StarZero All shows Try the podcast clipper →

Apr 12, 2016 · 18m · top-founders

2 Moms, 6 Kids Get Deal on Shark Tank, Take us Behind the Scenes EP 231

Nathan Latka · 8m spoken Erin Bickley · 6m spoken Jenny Greer · 1m spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

In this episode of The Top, host Nathan Latka interviews Hold Your Haunches co-founders Erin Bickley and Jenny Greer on creating patented shapewear leggings, negotiating their deal on Shark Tank, and scaling annual revenues past 1.5 million dollars. The founders share key operational metrics, direct-to-consumer strategies, and actionable business lessons learned from investor mentors Barbara Corcoran and Lori Greiner.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 51.3% of the talking time here. How this is scored →

Nathan as informed peer 1.2 Guest teaching 1.0 Guest disagreement 0.6 Nathan pushing back 1.0
05100:0010:001:01–3:04 · Nathan as informed peer 1/10 Introducing Hold Your Haunches Founders Erin Bickley and Jenny Greer Nathan introduces the founders of Hold Your Haunches and asks friendly origin story questions. The founders explain how they came up with the idea in 2010 and started selling in 2011.3:04–7:41 · Nathan as informed peer 2/10 Inside Shark Tank: Pitch Strategy, Filming, and Deal Negotiations Nathan digs into the mechanics of their Shark Tank appearance, filming schedule, and renegotiation of equity after filming. The guests transparently reveal that the sharks ended up taking much less equity and giving less money off-camera.7:41–10:56 · Nathan as informed peer 2/10 Post-Shark Tank Growth, Amazon Sales, and Product Patenting Nathan asks for specific sales figures and customer cart metrics following their Shark Tank spike to $1.5M. The founders outline their direct-to-consumer model, Amazon presence, and utility patent for post-surgical licensing.10:56–14:30 · Nathan as informed peer 1/10 Shark Mentorship, Barbara's Advice, and Live Contact Proof Nathan pushes the guests to prove shark accessibility by calling Barbara's team live on air. Erin pushes back mildly before humoring him and leaving a voicemail for Barbara's partner Mike.14:30–17:10 · Nathan as informed peer 0/10 Podcast Contest Reminder and HostGator Mid-Roll Sponsorship Segment includes mid-roll promo and the standard rapid-fire Famous Five questionnaire, followed by outro advertising.1:01–3:04 · Guest teaching 1/10 Introducing Hold Your Haunches Founders Erin Bickley and Jenny Greer Nathan introduces the founders of Hold Your Haunches and asks friendly origin story questions. The founders explain how they came up with the idea in 2010 and started selling in 2011.3:04–7:41 · Guest teaching 2/10 Inside Shark Tank: Pitch Strategy, Filming, and Deal Negotiations Nathan digs into the mechanics of their Shark Tank appearance, filming schedule, and renegotiation of equity after filming. The guests transparently reveal that the sharks ended up taking much less equity and giving less money off-camera.7:41–10:56 · Guest teaching 1/10 Post-Shark Tank Growth, Amazon Sales, and Product Patenting Nathan asks for specific sales figures and customer cart metrics following their Shark Tank spike to $1.5M. The founders outline their direct-to-consumer model, Amazon presence, and utility patent for post-surgical licensing.10:56–14:30 · Guest teaching 1/10 Shark Mentorship, Barbara's Advice, and Live Contact Proof Nathan pushes the guests to prove shark accessibility by calling Barbara's team live on air. Erin pushes back mildly before humoring him and leaving a voicemail for Barbara's partner Mike.14:30–17:10 · Guest teaching 0/10 Podcast Contest Reminder and HostGator Mid-Roll Sponsorship Segment includes mid-roll promo and the standard rapid-fire Famous Five questionnaire, followed by outro advertising.1:01–3:04 · Guest disagreement 0/10 Introducing Hold Your Haunches Founders Erin Bickley and Jenny Greer Nathan introduces the founders of Hold Your Haunches and asks friendly origin story questions. The founders explain how they came up with the idea in 2010 and started selling in 2011.3:04–7:41 · Guest disagreement 1/10 Inside Shark Tank: Pitch Strategy, Filming, and Deal Negotiations Nathan digs into the mechanics of their Shark Tank appearance, filming schedule, and renegotiation of equity after filming. The guests transparently reveal that the sharks ended up taking much less equity and giving less money off-camera.7:41–10:56 · Guest disagreement 0/10 Post-Shark Tank Growth, Amazon Sales, and Product Patenting Nathan asks for specific sales figures and customer cart metrics following their Shark Tank spike to $1.5M. The founders outline their direct-to-consumer model, Amazon presence, and utility patent for post-surgical licensing.10:56–14:30 · Guest disagreement 2/10 Shark Mentorship, Barbara's Advice, and Live Contact Proof Nathan pushes the guests to prove shark accessibility by calling Barbara's team live on air. Erin pushes back mildly before humoring him and leaving a voicemail for Barbara's partner Mike.14:30–17:10 · Guest disagreement 0/10 Podcast Contest Reminder and HostGator Mid-Roll Sponsorship Segment includes mid-roll promo and the standard rapid-fire Famous Five questionnaire, followed by outro advertising.1:01–3:04 · Nathan pushing back 0/10 Introducing Hold Your Haunches Founders Erin Bickley and Jenny Greer Nathan introduces the founders of Hold Your Haunches and asks friendly origin story questions. The founders explain how they came up with the idea in 2010 and started selling in 2011.3:04–7:41 · Nathan pushing back 1/10 Inside Shark Tank: Pitch Strategy, Filming, and Deal Negotiations Nathan digs into the mechanics of their Shark Tank appearance, filming schedule, and renegotiation of equity after filming. The guests transparently reveal that the sharks ended up taking much less equity and giving less money off-camera.7:41–10:56 · Nathan pushing back 1/10 Post-Shark Tank Growth, Amazon Sales, and Product Patenting Nathan asks for specific sales figures and customer cart metrics following their Shark Tank spike to $1.5M. The founders outline their direct-to-consumer model, Amazon presence, and utility patent for post-surgical licensing.10:56–14:30 · Nathan pushing back 3/10 Shark Mentorship, Barbara's Advice, and Live Contact Proof Nathan pushes the guests to prove shark accessibility by calling Barbara's team live on air. Erin pushes back mildly before humoring him and leaving a voicemail for Barbara's partner Mike.14:30–17:10 · Nathan pushing back 0/10 Podcast Contest Reminder and HostGator Mid-Roll Sponsorship Segment includes mid-roll promo and the standard rapid-fire Famous Five questionnaire, followed by outro advertising.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 72.3% · guest 27.7%0:00 · Nathan 72.3% · guest 27.7%3:00 · Nathan 38.2% · guest 61.8%3:00 · Nathan 38.2% · guest 61.8%6:00 · Nathan 31.4% · guest 68.6%6:00 · Nathan 31.4% · guest 68.6%9:00 · Nathan 27.8% · guest 72.2%9:00 · Nathan 27.8% · guest 72.2%12:00 · Nathan 41.7% · guest 58.3%12:00 · Nathan 41.7% · guest 58.3%15:00 · Nathan 90% · guest 10%15:00 · Nathan 90% · guest 10%18:00 · Nathan 100% · guest 0%18:00 · Nathan 100% · guest 0%
Sharpest disagreement ▶ 11:26 Erin resists calling Shark contacts live on the show

When Nathan presses her to dial Barbara Corcoran's team on the spot to prove access, Erin initially flatly refuses ('I am not going to do that').

 Hardest push from Nathan ▶ 11:24 Nathan insists on proof of shark access via live phone call

Nathan refuses to take the guests' word regarding shark accessibility, insisting they place a live phone call to prove it during the recording.

 Biggest teaching moment ▶ 4:38 Erin details the reality of TV deal renegotiation

Erin explains to Nathan that on-air Shark Tank terms are essentially theatrical and that smart entrepreneurs renegotiate for much lower equity dilution after filming.

 Nathan holds their own ▶ 5:08 Nathan synthesizes the strategic reasoning behind TV valuation

Nathan accurately recaps and frames their strategy of intentionally accepting shark-friendly terms on camera solely to guarantee airtime.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing Hold Your Haunches Founders Erin Bickley and Jenny Greer 1100 Nathan introduces the founders of Hold Your Haunches and asks friendly origin story questions. The founders explain how they came up with the idea in 2010 and started selling in 2011.
Inside Shark Tank: Pitch Strategy, Filming, and Deal Negotiations 2211 Nathan digs into the mechanics of their Shark Tank appearance, filming schedule, and renegotiation of equity after filming. The guests transparently reveal that the sharks ended up taking much less equity and giving less money off-camera.
Post-Shark Tank Growth, Amazon Sales, and Product Patenting 2101 Nathan asks for specific sales figures and customer cart metrics following their Shark Tank spike to $1.5M. The founders outline their direct-to-consumer model, Amazon presence, and utility patent for post-surgical licensing.
Shark Mentorship, Barbara's Advice, and Live Contact Proof 1123 Nathan pushes the guests to prove shark accessibility by calling Barbara's team live on air. Erin pushes back mildly before humoring him and leaving a voicemail for Barbara's partner Mike.
Podcast Contest Reminder and HostGator Mid-Roll Sponsorship 0000 Segment includes mid-roll promo and the standard rapid-fire Famous Five questionnaire, followed by outro advertising.

Statements from this episode (8)

Assertion Contradicted
Bickley: Every Shark Tank deal is renegotiated after filming
“We also knew that every deal was renegotiated after the fact by the entrepreneur and the sharks.”
Erin Bickley Apr 12, 2016 ▶ 4:10
Disclosure
Hold Your Haunches took less money for less equity after Shark Tank
“They own far less of the, much, much less of the equity in the company, and we got way less money.”
Erin Bickley Apr 12, 2016 ▶ 4:42
Insight
Bickley: Overvaluing your company guarantees evisceration on Shark Tank
“And that, and the, for all the studying that we did and you've watched it, the best way to get eviscerated on television is to overvalue.”
Erin Bickley Apr 12, 2016 ▶ 5:16
Assertion Supported
Greer: Shark Tank investors know nothing about products before taping
“Yeah, you don't see them, and they don't see you, and they really don't know anything about you or your product.”
Jenny Greer Apr 12, 2016 ▶ 6:26
Assertion Not checkable as stated
Hold Your Haunches generated over $1.5M in sales in 2014
“So, and, 2014, we sold over 1.5 million dollars.”
Erin Bickley Apr 12, 2016 ▶ 8:08
Assertion Not checkable as stated
Bickley: Amazon drove 15% of Hold Your Haunches 2015 sales
“And I would say we, 15% of one and a half million dollars in sales in 15 was from Amazon.”
Erin Bickley Apr 12, 2016 ▶ 9:07
Assertion Not checkable as stated
Hold Your Haunches grew email subscribers from 800 to 16,000 overnight
“Gosh, we went from 800 emails to, I think it was 16,000 dollars, and that, I mean, 16,000 subscribers, that was overnight.”
Erin Bickley Apr 12, 2016 ▶ 10:30
Assertion Not checkable as stated
Hold Your Haunches founders interface primarily with Lori Greiner's husband
“We deal a lot with her husband and he, we emailed back and forth with him last month.”
Jenny Greer Apr 12, 2016 ▶ 12:48
Made with StarZero

Turn any episode into a week of clips.

This entire site, over 2,600 episodes transcribed, diarized, checked and made playable, runs on the StarZero media pipeline. Drop in your own episode and the podcast clipper finds the moments worth sharing, cuts them, captions them, and reframes them for every feed.

Try the podcast clipper Learn more