Nathan over-prepared — "I was repeating the script three days straight before we record it" — then pivoted his pitch a week before recording. Instead of leading with numbers he turned the stage into a sales channel, going product to product, and did an extra 50 k that week.
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Nathan actually applied for Shark Tank the year before and submitted on the very last day of the application deadline, which he later learned meant "hundred percent no chance of getting in" — you want to apply within the first week the applications open. The next year they called him back. He was nervous ("I'm an introvert and Rex is an extrovert"), so they "practice the hell out of it" and practised "every single number we know about the business." A friend who'd recorded the same season told him "at the end of the day this is a TV — you might not get an investment but you should get the most out of it," so one week before recording they changed their entire pitch: "instead of talking about so many numbers... we decided to just go from product to product and introduce every product category we have on TV," turning "the Shark Tank stage into a sales channel." They didn't take the offer (the Sharks "did undercut us"), but "did extra 50 k within that week just from Shark Tank" and unlocked a lot of new customers.