Shark Tank (2009–…): Season 13, Episode 6 - Episode #13.6 - full transcript
Tonight, Silicon Valley
veteran Nirav Tolia joins the Tank.
Nirav is the founder of social
media phenomenon Nextdoor.
I have spent the last decade
of my life building a company.
I feel like you're
a kindred spirit.
We're here today because
we have a shipping issue.
I don't do failure, okay?
We don't, either.
What are your total sales?
$4.1 million. Ooh.
Wow. You know how to sell.
I think what you've
done is genius.
There is no other
person to scale
a business like this than me.
Whoa. You had a
problem reading the room.
You're probably one of the
most impressive entrepreneurs
that's stood on that carpet.
I just want to back you.
I got to turn you
into freakin' stars.
You want to try to
control your own destiny.
We have worked so
hard to build this company.
Cry me a river.
I believe in you guys.
Go big or go home.
First in the Tank is
an easier way to eat seafood.
Hi, Sharks. I'm Emily.
And I'm Melissa,
and we're two moms
from Houston, Texas,
that are making waves
in the seafood industry.
We're here today
asking for $200,000
in exchange for 15% of
our company, Fish Fixe.
So let's talk seafood.
It's great for your brain,
your heart, and your skin,
but did you know that
only 2 in 10 Americans
are meeting the
dietary recommendation
for seafood consumption?
That means that 80% of Americans
are not reeling in the
benefits of seafood.
Why is that?
It's because they're
not confident buying it,
handling it, or cooking it.
And that's where
Fish Fixe comes in.
Fish Fixe delivers perfectly
portioned, premium seafood
to doorsteps nationwide,
making seafood both
simple and approachable.
We've sourced the
absolute best seafood
from around the globe,
individually portion it
so it's easy to work with,
and then freeze in the freshness
so the quality is consistent.
But we don't stop there.
The after‐delivery experience
is what really sets us apart.
All of our packaging
is geared towards
your success in the kitchen.
Like these bags.
They come with thaw, prep,
and simple cooking instructions.
Oh, and that's not it.
They're also odor‐absorbent.
So once you're done
prepping your fish,
simply take the prep trash,
put it back in
the bag, and toss.
No fishy smell left behind.
Sharks, this is quite
the oppor‐ "tuna" ‐ty.
So which one
of you is ready to take the bait
and get America their Fish Fixe?
Good job. Can we eat it?
‐Yes! Please! ‐Yes, please do!
Alright. Good job, guys.
So, yeah, you'll see,
that's our wild‐caught
Gulf shrimp
with a spicy cocktail sauce,
'cause I am from south Louisiana
and I can't help
myself with that.
Ooh, it's a good
sauce. Thank you.
Next is our Maryland‐style
crab cake with remoulade.
Oh, this sauce.
Thank you.
After that, we have
our blackened salmon.
And then finally, we have
our American red snapper
and a Kevin O'Leary
white wine sauce.
Mmm! Oh, no!
So if you don't like that
one, that is on Kevin.
Very good sucking up. Very good.
Thank you. Thank you. Very good.
How did you guys start this?
Like, are you chefs? Are you...?
No, I've been in the seafood
business my entire career.
Actually, my
husband and I started
a live lobster wholesale
distribution facility
- in Houston, Texas...
- Wow.
And started serving
restaurants and retail.
Tell us, how did
that morph into this?
Yeah, so we met
on a soccer field.
We played soccer
in college together,
and after college,
I accepted a job
working for one of the largest
wine and spirits wholesalers,
distributors in the U. S.
So what's harder to sell
‐‐ the spirits or the fish?
You know what?
I would say it's just all about
the storytelling and connecting.
- Great answer.
- Great answer.
Are you exclusively
subscription... We are not.
Or can I buy anything
on your website?
You can buy anything
on our website,
and our subscriptions are just
really set up for convenience.
You can pause, cancel anytime.
What does it cost, and
what is your cost? Yeah.
Walk me through it.
Yeah, so we're 100%
direct‐to‐consumer
through our website.
The most popular
box is 16 portions,
and you can purchase
that for $139 or $149.
What are your total sales?
So last year, we did
$821,000 in sales.
Wow. Good. Oh, my
gosh. Congratulations.
And did you make
money off of that?
We made $20,000.
Do you think
you're breaking even
because your customer
acquisition costs are high?
What does it cost you
to acquire a customer?
Our customer acquisition
cost is between $30 and $40.
And this year? What will you do this year? And where
are you looking what you're gonna do this year?
So we're at
$494,000, year to date,
and we do believe that
we're gonna break a million
and hoping to land
right around $1.2 million.
And just so we understand,
just from the very top,
how much does it cost
you to manufacture that?
How much does it
cost to deliver that?
So what's the total landed cost?
Just so we can
understand the margins.
Yeah, so our average
order value is $143.
From there, our delivered
cost is about $111 right now,
which we can't
wait to talk about,
'cause there's a
reason behind that.
But yeah, that's
where we are right now.
What is the reason behind it?
We're here today because
we have a shipping issue.
We subsidize all of our
packages to East and West Coast,
because what happened
was, when the world shut down,
people in densely populated
areas, the East and West Coast,
they needed product,
and our customer mix grew
from 75% local, one‐day ships
to 50% East and West Coast.
It's all shipping.
It's shipping.
So the shipping is actually
11% of our revenue.
Wow. Yeah, it's high.
And we do believe
we're gonna get that down
to around 5%. So what's
the plan? What's the plan?
We have a plan.
So we have a 3PL that
can strategically get us
to every single zone
in one to two days,
which fits perfectly
in our model.
But, guys, you have a
fundamental problem, right? Yes.
Your primary costs
are all variable.
You know, seafood, right?
That protein, there's
variance in the cost,
and then the shipping, you know,
I think your prices
will come down,
but they're always
variable as well... Yeah.
Even in normal times.
That makes the
business very tough.
And so for those
reasons, I'm out.
Let me ask what I think is
the most important question,
which is, of your
existing customers,
how many are continuing
to order two times,
three times, four
times, five‐plus times?
55% of our customers to
date have returned. Wow.
70% of our total revenue
is from our
subscription business.
I love fish. I'm a Shark.
I'm a very big fish.
But over 13 years, I've become
a mini‐expert on lots of things,
but not shipping and logistics.
Yeah. I can't help you.
There might be a
bigger fish here that can.
I'm out. Thank you.
This fits into my
Chef Wonderful world.
Yes. Okay?
And that's a very
successful model.
And the only reason
it's successful is
our customer acquisition
costs are very competitive.
I would get behind
this as a third partner.
I want 33.3% for $200,000,
and I go to work with you
on the social side. Yeah.
I got to turn you into a
freakin' stars. And we are.
We're two Division
I collegiate athletes.
Like, we got this.
I think your primary
industry is moving fish
and I think you can do that,
but you need to have a
partner who understands that.
And so for that reason, I'm out.
Thank you so much.
Yeah, thank you.
Lori, what are you gonna do?
I'll tell you, I've been
sitting here, I've been listening.
You know, I'm your
customer. I'm an advocate.
But I have to be authentic,
and I don't think that
you need a partner
to just help you get
distribution centers,
and I really don't think that you
need to give away equity. Right.
I just think that you
need a little bit of money,
which you could get somewhere
else and not give away equity,
so I want to be honest.
So for those reasons, I'm out.
Thank you very much,
Lori. We so appreciate that.
Wow, there's one fish left.
All fish swim back
to Mr. Wonderful.
Yeah.
Four Sharks are out.
Emily and Melissa
have an offer from Kevin,
but he wants to be a 1/3 partner
in their fish delivery
company, Fish Fixe.
All fish swim back
to Mr. Wonderful.
Yeah.
You have to decide. I
don't have any flexibility.
You have no flexibility? No.
Melissa, you can
make a counteroffer.
Yeah, yeah, yeah.
Kevin, 25%. No.
Oh, Kevin!
I'll do it for 30%, okay?
You'll do it for 30%? Yeah.
And you'll fund POs for us
to help us get this distribution?
I'm not going to commit
to anything till actually see
your income and balance
sheet statement... Okay, yeah.
But that's not your problem.
It's direct‐to‐consumer,
customer acquisition cost
that is the whole deal here.
That's the whole problem.
We know that 80%
of consumer goods
are bought by the moms, right?
Correct. How is your
breakdown to your audience?
For my chef business,
it's a majority women.
Oh, my gosh. You are so good.
It's a great thing because women connect with ‐‐
Well, I mean, our entire goal is to go social media.
You should go online and
look at Chef Wonderful.
Look at them. Yeah, yeah.
Melissa, are you going to
give up 30% of the business?
You know this business better than anybody. Haven't
you gone to all the social media followers...
Why don't you make an offer,
Robert? Why don't you make an offer?
All the social media chefs?
This is a really hard business.
Guys, I never stand
up for Kevin, but I will here,
simply because you guys
are floundering a little bit. Yeah.
You're floundering
on the ‐‐ Ahh.
I'm not saying
you're not capable.
There's a big difference, right?
You're more than capable. You're
super smart. The fishies are floundering.
But you're floundering
financially, right?
You're floundering a little bit
on your distribution strategy,
and you're floundering
on your marketing strategy.
But given your circumstances,
he's gonna cover
a lot of the issues.
You're getting money, right,
which is really going to help. Yeah.
You're gonna get
access to his mailing lists
and his customer lists,
and you're gonna get
some promotional element.
And so, you know, if
you went out and just
bought these independently,
they wouldn't be cheap.
Kevin, 25%, and we will be
so efficient for you. No. No.
I know how much work this is, and I know my value. You
won't wait on us. We will knock it out of the park.
This is hard.
Say yes to 30%
and you have a new lease
on life in this business.
I don't do failure, okay?
We don't, either. Alright.
So when I put my
name on something,
there's no failure option.
That hurts my brand.
That's all I have to say
on it. 30%, I'll do the deal.
I don't want you
doing it for that.
I don't care what you want.
Yeah, I do.
I'll give you the
$200,000 for 25%.
Wow.
Lori, you have a deal!
Yes! Boom.
Boom!
Let's sell some fish!
That's why they call
it the Shark Tank.
Oh, my gosh.
Can't let you give away
30%. That was awesome!
Congrats, guys. Well done.
Kevin, we love you.
Thank you. Thank you.
High‐five, ladies. Whoo!
Yes!
Did that just happen?
Oh, my God.
Lori!
We know Kevin would
have been a great partner,
but I think Lori really
saw who we were
and really believed
in our company.
And, you know, I just think that
this is gonna be the
best partnership for us.
Kevin didn't even see it
coming. He was stunned.
Nobody did!
I wouldn't have
ever done it for less...
Back in, baby... so
I congratulate Lori.
She is on a worldwide
ride. It's very hard.
You know what happened?
Your greed. Your greed.
Look, there's Mr. Wonderful,
and then there's Lori.
In Season 11, we
watched Eric and Andy Bert
make a deal with Kevin O'Leary
for their innovative
pizza oven, Bertello.
Imagine baking wood‐fired pizza
at over 900 degrees
in your own backyard.
Let's see what
they're up to now.
"Shark Tank" gave
Bertello an immediate boost.
Within 24 hours of airing,
we had $75,000 in sales.
But then three days later,
the country shut down
due to the pandemic,
and we knew we had
to change our strategy.
The biggest decision
was to focus on online sales.
People are cooking at home now,
so we want to target those
people around the world.
You'd be shocked
at how many people
are sending me pictures
of pizza they made
in their own backyards,
and it really engages and
builds a sense of community.
The decision to
make the digital pivot
actually saved our business.
The year we
pitched to the Sharks,
we did $640,000 in sales.
Just 16 months later,
we've hit $6.3 million in sales.
The combination of the
pie and the chef together,
explaining how it works,
is how we sell these ovens.
The key to helping
a company like Bertello
is customer acquisition.
Chef Wonderful here, and
you know I love to make pizza.
I have millions of
social media followers.
Everybody knows Chef Wonderful.
And when I found this oven,
everybody got on board.
This is the Bertello
Outdoor Pizza Oven.
Then QVC came along.
We've sold
thousands of Bertellos.
People get them, they
try them in their backyards,
they tell their neighbors,
and everybody wants one.
Bertello, I love you.
We love you, too,
Chef Wonderful.
My advice for any
entrepreneur starting out would be
A, you got to love the
product that you're developing
and trying to sell.
B, there's always gonna
be bumps in the road
and you just have to
ride those bumps out.
Stay positive, work hard,
and the more success
you're gonna have.
The most rewarding thing
about selling Bertello ovens
is bringing family
and friends together,
and that is what we
built our business on.
It's really helped show my kids
how you can build a
business and work hard
and create something
out of nothing.
Next up is a business
that takes care of an
important aspect of marriage.
Hi, Sharks. My name
is Julia Rodgers.
And I'm Sarabeth Jaffe.
We are here seeking $150,000
in exchange for
10% of our company.
Sharks, thank you
so much for joining us
on this special day.
A day like today requires
so much attention to detail,
from the dress to the tuxedo,
the dinner to the dancing
and the planning
could go on forever.
I really love my fiancé.
Are you sure you even know him?
I don't think he has
any student debt.
Is he gonna cheat on you?
I think we're gonna
stay together forever,
but just in case...
We're here to talk about
the most important topic.
Prenups! Prenups!
HelloPrenup.
HelloPrenup is the
first digital platform
to allow couples to create
a prenuptial agreement
in hours instead of months
and for a fraction of the cost,
without ever
leaving their couch.
Young couples are getting
prenups more and more,
but the traditional
process of getting a prenup
is expensive, time‐consuming,
and a bit taboo.
But with HelloPrenup,
the process
is as easy as one, two, three.
Go to our website.
Each fiancé completes
an in‐depth questionnaire
detailing the terms of
their prenuptial agreement,
as well as a comprehensive
financial disclosure.
The happy couple
comes together to resolve
any differences in their
answers, and boom ‐‐
they can download their
prenuptial agreement
and get back to
planning their special day.
The total addressable
prenup market
is valued at over
$550 million, Sharks.
So what do you say, Sharks?
Will you partner with us?
So, guys, what
are your backgrounds,
and how did you get to this?
I am a divorce attorney
at a top family law firm...
Love that... in
Boston, Massachusetts.
So over the last 10 years,
I've really spent a lot of time
talking to thousands of
potential prenup clients,
and they are looking for an
option that is collaborative,
that is quick, and
that is cheaper
than the traditional
methods out there.
I realized what I really needed
was a technical co‐founder,
and so Sarabeth and I
partnered in March of 2021.
I am a software
engineer by trade.
I landed my first
full‐time job at Microsoft,
and I recently got
engaged. Congrats.
When I looked into prenups,
I found that there was
really no good solution.
I came across HelloPrenup.
I cold‐emailed her,
and we've been working together,
through Zoom, actually,
for the last six months.
We just met last night.
Oh, my gosh. Really? Yeah.
And how many prenups
have you written?
We've written over 25 prenups.
You've written 25?
Yes. We've had a few
struggles with the software,
which is where I came in.
It's took me about two
years in total to develop,
so I funded this 100% myself,
so I used overseas developers
and then I soft‐launched
in March of 2020.
Now, 2020 was a
tough year for weddings.
We all know that.
How much have you made?
Yeah, so we've made
$20,000 in lifetime sales.
That's mostly
because our platform
was not really operational.
For all of 2020 ‐‐ No excuses.
I just just asked. Yes.
So let's talk about
the next year.
What were you going to make?
Yes, our projection, our
most conservative projection
is $4.1 million.
Oh, my gosh. I loved
you until that. Okay, great projection.
That is an absolute dream.
It is a dream, guys.
So what does one
cost? Well, hang on.
What does one
cost? Great question.
So, a prenup
through us costs $599.
The average prenup costs $5,000.
The number‐one cost
is customer acquisition.
So our customer acquisition
costs are very high right now.
We're currently not profitable.
However, we are a tech
company, and right now,
we are the number‐one
source of information
on prenuptial agreements online in the
entire Internet. Good for you. That's smart.
This is a space I've
been in a long time.
But because you
actually don't yet know
your customer acquisition
cost, I would need to know that,
because I don't know whether
you're worth $1.5 million
or whether you're
worth $10 million or...
Our customer acquisition
cost will be basically zero
in 60 days. Will be. Will be.
In 60 days! And I wish that to be
the case, but I don't know that yet.
And actually, Mr. Wonderful, before
you say anything else ‐‐ I'm out. I'm out.
Aw.
- Thank you for your time.
- Well, ladies, listen.
Listen, I think what
you've done is genius.
Thank you. I think you
are right on the money.
I do think you're really early
and you're right at
the precipice of it.
But I'm sorry ‐‐
too early for me.
I'm out.
Guys, while I
think it's a good business
and you're on a great path,
there's just so many
issues for me.
Okay. So for those
reasons, I'm out.
I understand. Thank you so much.
Okay, well, thank you so much.
Guys, for me,
intuitively, it feels like
somebody who
really wants a prenup
is still gonna go to a lawyer.
And other people are gonna
go to you for information.
Could be wrong. I
wish you all the success.
But for me... You know
what? Before you ‐‐
Before you go out! For me...
Before you go any
further, Robert! I got to go!
I'm out. I'm out. Give
us a second, Robert!
I'm sorry. I'm sorry.
You know, if people really
want a prenup, a lot of times,
you know ‐‐ They're
gonna get a lawyer.
Millennials don't ‐‐ Millennials
want ‐‐ They want prenups.
They want to get prenups,
or their parents who
are about to pass down
$60 trillion in wealth to them,
want them to get prenups.
And then the millennials say,
"Ahh, this is an
awkward conversation.
I really don't want to
go to a divorce lawyer."
Who wants to hire
a divorce lawyer
before they get married?
And so then they
go online... Well said.
They find HelloPrenup,
they satisfy their parents.
They create a valid prenuptial
agreement, and they're done.
The process is painless.
It's all great advice,
but I don't think
any of these guys have
seen what I've seen,
which is, there are two ways
to start tech companies
in Silicon Valley.
One way is to go get
a lot of venture capital
and go big or go home. Yeah.
The other way is to be
scrappy, to be entrepreneurial.
Right, we've never seen
that. Never seen that.
I've never seen that!
Well, you're seeing it right now. I don't
even know what you're talking about.
You are seeing it right now.
I believe in you guys. I believe
in the space. Thank you so much.
I do believe there's a market,
and I think it will come to you.
I would be happy to
put $150,000 in for 30%.
So tell me, am I coming
along for the ride?
Well, that is a bit high for
equity, for us. You can counter.
Ladies, you have
$20,000 in lifetime sales,
and now you have an offer
from the founder of Nextdoor.
What are you even
thinking about?
I love Nextdoor, by the way.
I'm a user. Thank you
so much. Thank you.
I'm sticking at 30%.
But we have worked so
hard to build this company.
Cry me a river.
I put $130,000 of my
own money into this.
Alright, give me a
counter. Give me a counter.
So we would like to counter
$150,000 for 20%.
Let's meet in the middle.
I'll come down to the
25% and you got a deal,
because I believe in you guys.
Is there any way that we could
include another Shark? What are you ‐‐
If we're giving that
much equity away?
I forgot that I'm working
with an attorney here.
Kevin, Kevin. I don't
know if that's a good thing.
We really do want to
integrate this as a regular thing
in the wedding industry.
Adding this as an option
onto your wedding registry.
Hang on a sec. Do
you know who he is?
Yeah. Why do
you need another Shark?
He's not good enough and
you want to go to Kevin?
No, we're not saying that!
No, but let's face it. I have the databases
already. No, we feel so honored to receive an offer.
I've got the names.
We just ‐‐ I don't know
if Nirav wants a partner,
okay, but if there's
going to be a partnership,
I'd go in for 50% with
him, but I want 15%.
Otherwise, why am
I getting out of bed?
That's a no‐brainer
for you guys.
$150,000 for 30%?
I will accept that because I want the
best for you. You got to do that, guys.
Do you accept the offer?
Yes, we accept
that offer. We accept.
Well done.
Good job, rookie.
Good job, girls.
Say "I do." We do!
‐We do! ‐Congratulations.
‐Thank you so
much! ‐Super excited.
Congratulations.
‐We're thrilled.
Ready? Here we go.
One, two, three.
There we go!
They can catch, too.
Congratulations, guys.
Yay!
Thank you, everybody. Thank you.
Yes! Yeah!
This is gonna generate so
much cash with no expenses.
You guys will do well with
that. You guys have no idea.
This is how people
become millionaires.
So excited. Oh, my God.
We met about six
months ago over Zoom,
and since partnering, you
know, we got into the Tank.
We made a deal with
two amazing Sharks,
and now we're ready
to work harder than ever
to scale this business.
Next in the Tank
is an indulgence
with a modern twist.
Hi, Sharks.
My name is Sabeena Ladha.
I'm from Dallas, Texas. Yeah!
Yeah! And I currently live
in Los Angeles, California.
I'm seeking $300,000 for
10% of my company, Deux.
Wow.
Over the past year,
I've started taking
fistfuls of supplements ‐‐
everything from
zinc and elderberry
to boost my immune system
to aloe vera and
vitamin C for my skin,
and even ashwagandha
to calm myself down.
I may seem like your
typical L. A. health nut,
but I love junk food.
I mean, I grew up on the stuff.
Introducing Deux,
enhanced cookie dough
packed with vitamins
and functional ingredients.
A lot of other raw cookie
doughs are made with
things like refined
sugars and preservatives
and animal byproducts.
Our cookie dough is
made with things like oats,
almond butter, flaxseed,
and coconut sugar.
We've added in good‐for‐you,
functional ingredients.
For example, this jar of
Chocolate Chip Cookie Dough
has the same amount of zinc
as three pounds of chickpeas.
This jar of Brownie Batter has
the same amount of vitamin C
as five whole oranges.
We've made everything
delicious, gluten‐free, and vegan,
especially for you, Mark.
Now, Sharks, who's ready to
invest and roll in some Deux?
Let's go! Let's go! What are
we trying? What are we trying?
Sharks, in front of you
we have our four
flavors of cookie dough.
You can eat them raw
straight from the jar,
or you can make
ooey‐gooey cookies.
So we've got some
cookies for you as well.
Mmm. Really good.
So this 110
calories ‐‐ is this the serving?
Yeah, I would
say about that size.
We're not really
calorie‐focused.
We're focused more on the
clean ingredients. That's obvious.
That's obvious.
Are you a food person? How
did you come up with this?
So my parents are immigrants, and
my dad ‐‐ Where'd they immigrate from?
My mom was born in Pakistan,
and my dad was born in India.
My dad didn't have
much of an education,
and he kind of saved
up enough money
to buy a gas station,
and he lived there.
I mean, 14 hours a
day, 7 days a week.
Like, it's a grind. Wow.
And you know who
else lived there? This girl.
And so I had all of my meals
in that gas station
on the weekends.
You know, Oreos for breakfast,
Honey Buns for lunch. You did?
I would make Kraft Mac &
Cheese in the microwave for dinner.
So no surprise, after college,
my first job was working
at one of the biggest
food and beverage CPG
companies in the world.
But I was going through kind of
a health transformation myself,
and it was just at odds.
So I got out of food and
beverage completely,
and then I went
to venture capital.
I knew I was
entrepreneurial by nature,
so I wanted to learn
the startup world. Wow.
And when did you launch Deux?
I concepted Deux
in June of 2020.
Oh, so you're brand new.
I launched it ‐‐ Brand new.
Oh, wow, okay.
But my numbers
will tell you otherwise.
We did 70K from
October to December,
and we've done 630K in
revenue thus far. What?!
Good for you.
And we're on track to
do $1.2 million this year.
How? How are you
selling that much?
And we just got approved
at Whole Foods this morning,
literally, like three hours
ago. - Congratulations.
Congratulations.
Well done. Good day.
I know.
How many Whole
Foods are you going into?
So it's about 40
stores, and then ‐‐
And what are they
gonna sell it for,
and what are you
selling it to them for?
And what does it cost you?
So it costs us $3.70
to make, landed at
our fulfillment center,
and we charge $15 a jar online.
$15? A jar?
Wow. Is that a premium?
It is. It's a premium.
Yeah, definitely.
How much money have you raised?
I raised a million dollars.
Wow. Wow.
At what valuation?
At a $6 million cap.
Whoa.
‐Good for you. ‐Nice work.
You are impressive.
Thank you.
You know how to sell.
Sabeena, 13 years,
you're probably one of the
most impressive entrepreneurs
that's stood on that carpet.
I wish you all the
success in the world.
You're incredibly impressive,
but I don't like sweets.
I got to really want to
try and eat the product,
and I eat everything.
This isn't for me. I'm out.
Thank you. I appreciate it.
When I look at this,
I would love to have
it be even healthier.
Mm‐hmm Because that's just
where my mind goes as a consumer.
So it's not really
the right match,
but I think you've done a
good job of what you've done.
I wish you good
luck, but I'm out.
Thank you.
Sabeena, there is so
much to admire about you.
My parents
immigrated from India.
I felt so close to you
when you told that story.
What do you think your father
would think of you right now,
following this
entrepreneurial dream
and on "Shark Tank"?
Yeah, I mean...
I didn't mean to get choked up.
Um... I‐I think he would
tell me I'm crazy, probably,
'cause he did it
because he had to do it
and I do it because
I get to do it.
And so he'd probably
think I was crazy,
but he would be, you
know, over the moon.
I bet you he's extremely
proud of you. Thank you.
And you are living your
version of the American dream.
I would love to back you,
but I'm an Internet guy.
Yep. I realize that this
just really isn't for me.
I'm out.
I appreciate it. Thanks, Nirav.
I, too, was very impressed.
But at the end of the day,
I don't eat this kind
of food anymore.
Yeah. Now I'm not a kid
and now I have to care.
Well, you're, I would say ‐‐
I mean, with all due respect,
you're not exactly the target
consumer. - Whoa!
I get it. I get it.
You're old! Say it!
That's not what I was
trying to say! Yes, you were.
I am the target
investor. That's the point.
And I'm just telling
you, I can't invest in it.
I'm sorry. I'm out.
I appreciate it.
Thank you, Kevin.
Mark?
Sabeena, on one hand,
look, we're not your demo.
But at the same time, the
calories are the calories,
and too many kids
gaining too much weight
is still a real problem
in this country.
If there was something here
that I could hang my hat on
to say as an alternative,
I'd probably go for it,
because I think
you're incredible.
But it's not there, so for
those reasons, I'm out.
I guess just one thing,
before we wrap up. Sure.
I, like ‐‐ This is the
culmination of my career.
There is no other
person that is more set
to scale a business
like this than me.
Sabeena, you are super
impressive. Thank you.
But, Sabeena, you had a
problem reading the room.
And that's one of the
challenges when it came to you,
whether it was a
comment to Kevin,
we're not your demo,
'cause you were very clear.
But you got to read
the room to at least try
to make us feel good
about who we are
in investing. Uh...
Look, and I'm not trying to rip
on her, right? I'm just telling her ‐‐
I don't know if
that's fair, Mark.
I think she read the room. It may not
be fair. I'm just telling you what I felt.
No, I'll take that feedback.
Yeah, I appreciate it.
You can have your opinion.
I can look at a
product I may not like,
but I respect the person,
an entrepreneur. Oh, no.
I think she's phenomenal.
I think she's super smart.
But it's more the
product, right?
I don't want to
diminish you at all,
'cause you are phenomenal.
Sabeena, I got to tell
you, I just want to back you.
I can guide you as
the business grows.
Yep. But I want to
be completely honest.
Don't come to me and tell
me which of the products ‐‐
I can't add any value that way.
Yeah. This is purely an
investment in Sabeena,
and I think you're
not gonna fail.
I appreciate that.
I'll give you the
$300,000 for 15%.
Okay.
I came in knowing I would
have to take a haircut.
I'm not gonna
negotiate with you.
Would you do $300,000 for...
12.5% and meet me in the middle?
Every other person except you,
I would almost be insulted
by a counter like that.
I mean, it's so
trivial. But let's reset.
$300,000 for 15%.
That's my offer.
Would you do 10%
and 5% AdvisorShares?
No. No, I'm not gonna do it.
I'm not gonna do it. I
wanted to believe in you.
Sometimes you make a bet
because your heart tells you one thing.
I didn't want you to
leave without a deal,
but I also believed in
you and the business.
Alright, I'll take it.
No, I'm not gonna do it.
Whoa.
I'm not gonna do it.
I wanted to do it,
but you don't need me
as much as I wanted
to invest in you.
I mean, I don't. I'm not
trying to be difficult with you.
I would have been
happy to mentor you,
but when you keep
negotiating me down,
I mean, I just ‐‐ Like, I can't
do it. Just one counteroffer.
You're gonna be fine.
Congrats, Sabeena.
Best of luck. Thanks.
Congrats on your progress.
Thank you.
I'm disappointed, but
when a door closes,
another one opens,
and I just don't know
what that door is
that's opening yet.
You know, this is another
"no" notch on my belt,
and we're gonna keep going.
I thought I offered her
a good deal. You did.
It's such an important
lesson, though.
You cannot squeeze that
last bit of blood out of the stone.
Well, when five Sharks
are out, one comes back in,
you got one offer, it's
not the time to negotiate.
Read the room.
Next up is a safe way
to get tasks done
around the house.
Hi, Sharks.
My name is Dave Heimbuch,
and I'm here from Dallas, Texas.
Dallas! I'm seeking $300,000
for 8% equity in my company.
Wow.
Sharks, this is Rose.
Rose lives alone and
sometimes needs help
with projects around the house,
like moving heavy furniture...
or hanging a
priceless work of art
and constant other tasks
that always seem to pop up.
So what can she do?
Who can she ask for help?
Rose has been burned before,
and she will only let someone
into her home that she can trust.
Sharks, meet Daniel.
My hero!
Dan is clearly a firefighter,
and he happens to live
in Rose's neighborhood.
He's a trusted member of their
community, but that's not all.
He's also extremely handy.
Oh, yeah.
He's very strong.
And all firefighters will take
care of your prized work of art.
How did Dan know
that Rose needed help?
If only there was an easy way.
That is why I created Hidrent.
Dan simply downloaded
the Hidrent pro mobile app
onto his phone and registered.
He soon received a
notification from Rose
that she needed help
with a home project.
Dan was able to see
the details of the work.
He quickly accepted the job,
and then he messaged
Rose to schedule.
Upon completion,
Dan entered the total number
of hours that he worked.
This submitted an
invoice for Rose to pay
and for Dan to get paid,
all within the Hidrent platform.
Sharks, which one of you
wants to sound the alarm
to join our team and add
some more fuel to this fire?
Good job.
Dan, Rose, thank you
so much for your help.
Mr. Wonderful, call me.
Bye, Rose.
So I think this concept
is really wonderful.
Great idea.
What made you
come up with this idea?
So I'm actually
not a firefighter.
My background is actually
in digital marketing and sales.
I've worked for a lot of
different startups there,
most notably with Shazam,
and I knew that someday,
if I had the right idea,
that I wanted to start
my own company.
And then during this time,
I married into a
family of firefighters
and it was my brother‐in‐law,
who's a firefighter.
I was doing some home repair
work on my house, and I said,
"Hey, I used this
really cool app
and I got a contractor
over and he did this work,"
and I was telling him about it.
He's like, "That's great,
Dave, but I could do that.
You know, everybody
at the station does that."
And then my marketing
mind started kicking in,
and with his help and the
help of other firefighters,
I built it. How long have
you been in business,
and what have your
sales been to date?
Yeah, so we launched in 2018.
Lifetime sales, $850,000.
That's gross sales?
2019, $125,000.
2020, $260,000. Wow.
Year‐to‐date, $325,000.
And what is your percentage
of those gross sales?
So we take 23%.
We will charge the
homeowner about $72 an hour.
We will pay the firefighter
about $60 an hour.
What we found out
right away was that
the majority of our
customers were senior citizens,
so we launched in
Phoenix and Tampa.
Ah, smart. And those are
the markets that we're in now.
How does Rose find you?
Google, Facebook, and Nextdoor.
First of all, I love this idea.
I love the idea of connecting
amazing neighborhood heroes
like firefighters for
everyday tasks. Yes.
Thank you for
advertising on the platform.
We're in 99% of
American neighborhoods,
one of three households. Wow.
But I will tell you,
that part that you said
you're responsible for,
which is getting people to
come to the app and download it
or go to the website and try
your product... Mm‐hmm, right.
That is not trivial.
It took us 10 years to get
to where we are today. Wow.
We have over 50
million registered users
and we've never spent
a dollar of advertising.
Wow.
That's crazy. Really?
That's amazing. That's
real magic on the Internet.
You're building a
marketplace. Yes.
And you're operating in one of
the most difficult sectors
online, which is local.
So he literally has to go
neighborhood‐to‐neighborhood,
the way we did with Nextdoor.
Do you know how many
neighborhoods there are
in the United States? No.
There are over 250,000.
Wow.
For you to do this and try to
build a company on your own,
it feels a little rough.
It's hand‐to‐hand combat.
You have to do it one
neighborhood at a time.
I don't know if I agree.
And it will take many years.
I don't know if I agree with,
we have to do it one
neighborhood at a time.
And the reason I
say that is because
there are fire stations
everywhere, right?
Not just in the big cities, but also in the
rural areas... Small towns everywhere.
In the middle of nowhere.
Look, I feel like
you're a kindred spirit.
I admire so much about
what you're doing. Thank you.
But the truth is, I have spent
the last decade of my life
building a company
that's not so dissimilar
from what you
have in your hands.
I wish you all the luck,
but I've done my
journey in neighborhoods.
For that reason, I'm out.
Thank you, Nirav.
How do you open up more
neighborhoods without a team?
But why not leverage
yourself and hire a few people?
I'm on my computer,
buying ads on Facebook,
changing out the creative, changing
out the copy. - Just you?
Yes. Wow.
Why don't you get a few more
people doing the same thing?
I would love to, if I had
some money to do that.
You want to try to
control your own destiny. Yeah.
I just don't see a path to
controlling your own destiny
through digital ad spend.
So for those reasons, I'm out.
Okay. Thanks for the time, Mark.
It's a brilliant
idea. Thank you.
The logo's great.
I don't know it's a
contract or service.
Okay. Okay.
I love everything, but
you got to get that in there.
Okay. Look, Dave, I don't
know if it's gonna work or not,
but I think the way to go
to market is senior citizens.
It is. And women!
My wife would refer this to
her friends. It is, 100%. Right.
So, listen, I'll
make you an offer.
Okay, great.
I'll give you the
$300,000, but I want 20%.
Okay. Thank you for that offer.
Since I'm only
gonna be here once,
and Lori and Kevin haven't...
I'll help you make
a decision here,
'cause I'm all about
a return of capital.
I think the idea's
brilliant. I really do.
Thank you. I really do.
But you're in a
longer slog here.
For me, it's not the journey
I want to take. I'm out.
Alright. Thank you, Kevin.
So, you know me ‐‐
I have a very soft
spot for firemen.
I know. So I love it.
I would like to
go in with Robert.
Okay. Because I think that ‐‐
I like Lori.
I think the two of us together
have different skillsets...
Sure... that can be complementary
and that can help you.
We need to change the name.
Yes. It needs to be intuitive.
Okay. But, Robert, for
me to come in with you,
you were at $300,000 for 20%.
So we're gonna
need more than 20%.
Ouch. It's just not enough.
It's just not enough
for either of us. Okay.
I was thinking $300,000 for 35%.
For 35%?
You're allowed to counter, Dave.
Three Sharks are out.
Dave has an offer from
Lori and Robert for Hidrent,
an app that matches
firefighters with handyman jobs,
but they want a much
bigger stake in the company
than the 8% he came in offering.
I was thinking $300,000 for 35%.
For 35%?
Oh.
You're allowed to counter, Dave.
This industry is a $500
million home service industry.
Oh, don't go there. It is.
Don't go there. No,
no, no. Don't go there.
There is a lot of upside,
and I appreciate that offer,
but that equity
at that valuation...
That's a million‐dollar
valuation.
If you can get these
guys to help you...
Dave, you've got to
price the risk... I'd take it.
I mean, that's what our offer
is ‐‐ for pricing and the risk.
For the risk of not
raising the money.
Or counter,
Dave. Counter.
You don't have to be
insulted with an offer like this.
That valuation is a little low.
Would you guys
accept, back to your offer,
$300,000 for 20%?
It's not enough
for the two of us.
Yeah, it's not enough for the two of
us. It's not enough for the two of us.
And I have over
20 million followers
through all my social
platforms. Right. Right.
I mean, that alone
is quite a lot of voices
to hear about this. It is.
Lori, have a look at
Grandfather O'Leary.
He hates greed.
You have to compromise.
What made him great ‐‐
Well, what we were saying is,
you know, what if
we're just a third, right?
So $300,000 for 33.3%.
You literally cut
his valuation by 2/3.
Don't be greedy.
We're sticking at
$300,000 for 33.3%.
You have a deal.
Whoo!
Congratulations.
‐Oh, good job! ‐Thanks, bud.
‐Thank you. ‐Great, great idea.
Thank you so much, Lori.
Congratulations, Dave.
Great job, Dave.
Yeah, you can
keep that. Congrats.
Thank you all. Thank you.
Dave, hey, take that with
you. Thank you very much.
Oh, my gosh.
So I did give up more equity
than I thought I
would coming in,
but the odds of it being
massively successful
are so high.
I mean, it is amazing
to work with Robert and Lori,
who are two just incredible
Sharks with the kindest hearts,
and they just get
what we're trying to do.
They understand
kind of the mission
and the social impact
that we're trying to create.
And now with them on the team,
it's gonna happen.
veteran Nirav Tolia joins the Tank.
Nirav is the founder of social
media phenomenon Nextdoor.
I have spent the last decade
of my life building a company.
I feel like you're
a kindred spirit.
We're here today because
we have a shipping issue.
I don't do failure, okay?
We don't, either.
What are your total sales?
$4.1 million. Ooh.
Wow. You know how to sell.
I think what you've
done is genius.
There is no other
person to scale
a business like this than me.
Whoa. You had a
problem reading the room.
You're probably one of the
most impressive entrepreneurs
that's stood on that carpet.
I just want to back you.
I got to turn you
into freakin' stars.
You want to try to
control your own destiny.
We have worked so
hard to build this company.
Cry me a river.
I believe in you guys.
Go big or go home.
First in the Tank is
an easier way to eat seafood.
Hi, Sharks. I'm Emily.
And I'm Melissa,
and we're two moms
from Houston, Texas,
that are making waves
in the seafood industry.
We're here today
asking for $200,000
in exchange for 15% of
our company, Fish Fixe.
So let's talk seafood.
It's great for your brain,
your heart, and your skin,
but did you know that
only 2 in 10 Americans
are meeting the
dietary recommendation
for seafood consumption?
That means that 80% of Americans
are not reeling in the
benefits of seafood.
Why is that?
It's because they're
not confident buying it,
handling it, or cooking it.
And that's where
Fish Fixe comes in.
Fish Fixe delivers perfectly
portioned, premium seafood
to doorsteps nationwide,
making seafood both
simple and approachable.
We've sourced the
absolute best seafood
from around the globe,
individually portion it
so it's easy to work with,
and then freeze in the freshness
so the quality is consistent.
But we don't stop there.
The after‐delivery experience
is what really sets us apart.
All of our packaging
is geared towards
your success in the kitchen.
Like these bags.
They come with thaw, prep,
and simple cooking instructions.
Oh, and that's not it.
They're also odor‐absorbent.
So once you're done
prepping your fish,
simply take the prep trash,
put it back in
the bag, and toss.
No fishy smell left behind.
Sharks, this is quite
the oppor‐ "tuna" ‐ty.
So which one
of you is ready to take the bait
and get America their Fish Fixe?
Good job. Can we eat it?
‐Yes! Please! ‐Yes, please do!
Alright. Good job, guys.
So, yeah, you'll see,
that's our wild‐caught
Gulf shrimp
with a spicy cocktail sauce,
'cause I am from south Louisiana
and I can't help
myself with that.
Ooh, it's a good
sauce. Thank you.
Next is our Maryland‐style
crab cake with remoulade.
Oh, this sauce.
Thank you.
After that, we have
our blackened salmon.
And then finally, we have
our American red snapper
and a Kevin O'Leary
white wine sauce.
Mmm! Oh, no!
So if you don't like that
one, that is on Kevin.
Very good sucking up. Very good.
Thank you. Thank you. Very good.
How did you guys start this?
Like, are you chefs? Are you...?
No, I've been in the seafood
business my entire career.
Actually, my
husband and I started
a live lobster wholesale
distribution facility
- in Houston, Texas...
- Wow.
And started serving
restaurants and retail.
Tell us, how did
that morph into this?
Yeah, so we met
on a soccer field.
We played soccer
in college together,
and after college,
I accepted a job
working for one of the largest
wine and spirits wholesalers,
distributors in the U. S.
So what's harder to sell
‐‐ the spirits or the fish?
You know what?
I would say it's just all about
the storytelling and connecting.
- Great answer.
- Great answer.
Are you exclusively
subscription... We are not.
Or can I buy anything
on your website?
You can buy anything
on our website,
and our subscriptions are just
really set up for convenience.
You can pause, cancel anytime.
What does it cost, and
what is your cost? Yeah.
Walk me through it.
Yeah, so we're 100%
direct‐to‐consumer
through our website.
The most popular
box is 16 portions,
and you can purchase
that for $139 or $149.
What are your total sales?
So last year, we did
$821,000 in sales.
Wow. Good. Oh, my
gosh. Congratulations.
And did you make
money off of that?
We made $20,000.
Do you think
you're breaking even
because your customer
acquisition costs are high?
What does it cost you
to acquire a customer?
Our customer acquisition
cost is between $30 and $40.
And this year? What will you do this year? And where
are you looking what you're gonna do this year?
So we're at
$494,000, year to date,
and we do believe that
we're gonna break a million
and hoping to land
right around $1.2 million.
And just so we understand,
just from the very top,
how much does it cost
you to manufacture that?
How much does it
cost to deliver that?
So what's the total landed cost?
Just so we can
understand the margins.
Yeah, so our average
order value is $143.
From there, our delivered
cost is about $111 right now,
which we can't
wait to talk about,
'cause there's a
reason behind that.
But yeah, that's
where we are right now.
What is the reason behind it?
We're here today because
we have a shipping issue.
We subsidize all of our
packages to East and West Coast,
because what happened
was, when the world shut down,
people in densely populated
areas, the East and West Coast,
they needed product,
and our customer mix grew
from 75% local, one‐day ships
to 50% East and West Coast.
It's all shipping.
It's shipping.
So the shipping is actually
11% of our revenue.
Wow. Yeah, it's high.
And we do believe
we're gonna get that down
to around 5%. So what's
the plan? What's the plan?
We have a plan.
So we have a 3PL that
can strategically get us
to every single zone
in one to two days,
which fits perfectly
in our model.
But, guys, you have a
fundamental problem, right? Yes.
Your primary costs
are all variable.
You know, seafood, right?
That protein, there's
variance in the cost,
and then the shipping, you know,
I think your prices
will come down,
but they're always
variable as well... Yeah.
Even in normal times.
That makes the
business very tough.
And so for those
reasons, I'm out.
Let me ask what I think is
the most important question,
which is, of your
existing customers,
how many are continuing
to order two times,
three times, four
times, five‐plus times?
55% of our customers to
date have returned. Wow.
70% of our total revenue
is from our
subscription business.
I love fish. I'm a Shark.
I'm a very big fish.
But over 13 years, I've become
a mini‐expert on lots of things,
but not shipping and logistics.
Yeah. I can't help you.
There might be a
bigger fish here that can.
I'm out. Thank you.
This fits into my
Chef Wonderful world.
Yes. Okay?
And that's a very
successful model.
And the only reason
it's successful is
our customer acquisition
costs are very competitive.
I would get behind
this as a third partner.
I want 33.3% for $200,000,
and I go to work with you
on the social side. Yeah.
I got to turn you into a
freakin' stars. And we are.
We're two Division
I collegiate athletes.
Like, we got this.
I think your primary
industry is moving fish
and I think you can do that,
but you need to have a
partner who understands that.
And so for that reason, I'm out.
Thank you so much.
Yeah, thank you.
Lori, what are you gonna do?
I'll tell you, I've been
sitting here, I've been listening.
You know, I'm your
customer. I'm an advocate.
But I have to be authentic,
and I don't think that
you need a partner
to just help you get
distribution centers,
and I really don't think that you
need to give away equity. Right.
I just think that you
need a little bit of money,
which you could get somewhere
else and not give away equity,
so I want to be honest.
So for those reasons, I'm out.
Thank you very much,
Lori. We so appreciate that.
Wow, there's one fish left.
All fish swim back
to Mr. Wonderful.
Yeah.
Four Sharks are out.
Emily and Melissa
have an offer from Kevin,
but he wants to be a 1/3 partner
in their fish delivery
company, Fish Fixe.
All fish swim back
to Mr. Wonderful.
Yeah.
You have to decide. I
don't have any flexibility.
You have no flexibility? No.
Melissa, you can
make a counteroffer.
Yeah, yeah, yeah.
Kevin, 25%. No.
Oh, Kevin!
I'll do it for 30%, okay?
You'll do it for 30%? Yeah.
And you'll fund POs for us
to help us get this distribution?
I'm not going to commit
to anything till actually see
your income and balance
sheet statement... Okay, yeah.
But that's not your problem.
It's direct‐to‐consumer,
customer acquisition cost
that is the whole deal here.
That's the whole problem.
We know that 80%
of consumer goods
are bought by the moms, right?
Correct. How is your
breakdown to your audience?
For my chef business,
it's a majority women.
Oh, my gosh. You are so good.
It's a great thing because women connect with ‐‐
Well, I mean, our entire goal is to go social media.
You should go online and
look at Chef Wonderful.
Look at them. Yeah, yeah.
Melissa, are you going to
give up 30% of the business?
You know this business better than anybody. Haven't
you gone to all the social media followers...
Why don't you make an offer,
Robert? Why don't you make an offer?
All the social media chefs?
This is a really hard business.
Guys, I never stand
up for Kevin, but I will here,
simply because you guys
are floundering a little bit. Yeah.
You're floundering
on the ‐‐ Ahh.
I'm not saying
you're not capable.
There's a big difference, right?
You're more than capable. You're
super smart. The fishies are floundering.
But you're floundering
financially, right?
You're floundering a little bit
on your distribution strategy,
and you're floundering
on your marketing strategy.
But given your circumstances,
he's gonna cover
a lot of the issues.
You're getting money, right,
which is really going to help. Yeah.
You're gonna get
access to his mailing lists
and his customer lists,
and you're gonna get
some promotional element.
And so, you know, if
you went out and just
bought these independently,
they wouldn't be cheap.
Kevin, 25%, and we will be
so efficient for you. No. No.
I know how much work this is, and I know my value. You
won't wait on us. We will knock it out of the park.
This is hard.
Say yes to 30%
and you have a new lease
on life in this business.
I don't do failure, okay?
We don't, either. Alright.
So when I put my
name on something,
there's no failure option.
That hurts my brand.
That's all I have to say
on it. 30%, I'll do the deal.
I don't want you
doing it for that.
I don't care what you want.
Yeah, I do.
I'll give you the
$200,000 for 25%.
Wow.
Lori, you have a deal!
Yes! Boom.
Boom!
Let's sell some fish!
That's why they call
it the Shark Tank.
Oh, my gosh.
Can't let you give away
30%. That was awesome!
Congrats, guys. Well done.
Kevin, we love you.
Thank you. Thank you.
High‐five, ladies. Whoo!
Yes!
Did that just happen?
Oh, my God.
Lori!
We know Kevin would
have been a great partner,
but I think Lori really
saw who we were
and really believed
in our company.
And, you know, I just think that
this is gonna be the
best partnership for us.
Kevin didn't even see it
coming. He was stunned.
Nobody did!
I wouldn't have
ever done it for less...
Back in, baby... so
I congratulate Lori.
She is on a worldwide
ride. It's very hard.
You know what happened?
Your greed. Your greed.
Look, there's Mr. Wonderful,
and then there's Lori.
In Season 11, we
watched Eric and Andy Bert
make a deal with Kevin O'Leary
for their innovative
pizza oven, Bertello.
Imagine baking wood‐fired pizza
at over 900 degrees
in your own backyard.
Let's see what
they're up to now.
"Shark Tank" gave
Bertello an immediate boost.
Within 24 hours of airing,
we had $75,000 in sales.
But then three days later,
the country shut down
due to the pandemic,
and we knew we had
to change our strategy.
The biggest decision
was to focus on online sales.
People are cooking at home now,
so we want to target those
people around the world.
You'd be shocked
at how many people
are sending me pictures
of pizza they made
in their own backyards,
and it really engages and
builds a sense of community.
The decision to
make the digital pivot
actually saved our business.
The year we
pitched to the Sharks,
we did $640,000 in sales.
Just 16 months later,
we've hit $6.3 million in sales.
The combination of the
pie and the chef together,
explaining how it works,
is how we sell these ovens.
The key to helping
a company like Bertello
is customer acquisition.
Chef Wonderful here, and
you know I love to make pizza.
I have millions of
social media followers.
Everybody knows Chef Wonderful.
And when I found this oven,
everybody got on board.
This is the Bertello
Outdoor Pizza Oven.
Then QVC came along.
We've sold
thousands of Bertellos.
People get them, they
try them in their backyards,
they tell their neighbors,
and everybody wants one.
Bertello, I love you.
We love you, too,
Chef Wonderful.
My advice for any
entrepreneur starting out would be
A, you got to love the
product that you're developing
and trying to sell.
B, there's always gonna
be bumps in the road
and you just have to
ride those bumps out.
Stay positive, work hard,
and the more success
you're gonna have.
The most rewarding thing
about selling Bertello ovens
is bringing family
and friends together,
and that is what we
built our business on.
It's really helped show my kids
how you can build a
business and work hard
and create something
out of nothing.
Next up is a business
that takes care of an
important aspect of marriage.
Hi, Sharks. My name
is Julia Rodgers.
And I'm Sarabeth Jaffe.
We are here seeking $150,000
in exchange for
10% of our company.
Sharks, thank you
so much for joining us
on this special day.
A day like today requires
so much attention to detail,
from the dress to the tuxedo,
the dinner to the dancing
and the planning
could go on forever.
I really love my fiancé.
Are you sure you even know him?
I don't think he has
any student debt.
Is he gonna cheat on you?
I think we're gonna
stay together forever,
but just in case...
We're here to talk about
the most important topic.
Prenups! Prenups!
HelloPrenup.
HelloPrenup is the
first digital platform
to allow couples to create
a prenuptial agreement
in hours instead of months
and for a fraction of the cost,
without ever
leaving their couch.
Young couples are getting
prenups more and more,
but the traditional
process of getting a prenup
is expensive, time‐consuming,
and a bit taboo.
But with HelloPrenup,
the process
is as easy as one, two, three.
Go to our website.
Each fiancé completes
an in‐depth questionnaire
detailing the terms of
their prenuptial agreement,
as well as a comprehensive
financial disclosure.
The happy couple
comes together to resolve
any differences in their
answers, and boom ‐‐
they can download their
prenuptial agreement
and get back to
planning their special day.
The total addressable
prenup market
is valued at over
$550 million, Sharks.
So what do you say, Sharks?
Will you partner with us?
So, guys, what
are your backgrounds,
and how did you get to this?
I am a divorce attorney
at a top family law firm...
Love that... in
Boston, Massachusetts.
So over the last 10 years,
I've really spent a lot of time
talking to thousands of
potential prenup clients,
and they are looking for an
option that is collaborative,
that is quick, and
that is cheaper
than the traditional
methods out there.
I realized what I really needed
was a technical co‐founder,
and so Sarabeth and I
partnered in March of 2021.
I am a software
engineer by trade.
I landed my first
full‐time job at Microsoft,
and I recently got
engaged. Congrats.
When I looked into prenups,
I found that there was
really no good solution.
I came across HelloPrenup.
I cold‐emailed her,
and we've been working together,
through Zoom, actually,
for the last six months.
We just met last night.
Oh, my gosh. Really? Yeah.
And how many prenups
have you written?
We've written over 25 prenups.
You've written 25?
Yes. We've had a few
struggles with the software,
which is where I came in.
It's took me about two
years in total to develop,
so I funded this 100% myself,
so I used overseas developers
and then I soft‐launched
in March of 2020.
Now, 2020 was a
tough year for weddings.
We all know that.
How much have you made?
Yeah, so we've made
$20,000 in lifetime sales.
That's mostly
because our platform
was not really operational.
For all of 2020 ‐‐ No excuses.
I just just asked. Yes.
So let's talk about
the next year.
What were you going to make?
Yes, our projection, our
most conservative projection
is $4.1 million.
Oh, my gosh. I loved
you until that. Okay, great projection.
That is an absolute dream.
It is a dream, guys.
So what does one
cost? Well, hang on.
What does one
cost? Great question.
So, a prenup
through us costs $599.
The average prenup costs $5,000.
The number‐one cost
is customer acquisition.
So our customer acquisition
costs are very high right now.
We're currently not profitable.
However, we are a tech
company, and right now,
we are the number‐one
source of information
on prenuptial agreements online in the
entire Internet. Good for you. That's smart.
This is a space I've
been in a long time.
But because you
actually don't yet know
your customer acquisition
cost, I would need to know that,
because I don't know whether
you're worth $1.5 million
or whether you're
worth $10 million or...
Our customer acquisition
cost will be basically zero
in 60 days. Will be. Will be.
In 60 days! And I wish that to be
the case, but I don't know that yet.
And actually, Mr. Wonderful, before
you say anything else ‐‐ I'm out. I'm out.
Aw.
- Thank you for your time.
- Well, ladies, listen.
Listen, I think what
you've done is genius.
Thank you. I think you
are right on the money.
I do think you're really early
and you're right at
the precipice of it.
But I'm sorry ‐‐
too early for me.
I'm out.
Guys, while I
think it's a good business
and you're on a great path,
there's just so many
issues for me.
Okay. So for those
reasons, I'm out.
I understand. Thank you so much.
Okay, well, thank you so much.
Guys, for me,
intuitively, it feels like
somebody who
really wants a prenup
is still gonna go to a lawyer.
And other people are gonna
go to you for information.
Could be wrong. I
wish you all the success.
But for me... You know
what? Before you ‐‐
Before you go out! For me...
Before you go any
further, Robert! I got to go!
I'm out. I'm out. Give
us a second, Robert!
I'm sorry. I'm sorry.
You know, if people really
want a prenup, a lot of times,
you know ‐‐ They're
gonna get a lawyer.
Millennials don't ‐‐ Millennials
want ‐‐ They want prenups.
They want to get prenups,
or their parents who
are about to pass down
$60 trillion in wealth to them,
want them to get prenups.
And then the millennials say,
"Ahh, this is an
awkward conversation.
I really don't want to
go to a divorce lawyer."
Who wants to hire
a divorce lawyer
before they get married?
And so then they
go online... Well said.
They find HelloPrenup,
they satisfy their parents.
They create a valid prenuptial
agreement, and they're done.
The process is painless.
It's all great advice,
but I don't think
any of these guys have
seen what I've seen,
which is, there are two ways
to start tech companies
in Silicon Valley.
One way is to go get
a lot of venture capital
and go big or go home. Yeah.
The other way is to be
scrappy, to be entrepreneurial.
Right, we've never seen
that. Never seen that.
I've never seen that!
Well, you're seeing it right now. I don't
even know what you're talking about.
You are seeing it right now.
I believe in you guys. I believe
in the space. Thank you so much.
I do believe there's a market,
and I think it will come to you.
I would be happy to
put $150,000 in for 30%.
So tell me, am I coming
along for the ride?
Well, that is a bit high for
equity, for us. You can counter.
Ladies, you have
$20,000 in lifetime sales,
and now you have an offer
from the founder of Nextdoor.
What are you even
thinking about?
I love Nextdoor, by the way.
I'm a user. Thank you
so much. Thank you.
I'm sticking at 30%.
But we have worked so
hard to build this company.
Cry me a river.
I put $130,000 of my
own money into this.
Alright, give me a
counter. Give me a counter.
So we would like to counter
$150,000 for 20%.
Let's meet in the middle.
I'll come down to the
25% and you got a deal,
because I believe in you guys.
Is there any way that we could
include another Shark? What are you ‐‐
If we're giving that
much equity away?
I forgot that I'm working
with an attorney here.
Kevin, Kevin. I don't
know if that's a good thing.
We really do want to
integrate this as a regular thing
in the wedding industry.
Adding this as an option
onto your wedding registry.
Hang on a sec. Do
you know who he is?
Yeah. Why do
you need another Shark?
He's not good enough and
you want to go to Kevin?
No, we're not saying that!
No, but let's face it. I have the databases
already. No, we feel so honored to receive an offer.
I've got the names.
We just ‐‐ I don't know
if Nirav wants a partner,
okay, but if there's
going to be a partnership,
I'd go in for 50% with
him, but I want 15%.
Otherwise, why am
I getting out of bed?
That's a no‐brainer
for you guys.
$150,000 for 30%?
I will accept that because I want the
best for you. You got to do that, guys.
Do you accept the offer?
Yes, we accept
that offer. We accept.
Well done.
Good job, rookie.
Good job, girls.
Say "I do." We do!
‐We do! ‐Congratulations.
‐Thank you so
much! ‐Super excited.
Congratulations.
‐We're thrilled.
Ready? Here we go.
One, two, three.
There we go!
They can catch, too.
Congratulations, guys.
Yay!
Thank you, everybody. Thank you.
Yes! Yeah!
This is gonna generate so
much cash with no expenses.
You guys will do well with
that. You guys have no idea.
This is how people
become millionaires.
So excited. Oh, my God.
We met about six
months ago over Zoom,
and since partnering, you
know, we got into the Tank.
We made a deal with
two amazing Sharks,
and now we're ready
to work harder than ever
to scale this business.
Next in the Tank
is an indulgence
with a modern twist.
Hi, Sharks.
My name is Sabeena Ladha.
I'm from Dallas, Texas. Yeah!
Yeah! And I currently live
in Los Angeles, California.
I'm seeking $300,000 for
10% of my company, Deux.
Wow.
Over the past year,
I've started taking
fistfuls of supplements ‐‐
everything from
zinc and elderberry
to boost my immune system
to aloe vera and
vitamin C for my skin,
and even ashwagandha
to calm myself down.
I may seem like your
typical L. A. health nut,
but I love junk food.
I mean, I grew up on the stuff.
Introducing Deux,
enhanced cookie dough
packed with vitamins
and functional ingredients.
A lot of other raw cookie
doughs are made with
things like refined
sugars and preservatives
and animal byproducts.
Our cookie dough is
made with things like oats,
almond butter, flaxseed,
and coconut sugar.
We've added in good‐for‐you,
functional ingredients.
For example, this jar of
Chocolate Chip Cookie Dough
has the same amount of zinc
as three pounds of chickpeas.
This jar of Brownie Batter has
the same amount of vitamin C
as five whole oranges.
We've made everything
delicious, gluten‐free, and vegan,
especially for you, Mark.
Now, Sharks, who's ready to
invest and roll in some Deux?
Let's go! Let's go! What are
we trying? What are we trying?
Sharks, in front of you
we have our four
flavors of cookie dough.
You can eat them raw
straight from the jar,
or you can make
ooey‐gooey cookies.
So we've got some
cookies for you as well.
Mmm. Really good.
So this 110
calories ‐‐ is this the serving?
Yeah, I would
say about that size.
We're not really
calorie‐focused.
We're focused more on the
clean ingredients. That's obvious.
That's obvious.
Are you a food person? How
did you come up with this?
So my parents are immigrants, and
my dad ‐‐ Where'd they immigrate from?
My mom was born in Pakistan,
and my dad was born in India.
My dad didn't have
much of an education,
and he kind of saved
up enough money
to buy a gas station,
and he lived there.
I mean, 14 hours a
day, 7 days a week.
Like, it's a grind. Wow.
And you know who
else lived there? This girl.
And so I had all of my meals
in that gas station
on the weekends.
You know, Oreos for breakfast,
Honey Buns for lunch. You did?
I would make Kraft Mac &
Cheese in the microwave for dinner.
So no surprise, after college,
my first job was working
at one of the biggest
food and beverage CPG
companies in the world.
But I was going through kind of
a health transformation myself,
and it was just at odds.
So I got out of food and
beverage completely,
and then I went
to venture capital.
I knew I was
entrepreneurial by nature,
so I wanted to learn
the startup world. Wow.
And when did you launch Deux?
I concepted Deux
in June of 2020.
Oh, so you're brand new.
I launched it ‐‐ Brand new.
Oh, wow, okay.
But my numbers
will tell you otherwise.
We did 70K from
October to December,
and we've done 630K in
revenue thus far. What?!
Good for you.
And we're on track to
do $1.2 million this year.
How? How are you
selling that much?
And we just got approved
at Whole Foods this morning,
literally, like three hours
ago. - Congratulations.
Congratulations.
Well done. Good day.
I know.
How many Whole
Foods are you going into?
So it's about 40
stores, and then ‐‐
And what are they
gonna sell it for,
and what are you
selling it to them for?
And what does it cost you?
So it costs us $3.70
to make, landed at
our fulfillment center,
and we charge $15 a jar online.
$15? A jar?
Wow. Is that a premium?
It is. It's a premium.
Yeah, definitely.
How much money have you raised?
I raised a million dollars.
Wow. Wow.
At what valuation?
At a $6 million cap.
Whoa.
‐Good for you. ‐Nice work.
You are impressive.
Thank you.
You know how to sell.
Sabeena, 13 years,
you're probably one of the
most impressive entrepreneurs
that's stood on that carpet.
I wish you all the
success in the world.
You're incredibly impressive,
but I don't like sweets.
I got to really want to
try and eat the product,
and I eat everything.
This isn't for me. I'm out.
Thank you. I appreciate it.
When I look at this,
I would love to have
it be even healthier.
Mm‐hmm Because that's just
where my mind goes as a consumer.
So it's not really
the right match,
but I think you've done a
good job of what you've done.
I wish you good
luck, but I'm out.
Thank you.
Sabeena, there is so
much to admire about you.
My parents
immigrated from India.
I felt so close to you
when you told that story.
What do you think your father
would think of you right now,
following this
entrepreneurial dream
and on "Shark Tank"?
Yeah, I mean...
I didn't mean to get choked up.
Um... I‐I think he would
tell me I'm crazy, probably,
'cause he did it
because he had to do it
and I do it because
I get to do it.
And so he'd probably
think I was crazy,
but he would be, you
know, over the moon.
I bet you he's extremely
proud of you. Thank you.
And you are living your
version of the American dream.
I would love to back you,
but I'm an Internet guy.
Yep. I realize that this
just really isn't for me.
I'm out.
I appreciate it. Thanks, Nirav.
I, too, was very impressed.
But at the end of the day,
I don't eat this kind
of food anymore.
Yeah. Now I'm not a kid
and now I have to care.
Well, you're, I would say ‐‐
I mean, with all due respect,
you're not exactly the target
consumer. - Whoa!
I get it. I get it.
You're old! Say it!
That's not what I was
trying to say! Yes, you were.
I am the target
investor. That's the point.
And I'm just telling
you, I can't invest in it.
I'm sorry. I'm out.
I appreciate it.
Thank you, Kevin.
Mark?
Sabeena, on one hand,
look, we're not your demo.
But at the same time, the
calories are the calories,
and too many kids
gaining too much weight
is still a real problem
in this country.
If there was something here
that I could hang my hat on
to say as an alternative,
I'd probably go for it,
because I think
you're incredible.
But it's not there, so for
those reasons, I'm out.
I guess just one thing,
before we wrap up. Sure.
I, like ‐‐ This is the
culmination of my career.
There is no other
person that is more set
to scale a business
like this than me.
Sabeena, you are super
impressive. Thank you.
But, Sabeena, you had a
problem reading the room.
And that's one of the
challenges when it came to you,
whether it was a
comment to Kevin,
we're not your demo,
'cause you were very clear.
But you got to read
the room to at least try
to make us feel good
about who we are
in investing. Uh...
Look, and I'm not trying to rip
on her, right? I'm just telling her ‐‐
I don't know if
that's fair, Mark.
I think she read the room. It may not
be fair. I'm just telling you what I felt.
No, I'll take that feedback.
Yeah, I appreciate it.
You can have your opinion.
I can look at a
product I may not like,
but I respect the person,
an entrepreneur. Oh, no.
I think she's phenomenal.
I think she's super smart.
But it's more the
product, right?
I don't want to
diminish you at all,
'cause you are phenomenal.
Sabeena, I got to tell
you, I just want to back you.
I can guide you as
the business grows.
Yep. But I want to
be completely honest.
Don't come to me and tell
me which of the products ‐‐
I can't add any value that way.
Yeah. This is purely an
investment in Sabeena,
and I think you're
not gonna fail.
I appreciate that.
I'll give you the
$300,000 for 15%.
Okay.
I came in knowing I would
have to take a haircut.
I'm not gonna
negotiate with you.
Would you do $300,000 for...
12.5% and meet me in the middle?
Every other person except you,
I would almost be insulted
by a counter like that.
I mean, it's so
trivial. But let's reset.
$300,000 for 15%.
That's my offer.
Would you do 10%
and 5% AdvisorShares?
No. No, I'm not gonna do it.
I'm not gonna do it. I
wanted to believe in you.
Sometimes you make a bet
because your heart tells you one thing.
I didn't want you to
leave without a deal,
but I also believed in
you and the business.
Alright, I'll take it.
No, I'm not gonna do it.
Whoa.
I'm not gonna do it.
I wanted to do it,
but you don't need me
as much as I wanted
to invest in you.
I mean, I don't. I'm not
trying to be difficult with you.
I would have been
happy to mentor you,
but when you keep
negotiating me down,
I mean, I just ‐‐ Like, I can't
do it. Just one counteroffer.
You're gonna be fine.
Congrats, Sabeena.
Best of luck. Thanks.
Congrats on your progress.
Thank you.
I'm disappointed, but
when a door closes,
another one opens,
and I just don't know
what that door is
that's opening yet.
You know, this is another
"no" notch on my belt,
and we're gonna keep going.
I thought I offered her
a good deal. You did.
It's such an important
lesson, though.
You cannot squeeze that
last bit of blood out of the stone.
Well, when five Sharks
are out, one comes back in,
you got one offer, it's
not the time to negotiate.
Read the room.
Next up is a safe way
to get tasks done
around the house.
Hi, Sharks.
My name is Dave Heimbuch,
and I'm here from Dallas, Texas.
Dallas! I'm seeking $300,000
for 8% equity in my company.
Wow.
Sharks, this is Rose.
Rose lives alone and
sometimes needs help
with projects around the house,
like moving heavy furniture...
or hanging a
priceless work of art
and constant other tasks
that always seem to pop up.
So what can she do?
Who can she ask for help?
Rose has been burned before,
and she will only let someone
into her home that she can trust.
Sharks, meet Daniel.
My hero!
Dan is clearly a firefighter,
and he happens to live
in Rose's neighborhood.
He's a trusted member of their
community, but that's not all.
He's also extremely handy.
Oh, yeah.
He's very strong.
And all firefighters will take
care of your prized work of art.
How did Dan know
that Rose needed help?
If only there was an easy way.
That is why I created Hidrent.
Dan simply downloaded
the Hidrent pro mobile app
onto his phone and registered.
He soon received a
notification from Rose
that she needed help
with a home project.
Dan was able to see
the details of the work.
He quickly accepted the job,
and then he messaged
Rose to schedule.
Upon completion,
Dan entered the total number
of hours that he worked.
This submitted an
invoice for Rose to pay
and for Dan to get paid,
all within the Hidrent platform.
Sharks, which one of you
wants to sound the alarm
to join our team and add
some more fuel to this fire?
Good job.
Dan, Rose, thank you
so much for your help.
Mr. Wonderful, call me.
Bye, Rose.
So I think this concept
is really wonderful.
Great idea.
What made you
come up with this idea?
So I'm actually
not a firefighter.
My background is actually
in digital marketing and sales.
I've worked for a lot of
different startups there,
most notably with Shazam,
and I knew that someday,
if I had the right idea,
that I wanted to start
my own company.
And then during this time,
I married into a
family of firefighters
and it was my brother‐in‐law,
who's a firefighter.
I was doing some home repair
work on my house, and I said,
"Hey, I used this
really cool app
and I got a contractor
over and he did this work,"
and I was telling him about it.
He's like, "That's great,
Dave, but I could do that.
You know, everybody
at the station does that."
And then my marketing
mind started kicking in,
and with his help and the
help of other firefighters,
I built it. How long have
you been in business,
and what have your
sales been to date?
Yeah, so we launched in 2018.
Lifetime sales, $850,000.
That's gross sales?
2019, $125,000.
2020, $260,000. Wow.
Year‐to‐date, $325,000.
And what is your percentage
of those gross sales?
So we take 23%.
We will charge the
homeowner about $72 an hour.
We will pay the firefighter
about $60 an hour.
What we found out
right away was that
the majority of our
customers were senior citizens,
so we launched in
Phoenix and Tampa.
Ah, smart. And those are
the markets that we're in now.
How does Rose find you?
Google, Facebook, and Nextdoor.
First of all, I love this idea.
I love the idea of connecting
amazing neighborhood heroes
like firefighters for
everyday tasks. Yes.
Thank you for
advertising on the platform.
We're in 99% of
American neighborhoods,
one of three households. Wow.
But I will tell you,
that part that you said
you're responsible for,
which is getting people to
come to the app and download it
or go to the website and try
your product... Mm‐hmm, right.
That is not trivial.
It took us 10 years to get
to where we are today. Wow.
We have over 50
million registered users
and we've never spent
a dollar of advertising.
Wow.
That's crazy. Really?
That's amazing. That's
real magic on the Internet.
You're building a
marketplace. Yes.
And you're operating in one of
the most difficult sectors
online, which is local.
So he literally has to go
neighborhood‐to‐neighborhood,
the way we did with Nextdoor.
Do you know how many
neighborhoods there are
in the United States? No.
There are over 250,000.
Wow.
For you to do this and try to
build a company on your own,
it feels a little rough.
It's hand‐to‐hand combat.
You have to do it one
neighborhood at a time.
I don't know if I agree.
And it will take many years.
I don't know if I agree with,
we have to do it one
neighborhood at a time.
And the reason I
say that is because
there are fire stations
everywhere, right?
Not just in the big cities, but also in the
rural areas... Small towns everywhere.
In the middle of nowhere.
Look, I feel like
you're a kindred spirit.
I admire so much about
what you're doing. Thank you.
But the truth is, I have spent
the last decade of my life
building a company
that's not so dissimilar
from what you
have in your hands.
I wish you all the luck,
but I've done my
journey in neighborhoods.
For that reason, I'm out.
Thank you, Nirav.
How do you open up more
neighborhoods without a team?
But why not leverage
yourself and hire a few people?
I'm on my computer,
buying ads on Facebook,
changing out the creative, changing
out the copy. - Just you?
Yes. Wow.
Why don't you get a few more
people doing the same thing?
I would love to, if I had
some money to do that.
You want to try to
control your own destiny. Yeah.
I just don't see a path to
controlling your own destiny
through digital ad spend.
So for those reasons, I'm out.
Okay. Thanks for the time, Mark.
It's a brilliant
idea. Thank you.
The logo's great.
I don't know it's a
contract or service.
Okay. Okay.
I love everything, but
you got to get that in there.
Okay. Look, Dave, I don't
know if it's gonna work or not,
but I think the way to go
to market is senior citizens.
It is. And women!
My wife would refer this to
her friends. It is, 100%. Right.
So, listen, I'll
make you an offer.
Okay, great.
I'll give you the
$300,000, but I want 20%.
Okay. Thank you for that offer.
Since I'm only
gonna be here once,
and Lori and Kevin haven't...
I'll help you make
a decision here,
'cause I'm all about
a return of capital.
I think the idea's
brilliant. I really do.
Thank you. I really do.
But you're in a
longer slog here.
For me, it's not the journey
I want to take. I'm out.
Alright. Thank you, Kevin.
So, you know me ‐‐
I have a very soft
spot for firemen.
I know. So I love it.
I would like to
go in with Robert.
Okay. Because I think that ‐‐
I like Lori.
I think the two of us together
have different skillsets...
Sure... that can be complementary
and that can help you.
We need to change the name.
Yes. It needs to be intuitive.
Okay. But, Robert, for
me to come in with you,
you were at $300,000 for 20%.
So we're gonna
need more than 20%.
Ouch. It's just not enough.
It's just not enough
for either of us. Okay.
I was thinking $300,000 for 35%.
For 35%?
You're allowed to counter, Dave.
Three Sharks are out.
Dave has an offer from
Lori and Robert for Hidrent,
an app that matches
firefighters with handyman jobs,
but they want a much
bigger stake in the company
than the 8% he came in offering.
I was thinking $300,000 for 35%.
For 35%?
Oh.
You're allowed to counter, Dave.
This industry is a $500
million home service industry.
Oh, don't go there. It is.
Don't go there. No,
no, no. Don't go there.
There is a lot of upside,
and I appreciate that offer,
but that equity
at that valuation...
That's a million‐dollar
valuation.
If you can get these
guys to help you...
Dave, you've got to
price the risk... I'd take it.
I mean, that's what our offer
is ‐‐ for pricing and the risk.
For the risk of not
raising the money.
Or counter,
Dave. Counter.
You don't have to be
insulted with an offer like this.
That valuation is a little low.
Would you guys
accept, back to your offer,
$300,000 for 20%?
It's not enough
for the two of us.
Yeah, it's not enough for the two of
us. It's not enough for the two of us.
And I have over
20 million followers
through all my social
platforms. Right. Right.
I mean, that alone
is quite a lot of voices
to hear about this. It is.
Lori, have a look at
Grandfather O'Leary.
He hates greed.
You have to compromise.
What made him great ‐‐
Well, what we were saying is,
you know, what if
we're just a third, right?
So $300,000 for 33.3%.
You literally cut
his valuation by 2/3.
Don't be greedy.
We're sticking at
$300,000 for 33.3%.
You have a deal.
Whoo!
Congratulations.
‐Oh, good job! ‐Thanks, bud.
‐Thank you. ‐Great, great idea.
Thank you so much, Lori.
Congratulations, Dave.
Great job, Dave.
Yeah, you can
keep that. Congrats.
Thank you all. Thank you.
Dave, hey, take that with
you. Thank you very much.
Oh, my gosh.
So I did give up more equity
than I thought I
would coming in,
but the odds of it being
massively successful
are so high.
I mean, it is amazing
to work with Robert and Lori,
who are two just incredible
Sharks with the kindest hearts,
and they just get
what we're trying to do.
They understand
kind of the mission
and the social impact
that we're trying to create.
And now with them on the team,
it's gonna happen.