. So, do you invest in these companies or do you license them?

• 10:18Speaker 04

  Yeah.

• 10:18Ed Mylett?

  What's, how's it work to, by the way, this man's done, how many infomercials have you done?

• 10:21Speaker 04

  500 plus.

• 10:22Ed Mylett?

  My gosh, I mean, 500, almost kind of the creator of the medium itself, right?

• 10:26Speaker 04

  Yeah, yeah. You know, nobody else was, you know, I mean, Ron Popeil had been doing short-form spots.

• 10:31Ed Mylett?

  Right.

• 10:32Speaker 04

  Prior to this, but as infomercials go, this really was the beginning of the infomercial business.

• 10:36Ed Mylett?

  So, so how do you do it? Do you, not to be specific, but do you license with that person and take a percentage?

• 10:41Speaker 04

  Yeah, so, so what we do, and this is, I think, probably the, I'm not an inventor and, and the best part of, of my business. I don't, out of the 500 that I've done and the 5 billion, I haven't invented or owned. Any of those products. I partner with people that develop the products. So, but license them, partner with them. When Tony Little came to me and he had the ab isolator.

• 11:06Ed Mylett?

  Yes.

• 11:07Speaker 04

  I said, Tony, I want to license that from you, right? Now, I'll put up all the money. I'll finance the production. I'll finance the media. I'll finance the manufacturing. So, we do all of that and then we pay him a royalty. So, we actually own, end up owning it though.

• 11:22Ed Mylett?

  You end up owning it. So, the good thing for them is they've basically created this asset.

• 11:26Speaker 04

  Yes.

• 11:26Ed Mylett?

  Now, you're monetizing everything. There's no cash from them at all.

• 11:29Speaker 04

  They don't have to put up any money. Yeah.

• 11:31Ed Mylett?

  Which kind of goes back to being a business broker again.

• 11:32Speaker 04

  Yeah.

• 11:33Ed Mylett?

  You're almost the business broker of infomercials, weren't you?

• 11:35Speaker 04

  Exactly. Yeah, yeah.

• 11:36Ed Mylett?

  Okay, so that model continued.

• 11:36Speaker 04

  No, no, it's the same model because it's, they have the asset and, but they don't know how to take it to the, to the next level. In fact, of all these guys, I mean, Tony at one time said, I, you know, you're giving me 5%. Well, we did 300 and some million, so he got 15 million bucks.

• 11:51Ed Mylett?

  With no capital investment.

• 11:52Speaker 04

  Right off the top, right? So, I had to do all the grunt work, the leg work, the financing, the... And by the way, in the early days, I didn't have the money, so I had to raise the money, right? So, we were raising millions to finance the inventories.

• 12:04Ed Mylett?

  Right.

• 12:05Speaker 04

  So, it was not an easy process, but the, but it's a, one day Tony said, I want to go 50/50, okay? And I said, hey, I'm, I'm happy to go 50/50. That means if it's, we got to produce this, so you got to put up half that. That, that's not the hard cost, but every week we're spending $300,000 in media. 50/50, 150 grand a piece, a week. So, that's 600 grand a month. And it takes months and months.

• 12:30Ed Mylett?

  Welcome to a real business, Tony.

• 12:32Speaker 04

  So, after six months and he had put out like a million plus dollars. And he's like, wait a minute, I thought I was supposed to be making money in this deal.

• 12:40Ed Mylett?

  Yeah, right.

• 12:40Speaker 04

  I'm like, Tony, it's about 18 months before we get our money back, okay?

• 12:43Ed Mylett?

  Oh, boy.

• 12:44Speaker 04

  So, there, you know, now, once it starts coming back, it's, now it's coming back in, in big numbers, so.

• 12:49Ed Mylett?

  Did he continue with that or did he go back to?

• 12:51Speaker 04

  He said, let me go back to the royalty. So, we, we went back to a royalty deal.

• 12:55Ed Mylett?

  What makes one of them good? Like, you must have had some that didn't hit and some that did, right? What makes, what makes a, let me say one thing that I've noticed about infomercials. Correct me if I'm wrong on this. I want everybody to get this. I think business nowadays is about getting attention.

• 13:07Speaker 04

  Yeah.

• 13:08Ed Mylett?

  I think you have to get attention. To me, at that time with all of the viewership being on television.

• 13:12Speaker 04

  Right, yeah.

• 13:13Ed Mylett?

  That's the best way to get attention now. Obviously now, you can get attention on TV, but small entrepreneurs out there can leverage social media now too, can't they, to get attention? Was that part of the concept is get attention, number one, and number two, what makes a winner?

• 13:26Speaker 04

  Yeah, so, yeah, the, and the sequencing of producing, and we call it kind of creating a perfect pitch.

• 13:33Ed Mylett?

  Okay.

• 13:34Speaker 04

  The first step is, you've got six seconds to get the people's attention on TV because they're watching a movie, they just got done, they're gonna go make a sandwich, go to the bathroom, you've got six seconds. So if you have, if you watch any infomercial we ever did, whether it was Tony Little in the gazelle, Billy Mays, or Jack Lalanne in the juicer, let's say Billy Mays on OxiClean.

• 13:54Ed Mylett?

  Legend.

• 13:54Speaker 04

  In six seconds, he's eating a meatball sandwich, and it's, hey, it's Billy Mays. Boom, grease drips on his shirt. Has this ever happened to you? That's in six seconds.

• 14:05Ed Mylett?

  Okay.

• 14:05Speaker 04

  He's caught your attention because now he's got grease stains all over his shirt. People are thinking, yeah, that happens to me. So, that's very quick, very hard hitting on the front end of getting their attention. Now, once you have their attention, then you need to solve, you have to state a problem, and now you did, because there's a problem, but then you need to solve the problem. Such that you solve it in a way that no other product or service solves in identical fashion.

• 14:29Ed Mylett?

  Okay.

• 14:29Speaker 04

  And the same thing, kind of with Tony Little's gazelle, and OxiClean, the unique positioning, it was the power of oxygen, and oxygen that oxygenated the cleaning system.

• 14:39Ed Mylett?

  Okay.

• 14:39Speaker 04

  The cleaning process.

• 14:40Ed Mylett?

  Okay.

• 14:41Speaker 04

  So, so you always, in the world of, that I used to be in full time, I mean, my business for, you know, for 30 years was pretty much exclusively selling products on TV, shopping channels, and the internet.

• 14:54Ed Mylett?

  Yep.

• 14:55Speaker 04

  And, but we, so we had to create these unique positionings with each one of these.

• 14:59Ed Mylett?

  So that model that you have is called Tees? Please and seize.

• 15:04Speaker 04

  Correct, tease, please and seize. So you tease them with an attention getting problem. You please them by solving the problem with unique benefits and solutions. And some great testimonials. Okay, and sometimes you need also maybe a little bit of clinical data. Like if it's, if you're gonna sell skincare like proactive, you gotta have sort of like a product testing lab. That says that you can make this claim. Because the one thing in 35 years that I've never done, I've never crossed the line of getting aggressive. I mean, we get aggressive, but we don't cross the line into illegal claims. And this is what a lot of guys are doing on the internet. Oh, you can do this, you can lose 30 pounds in one week and all this kind of crap. You know, we don't do that.

• 15:46Speaker 04

  You know, it's, we, we, we deal with every government agency from the FDA to the FTC to the this, to the, you know. And make sure that we say what we can say based on the clinical data we have.

• 15:57Ed Mylett?

  It's interesting, because I think for people that are listening this business wise too, I think sometimes principles don't change, strategies do, right? So these principles apply all the time. And one of the things that I, right when I first got into the social media space, because mine's growing pretty well, it's interesting to me. Someone said to me, you better get their attention the first six seconds. Because if you don't get their attention the first seconds, they're gone. And so the same exact principles, and when I'm putting a video together, even to this day. I want to do something that gets their attention, and then I want to create the problem. Do you have an issue with not closing? Are you down on your self-confidence, right? So it's very interesting how transcendent that is. One thing I want to make sure that everybody gets to, I don't like to just promote things at the end of an interview. And so Kevin, you can get access to Kevin on tips like this, right? On the perfect pitches, actually, don't you have some sort of a, a whole spreadsheet on this stuff or a pro forma?

• 16:41Speaker 04

  Yeah, yeah, I do. In fact, it's, it's called the cheat sheet. Because I've taken actually now over 35 years, 50,000 pitches, sounding a lot, but it's over 35 years. So it's, you know, a thousand to 2,000 a year. But these are one-on-one pitches, so some, some days are long days for me. But I go to the houseware show and the hardware show.

• 17:01Ed Mylett?

  To this day, you still go to all those.

• 17:02Speaker 04

  Yeah, beauty shows, everything. But the cheat sheet for pitching, because we're gonna teach you how to actually pitch. You can text me, it's my own number at. Text the word pitch to 727-888-2100. That's 727-888-2100.

• 17:20Ed Mylett?

  Yeah, I want to make sure that they all get that stuff too.

• 17:22Speaker 04

  We're going to give them a cheat sheet on how to develop their own pitch. It's pretty powerful.

• 17:24Ed Mylett?

  I love that. And these pitches transcend, whether it's TV, one-on-one, internet, doesn't matter. This is how to transcend and make a terrific pitch too. I'm just curious, of all those infomercials, was there one that stood out that was the biggest hit of all of them?

• 17:35Speaker 04

  Yeah. When I met Tony Little, he was this shy guy.

• 17:40Ed Mylett?

  Tony Little was true.

• 17:41Speaker 04

  A little bit overweight, very timid in person. But he would get on TV and he turned into a beast.

• 17:47Ed Mylett?

  Yeah.

• 17:48Speaker 04

  So, we did the, we did over a billion and a half dollars for Tony Little, right?

• 17:54Ed Mylett?

  Oh my gosh.

• 17:54Speaker 04

  So, we, you know, I mean, the Gazelle was huge. The Ab Isolator was another one. We did his videotapes. To this day, Tony has created a big fitness brand for himself. But now he's kind of morphed into, he does foods and he does pillows and he does, you know, he's actually a pretty, he's a big food vendor at HSN, for example.

• 18:17Ed Mylett?

  He is.

• 18:18Speaker 04

  Yeah.

• 18:18Ed Mylett?

  That was the number one of all of them.

• 18:20Speaker 04

  Tony Little was number one.

• 18:21Ed Mylett?

  Imagine there's 20 different ones that generate over 100 million. I mean, that's just, that's bananas to me, right? What do you, you've had all this success. I'm curious, we'll talk a little bit more about some business principles in a minute, but you don't look it, but you're 60-plus years old, right? And I say that because I want all the entrepreneurs out to hear this. You've obviously generated an awful lot of revenue, an awful lot of income, obviously a pretty significant net worth. What drives you right now? Like, why are you still after it and in the hunt so aggressively? Because I know your schedule's crazy. You're not even here going to something.

• 18:49Speaker 04

  Yeah, yeah. So, the, so, I got, I got lucky along the way. And I say luck because you, you kind of force you into luck, you know what I mean? I got the phone call from Mark Burnett. He says, hey, will you come on Shark Tank, right?

• 19:01Ed Mylett?

  Yeah.

• 19:01Speaker 04

  And, and I told my wife, he won't tell me what the show's all about, but I just got off of Mark Burnett. It's called Shark Tank. She says, wait, I know what he does with those people on Survivor Island. Why do you want to be on Shark Tank, right?

• 19:13Ed Mylett?

  That sounds dangerous.

• 19:14Speaker 04

  Yeah, I'm like, I don't know about it. He wouldn't tell me what they're going to do to me. But I went out and I met with Mark. And so, they, they made me do a little rehearsal. And so, I was taking pitches and they were rolling tape and, and I'm... Asking questions and but I said they said Kevin you did an amazing job but I said I've been doing this for 30 years okay gotta remember that's what I do every day when I go to these shows right so um so they said you're you're in you're done and I did the pilot I did the first couple of seasons with with all the sharks and had an amazing time but now Shark Tank is running all around the world so what happened is they they put all the reruns on CNBC that started in in two hours a night and then they do a weekend

• 19:59Speaker 04

  so my episodes because I was in you know the first 150 plus segments they they were all running and running and running so now my phone just started ringing and I'm and my wife's like you know you gotta just you gotta take the calls you know so people wanting me to speak and you gotta go here you got you know so I I figure you know if it's sort of like I I had a boat one time and I wasn't the greatest boater and I was having some trouble with it here and then one time a guy called I want to buy your boat I'm like something's telling me I should sell my boat right you know so I sold it right but uh you know bottom line is is that um when the phone is ringing I think you you gotta you gotta take

• 20:37Ed Mylett?

  And yours is blowing up

• 20:38Speaker 04

  And my and so so it it I think I've I I figure I got a couple of years of of doing I'm on a kind of a little speaking tour

• 20:45Ed Mylett?

  Yes

• 20:46Speaker 04

  And you know you you in the last year you said you're gonna build your brand

• 20:49Ed Mylett?

  Right

• 20:50Speaker 04

  And and look what you've done in in a short period of time it's amazing

• 20:53Ed Mylett?

  Thank you

• 20:54Speaker 04

  And and I actually oh when I was on Shark Tank back in 2009 10 11 you know the Twitter and all these things were just there was really no it wasn't big at all you know so so I'm doing a little bit of the brand thing now and and I think it's it I think there's it's kind of fun

• 21:12Ed Mylett?

  Yeah I mean you're doing a lot of different things though so like for example one of the things you've done you're partnered with Virtuity Financial which is affiliated with my company

• 21:18Speaker 04

  Yeah

• 21:18Ed Mylett?

  So you sort of got into the financial space and you're also helping with the NFL alumni

• 21:22Speaker 04

  Right

• 21:23Ed Mylett?

  So talk a little bit about that you got involved with that why did that catch your eye and catch your attention what are you doing with it

• 21:26Speaker 04

  You know so you know the the NFL alumni um there's we Virtuity as you know is a financial planning company and I realized because you know I think we're talking privately you know Billy was an amazing guy. He died without proper planning, right? And you know, he had made a lot of money and had homes and cars and all kinds of stuff when he passed away, but no life insurance and no planning and I, you know, no will even. So Deborah Mays had called and asked, you know, can I help her? And so some good legal people got in there and did the best they could. But people, NFL alumni, some of them have done well and some of them, you know, a lot of them haven't, right? So, so we've signed a deal with the NFL alumni to give them not only better planning, but also an income opportunity.

• 22:10Speaker 04

  So, so I think bottom line is, is that, you know, I spent the first 30 years of my life trying to figure out what I wanted to do, being an entrepreneur. I spent the next 30 years of my life being a, as seen in TV, entrepreneur and, and had a lot of fun building businesses, making a lot of money and, you know, spending a little bit here too along the way. But, but now I'm spending the next 30 years of my life empowering entrepreneurs and helping entrepreneurs be more successful. And this applies to the NFL alumni. Many of them want to be entrepreneurs and can be. And so through Virtuity, we're going to offer them that opportunity.

• 22:45Ed Mylett?

  I love that. Virtuity is associated with WFG, with my firm, and I'm excited to work on that. And I'm doing the same thing. In fact, I spent my first 30 years kind of building and now I want to teach it and pay it forward, just like you. Speaking of entrepreneurs, I'm curious, because there's, that's who's watching this, many of them are. What traits make up a successful one that you've seen? So, for example, I don't know the exact numbers, but something like, you know, what, 500,000 people apply to get on Shark Tank, only 350 even get on the darn show. So obviously they are better at the pitch, the perfect pitch that you've talked about.

• 23:11Speaker 04

  Absolutely.

• 23:12Ed Mylett?

  But once they've pitched and once you've met, you know, they're now in there being evaluated, what is some of the qualities of 500 different infomercials, all the entrepreneurs you coach outside of the infomercial business? What do they have that the ones who lose don't?

• 23:24Speaker 04

  So, first of all, I love an entrepreneur that's got a big vision. Because I don't want to get involved in a deal that's a flatline deal or a small growth. I like exponential growth. So I want to see somebody that sees how they can get in early and, and create something that can go to a hundred million dollars, right? So I don't like 10 million dollar businesses, I like 100 million. You know, I'd love to have a couple billion dollar businesses, right? So, you know, but so I love vision, but I also, I, you know, O'Leary and I, Mr. Wonderful, got into a little battle one time on the show and O'Leary's like, I bet on the jockey. And I said, you know what?

• 24:07Speaker 04

  I don't bet on the jockey anymore because when I did, I gave a lady a half a million dollars. She went out and went in six months, went through it and closed the doors down. Because I bet on the jockey. I trusted her and thought she was going to be fantastic, right? But at the end of the day, it just, things weren't right. It didn't work. But, but I want to see, I mean, and if you, if you talk to any horse trainer, because I'm in the horse business also, because I have a betting app that I'm involved with. The horse trainer is going to tell you, I can put any jockey on my horse. Okay? It's the jockey is part of the process.

• 24:41Ed Mylett?

  Sure.

• 24:41Speaker 04

  You need the trainer, you need the doctor, you need the jockey. But I believe an entrepreneur has to be good, good enough to be able to assemble the teams.

• 24:49Ed Mylett?

  So do I.

• 24:49Speaker 04

  And that is the key to me, is that if I see a guy that's so passionate and headstrong about himself, and he's not going to allow input from the outside and not going to bring the right people in, I don't want any part of it then, you know?

• 25:01Ed Mylett?

  So it's vision and then surrounding yourself with the right team of people.

• 25:04Speaker 04

  And surrounding yourself with the right team of people.

• 25:05Ed Mylett?

  It's funny you say that because I talk all the time about, I think entrepreneurs, great entrepreneurs are evangelical about their cause. Steve Jobs was an evangelist, really, right?

• 25:12Speaker 04

  Yeah.

• 25:12Ed Mylett?

  Oprah Winfrey was an evangelist, right? Mark Zuckerberg in his way is an evangelist, right? So you have this visionary leader, but all of them were smart enough. Jobs doesn't make it without having the people surround him like Scully from Pepsi. He brings in to run the thing because he couldn't run it, right? Or Wozniak, the tech type person. And so, so you got to surround yourself with a team. This is such a huge thing for those of you that bring people into your organizations, into your businesses that make up for what your weaknesses are and play to your strengths. It's not true enough time to fix all these things yourself, right?

• 25:40Speaker 04

  I'm an old school TV guy, as seen a TV guy. I'm now getting into digital. I'm surrounding myself with some of the greatest digital guys that I, that I can get. And so I'm sure you're doing some of the same thing.

• 25:50Ed Mylett?

  I am. I'm very, I think.

• 25:52Speaker 04

  A lot under 25 years old, right?

• 25:54Ed Mylett?

  And some are even younger than that, isn't that the truth? And it's funny, but because I always say all the time. I think that becoming an entrepreneur is one of the great self-discovery processes of all time. You're gonna learn about what you don't know, you're gonna learn about your resiliency, your toughness. But it's also a self-improvement program.

• 26:08Speaker 04

  Yeah.

• 26:09Ed Mylett?

  With a big old compensation package test, so you need to be able to grow and improve and surround yourself with people. And I talk a lot about mentors as a result of that.

• 26:16Speaker 04

  Yeah.

• 26:16Ed Mylett?

  I think my value, we both evaluate businesses, I get involved in other businesses, part of the value I bring is capital.

• 26:21Speaker 04

  Yeah.

• 26:22Ed Mylett?

  But oftentimes, that's not the biggest value. I bring my connectivity, who I can connect to. I look at you as almost a connector too.

• 26:27Speaker 04

  Yes.

• 26:27Ed Mylett?

  You've built all these relationships now globally, around the world. You've got relationships in China and India and so. I read something about you and you used the word differently, which I thought was wonderful, was that you found a guide when you were young, right? So, I use the word mentor, but I really like that word a lot. How important is it for people out there that are entrepreneurs? To find themselves a guide in their life? What is that like?

• 26:49Speaker 04

  I think it's, I think it's, it's vital and so when, when I was, I mentioned I didn't have the capital when we first started and. So I, I went to banks and like, hey, I got this, this great business and we're selling and we're doing.

• 27:02Ed Mylett?

  Yeah.

• 27:02Speaker 04

  Good. I mean, we're actually, we're profitable, but we just need the capital. And so I got turned down, turned, five banks in a row turned me down. And I'm like, what am I doing wrong? Well, I found, let's use the word guide or mentor.

• 27:13Ed Mylett?

  Yep.

• 27:14Speaker 04

  Found a mentor, the former bank president. And he went in and showed me, he said, look, you're not talking them the right way. You're teaching, you're showing them what you've done. They wanna know where you're going, the five-year plan. They wanna know they're gonna get paid back. So, um, and they also wanna see a solid business and some gray hairs around the company.

• 27:31Ed Mylett?

  You're right.

• 27:32Speaker 04

  I was a young kid, right? I was in my twenties. So, within four months, he turned this whole thing around to where. We got a three million dollar line of credit, which then took us to a hundred and fifty million dollars in sales. You know, from, you know, from what was about fifty million. So we were doing well, but we were flatlined.

• 27:50Ed Mylett?

  Yes.

• 27:50Speaker 04

  So, you know, he became my mentor. I brought him in as the COO then.

• 27:54Ed Mylett?

  You did, yes.

• 27:55Speaker 04

  So because I said, here is a guy, now here's a, a guide that can take us to the next level. But he brought in a legal team, an ops team, software guys, all the stuff, cuz I was just, I was thinking. Product sales.

• 28:09Ed Mylett?

  Yes.

• 28:10Speaker 04

  But you know now the you know, everybody else wanted to make sure the bank wanted to make sure that we had the team to make sure we're still in business.

• 28:17Ed Mylett?

  Yeah, I don't think that I think you still do it. I still do it. This is like requisite to go to new levels.

• 28:22Speaker 04

  Yeah.

• 28:22Ed Mylett?

  This point right here. So I think all beginners go, I'd like a guide. I'd like a mentor. But those of you that are already successful and want to get to the next level, typically, it's not some new thought you're necessarily going to have, but it's it's new people. It's new guides, people with new access, new thoughts, new advice, right? I seek them out. I'm seeking it out with you.

• 28:39Speaker 04

  Yeah.

• 28:39Ed Mylett?

  You hopefully seek through me like I I'm constantly trying to find new people I can add to my circle that expand my thinking, but more importantly, can expand the attention I get.

• 28:47Speaker 04

  Absolutely.

• 28:47Ed Mylett?

  Why are we both doing this show? If you really think about it, we're doing it because we like each other. We have a business relationship, but I can get some of the attention from your brand.

• 28:53Speaker 04

  Yeah.

• 28:53Ed Mylett?

  You can get some of the attention from my brand. This happens at every level in business now because information now is cheap. You can get information right in your phone. It used to be who had the best info. Now it's who can execute, who can get the most attention, who has the best relationships. Then there's one other layer that I want to talk about.

• 29:09Speaker 04

  Yeah.

• 29:10Ed Mylett?

  And it's the ability to persuade. It's the ability to communicate the idea, right?

• 29:15Speaker 04

  Yeah.

• 29:15Ed Mylett?

  And to get people to agree with you.

• 29:16Speaker 04

  So this is. Yeah.

• 29:17Ed Mylett?

  I don't care if you're a personal trainer in a gym.

• 29:19Speaker 04

  Right.

• 29:20Ed Mylett?

  You own a laundromat.

• 29:21Speaker 04

  Right.

• 29:22Ed Mylett?

  There's got to be a way you communicate your message to the world, whether it's in writing, by the spoken word, print, digital, TV. You have to be able to communicate and persuade. And so it's another thing. You had Zig Ziglar in your life early as a mentor.

• 29:35Speaker 04

  Yes.

• 29:35Ed Mylett?

  So speak to because this is just a running theme, right? For me, people aren't good enough at persuading and communicating. So.

• 29:42Speaker 04

  Right.

• 29:43Ed Mylett?

  How important do you feel like that is? And I know you do.

• 29:45Speaker 04

  Yeah.

• 29:45Ed Mylett?

  And then what would be some of the answers for somebody to learn to do it better?

• 29:48Speaker 04

  I mean, it's to me, it you need to learn the techniques of, you know, I say, everything is selling. Okay. It's one of the things I say, right? Because persuading, selling, and you know, I learned at an early age. I'll never forget when I was knocking on doors, selling driveway, ceiling. The first time I went through this one neighborhood, 20 homes, I got the door pretty much slammed every every house, right? So and I'm like, wow, what am I doing wrong? So it's there's something called the new decision. Clothes, right? So, and I then said, wait, I need one driveway in this neighborhood that I can show. Look, I said, I see that one across the street, I got my sign. I took a picture before and after. It was beautiful when I was done.

• 30:32Speaker 04

  It was ugly before, so terrible before, beautiful after. The cracks were sealed. People loved it. I did that job for free to get done, to get one done in the neighborhood.

• 30:41Ed Mylett?

  Get attention.

• 30:41Speaker 04

  And get attention. Then I went back in the neighborhood and said, now, look, there's a new decision I was allowing them to make because, see the neighbor that I've just done? Now that I've given you the new information, now you can make a new decision. Yes. So I got 15 driveways then.

• 30:55Ed Mylett?

  Very good.

• 30:56Speaker 04

  So, selling and persuading is all about systems and techniques and, and just learning the various closes. I mean Zig Ziglar has, he was a mentor to me. His book has over 100 of these closes. That's just one of them, right? And I just talked about one more quick one because he, he, he said, when you're, when you're closing the sale and, and the price is here, but the value is here, you're not going to make the sale. You've got to raise the value above the selling price or the deal's not going to happen. So, when we were selling Ginsu knife, we were giving them two for $20. And in person, when they were doing it, it worked because the people could see it, touch it, feel it. They were there, they could buy it, take it home. But on TV, it was landing a little flat, you know, like two for 20 bucks.

• 31:40Speaker 04

  I don't know what it's like, oh, it's seen on TV, I'm not sure. Well, let's raise the value. So, hey, if you order the two knives for 20 bucks, but wait, there's more, we're going to give you free, six free steak knives and a paring knife.

• 31:52Ed Mylett?

  That's what that is.

• 31:53Speaker 04

  And a pooh. So now, as we're raising the value with steak knives and paring knives and filet knives, now we're up here. But that whole thing was created because of a Zig Ziglar mentality of raise the value stacks.

• 32:06Ed Mylett?

  Got it.

• 32:07Speaker 04

  And create a better value. And that's number two close we've talked about here today. But he had 100 closes. And so, I, I used dozens and dozens of Zig Ziglar's closes in all the infomercials that I created.

• 32:19Ed Mylett?

  I did not know that.

• 32:20Speaker 04

  Yeah.

• 32:21Ed Mylett?

  That's what that value add was at the end. That's straight from Ziglar.

• 32:23Speaker 04

  Right.

• 32:24Ed Mylett?

  Okay. And they can get access to some of Ziglar's content by interacting with you too.

• 32:26Speaker 04

  Come back, yeah, right back to the pitch.

• 32:27Ed Mylett?

  Back to the pitch.

• 32:28Speaker 04

  Pitch number I gave you.

• 32:29Ed Mylett?

  Okay, I got three questions for you to finish.

• 32:31Speaker 04

  Okay, cool.

• 32:32Ed Mylett?

  These are, these are, these are the juicy ones.

• 32:33Speaker 04

  Okay.

• 32:34Ed Mylett?

  Biggest, biggest mistake you've made? In your business life?

• 32:37Speaker 04

  Yeah, I mean, the biggest mistake when I was growing this company that I mentioned early on, I used all one merchant account. And so I had a dozen products, one merchant account, and I had one product that we were getting terrible defects from the manufacturer, a really terrible manufacturer, and I was getting 20% of them just coming back. The product wasn't good. And so, so the bank was, was seeing all these complaints and returns and chargebacks, and that were accelerated just all of a sudden. So, one Monday morning, I walked in, they grabbed $2 million out of my checking account. And the good news is, I had $2 million that they could grab. Okay?

• 33:20Speaker 04

  But the bad news is, I didn't have a lot more than $2 million that they could grab. So there went all my working capital. So, I mean, I ended up resolving the situation, but it took a lot of brutal dealings from there to make it happen. But the bottom line is, is now we set up all businesses with separate merchant accounts and separate LLCs. And, look, in today's world, things go haywire. Things, you know, not everything works like clockwork every time. So, you know, it's important to separate them out from a legal perspective and, I mean, look, you're in the financial planning world, right? You know what it's like to tell people they gotta be planning for the future. Don't let one bad deal destroy everything you've got.

• 34:03Ed Mylett?

  Huge advice.

• 34:04Speaker 04

  So that was, that was a big mistake.

• 34:05Ed Mylett?

  Oh my gosh. And for entrepreneurs, it may not apply to a merchant account, it applies to something else, but winter comes as an entrepreneur, every year. There's gonna be some winter in your business and in your life. And so, you having the vision to mitigate what that snowstorm may be, that blizzard may be, and inoculate yourself from it is huge. That's great advice.

• 34:22Speaker 04

  Yeah.

• 34:23Ed Mylett?

  Second thing is, I think people would wanna know this. You've obviously, you've been on Shark Tank, you've had 500 different businesses, you've generated, I mean, on the planet, there aren't that many people, maybe anywhere, have had so many different businesses do well. The thing you've done that you don't get credit for too is, you've made yourself a pretty wealthy guy, but you've made an awful lot of other people's lives better. That's what entrepreneurialism is, that's what capitalism is, right? You've made... Millions of people's lives better through the products. And you've made a whole bunch of entrepreneurs very wealthy who have partnered with you, right?

• 34:51Speaker 04

  Absolutely, yeah.

• 34:51Ed Mylett?

  Why, I guess, is the question. So that, what I mean by that is, what is your great strength? In other words, someone said, "I want to be like Kevin Harrington." "There's something in him I need to have." What's your big strength?

• 35:01Speaker 04

  So, you know, first of all, I think, I'll go back to my roots and my upbringing. My mother was an unbelievable mother. I was one of six Catholic boys, kids in the family. And I went to an all-boys Catholic high school and with priests as my teachers, right? And so, all through grade school, also with sisters and nuns, right? So, I always believed, and my foundation was respecting other people, taking care of other people also. And Zig Ziglar, his philosophy was, you can get everything in life you want if you help enough other people get what they want. So, when I was sitting there looking at Arnold Morris and thinking, "Okay, Arnold does this 40 weeks a year

• 35:45Speaker 04

  for many, many years, the same pitch to 10 people. How can I help him? Well, film it once, put it in front of millions. Now, I can help him, but it's going to help me." But then, you know what Arnold did? He said, "Kevin, you've helped me. Can we help Billy Mays?" Arnold brought me Billy Mays and all these other guys. And he said, "Kevin, is it okay if I tell them how well I'm doing? Because I want them to know that you're a good guy and that you're, you know..." And by the way, I was paying Arnold Morris. He was getting hundreds of thousands of dollars a month in royalty checks. And he didn't have to go anywhere. He would just, you know, sit there and get the check. But, you know, so, and one day, my accountant walked in and said,

• 36:28Speaker 04

  "Kevin, why are you paying this guy all that money? This is ridiculous. This is an expense that we don't need." I'm like, "Oh, wait a minute. First of all, we have a contract. Secondly, this is, this is, this guy's, we're running his shows. This is, this is a partnership, right? It's not an expense. This is an investment into our partnership of Arnold Morris." So, and by the way, we did a billion-plus dollars with Arnold Morris and his projects. Right, so, so it, it, it's thinking about how you can help other folks. And it comes back and just one last story there. I was sitting around 1987, Michael Dell from Dell Computers, Ted Leonsis, who owns the capital, the Wizards. And I don't know if you know Ted, right?

• 37:11Speaker 04

  So Ted and I just talked via email yesterday. So, we go back 30 years. We're all sitting around and we said, you know, we're young entrepreneurs and none of us were wealthy at the time. But we're like, how do we get, you know, maybe help other entrepreneurs? So we started the Young Entrepreneurs Organization.

• 37:27Ed Mylett?

  Okay.

• 37:28Speaker 04

  And 1987 and then we, now it's called EO, Entrepreneurs Organization.

• 37:33Ed Mylett?

  Can I tell you one thing about that? Like you going, I cannot tell you how many of my successful friends that are say 45 and under.

• 37:40Speaker 04

  Right.

• 37:40Ed Mylett?

  Are, have been a part of EO at some point in their career.

• 37:43Speaker 04

  It's amazing.

• 37:44Ed Mylett?

  It's everywhere and I didn't know what it was and I kept hearing what's EO, EO, EO. Now I know where they're all coming from. I didn't know you were affiliated with them.

• 37:49Speaker 04

  I'm a co-founder of EO with, with, with, with Leonsis and a handful of really top guys. So, I, I go, I went to Shanghai, 20 guys showed up at lunch to just say, Kevin, what can we help you with? You know, so the camaraderie of being involved with organizations like that, that you're, you're part of. It's, it's so, it's so, I'm proud to be part of it, but it's just cool and it feels, feels good.

• 38:13Ed Mylett?

  Wonderful. It's so hard to get a guy like you to say what he's great at. This is interesting. I listened to your answer and somehow when you answer that, you still talked about other people. Just so you know.

• 38:21Speaker 04

  Thank you.

• 38:21Ed Mylett?

  And that, by the way, is your strength. So I said, what is great about you? And then you proceeded to talk about everybody else.

• 38:28Speaker 04

  Yeah.

• 38:28Ed Mylett?

  And that's what's great about you. Even your face, I just want to tell you that. I was, I was watching you. Look at your face today.

• 38:33Speaker 04

  Thank you.

• 38:33Ed Mylett?

  So I was watching, I was watching video of you speak. I watched your, your TED Talks and I watched you in different interviews.

• 38:40Speaker 04

  Yeah.

• 38:41Ed Mylett?

  And I just want to tell you, because I try to sense people's spirits and I thought, oh, I, I got it. So there's this super hardworking man.

• 38:47Speaker 04

  Yeah.

• 38:47Ed Mylett?

  And, and super hard grinders like you, and I think I'm one, I hope, don't really take the credit for that because it's just who we are.

• 38:53Speaker 04

  Yeah.

• 38:53Ed Mylett?

  So you outworked everybody. But the other part of it was I was watching, I just want to tell you this, and I thought, this is a really good man. Like he's just a really good man. Like he really wants to help people. There's a goodness to him. Watching you answer that question.

• 39:06Speaker 04

  Yeah.

• 39:06Ed Mylett?

  You always, you went back to other people every single time. So I want to acknowledge that, man. That's the, I, it confirmed it.

• 39:11Speaker 04

  Hey.

• 39:11Ed Mylett?

  And that's a huge lesson for all. If you want to be a long lasting person in business, you've got to be about helping other people. And you've got to have a heart to give to people.

• 39:17Speaker 04

  I love it. I love it.

• 39:18Ed Mylett?

  That's, uh, that's wonderful. Last question.

• 39:20Speaker 04

  This has been fantastic being here. I love it, man.

• 39:23Ed Mylett?

  And, and I, I like, you know, as I told you before, I said, I don't know how we're only going to do this in 45 minutes or so, but I, I do want you to share, give one gift to the audience when we're finished. Cause you are kind of the answer guy. And so if you had a minute, there's an entrepreneur watching this. I don't care what stage of being an entrepreneur they're at. What advice would you, if they could, I get lunch, but I got a one minute lunch with the shark. I get one minute lunch with Kevin Harrington.

• 39:46Speaker 04

  Yeah.

• 39:46Ed Mylett?

  What do I need to know? I'm an entrepreneur. What would you tell them? You can talk right to these guys right there.

• 39:50Speaker 04

  You know, so I would say this. People come on Shark Tank because, most people think because they want money. Yeah, they want money, but they actually want, they want to connect with the shark. They want to, they want to connect into that rolodex. So, um, you know, they want Mark Cuban to be their partner and, and just open up every connection that he has. And, uh, or Mr. Wonderful, whoever it might be, myself. So I would say to any entrepreneur, because I sit down with so many entrepreneurs, one-on-one and, and give coaching and advice and mentoring. I say, maybe it's not that shark on Shark Tank, but connect with, with that shark or that mentor in your local market, in your community, in your industry. And don't be afraid to go for the best. I mean, I needed a shark in the beauty business

• 40:34Speaker 04

  and I found a retired executive from L'Oréal. He was the former president of L'Oréal. And he joined my team because I needed someone in, in beauty. And so you, you got to reach high, go for the best you can get, but build your dream team. Get experts to surround you. Get coaches, gurus, mentors, whatever it takes. And even in today's world, I'm surrounding myself now with digital gurus and these are those 20, 25 year old kids we're talking about. But you need to surround yourself with the best that you can, that you can get. But don't be afraid and think that you can't afford them. Many of these people, they don't even cost a lot or anything. If you approach them the right way. So, go for the gusto, build your dream team, and now have access to everything that they can bring to the table.

• 41:18Ed Mylett?

  Wow, that's outstanding advice, brother. Thank you. And I want to, again, say, I want to thank you for today. Like, this is enlightening for me. I have a funny feeling you and I are going to partner on some business stuff together, even outside of the WFG Virtuity stuff as well. So, one more time, I want to say to you, everybody, 727-888-2100 is how you can get access. Also, if you just Google, he's Kevin Harrington, he'll be the first Kevin Harrington to come back up first. And when they get that, what were you going to say about it?

• 41:40Speaker 04

  They text, text to Pitch, and we're going to give you, that's right to me, and I'm going to give you a personalized cheat sheet on how to develop your perfect pitch. Because the perfect pitch can actually teach you also how to get that dream team and that mentor to come coach you, too.

• 41:54Ed Mylett?

  Perfect. Kevin, thank you so much, brother.

• 41:56Speaker 04

  This is fantastic. Love being here, man.

• 41:58Ed Mylett?

  I loved it. So, everybody, I hope you enjoyed today's program. As always, a couple things. Make sure you run the two-minute drill on my posts, as you know now, on all the posts that I make on Instagram, the people that comment within the first two minutes with a hashtag max out after their comment. We give away free giveaways of my book, and hats, and gear, and all that stuff. And also, if you've enjoyed today's program, which I know you do, go find Kevin, thank him, follow me on Instagram, Twitter, Facebook, YouTube channel if you're watching it here, leave a comment, and if you're on iTunes, leave a review, too. God bless you, everybody, and max out.