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Speaker 1: Welcome to the mentor. I'm Mark Boris pret you go.

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Speaker 1: Welcome to the mentor.

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Speaker 2: Thank you for having me.

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Speaker 1: Hey you going all right?

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Speaker 2: Yeah, I'm good.

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Speaker 1: Wow. I'm going to love to admit this one. Hello Darling.

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Speaker 1: You're the co founder of Hello Darling. It's a it's

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Speaker 1: a dating app, which I don't know a lot about,

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Speaker 1: but I want to know more about yours. But you're

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Speaker 1: the founder of a co founder.

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Speaker 2: Yes, I'm the co founder.

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Speaker 1: Who's your co partner? Co co founder Brendan Lee? And

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Speaker 1: what's the deal. What's Brendan's deal?

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Speaker 2: So Brendan is a friend of mine. I've known Brendan

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Speaker 2: for ten years. He is an ex AFL player, he

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Speaker 2: played for Essendon for a few seasons and he has

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Speaker 2: a finance background.

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Speaker 1: Right, it's interesting co founders. We've talked about Hello Darling

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Speaker 1: in a second. But co founders, I think I don't

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Speaker 1: want to make a weird I don't want to sound

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Speaker 1: like it's a sexistatement.

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Speaker 2: I get this a bit.

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Speaker 1: A lot of women preferred have a co founder. Oh

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Speaker 1: that's that's what I'm seeing. I'm just observing it.

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Speaker 2: He asked me to be his co founder. Real, Yeah,

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Speaker 2: it was the other.

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Speaker 1: He wanted you to be co found.

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Speaker 2: Yes, he asked me to be.

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Speaker 1: I want to know what the story is there? So

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Speaker 1: how that all worked? Was he playing a full time no?

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Speaker 2: So Brendan has had a finance business for ten years.

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Speaker 1: Like as in like planner or something like that.

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Speaker 2: He was learning lending money yep, yep. And I had

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Speaker 2: a swimmer brand for fourteen years. So Brennan and I

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Speaker 2: are both from Perth in Wa and it was at

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Speaker 2: a period of time where I was looking at selling

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Speaker 2: a morens abet after fourteen years and Brendan was exiting

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Speaker 2: his business after ten years. I was then looking at

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Speaker 2: starting a skincare brand and I'd spent the last twelve

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Speaker 2: months formulating that branding it. And then Brendan moved to

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Speaker 2: Sydney to look at starting a fintech company. So tables

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Speaker 2: turned a little bit and we were friends. He was

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Speaker 2: friends with my husband and we would always find each

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Speaker 2: other at the parties in the corner talking about business,

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Speaker 2: talking about both of our businesses, and then it turned

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Speaker 2: into having coffees and talking about businesses. So we both

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Speaker 2: had our separate businesses, but we were always catching up

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Speaker 2: and always chatting. And then when he moved to Sydney.

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Speaker 2: He called me and said, I'm coming back over Christmas.

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Speaker 2: Would you be keen to catch up for lunch? And

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Speaker 2: I just thought it's a normal business, chatters as usual.

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Speaker 2: And he told me about this concept that he had

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Speaker 2: so a dating concept, and he turned around and asked

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Speaker 2: me to be co founder.

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Speaker 1: Well, that's it's a sort of bit out there. Like

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Speaker 1: I mean, at the time, you co foundered dating Apply. Yeah,

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Speaker 1: when you're doing your thing, you're doing skincare and he's

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Speaker 1: doing fintech. I'll come back to that in a second.

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Speaker 1: What's the what's the advantage of co founders? Is it

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Speaker 1: load sharing? Is despair sharing? Is it exhilaration sharing? Is

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Speaker 1: that energy? Talent sharing?

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Speaker 2: Intellectual I think it depends what industry you're in. I

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Speaker 2: think every industry is different. For this industry, in the

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Speaker 2: dating industry, he wanted a female mind psychology of a female,

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Speaker 2: and I don't think he wanted to do that by himself,

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Speaker 2: especially in the dating industry. I had never been on

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Speaker 2: dating apps because I have been with my partner for

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Speaker 2: ten years. But I was always getting my friend's phone

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Speaker 2: and swiping for them. So this is where part of

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Speaker 2: the concept comes in, so hello Darling, is you choose

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Speaker 2: a friend and they swipe for you and pick your dates.

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Speaker 2: There's no chat function on the dating app, and as

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Speaker 2: soon as there's a match, we book the venue for you.

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Speaker 1: You mean, hello Darling books a venue for you, not

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Speaker 1: your friend.

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Speaker 2: No, sorry, hello Darling. Yeah.

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Speaker 1: Well, I'll come back to the model in a second

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Speaker 1: business model. I just want to talk more about co

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Speaker 1: founders because, like lots of people say to me that

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Speaker 1: particularly a lot of women who are involved in startups,

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Speaker 1: early stage startups are often looking for a co founder.

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Speaker 1: So they go to they go to the bowel functions

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Speaker 1: in Businesses of Australia functions business Owners of Australia function

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Speaker 1: or they might go to you know other sort of

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Speaker 1: similar types of platforms where they sit around and meet greed,

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Speaker 1: have a glass of wine, they might have a monthly

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Speaker 1: catch up with a team of women. They might do

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Speaker 1: it for inspiration. And a lot of people I know

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Speaker 1: go to these things are actually going to them to

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Speaker 1: find themselves a co founder. Yes, and it doesn't necessarily

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Speaker 1: mean like you could be in that. You're in that

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Speaker 1: you're effectively in the tech space, your businesses, your technology

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Speaker 1: solution to hook ups of what do you want to

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Speaker 1: call not hookups is probably the wrong word, but dating.

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Speaker 1: A lot of these people are in the technology spaces.

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Speaker 1: It could be health, it could be other things, but

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Speaker 1: they feel as though they need a co founder. And

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Speaker 1: there's nearly this concept that you should have a co

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Speaker 1: founder's like you know that when you go along to

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Speaker 1: pitch your idea to somebody, they say, oh, what's your TAM.

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Speaker 1: It's like having a temp totally addressable market. And there's

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Speaker 1: a whole lot of other acronyms for deverious other things,

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Speaker 1: and there's nearly one of the acronyms, who's your co founder.

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Speaker 2: I hear that a lot in the especially in the

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Speaker 2: tech industry. It's who's your co founder? Or I'm looking

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Speaker 2: for a co founder. People are going to these chat

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Speaker 2: groups to find co founders. I've always found that quite

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Speaker 2: unusual that you would kind of get into bed straight

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Speaker 2: away with someone before you know them or have worked

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Speaker 2: with them on a project. I find that unusual, but

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Speaker 2: it's apparently very common. I don't know how I would

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Speaker 2: go about that finding a co I mean, at the moment,

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Speaker 2: we're looking for a technical co founder, because neither of.

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Speaker 1: Us are technical like a CTR.

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Speaker 2: Yes, a CTO. So it was different with Brendan and

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Speaker 2: I because he had known each other for ten years

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Speaker 2: and when he told me about the concept, and I

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Speaker 2: had to think about this as a huge not only

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Speaker 2: career change, but moving into state. I've got two young kids.

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Speaker 2: I first, I first believed Brendan more than the concept

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Speaker 2: it was. It was I had to believe him as

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Speaker 2: a co founder before I wrapped my head around the concept.

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Speaker 1: Well what does that take though, that's experience with the individual.

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Speaker 2: Like I always, I always saw him as, as you know,

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Speaker 2: and I used to say so, Luke, I see him

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Speaker 2: as a male version of me in terms of aspiration, determination,

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Speaker 2: always wanting the bigger picture, work ethic. So I saw

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Speaker 2: him as someone he kind of reminded me of my dad,

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Speaker 2: someone I always have looked up to, and he's always

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Speaker 2: mentored me in terms of business. So I always I

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Speaker 2: saw something in him that I don't normally see in

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Speaker 2: other people. And then the next part was our skill

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Speaker 2: sets were quite different, so I think that we could

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Speaker 2: spread our wings a bit further. I could concentrate more

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Speaker 2: in the marketing while he was more business on the

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Speaker 2: back end.

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Speaker 1: Yeah, he was, Yes, definitely more making sure that everything's

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Speaker 1: put together well, you know, like the stacker is good, both.

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Speaker 2: The structure, the roadmap, making sure we're always on track.

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Speaker 1: So and what about things like you know, I just

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Speaker 1: want to talk to when you get those points where god,

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Speaker 1: what am I doing this for? Or this is never

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Speaker 1: going to work?

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Speaker 2: Yes? Absolutely?

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Speaker 1: Did you do? What do you do? Do you rely

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Speaker 1: on one one of the parties to be saying we're

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Speaker 1: going to be good? Or do you both get the point?

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Speaker 1: Oh my god, we just both feel down? How does

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Speaker 1: it work? What's the interaction like.

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Speaker 2: With the more insabout my swimmer business I had for

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Speaker 2: fourteen years, it was majority only me. I had some

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Speaker 2: employees coming and going, but I was doing a lot

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Speaker 2: of the work and I and since moving into Hello

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Speaker 2: Darling and having a co founder with Brendan, it's not

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Speaker 2: only been like I love going to work and look

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Speaker 2: forward to seeing him every day, but any problems halved

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Speaker 2: or we sit down and we chat about it, and

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Speaker 2: that feels a lot less stressful. Definitely having a co

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Speaker 2: founder and talking it out with someone. I've learned a

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Speaker 2: lot from Brendan as well, but I think yet a

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Speaker 2: lot of support is definitely what I've seen from having

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Speaker 2: a co founder compared to when I didn't have a

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Speaker 2: co founder with the more and so that and.

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Speaker 1: When you say support because I'm it's something I've been

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Speaker 1: I'm beginning asked a lot about. And do you ever

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Speaker 1: see you because someone said to me actually yesterday that

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Speaker 1: one of the things that they were investing in they

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Speaker 1: are like a VC. And they said to me, on

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Speaker 1: one hand, they'd like to see in early stage businesses

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Speaker 1: co founders. They like to see two because they see

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Speaker 1: it as being a little bit more de risked. You know,

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Speaker 1: there was some of the risk is taken out because

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Speaker 1: of something happens with you. They've got the other person

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Speaker 1: to fall back on, if you know, especially women. That

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Speaker 1: sounds a bit sexist again, but if the woman decides

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Speaker 1: that kid which gets pregnant, or something happens to the kids,

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Speaker 1: whatever the case may be, they at least got the

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Speaker 1: other guy in this case, Brendan, in your case we

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Speaker 1: should say to fall back on. So it's a little

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Speaker 1: bit of a de risking game for them. But he

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Speaker 1: also said to me, but it also creates risk, he said,

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Speaker 1: because we invest in the two of them, and then

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Speaker 1: sometimes they can actually get sick of each other because

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Speaker 1: they're working with each other every day all the time,

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Speaker 1: and conflict can occur, particularly under pressure and in the spaces.

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Speaker 1: Sometimes vcs do put the pressure on you anyway, particularly

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Speaker 1: under pressure. It could be macroeconomic pressure because the government

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Speaker 1: done something to change your industry, or you get regulated,

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Speaker 1: or whatever competitive tension outside of your business against you.

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Speaker 1: Then all of a sudden, the business become turns into

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Speaker 1: a ruin because the two individuals just can't stand to

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Speaker 1: each other's company. Has it any stage that crossed your mind?

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Speaker 1: And how compromising do you have to be? It sounds

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Speaker 1: like you're married to him. I know you're not, but

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Speaker 1: it's nearly like a marriage. You've got to be that confident,

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Speaker 1: yes about it.

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Speaker 2: Yeah, you end up spending more time with your co

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Speaker 2: founder than you do your actual husband.

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Speaker 1: Yes, totally.

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Speaker 2: So we've actually stopped sitting next to each other at

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Speaker 2: work because we'll either have a disagreement about something that's

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Speaker 2: not business related or we are chit chatting. So we've

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Speaker 2: actually started seating separate at work. But yeah, it has

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Speaker 2: crossed my mind. I had a business partner very early

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Speaker 2: on with a Moren Sibet, and then I bought her

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Speaker 2: out after two years, and she was my best friend

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Speaker 2: after that or before that before she was my best

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Speaker 2: friend before that.

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Speaker 1: Once you're bord a out what happened?

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Speaker 2: It was it was a little bit quiet for a

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Speaker 2: little while. But now we're still back to being best friends.

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Speaker 2: But during that period it's testing because you don't as

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Speaker 2: a friend, you don't know how they're going to be

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Speaker 2: in business. You know them. It could be your best friend,

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Speaker 2: but not have the same work.

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Speaker 1: Ethic as you work is important, isn't it?

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Speaker 2: Absolutely?

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Speaker 1: So? What would if I mean I'm putting on spot

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Speaker 1: if you had a list, say the top three characteristics

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Speaker 1: that you would look for in a co founder if

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Speaker 1: you were to go out and do a new business

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Speaker 1: and you're looking for a new co founder or you're

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Speaker 1: thinking about a new co founder, what are the top

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Speaker 1: three things that would be non negotiables in that individual?

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Speaker 2: I would say determination?

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Speaker 1: What does that mean that were determined to do?

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Speaker 2: What? To not quit? To not quit when something gets

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Speaker 2: tough and something gets hard, correct to keep going when

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Speaker 2: it's time? Yes? Yes?

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Speaker 1: And how do you assess that if you just met

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Speaker 1: them maybe for five or six occasions like meat and

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Speaker 1: greats coffees and stuff like, how do you work that out?

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Speaker 2: I think that working on a small project before getting

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Speaker 2: into business with someone is a good idea so that

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Speaker 2: you can you can see how they work, You can

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Speaker 2: spend more time with them, see how they've passed businesses

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Speaker 2: have been maybe, and how long they've been going for

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Speaker 2: and where they want to.

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Speaker 1: Be and so determinations. Yeah, I agree, the determinations is critical.

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Speaker 1: And what's what would be the second thing?

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Speaker 2: Well, work ethic? You work ethic, it's you know, it's

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Speaker 2: not a side hustle like this is your number one?

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Speaker 2: Are you willing to give up everything else? Like I did?

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Speaker 2: I was willing to give up my new business was

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Speaker 2: about to launch. I was willing to move into state

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Speaker 2: with pull my kids out of school for this business.

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Speaker 1: And reschool them. Are you in Sydney? Where are you?

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Speaker 2: I'm in Sydney school so yep. So work ethic, determination,

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Speaker 2: and one more emotionally intelligent. I would say, wow, that's

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Speaker 2: a big in this in this industry.

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Speaker 1: In your game, yes, like you have to.

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Speaker 2: Uh have some kind of empathy towards other people. Understanding,

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Speaker 2: can read people who you get into business with, can

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Speaker 2: read the room. I think it's important when you're dealing

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Speaker 2: with a lot of people, whether that's work, colleagues, vcs,

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Speaker 2: anyone where you're when you're taking the business, it's it's

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Speaker 2: good to have you're a people person, you have that

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Speaker 2: interaction with you know, dealing with people.

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Speaker 1: That's an interesting one that I mean reading the room.

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Speaker 1: I've always found to be a difficult thing because I

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Speaker 1: get so caught up in my own thoughts. I forget

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Speaker 1: about thinking about what everybody else is thinking about or

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Speaker 1: potentially thinking about. So not wouldn't say I'm not empathetic,

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Speaker 1: because I guess I've experienced many things, so I can

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Speaker 1: sort of relate to what someone might be experiencing.

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Speaker 2: Do you have a good judge of character?

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Speaker 1: Sometimes it depends on how focused I am on my

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Speaker 1: own task, and so I can obsess over a thing

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Speaker 1: so much so that I don't think about anything else

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Speaker 1: except that one thing. And it could be it could

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Speaker 1: be a simple thing like this sounds stupid, but like

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Speaker 1: it's not stupid, But it could be thinking about the

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Speaker 1: periodic table and trying to remember or trying to understand

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Speaker 1: and recall why hydrogen is placed below helium, Sorry, helium's

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Speaker 1: placed below hydrogen in terms of its electrons and neutrons

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Speaker 1: and protons. Can get so bogged down on the issue

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Speaker 1: that I tend to forget about bigger issues that around me.

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Speaker 1: So and then and therefore I can't read the room

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Speaker 1: so because I just don't hear what anyone else is saying.

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Speaker 1: I don't hear or see it. So you nearly you're saying.

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Speaker 1: I think what you're saying to me is you nearly

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Speaker 1: you the chooser of the business, partner or the co founder,

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Speaker 1: nearly need to be a psychologist. Nearly I'm not in

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Speaker 1: a typical sense, but you have to understand human beings

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Speaker 1: and their psychology of them.

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Speaker 2: I think it's important. I think it's important. You're dealing

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Speaker 2: with people all the time in business, whether that's you know,

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Speaker 2: with your employees and getting a business still done over

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Speaker 2: the line. I think it's just I think interacting with

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Speaker 2: people and forming connections is very important. Understanding people.

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Speaker 1: Well, let's say you don't have that skill. I mean,

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Speaker 1: here I'm an interview with saying that I might not

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Speaker 1: have that skill. But but when I'm doing an interview,

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Speaker 1: I'm concentrating on you. So that's sort of the nothing

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Speaker 1: else would bother me because I can't think of anything else.

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Speaker 1: So literally that sounds like I'm trying to date you something.

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Speaker 1: It's weird. I don't mean that, but you know, I

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Speaker 1: mean like, I'm you're the you're you're the subject matter now, yes,

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Speaker 1: and I'm completely obsessed over this, this conversation. Okay, So

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Speaker 1: therefore nothing else can distract me, No other thought will

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Speaker 1: distract me. What about if you don't? What about if

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Speaker 1: you like me limited in that regard and that you

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Speaker 1: have that constrained intellectually? How does someone build that skill

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Speaker 1: to be able to read the room and get the

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Speaker 1: head out of whatever it is that they're thinking about

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Speaker 1: before they walked into the room. How does how does

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Speaker 1: someone become that well balanced and well and well and

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Speaker 1: sort of mature?

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Speaker 2: I think just looking into someone's eyes and kind of

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Speaker 2: just you know, shaking their hand, forgetting about everything else

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Speaker 2: around them and just focusing on them. Their mannerisms there,

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Speaker 2: how confident they are, the way they speak, the way

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Speaker 2: they hold themselves. I think you can tell a lot

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Speaker 2: by a person right that way.

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Speaker 1: Yeah, so one on one, I'm pretty good, but reading

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Speaker 1: a room of people, when I say, when you say

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Speaker 1: reading the room, like if you might mean, I take

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Speaker 1: it that you mean as a business person sitting in

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Speaker 1: a room full of other people. There might be six

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Speaker 1: people around a table who you might be trying to

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Speaker 1: do a deal with, or you might be sitting around

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Speaker 1: a table of six people who will work for you,

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Speaker 1: who might be building your tech stack, and you don't

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Speaker 1: you want every one of them to feel confident. And

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Speaker 1: I think you want them to believe in the mission.

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Speaker 1: You want them to feel like you believe in them

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Speaker 1: that they can actually complete the mission, because you don't

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Speaker 1: want to walk around if she doesn't believe in me

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Speaker 1: type of thing? Are they are they skills were born with?

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Speaker 1: Because I rely on other people do that for me.

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Speaker 1: But are they skills we're born with or or you know,

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Speaker 1: because I'll get bored in that meeting.

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Speaker 2: Yeah, And I think I think I can pick up when

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Speaker 2: someone's losing interest as well. So if you are getting bored,

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Speaker 2: I'm like, well, am I not doing a good enough job?

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Speaker 2: Or is he not interested?

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Speaker 1: So that's curious. Yeah, I don't pick up on that.

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Speaker 1: So had what do you think you liked that?

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Speaker 2: That's a good question. Maybe maybe maybe I am born

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Speaker 2: with that. I have more empathy than Brendan does. So

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Speaker 2: when it comes to dealing with things on the app,

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Speaker 2: he would, you know, as simple as a text message

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Speaker 2: that we send a user and it will sound like

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Speaker 2: a computer, and I will say, we have to put

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Speaker 2: more feeling and humanize that. So I think that's that's

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Speaker 2: one of the reasons why he said he chose me

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Speaker 2: as a co founder.

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Speaker 1: He may have chose you as a founder. I suppose

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Speaker 1: you chosing choosing co founder. Maybe it worked around the

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Speaker 1: other way, because it's really interesting what you just said

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Speaker 1: in terms of reading the room and people being empathetic,

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Speaker 1: like him being empathetic because you're empathetic. The way I

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Speaker 1: operate with co found is I'm actually looking for someone

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Speaker 1: who's the opposite end of what I am. So I

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Speaker 1: know what I'm strong at, but i know what I'm

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Speaker 1: also weak at. So I'm pretty honest with honest with myself.

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Speaker 1: And I'm honest, like I've just told you and top

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Speaker 1: around fifty thousand other people, that I'm not very good

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Speaker 1: at empathy, even though I do it, even though I'm

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Speaker 1: doing a podcast. Well, but I'm honest with myself because

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Speaker 1: what I then look for is somebody who compliments me,

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Speaker 1: not in not as in I, L, M and T,

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Speaker 1: but as an L, E, M, E and T compliment

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Speaker 1: me with skills, the personal skills I'm talking about, and

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Speaker 1: also external skills too. So I would have thought, for example,

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Speaker 1: if if you have said to me Mark, you don't

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Speaker 1: know my co founder, but why don't you outline what

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Speaker 1: you think the skills are. And if you said to

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Speaker 1: me Mark, I'm a really good at marketing, there's you,

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Speaker 1: and I'm really good at I don't know, working on

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Speaker 1: what people want. I can, I can read the room,

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Speaker 1: I'm good following trends, blah blah blah, I'd say, okay,

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Speaker 1: then you're perfect. Co founder in my eyes, would be

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Speaker 1: somebody who's really got a tech and probably bloody hopeless

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Speaker 1: that everything else that you're good at and can fulfill

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Speaker 1: what you're either don't have time to do or not

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Speaker 1: good at, and you, on the other hand, compliment that,

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Speaker 1: compliment them at what they're looking at. What's interesting from

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Speaker 1: your co founder point of view as you both are tuned.

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Speaker 2: In, he's he doesn't have as much empathy as me,

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Speaker 2: so that's one of the reasons why he chose me,

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Speaker 2: because he needed that.

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Speaker 1: That's interesting empathy with women.

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Speaker 2: No, in general, in general with people everybody, Yes, and everybody.

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Speaker 1: And when you say that, because I want to talk

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Speaker 1: to you, who is your addressable market? What an age

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Speaker 1: group we're talking about? So is that important him too

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Speaker 1: that you connected to? Are your customers your customers for

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Speaker 1: your business? Alading? Are they your age group? I don't

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Speaker 1: even know your age group, but are they I'm guessing?

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Speaker 1: But are they your age group? Are they younger?

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Speaker 2: An they start from eighteen to fifty five?

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Speaker 1: Definitely your age group you fit in that night.

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Speaker 2: Yes, but we would say the average age would be

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Speaker 2: around twenty.

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Speaker 1: Eight, right? So is he? Is he older than you?

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Speaker 2: His same age as maybe thirties?

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Speaker 1: Okay? So he do you think he thinks that you're

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Speaker 1: better connected with those individuals?

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Speaker 2: I think you think some I'm connected more than he

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Speaker 2: is with a female. With females, a mind of a

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Speaker 2: female is what he was looking for, something that he

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Speaker 2: could never train to have.

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Speaker 1: Yeah, that's maybe over time you'll learn it, but I

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Speaker 1: guess it is going to keep changing because as he

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Speaker 1: gets older and the twenty eight year olds, if they

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Speaker 1: remain your market, are going to be allso much getting

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Speaker 1: much younger. So the GAP's going to be greater. So

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Speaker 1: it's out of a period of time your co founders

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Speaker 1: understanding of your market becomes more limited. That in itself

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Speaker 1: is really interesting because I know we're banging on about

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Speaker 1: co founders, but co founders is really important, quite a

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Speaker 1: fascinating thing because there's some people who are really really smart.

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Speaker 1: They know particular topic really really well, but they can

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Speaker 1: never get it off the ground because they can't work

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Speaker 1: out they lack the empathy like you were talking about

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Speaker 1: in relation to their audience. They do not know who

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Speaker 1: the audience is and they therefore they don't know how

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Speaker 1: to talk to them. They don't know how to design

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Speaker 1: the website or the app to talk to them. They

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Speaker 1: don't know how them app should look, colors, movement, language, branding,

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Speaker 1: the branding things. They don't get it. So in your game,

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Speaker 1: can I ask you in Hello Darling, is that something

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Speaker 1: you're responsible for the whole branding piece.

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Speaker 2: Yes, yes, I've got I'm more the creative so I

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Speaker 2: am more the marketing, the branding, the storytelling.

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Speaker 1: Storytelling.

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Speaker 2: Storytelling very important, so keeping you know Brandan could suggest

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Speaker 2: something and I said, no, that's not going to work

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Speaker 2: for our marketing or that's not going to work that

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Speaker 2: it's out of our storytelling Like this, we have a

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Speaker 2: story and it's how we portray that to our customers.

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Speaker 2: That is very important to me for us to stay

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Speaker 2: not in our lane. But you know, you may see

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Speaker 2: we've seen a lot of other tech you know, tech apps,

436
00:23:21,480 --> 00:23:24,920
Speaker 2: dating apps where they're all they're very tech, they're very

437
00:23:25,040 --> 00:23:29,240
Speaker 2: one word hinge bumble. We wanted to be different. It's

438
00:23:29,280 --> 00:23:32,800
Speaker 2: Hello Darling, and it is more of a lifestyle kind

439
00:23:32,840 --> 00:23:35,440
Speaker 2: of brand rather than a tech down.

440
00:23:35,240 --> 00:23:37,440
Speaker 1: The tech although it is a tech business it is.

441
00:23:37,760 --> 00:23:40,680
Speaker 2: But we want to stay. We want to stand out

442
00:23:40,680 --> 00:23:42,120
Speaker 2: and be different to the other tech.

443
00:23:42,280 --> 00:23:46,119
Speaker 1: That makes a lot of sense to me. If you

444
00:23:46,160 --> 00:23:51,040
Speaker 1: were to say they're your strengths in the marketing and branding,

445
00:23:52,680 --> 00:23:56,679
Speaker 1: would you do would you suggest as a or what

446
00:23:56,760 --> 00:23:58,520
Speaker 1: stage did you outsource any of this?

447
00:23:59,480 --> 00:24:03,800
Speaker 2: So the actually design, Yes, we had someone in South

448
00:24:03,920 --> 00:24:06,640
Speaker 2: Africa who had worked with before is just a freelancer

449
00:24:07,000 --> 00:24:13,520
Speaker 2: who did our logo, color scheme, basically our branding from

450
00:24:13,600 --> 00:24:14,240
Speaker 2: the start.

451
00:24:14,760 --> 00:24:17,040
Speaker 1: You're branding. Yeah, And because a lot of people, a

452
00:24:17,040 --> 00:24:20,080
Speaker 1: lot of startups struggle with is if you don't mind

453
00:24:20,119 --> 00:24:23,640
Speaker 1: me asking you this question, when you got your own

454
00:24:23,680 --> 00:24:27,679
Speaker 1: money in the deal early early early days. Do you

455
00:24:27,720 --> 00:24:29,800
Speaker 1: go out and reach out to an individual or an

456
00:24:29,880 --> 00:24:34,840
Speaker 1: agency to actually put this all together and do you

457
00:24:34,880 --> 00:24:37,000
Speaker 1: hand them the brief or do you ask them to

458
00:24:37,040 --> 00:24:41,000
Speaker 1: help you develop the brief for the so called branding

459
00:24:41,040 --> 00:24:42,840
Speaker 1: at the early stages and have to pay for it.

460
00:24:43,240 --> 00:24:43,880
Speaker 1: How does that work?

461
00:24:44,520 --> 00:24:47,760
Speaker 2: I did the brief, I had the vision, well, Brendan

462
00:24:47,760 --> 00:24:52,680
Speaker 2: and I had the vision, but mainly me for the creatives.

463
00:24:53,240 --> 00:24:58,280
Speaker 2: Hello Darling. The name came from because we're just to

464
00:24:58,280 --> 00:25:03,400
Speaker 2: go back a bit a dating app. Our whole concept

465
00:25:03,520 --> 00:25:06,840
Speaker 2: was meeting in person, getting people off the dating apps

466
00:25:06,880 --> 00:25:09,320
Speaker 2: and meeting in person because there's no chat. As soon

467
00:25:09,359 --> 00:25:11,679
Speaker 2: as there's a match, you meet in person. So that

468
00:25:11,800 --> 00:25:13,240
Speaker 2: was what's different to us from.

469
00:25:13,119 --> 00:25:14,280
Speaker 1: The community proposition.

470
00:25:14,400 --> 00:25:19,120
Speaker 2: Yes, so Hello Darling. We wanted to bring the connection

471
00:25:19,640 --> 00:25:25,320
Speaker 2: back to daters and Hello Darling is something that you

472
00:25:25,320 --> 00:25:29,360
Speaker 2: would write a say a love letter to I love

473
00:25:29,440 --> 00:25:33,600
Speaker 2: one back in the day. So it's kind of if

474
00:25:33,600 --> 00:25:39,040
Speaker 2: you can imagine black and white film, movies, newspapers, sixties, Yeah,

475
00:25:39,280 --> 00:25:43,119
Speaker 2: just the good old days as to where people met offline.

476
00:25:44,320 --> 00:25:47,440
Speaker 2: That's where my vision came from for the brand. Very

477
00:25:47,840 --> 00:25:53,120
Speaker 2: black and white, simple, minimal, but stylish.

478
00:25:53,320 --> 00:25:53,840
Speaker 1: More classic.

479
00:25:54,080 --> 00:25:55,440
Speaker 2: Classic is the word.

480
00:25:55,600 --> 00:25:57,359
Speaker 1: So I'm going to gether break me before I do.

481
00:25:57,440 --> 00:26:00,960
Speaker 1: I just I'm still curious about this one thing. When

482
00:26:01,040 --> 00:26:04,000
Speaker 1: the point came or what point did you decide to

483
00:26:04,040 --> 00:26:10,720
Speaker 1: engage your I guess as a designer person for your paraphernalia,

484
00:26:10,960 --> 00:26:13,080
Speaker 1: which is websites, every other thing they give you, like

485
00:26:13,160 --> 00:26:16,320
Speaker 1: a scheme that you applied to everything, just put the

486
00:26:16,359 --> 00:26:18,919
Speaker 1: name aside from the moment. But at what point did

487
00:26:18,920 --> 00:26:21,560
Speaker 1: you decide to invest in that or end or did

488
00:26:21,600 --> 00:26:23,359
Speaker 1: you do that right up the front, right the beginning,

489
00:26:23,400 --> 00:26:25,399
Speaker 1: So let's get this right, even though you're going to

490
00:26:25,440 --> 00:26:28,560
Speaker 1: make lots of refinements and amendments to it. Did you

491
00:26:28,840 --> 00:26:30,800
Speaker 1: decide to spend that money early days or did you

492
00:26:31,200 --> 00:26:32,680
Speaker 1: guys try to develop that yourself.

493
00:26:32,840 --> 00:26:36,320
Speaker 2: It was very early on. I had used this freelancer

494
00:26:36,359 --> 00:26:40,240
Speaker 2: in South Africa for my skincare brand and loved her style,

495
00:26:40,680 --> 00:26:43,119
Speaker 2: so I knew straight away that once I had my

496
00:26:43,240 --> 00:26:45,920
Speaker 2: vision board together, I would contact her. And she was

497
00:26:46,080 --> 00:26:48,960
Speaker 2: very cost effective. We didn't go to a huge branding

498
00:26:48,960 --> 00:26:53,040
Speaker 2: agency or cost effective. Yeah, it was very cost effective,

499
00:26:53,080 --> 00:26:57,439
Speaker 2: maybe two grand to get our logo and put together

500
00:26:57,520 --> 00:27:00,240
Speaker 2: our color schemes. It wasn't a huge branding agent.

501
00:27:00,080 --> 00:27:01,840
Speaker 1: And what's a vision board look like?

502
00:27:03,640 --> 00:27:08,080
Speaker 2: My vision board? It was the lipstick on a napkin.

503
00:27:08,800 --> 00:27:13,640
Speaker 2: It was newspaper articles, it was love letters.

504
00:27:13,680 --> 00:27:15,720
Speaker 1: Just random things it's out to display.

505
00:27:16,040 --> 00:27:18,479
Speaker 2: It was colors, it was like black and white. It

506
00:27:18,520 --> 00:27:20,879
Speaker 2: was it was the red, which is our logo for

507
00:27:20,960 --> 00:27:26,800
Speaker 2: the lips. It was how I pitch if you know,

508
00:27:26,920 --> 00:27:30,119
Speaker 2: if you could see it on an a four piece

509
00:27:30,119 --> 00:27:31,720
Speaker 2: of paper you're branding, what.

510
00:27:31,600 --> 00:27:34,600
Speaker 1: Would it look like. This is a romantic theme. Yes,

511
00:27:35,040 --> 00:27:38,840
Speaker 1: so okay, wow, I got that right. Everybody who thinks

512
00:27:38,840 --> 00:27:43,560
Speaker 1: I've got a scary romance and me there so so okay,

513
00:27:43,560 --> 00:27:45,920
Speaker 1: So that's what your vision boards. But it's more random

514
00:27:46,119 --> 00:27:48,680
Speaker 1: sort of thoughts. I mean, like it's not I don't

515
00:27:48,680 --> 00:27:51,119
Speaker 1: mean random without a theme. It's got a theme and

516
00:27:51,160 --> 00:27:54,480
Speaker 1: it's got an outcome, but it is random ideas about

517
00:27:54,560 --> 00:27:56,640
Speaker 1: like as you say, lipstick on a napkin, et cetera,

518
00:27:56,880 --> 00:27:59,760
Speaker 1: or maybe lipstick on a Valentine's a card or something

519
00:27:59,760 --> 00:28:02,119
Speaker 1: of that. Like it's it's sort of this sort of

520
00:28:02,119 --> 00:28:02,800
Speaker 1: telling a story.

521
00:28:02,840 --> 00:28:06,200
Speaker 2: It was visual. It was visual story storytelling. I basically

522
00:28:06,240 --> 00:28:08,760
Speaker 2: got a Pinterest board and put everything on that that

523
00:28:08,840 --> 00:28:10,760
Speaker 2: I was thinking of just send her my pinteress.

524
00:28:11,000 --> 00:28:13,520
Speaker 1: And you said, did you did you why red lipstick?

525
00:28:13,560 --> 00:28:15,159
Speaker 1: Why did you said red lipstick? Is that more than

526
00:28:15,200 --> 00:28:16,000
Speaker 1: fifties my mom?

527
00:28:16,160 --> 00:28:19,199
Speaker 2: Ya? I think so? It was? It was it was

528
00:28:19,240 --> 00:28:23,760
Speaker 2: fifties romance, everything black and white except red lips.

529
00:28:24,200 --> 00:28:26,520
Speaker 1: That's how dreamer? Are you a dreamer?

530
00:28:27,280 --> 00:28:28,160
Speaker 2: I'm a creative.

531
00:28:28,520 --> 00:28:30,880
Speaker 1: Yeah, you have that sort of ideal.

532
00:28:31,520 --> 00:28:34,480
Speaker 2: I'm a visionary. I pitch everything. I was a designer.

533
00:28:34,760 --> 00:28:36,560
Speaker 2: I was. I was a swimwear designer. I had my

534
00:28:36,560 --> 00:28:39,280
Speaker 2: own swimmer brands, so I was designing and manufacturing before this.

535
00:28:39,440 --> 00:28:41,000
Speaker 2: So everything is on paper.

536
00:28:41,120 --> 00:28:44,440
Speaker 1: It was visual, but you reduced it a paper. That's important. Yes,

537
00:28:44,520 --> 00:28:48,240
Speaker 1: you reduced your thoughts on a piece of paper. And

538
00:28:48,720 --> 00:28:51,640
Speaker 1: did you actually just on your vision board. Was it

539
00:28:52,120 --> 00:28:55,280
Speaker 1: photographing images of the lipstick on a napkin or did

540
00:28:55,320 --> 00:28:57,080
Speaker 1: you get a lips a napkin with lipstick on a

541
00:28:57,120 --> 00:28:59,320
Speaker 1: sticker on the vision board? It was was actually vision

542
00:28:59,320 --> 00:29:00,880
Speaker 1: board like a physical vision board.

543
00:29:01,200 --> 00:29:03,280
Speaker 2: It was. It was a pinterest board. So it was

544
00:29:03,320 --> 00:29:04,440
Speaker 2: all digital images.

545
00:29:04,640 --> 00:29:07,720
Speaker 1: Digital images. Yeah, but you went off somewhere and I

546
00:29:07,840 --> 00:29:12,080
Speaker 1: got an image of lives and transferred across to your

547
00:29:12,120 --> 00:29:15,080
Speaker 1: pinchess board. Yes, very interesting. Okay, well, I'm going to

548
00:29:15,120 --> 00:29:16,240
Speaker 1: go to the braking it to come straight back because

549
00:29:16,240 --> 00:29:17,440
Speaker 1: I want to talk I actually do want to talk

550
00:29:17,440 --> 00:29:20,800
Speaker 1: to you about your designer days and then want to

551
00:29:20,840 --> 00:29:23,440
Speaker 1: get into Hello Darling as to how it works. Gees

552
00:29:23,440 --> 00:29:24,680
Speaker 1: straight to the break and come back.

553
00:29:24,960 --> 00:29:25,200
Speaker 2: Thanks.

554
00:29:32,440 --> 00:29:33,960
Speaker 1: Yeah, we're back from the break and I'm here with

555
00:29:34,000 --> 00:29:35,760
Speaker 1: ridgite Gale and she is the co founder and we've

556
00:29:35,720 --> 00:29:41,320
Speaker 1: have gone through in depth a nauseam about her co founder, Brendan.

557
00:29:41,840 --> 00:29:45,640
Speaker 1: It is Brandon or Brandon Brendan Brendan from Hello Darling,

558
00:29:45,680 --> 00:29:48,560
Speaker 1: which is a dating app, and we talked a little

559
00:29:48,600 --> 00:29:53,320
Speaker 1: bit about the difference between Hallo Darling as a dating

560
00:29:53,320 --> 00:29:55,240
Speaker 1: app relative to others. We'll come back to that in

561
00:29:55,240 --> 00:29:56,680
Speaker 1: a second, because I do want to talk to you

562
00:29:56,720 --> 00:29:59,720
Speaker 1: about the model, the business model. But you did mention

563
00:29:59,760 --> 00:30:02,160
Speaker 1: to me that you were a designer, so you could

564
00:30:02,360 --> 00:30:03,720
Speaker 1: just get a little bit of a sense of that

565
00:30:04,120 --> 00:30:06,640
Speaker 1: prior to and you're a creative, and we talked about

566
00:30:06,640 --> 00:30:09,920
Speaker 1: the difference between you and Brandon. But if we could

567
00:30:09,920 --> 00:30:14,880
Speaker 1: go back to how do creatives become creatives? I mean,

568
00:30:14,920 --> 00:30:17,600
Speaker 1: do you recognize it as a kid, do you study

569
00:30:17,640 --> 00:30:21,400
Speaker 1: at university and become like an educated creator. You become

570
00:30:21,560 --> 00:30:24,400
Speaker 1: educated as a creator. How's that all work?

571
00:30:25,480 --> 00:30:28,680
Speaker 2: Well? I knew that I wasn't very academic at school.

572
00:30:29,760 --> 00:30:32,680
Speaker 1: That's knowing what you're not. Yes, But how do were

573
00:30:33,080 --> 00:30:33,720
Speaker 1: something else?

574
00:30:34,560 --> 00:30:42,280
Speaker 2: I think I enjoyed art at school? I wasn't. I

575
00:30:42,320 --> 00:30:46,239
Speaker 2: repeated year three and then my and then growing up

576
00:30:46,400 --> 00:30:49,680
Speaker 2: I went to a private school. I didn't really know

577
00:30:49,720 --> 00:30:52,800
Speaker 2: what I wanted to do, but I enjoyed art. I

578
00:30:52,840 --> 00:30:56,800
Speaker 2: really enjoyed art. But my art teacher in year eleven

579
00:30:56,880 --> 00:31:00,400
Speaker 2: told me not to do my career. Do my to

580
00:31:00,560 --> 00:31:06,200
Speaker 2: you the following year? Yes, in art, so I was.

581
00:31:06,920 --> 00:31:09,760
Speaker 2: I was put down quite a bit at school, not

582
00:31:09,840 --> 00:31:11,040
Speaker 2: knowing what I wanted to do.

583
00:31:11,840 --> 00:31:14,360
Speaker 1: But as well, you're so empathetic because you know what

584
00:31:14,720 --> 00:31:15,240
Speaker 1: not to do.

585
00:31:15,880 --> 00:31:20,200
Speaker 2: Yeah maybe, yeah, I think I just I take on

586
00:31:20,320 --> 00:31:24,440
Speaker 2: other people's feelings quite easily, just from like looking at

587
00:31:24,480 --> 00:31:27,240
Speaker 2: them and how they're That's a whole different story, but

588
00:31:27,280 --> 00:31:28,000
Speaker 2: we won't go there.

589
00:31:28,680 --> 00:31:29,680
Speaker 1: Do you grow in your music?

590
00:31:30,080 --> 00:31:30,480
Speaker 2: Yeah?

591
00:31:30,560 --> 00:31:35,560
Speaker 1: Yeah, I thought so. You hear a song that's maybe

592
00:31:35,600 --> 00:31:37,960
Speaker 1: has a reminder or that that individual singing a song

593
00:31:38,040 --> 00:31:40,680
Speaker 1: that's talking about of something that you would considered be sad,

594
00:31:40,760 --> 00:31:41,680
Speaker 1: you'll get emotional.

595
00:31:41,720 --> 00:31:45,240
Speaker 2: Oh I think. I think music brings back so many memories.

596
00:31:45,280 --> 00:31:49,480
Speaker 2: So yeah, that's a whole nother different story. But yeah,

597
00:31:49,520 --> 00:31:52,800
Speaker 2: I've finished year twelve. I didn't know what I wanted

598
00:31:52,840 --> 00:31:56,000
Speaker 2: to do. I was then went to full time work.

599
00:31:56,320 --> 00:32:01,520
Speaker 2: All my friends went off to UNI. I during school, though,

600
00:32:01,560 --> 00:32:04,640
Speaker 2: I did notice, you know, you don't think of things

601
00:32:04,680 --> 00:32:07,080
Speaker 2: as to where you are when you were at that age.

602
00:32:07,120 --> 00:32:11,840
Speaker 2: But I was in year ten. I was buying antique

603
00:32:11,880 --> 00:32:14,880
Speaker 2: jewelry and then I would remodel it, remake it, and

604
00:32:14,960 --> 00:32:18,000
Speaker 2: then send out invitations just at school for people to

605
00:32:18,040 --> 00:32:22,720
Speaker 2: come to my house and buy them at home. I

606
00:32:22,720 --> 00:32:26,320
Speaker 2: think my dad was my biggest customer though. But and

607
00:32:26,360 --> 00:32:30,640
Speaker 2: then in I was twenty one, I decided I want

608
00:32:30,640 --> 00:32:32,960
Speaker 2: to start a swimming label. I was a beach girl

609
00:32:33,080 --> 00:32:36,520
Speaker 2: from Wa always wore swim where I had about, you know,

610
00:32:36,640 --> 00:32:39,000
Speaker 2: forty pairs, so it was always just working to buy

611
00:32:39,040 --> 00:32:43,320
Speaker 2: my next bikini. So I was at yeah, where I

612
00:32:43,360 --> 00:32:46,800
Speaker 2: grew up, so I knew what I did and didn't

613
00:32:46,800 --> 00:32:49,360
Speaker 2: want to swimwear, so that was one thing I really knew.

614
00:32:49,360 --> 00:32:51,960
Speaker 2: I was always taking note of the fabrics, but I

615
00:32:52,080 --> 00:32:54,800
Speaker 2: had no idea how to sew, so I was twenty one,

616
00:32:54,840 --> 00:32:57,280
Speaker 2: I moved to Bali for three years to work with

617
00:32:57,320 --> 00:33:03,720
Speaker 2: my manufacturer. Up there, you open to swimwear stores. I

618
00:33:03,760 --> 00:33:08,040
Speaker 2: was then approached by a wholesaler in New York who

619
00:33:08,200 --> 00:33:12,440
Speaker 2: saw my swimwear stores that wanted to wholesale my swimwear

620
00:33:12,480 --> 00:33:18,640
Speaker 2: in America, So we started selling to Asouce, Urban Outfitters, Anthropology,

621
00:33:18,680 --> 00:33:19,680
Speaker 2: Free people.

622
00:33:19,600 --> 00:33:23,560
Speaker 1: There all online, yes, yeah, the other ones yeah.

623
00:33:24,880 --> 00:33:28,040
Speaker 2: And that was in our first first few years. I

624
00:33:28,120 --> 00:33:32,360
Speaker 2: was then approached by a country music singer, Jesse James Decker,

625
00:33:32,920 --> 00:33:37,760
Speaker 2: who saw our swimwear on social media and wanted to

626
00:33:37,800 --> 00:33:41,960
Speaker 2: do a collaboration. So I flew over to Nashville and

627
00:33:42,320 --> 00:33:46,840
Speaker 2: designed a swimwear collection with Jesse. And this was her

628
00:33:46,920 --> 00:33:50,160
Speaker 2: first brand that she'd ever launched, so I had no

629
00:33:50,280 --> 00:33:53,760
Speaker 2: idea what that would look like, but we I was

630
00:33:53,840 --> 00:33:57,880
Speaker 2: at the time selling everything out of my house and

631
00:33:58,360 --> 00:34:01,080
Speaker 2: we launched. It was like two am and in Perth

632
00:34:01,120 --> 00:34:02,960
Speaker 2: at Perth, and I was just on my computer just

633
00:34:03,040 --> 00:34:05,000
Speaker 2: seeing how this was going to go. So she launched

634
00:34:05,000 --> 00:34:11,280
Speaker 2: it online and within the first I saw three hundred

635
00:34:11,280 --> 00:34:14,879
Speaker 2: and fifty thousand people go onto my website within minutes,

636
00:34:15,280 --> 00:34:18,640
Speaker 2: and I was just looking at Google analytics, going what's

637
00:34:18,719 --> 00:34:24,000
Speaker 2: going on here? We sold out pretty quickly. I remember

638
00:34:24,040 --> 00:34:25,560
Speaker 2: it was like three o'clock in the morning, and I

639
00:34:25,600 --> 00:34:29,239
Speaker 2: was just watching these sales go ching ching, ching, went

640
00:34:29,280 --> 00:34:31,359
Speaker 2: and had a shower, came back and made another ten

641
00:34:31,400 --> 00:34:33,719
Speaker 2: ground and I was just like, wow, this is I

642
00:34:33,760 --> 00:34:35,719
Speaker 2: woke up the next morning with seventy grand in my

643
00:34:35,760 --> 00:34:38,640
Speaker 2: bank account, which for like a twenty three year old

644
00:34:38,680 --> 00:34:44,000
Speaker 2: was a lot of money still. And then after that collaboration,

645
00:34:44,400 --> 00:34:46,719
Speaker 2: I thought, who was going to be my it girl?

646
00:34:47,600 --> 00:34:50,240
Speaker 2: I knew it girl. So I reached out to Emily

647
00:34:50,360 --> 00:34:55,839
Speaker 2: Radokowski and Rada's manager in New York, and said, would

648
00:34:55,880 --> 00:34:59,640
Speaker 2: Emily be keen to do a collaboration. So next minute

649
00:34:59,719 --> 00:35:01,959
Speaker 2: was had a phone call with Emily and she wanted

650
00:35:01,960 --> 00:35:03,320
Speaker 2: to do the collaborations.

651
00:35:02,960 --> 00:35:04,920
Speaker 1: That work, because I mean, I'm sure she gets hit

652
00:35:05,040 --> 00:35:08,440
Speaker 1: up all the time for all those things, but why

653
00:35:09,560 --> 00:35:13,320
Speaker 1: why choose has her work? Why she choose you? Surely

654
00:35:13,360 --> 00:35:16,600
Speaker 1: someone coming to a bikinis or this was.

655
00:35:16,640 --> 00:35:20,239
Speaker 2: How many years ago? Eight years ago? Now? So she

656
00:35:20,400 --> 00:35:22,879
Speaker 2: was she was, she was big, but she wasn't as

657
00:35:22,880 --> 00:35:26,759
Speaker 2: big as she is now. This is her first collaboration

658
00:35:26,920 --> 00:35:31,080
Speaker 2: that she had ever done, and she was she's a

659
00:35:31,120 --> 00:35:32,720
Speaker 2: bikini girl herself.

660
00:35:32,920 --> 00:35:34,440
Speaker 1: In terms of what she wears where.

661
00:35:34,280 --> 00:35:37,280
Speaker 2: She preferred to we where she grew up in San Diego,

662
00:35:37,400 --> 00:35:40,440
Speaker 2: So she was a beach girl at heart. She's always

663
00:35:40,480 --> 00:35:44,320
Speaker 2: in swimwear and she I sent her some swimwear samples.

664
00:35:44,400 --> 00:35:48,480
Speaker 2: She loves the quality, she loved the design, and she thought, yes,

665
00:35:48,719 --> 00:35:49,719
Speaker 2: I guess, And.

666
00:35:49,640 --> 00:35:52,440
Speaker 1: What does a collaboration mean? So obviously she's going to

667
00:35:52,520 --> 00:35:54,480
Speaker 1: wear the stuff and put up on her socials. I guess,

668
00:35:54,800 --> 00:35:56,759
Speaker 1: I presume, and you're going to then share it on

669
00:35:56,840 --> 00:36:00,600
Speaker 1: your socials and light side, I think, what did she

670
00:36:00,600 --> 00:36:02,919
Speaker 1: get a percentage of every stale? Or how do you work?

671
00:36:03,280 --> 00:36:06,000
Speaker 2: So she got a percentage of sales?

672
00:36:06,200 --> 00:36:06,319
Speaker 1: Right?

673
00:36:08,080 --> 00:36:14,040
Speaker 2: Collaborations are all different depending what your agreement is. With Jesse,

674
00:36:14,160 --> 00:36:16,520
Speaker 2: it was a percentage of sales. With Emily, it was

675
00:36:16,560 --> 00:36:18,960
Speaker 2: a percentage of sales, but a minimum amount that we

676
00:36:19,040 --> 00:36:19,560
Speaker 2: had to reach.

677
00:36:20,120 --> 00:36:22,319
Speaker 1: Yeah, so you want to cover your costs first and

678
00:36:22,360 --> 00:36:24,360
Speaker 1: then she gets a percentage of everything after that or

679
00:36:24,719 --> 00:36:27,759
Speaker 1: you get your do back. Yes, and what do you

680
00:36:27,760 --> 00:36:29,800
Speaker 1: say to something like you know, you've got to flog

681
00:36:29,800 --> 00:36:31,640
Speaker 1: it or through your stories And.

682
00:36:31,680 --> 00:36:34,600
Speaker 2: She had deliverables, so she had to post x amount

683
00:36:34,640 --> 00:36:38,640
Speaker 2: on social media. She had to do a photoshoot campaign,

684
00:36:38,840 --> 00:36:42,080
Speaker 2: so I flew over to La did the campaign with

685
00:36:42,120 --> 00:36:46,239
Speaker 2: her there. She we had she had pr that she

686
00:36:46,320 --> 00:36:50,279
Speaker 2: had to do. We got amazing editorial from Vogue and

687
00:36:50,440 --> 00:36:55,279
Speaker 2: w W d W magazine Sports Illustrated. So it was

688
00:36:55,320 --> 00:36:58,560
Speaker 2: amazing for our for my brand to have someone like her.

689
00:36:58,680 --> 00:36:59,560
Speaker 1: What was your brand called?

690
00:36:59,560 --> 00:37:00,680
Speaker 2: Like more in Savat?

691
00:37:01,320 --> 00:37:03,680
Speaker 1: I know what a more means, but what means?

692
00:37:03,719 --> 00:37:05,680
Speaker 2: It means ice cream? Love and ice cream?

693
00:37:07,160 --> 00:37:07,960
Speaker 1: Yeah? Oh really?

694
00:37:08,120 --> 00:37:08,400
Speaker 2: Yeah?

695
00:37:08,640 --> 00:37:10,759
Speaker 1: Why is it more of Portuguese word?

696
00:37:11,520 --> 00:37:14,319
Speaker 2: Yes, it is spelt different though I added.

697
00:37:14,000 --> 00:37:15,960
Speaker 1: The e on the end because that could be Italian.

698
00:37:16,040 --> 00:37:20,960
Speaker 2: So I was twenty one, so I loved ice cream.

699
00:37:21,080 --> 00:37:24,759
Speaker 2: So you always eating ice cream at the beach, and

700
00:37:24,880 --> 00:37:25,919
Speaker 2: that's where it came from.

701
00:37:26,080 --> 00:37:27,479
Speaker 1: Yeah, so it's love and ice cream.

702
00:37:27,520 --> 00:37:31,959
Speaker 2: Yeah, and it's Portuguese because our bikinis were Brazilian bottoms.

703
00:37:32,239 --> 00:37:35,719
Speaker 1: Yeah, okay, the slim Cutter, whatever the words and what

704
00:37:35,800 --> 00:37:36,840
Speaker 1: happened with that business?

705
00:37:37,280 --> 00:37:40,680
Speaker 2: So I was twenty one when I started, and I

706
00:37:40,719 --> 00:37:44,839
Speaker 2: had it for fourteen years and I only stopped. I

707
00:37:44,880 --> 00:37:48,319
Speaker 2: was looking at selling the business. But that's when I

708
00:37:48,520 --> 00:37:52,600
Speaker 2: moved quite quickly into Hello Darling because Brendan. Yeah. When

709
00:37:52,640 --> 00:37:55,080
Speaker 2: Brendan gave me the ultimatum to come over, he said,

710
00:37:55,160 --> 00:38:00,680
Speaker 2: you know, stop everything, all the other businesses, and you

711
00:38:00,719 --> 00:38:01,360
Speaker 2: moved to Sydney.

712
00:38:01,560 --> 00:38:04,800
Speaker 1: Yeah that's pretty cool, so good. Maybe just do you

713
00:38:04,840 --> 00:38:08,799
Speaker 1: remember the day that he put it to you? Where

714
00:38:08,840 --> 00:38:10,399
Speaker 1: you work? And I was like, I got this great

715
00:38:10,440 --> 00:38:11,920
Speaker 1: idea blah blah blah dating.

716
00:38:11,680 --> 00:38:13,880
Speaker 2: App and was eighteen months.

717
00:38:13,600 --> 00:38:16,120
Speaker 1: Ago, So tell me where were you?

718
00:38:16,160 --> 00:38:18,880
Speaker 2: So we were at Alido and Cutter Slow and we

719
00:38:18,920 --> 00:38:22,239
Speaker 2: were having a lunch and it was just like a

720
00:38:22,239 --> 00:38:25,160
Speaker 2: normal business kind of catch up but a bit boozier.

721
00:38:26,080 --> 00:38:29,880
Speaker 2: And he told me about the concept of hello.

722
00:38:29,719 --> 00:38:31,680
Speaker 1: Darling, and what was your response? How did you react?

723
00:38:33,520 --> 00:38:35,640
Speaker 2: It's new to me because I'd never been on dating

724
00:38:35,680 --> 00:38:39,200
Speaker 2: apps before, but I loved the idea because I was

725
00:38:39,239 --> 00:38:42,160
Speaker 2: always grabbing my friend's phone and swiping, and I knew

726
00:38:42,200 --> 00:38:43,479
Speaker 2: that everyone else was as well.

727
00:38:43,800 --> 00:38:44,880
Speaker 1: Now what do you mean by that?

728
00:38:45,400 --> 00:38:47,840
Speaker 2: So when you're you're you've got a dating app and

729
00:38:47,840 --> 00:38:51,560
Speaker 2: you're the data, you swipe yep to pick who you like,

730
00:38:51,719 --> 00:38:54,120
Speaker 2: or you're you just keep swipping, You just keep swiping.

731
00:38:54,200 --> 00:38:56,920
Speaker 1: Do you find the one your girlfriends was your girlfriend?

732
00:38:57,000 --> 00:38:58,719
Speaker 1: Or girlfriends weren't doing it, you were doing it for.

733
00:38:58,719 --> 00:39:00,920
Speaker 2: Them, so peep. And this is what we kept hearing,

734
00:39:00,960 --> 00:39:04,359
Speaker 2: which is again coming back to the hellodelling concept. Is

735
00:39:04,800 --> 00:39:07,960
Speaker 2: people are going often on traditional dating apps because they

736
00:39:08,000 --> 00:39:11,440
Speaker 2: have dating app fatigue, so they are tired of the

737
00:39:11,560 --> 00:39:15,160
Speaker 2: laborious swiping where it doesn't lead anywhere, right.

738
00:39:15,080 --> 00:39:17,640
Speaker 1: So it's just I haven't been on so I don't know,

739
00:39:17,680 --> 00:39:21,239
Speaker 1: but I'm presuming it's just somebody interests.

740
00:39:20,960 --> 00:39:26,879
Speaker 2: Me, just tired, tired, and then you could heart them

741
00:39:27,160 --> 00:39:31,000
Speaker 2: or like them, doesn't necessarily come back, might lead to

742
00:39:31,040 --> 00:39:34,560
Speaker 2: a chat. The chat might you know, start chatting for weeks,

743
00:39:34,600 --> 00:39:36,880
Speaker 2: but you don't actually go on a date. It just

744
00:39:36,920 --> 00:39:39,239
Speaker 2: doesn't go on there. Some people are there for validation,

745
00:39:39,680 --> 00:39:42,160
Speaker 2: just to get see how many hearts they have, without

746
00:39:42,239 --> 00:39:46,000
Speaker 2: any intention actually going on a date. It's wasting time.

747
00:39:46,360 --> 00:39:49,440
Speaker 2: But because I'd never been on a dating app, I

748
00:39:49,560 --> 00:39:53,239
Speaker 2: found it fun. So people that were in relationships are

749
00:39:53,280 --> 00:39:58,799
Speaker 2: loving swiping because for their friends, because we're curious. I've

750
00:39:58,840 --> 00:40:01,960
Speaker 2: never had that experience, so I was always grabbing my friends.

751
00:40:02,000 --> 00:40:04,759
Speaker 2: A lot of people and what we call the god parent,

752
00:40:04,840 --> 00:40:08,160
Speaker 2: which is the person the friend that swipe, so the

753
00:40:08,200 --> 00:40:12,400
Speaker 2: godfather or the godmother. A lot of them are in

754
00:40:12,480 --> 00:40:15,200
Speaker 2: relationships and they're trying to find something.

755
00:40:14,960 --> 00:40:18,280
Speaker 1: For their tell me, so just take me through the process.

756
00:40:18,320 --> 00:40:23,640
Speaker 1: So single person over here, married person there, that's you,

757
00:40:24,160 --> 00:40:27,120
Speaker 1: and a single person has to be your friend. I

758
00:40:27,160 --> 00:40:29,000
Speaker 1: guess it has to be mate to yours.

759
00:40:29,080 --> 00:40:30,920
Speaker 2: Yes, trust trusted friends.

760
00:40:30,920 --> 00:40:32,920
Speaker 1: This is just for girls, boys and girls, boys and

761
00:40:32,960 --> 00:40:38,360
Speaker 1: girls and girls. Yep, I should say. And then you're there, mate,

762
00:40:38,480 --> 00:40:41,120
Speaker 1: And what happens?

763
00:40:41,560 --> 00:40:45,399
Speaker 2: So you could see one of our marketing posters and scan,

764
00:40:45,680 --> 00:40:48,480
Speaker 2: which is what we've done a lot of our marketing before.

765
00:40:49,040 --> 00:40:52,440
Speaker 2: We actually obviously had to create a waitlist before we launched,

766
00:40:54,000 --> 00:40:56,800
Speaker 2: so you could see the poster, scan the QR CO

767
00:40:57,160 --> 00:41:01,240
Speaker 2: the godfather or ye say me as a married person,

768
00:41:02,080 --> 00:41:05,120
Speaker 2: I scan it, not knowing what it is. Comes up

769
00:41:05,160 --> 00:41:09,680
Speaker 2: the Hello Darling app. I download it and I can

770
00:41:09,760 --> 00:41:13,880
Speaker 2: select that I am the best friend, the god the

771
00:41:13,880 --> 00:41:17,440
Speaker 2: godmother for your friend. So then I put in my

772
00:41:17,880 --> 00:41:22,520
Speaker 2: data's phone number and invite her. So then all of

773
00:41:22,520 --> 00:41:23,800
Speaker 2: a sudden we're linked.

774
00:41:24,680 --> 00:41:26,839
Speaker 1: So what'sapp link? Like, what's THATPP link? So you got

775
00:41:26,880 --> 00:41:27,560
Speaker 1: your WOI phie number?

776
00:41:27,640 --> 00:41:32,080
Speaker 2: Yeah, the data sets up their profile. It comes back

777
00:41:32,120 --> 00:41:35,000
Speaker 2: to me and notifies me that I'm ready to swipe now.

778
00:41:35,239 --> 00:41:37,680
Speaker 1: So you do. You're let's call it the Godmother.

779
00:41:37,360 --> 00:41:40,400
Speaker 2: The best Godmother, and I can swipe for my for

780
00:41:40,480 --> 00:41:46,400
Speaker 2: my friend. I swipe. It's a blind date, so this

781
00:41:46,600 --> 00:41:50,120
Speaker 2: my data doesn't see the profile. There's two people have

782
00:41:50,360 --> 00:41:53,560
Speaker 2: liked each other's profiles. It turns straight into a match

783
00:41:54,360 --> 00:41:55,520
Speaker 2: and they're going on a date.

784
00:41:56,400 --> 00:41:58,360
Speaker 1: And do you have to get the consent?

785
00:41:58,920 --> 00:42:01,600
Speaker 2: What do you know the the person? It's you pick

786
00:42:01,640 --> 00:42:04,440
Speaker 2: a trusted friend that you know has your best interest

787
00:42:04,520 --> 00:42:04,920
Speaker 2: at heart.

788
00:42:05,000 --> 00:42:07,960
Speaker 1: So all of a sudden you ring her up and

789
00:42:08,000 --> 00:42:10,600
Speaker 1: you say, yeah, I was going through the hollow Darling

790
00:42:10,640 --> 00:42:12,959
Speaker 1: app on last night at midnight because I had nothing

791
00:42:12,960 --> 00:42:14,520
Speaker 1: better to do. It just watched Sex in the City

792
00:42:14,560 --> 00:42:20,000
Speaker 1: and I got inspired. And listen, Mary, that's your friend.

793
00:42:20,680 --> 00:42:24,440
Speaker 1: I've lined up a date. Yes, can you show with

794
00:42:24,480 --> 00:42:25,279
Speaker 1: the profile.

795
00:42:25,080 --> 00:42:28,960
Speaker 2: Guy so Mary will get notified that she has a

796
00:42:29,080 --> 00:42:31,399
Speaker 2: date and when it's booked.

797
00:42:31,680 --> 00:42:33,920
Speaker 1: Can only you do it the Godmother? Like? Or can

798
00:42:34,120 --> 00:42:35,640
Speaker 1: you can have all your girlfriends all lined up?

799
00:42:35,719 --> 00:42:37,520
Speaker 2: Yes? So you can have up to foot We've just

800
00:42:37,600 --> 00:42:40,160
Speaker 2: it was three besties and now you can.

801
00:42:40,080 --> 00:42:42,200
Speaker 1: Have four best best is a better way to scrubbing it.

802
00:42:42,239 --> 00:42:43,880
Speaker 1: So bestie, yeah, and the best is good. All be

803
00:42:43,960 --> 00:42:46,320
Speaker 1: at lunch, have a few drinks. Someone laugh and say,

804
00:42:46,760 --> 00:42:50,000
Speaker 1: let's line her up with this boy boys and.

805
00:42:49,960 --> 00:42:51,000
Speaker 2: Girls, boys and girls.

806
00:42:51,040 --> 00:42:52,319
Speaker 1: So you know what I mean by that, it's going

807
00:42:52,400 --> 00:42:54,000
Speaker 1: to be same sex lineups.

808
00:42:54,120 --> 00:42:56,960
Speaker 2: Yes we have gay yeah, yeah, okay. And Mary's put

809
00:42:57,000 --> 00:43:00,839
Speaker 2: in her availability, so we've got Mary's about ailability of

810
00:43:00,840 --> 00:43:03,239
Speaker 2: her calendar schedule so that when we book the date,

811
00:43:03,880 --> 00:43:07,000
Speaker 2: we look at both data's postcodes and we book the

812
00:43:07,120 --> 00:43:11,359
Speaker 2: venue somewhere in the middle. So we being darling, so.

813
00:43:11,440 --> 00:43:14,279
Speaker 1: Horloor darling the entity, Yes books the venue. Yes, that

814
00:43:14,320 --> 00:43:17,560
Speaker 1: is which is convenient to both their locations. Yes, yeah.

815
00:43:17,600 --> 00:43:20,640
Speaker 1: And do they have a preference? Do you have like

816
00:43:20,719 --> 00:43:24,759
Speaker 1: a trusted list of locations which people put preferences on,

817
00:43:24,840 --> 00:43:27,919
Speaker 1: for example, seeing I really love that restaurant. I haven't

818
00:43:27,920 --> 00:43:29,319
Speaker 1: lived in Perth long time. When I used to live

819
00:43:29,360 --> 00:43:32,080
Speaker 1: in a million years ago, it was in the eighties,

820
00:43:32,840 --> 00:43:36,120
Speaker 1: there was just a restaurant called the Midi Training which

821
00:43:36,239 --> 00:43:39,239
Speaker 1: was like a mad Friday lunch and it was in

822
00:43:39,239 --> 00:43:43,879
Speaker 1: the city. But do you me in person very much

823
00:43:43,920 --> 00:43:47,000
Speaker 1: a restaurant environment people, I mean, for bother, you're in

824
00:43:47,040 --> 00:43:49,560
Speaker 1: Sydney that but something like that where people all know

825
00:43:49,600 --> 00:43:52,440
Speaker 1: their favorite joints. Do you do that or you not

826
00:43:52,520 --> 00:43:54,480
Speaker 1: yet or the app will do it for you.

827
00:43:54,560 --> 00:43:57,120
Speaker 2: Not yet. So what we have to take into consideration

828
00:43:57,640 --> 00:44:01,359
Speaker 2: is price range. So something that's a affordable do they

829
00:44:01,360 --> 00:44:03,799
Speaker 2: tell you that or not yet? But that's something that

830
00:44:03,840 --> 00:44:06,160
Speaker 2: we're going to add later on text tage. Yes, I

831
00:44:06,160 --> 00:44:10,359
Speaker 2: mean we've only launched seven months ago. So we pick

832
00:44:10,400 --> 00:44:13,719
Speaker 2: a venue that you can order just a coffee, just

833
00:44:13,760 --> 00:44:16,200
Speaker 2: a beer or food because we don't want to also

834
00:44:16,239 --> 00:44:18,799
Speaker 2: annoy the venue where we're booking somewhere and someone's not

835
00:44:18,920 --> 00:44:22,240
Speaker 2: ordering food. So it's kind of pub style at the moment.

836
00:44:22,520 --> 00:44:24,000
Speaker 2: You know, the Dolphin in Surrey Hill.

837
00:44:24,080 --> 00:44:24,800
Speaker 1: Yeah, that's easy.

838
00:44:25,200 --> 00:44:29,080
Speaker 2: Yeah, so we're booking somewhere, looking at both postcodes and

839
00:44:29,080 --> 00:44:31,680
Speaker 2: booking somewhere that's not too expensive at this stage.

840
00:44:31,800 --> 00:44:32,720
Speaker 1: And it is free app.

841
00:44:33,120 --> 00:44:37,439
Speaker 2: It is free, so we haven't turned on revenue yet,

842
00:44:38,040 --> 00:44:41,920
Speaker 2: but we will charge the venue.

843
00:44:42,320 --> 00:44:46,120
Speaker 1: So youre clipped, yes, So it's a clip model where

844
00:44:46,120 --> 00:44:48,680
Speaker 1: you clip a fee off the venue.

845
00:44:48,480 --> 00:44:49,960
Speaker 2: The total bill yes.

846
00:44:50,800 --> 00:44:53,880
Speaker 1: To all right, Okay, that's been better. And because what

847
00:44:53,880 --> 00:44:55,879
Speaker 1: you're hoping is some people want to say over time,

848
00:44:55,880 --> 00:44:59,080
Speaker 1: you want to preference them into expensive joints. They might

849
00:44:59,120 --> 00:45:01,439
Speaker 1: want to go on a nil restaurants in Double Bay

850
00:45:01,520 --> 00:45:03,800
Speaker 1: or something like that. I don't know, and Margaret's I

851
00:45:03,800 --> 00:45:05,919
Speaker 1: think it's called and Neil, if you're listening, just gave

852
00:45:05,920 --> 00:45:08,960
Speaker 1: you a pug mate. And we know we're two peop

853
00:45:08,960 --> 00:45:10,360
Speaker 1: of my ccass hundred fifty head, so you might be

854
00:45:10,400 --> 00:45:12,799
Speaker 1: talking three hundred with that's with our boost, So if

855
00:45:12,800 --> 00:45:15,320
Speaker 1: they're really enjoying themselves, it might be five hundred bucks.

856
00:45:15,320 --> 00:45:18,280
Speaker 1: So that's not a bad not a bad business model,

857
00:45:18,280 --> 00:45:20,239
Speaker 1: it's a pretty good business model. Were you guys up

858
00:45:20,280 --> 00:45:22,360
Speaker 1: to you've been bootstrapping itselves.

859
00:45:22,040 --> 00:45:24,720
Speaker 2: Or yes, we're bootstrapping at the I think at.

860
00:45:24,520 --> 00:45:28,280
Speaker 1: What point what do you look for? Do you guys

861
00:45:28,280 --> 00:45:30,640
Speaker 1: look for in terms of being ready to go to

862
00:45:30,680 --> 00:45:34,040
Speaker 1: the market to maybe open up some investment for others.

863
00:45:34,280 --> 00:45:38,359
Speaker 2: We want to have Our user user growth has been

864
00:45:39,000 --> 00:45:40,160
Speaker 2: great since.

865
00:45:39,920 --> 00:45:43,120
Speaker 1: Launch, referrals mostly or are you doing.

866
00:45:42,640 --> 00:45:45,280
Speaker 2: So we're doing We did marketing, so we first launched,

867
00:45:45,760 --> 00:45:47,040
Speaker 2: we had to have a weight list. We had a

868
00:45:47,120 --> 00:45:49,800
Speaker 2: weight list about two thousand people before we were launched,

869
00:45:50,280 --> 00:45:54,280
Speaker 2: and our marketing was we were doing walking about twenty

870
00:45:54,360 --> 00:45:57,319
Speaker 2: one k's a day, putting love notes on car windscreens

871
00:45:57,400 --> 00:46:02,160
Speaker 2: with our QR codes and have posters around the city.

872
00:46:02,360 --> 00:46:06,520
Speaker 2: So everywhere we've done decaurs on the floor, really cute quotes,

873
00:46:07,480 --> 00:46:13,040
Speaker 2: electrical posters. So fifty percent of our user growth has

874
00:46:13,080 --> 00:46:15,719
Speaker 2: been from street marketing and the other fifty percent has

875
00:46:15,760 --> 00:46:17,480
Speaker 2: been word of mouth as.

876
00:46:17,320 --> 00:46:19,080
Speaker 1: In referrals, which is the best form marketing.

877
00:46:19,160 --> 00:46:20,120
Speaker 2: Yes, free marketing.

878
00:46:20,200 --> 00:46:23,160
Speaker 1: So but at what point do you say we've got

879
00:46:23,239 --> 00:46:26,680
Speaker 1: proof of concept. We've got enough users to have a

880
00:46:26,719 --> 00:46:30,680
Speaker 1: proof of concept. We've got enough not only users on

881
00:46:30,719 --> 00:46:35,439
Speaker 1: the registered as users, but we've got enough use. It's

882
00:46:35,600 --> 00:46:38,880
Speaker 1: regularly useful, whatever use until they get to find the

883
00:46:38,960 --> 00:46:42,919
Speaker 1: right dude, en or yeah, find the right girl boy.

884
00:46:44,080 --> 00:46:46,160
Speaker 1: What are the metrics are you're looking for in order

885
00:46:46,160 --> 00:46:47,840
Speaker 1: to work out its time to go to the market

886
00:46:48,120 --> 00:46:51,320
Speaker 1: and or does not any of that matter. You just

887
00:46:51,360 --> 00:46:53,520
Speaker 1: say I will go to the market when the market's ready,

888
00:46:53,719 --> 00:46:56,400
Speaker 1: in other words, when there's liquidity everybody's like during the

889
00:46:56,400 --> 00:46:58,840
Speaker 1: COVID period when everybody wanted to invest, which is not

890
00:46:58,880 --> 00:47:00,000
Speaker 1: the way it is at the moment, by the way,

891
00:47:00,080 --> 00:47:01,960
Speaker 1: the opposite. But what do you look for?

892
00:47:02,239 --> 00:47:05,560
Speaker 2: We've got about two years of runway that we can

893
00:47:05,600 --> 00:47:09,080
Speaker 2: fund ourselves. But what we would like the milestones would

894
00:47:09,160 --> 00:47:11,520
Speaker 2: like to hear it would be a certain amount of

895
00:47:11,600 --> 00:47:14,040
Speaker 2: user growth and a certain amount of dates per week

896
00:47:14,080 --> 00:47:15,280
Speaker 2: that we can send to venues.

897
00:47:15,480 --> 00:47:17,960
Speaker 1: So in other words, you've got users, but they're actually

898
00:47:18,200 --> 00:47:20,880
Speaker 1: the dates working. So the matching is working, yes, So

899
00:47:20,920 --> 00:47:24,480
Speaker 1: what's your tech? I don't want to get too too

900
00:47:24,520 --> 00:47:27,120
Speaker 1: much in the woodsy bit, like how does how do

901
00:47:27,160 --> 00:47:29,759
Speaker 1: you work out the tech to be able to do

902
00:47:29,840 --> 00:47:30,760
Speaker 1: the matching?

903
00:47:31,640 --> 00:47:38,000
Speaker 2: So we have a software engineer, so Kai, he's our

904
00:47:38,120 --> 00:47:43,640
Speaker 2: CTO and he is our first and only DEV. So

905
00:47:45,160 --> 00:47:49,240
Speaker 2: Kai's building everything at the moment, and we'd like daily

906
00:47:49,280 --> 00:47:54,000
Speaker 2: we're just talking to users. He's making new creating new features,

907
00:47:55,120 --> 00:47:58,120
Speaker 2: putting out the fires, and we're just building as we go.

908
00:47:58,360 --> 00:48:00,239
Speaker 2: So we just have one dev at the moment. That's

909
00:48:00,600 --> 00:48:01,439
Speaker 2: that's the tech.

910
00:48:01,640 --> 00:48:06,760
Speaker 1: And you've chosen a local dev. Is Ki local. He's Australian.

911
00:48:06,920 --> 00:48:10,000
Speaker 1: He's Australian, so he was at a decision he made

912
00:48:10,040 --> 00:48:13,239
Speaker 1: not to go, say to the Philippines or wherever to

913
00:48:13,320 --> 00:48:18,560
Speaker 1: find cheaper and yet external devs.

914
00:48:19,480 --> 00:48:23,239
Speaker 2: So we built the app with a development house in

915
00:48:23,280 --> 00:48:29,320
Speaker 2: America Agency and then we brought on Kai just before launch.

916
00:48:30,080 --> 00:48:33,520
Speaker 1: So you just explain how those dev agencies or those

917
00:48:33,920 --> 00:48:37,120
Speaker 1: agencies worked to build the apps least, so what did

918
00:48:37,160 --> 00:48:38,239
Speaker 1: it encompass in your case?

919
00:48:38,840 --> 00:48:44,240
Speaker 2: So they were referred to us by another app, another

920
00:48:44,320 --> 00:48:49,880
Speaker 2: co founder, and then we decided to use them mainly

921
00:48:49,920 --> 00:48:53,640
Speaker 2: because they were referred to us. We compared prices to

922
00:48:53,840 --> 00:48:56,680
Speaker 2: Australia as well and they were pretty on par, but

923
00:48:56,760 --> 00:48:59,799
Speaker 2: we wanted someone that could be referred to us, so

924
00:48:59,840 --> 00:49:01,920
Speaker 2: that that's why we used a development house. It was

925
00:49:01,960 --> 00:49:04,160
Speaker 2: a little bit more expensive than obviously if we had

926
00:49:04,200 --> 00:49:09,840
Speaker 2: someone in house straight away. Quicker though, yes, quicker because

927
00:49:09,880 --> 00:49:13,640
Speaker 2: they have more devs on hand, but we definitely wanted

928
00:49:13,800 --> 00:49:15,440
Speaker 2: to take it in house before launch.

929
00:49:15,960 --> 00:49:20,200
Speaker 1: Yeah, right, So the steps were use an external development

930
00:49:20,200 --> 00:49:24,520
Speaker 1: house to develop your app, probably also build into that

931
00:49:25,320 --> 00:49:27,839
Speaker 1: a lot of the branding stuff that you talked about

932
00:49:27,880 --> 00:49:30,279
Speaker 1: as well, because they've got to do that properly, and

933
00:49:30,360 --> 00:49:34,560
Speaker 1: then once you decided to launch, bring your dev back

934
00:49:34,560 --> 00:49:35,920
Speaker 1: in house contry.

935
00:49:35,960 --> 00:49:38,960
Speaker 2: We did have a ux Ui designer prior to going

936
00:49:38,960 --> 00:49:43,239
Speaker 2: to Eternal External, just a freelancer in Sydney before going

937
00:49:43,280 --> 00:49:44,680
Speaker 2: to development house.

938
00:49:44,640 --> 00:49:46,759
Speaker 1: Right, Yes, so that's that's how you started off.

939
00:49:46,800 --> 00:49:49,359
Speaker 2: Yes, Yes, so Brendan and I were hand drawing all

940
00:49:49,400 --> 00:49:52,640
Speaker 2: our wire frames as to what we wanted. We then

941
00:49:52,719 --> 00:49:57,319
Speaker 2: went to a ux ux Ui designer, a graphic person yes,

942
00:49:57,560 --> 00:50:01,080
Speaker 2: who put all all the everything together on Figma based

943
00:50:01,120 --> 00:50:03,799
Speaker 2: on our branding, and then we took that to the

944
00:50:03,840 --> 00:50:06,600
Speaker 2: development house and then they built it right.

945
00:50:06,640 --> 00:50:10,759
Speaker 1: And now you're ready to launch or you've launched. You've

946
00:50:11,200 --> 00:50:14,040
Speaker 1: brought all that in house, yes, right, And what are

947
00:50:14,040 --> 00:50:14,840
Speaker 1: the next steps for you?

948
00:50:16,440 --> 00:50:20,880
Speaker 2: Possibly like tech wise? Ye, we were looking at bringing

949
00:50:20,920 --> 00:50:24,120
Speaker 2: on another DEV, but we've decided to hold back just

950
00:50:24,120 --> 00:50:27,000
Speaker 2: because of cash burn. So we're going to hold back

951
00:50:27,000 --> 00:50:29,480
Speaker 2: a little bit longer before bringing on another DEV.

952
00:50:30,640 --> 00:50:31,520
Speaker 1: So grow slow.

953
00:50:32,080 --> 00:50:35,000
Speaker 2: Yes, I think. I think at the moment, we've spent

954
00:50:35,200 --> 00:50:38,160
Speaker 2: quite a bit of money on marketing, so we just

955
00:50:38,360 --> 00:50:42,239
Speaker 2: need to bring you know, what we want to have at.

956
00:50:42,200 --> 00:50:44,040
Speaker 1: Least two years run to see the outcome of that.

957
00:50:44,280 --> 00:50:48,640
Speaker 2: Yes, yes, but Kai, I mean it amazes me from

958
00:50:48,760 --> 00:50:51,919
Speaker 2: having you know, a swimwear product that I just look at,

959
00:50:52,040 --> 00:50:55,839
Speaker 2: and you know, to change a swimwear product, it goes

960
00:50:55,880 --> 00:50:59,280
Speaker 2: back to the manufacturer, it can take six weeks, comes

961
00:50:59,320 --> 00:51:03,680
Speaker 2: back make adjustments again. What surprises me is is building

962
00:51:03,920 --> 00:51:06,839
Speaker 2: software and how quick Kai can be when we're like, oh,

963
00:51:06,880 --> 00:51:09,040
Speaker 2: we want to come up with this new feature, he

964
00:51:09,120 --> 00:51:12,200
Speaker 2: can have it pushed out you know, the following weeks.

965
00:51:12,280 --> 00:51:14,399
Speaker 1: And how do you go find someone like him? Where

966
00:51:14,400 --> 00:51:15,680
Speaker 1: do you find? Do you go on a five or one?

967
00:51:15,880 --> 00:51:20,240
Speaker 2: We went We found him on LinkedIn. It's quite hard.

968
00:51:20,360 --> 00:51:22,600
Speaker 2: We've discovered to find devs that want to work with

969
00:51:22,600 --> 00:51:27,680
Speaker 2: a startup for a number of reasons. But startup that's

970
00:51:27,719 --> 00:51:31,080
Speaker 2: bootstrapping themselves, it's high risk for them, and I think

971
00:51:31,080 --> 00:51:32,000
Speaker 2: they're in high demand.

972
00:51:32,440 --> 00:51:36,160
Speaker 1: And I don't want to maybe put you in a

973
00:51:36,200 --> 00:51:38,680
Speaker 1: difficult position, but do you have to say to someone

974
00:51:38,760 --> 00:51:41,080
Speaker 1: like in order to attract them into your business? Do

975
00:51:41,080 --> 00:51:42,680
Speaker 1: you have to say to someone like that, look at

976
00:51:42,680 --> 00:51:44,520
Speaker 1: some stage, we'll give you some equity if you meet

977
00:51:44,520 --> 00:51:45,719
Speaker 1: those milestones, et cetera.

978
00:51:45,920 --> 00:51:46,880
Speaker 2: Kai has got equity.

979
00:51:47,000 --> 00:51:50,000
Speaker 1: He has equity, yes, as well as he gets paid. Yes, yeah,

980
00:51:50,239 --> 00:51:51,640
Speaker 1: because you're got to pay something, because it's going to

981
00:51:51,640 --> 00:51:53,279
Speaker 1: pay randal mortgage or one of the case might be,

982
00:51:53,280 --> 00:51:55,320
Speaker 1: you've got to live. So that's it.

983
00:51:55,640 --> 00:52:00,680
Speaker 2: We've actually offered him technical co founder, but he hasn't

984
00:52:00,719 --> 00:52:02,920
Speaker 2: given us an answer yet, so I think he's guy.

985
00:52:05,640 --> 00:52:11,120
Speaker 2: So we definitely need a technical co founder. Why because

986
00:52:11,160 --> 00:52:14,160
Speaker 2: we don't know, We don't know what we're doing in

987
00:52:14,239 --> 00:52:17,480
Speaker 2: terms of tech. So you know, Kai could be telling

988
00:52:17,560 --> 00:52:20,360
Speaker 2: I know that Kai's not doing this, but Kai could

989
00:52:20,440 --> 00:52:25,759
Speaker 2: be telling us that everything's on track and this is

990
00:52:25,760 --> 00:52:30,120
Speaker 2: how long everything's been taken. But you know, it's just

991
00:52:30,239 --> 00:52:32,640
Speaker 2: him at the moment. We want someone that we can

992
00:52:32,760 --> 00:52:35,560
Speaker 2: grow with, that wants to believes us, that wants to

993
00:52:35,640 --> 00:52:39,279
Speaker 2: invest his time. We're willing to give up, you know,

994
00:52:40,640 --> 00:52:43,520
Speaker 2: equal equity. You know, even if you've been in business

995
00:52:43,520 --> 00:52:47,800
Speaker 2: within twelve to eighteen months for a technical co founder,

996
00:52:47,800 --> 00:52:49,960
Speaker 2: if it's the right technical co founder, because at the

997
00:52:50,040 --> 00:52:52,760
Speaker 2: end of the day, they're building and doing more work

998
00:52:53,360 --> 00:52:55,239
Speaker 2: and the technical side than what we are and it's

999
00:52:55,239 --> 00:52:56,120
Speaker 2: a tech business.

1000
00:52:56,360 --> 00:52:58,440
Speaker 1: Yeah, that's what jo. You are a tech business. I mean,

1001
00:52:58,640 --> 00:53:01,240
Speaker 1: you're playing a game in the in a certain territory,

1002
00:53:01,239 --> 00:53:02,839
Speaker 1: but you're a tech business at the end of the day.

1003
00:53:03,160 --> 00:53:06,040
Speaker 1: So you've got to have that whole process one hundred

1004
00:53:06,040 --> 00:53:08,600
Speaker 1: percent locked in and also puts in aligns his interest

1005
00:53:08,640 --> 00:53:11,359
Speaker 1: with your interests. Yes, and I think investors like that too.

1006
00:53:11,840 --> 00:53:13,359
Speaker 1: Some stage you're going to go to the investor market

1007
00:53:13,360 --> 00:53:15,400
Speaker 1: and try and raise money so you can actually open

1008
00:53:15,440 --> 00:53:18,320
Speaker 1: it up and go really hard across the world. Wherever

1009
00:53:18,320 --> 00:53:22,200
Speaker 1: you want to go, what is your global aspiration.

1010
00:53:23,040 --> 00:53:25,200
Speaker 2: I think the next city that we would launch and

1011
00:53:25,239 --> 00:53:28,000
Speaker 2: would be Melbourne. We would obviously like to get there

1012
00:53:28,040 --> 00:53:31,919
Speaker 2: as soon as possible, but we just want to focus

1013
00:53:32,120 --> 00:53:34,440
Speaker 2: on Sydney at the moment and not grow too fast

1014
00:53:34,480 --> 00:53:38,200
Speaker 2: too quickly. I think there's miles stones that we need

1015
00:53:38,239 --> 00:53:40,640
Speaker 2: to hit. We want to turn on revenue before we

1016
00:53:40,719 --> 00:53:44,799
Speaker 2: go to the next city, and obviously, unlike other dating

1017
00:53:44,840 --> 00:53:47,080
Speaker 2: apps where they can just turn on cities, we actually

1018
00:53:47,160 --> 00:53:50,560
Speaker 2: have to build partnerships at these venues. So it's going

1019
00:53:50,640 --> 00:53:53,680
Speaker 2: to be Sydney more most likely than Melbourne. And then

1020
00:53:53,680 --> 00:53:55,600
Speaker 2: we would like to go international.

1021
00:53:56,680 --> 00:53:59,480
Speaker 1: Which means you probably look in at the UK or Europe,

1022
00:53:59,520 --> 00:54:01,759
Speaker 1: so would like that or the U US US. Yes,

1023
00:54:02,440 --> 00:54:05,000
Speaker 1: because my understanding and I'm going to have to wrap

1024
00:54:05,080 --> 00:54:06,680
Speaker 1: up now, but my understanding is that a lot of

1025
00:54:06,680 --> 00:54:11,960
Speaker 1: investors today, especially the Heina Wells and just some extent

1026
00:54:11,960 --> 00:54:17,040
Speaker 1: the vcs, are looking for global businesses. Businesses can be global.

1027
00:54:17,480 --> 00:54:19,440
Speaker 1: Doesn't have to be global, but it can be global.

1028
00:54:19,520 --> 00:54:21,239
Speaker 1: In other words, can take it out of Melbourne and

1029
00:54:21,320 --> 00:54:24,520
Speaker 1: city and stick it in LA It's got to be

1030
00:54:24,560 --> 00:54:29,600
Speaker 1: like basically transportable before they'll invest because the market's pretty tough,

1031
00:54:30,080 --> 00:54:32,200
Speaker 1: you know, like liquidity in the mark's pretty tough. So

1032
00:54:32,200 --> 00:54:35,600
Speaker 1: they're looking for something that's actually going to give me,

1033
00:54:35,920 --> 00:54:37,759
Speaker 1: give them a ten bag or a twenty bagger at

1034
00:54:37,760 --> 00:54:40,240
Speaker 1: the end of the day instead of just five six,

1035
00:54:40,320 --> 00:54:42,920
Speaker 1: you know, like they want the opportunity to be able

1036
00:54:42,920 --> 00:54:45,320
Speaker 1: to grow really big and really fast, but by virtue

1037
00:54:45,320 --> 00:54:46,280
Speaker 1: of investing their money.

1038
00:54:46,400 --> 00:54:49,440
Speaker 2: Yes, and I think the US is where we want

1039
00:54:49,480 --> 00:54:49,640
Speaker 2: to be.

1040
00:54:49,920 --> 00:54:54,160
Speaker 1: Yeah, that's very interesting. So anything else that you want

1041
00:54:54,200 --> 00:55:01,520
Speaker 1: to tell me that's really really good and tractive or

1042
00:55:02,080 --> 00:55:04,959
Speaker 1: attractive about Hello Darling. I mean part of the name,

1043
00:55:05,360 --> 00:55:09,040
Speaker 1: part from your concept, you know, your thesis around your

1044
00:55:09,040 --> 00:55:12,360
Speaker 1: friend doing your best you doing the selection process for

1045
00:55:12,440 --> 00:55:13,920
Speaker 1: you or for your best you soon to be able

1046
00:55:13,960 --> 00:55:16,160
Speaker 1: to do the selection process for you. I understand the

1047
00:55:16,160 --> 00:55:19,640
Speaker 1: business model. Is there anything else that that's people should

1048
00:55:19,680 --> 00:55:21,640
Speaker 1: be looking for when they go into hollow daying?

1049
00:55:22,160 --> 00:55:25,560
Speaker 2: I think what surprised me with Hello Darling is the

1050
00:55:25,640 --> 00:55:31,000
Speaker 2: friendship side as to our marketing isn't just about singles

1051
00:55:31,040 --> 00:55:34,680
Speaker 2: and dating. Our marketing is predominantly about the friendship between

1052
00:55:34,719 --> 00:55:35,080
Speaker 2: the best.

1053
00:55:35,239 --> 00:55:39,080
Speaker 1: Is so the ones who are doing the selection? Yes, yeah,

1054
00:55:39,280 --> 00:55:41,880
Speaker 1: so it's like giving them a community to work with,

1055
00:55:42,160 --> 00:55:43,399
Speaker 1: giving them something to do in the.

1056
00:55:43,320 --> 00:55:48,080
Speaker 2: Community, and we make user calls daily, just chatting to

1057
00:55:48,160 --> 00:55:50,560
Speaker 2: users all day to see what's going on and the

1058
00:55:50,640 --> 00:55:55,160
Speaker 2: amount of WhatsApp Hello Darling groups. There are and people

1059
00:55:55,239 --> 00:56:00,239
Speaker 2: that have formed their friendships based on their dating life. Now.

1060
00:56:00,680 --> 00:56:02,640
Speaker 2: You know, I had to use a call with a

1061
00:56:02,680 --> 00:56:06,799
Speaker 2: bloke not that long ago, and he was saying that

1062
00:56:08,320 --> 00:56:10,759
Speaker 2: it was nice to have his mate involved in his

1063
00:56:10,880 --> 00:56:13,440
Speaker 2: dating life because they wouldn't normally talk about it. But

1064
00:56:13,560 --> 00:56:16,600
Speaker 2: after the date, his best mate called and said, how

1065
00:56:16,600 --> 00:56:19,040
Speaker 2: did it go? Because there's there's pressure onto the on,

1066
00:56:19,160 --> 00:56:23,040
Speaker 2: the on the godfather to you know, pick the right person.

1067
00:56:23,480 --> 00:56:26,480
Speaker 2: So that has been really nice. Another beautiful story is

1068
00:56:27,600 --> 00:56:31,680
Speaker 2: a user said that they went on a date they

1069
00:56:31,680 --> 00:56:35,000
Speaker 2: wouldn't normally have swiped right, which means have selected them,

1070
00:56:36,360 --> 00:56:39,200
Speaker 2: but as soon as they met them, their connection was

1071
00:56:39,239 --> 00:56:41,879
Speaker 2: so beautiful that they ended up being on the date

1072
00:56:41,920 --> 00:56:44,000
Speaker 2: for four hours and they're now on their fourth date.

1073
00:56:44,520 --> 00:56:45,080
Speaker 1: That's cool.

1074
00:56:45,160 --> 00:56:49,040
Speaker 2: So stories like that which make me really really happy.

1075
00:56:49,400 --> 00:56:51,240
Speaker 1: I can see bestie parties.

1076
00:56:52,719 --> 00:56:55,240
Speaker 2: All get together on Besty events events, so we're.

1077
00:56:55,080 --> 00:56:58,560
Speaker 1: All getting together because we were going to organize a

1078
00:56:58,640 --> 00:57:01,560
Speaker 1: day for bridget unless get a bottle of wine, you know.

1079
00:57:01,760 --> 00:57:04,120
Speaker 2: Yeah, and they all sit there and they all swiping

1080
00:57:04,160 --> 00:57:06,640
Speaker 2: for each the all swiping for each other as well,

1081
00:57:06,640 --> 00:57:09,080
Speaker 2: because you can have three four people on.

1082
00:57:09,000 --> 00:57:11,440
Speaker 1: That so I can be your bestie and yeah, and

1083
00:57:11,480 --> 00:57:13,440
Speaker 1: we could be both single, yep, and you could be

1084
00:57:13,440 --> 00:57:15,040
Speaker 1: swiped from me and I could swipe for you. Yes,

1085
00:57:15,160 --> 00:57:16,880
Speaker 1: it's like a party, it is.

1086
00:57:17,240 --> 00:57:20,479
Speaker 2: Yeah. And it's also the amount of word of mouth

1087
00:57:20,520 --> 00:57:22,520
Speaker 2: that's spreading that way. You know, every time we get

1088
00:57:22,560 --> 00:57:25,720
Speaker 2: one user, we get an extra four because we get

1089
00:57:25,880 --> 00:57:28,760
Speaker 2: we get the data and then they add four god parents.

1090
00:57:28,800 --> 00:57:32,840
Speaker 1: That's true. That mathematically that's quite powerful. Yes, one of

1091
00:57:32,920 --> 00:57:36,480
Speaker 1: the powerful, which is it's a lot. Yeah, one powerful,

1092
00:57:36,520 --> 00:57:39,520
Speaker 1: it's not that important one, it's still one, but it's

1093
00:57:40,040 --> 00:57:42,840
Speaker 1: to the powerful. It's probably better way putting it. And

1094
00:57:42,880 --> 00:57:46,000
Speaker 1: that's quite powerful mathematically in an arithmetic sense. That can

1095
00:57:46,000 --> 00:57:48,600
Speaker 1: build quickly. Well, I wish you all the very best

1096
00:57:48,600 --> 00:57:53,520
Speaker 1: with Hello Darling. I I mean I'm an old dude,

1097
00:57:53,560 --> 00:57:56,840
Speaker 1: so you know, Hollo Darling is sort of how I

1098
00:57:56,880 --> 00:57:59,040
Speaker 1: grew up with the sixties, So sixties seventy, so that's

1099
00:57:59,040 --> 00:58:01,760
Speaker 1: how we did talk. And it was a sort of

1100
00:58:01,760 --> 00:58:05,200
Speaker 1: a fairly a lot different the way it is today.

1101
00:58:05,320 --> 00:58:11,240
Speaker 1: It was respectful, well mannered people outdoors for each other.

1102
00:58:11,640 --> 00:58:15,640
Speaker 2: Chivalry, chivalry which you don't say every day, and people

1103
00:58:15,760 --> 00:58:16,480
Speaker 2: dress differently.

1104
00:58:17,400 --> 00:58:21,040
Speaker 1: Everybody was. Everybody was very respectful of each other, not

1105
00:58:21,080 --> 00:58:22,640
Speaker 1: only the way they spoke to each other, but the

1106
00:58:22,680 --> 00:58:25,080
Speaker 1: way they dressed and the way they addressed each other.

1107
00:58:25,400 --> 00:58:27,360
Speaker 1: So I quite like it. I like it a lot.

1108
00:58:27,360 --> 00:58:31,080
Speaker 1: I like the name, I like the concept. I know

1109
00:58:31,240 --> 00:58:33,920
Speaker 1: unique growth. This is about numbers at the end of

1110
00:58:33,920 --> 00:58:38,440
Speaker 1: the day, and not just numbers of users, but engagement,

1111
00:58:39,080 --> 00:58:41,160
Speaker 1: in other words, turning it on and for your case,

1112
00:58:41,280 --> 00:58:44,600
Speaker 1: actually having the date. Yes, so you can make a quid. Yes,

1113
00:58:44,680 --> 00:58:47,320
Speaker 1: absolutely well, thank you very much for coming in. You

1114
00:58:47,360 --> 00:58:48,320
Speaker 1: appreciate it. It was great.

1115
00:58:48,360 --> 00:58:48,720
Speaker 2: Thank you.

1116
00:59:00,280 --> 00:59:04,760
Speaker 1: To do do do do, don't don't