Pitching for a Million: Can We Convince BrewDog's James Watt to Back Us?

In this episode, we go behind the scenes of James and Nick's visit to BrewDog Waterloo for 'House of Unicorns, where ambitious founders pitched their business ideas to BrewDog’s James Watt for a shot at a game-changing investment. 

With millions on the line and the largest UK television prize in history up for grabs, the stakes have never been higher.

Tune in for high-pressure pitches, unexpected twists, and a raw look at what it takes to impress a billionaire investor. Will James rise to the challenge, or crack under pressure?

Prefer to watch? You can find the video version of this episode here on YouTube:
https://youtu.be/DYSkq65YUGI

Need help with your social media comments? Rupert's got you covered? Our social media assistant platform is now live! See what Rupert can do for YOU by claiming your 7 day free trial at https://rupert.digital

Thanks for listening and don't forget to follow us on TikTok to get highlights and clips from every episode: https://www.tiktok.com/@the_fake_marketer

Transcript

0:00

Should we give the listeners what they want, which is the story, because this is inside James watch. She's put out a thing about this House of unicorns show is doing. You can pitch to him. All right. BrewDog is 1 billion pound company. He's worth 250 million. Ten businesses whittled down from one hundreds. 1 million gets invested in who James picks. The of a million is going to be invested in by who the public picks the largest UK television prize in history. So I reckon at 20 parsecs through the pitch, the camera and I choked big time. I was genuinely gutted after that first 60s. It was just like I messed up. I'm so sorry I messed it up. But I'll tell you what I learned from messing up. Go again, he pitched. James, you got three minutes opposed to just one. I saw a queue forming on the other side of the bar. How can we stand out? There's gonna be 100 plus businesses there. How can I be remembered when he leaves that event? Let's all go for the jugular now. Let's really get seen. Scrapped all his comments from 2024 comments he hadn't responded to. What an eye for this massive piece of paper.

It's now about 9: 0:57

00. There's now energy in the room. Timing was perfect. I walked over to China, said, I might ask me, can you stand up and get over it? I grabbed one end and then proceeded to pull this five meter long poster out. No one was watching anyone do a pitch until that was rolled out, and everyone in that room only paid attention to him rolling out his comments. He'd been sat there for two hours by this point. Listen to Freeman pitch. After three minute pitch. He was so engaged of that. Once that door's open, you got one opportunity. If you genuinely want a unicorn, this is it. This is going to be the can of comments we're being talked about in the House. This isn't like anything else. My always open dashboard that I'm in and out, in and out. And once a user is doing that like we are seeing with our users and that skyrockets. That's where those big numbers, Stockholm from 84,000 people using that product and that's a billion puppies. Nothing could have made that any better. Welcome to another episode of The Tight Market. So, everybody, Nick is back. The doctor. Okay. He's dressed as a doctor today. I've decided that everything I do is I'm dressed as a doctor. Now I give to people. Okay? Yeah. This is the brand. It's the brand. So I have to be dressed as a doctor. Okay? Part of your contract? Yeah, I said to. I went on a call with a guy called Matt. Really? Matt, the real estate guy back over in Florida today and haven't been ongoing for a couple months, actually, since Christmas. And, we he's a double took. I said I said, you've not seen me dressed as a doctor, have you? And he said, what I have because I'm in school. So I've been watching your videos in school. So I've seen you dressed as a doctor in that. But I haven't had the 1 to 1 doctor tonight. You know, the person I said, well, let's see what we can fix. He has not the consultant GP one I'm not based on the school watching the video. So our school got you want to by your own 78 degree for today modern. That's good. Yeah that's a 78 for Kovac. Love is not. Love is going. Why are we going to get a microphone? Because the thing is not is A37 bill all the way up to get in a microphone? When we went back to the threesome as well. I think we need him. I think he needs to have one. We we need to buy the charm. We haven't got the money to buy most anyway. We got man of the hour in the house today. Yeah. Michael James and I went down to Waterloo yesterday was Rachel's tip. And for the for the one occasion that Michael should have come with his cameras. He didn't, because we thought it was just going to be, pointless for you. Did. And then. No, no, no, no. Okay. I didn't think it'd be pointless, but it was it was. Oh, that is, that's the money shop. So. So anyway, should we give the listeners what they want? Which is the story, because this is so this started last year and use this for the vlog. Yeah. We could actually. Yeah. Yeah. So anyway, last year we, we saw what I saw James. What the BrewDog founder doing. Lots of trying to get totally locked to invest in businesses. Yeah. So we put a lot of stuff on LinkedIn saying, look, do me a pitch video or write me off, whatever it was. And obviously you've all seen the video that Michael's done, which is me running up a mountain in Tenerife, whichever one I was. Yeah. Which gob there are one offs or not. So yeah, basically that was good, you know. But anyway, he might be wrong direction or the right direction. So last week when I was running, yes, I was running for you. Stop. I was running on James Brown from here. Taxes. I know James watch is put out a thing about this House of unicorns show he's doing. And you you can pitch to him. All right. Just need to furnace form. So got back filled in for a different. Would you have seen that if James hadn't stood out and said, I've just seen this. Do you think we could this could have been missed. It would have been. It was a Friday and I was running 55 K. Yes. What was your long range? Yeah. There you go. That was me coming back from my for my race. So I did it. And then on it was Sunday. We always know it was going to be Tuesday night. And in Waterloo. But you heard nothing. And then for those who don't know, is Brewdog's largest. I think it's the largest pub in the UK. I know, I think it's the largest pub in your in Europe underneath Waterloo. You were shocked. We walked in midway and you're like, oh, nowhere to be. And I said, oh no, we're on the corner and you're like, oh my God, there's a, there's a skittle alley in it. There's everything. There's a slide podcast studios anyway. So yeah. So we went that was huge place. And yeah, we weren't, we weren't, you weren't going to be told until a few hours, few days before if you were successful. And I've got the email on Sunday night saying that you've been approved, come down and pitch, James. So I've got the email. The email itself was pretty bare in terms of information. It was, yeah, vague at best. 60s no more, no less. Pitch. So obviously email. Do you sign or text? You sent it out after this pitch. What do you think we changed it about? For then the next 48 hours, very little sleep. Memorize this 62nd pitch within an inch of my life. Until the 62nd. And when you told me, I forgot, it was cool. How's the unicorn? So, James, it has a unicorn. I was like, I don't know what it's. Yeah, so I was. Yeah, it was very good. So he got on there and my pitch was 20 plus six. You got a little tick here or something. I was going to say what was frustrating was so James Watt wasn't there till about 7:00. And I think it was half six seven. Yeah. And what was really annoying was that you got one, two free tickets, one which is pitch in to him, and the other two, which was just doing its camera for six seconds, one, two, three, four, five all the way up. But every third. Yeah. 369 12. Yeah. Three minute, which is frustrating. So I didn't get one. I got 1 or 2, but four people were there and know we weren't sure about 100 shots and it was full. I mean you had to like it was full. Yeah, yeah. So 100 odd. I didn't get one. So I went at 20 parsecs through the pitch, the camera and you know, in American slang, I choked big time. Not a little bit. I see three times a lady, the girl. Plus I went, no, no, you have go, oh, they should really? Yeah. You got a camera in your face. You got a girl who's on a got a little part of not paying any attention. Yeah, it was hard. That was, it was that you couldn't feed off an energy. So I left very dejected, came around the corner for a bit, disappointed myself and just, you know, disappointed people, all the rest of it. And then, you chat to a couple of people, I what they you I think the listeners are missing. I don't think we've mentioned the send this the reason the camera's in your face is because this is turning into a program. Sorry. Yeah. So the biggest thing out of it is James James Watt. BrewDog is 1 billion pound company. He's worth two. Is it. Yeah. They're a unicorn company themselves on that. Yeah. That was yeah. So how do you the company himself a stat for you is there's only 87 unicorn companies in the UK. British companies have made a billion or over. He's worth 250 million. And he's putting his own 2 million pounds into the winner and and will become an investor with that 2 million, which will be the largest TV business competition ever out Dragon's Den. It be the largest investment amount? Yeah, it's the largest UK television, prize. And so the reason James has got a camera in his face during the thing. And there's no one actually that. Who cares? Because we thought it might be like you pitching to one of his counterparts or something. But it's just a camera because it's just footage. And when we came to realize that when we start talking to the producers of the show, because obviously we're going to try and talk to everyone, they're like, oh, we're just getting info, info, info, just trying to find out what X factor is. And every so it's loads. People audition. Yeah, yeah. And they want the people who have the show and we've got James. So there's going to be a show. So that was good. So that's there you go. So there's a contest policy contest the program. Yeah. So it's going to be a show. It's not. They haven't got broadcast for you. Yeah. But it's the format is ten businesses are going to be whittled down from obviously hundreds. And they're going to be on the show. It's going to be a six week intensive cohort. And each it sounded like a bit like exercise. You've got you had certain like, obviously they've got an expert, judge. But every judge has a sort of cohort. It's going to be the same thing, have different business experts, have different cohorts. So 1 million gets invested in by the, by who James picks. The over a million is going to be invested in by who the public picks, which is where the different says in terms of what's coming available in terms of the apprentice of stuff. So it's really quirky and and yeah. So I then came out the pitch, which I'd utterly, completely tried to make me laugh, actually. So obviously there's a lot of founders there. And and a lot of them were, you know, naturally. How do you get on if you don't, you picture, you know, because you've got nothing else in common apart from talking because that's just what you do at these things. Well, I was just eating and what I was trying to say. Michael, this guy's James is getting bit nervous and and then him, before we did that, we saw one of our old clients, who's come in. Couldn't believe this, right. So we literally we walked. So we got a little bit early. We walked in and I said I would just put a podcast of that. I turned to my left. When you're on a cell of body, no brawn. Brawn, brawn. Yeah. A client to shave income. No need. Like a new ad. Like a bodybuilding ad saying that we did before your time a thing. Actually, we did the opportunity for them. Yeah. So. So I have this had to pitch. Yeah. Yeah. Didn't tell pitch. They did a knife of a knife. Well against that. So yeah. No it's also hail and yeah a lot of founders there and. Yeah. How you pitch getting on and you know so very honest that that was pretty good. Some of the radio sermon on the pitch today was yeah. I think the house you called, they replied to him, she said, patron radio bad. But she's like, what have I learn from this opportunity element? It's a lot for me. Okay. But I'll tell you what I learned from messing up. Go again. So yeah, so we messed up, we're loitering around and the event was from six till nine and well, actually we figured out is that we found out obviously during the event, which is James, if you pitch to James you've got three minutes supposed to just one, which was the camera. So I was like, okay, that's even more annoying because you've got three minutes that have been face to face. You could actually, you know, really starting to get into. Yeah, you know, you can, you know, there can be some dialog between the two of you. And, you know, if he has got any questions, you can ask any agent to really build a rapport.

So about 8: 12:00

30 I saw a queue forming on the other side of the bar. Now just to bring it back a little bit, I know I'm sort of digressed a bit, but when I first got in there, I kept asking all this team where I could put my massive poster and they said, well, it's five meters long way. And I said, well, look, let's take it up there. And I was like, well, we can't get a lot. We need to give context. All the poster is so that, yeah, so I'm going to get that I want to get there. So, so what is this poster? Wow. On Sunday night obviously I got the email and I was trying to think how can we stand out? There's 100 plus businesses there. I'm sure a lot of them have very good ideas, but I think Rupert's the best by far. So how can I really stand out? How can Rupert look and be remembered when he leaves that event? So I got on the phone to, you don't know this archway. So I got on the phone to a ad agency that have a load of actors. So I was thinking like, how could I utilize that? Like you said in one of these video things, your first idea was to get people to shout out comments or something. Yeah, yes, I was going to get a load of actors, but because I didn't understand or know how the setup was, I don't know how you could have done it. You know, if you go into a room or we have no idea. So that that. Yeah, that was a no go. And then I thought, okay, well, maybe we could what's my ideas, what's great. The comments of the previous winners. So yeah. So that was it. So I was going to I was so the five businesses James just invested in a four hour table. What be really good is via Skype. All the comments they've missed. And obviously he's not wanting he won't want the businesses they just invested into. It's bad negative comments. It's impacting his investment. Yeah. Again pull on the heartstring then live at the moment a lot of these businesses. And so we've got websites but they're not really doing a lot on there. Clearly they've had these investment that you can see they saw just probably just doing stuff in the background. So I wasn't going to be right. But then obviously I saw his comments on here's one okay. This is perfect. Let's sort of go for the jugular. Now. Let's really get seen like forget BrewDog because I can't because there's an age restriction on the account. So I can't stripe his comments. Let's just go for the jugular. Let's go for James's. So I scraped all his comments from 2024 and in total of comments he hadn't responded. So with just over 7500. So it's about 676, 250 or something. And there were some really bad ones. There were some ugly ones, but there was some was some decent ones and all the rest of it. So I've look at what and I put this every single one of these comments on a massive piece of paper. Or I could do, I could put a comment on each piece of paper and do all 7000. So I'd have a stack of $70,000. A stack roll was not. Yeah. So I went to the printer's mark. I said, I'll mark, what's our day one? I can't do that by tomorrow. James Savoy, before he's flying from Milan. Absolutely not. Do you know how long? How big? 7000 pieces of A4 paper. That's it. No ideas. I you just can't just get it down there. It's a transport. Yeah. So you won't do that. Says oh okay. That's. And I so, that went well. What could could you do below piece of paper like a poster? I said, well yeah, you won't be at 8000, you won't be out of rhythm. So he after some deliberation and some tweaking, we got to 250, 200 comments on that rail mixture. Good, bad and ugly. But we also then put his Instagram banner at the top so it looked like it was his feet. Yeah. And yeah, we went down. That was really done, by the way, because it was we're talking like five meters long by a meter wide fiber one. Yeah, five and one. So his, his profile picture is the size of a the size of a football. Wasn't it look just like Instagram and with his text you know his name. It. So that was Michael. So shout out to Michael I heard this. While you're up for the podcast Michaels needed a bit of a shout out for. Yeah, but I did give a shout out to James, actually, just as I fly you employ so well that that guy over there with with the, type of match at the end, that's no no no no, we'll say the ends don't stop. So you just said, oh, it's just me, Nick. And I was thinking you. But then you were like, oh, I'm not. No, I was excited. Right. Let's just give us a little bit. So anyway, yeah, this five by one meter post, and I was trying to tell all this staff how I could get them to see it. And to be fair, hanging from though. Yeah, because they got like the, the plant shelves. Yeah. Some days it was like, can we fix these up here with some big clips or something? I just got told to choke on basically. Yeah, yeah. The find him. Yeah. On the right hand side that you see that where the grind pops are that neck. Yeah. Yeah I thought it would be good, but they were having none of it. Well and also that busy, everything worked out perfectly that way. Yeah. But I then not before we left for the day test upstairs and actually walking across it and reading them was really important. So I went, okay, well let's let's just look at that. The I wish I had a clip of me walking out of the office. Look at this. It looks like a lot more when you said to me it was only like 300 comments, like, I'm gonna it's gonna look a bit handsome and like. Like, I mean it to get the subtitle factor is really good. So. So yeah, I queued up and I said to me one of his, one of his team, I said, oh, will I be so now you'll be fine. You'll get, we'll make sure you're in here. And he did call me. The five me it boy match made me laugh because I kept going about this fight me a long thing. Yeah. So I I'm queuing up. Right there is the man of the legend follow I remember that guy is. He was cameraman as well. Were you nervous going into the not. I'm not joking now. I didn't give a shit about this bit. I over the nerves from the first pitch. That way I wasn't even Nick. It wasn't the nerves. There's no energy. There was no energy in that room like I, you know, I talk to you if you are going to do this straight away. Hundred in the first bit, would you be not not be fine. The thing that was perfect about this at this point, it's now about 9:00. Yes.

So it's 9:10. Yeah. 9: 18:00

10. There's now energy in the room because they've got buckets of free booze, alcohol free normal, free to. Everyone is just kidding. They've served loads of food. Ham they loads of food. Everyone's chatting. Everyone's had at least a couple of cans each. So everyone's now in a in a jolly mood. And there's atmosphere in the room now, isn't there? There's there's noise and stuff it. The tight timing was perfect. Yeah. So so so I said to suck it up. Going in front of me and of the chap of the hat came across and said, oh, right. You next time I what? He said, should we roll it out now? I said, absolutely not my baby. He said, well, at least take it out there. But even his pa, he said, oh, you know, do you want to stop and roll out? Absolutely not. He's pulling out. So got out the wrapper and then, walked over to China, said, I might ask me here, can you stand up and get over it? Yeah. If I was him, I would be like scared levels. No, he's he seems like a top guys. He's he's one is you know he's not moody guy was a no. He was a I thought he came across but I'm so mean. Yeah. Before we go on about the next part which is he stayed there till very late and he saw everyone because he appreciated people coming up from down from Sheffield. I spoke to a guy came from Dublin that night, that night. So yeah, to be fair, but yeah. No, he walked over. But what was lovely about this bit. So obviously I asked him to stand up, which he was going for. He did it straight away, which is amazing. Grabbed one end and then proceeded to pull this five meter long poster out. But what was amazing, even when you watch the footage, if you listen to it, you can hear people like going, oh, like like you. The energy just was like, yeah, yeah, everyone's now watching. Yeah. It was absolutely. Essentially there must have been 60 people left. Yeah. And it wasn't just no one was watching anyone do a pitch until that was rolled out, and everyone in that room only paid attention to him rolling out his comments. Yeah. And what's amazing is, is local people that to move out the way. So it really did like oh what's this. But what was lovely about this interaction here is that all of his team started looking at the comments as well. It wasn't just James. Yeah. So you know, obviously I then walked down and sort of said, look, you know, give them a synopsis in terms of that, you know, these are all comments of your in your team of missed, you know, so obviously discussing Rupert and all the rest of it, I don't know if he was scared, but yeah, the what was lovely is actually walking down. He was reading them. He was so engage with that because he'd been sat there for, well, two hours by this point. You know, listen to three minute pitch after three minute pitch. And you know, that can be the best pitches in the world. But then after two hours doing that hard work, the shame is in those situations, you're going to miss out on potentially really good things because you just tired. Yeah, but to be fair, he didn't, give him his due. He didn't look knackered. So today I thought he was really, really good idea to me because I said to you, why don't you just make them smaller so you can fit more comments on for what the impact is in life is a 900 comments is better. But then you said no. I want to reiterate. Yeah. And you can you can read them standing up in it and I don't you're into this. But it wasn't just hit like he stopped reading and he was reading it. And then a very, very, very important person started reading it, which will go on say, so I, I decided that I was going to totally forget the 62nd pitch, because I've got three minutes with this guy. Now let's sit down and discuss Rupert properly, what the issue is. I spoke about BrewDog, the issues that I've seen with that, with their, comment section three. Yeah, absolutely. Yeah. I've done this product enough now we need to, you know, and I was quite, you know, very bullish. Yeah. About you've built a community brand yet you're not engaging with your community neglecting them. Yeah. And I you know I'm not going to say the penny dropped at all. But it's like hey pretty right. You know that's just BrewDog let alone his own stuff. Because I said even with a team that the size that you've got, you're still not managing these comments. You've got some really good comments that people are engaging with you. They've gone out of their way to respond and comment on your post and your, your your leaving them unanswered. And if you did that in a coffee shop, you'd leave with bad experience and being rude. There's no difference. So I think it I think it was really good. I'll be honest, I was just by this point I was buzzing. Yeah, I was, because he was a new investor. The first one I thought he was genuinely engaged was all right, we're gonna always miss the opportunity here. You know, Jesse, he was very, very good. He asked about the volume of clients. Why the development is is in the UK or they stuff. What's the pricing model? And, yeah, it's, you know, good three minute chat, but then I, I sort of, I how I ended it was if you genuinely want a unicorn this is it. This is going to be the Canva of comments is how I just like signed off which I thoroughly enjoyed doing. Yeah. And yeah, there is a, there is a it was I'm so glad I messed the first bit up because if I hadn't, I don't think I had a cued up. No, because you would have you would have time. Yeah. And so it just worked out perfectly didn't that. It really did I because I was I was genuinely gutted after that first 60s because I'd, I'd, you know, I've nailed it. I'd nailed it in terms of timings and then yeah, obviously that happened. I was I'll be let down. But then obviously, you know, the opportunity that I was who is the who is the golden child who also read the comments there. So so we finished the pitch, James and his wife to be up in there engaged Toff for Made in Chelsea. Went out, I guess toilet break and just have some, some, some food or whatever it was and then some of the a lot that was amazing with like the founders came over dinner again that was brilliant like that. Everyone was like that, hyper jealous of it. Oh she did just that didn't come across in that vibe. I think it's like a silo of thought. Founders know the struggle and it's like, fair play. You don't. Well, there there is some light appreciation of fact. You know, you've done you know, you've. But that Bong founder who was just like, so yeah. So we sat down and you and your boss and I was Nick was like high as a kite, like, well, obviously I didn't understand what was going on because I was in oh, you're in it, you're in it. I was in it. Just watching it. I was thoroughly enjoying myself. And, And yet this girl, someone we spoke to earlier came out of school, and, I don't know if he was negative, but I think that was that was trying to be a bit of a downer on this one, which is all. Did you know that, top toff or is it Georgia junior? Georgia. Georgia Toff. I done this. Toff has been reading some of the really negative comments about it. You might want to go and apologize. Opportunity. And I was like, well, I will because I've said that wasn't the point of this exercise at all. Post as I was of a comment because no, no, no, I'm just like, you know, oh yeah, yeah, yeah. But I thought, know you're absolutely right. If she has got and could she was stopped by as helpful as she is generally a bit upset. Hopefully not. I mean obviously value for the show. Yeah. Yeah. So like going to someone over I said I'll love this. May I just want to apologize if there were some comments there that sort of were about you that, you know, rhymed. James. Yeah, I wasn't mean. It's cause offense. So yeah. Apologies she's not you know she went absolute you know I've seen them all before. Don't worry about that. I'm a bit more fixed games. Yeah. Yeah. But what she said, what she said we've just we've just been talking about You outside. We absolutely love your business. We think it's brilliant. You know, I even want to use it myself. Yeah. Amazing. And so I was like, I. This is cool. But also what was amazing was she said, I even saw some comments that I'd written myself, so I knew it was right. So in terms of, a social proof perspective, she knew those. Did you put those comments? No, no, I just did a total it was a total mixture because there was just so many to go for. You couldn't you couldn't. But from that point of view, that could have been anything on that could have been made up. Comments, anything. But she, she was like, no, that that were my comments. I remember I wrote those comments. It was amazing. So yeah. So then that happens. And and yeah, it was nice because we left the the common post down, you know, and I, you know, if the next round, if half an hour later one my and people would just just read in the, you know staff members the BrewDog it was. Yeah. You got a few pictures with that. Yeah. It was really really good. It's really nice. There was a really good evening, I have to say Fairplay, because it was all food and drink all night, no money exchanged hands at it at all. If you wanted there to go and get obliterated, you could do that was you know, they. I thought they put on a really close of booze. Loads of food. Oh, no, I load it. Obviously I wasn't drinking alcohol free. It was, it was, it was pretty that one software engineer I, I spoke into, I said how are you here? He's like, I'm not even pitching. He said, I just follow for certain Facebook groups. And I come to these things as like a bit of a networking thing. I mean, and I go into these things a network like us and I, I mean, if he gets business right, our place in the Legion, right? Isn't that. Yeah. It's fine. I find the whole. It's bizarre. Oh, I find it so strange. Like, I obviously we spoke to a lot of people last night. Some of the ideas. Great. Some of, like, I. There's this guy or these guys that have a golf simulator for the top of the yachts. You done all this? So that's that. All right, well, it's, I, you know, and you sort of. Look, I know everyone's got an idea, and I'm not saying I was about the of houses. Well, I saw them. I am I'm sometimes baffled with what people think. Genuinely decent businesses. I mean, there's a lot of there's a lot of yachts in the world now, but that's it's a very it's a very, very, very, very, very, very, very niche nation. Yeah. It's niche. Seriously niche. We have many yachts parked in all these places and and then they've got to how many what in 50 buys your product to put on the top is yacht. Yeah. So they know there's lots of but in terms of the night itself half say I thought it was it was done really well. Yeah. Those are the ones that, that I spoke to who couldn't stop eating, which was annoying. But you, you know, I think yeah, he was they got one of these really clever lads who just probably doesn't understand the social situations enough. So when, as I'm speaking to him as he comes over with a mouthful of brownie brownie and he's like, who will we be? And then about that, then we should have a conversation. But when I ask me a question, he then takes a bite and he answers with a mouthful of food. I'm like, I can't, I don't know what you're talking about, but good at business. No, but he he'd he'd actually created a game of vacation plug in. So plugs into e-commerce websites. When people are buying products from e-commerce, you'll then gamify the website so that you can get points. 9.8 things, but you know, quite a cool thing. Not for now, but you know, in the future, depending on how many people get quarantine the messages, or how many people respond to you, gamify it like school. But I'm not. There's a game get is it's because it's game is a gamification platform as well. At the same time. So that's a new it's quite a new thing isn't it? Gamifying stuff. Yeah. There are a lot I don't want to. So piss on your pride last night, but there are quite a few people that do that and I don't want I know it's good. You know, say it's a, you know, increasing conversions of people. Absolutely. Right. But now that it's not a unique, service, is it. There is already some, some stuff out there. But I was saying to James, even on I watch Dragon's Den and even on the wall yesterday someone got an investment, something that is bases other things like what we use literally looks the same. It's just the same. AI so prior to going to the event, obviously since and then I've been in mining that well just going, okay, forget about the patch and how to send out is, you know what, what business types of businesses genuinely become a unicorn, right? So a unicorn is classed as, obviously is valued at a billion or more. And when you look at the easiest way to do is SAS because there's multiples of SAS businesses are a lot, lot better than, a physical product. Although you could say depending on the brand, you know, there's some legacy brands, you know. But but anyway, so all this I'm thinking about grouping. Okay. How do we get Rupert to become 1 billion pound business, which is 50 million annual annual recurring revenue. 20 x and it's not out the range of possibility. Like all that was just going. I sat there on Sunday and I couldn't sleep, so I went back home office. And when you look at what 50 million annual recurring revenue is, and then you put it against Roper, there's no reason why that can't do that. Yeah. And all year I but but it's not even on the like if I get it if you have having a product which was a bit crap up so like okay we can get to a certain level. Yeah. For it comes out from the chairman, it's going to be too high. And now, just now just yet all that stuff. The thing with this is, is that it's a very sticky product. It's genuinely halpin and it's a, it's a, it's a it's really helping brands that have got this challenge. Yeah. Also with them is diary today Emily absolutely loved it. You know she they even I don't know if you knew this. They have a customer service agent that works out of hours. Did you know doing that. Comments. Yeah. For crisis management of the. Yeah. No idea because they had a problem with a crisis. That's how I find out. Yeah. Had a crisis and and Emily had to work or all of the Saturday to fix the crisis sometime. Yeah. So what do you look at if they what like and this is what I was trying to say to on the producers last night. And I look and actually the producer to be fair to her, she, she came out after I'd finished a pitch and obviously you were I was trying to find on the ceiling where we were. I was up absolutely. A couple of beers in May. I was the best night out. I was like, that's best. Now you don't need to go out with all the producer stuff. How did you like if you were explaining it, how did it go? It's just you down to a tape. It's like England. Hey, even Michael knows this. Now I've where you've 16 years. Walk away for two and he already knows. Once that door's open, you got one opportunity. And it's doing absolutely everything I need to do in that opportunity. Well, so you're good when all you need is the opening and then you. But you said it before. I mean, we're waiting. There's like. And what we're we're having a beer in Bulldog BrewDog chemical beforehand went wait and you are going you seen the boo stuff? He's like I just need, I just need, I need a room full of people and me and I can do it. I can do my stuff like you, like you like. Yeah, but not the energy. No, not from a no flour. No, no, not all energy in that room gives you. If it feels you, doesn't it? Like, fuels you. And it's just like bang. And you know, it's not that everyone's watching you. It's like I've now got in. There's energy in the room. And that wouldn't have happened if you hadn't had that role. Well, now that we've gone a little bit because it got him up, it got it, it broke him up is honestly there's I was thinking, I don't know what else there is. There's nothing nothing could have made that any better. Nothing could have made it any better. He came off a thing. He was buzzing was in his missus was there. She's then getting involved. And the thing is, like said this morning, is this isn't now just him at a pitch out of ours to try and find someone to invest in. This is now in his household with his wife or fiancé being talked about with both teams is now we're in that we're being talked about in the house. Have you used it yet? Yeah, dude. I mean, this is a just like a put a put down and forget about it hopefully, hopefully eventually thing if, if, if all that didn't work like that with all with all that we hear of the products and the people who use the product and the God incentives just come on who are using it and they're in it every day. The wellness people over in the States who are using it, and they've actually got a, a Rupert adopt the names out. Rupert. What a how a Rupert out there. Rupert that that email like all it takes on their CEO and their CEOs, you know, or an image diary today. All it takes now is 150,000 people to be using it every month. If you don't have any that you need, seven times 12 night for 84,000 people, 84,000 people using that product. And that's a billion puppies. I know it's a lot of numbers. I get it when you've got 84,000. But if your churn rate is low and you know what your CPI is and what amount of like even say, I've got a call tomorrow with, true food Ark who is a, a, menswear brand. Someone I know is, to speak to her friend who's a social media manager, minded about comments inside me on LinkedIn and go demo over to my all the time and be that wildfire you'll be like, again, it's like Canva. Everyone says I, which I'm trying to do this. I've used Canva. Have you used to paste it that way? And we get to the point where the mouth it. But it's that trust base is where it's now canvas now seen as something all my calls anyone. Oh you just you go, what would you Canva. Oh, yeah. Oh, yeah. But not MailChimp. Not MailChimp. Yeah. What's the output value that. Oh, yeah. Did I also, Matt, the real estate guy, he was like I said, we're in Clickfunnels building something. And I said, where do you want these guys that I'm just really comfortable with with MailChimp, I know it uses them, man. German 12 billion MailChimp call for, a they bought it for 12 billion by anywhere. Oh my God, that's what I mean. This is like this is like I get I get what you've got like like those those two girls you spoke to that have the the energy drink like get it I really do. But this is like, this isn't like anything else. No. And then once it's plugged into the other platforms, TikTok, LinkedIn, you're not having to go into the platform at all, monitored in one place, two quarantines at one place. You can have an employee. You just sit down, Rupert, every day making sure it's like, yeah, well, also, needs to have it, doesn't it needs to be having like, how are you going to go high level every day to do my stuff? It's my always open dashboard that I'm in and out, in and out and, and once a user is doing that, like we are seeing with our users and then that skyrocket. It's that's where those big numbers Stockholm from those valuations. Because I just like your zero stop how average average logins and how often someone's back log. Well they're logging in every day and I'm at. So it's like this sticky like this. This is you know, this is why I'm, you know, when you said about, you know, what you need is an open any do so like it's because the product is is genuinely good for people. You know that if you just show them the product, they're going to get it because it's like it does what it says, what does what it says, and it solves the problem like. So I sat down. So after the after the pitch, I sat down with the producer, actually wanted to know a little bit more. So the magician, the person that basically casts everyone, make sure it all all works out and the rest of it. And she was asking these questions, do you want me to might get my laptop on? I'll show you how it works. Yeah. So he loved her and she what? What was that? That's 20 minutes. Yeah. She thought it was brilliant. She couldn't believe it. She thought it was absolutely awesome. And like I said her look I get I can there's amazing businesses here if you want this genuinely easy to scale I think easier to scale than some of them and has a a ceiling of what we're trying to achieve here which is get someone or businesses up to 1 billion pound valuation. It's up there on this laptop now. It's not the it's not being arrogant. I just genuinely believe it. Absolutely. And we got these free beers, which of course House of unicorns where startups so, so oh no longer drink on keeping eyes on three of those last time. Few beers, a few beers last night. Honestly, we had our paddles. Yeah, I was buzzing, I was buzzing, it was like, to me, it was like when we won the award, like, amazing. So I say we finish now because just the end of the podcast now, it won't be the second. I just got so sorry. No, no. So I finished the pitch for James. What I saw is that up picture. Is right. We'll get grandad Nick to take the pitch, shall we? I don't know if he was really excited or just, I don't know is. And as I can. No, it wasn't over the camera. Otherwise you would have seen it. I can tell you exactly what happened. So. And it's something I was even having problems with today. Can I just quickly for you tell me what. Right. Wrong. Okay. So there's there's a photo which we finally got, but even James, like, do you know how to use that phone. Right. Can I now defend myself. You can defend yourself. So, Michael, I had my orders at the beginning of the day yesterday on our travels to filming landscape. Right there, like coming over here. So the film. So it's in landscape and it's in record mode, and then it all finishes and goes to zero on the timer. And then you like pick the thing that the positives have. I'm still holding the phone in landscape and it's recording. And then I'm like okay, stop record, turn it like this. But it's still in video mode. So I press that and it's videoing rather than taking a photo, and then I'm trying to swipe to get onto the thing and I'm all of it like it's all going on. YouTube is sitting there like that. I basically go, $1 billion guy. Is it that guy? Because you got to hurry up and I'm like, just get on to photos like it. Now, just get then I hate photo. And I did about 25 in a second. But when he was doing it his album was over. The was it was it over the top? Yeah. That's why he's like Z know these I can't always because I went from landscapes like this nightmare nightmare. So I will admit it. Yeah James is good in depression. He was not good. Brilliant. I was just buzzing. So I was just like. And then I'm starting to think, you know what? These little things like the mistake I always make is I think I've press record and happen, imagine, you know, where the little red thing comes up at the top and you haven't. And then and then you finish. You like I didn't record it, but it. That's why I'm walking back and forth the whole song, making sure. Yeah, I it was with the fly day or night time. Yeah. I mean I'll kind of went straight into the park because we had amazing interviews. The first person we got was just like a best of the best dancer, a perfect target market. And then, yeah. I was gutted as well, so I'll try to make it right. So I did on landscape and put on the table. And then when I'm watching this morning when it's on the table, I was like, could you can hear it so well, both of conversations, but I don't know this happening. And then I'm thinking it was being wobbly on the table. So it was a bit and falling over and not getting anything. So I gave it to his assistant. And then you can't hear it. And then when it went back, the last 20s you can hear a problem. I wish a little on the tables and then I overhear you going to get my laptop. So I'm like holding these signs up, trying to video. I thinking I'm going to run to his back and get a laptop so he can get the laptop out. So no, I'm trying to do it. I'll tell you what happened there. So he said, you know, how easy is it to you? Said you can plug it now it's I say take less than three minutes. I get you signed up anyway. And really he went, oh yeah, go on then. Got his phone now. And I went, oh, we just work my way. And I said, yeah, get my laptop. Yeah, yeah. I was so like the time was going, I but then at the end he shouted over to his pa say I think is prayer. Her name was, which is we need sign up for this tomorrow. So yeah, it was husband three jobs and come through today. So that'll be a chase up tomorrow. It will be Chase. So she ain't going nowhere until last night? No. So. Yeah. So no, it was, Well, we asked for an opportunity to nine I think, you know, I said on that video that I did on Sunday on LinkedIn, which is we've been asking for an opportunity for a long time now. Oh. All right, we've got it now do is stand out. Yeah. So we might have think about something. He must have been drinking the as BrewDog if alcohol free because he was going through like every time I looked over he's basically finishing another can. I'm going to go home and have a BrewDog drink because I'm buzzing. I'm busy. I used to open it now. Yeah. Oh that's not I wasn't even there. Feel like I could get on it. I think watching the videos, maybe it was good. It was good, yeah. We if it was Friday nights, if we were on Friday tonight about tonight about he. Yeah. I can see he's still energized by now. But you were saying like yeah it was good. Opportune opportunity. That's all we wanted wasn't it. We just wanted one opportunity to show him what it was. Brilliant. Yeah. I feel like if you like, imagine the perfect scenario in your head. I feel like the second bit of it. I don't think he would have imagined it better than go. I don't think it could have gone better from you. Come by without face on you of like, you know, just like I messed up. I'm so sorry I messed it up. What were you thinking then? What do you see? Well, you know, because it's just like everything's a journey, isn't it? We're all. We're just moving boat. Both businesses are just moving in the right direction. Made me laugh. This one goes, guys are like, she's hot. Did it go by this point? I'm so huge. Gone to the toilet. I was like, I should, I haven't, I'm sure was not bad as I other. No it's fine Kimberly I don't know. How were you all. Yeah, yeah I'm not I was honest, he's the one with the dog. And I was like, nah, I don't say fight. She's I oh, honestly, some pit. They said that to me and they said, no, you absolute fine. I know I can self-critique it's fine. It was absolute. They used to have. I uses a lot and people are just like, yeah, I just yeah, yeah. They said I watched the space. So one day a unicorn company. Listen, about to this podcast. Yeah. Well, hopefully we got on the show if we go on TV show, be absolutely. Well. Yeah. Good. Nice. So you guys. Yeah. Adam. Thanks for listening, everyone. Cheers. See you next time. Thank you for joining us on today's podcast. Remember, not every form of marketing is right for every business.