 After an insanely successful first day, the founders of Cousin's Main Lobster knew they had a cult classic on their hands, but what they didn't know was that some of those early customers were actually Shark Tank producers, not once, but twice. The producers tried to convince the two founders into going on the show, but every time they turned it down. And then eventually, Cousin's Main Lobster appeared on Season 4 of Shark Tank. Despite disclosing a deal with Barbara Cochran, they have been able to expand into over 50 trucks and locations across 24 states. In today's episode, we chat with Sabin, the co-founder of Cousin's Main Lobster, about how this crazy journey all started over a round of drinks, how the relationship with Barbara has evolved over the years, and the beauty that comes with introducing people to Lobster for the very first time. He called me and I said, man, you're out here. We got to hang out. So I took him out to Katana. You know, this is like, well, it's the 12 years now, 12 years ago, and we got hammered. And we were sitting out there and, you know, we're just drink after drink after drink. And we realized kind of throughout the night how much we missed each other. You know, we grew up together and we hadn't seen each other in years, one of those things. And my grandfather had just passed away. We were talking about family and life and, you know, food and all that kind of stuff. And we both were doing kind of entrepreneurial based jobs. We sold medical devices and I sold real estate. So we were like, shit, man, we should do something together. You know, like, what would, you know, yeah, you know, yeah, well, you know, drink, drink, drink, yeah. You know, and then we're like, what would we do? This is a great story. And then it was like, man, what about Lobster? Fuck, young Lobster. Yeah. OK, that makes sense. Let's do it. You know, because that's what we grew up with. And me and when you grew up where we're from, it's kind of always there. It's accessible. Totally. Thanksgiving or a summer barbecue, someone has Lobster. So like, we came up with it that night. And then the next day he flew home, I thought it was a terrible idea. We were hungover. Like, you know, nothing sounds as good when you're drunk. And then he called like two weeks later and then he just kept sending Excel sheet after Excel sheet. And he's like, what if we do this? What if we do this? We only need to sell 37 a day to break even like lobster rolls, lobster rolls. And so they eventually said yes, because he was so annoying, he just wouldn't leave me alone. I was like, this guy's persistent. He played D1 hockey. He's a competitor. He's not going to let this fail. So we agreed. Like I was going to be on the West Coast. I was going to oversee the truck. He was going to ship the product. Hopefully we break even. That was the goal. The goal was to break even. How quickly they're after doing it, buying a truck? Probably like six months later. Yeah. So we worked on the idea and, you know, we leisurely it was there was no urgency. And what does the truck need exactly is just like refrigeration, depends on what you're doing. But for us, it was refrigeration, a couple of fryers, a flat top grill, some soup wells, pretty easy. And again, we knowing now what we have as opposed to what that was, you know, our trucks now are ridiculous. And so then your first step is you decide to do it. You have a menu. It's simple. I imagine. Easy items. We're in a one bedroom here on King's Road in West Hollywood. OK. We're in my kitchen. Yeah. We're literally on my stove top, cooking up rolls, being like, yeah, yeah, you like this one. All right, cool. This is what we'll do. Yeah, you want to do this one? No, I don't like the, all right, cool. Let's do that. So you had like seven items. Menu creation done. We literally had no idea what we were doing. We didn't tell anyone we were doing it. So we waited about a year before we told anyone. What year is this, by the way? This is 20, well, 2011. We worked on it. We launched in April, 2012. So almost like pre, definitely pre-Instagram, Facebook, Twitter. Twitter was kind of around early social days. And we just, you know, we didn't tell our families. We didn't want to have any like naysayers. We didn't want to have any negativity because, you know, like. You're protecting it. You're protecting it. Not from like, not from an, like, oh, you're going to steal my idea, but more from like a just a, you know, people hate on things and you suddenly listen to it. You know, so if I, if I told you I was going to serve lobster off a food truck, you might be like, oh. Yeah. I might ask you more questions. Yeah. And then I might be like, shit, maybe it's not that good of an idea. Yeah. Maybe I fucked this up. Yeah. So, so we didn't do that. That's actually smart. You protected your mindset there. Yeah. Yeah. We, we ended up opening, I put out a tweet. You know, we probably had like, I don't know, 27 Twitter followers at the time, but it was a photo of me, Jimmy, and my grandfather on the rocks in Maine. I said, if you want to get fresh, Maine lobster, come here tonight. And Urban Daddy, for some inexplicable reason, picked it up. We didn't have PR. I didn't even know what PR was at the time. And they picked it up, blasted it out, said, you guys want lobster in LA? Go see these cousins. They're from Maine. And then. Where did you do it? Where was your first spot? We were in the Portuguese food hall, you know, in South Bay, just some random location. And again, we're hoping to do like 30, 40 rolls. We opened the window and there was a line of like 60, 70 people. And I knew literally at that moment I turned in, I was like, yo, this is going to be big. Like this is going to be big. And I was like, you can't leave because he was supposed to go back to Boston. Yeah. You can't leave. You can't go. And you sold out. I imagine. You sold out. We were, I mean, we made like six grand in cash, six grand in sales. We came home that night to my one bedroom. We're on the coffee table, counting cash like, what, what just happened? You know, like this is what the, what the fuck? That's amazing. And then we got an email from Shark Tank that night. And they reached out to about 20 entrepreneurs every year. That's crazy. Like, hey, would you ever consider going on the show? So a tweet, urban daddy. And then boom. And then one of those Shark Tank. And they're like, we like the idea. We think you guys would be great. Two months later, we're on Shark Tank, partner with Barbara Corcoran. Fuck you. I mean, like insane. That's unbelievable. Okay. So when you were offered, so at this point you're almost like, you didn't tell anybody you're saying, right? You protected the idea a little bit. You have success the first day. While you're in the transition of like applying to Shark Tank, are you starting to tell people now? Are you like, all right. Tell people about what? Like your friends. No, no. Before we opened. Okay. We told everyone before we opened. And was the hard part figuring out the sourcing or did you guys have that like nail bend? No, everything was hard. We had no idea what we were doing. Everything. I mean, and again, it wasn't really hard. It was more just like we were winging it, you know, knowing what we know now. But we were going off of like our gut for everything. You know, now, if I was to give you advice on how to start a business, I would know, oh, bro, we didn't, we knew nothing about anything. That's, I think that's the secret, honestly. Like when I think about everything I'm doing, I'm definitely in over my skis all the time. Yeah. But somehow it's like there's control in that. And then you figure out like that's the only way to do it, actually. You can't, you have to be a little delusional. You can't, you're not going to have it figured out. If you play logic, you won't do it. It's not logical to do these ventures. Correct. Then it's like addicting. Then you're like, oh, that's dope. Yeah. And then once people get a little bit of taste of that success or like, oh shit, we can do this. Yeah. Like I manifested that thing. Wait a second. We actually can, you know, you can actually do. And then it's like gasoline on a fire for people like us, right? For you. 100%. So you go when you get in over your skis, but then you do something and you do it well. You mess up and you still do it well. Yeah. And you're like, wait a second. I can do that. And then that's like, goodbye. I just watched the movie Air and on it, they get like the Tenants of Nike. I think number six or something was like, results are perfect. The process will never be perfect. Just keep moving. Something like that. And I was like, that's exactly it. Correct. That's exactly the thing. The process always sucks. You guys were going to go on Shark Tank. Did you, did you realize how big the show was? No, I didn't even know what, what the show, I didn't even never heard it. Cause it's your two months into this entrepreneurship journey. So it's early. It's also 2012. So Shark Tank was in it. So I think we were on season four, I think. So they were only on three seasons. They weren't that big. I don't really watch reality TV. I watch sports. So I had no idea. Jimmy knew. So did you guys rehearse a bunch? Were you, were you not nervous at all? Cause we didn't really know. Yeah. No, we rehearsed. That's the one thing we did the best. We, we watched like 50 episodes. We had index cards and we wrote down questions cause we realized the sharks at that time, especially all said the same questions. So Damon would say this and Barbara would say this and Mark would say this. So we just flipped on the other side and we just wrote our answers. And then we quiz each other in my, again in my one bedroom. So I'd stand up and I'd pretend to be Kevin O'Leary and I'd say, Hey, you know, you know, I don't like the valuation or be Damon and Mark about the sourcing or whatever. And so we, we just grilled them. We'd go on runs in the neighborhood, we'd get our heart rate up and we'd be answering them. We'd stand in the mirror. He'd answer questions while I'm trying to mess with them. And we just do everything we could to kind of throw each other off and I'd done acting in New York city. And so I kind of like had brought some things into try and mess with Jimmy, especially when the lights came on. We weren't scared. That's so smart. Low and behold. Like creating special environments. Yeah. It was like, I'd take the hairdryer out and strangle myself in front of him in the mirror and do all kinds of weird shit. And he'd be sitting there continuing with his pitch, continuing with his pitch. And we did well. We wanted to represent state of Maine. Well, we wanted to, you know, we didn't want to come off as like cocky or egotistical. That was like the biggest thing. And we wanted to deal. We wanted to deal with Barbara. You wanted to deal with Barbara the whole time. Yeah. We wanted to deal with Barbara. And so you go and ask him for 55,000 for what, 10%, 15% percent? 15%. No. We asked for 5%. We settled for like 15. Okay. I just love it how they're all asking you how you got to that valuation. And I'm like, I'm watching. I'm like, these guys don't. It's so early. It's so, it's too, you know, so we were just doing the math. We'd done 150,000 in sales for the first two months or like, oh, it's probably a million dollar business. So there you go. Yeah. You know, and. And one truck. It scales quickly. Yeah. And in hindsight, it's a steal, right? Because. Totally. Like it's. Why do you think Barbara liked you? Why do you? What was it about you guys that, because she seemed like she just really, there was something about her that connected with you guys personally. Yeah. I think she likes people that I think she, she didn't think we were bullshitting. You know, she's in New York or she doesn't like bullshit. I think she, she liked the idea. She knew she could help from like a branding standpoint. I think that's it. I mean, and I think she's in love with me too. So there's, there's also that. Yeah. Yeah. She wants you. Yeah. And she, I mean, and she's still involved in the business. Yeah. Yeah. Yeah. She's as involved as we want her to be. After you guys closed, how quickly did it actually materialize after? Or was it, was it quick? Because sometimes the DD process. Ours was quick. Yeah. We had everything dialed in. And then was she more interested? Was she like, okay, cool. Like I see the levers here. Let's do XYZ. Let's open up a storefront. No. She was more, she again, she was more, she's more like following our beat. So she was like, well, what do you guys want to do? We want another truck. Get another truck. And we got two trucks. We got three trucks. We got four trucks. And that's when she was like, you guys need to franchise. And I was like, what's franchise? I literally, that was, what does that mean? When, how quickly after you go on, like how many trucks do you guys have out there when the show airs? Two. Maybe we just got the second one maybe. And what, tell me what happens then. Oh, it was just, it was already ridiculous. It was already insane and it just doubled. We doubled our sales. Everything doubled. But we were already like everywhere we went was like mile long lines. And you always considered that the food trucks are so great because they're quick. They're affordable. Correct. The startup costs aren't that high. You can rent them out if you, if you want to. And so there's like, it's a lower risk option. At what point do you guys start thinking, let's go to a storefront? Pretty soon. Okay. And it was a mistake. Yeah. Why? Well, the first one we went to is we went and did like a pop-up somewhere where he did like a shared space. And it was a nightmare because it was a co-branded space and we didn't realize how important individual branding and, you know, that whole vibe was we're like, oh, shit, we'll serve it in this bar. It's great. We have our logo on the menu. Boom. But people were confused. Yeah. You know, like, I don't get it. I thought I was coming to your place. Not a bar. We had a big time suck and a big lesson and Barbara told us not to do it. Most of the times we don't listen to her truthfully. We're like, no, we know we're doing, you know, so like that was a big lesson and that kind of taught us like you got to stay in your lane and do, do what you do. We eventually opened a location here on Santa Monica in West Hollywood. We were, we were there for about eight years and we did it ourselves. The Trader Joe's over there. Yeah. Exactly. I used to go there at night for a lobster bisque. There you go. This is years ago. Cool. Yeah. Cause it was like, we lived in West Hollywood also. What didn't you like about the retail environment in that setting and like the brick and mortar? I didn't like it. I was enamored with it. Like I thought it was awesome and everyone wants to say they own a restaurant, but that's like ego. That's true. Everyone's ego is like, I own a place. It's a vanity place. I own a restaurant, not a food truck. I own a restaurant. You know, it's like it's so much more sexy. But the truth is, is like it's way more risky. It doesn't necessarily make more money. It depends on the location. Like we have some in our system that crank, but for the most part our food trucks are the breadwinners. They do massive sales and you can go to the market and you can serve and make tons of dough and leave and go home. It's that simple. You don't have to pay rent and be stuck in a single location. Our food also, in my opinion, it's the flexibility of the truck that was. It's flexibility. It's the ability to like go serve different people, to always be mobile, to not always be on. And I think like depending on your food, our food doesn't necessarily do well when oversaturated. Lobster isn't an everyday food. It's not an every every week food, you know. So depending on your neighborhood, unless you have tons of turnover and tons of tourists, you know, people get tired of it. And it's also not as exciting. When we come and we bring our food truck, it's exciting. It's exciting. They're here. They're here. Let's go. Let's go. And then when we take it away like damn, when are they coming back? Right. Not for two weeks. Damn. How long did it take you to figure out the franchise model? We're still figuring it out. Yeah. It's hard. I mean, we're about eight years in or seven years in, seven, eight years. It took us a good four or five years before. When I say figure it out, it means like being comfortable with your rules and what you stand for. I mean, we figured it out right away because we, but you don't know what you don't know. You don't know if your ideas are right. You don't know if like your vision is going to work. And that was our big trepidation where like, man, we know we do well in LA, but when we open in Raleigh, North Carolina, how the fuck are we going to do there? Yeah, exactly. And how do we make these people money? How do you empower them? And how do we empower? How do we make them buy in? How do we make them care? They just want to make money. And so when you guys do that, what do you offer? What do you provide? What is the franchisee doing? We provide an amazing support system training. We train in Maine. We bring them on boats. They catch lobsters before they open. They come. We do on training here in Los Angeles. We go to their location. We do training there. Our team is amazing. Our staff is amazing. They're always supportive. Everything. We can name any aspect of the business. We have a staff member that's like dedicated and ready to help and we care, right? We had thousands of leads initially for franchises and we sold 10 because we wanted to figure out what we were doing before we like made money and we've never made moves for money. That's the one thing we never have done. We've never like sold out to make more money and we've never like made this decision for money ever. And by doing that, we've always made more money, you know? Because I think when people cut, yeah, when people cut corners and they're like, if I do this, I'll make some more cash, you will in the beginning, but not in the end. Yeah, it doesn't work. Have you ever thought about branching out like where the business is today? Do you does anything that you're going on like branching out to different food topics or different food trucks? Because to some extent you've you figured out a lot, right? You figured out food trucks work. Obviously the lobsters work. But is there another food item that you're passionate about? You know what I'm saying? Like, because you know the game now from a different lens, right? Before it was like, I just want to get lobster in the hands of so many. Now the game is like, I've actually created this business where I know the levers for growth and can we just swap out? Maybe it's not lobster. Maybe it's something else. Yeah. Truthfully, for me, no. The reason why is I just know how hard the business is and I feel like we hit a good spot and I don't think I'm good enough or knowledgeable enough to hit another spot like that. I mean, I think about it with my buddies where I was like, yeah, let's open a pizza place, you know, let's open burgers, you know, like as I love that kind of food. But I'm comfortable staying in my lane, being the best. I think I'm the best. I think we are the best. Staying in our lane and getting better and still learning. There's so much to learn in a business, right? So I'm comfortable with that. I mean, of course we flirt with the ideas all the time, but we're branching out. You know, we have an e-commerce business. You guys make lobster case ideas now, too. Yeah, we have. Yeah. So there you go. We have a little bit of some diversity. Yeah. I was just at a birthday party, a friend of mine. She was the former CEO of IMAX. Yeah. And so she had she had a truck. She had ours? Yeah. Oh, cool. Hell yeah. That's awesome. Yeah. She's an East Coaster also. So obviously she's from. She's from Long Island. That's the Long Island. Yeah. But then she went to she lived in Boston for a little while. That's the coolest thing is like finding all these East Coast transplants that are out here or people that just like our food. Like, you know, we've we've done a lot of cool people. And it's it's it's a it's always I mean, it makes us feel good. I believe because our food is a nostalgic taste. It's a very much like a taste of home. So when people like it and they get that feeling, it makes you feel makes you feel good during COVID for me personally. It was so I grew up in Massachusetts. My wife's from the Cape also. And so we would eat lobster rolls during COVID. And it was like a thing of like a reminder of home. And there was a real nostalgia to that. And I don't think people really understood it because it's like we couldn't fly home. We couldn't or we could, but it would just be annoying or there's all these risks. And so it was just like driving to a place to have a lobster roll was was the moment. And it was really special. It was really cool. It was celebratory point. Yeah. And like freeing during COVID. It was like that's the thing. It was like we felt free. It was weird. We did well with COVID for that. I mean, for the A, because we could still serve, you know, but but B, because people wanted a reason to be happy and they wanted to they wanted to feel like they could still treat themselves to something just like what you're describing. And that's that's our food. Yeah. Where's the business today? Business is cranking. We've got about 50 food trucks, 10 restaurants, something along those lines. We have a good amount in queue, very happy franchisees, happy corporate staff. We're growing, you know, we're in a growth mode right now where you guys raise capital after Shark Tank. No, no. OK, no. Any plan? How big do you want to grow this? Do you want to sell this one day? I don't know. Is it already beyond your wild? If you go back to the conversation of you and Jimmy at the bar, yeah, is it already just the craziest story? Of course, I mean, it was crazy with one truck that was wild. You know, and then and where we are now is unheard of for for us, because we didn't we didn't even know it existed. These opportunities, you know, I think nowadays for kids, young adults that watch Shark Tank, this is just a different day in age. I'm 42. When I was in school, people didn't talk about owning your own business. People didn't say you could do this. I had no clue, you know, personally that you could do things like this. So I had no knowledge of what my expectations could be or should be. So when as it's unfolded and as we went from this to this to this, to this mouse, to that mouse, to where it is right now, it's it's unfathomable for us because I didn't even know it existed. It's a, you know, so that's something we when we talked to Mindy, it was the same thing. She was talking about when the when the show first came about entrepreneurship was still like a dirty word to some extent. Like you had to be kind of crazy, you know, everyone was on nine to five, which makes sense logically, right? It's like a safe thing to do. And so for you to go on your own is kind of crazy. And then for the show to do so well and she was saying how like today you can go to school, major in entrepreneurship until the world has changed and it's almost like a safer space. Still hard, but safer. We do stuff all the time for kids, like a teacher will reach out to us and be like, hey, my class is doing a thing on Shark Tank and they want to present their pitches. Would you be interested in judging? You know, if there were a fifth grade class in in Michigan, like, yeah, let's do it, you know, so we'll we'll zoom with the class. But we get it all the time. So they're starting at that age, you know, which is cool. So I mean, I think like we're opening children's minds up and it's not only about making money. Most most of the time they're like, hey, I want to do this because it's it's important to me. You know, I want to get fresh water to Africa. I want to do these types of things like, dude, these kids are thinking like that. You know, when I was in sixth grade, what was I thinking about? So it's really impressive. That's true. Let me ask you some dumb questions. Will the world ever run out of lobster? No. OK, it's impossible. No, we I mean, that main lobster. What about fishermen? Is that the hard part? What's the hard part of like the supply? Well, we are a sustainable lobster fishery in Maine. So, you know, there's measures in place so that doesn't happen. So you don't overfish and other areas. You know, yeah, you might. The hard part for us, the most important part is just maintaining consistency. So we would never sacrifice quantity, sacrifice quality for quantity ever. So, you know, this isn't a trinket. It's not we always say it's not a mass produced burger or a toy or something that you can just order 10 more million of. So there isn't there's a limit. There's a limit for us. There's a limit for everyone. I don't know what that is. And we're not necessarily trying to, you know, make this every day mom and pop or every day like McDonald's or something. Sure. Has that ever been like I'm sure you've got an email or two about about that concept, though, about somebody saying, Hey, we should do this like McDonald's. Yeah, we could email. So yeah, we could create all kinds of stuff. Does your mind ever go maybe? No. And we were in the beginning. We used to entertain stuff like this, because again, we didn't know any better. So you'd be more apt to just like try shit because you know, whatever. Yeah, let's go. What do you think? And again, ego, our egos, especially as young men, it's exciting to hear things like this. It's exciting to be like, oh, we could be in a pop up restaurant. Those things are exciting. But now we're not, you know, we're older. We've we've been through the trenches and our egos are we've been humbled. More than anything, we've been humbled. That's honest. When I started my first company, people were like, oh, why'd you start it? And I'm like, because I went to school for civil engineering. And when I'm in Boston at a bar telling girl I went to school for civil engineering, she doesn't care. The conversation's over. Yeah. But if I tell her I have this company, this is what I do. Yeah. She's willing to talk to me for the next 10 minutes. Like, that's it. That's why I started the company, right? Which I think is honest. Like, it's like we're at the end of the day, men. We're trying to, you know, procreate and whatever. Hell yeah. Like, and it's true. And that's what kind of got me an entrepreneurship, I think. And then I saw it and I was like, oh, it's cool. And then I just fell in love with the business. And the thing, the thing we were talking about earlier, like living over your skis is like an addiction to me now. And now we're just trying to find a crank. What's on deck? Anything new? Anything you're releasing? Anything you're working on? What's on deck for us? I mean, we have just more units opening, new cities. We just brought on a new person for growth specifically, which is the first time we've ever done it. Like a COO or like, no, for franchise sales. We've never done that. Most of our leads and calls have been, I'd say, 95% inbound or internal growth. So someone saw our truck and they called or our current franchisee wants to grow somewhere else. We just brought someone in actually to actually procure more leads into target specific markets. If someone wants to do that, what's the cost? Can you give people like a window into what's the process? Is there an application process? What's the cost? Yeah, they have to go online. They submit something. The franchise fees, $38,500. But there's there's other costs associated, like, you know, whether you want to buy a truck or a restaurant, there's build out costs associated with that. You know, our trucks right now are around $250,000. They're sexy. They're really nice. I was going to say that's amazing. Yeah, they're amazing. What we do, I just think is incredibly special. We really, really do something special. Do you have a favorite location or like a destination you want to be in? We've talked about Maui. We've talked about Maui, but and that's just because I like to surf and I love Maui. But I don't know, man, like, you know, I'm surprised, truthfully, like if I told you like our best regions, there are some of them are just these small elbow cities. You know, we do well in Oklahoma City. We do really well in Columbus. We do really well in Pittsburgh. Why do you think that is? Are you finding like the East Coasters in Oklahoma City? I just think it's because we're bringing something somewhere that they've never had and it's not accessible and it didn't exist. Kind of like what happened here in LA. It just wasn't there. So like we're bringing something and I also think there's an amount of appreciation from people in those areas. They're like, hey, thanks for coming. Thanks for we'll drive and I say Columbus. So let's say we're in Columbus. We'll drive an hour, hour and a half out of Columbus, the middle of nowhere, like nowhere, but we'll advertise on Facebook, tell people we're going there to so-and-so's wine shop or bike, bike shop or whatever and we'll show up and, you know, they'll do 20 grand in sales. And the people there are like, dude, thank you so much for coming, you know, this is awesome. This is exciting. It's a treat. This is cool. And our franchisee is stoked because, you know, he just made tons of money. That's really, really cool. And we're excited because we're in a market servicing areas that we never would have gone to. Again, think of a brick and mortar. You can't pick them up and leave. You would have never left downtown Columbus to go out there. Right. So it's cool. I just love the feeling of it that you're talking about. Like I really believe it, you know. It's like you're giving somebody a window into something so special. 100%. And that just happens to be a business for you, which is epic. I mean, that's such a good, it's amazing. That's rare, you know what I mean? And it was so cool. And it wasn't planned and it wasn't, we had no idea. So as we've, as the business has unfolded, we've realized just that, just what you're describing, but we didn't, we're not smart enough to know that. Like we were like, let's just do this. And we had no clue if people, how many people out here were from the East Coast or how many people felt the same way that we do about lobster or felt the same way that we do about family and all those things. So like when you're talking about your bites, it's not just food, it's like, our food has like family and taste and summertime and you know, beach and salty air, like all that stuff is wrapped into that. And you kind of like, you know, or you went to school there and you went to college and you remember all these things about college and whatever, you know. Or you have people, we used to go to camp up there and we drop our kids off and we get like, that's fucking cool. So they remember their kids. But it's not like a burger. Everyone fucking needs burgers. That's the difference. I really love that. How's the relationship today with Barbara? Amazing. Yeah, still. You're not married to her though. Not yet. Well, my wife doesn't know about dinner. Now we, she's like family. We're 10, 11 years in, right? She's family to us. So we talk to her mostly about personal stuff, not even really about business stuff. You know, we text her, she'll text back about silly shit. Well, we go to New York, we hang out, go to her house, eat dinner, stay there. Like it's not, it's much more now about personal life than business. Yeah, she's the real deal. They all are. They all are all the real deal. We've met them all. Damon was the first person in line at our restaurant and I did it opened and we had no clue. I thought that was so cool, by the way, that they all showed up for you. I was still in the shower. My cousin called. He said, go, Damon's here. I was like, dude, come on. I was like, seriously, get down here. That's amazing. Cousin's lobster. Go check it out. Thanks for coming on the podcast. Thank you for having me. I appreciate you sharing the story. Oh yeah. If you made it this far, I bet you loved the episode. 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