You can start a business nowadays with just a phone, a desk and a business card. How much money is that going to take? A hundred bucks? Fifty bucks? Twenty bucks? So, $200 and you are in business, and you go and get customers. That is it. If you don’t have money, then think of another way to do it, or think of a way to do it with less money. There are other solutions. You’re just not thinking. The biggest obstacle to success in life is our own mind.

When I started my business I used to think the same thing. I would dream about all the things I could have been doing if I only had a lot of money. I started with a phone, a desk and a couple of thousand bucks. I used to put little one-inch ads in the Wall Street Journal because I was trying to sell research to businesses. In one-inch ads, I could not say a whole lot, but that was all I could afford. I got crazy people calling or writing letters in crayon on napkins and stuff like that.

Then I had a brainstorm. How do I get in media without buying advertising? How can I get my name out to people without spending advertising money? And that is what you see now. You see this idiot on TV, acting like a madman. I quickly found out that if you are an idiot and crazy, they will put you on TV! It does not matter what you say.

The way I did it was to publish a free newsletter. I said that if businesses wanted to know how to get free information for their business, subscribe to my free newsletter. And the Wall Street Journal wrote an article about my free newsletter, as did others.

Then I was getting legitimate inquiries on business stationery, like Citicorp Bank, who later became a client. They wrote for my free newsletter and wanted to know how to get free information so their business would be successful. I got a $3,000 contract from them. I figured out how to be in the Wall Street Journal for free. Now, if I had a million dollars, I would be spending more time writing a bigger ad because I would have an advertising agency, right? And if the next ad didn’t work, I’d buy a bigger one, because I’d have the money. To say it louder.

But if you do not have money, you get smarter. You learn how to do it cheaper, and that is what you have to do to survive. Anybody can spend money, but can you get that business without spending the money? That is the key to success.

When I was going on TV and selling my books, I figured TV was pretty boring. I wondered who was watching TV? Most people have the TV on while they are doing something else. Then I thought, if I got on the Today Show and they said, “Next is Matthew Lesko to talk about the government,” people are likely to say, “I don’t want to know about the government?” And they would likely go into the kitchen or bathroom and start doing something else.

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