"Here's something that kind of bugs me all the time. Lots of entrepreneurs thinks that the product or the service that they're about to offer that business is the end all when I want to say to everyone is you can have a good product. You can have a good service. But let me tell you. It's useless unless you can create a sense of demand, if you can create a sense of demand, even for new product, Hugh have a customer who comes through door and gives you the money to buy it. So here's my advice for all these people that think it's all about the product or the service that they're about to sell. I'm here to tell you. It's all about having that, but much more importantly, creating a sense of demand that your product is irresistible. Let me give you a few examples. I have a cousin who opened and ran for many years in my hometown of Edgewater rusty's far his business when he started out had good food beautiful space, you put his life savings into it. But no one was coming to his bar until Russi came up with the idea of calling all of his friends and simply saying park your cars outside my bar that made all the difference within weeks. Rusty's bar was hopping. What had rusty figured out? Of course, he had a formula of good bar. Good service. But he finally figured out. It was the sense that everybody wanted it that would bring people in. And that's how rusty built his very profitable business. When I started my business, I had one listing for my old boss that I used to answer phones for and I was thankful for the listing. It was a one bedroom that was priced at three hundred and forty dollars a month. Yeah. I know in New York in those days way way back you get a one bedroom for three hundred forty dollars a month today. I guess that would be maybe three thousand four hundred dollars a month. But there I have one listing. What was I going to do with the one listing hopefully rent it? But I could talk about that listening every day advertise it every day. It wasn't going to get it rented until I thought of a given. The gimmick. I thought of is to build a wall in the L part of that living room and call it not a one bedroom anymore, but a one bedroom and debt now, what would you call in on the New York Times ad which was the internet of its day. Would you? Call in on the one bedroom for three forty or the one bedroom in Denver three forty. It. Was that simple gimmick that got my phone ringing off the hook. Because I understood the importance of positioning. Positioning a product that everybody wants by thinking of a simple gimmick when I needed to get attention in a very bad real estate market. But was we had no one calling in for our property. I developed something called the Corcoran report. And all it was was an addition of eleven sales. I had for the year divided by eleven average sale price. So I published that average sales price and sent it to everyone when I say published it sounds fancy when I actually did is folded up mail it to anyone who wrote for the New York Times that day, and what happened boom, I got great, publicity, and I stole my competitors market share because I was quoted in every newspaper on my new statistical report, that's a gimmick. That's creating demand for people to come in and ask to see the listings because some in the news all the time. So they figure them someone important. Today's cork freeport is social media, and I can tell you in all the business I invested in shark tank. I never invest in an entrepreneur who's not good at social media because I understand the importance of that you have to get notice and today's platform forgetting notice is in social media. I have a business named the dough bar. It's a delicious dober- that everyone who works out really is into wants to order and keep ordering more. But why they doing more not because it's the only dough bar in the United States. But because my to entrepreneurs are remarkable at social media that makes everybody wanted another business. I have is Grayson lace. One of the principals, Melissa models are closed and looks like a million bucks. She makes videos for her Facebook group of the new lines as they coming in. And what do you think Melissa has because she makes her product look so desirable because of our marketing ability, she has forty million dollars in sales. Yeah. You heard that forty million dollars in sales. Another business. I've invested in his cousins, Maine, lobster was so successful. And so consistent in how they promote and social media. They create a page for every market they open in and they let their entrepreneurs promote like crazy in their local market, and they do so well because of it they sell themselves as well as they'll obser-, and then tons of people wanna come in. And also by a franchise what fabulous promoters do. They have the best lobster rolls of anyone. Of course, they do. But that's not what they're selling. They're selling their lore of making people won a lobster roll. So if you're going to use social media, you have to be authentically yourself. This is what I've discovered people out there following on social media. Don't follow you the minute. They sense anything. That's ingenuous. They drop out people are smarter than you think they know the difference. If you're yourself on social media, and the customer can sense that you're thin typically yourself, they will follow you. And it's an following you that you could promote like crazy your product and do better and better with what you do. And what you get when you make people want you. You get sells the lifeblood of all business sales the most essential thing. But you can't do it today without being good at social media."