Once the fundraising conference got underway, Ryan kept his composure and didn't rush to talk about money. For the first two days he focused on laying groundwork: the basic workings of Hollywood, the history of Starlight Entertainment and the films it had produced, and the consistently negative image of Arabs in American cinema.
Printed materials on Starlight Entertainment and information packets on The Purge were distributed to every attendee.
The people of Abu Dhabi didn't treat money carelessly, but they weren't fools either. Getting someone to invest required earning their trust first.
Ryan had made a point of understanding his audience. Most of the attendees were genuine businesspeople, not idle heirs living off family wealth. Compared to the more closed countries in the region, the UAE had relatively open policies.
Many of the people in that room had real dealings with the Western world, and a significant number were involved in North American import and export trade.
Leaving some breathing room in the early days let potential investors look into Starlight Entertainment through their own channels back in Los Angeles. Pushing hard for money from the opening session would have had the opposite effect.
Arabs had plenty of money. They also weren't stupid.
If you wanted to raise funds, the highest standard to aim for was making sure everything you presented could hold up under scrutiny and was completely true. On that foundation, you could then paint an appropriate vision for the future.
All the information Ryan had provided was fully authentic and verifiable. The only exception was the stated budget for The Purge.
In this era, the room to maneuver a film's budget figures was considerable. Many people inside the industry couldn't fully untangle them. People outside the industry had no chance.
Over the first two days, Ryan was also watching the room carefully. Of the hundred or so people who had come through, quite a few were showing genuine interest. Several members of the Abu Dhabi royal family had also come to look around the exhibition area.
Even with the natural wariness people had toward things they didn't fully understand, Ryan's careful approach had produced a room full of genuinely interested potential investors.
Two men in white thobes walked into the venue. The slightly younger one leaned toward the bearded man beside him and asked quietly, "Hassan, how did the inquiry from your contact in Los Angeles go? Any problems with this project?"
The bearded man shot him a look. "Don't talk nonsense, Hussein. This is a project brought in by the Investment Authority."
"I'm not doubting the Investment Authority," Hussein said as they moved into the exhibition area, which was lined with posters. "It's just that the Investment Authority is operating on a different scale than us. We earned our money through actual business."
Hassan picked up a copy of the Los Angeles Times from the display table and passed it to Hussein. "One of the three biggest newspapers in the United States."
Hussein looked over the article about The Purge, then set it down and picked up several of the posters and storyboard sketches, handing them to the attendant walking behind him. "These are beautifully made. The children will love them."
Hassan had his attendant take a few copies as well before continuing. "My trade partner did some checking. The company is based in Burbank, Los Angeles, and has been operating for over ten years. The press conference at the Hilton Hotel was covered in American newspapers and magazines, and the reports are still easy to find."
He paused. "Ryan Anderson does have a cash flow problem, which is why he's looking for outside financing in the first place."
Hussein kept his voice low. "The project itself is solid?"
Hassan stroked his beard. "From what I was able to find out, this company is actually more established than the American export business I work with."
"Fair enough." Hussein set down his bag, picked up a copy of Starlight Entertainment's company profile, and flipped through it as he spoke. "That young man with the glasses seems straightforward. He spent the first two days explaining how Hollywood works and talking openly about the risks of investing in films. Would someone trying to con people bring up the risks? They would've been making big promises from day one."
Hassan pointed toward a spot across the conference floor. "I'm going to speak with him. Coming?"
Hussein asked, "Have you already decided to invest?"
Hassan said as he walked, "A small amount first, to get a feel for it. He talked about wanting to build a long-term partnership with the Investment Authority, specifically to keep Starlight Entertainment's films free from the influence of Jewish capital."
Hussein fell into step beside him. "American Jews have been smearing our name for years." He thought about the script summary he'd read and added, "Though not everyone in Hollywood is rotten. There are decent people."
Ryan had just finished a conversation with another potential investor when he saw two men in white thobes and headscarves heading his way.
"Good morning," Ryan said, in the few words of Arabic he'd picked up over the past week.
Hassan and Hussein both spoke English. They greeted him warmly and introduced themselves.
Ryan adjusted his plain-framed glasses and smiled. "Gentlemen, please sit down."
"I want to ask about the investment terms," Hassan said, getting straight to it. "What's the minimum you're accepting?"
Ryan laid several contract templates on the table in front of them. "Please take a look at the sample contracts. These have been reviewed by Lawyer Ibrahim of the Abu Dhabi Royal Law Firm, and all signed contracts will also be filed with the Investment Authority."
Saleh had come through again. He'd been an invaluable guide every step of the way.
Hassan and Hussein each picked up a copy. The contracts were printed in both English and Arabic.
"Starlight Entertainment is being shut out by Jewish-connected capital because of this script," Ryan said plainly, laying out the problem without any hesitation. Saying the difficult things openly tended to make everything else more credible.
"That's why we're looking for outside financing. We've structured three standard investment levels: $100,000, $300,000, and $500,000. We can also accommodate larger amounts. There is one thing I want to state clearly from the start, though: regardless of the investment amount, investors cannot interfere in the production itself. We need professionals making the professional decisions."
Hussein nodded. "That's fair."
Hassan silently agreed. This young American said the uncomfortable things first, which was not something you saw often. A project run by someone like that was probably worth taking seriously.
"What about the return?" A sharp look crossed Hassan's eyes.
Ryan didn't oversell it. The people sitting across from him were experienced businesspeople, not an easy audience for empty promises. He gave them a realistic picture. "Beyond the return of principal, investors receive a share of the film's box office profits proportional to their investment amount."
"Not a fixed return?" Hussein asked.
"The higher the box office, the higher your share," Ryan explained. "Regardless of box office performance, the full principal is returned after three years."
Hassan stroked his beard and said nothing.
Ryan pointed to the relevant clauses in the sample contract. "Everything is spelled out in here. If any dispute arises, Abu Dhabi is the designated jurisdiction for contract performance."
Hassan raised an eyebrow slightly. That last point showed real good faith. If anything went wrong, they could file locally in Abu Dhabi without having to go through American courts.
Before coming here, Ryan had been thinking carefully about his situation back in North America. With enough capital and three years, there was a lot that could be done. The Nasdaq especially. He had a rough recollection that the crash came at the start of the new millennium. The earlier he could get into the market, the better the returns would be.
"The return isn't very high," Hassan said.
Ryan smiled. "The impact of a film can't be measured in money alone. The names and photos of every investor will appear prominently in the end credits. There's a specific clause for that in the contract. When this film is released across the United States and beyond, those names go with it. I think that kind of visibility would also have real value for your businesses."
Hussein sat up a little straighter. "My children would see my name in the film?"
"Without question," Ryan said.
Hussein looked at Hassan, who gave a slow nod.
"I'll invest $300,000," Hussein said, no longer hesitating.
Hassan considered for a moment. "I'll do $300,000 as well." He picked up the contract. "We'll need to have a lawyer review it."
"Of course." Ryan had specifically asked Saleh to bring in a senior lawyer from the royal law firm for exactly this reason. With a real project and a properly drafted contract, there was nothing to worry about on the legal side. "Take the contracts with you and leave your contact information. We'll go from there."
Hassan and Hussein took their respective $300,000 sample contracts, left their details, discussed a few more points with Ryan, and left.
Watching them go, Ryan allowed himself a quiet breath of relief. They had been careful and thorough, but the probability of them following through was high. People who weren't serious about investing didn't ask that many detailed questions.
"Ryan!"
Saleh came over quickly, his face bright. "I have good news."
"What is it?" Ryan asked.
Saleh leaned in and said quietly, "A cousin of mine, Mansour bin Zayed, wants to meet with you privately."
Mansour bin Zayed. The name tugged at something in Ryan's memory.
"Who is he exactly?" Ryan asked.
"A genuinely powerful figure inside the Investment Authority. He currently serves as Deputy Director of the President's Office." Saleh emphasized his next words. "He has the authority to approve large investments."
Saleh pressed him to go quickly. If this meeting led to a real investment, it would not only open the door to Abu Dhabi's involvement in American cultural and entertainment projects, but it would also be a significant achievement for Saleh personally. He had no interest in going back to Abu Dhabi with nothing to show.
Before heading over, Ryan found Mary and Robert and pulled them aside briefly.
"How's it going?"
Robert's eyes were bright, and he kept his voice low but couldn't hide the excitement underneath. "Three signed letters of intent so far. Two at $100,000 and one at $300,000."
Mary added, "About the same on my end. Intended investment is close to $500,000 combined."
"Good." Ryan kept his tone steady. "Stay calm. These are letters of intent, not signed checks. If half of them convert to actual investment, that's a strong result."
He glanced over at Saleh, who was waiting nearby. "Keep going. I'm going to meet the big one from the Investment Authority."