Worksheet for Kevin Harrington | As Seen on TV (Episode 677)

Kevin Harrington is an entrepreneur's entrepreneur. He's the innovator who bought six-hour blocks of dead air on cable TV in the '80s to usher in the age of the infomercial. He invested as one of the original "sharks" on ABC's Shark Tank. On AoC episode 677, he shares a lot of inspirational — and practical — advice for aspiring entrepreneurs and self-starters who want to know what it takes to realize their business ambitions and understand what a pitch looks like from both sides of the table.

Where to Begin?

From high school through college in the '70s, Kevin found success with two businesses that were perfect as low-overhead startups at the time:

thartofcharm.com driveway sealing and heating/air conditioning. Then in the '80s, Kevin spotted a use for six hours of nightly dead air on a local cable channel and spawned the worldwide age of the infomercial.

These days, thanks to the Internet, Kevin sees enterprising young people cutting their entrepreneurial teeth by using the tools of today: Snapchat, Instagram, and Facebook.

Good business ideas tend to solve problems for people in a unique way — often discovered by entrepreneurs who are trying to "scratch their own itch." Can you think of any problems you're having today that are in need of a solution?

Could this problem be solved by a service you're able to offer, or would it require the invention of something that doesn't yet exist? If so, is it a product you could create?

thartofcharm.com Early Boosts to the Entrepreneurial Mindset

Upon learning that Kevin was a wrestler in high school, Jordan made the observation that he knows a lot of entrepreneurs who share a background in this particular sport. It's technically a team sport, but it's very personal because you're the only one to blame if you lose the match.

Can you think of any unique experiences you had early in life — maybe taking part in a sport or other extracurricular activity (e.g., theater, Boy/Girl Scouts) — that prepared you for the mindset to excel as an entrepreneur or self-starter?

thartofcharm.com Education on the Job

Kevin dropped out of college as a junior not because he underperformed (he carried an impressive 3.85 GPA), but because the classes he was taking were no match for the experience he'd been getting on the job. Having been a salesman in some form or another since he was a kid, Kevin's own sales acumen bested that of his college professor — who had never practically applied in the real world what he was teaching.

When Kevin sold his service-oriented companies and went on a quest to find his next entrepreneurial "thing," he started a company that brokered businesses to other aspiring entrepreneurs. In the process, he got to see the inner workings of hundreds of disparate companies (from restaurants to delis to car washes to laundromats to flower shops). Kevin says he got to see "their cash flows, their rents, the employee costs, the food costs. [He] became very educated."

thartofcharm.com Thinking upon your own employment experiences, have any yielded insider information that college courses might leave out? Can you apply any of this real-world education to your own entrepreneurial aspirations?

Three Steps to a Good Pitch

Running his own businesses and appearing as an investor on ABC's Shark Tank, Kevin has taken over 50,000 pitches in 30 years as well as pitching his own ideas to potential investors. Having been on both sides of the table, he offers these three steps to a good pitch:

thartofcharm.com ● Tease: Get their attention with some kind of problem. ● Please: Offer a solution to the problem in a unique fashion. "If you're unique enough such that nothing else [currently on the market] solves the problem in a similar fashion, then I might be very interested." ● Seize: Create an irresistible offer. You want to cultivate a feeling of "But wait! There's more!" not only to the eventual consumer, but to the investor — such as an accelerated payback. Something that gives them a "buy now" incentive.

Kevin also points out what he sees as the biggest, most common mistake that people make when pitching investors: they don't put themselves in the shoes of the investor. They're only focused on themselves — that they need money — but they have to understand the investor needs not only to recoup their investment, but make a profit. "I want to know that the person pitching is thinking about me and what's going to get me to write the check."

thartofcharm.com If you put yourself in the shoes of a potential investor, can you think of a way someone might tease, please, and seize your attention with one of your own business ideas?

How might they convince you that they have your best interests in mind?

thartofcharm.com Jordan Harbinger is a Wall Street lawyer turned talk show host, social dynamics expert, and entrepreneur.

He’s the owner and co-founder of The Art of Charm, a consulting and coaching company — as well as a top 50 podcast on iTunes — which he’s been hosting for over a decade. Jordan has spent several years abroad in Europe and the developing world, including South America, Eastern Europe, and the Middle East, and speaks several languages. He has also worked for various governments and NGOs overseas, traveled through war zones, and been kidnapped — twice.

He’ll tell you the only reason he’s still alive and kicking is because of his ability to talk his way into (and out of), just about any type of situation. AJ Harbinger “Vulnerability is my strength.”

AJ Harbinger is a relationship development expert. His creation, The Art of Charm, is a leading training facility for top performers who want to develop social capital and relationships of the highest quality.

AJ and his co-founders teach millions of people each year how to create, develop, and maintain top business and personal relationships.

Men have traveled from over 50 countries to attend Bootcamp. Each week at AoC headquarters in Los Angeles, these men discover how to be the best version of themselves.

AJ’s mantra is “your network is your net worth” — and this value is what he develops in each of his students. John Dzubak happened upon the field of social dynamics and dating coaching quite by accident. Having been a touring musician much of his life, he felt the need to contribute positively to the world and was interested in the power of personal transformation. Johnny began educating himself about social dynamics and incorporating the concepts he learned into his day-to-day life. Soon after, he began coaching for a small social dynamics company out of Washington, DC; it was then that he met AJ and Jordan.

Johnny is all about getting rid of the ‘game’ on which so many other similar companies focus, and he wanted to find a natural way to bring out the best qualities in people. Understanding the true emotion and genuine connection people make with one another is where he finds his inspiration. It is this philosophy that makes him a great fit for The Art of Charm crew. Our Top 50 iTunes Podcast will teach you to: ● Become more charismatic in any situation

● Master your career by becoming a “super-connector”

● Revamp your love life and intimate relationships with reborn confidence

Popular Toolbox Episodes + AoC Toolbox | Perfecting Your Elevator Pitch (Episode 550) + AoC Toolbox | Attraction (Episode 406) + AoC Toolbox | Social Capital Basics (Episode 469)

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