1 00:00:00,160 --> 00:00:02,800 Speaker 1: Welcome to an all new episode of her playbook. Her 2 00:00:02,800 --> 00:00:05,960 Speaker 1: Playbook podcast is presented by Kendra Scott, Game Day, Just 3 00:00:06,000 --> 00:00:09,080 Speaker 1: Scott Personal Find your winning look at Kendra Scott, where 4 00:00:09,080 --> 00:00:13,039 Speaker 1: team spirit meets personal style. Shop jewelry, accessories and more 5 00:00:13,080 --> 00:00:16,000 Speaker 1: at your New York area Kendra Scott store or online 6 00:00:16,280 --> 00:00:19,600 Speaker 1: at Kendrascott dot com. I'm Madeline Burke, and I am 7 00:00:19,680 --> 00:00:22,599 Speaker 1: thrilled to be joined this week by our guests. She's 8 00:00:22,640 --> 00:00:26,480 Speaker 1: an entrepreneur, philanthropist, and founder of Kendra Scott. Miss kendras 9 00:00:26,480 --> 00:00:27,520 Speaker 1: Scott herself. 10 00:00:27,200 --> 00:00:29,360 Speaker 2: Oh my so much. I'm so thrilled to be here 11 00:00:29,360 --> 00:00:30,880 Speaker 2: with you. Thank you for having me. 12 00:00:30,800 --> 00:00:33,400 Speaker 1: Thank you so much for coming, for sharing your time. 13 00:00:34,320 --> 00:00:36,680 Speaker 1: This gorgeous jewelry of yours we've got on the table, 14 00:00:36,680 --> 00:00:38,680 Speaker 1: although I have to start by saying, I notice a 15 00:00:38,680 --> 00:00:42,600 Speaker 1: piece of jewelry you're wearing that isn't kendraw Scott. Congratulating engagement. 16 00:00:42,880 --> 00:00:45,640 Speaker 2: Oh, thank you so much. He did great. You know, 17 00:00:45,880 --> 00:00:48,000 Speaker 2: it's a really exciting time for us for sure, So 18 00:00:48,120 --> 00:00:48,559 Speaker 2: thank you. 19 00:00:48,640 --> 00:00:52,440 Speaker 1: Congratulations to you and Zach. Now we got to talk 20 00:00:52,479 --> 00:00:56,000 Speaker 1: about your business as a founder, a female founder who 21 00:00:56,080 --> 00:00:58,960 Speaker 1: has taken a business from five hundred dollars to a 22 00:00:59,120 --> 00:01:02,720 Speaker 1: billion dollar business. That is an incredible story. 23 00:01:02,880 --> 00:01:03,240 Speaker 2: Thank you. 24 00:01:03,760 --> 00:01:05,520 Speaker 1: One of the things that I love about your story 25 00:01:05,600 --> 00:01:08,520 Speaker 1: is how it started almost not as the goal. Right 26 00:01:08,600 --> 00:01:10,920 Speaker 1: you were you had the hat box going and you 27 00:01:10,959 --> 00:01:13,360 Speaker 1: were selling jewelry on the side, But when you closed that, 28 00:01:14,040 --> 00:01:16,760 Speaker 1: the jewelry kind of found its way to the forefront. 29 00:01:16,959 --> 00:01:18,720 Speaker 1: How often in life do we see this too, where 30 00:01:18,760 --> 00:01:21,160 Speaker 1: we think we're going one direction and then another one 31 00:01:21,640 --> 00:01:22,319 Speaker 1: becomes the path. 32 00:01:22,400 --> 00:01:24,240 Speaker 2: I mean, I think that happens so much in life. 33 00:01:24,280 --> 00:01:26,039 Speaker 2: Sometimes we get in our heads like it has to 34 00:01:26,080 --> 00:01:28,680 Speaker 2: be a certain way. I was running this hat company 35 00:01:28,680 --> 00:01:30,479 Speaker 2: and I thought, I'm going to open one hundred hat 36 00:01:30,520 --> 00:01:33,440 Speaker 2: stores across the country. Everyone's going to wear hats again, 37 00:01:33,480 --> 00:01:36,000 Speaker 2: like it's nineteen forty, and I really just had my 38 00:01:36,120 --> 00:01:38,720 Speaker 2: mindset on that had to be the thing. But what 39 00:01:38,840 --> 00:01:41,240 Speaker 2: was working was the jewelry I was making and putting 40 00:01:41,240 --> 00:01:43,560 Speaker 2: on the counter each day that was selling out. And 41 00:01:43,600 --> 00:01:46,440 Speaker 2: when I closed that business after, you know, people didn't 42 00:01:46,440 --> 00:01:49,280 Speaker 2: wear hats like it was nineteen forty. Unfortunately, that failure 43 00:01:49,640 --> 00:01:53,559 Speaker 2: turned into what would become my greatest success. Customers kept 44 00:01:53,560 --> 00:01:56,040 Speaker 2: calling me not for hats, but for the jewelry, and 45 00:01:56,120 --> 00:01:59,200 Speaker 2: so I got a job after I closed the hat Box, 46 00:01:59,360 --> 00:02:02,320 Speaker 2: and I was my side hustle, was making jewelry and 47 00:02:02,400 --> 00:02:04,960 Speaker 2: literally started this business on a card table in my 48 00:02:05,040 --> 00:02:08,560 Speaker 2: extra bedroom and realize, you know, hey, maybe there's something here. 49 00:02:09,000 --> 00:02:12,160 Speaker 2: And having that courage to try to start a second business, 50 00:02:12,200 --> 00:02:14,880 Speaker 2: to try again and use all the knowledge that I 51 00:02:14,960 --> 00:02:17,360 Speaker 2: learned from those years at the hat Box. Running that 52 00:02:17,400 --> 00:02:20,160 Speaker 2: little store day in and day out, gave me so much, 53 00:02:20,240 --> 00:02:22,200 Speaker 2: you know, that I needed to know to do the 54 00:02:22,240 --> 00:02:23,640 Speaker 2: next thing I was going to do, the thing that 55 00:02:23,720 --> 00:02:25,240 Speaker 2: actually ended up working. 56 00:02:25,480 --> 00:02:27,840 Speaker 1: Yeah, And it's so funny how sometimes the thing that 57 00:02:27,880 --> 00:02:30,200 Speaker 1: comes from your own passion, the thing that you'll do 58 00:02:30,960 --> 00:02:33,440 Speaker 1: just for the love of it, becomes something that you know, 59 00:02:33,639 --> 00:02:37,519 Speaker 1: turns into a billion dollar business here and how that 60 00:02:37,600 --> 00:02:39,600 Speaker 1: path kind of shows itself. 61 00:02:39,560 --> 00:02:41,079 Speaker 2: Well, you know, I mean, we're you know, we're here 62 00:02:41,080 --> 00:02:44,000 Speaker 2: on the Her Playbook podcast, and it's like talk about playbooks. 63 00:02:44,080 --> 00:02:46,000 Speaker 2: Right when you're in the middle of a game, sometimes 64 00:02:46,040 --> 00:02:48,560 Speaker 2: you've got to change direction. And I think with any 65 00:02:48,680 --> 00:02:50,600 Speaker 2: you know, same thing with a business, right, I mean, 66 00:02:50,639 --> 00:02:52,799 Speaker 2: you look at the best laid plans, sometimes you've got 67 00:02:52,800 --> 00:02:55,360 Speaker 2: to pull them up and go Twenty twenty happened my 68 00:02:55,440 --> 00:02:58,480 Speaker 2: twenty twenty plan ended up being very different when COVID 69 00:02:58,560 --> 00:03:00,320 Speaker 2: hit and I had to rip that playbook and I 70 00:03:00,320 --> 00:03:02,200 Speaker 2: had to create a whole brand new one for our 71 00:03:02,240 --> 00:03:04,720 Speaker 2: business and brand. And that's part of it is being 72 00:03:04,800 --> 00:03:07,720 Speaker 2: agile and being able to kind of remove yourself and 73 00:03:07,760 --> 00:03:10,080 Speaker 2: get that three sixty approach and go, what do we 74 00:03:10,120 --> 00:03:12,400 Speaker 2: need to do different right now? What's not working? Because 75 00:03:12,440 --> 00:03:14,320 Speaker 2: sometimes when you're in the weeds in the middle of 76 00:03:14,360 --> 00:03:17,000 Speaker 2: the forest, it's hard to see where you're trying to head. 77 00:03:17,200 --> 00:03:19,440 Speaker 2: You've got to really get yourself over it. And you know, 78 00:03:19,560 --> 00:03:22,200 Speaker 2: I fortunately was able to get that perspective. It took 79 00:03:22,280 --> 00:03:25,440 Speaker 2: me shutting down that first business to gain that and then, 80 00:03:25,560 --> 00:03:27,760 Speaker 2: like I said, having the courage to try again to 81 00:03:27,840 --> 00:03:30,520 Speaker 2: push through those doors of fear, which I know can 82 00:03:30,520 --> 00:03:33,000 Speaker 2: stop so many people from moving forward in their life, 83 00:03:33,000 --> 00:03:35,400 Speaker 2: to go, I'm going to be courageous again and give 84 00:03:35,440 --> 00:03:36,080 Speaker 2: it another go. 85 00:03:36,240 --> 00:03:39,400 Speaker 1: Well, entrepreneurship in itself is scary, right getting yourself out there. 86 00:03:39,400 --> 00:03:41,840 Speaker 1: You're putting your own resources on the line to try to, 87 00:03:42,200 --> 00:03:44,280 Speaker 1: you know, make something that tips the scales a bit, 88 00:03:44,360 --> 00:03:46,840 Speaker 1: and sometimes it just takes the right person to believe 89 00:03:46,880 --> 00:03:49,400 Speaker 1: in you. I love the story of early on in 90 00:03:49,520 --> 00:03:51,839 Speaker 1: Kendri Scott when you got a call from Oscar dela 91 00:03:51,920 --> 00:03:54,920 Speaker 1: Renta and you didn't actually believe it was Oscar Delerue. 92 00:03:54,960 --> 00:03:57,080 Speaker 2: No. I mean we were tiny, Okay, we had like 93 00:03:57,120 --> 00:03:59,119 Speaker 2: I think there were seven of us in the company, 94 00:03:59,520 --> 00:04:01,560 Speaker 2: and the phone and one of our you know, one 95 00:04:01,600 --> 00:04:03,680 Speaker 2: of my team members said there's somebody on the phone 96 00:04:03,720 --> 00:04:06,400 Speaker 2: from Oscar Delarenta's office. And I laughed and I thought, 97 00:04:06,440 --> 00:04:08,520 Speaker 2: it's one of my friends probably calling me. They're like, 98 00:04:08,720 --> 00:04:11,440 Speaker 2: it's a New York City area code like and I'm like, 99 00:04:11,480 --> 00:04:13,680 Speaker 2: I have friends in New York. Like, there's no way 100 00:04:13,920 --> 00:04:17,679 Speaker 2: someone from Oscar Delarent's office is calling Kendra Scott in Austin, Texas. 101 00:04:18,000 --> 00:04:18,880 Speaker 3: And I picked up the phone. 102 00:04:18,880 --> 00:04:21,120 Speaker 2: I'm like, uh huh, you know, Joe like, who is it? 103 00:04:21,200 --> 00:04:22,120 Speaker 2: Who's pranking me? 104 00:04:22,640 --> 00:04:24,160 Speaker 3: And it really was his office. 105 00:04:24,200 --> 00:04:26,640 Speaker 2: And in turn, that was working in his office that 106 00:04:26,800 --> 00:04:29,760 Speaker 2: was from Texas was wearing a piece of my jewelry 107 00:04:29,760 --> 00:04:31,839 Speaker 2: and he noticed it and said, I love what you've 108 00:04:31,839 --> 00:04:32,120 Speaker 2: got on. 109 00:04:32,279 --> 00:04:32,880 Speaker 3: Who made that? 110 00:04:33,160 --> 00:04:35,680 Speaker 2: And she's like, it's a Texas designer Kendra Scott. He goes, 111 00:04:35,720 --> 00:04:38,080 Speaker 2: that's the look I want for this show. Call her 112 00:04:38,120 --> 00:04:40,279 Speaker 2: and get her to come to New York and I 113 00:04:40,279 --> 00:04:42,280 Speaker 2: mean I remember at that point, you know, I had 114 00:04:42,320 --> 00:04:44,640 Speaker 2: no investors. I was doing everything on a line of 115 00:04:44,640 --> 00:04:47,599 Speaker 2: credit and credit card debt. I had not that much 116 00:04:47,640 --> 00:04:49,520 Speaker 2: more room on my credit card to get a flight 117 00:04:49,560 --> 00:04:51,800 Speaker 2: to New York City. And I'm like, okay, I've got 118 00:04:51,800 --> 00:04:54,320 Speaker 2: to make this work. I'm going to see Oscar Dilaarenta 119 00:04:54,760 --> 00:04:57,479 Speaker 2: and meeting him, I mean, I can't talk about what 120 00:04:57,520 --> 00:05:00,320 Speaker 2: an experience that was, and he gave this very young 121 00:05:00,360 --> 00:05:04,160 Speaker 2: designer an opportunity and watching my pieces go down that 122 00:05:04,320 --> 00:05:07,280 Speaker 2: you know, runway. I've never been to a runway show 123 00:05:07,360 --> 00:05:09,760 Speaker 2: before in my life, and the first one I ever 124 00:05:09,800 --> 00:05:12,800 Speaker 2: went to was Oscar Delaurenta seeing my jewelry walk down, 125 00:05:12,880 --> 00:05:15,880 Speaker 2: and it was just a surreal moment and one that 126 00:05:15,960 --> 00:05:18,839 Speaker 2: I thought, if he believes in me, then maybe I 127 00:05:18,920 --> 00:05:22,120 Speaker 2: do have something here. And you know those days of doubt, 128 00:05:22,160 --> 00:05:24,159 Speaker 2: those days where I felt like, you know, there's a 129 00:05:24,160 --> 00:05:26,600 Speaker 2: million jewelry designers out there, why is anybody going to 130 00:05:26,720 --> 00:05:29,400 Speaker 2: choose me or pick me? I thought he picked me. 131 00:05:30,000 --> 00:05:32,960 Speaker 2: And if mister Delaurenta see something, I've got to see 132 00:05:32,960 --> 00:05:35,600 Speaker 2: something in myself too, And I think that's so true. Like, 133 00:05:35,640 --> 00:05:38,520 Speaker 2: sometimes we just need a little bit of recognition or 134 00:05:38,560 --> 00:05:40,560 Speaker 2: a little bit of fuel in our tank, whether that's 135 00:05:40,600 --> 00:05:42,479 Speaker 2: an order that I got from a boutique that would 136 00:05:42,520 --> 00:05:45,480 Speaker 2: be like, Okay, keep going, Kendra, there's something here. And 137 00:05:45,560 --> 00:05:48,400 Speaker 2: each of those things just gave me that energy that 138 00:05:48,440 --> 00:05:49,919 Speaker 2: I needed to keep moving forward. 139 00:05:50,120 --> 00:05:51,880 Speaker 1: Right And when you think about it, too, it's not 140 00:05:51,960 --> 00:05:53,640 Speaker 1: just about the fact that he bet on you, but 141 00:05:53,839 --> 00:05:56,680 Speaker 1: you said, yes, you leans in. You bet on yourself 142 00:05:56,720 --> 00:05:59,840 Speaker 1: because oftentimes you know an opportunity might present itself and 143 00:06:00,480 --> 00:06:02,720 Speaker 1: you know one might be nervous to lean into it 144 00:06:02,839 --> 00:06:04,359 Speaker 1: or say, oh, I don't know, I'm not ready for that. 145 00:06:04,600 --> 00:06:06,720 Speaker 1: How did you kind of push yourself to be like, 146 00:06:06,760 --> 00:06:09,159 Speaker 1: I'm going to do this. You had what seventy two hours? 147 00:06:09,200 --> 00:06:11,800 Speaker 2: We had seventy two hours to create the collection, and 148 00:06:11,839 --> 00:06:13,520 Speaker 2: he said, I don't know if any of it will 149 00:06:13,600 --> 00:06:15,320 Speaker 2: make it, Like I've got to see it to know, 150 00:06:16,040 --> 00:06:18,080 Speaker 2: But you have seventy two hours. He needed a lot 151 00:06:18,080 --> 00:06:20,480 Speaker 2: of different pieces, and my team we just stayed up. 152 00:06:20,400 --> 00:06:21,119 Speaker 3: Around the clock. 153 00:06:21,360 --> 00:06:24,400 Speaker 2: We were fueled with catheene and we just kept going 154 00:06:24,440 --> 00:06:26,599 Speaker 2: and making these pieces by hand. I remember going to 155 00:06:26,680 --> 00:06:28,479 Speaker 2: a store here in New York after that meeting and 156 00:06:28,520 --> 00:06:31,200 Speaker 2: picking up tons of different materials here just so that 157 00:06:31,240 --> 00:06:33,039 Speaker 2: I could bring them all back to Texas with me 158 00:06:33,400 --> 00:06:35,840 Speaker 2: and carrying them back on the plane and bringing them home. 159 00:06:35,880 --> 00:06:38,520 Speaker 2: And we just stayed up making these pieces, waiting for 160 00:06:38,560 --> 00:06:41,080 Speaker 2: the call. And we got the call from his office. 161 00:06:41,240 --> 00:06:42,719 Speaker 2: They said, Hendra, you need to come back to New 162 00:06:42,800 --> 00:06:45,400 Speaker 2: York for the show. Every single one of your pieces 163 00:06:45,480 --> 00:06:47,600 Speaker 2: is going to be on the runway. And I just 164 00:06:47,680 --> 00:06:49,800 Speaker 2: like could not believe it. I could not believe it. 165 00:06:49,920 --> 00:06:52,640 Speaker 1: That's incredible and it's one of many moments of growth 166 00:06:53,040 --> 00:06:56,760 Speaker 1: and checkpoints along the way for Kendrick Scott the business. 167 00:06:57,000 --> 00:07:00,360 Speaker 1: You went from being featured in other department stores having 168 00:07:00,360 --> 00:07:02,640 Speaker 1: your own brick and mortar stores and quite a few. 169 00:07:02,720 --> 00:07:06,080 Speaker 1: Now I know that that's such an important experience for 170 00:07:06,600 --> 00:07:09,680 Speaker 1: the consumers and the clients and the customers of yours. 171 00:07:09,680 --> 00:07:12,640 Speaker 1: But what is so special about the brick and mortar 172 00:07:12,720 --> 00:07:13,720 Speaker 1: experience at Kendriscotts. 173 00:07:13,800 --> 00:07:15,720 Speaker 2: It's the same thing as when you watch a football 174 00:07:15,760 --> 00:07:18,720 Speaker 2: game in TV or you go to the stadium right 175 00:07:19,200 --> 00:07:22,280 Speaker 2: the energy, the excitement, the connection you make with the 176 00:07:22,280 --> 00:07:24,920 Speaker 2: fans around you, the connection you make with the players 177 00:07:24,920 --> 00:07:27,160 Speaker 2: that are playing on the field. You can't get that. 178 00:07:27,200 --> 00:07:29,640 Speaker 2: When you're sitting in your living room, you're still exciting, 179 00:07:29,880 --> 00:07:33,200 Speaker 2: it's still wonderful, But when you're in the four walls 180 00:07:33,200 --> 00:07:36,400 Speaker 2: of a brand that focuses on connection first, where you 181 00:07:36,440 --> 00:07:39,200 Speaker 2: can feel the energy and walk into the world of 182 00:07:39,680 --> 00:07:42,480 Speaker 2: and really become connected to that brand in a really 183 00:07:42,520 --> 00:07:45,680 Speaker 2: personal way. You know, we're hosting We hosted over twenty 184 00:07:45,680 --> 00:07:48,679 Speaker 2: five thousand events as a company last year. So Kendra 185 00:07:48,800 --> 00:07:52,680 Speaker 2: gives back events with local community, you know, outreach programs 186 00:07:52,680 --> 00:07:55,960 Speaker 2: that we do in local charities. We're doing birthday parties, 187 00:07:56,000 --> 00:07:58,800 Speaker 2: celebrating you know, brides with their bridesmaids, getting their. 188 00:07:58,800 --> 00:07:59,840 Speaker 3: Jewelry at the color bar. 189 00:08:00,200 --> 00:08:03,480 Speaker 2: We have all of these amazing activities and moments happening 190 00:08:03,480 --> 00:08:06,280 Speaker 2: in our stores, and I think you can't create that 191 00:08:06,400 --> 00:08:09,840 Speaker 2: in just a digital experience. So retailers that are strictly 192 00:08:09,840 --> 00:08:12,920 Speaker 2: going digital or closing brick and mortar may be losing 193 00:08:12,960 --> 00:08:16,520 Speaker 2: the fact that they are losing that connection. Human touch 194 00:08:16,640 --> 00:08:20,120 Speaker 2: is vital in this world. We are not robots, we 195 00:08:20,200 --> 00:08:23,440 Speaker 2: are not AI We are humans and we really require 196 00:08:23,480 --> 00:08:25,280 Speaker 2: that touch and the only way we can do that 197 00:08:25,600 --> 00:08:28,400 Speaker 2: is when we bring community together. And so hopefully we're 198 00:08:28,400 --> 00:08:30,720 Speaker 2: not going to start just seeing football games on our phones. 199 00:08:30,800 --> 00:08:31,840 Speaker 3: Right, We've got to have that. 200 00:08:31,840 --> 00:08:35,240 Speaker 1: Experience, right, And there's something so personal about jewelry and 201 00:08:35,280 --> 00:08:37,800 Speaker 1: so hoctile about, you know, touching it and feeling it 202 00:08:37,840 --> 00:08:40,280 Speaker 1: and thinking, Okay, does this resonate with me rather than 203 00:08:40,320 --> 00:08:43,800 Speaker 1: just a photograph of it and having that experience. 204 00:08:43,360 --> 00:08:44,160 Speaker 3: One thousand percent. 205 00:08:44,200 --> 00:08:46,960 Speaker 2: And our stores, you know, we have jewelry freely displays 206 00:08:47,120 --> 00:08:49,160 Speaker 2: on tables because I want you to touch and feel it. 207 00:08:49,160 --> 00:08:51,600 Speaker 2: I don't want you to wait and ask somebody to 208 00:08:51,679 --> 00:08:53,160 Speaker 2: have to go and see it. I want you to 209 00:08:53,160 --> 00:08:55,600 Speaker 2: pick it up and try it on and have fun 210 00:08:55,679 --> 00:08:58,280 Speaker 2: and be part of that experience. Color Bar you can 211 00:08:58,320 --> 00:09:00,920 Speaker 2: sit and actually pick the stone you want and we'll 212 00:09:00,960 --> 00:09:02,679 Speaker 2: set it for you right in front of you at 213 00:09:02,720 --> 00:09:05,280 Speaker 2: color Bar with all these different jewelry pieces that you 214 00:09:05,320 --> 00:09:08,600 Speaker 2: can select from. So it's that interaction, it's that creating 215 00:09:08,760 --> 00:09:12,120 Speaker 2: customization and personalization that you can only get in an 216 00:09:12,160 --> 00:09:14,760 Speaker 2: in store environment, which is so fun and exciting for us, 217 00:09:14,760 --> 00:09:17,520 Speaker 2: and why we opened twenty six stores this year. 218 00:09:17,600 --> 00:09:19,360 Speaker 3: Wow, crazy amount. 219 00:09:19,040 --> 00:09:22,000 Speaker 1: And still growing and still growing owing. Yeah, girl, still 220 00:09:22,000 --> 00:09:25,040 Speaker 1: pointing up. The jewelry is gorgeous and one of the 221 00:09:25,040 --> 00:09:27,600 Speaker 1: things that I love about it as a sports girly myself. 222 00:09:27,960 --> 00:09:30,520 Speaker 1: Is the fact that you've got these precious football necklaces. 223 00:09:30,559 --> 00:09:33,520 Speaker 1: I'm not wearing mine today, but I have two at home, 224 00:09:33,640 --> 00:09:36,000 Speaker 1: and I think that that is just such a great 225 00:09:36,480 --> 00:09:38,160 Speaker 1: Every time I wear it, friends of mine are like, oh, 226 00:09:38,400 --> 00:09:39,800 Speaker 1: does she make it in this sport? Does she make 227 00:09:39,800 --> 00:09:41,200 Speaker 1: it in that sport? But I know that you're a 228 00:09:41,200 --> 00:09:43,360 Speaker 1: football girly at heart. How did that come about? 229 00:09:43,440 --> 00:09:46,000 Speaker 2: I am so you know, my son is my littlest 230 00:09:46,080 --> 00:09:49,080 Speaker 2: is twelve years old and he is so into flag football. 231 00:09:49,840 --> 00:09:52,360 Speaker 2: He is actually right now his team is in the playoffs, 232 00:09:52,400 --> 00:09:54,880 Speaker 2: so mom is super excited over here. But you know, 233 00:09:54,920 --> 00:09:57,760 Speaker 2: I'm always wearing to his games and to the Longhorn games. 234 00:09:57,800 --> 00:10:00,840 Speaker 2: It's game day colors. It's about supporting team and I 235 00:10:01,000 --> 00:10:03,480 Speaker 2: do that through my accessories. And I was just looking 236 00:10:03,559 --> 00:10:05,760 Speaker 2: at We're the brand of color. We create the most 237 00:10:05,800 --> 00:10:09,720 Speaker 2: beautiful colored gemstones and have these beautiful pieces and every 238 00:10:09,760 --> 00:10:12,440 Speaker 2: team is represented by their team colors. And so it 239 00:10:12,559 --> 00:10:15,240 Speaker 2: started with game day colors and then bringing in the 240 00:10:15,280 --> 00:10:18,240 Speaker 2: football necklace. We have the helmet. Now we have you know, 241 00:10:18,320 --> 00:10:21,520 Speaker 2: the megaphone for cheerleaders, and we had so many requests 242 00:10:21,520 --> 00:10:23,920 Speaker 2: for every sport. So I mean, we're doing it all now, 243 00:10:23,960 --> 00:10:26,840 Speaker 2: from baseball to soccer to you name it. We've got 244 00:10:26,880 --> 00:10:27,400 Speaker 2: you covered. 245 00:10:27,480 --> 00:10:30,959 Speaker 1: That's amazing. And having that one initial design, how did 246 00:10:30,960 --> 00:10:32,680 Speaker 1: you think, Okay, this is going to have to be 247 00:10:32,760 --> 00:10:33,440 Speaker 1: on the necklace? 248 00:10:33,760 --> 00:10:36,199 Speaker 2: Well, I mean, we love natural stones, so that football 249 00:10:36,240 --> 00:10:39,720 Speaker 2: necklace is goldstone, and so I hadn't seen anything that 250 00:10:39,840 --> 00:10:43,679 Speaker 2: was done with like beautiful natural stones before. And again 251 00:10:43,760 --> 00:10:45,760 Speaker 2: I had no idea what the reception would be. I 252 00:10:45,840 --> 00:10:47,400 Speaker 2: knew that I would love it. I knew that the 253 00:10:47,440 --> 00:10:50,520 Speaker 2: other moms watching football might like it. But we literally 254 00:10:50,520 --> 00:10:52,960 Speaker 2: sold out within like a few days when we first 255 00:10:53,000 --> 00:10:55,800 Speaker 2: launched the football necklace, and we thought, okay, you know, 256 00:10:55,880 --> 00:10:57,920 Speaker 2: and usually that's the case for people out there thinking 257 00:10:57,960 --> 00:11:01,040 Speaker 2: about businesses. If you want something, nine times out of ten, 258 00:11:01,160 --> 00:11:03,719 Speaker 2: other people do too. And so if there's a need 259 00:11:03,760 --> 00:11:05,480 Speaker 2: out there, and there was a need, there was nothing 260 00:11:05,600 --> 00:11:08,080 Speaker 2: like this for people to express themselves that we now do. 261 00:11:08,120 --> 00:11:10,480 Speaker 2: Even where you can put your kid's numbers or your 262 00:11:10,640 --> 00:11:12,840 Speaker 2: husband or boyfriend if you're you know, if you're one 263 00:11:12,880 --> 00:11:14,440 Speaker 2: of the wives on the team, you can show their 264 00:11:14,520 --> 00:11:16,600 Speaker 2: numbers on a necklace with the football necklace, So it's 265 00:11:16,640 --> 00:11:18,960 Speaker 2: really fun. What we're doing at Kendri Scott for game day. 266 00:11:19,080 --> 00:11:20,720 Speaker 1: That's great. And I know that you guys are big 267 00:11:20,800 --> 00:11:25,280 Speaker 1: UT fans and also Giants fans. You've got a connection 268 00:11:25,440 --> 00:11:28,959 Speaker 1: with Manning organization, right, I mean Arch Manning at Texas 269 00:11:28,960 --> 00:11:30,599 Speaker 1: ELI with the Giants. 270 00:11:30,360 --> 00:11:33,040 Speaker 2: I know. I mean, we love the Manning so much. 271 00:11:33,880 --> 00:11:36,640 Speaker 2: It's just been so incredible to have Arch at the 272 00:11:36,720 --> 00:11:39,679 Speaker 2: University of Texas and his parents, Cooper and Ellen, are 273 00:11:39,720 --> 00:11:42,000 Speaker 2: good friends of mine, and it's just been such a 274 00:11:42,000 --> 00:11:44,560 Speaker 2: wonderful thing to watch him and watch him continue to 275 00:11:44,600 --> 00:11:47,079 Speaker 2: grow and excel there and we're rooting for him all 276 00:11:47,080 --> 00:11:49,320 Speaker 2: the way. So I'm so excited to have him on 277 00:11:49,360 --> 00:11:49,760 Speaker 2: our team. 278 00:11:49,960 --> 00:11:53,120 Speaker 1: Texas is such an important place for you, not just 279 00:11:53,160 --> 00:11:56,280 Speaker 1: as a university and as a football fan, but also 280 00:11:56,400 --> 00:11:59,839 Speaker 1: ks Wellie a program that you've started there for young 281 00:12:00,120 --> 00:12:04,200 Speaker 1: entrepreneurs and this is really a unique experience in the 282 00:12:04,280 --> 00:12:06,760 Speaker 1: United States. Is one of very few institutes that gives 283 00:12:06,800 --> 00:12:11,960 Speaker 1: this entrepreneurship experience to young adults. Yes, how important is 284 00:12:12,000 --> 00:12:14,480 Speaker 1: that to kind of impart what you've learned along the 285 00:12:14,520 --> 00:12:15,600 Speaker 1: way to the younger generation. 286 00:12:15,679 --> 00:12:18,160 Speaker 2: It was so important to me because I believe so 287 00:12:18,160 --> 00:12:22,640 Speaker 2: so wholeheartedly that when you are given the tools, you're unstoppable. 288 00:12:22,760 --> 00:12:26,199 Speaker 2: And you know, learning the entrepreneurial mindset can help anybody, 289 00:12:26,320 --> 00:12:28,680 Speaker 2: whether you're wanting to be an entrepreneur or not, even 290 00:12:28,679 --> 00:12:31,360 Speaker 2: in just thinking about goal setting and your career. So 291 00:12:31,520 --> 00:12:34,480 Speaker 2: giving that type of training and teaching the entrepreneurial mindset 292 00:12:34,760 --> 00:12:38,040 Speaker 2: to every person that I could, no matter what their background. 293 00:12:38,120 --> 00:12:40,600 Speaker 2: I wanted it open to all majors. I remember at 294 00:12:40,600 --> 00:12:42,640 Speaker 2: one point somebody telling me, Oh, you're an artist, you're 295 00:12:42,640 --> 00:12:44,640 Speaker 2: a designer, you can't be you know, you can't run 296 00:12:44,679 --> 00:12:47,960 Speaker 2: a business because you're a creative. Well that's simply not true. 297 00:12:48,040 --> 00:12:49,920 Speaker 2: You just need to have the tools right and a 298 00:12:49,920 --> 00:12:51,640 Speaker 2: lot of times creatives that, by the way, make the 299 00:12:51,679 --> 00:12:54,839 Speaker 2: best entrepreneurs. But that bridges your right to left brain. 300 00:12:55,160 --> 00:12:57,200 Speaker 2: So I wanted it open to all majors. So we've 301 00:12:57,200 --> 00:13:00,200 Speaker 2: got students in the School of Education and Engineering, and 302 00:13:00,480 --> 00:13:02,680 Speaker 2: I actually put my student center in the Fine Arts 303 00:13:02,679 --> 00:13:06,760 Speaker 2: building because I loved the juxtaposition of an entrepreneurship program 304 00:13:06,760 --> 00:13:09,760 Speaker 2: in the Fine Arts building. And it's so awesome because 305 00:13:09,760 --> 00:13:13,360 Speaker 2: seeing all these folks come from diverse backgrounds, but seeing 306 00:13:13,440 --> 00:13:15,960 Speaker 2: and that unlock when they learn that, oh my gosh, 307 00:13:16,000 --> 00:13:17,920 Speaker 2: I can do these things. I can see these things, 308 00:13:17,960 --> 00:13:20,920 Speaker 2: the confidence it brings them. It's just been an amazing 309 00:13:21,000 --> 00:13:24,320 Speaker 2: thing to watch. I teach entrepreneurship women in entrepreneurship at 310 00:13:24,320 --> 00:13:26,880 Speaker 2: the University of Texas as well, and it's just been 311 00:13:26,920 --> 00:13:29,880 Speaker 2: awesome to see these women just feel empowered and ready 312 00:13:29,920 --> 00:13:32,520 Speaker 2: to go and really influence the next generation. 313 00:13:32,840 --> 00:13:34,920 Speaker 1: It's such a unique skill to be able to do it, 314 00:13:34,960 --> 00:13:36,760 Speaker 1: to execute it in the way that you have, and 315 00:13:36,880 --> 00:13:38,959 Speaker 1: also be able to teach it as well. And I 316 00:13:38,960 --> 00:13:42,360 Speaker 1: can imagine that would be a challenge at first of curating. Okay, 317 00:13:42,400 --> 00:13:45,240 Speaker 1: how do I bottle this up and package it in 318 00:13:45,240 --> 00:13:47,400 Speaker 1: a way that's going to make sense to people? How 319 00:13:47,559 --> 00:13:51,440 Speaker 1: was that process like of curating? Essentially the curriculum of it. 320 00:13:51,520 --> 00:13:53,959 Speaker 2: So this is one of the only classes that's off campus. 321 00:13:54,000 --> 00:13:56,760 Speaker 2: It's actually in our headquarters in Austin, Texas. We are 322 00:13:56,800 --> 00:13:58,760 Speaker 2: really close to the University of Texas, so it makes 323 00:13:58,800 --> 00:14:01,000 Speaker 2: it pretty convenient for the student. But they get to 324 00:14:01,040 --> 00:14:03,679 Speaker 2: come in and really learn about Kendra Scott, what makes 325 00:14:03,679 --> 00:14:05,920 Speaker 2: our brand and business special, what has been some of 326 00:14:05,920 --> 00:14:08,640 Speaker 2: the things that is our secret sauce to success. They 327 00:14:08,640 --> 00:14:10,800 Speaker 2: get to really get a whole case study on our 328 00:14:10,840 --> 00:14:13,280 Speaker 2: business and brand, And then the last six weeks, I 329 00:14:13,400 --> 00:14:15,800 Speaker 2: challenge them to come up with their own business idea 330 00:14:15,880 --> 00:14:18,960 Speaker 2: and place them in groups together with people with different backgrounds. 331 00:14:18,960 --> 00:14:22,320 Speaker 2: So you'll get all of those different majors together around 332 00:14:22,320 --> 00:14:24,800 Speaker 2: a table and together they come up with an idea 333 00:14:25,120 --> 00:14:27,600 Speaker 2: and they have to really formulate that how are they 334 00:14:27,600 --> 00:14:30,160 Speaker 2: being disruptive? Are they filling white space in the market? 335 00:14:30,400 --> 00:14:33,040 Speaker 2: What is their purpose in what they're doing? Is there 336 00:14:33,040 --> 00:14:35,280 Speaker 2: a why behind their brand? All the things that they 337 00:14:35,400 --> 00:14:38,240 Speaker 2: see and they've learned about Kendra Scott they now get 338 00:14:38,280 --> 00:14:40,920 Speaker 2: to implement putting into their own idea. And then their 339 00:14:40,960 --> 00:14:43,680 Speaker 2: final which will be coming up very soon, is pitch 340 00:14:43,720 --> 00:14:46,120 Speaker 2: style Shark Tank style to myself and I bring in 341 00:14:46,160 --> 00:14:49,120 Speaker 2: some other entrepreneurs in Austin and they pitch their idea 342 00:14:49,200 --> 00:14:49,560 Speaker 2: to us. 343 00:14:49,600 --> 00:14:50,960 Speaker 3: So it's really. 344 00:14:50,680 --> 00:14:52,960 Speaker 2: Fun to see them come full circle from really learning 345 00:14:52,960 --> 00:14:56,320 Speaker 2: and understanding to then putting those tools really into action. 346 00:14:56,640 --> 00:14:59,600 Speaker 1: And have you ever had a student that's pitched one 347 00:14:59,680 --> 00:15:01,720 Speaker 1: charked style that you're like, I mean, I know you've 348 00:15:01,720 --> 00:15:03,960 Speaker 1: been on Shark Tank too. We'll get to that. Anyone 349 00:15:04,000 --> 00:15:06,440 Speaker 1: from your ks Well program that you're like, I need 350 00:15:06,480 --> 00:15:07,920 Speaker 1: to invest in this business. 351 00:15:07,520 --> 00:15:10,359 Speaker 2: Well, I haven't personally invested, but we have brought founders 352 00:15:10,400 --> 00:15:13,000 Speaker 2: and we have brought them investments. So we have you know, 353 00:15:13,120 --> 00:15:16,600 Speaker 2: dozens and dozens of now women who have founded businesses 354 00:15:16,600 --> 00:15:19,320 Speaker 2: and gotten funding because of their participation in the Kender 355 00:15:19,360 --> 00:15:22,520 Speaker 2: Scott Women's Entrepreneur Leadership Institute, which is so exciting. 356 00:15:22,640 --> 00:15:25,520 Speaker 1: Yeah, and in that vein too and giving back to 357 00:15:25,560 --> 00:15:27,840 Speaker 1: some of these younger entrepreneurs. You did make an appearance 358 00:15:27,880 --> 00:15:31,800 Speaker 1: on Shark Tank and what was that experience like for you? 359 00:15:32,000 --> 00:15:34,120 Speaker 2: So this is my fourth season as a guest Shark 360 00:15:34,280 --> 00:15:36,880 Speaker 2: and every time I get into the tank, it's still surreal. 361 00:15:37,160 --> 00:15:37,320 Speaker 1: You know. 362 00:15:37,400 --> 00:15:40,280 Speaker 2: I remember watching it as a young entrepreneur and learning 363 00:15:40,360 --> 00:15:42,400 Speaker 2: from the show. I mean, it's such a show that 364 00:15:42,760 --> 00:15:45,840 Speaker 2: not only is inspiring and multi generational, which I love, 365 00:15:45,960 --> 00:15:47,920 Speaker 2: Like you could have my son and me and my 366 00:15:47,960 --> 00:15:49,800 Speaker 2: eighty six year old father in the same room and 367 00:15:49,840 --> 00:15:52,280 Speaker 2: everybody is loving watching the show. And I don't know 368 00:15:52,280 --> 00:15:55,040 Speaker 2: how many shows on television still do that, but Shark 369 00:15:55,080 --> 00:15:57,400 Speaker 2: Tank is one of them. But I remember watching it 370 00:15:57,440 --> 00:16:00,160 Speaker 2: and learning so much and then to now sit in 371 00:16:00,200 --> 00:16:02,920 Speaker 2: the seat, you know, with Mark Cuban and you know, 372 00:16:03,000 --> 00:16:06,800 Speaker 2: Kevin O'Leary and Laurie and all these amazing business people 373 00:16:06,840 --> 00:16:09,960 Speaker 2: and be by their side shoulder to shoulders is super 374 00:16:10,040 --> 00:16:12,800 Speaker 2: humbling and it is surreal, and I love it so much. 375 00:16:12,880 --> 00:16:15,440 Speaker 2: I love seeing entrepreneurs walk in because I can relate 376 00:16:15,480 --> 00:16:18,040 Speaker 2: so much. I remember what it felt like starting a 377 00:16:18,040 --> 00:16:20,400 Speaker 2: business with just five hundred dollars on a card table. 378 00:16:20,720 --> 00:16:23,040 Speaker 2: I understand where they are in their business, and I 379 00:16:23,080 --> 00:16:25,400 Speaker 2: feel like, you know, I've walked over the last now 380 00:16:25,440 --> 00:16:27,560 Speaker 2: almost twenty four years in this business. I've had so 381 00:16:27,560 --> 00:16:29,800 Speaker 2: many peaks and valleys, and if I can help some 382 00:16:29,880 --> 00:16:33,240 Speaker 2: of these entrepreneurs avoid some of those valleys, it gets 383 00:16:33,240 --> 00:16:35,160 Speaker 2: me really excited to be able to pay it forward. 384 00:16:35,440 --> 00:16:38,120 Speaker 1: I'd imagine too, you know, with all you've accomplished being 385 00:16:38,160 --> 00:16:41,400 Speaker 1: on that set with all those sharks, there's so much wisdom. 386 00:16:41,480 --> 00:16:43,880 Speaker 1: I'm sure there's so much that you're still learning too 387 00:16:43,880 --> 00:16:44,880 Speaker 1: about that process. Oh. 388 00:16:44,880 --> 00:16:46,920 Speaker 2: We all learn from each other, and we learn from 389 00:16:46,960 --> 00:16:49,760 Speaker 2: the entrepreneurs. I mean they bring in ideas into the 390 00:16:49,800 --> 00:16:52,400 Speaker 2: tank sometimes and I'm like, what if we think of that? 391 00:16:52,480 --> 00:16:55,520 Speaker 2: You know, this is amazing. So you know, we're always learning, 392 00:16:55,560 --> 00:16:57,920 Speaker 2: and I think you'll see the best entrepreneurs and the 393 00:16:58,200 --> 00:17:01,040 Speaker 2: people out there. They have an appetite for learning. We 394 00:17:01,080 --> 00:17:04,199 Speaker 2: have an apt where we're curious people. Every day I 395 00:17:04,240 --> 00:17:05,639 Speaker 2: wake up and I want to be better than I 396 00:17:05,760 --> 00:17:08,560 Speaker 2: was yesterday. I never want to be complacent and I 397 00:17:08,640 --> 00:17:10,840 Speaker 2: love to learn. And so when I get on that set, 398 00:17:10,880 --> 00:17:13,360 Speaker 2: you know, we're constantly bouncing ideas off of each other 399 00:17:13,520 --> 00:17:15,919 Speaker 2: and talking about things that are happening in the world 400 00:17:15,960 --> 00:17:18,520 Speaker 2: and really getting insight from one another. And it's just 401 00:17:18,560 --> 00:17:20,600 Speaker 2: a great it's just a great place to be those 402 00:17:20,680 --> 00:17:22,000 Speaker 2: days on set fly By. 403 00:17:22,200 --> 00:17:24,640 Speaker 1: I can imagine, Yeah, can imagine. And I think when 404 00:17:24,680 --> 00:17:26,760 Speaker 1: a lot of the young entrepreneurs come in, they always 405 00:17:26,760 --> 00:17:29,400 Speaker 1: have a story, right, a story, not just a product, 406 00:17:29,480 --> 00:17:31,760 Speaker 1: not just a business, but also a narrative around it. 407 00:17:32,200 --> 00:17:35,359 Speaker 1: How important is it as an entrepreneur to not just 408 00:17:35,440 --> 00:17:37,760 Speaker 1: have a great product but also a great story. 409 00:17:38,080 --> 00:17:40,040 Speaker 2: Well it's you know, it's you have to have all 410 00:17:40,080 --> 00:17:42,080 Speaker 2: of the things right. It can't be one or the other. 411 00:17:42,680 --> 00:17:44,880 Speaker 2: You have to have some a product that is really 412 00:17:44,920 --> 00:17:48,160 Speaker 2: solving a problem. But if you don't have a passionate founder, 413 00:17:48,200 --> 00:17:50,959 Speaker 2: who has purpose, who is driven by more than I 414 00:17:51,000 --> 00:17:52,639 Speaker 2: just want to make a lot of money, because if 415 00:17:52,680 --> 00:17:54,320 Speaker 2: you're going to have that, you care never going to 416 00:17:54,320 --> 00:17:57,399 Speaker 2: survive entrepreneurship because the valleys are so dark sometime. If 417 00:17:57,440 --> 00:18:00,400 Speaker 2: you don't have a greater meaning and purpose around why 418 00:18:00,440 --> 00:18:02,399 Speaker 2: you're doing this business, you're not going to make it 419 00:18:02,440 --> 00:18:05,760 Speaker 2: through those dark days. So it's really also about a 420 00:18:05,880 --> 00:18:09,119 Speaker 2: passionate founder who you can tell that like they're ready 421 00:18:09,160 --> 00:18:11,200 Speaker 2: to weather all the storms that are going to be ahead, 422 00:18:11,240 --> 00:18:14,160 Speaker 2: and they've got that grit, they have that resilience, they've 423 00:18:14,200 --> 00:18:17,320 Speaker 2: got that drive, but they're also open to be like, okay, 424 00:18:17,840 --> 00:18:20,199 Speaker 2: we talked about that three P sixty approach, to be 425 00:18:20,240 --> 00:18:23,040 Speaker 2: able to be pivot, to be agile, that they can't 426 00:18:23,040 --> 00:18:25,320 Speaker 2: be so set in their ways that it's this way 427 00:18:25,400 --> 00:18:27,720 Speaker 2: or the highway. So you are looking for all of 428 00:18:27,760 --> 00:18:29,840 Speaker 2: those things and that pitch as we're talking to them 429 00:18:30,119 --> 00:18:32,040 Speaker 2: to see is this a viable business that I could 430 00:18:32,040 --> 00:18:34,679 Speaker 2: invest in and all those things have to check the 431 00:18:34,680 --> 00:18:37,040 Speaker 2: boxes for me to go ahead and make an offer. 432 00:18:37,359 --> 00:18:39,960 Speaker 1: Yeah. So, I mean philanthropy is something that is such 433 00:18:40,000 --> 00:18:42,040 Speaker 1: an important element of your business as well. 434 00:18:42,359 --> 00:18:44,320 Speaker 2: It's you know, it's at the heart of everything we do. 435 00:18:44,400 --> 00:18:46,640 Speaker 2: So my first company, the hat Box, I started when 436 00:18:46,680 --> 00:18:49,440 Speaker 2: my stepfather had brain cancer and I met so many 437 00:18:49,560 --> 00:18:52,480 Speaker 2: women and men undergoing chemotherapy and I wanted to create 438 00:18:52,520 --> 00:18:55,719 Speaker 2: comfortable headware solutions for them and I really felt like 439 00:18:55,720 --> 00:18:57,960 Speaker 2: and my stepfather was a big part of this. He said, baby, 440 00:18:58,000 --> 00:18:59,680 Speaker 2: you've got to use the gifts that you were given 441 00:19:00,080 --> 00:19:02,320 Speaker 2: and do something good. You have a really short time 442 00:19:02,320 --> 00:19:04,840 Speaker 2: on this earth, and I want you to make it count. 443 00:19:04,960 --> 00:19:06,880 Speaker 2: And you know, I want you to have that purpose 444 00:19:06,960 --> 00:19:09,160 Speaker 2: and think about how you can make a positive impact. 445 00:19:09,480 --> 00:19:11,520 Speaker 2: And that really stuck with me. And so when the 446 00:19:11,560 --> 00:19:14,400 Speaker 2: hat box didn't work and I was starting with the jewelry, 447 00:19:14,440 --> 00:19:16,280 Speaker 2: I thought I want to be At first, I was like, 448 00:19:16,359 --> 00:19:18,640 Speaker 2: can I create a nonprofit? But then I thought if 449 00:19:18,640 --> 00:19:20,520 Speaker 2: there's a way that I could use my love of 450 00:19:20,600 --> 00:19:23,760 Speaker 2: design and create a business that really could give back 451 00:19:23,800 --> 00:19:26,119 Speaker 2: in a meaningful way, that that would be success for me. 452 00:19:26,440 --> 00:19:28,000 Speaker 2: So in the early days, I could make a pair 453 00:19:28,000 --> 00:19:30,000 Speaker 2: of earrings for a silent auction, or I could make 454 00:19:30,040 --> 00:19:33,080 Speaker 2: it for you know, for an easy, you know, nonprofit. 455 00:19:33,359 --> 00:19:35,480 Speaker 3: But as the business grew, we were able to do more. 456 00:19:35,560 --> 00:19:37,960 Speaker 2: When we opened stores, we started hosting Kendrick gives Back 457 00:19:38,000 --> 00:19:41,080 Speaker 2: events and that built you know, a whole nother program 458 00:19:41,080 --> 00:19:44,200 Speaker 2: within when what we were doing. Since twenty ten, we've 459 00:19:44,200 --> 00:19:47,480 Speaker 2: given over seventy million dollars to women in youth nonprofits 460 00:19:47,840 --> 00:19:50,159 Speaker 2: and as a company, that's what we're all so proud of. 461 00:19:50,480 --> 00:19:53,240 Speaker 2: That's what draws my Kender Scott family members in is 462 00:19:53,280 --> 00:19:55,560 Speaker 2: they want to work for business that has purpose. 463 00:19:55,760 --> 00:19:57,480 Speaker 3: Our customers have a heart that. 464 00:19:57,440 --> 00:20:00,560 Speaker 2: Beats for their community, and when they can choose what 465 00:20:00,720 --> 00:20:02,560 Speaker 2: brands they want to be aligned with, they're going to 466 00:20:02,600 --> 00:20:05,159 Speaker 2: choose a brand that's really looking out for their local community. 467 00:20:05,440 --> 00:20:07,080 Speaker 3: So local community. 468 00:20:06,640 --> 00:20:08,879 Speaker 2: Nonprofits are a big part of what we focus on 469 00:20:08,960 --> 00:20:12,160 Speaker 2: as well, not just national large nonprofits, but we really 470 00:20:12,240 --> 00:20:14,280 Speaker 2: try to get in at the local level and see 471 00:20:14,280 --> 00:20:16,840 Speaker 2: who's doing the greatest work in that community, and we 472 00:20:16,920 --> 00:20:17,880 Speaker 2: really go all in. 473 00:20:18,640 --> 00:20:21,280 Speaker 1: Is there a moment I mean, obviously you guys have 474 00:20:21,320 --> 00:20:23,600 Speaker 1: given back so much to so many communities, but is 475 00:20:23,640 --> 00:20:25,679 Speaker 1: there a moment that sticks with you that you're like, Wow, 476 00:20:25,720 --> 00:20:27,760 Speaker 1: this is why I do this. 477 00:20:28,200 --> 00:20:30,480 Speaker 2: You know, there's so many I mean, we are in 478 00:20:30,640 --> 00:20:33,440 Speaker 2: over fifty hospitals with our Kendrick Cares program, and that's 479 00:20:33,480 --> 00:20:36,399 Speaker 2: pediatric hospitals. We bring our color bar where you can 480 00:20:36,480 --> 00:20:39,239 Speaker 2: customize jewelry, and we have, you know, patients that are 481 00:20:39,280 --> 00:20:41,600 Speaker 2: there and they're fighting for their lives in a lot 482 00:20:41,640 --> 00:20:44,160 Speaker 2: of cases, and they've got their moms by their bedside 483 00:20:44,400 --> 00:20:47,280 Speaker 2: who are just absolutely in one of the most difficult 484 00:20:47,320 --> 00:20:49,240 Speaker 2: times of their life. Can you imagine sitting there and 485 00:20:49,240 --> 00:20:51,840 Speaker 2: seeing your little one, you know, hurting for us to 486 00:20:51,880 --> 00:20:54,359 Speaker 2: come in and bring them a moment of normalcy, a 487 00:20:54,400 --> 00:20:57,320 Speaker 2: little bit of joy, a distraction where they can get 488 00:20:57,359 --> 00:20:59,760 Speaker 2: out of that and feel good and do something that 489 00:20:59,800 --> 00:21:02,720 Speaker 2: makes them feel good. Every time I go into a 490 00:21:02,760 --> 00:21:05,680 Speaker 2: Kendracares event, I leave and I'm like, Okay, we got 491 00:21:05,720 --> 00:21:06,359 Speaker 2: to keep going. 492 00:21:06,520 --> 00:21:08,160 Speaker 3: And it really affects all of us. 493 00:21:08,200 --> 00:21:10,520 Speaker 2: You know. Our employees are the ones that donate their 494 00:21:10,520 --> 00:21:13,480 Speaker 2: time to do these events every single month in these hospitals, 495 00:21:13,800 --> 00:21:16,119 Speaker 2: and it affects them too. Our store employees are in 496 00:21:16,200 --> 00:21:18,800 Speaker 2: store and now they're not just selling jewelry in another 497 00:21:18,880 --> 00:21:21,879 Speaker 2: retailer or whatever, they're able to share with their customers. 498 00:21:21,960 --> 00:21:24,520 Speaker 2: I went and did the Kendracares event at our local 499 00:21:24,720 --> 00:21:27,679 Speaker 2: pediatric hospital last week, and oh, my gosh, this is 500 00:21:27,680 --> 00:21:29,520 Speaker 2: what we're doing, and they it all of a sudden 501 00:21:29,600 --> 00:21:32,040 Speaker 2: becomes so real. And you know, one of the reasons 502 00:21:32,040 --> 00:21:34,480 Speaker 2: why we have employees stay with us for years and 503 00:21:34,560 --> 00:21:36,720 Speaker 2: years and years is because they know that their work 504 00:21:36,720 --> 00:21:39,720 Speaker 2: has purpose as well, but I have to tell you, yeah, 505 00:21:39,720 --> 00:21:43,480 Speaker 2: those Kendracares events get me every single time. I can imagine, yeah. 506 00:21:43,359 --> 00:21:46,280 Speaker 1: Imagine what goes into deciding, you know, where to put 507 00:21:46,280 --> 00:21:49,800 Speaker 1: the resources with the philanthropy, because you guys do so much, 508 00:21:50,400 --> 00:21:51,440 Speaker 1: how do you decipher? 509 00:21:51,680 --> 00:21:53,720 Speaker 2: Well, you know, we really do have a philosophy that 510 00:21:53,720 --> 00:21:56,399 Speaker 2: we always have something to give and what matters to 511 00:21:56,480 --> 00:21:58,960 Speaker 2: you matters to us. So we you know, we really 512 00:21:59,040 --> 00:22:01,440 Speaker 2: try to have our fulllananthropy and event managers in every 513 00:22:01,440 --> 00:22:04,240 Speaker 2: community really work with their local community to figure out 514 00:22:04,400 --> 00:22:06,800 Speaker 2: where can we really be the most valuable. But we 515 00:22:06,840 --> 00:22:09,080 Speaker 2: focus on women in youth and that is really where 516 00:22:09,080 --> 00:22:11,360 Speaker 2: we put the majority of our efforts. And then it's 517 00:22:11,400 --> 00:22:15,520 Speaker 2: the areas of health, wellness, education, entrepreneurship, empowerment, and so 518 00:22:15,560 --> 00:22:17,679 Speaker 2: when we can kind of focus on those areas, it 519 00:22:17,720 --> 00:22:19,600 Speaker 2: really helps us to find where we can do things 520 00:22:19,640 --> 00:22:22,120 Speaker 2: in a bigger way. But at Kendra Scott, we really 521 00:22:22,119 --> 00:22:23,480 Speaker 2: try to not turn anybody down. 522 00:22:23,760 --> 00:22:26,000 Speaker 1: Yeah, now, you guys, I mean, jewelry is one of 523 00:22:26,000 --> 00:22:27,720 Speaker 1: those things that I'm sure lights up a lot of 524 00:22:27,720 --> 00:22:30,320 Speaker 1: faces with women, youth and all that. I find it 525 00:22:30,359 --> 00:22:32,840 Speaker 1: so fascinating. Though again, you started on the card table 526 00:22:32,880 --> 00:22:36,320 Speaker 1: making these pieces yourself, and now it is such a 527 00:22:36,400 --> 00:22:39,760 Speaker 1: large scale, what is that process like of letting go 528 00:22:40,160 --> 00:22:42,920 Speaker 1: of I'm making each of these pieces on my own 529 00:22:43,000 --> 00:22:46,560 Speaker 1: to like trusting them to be made to how you see, 530 00:22:46,600 --> 00:22:49,359 Speaker 1: Because I think any small business or entrepreneur that is 531 00:22:49,480 --> 00:22:51,920 Speaker 1: trying to scale at some point it's like, all right, 532 00:22:52,000 --> 00:22:53,120 Speaker 1: how do I let go of that part? 533 00:22:53,200 --> 00:22:54,920 Speaker 3: So you stay true to your core values? 534 00:22:55,000 --> 00:22:57,000 Speaker 2: You know, at Kendra Scott the Three we talked about 535 00:22:57,000 --> 00:22:59,840 Speaker 2: our family, fashion philanthropy. So it's not just every person 536 00:22:59,880 --> 00:23:01,560 Speaker 2: that comes and works for the brand, they have to 537 00:23:01,600 --> 00:23:04,000 Speaker 2: align with our core values. Every partner that we work 538 00:23:04,040 --> 00:23:06,600 Speaker 2: with has to align with our core values. So as 539 00:23:06,600 --> 00:23:08,640 Speaker 2: we started building out our brand and working with other 540 00:23:08,680 --> 00:23:11,480 Speaker 2: craftsmen and artisans, I really needed to make sure, like, 541 00:23:11,560 --> 00:23:13,440 Speaker 2: are you aligned with who we are as a business 542 00:23:13,480 --> 00:23:16,480 Speaker 2: and brand? Do you treat your employees and your teams 543 00:23:16,480 --> 00:23:19,120 Speaker 2: the way we treat ours? And we really made sure 544 00:23:19,160 --> 00:23:22,359 Speaker 2: that we partner with partners that were like us right, 545 00:23:22,600 --> 00:23:24,760 Speaker 2: and that made such a big difference, and that cared 546 00:23:24,840 --> 00:23:27,040 Speaker 2: so much about the things we care about. We are 547 00:23:27,119 --> 00:23:31,480 Speaker 2: maniacal about customer experience. We are maniacable about creating the 548 00:23:31,520 --> 00:23:35,160 Speaker 2: best products we possibly can every single day and surprising 549 00:23:35,200 --> 00:23:37,919 Speaker 2: and delighting our customer. And so our partners have to 550 00:23:37,960 --> 00:23:40,679 Speaker 2: have that same you know, kind of like passion that 551 00:23:40,720 --> 00:23:43,199 Speaker 2: we have. And we've really been picky about who we 552 00:23:43,240 --> 00:23:45,520 Speaker 2: work with, and I think that shows in our products 553 00:23:45,560 --> 00:23:48,199 Speaker 2: because we do the details and all the things that 554 00:23:48,240 --> 00:23:50,560 Speaker 2: we do in our products are so special. And that 555 00:23:50,600 --> 00:23:53,359 Speaker 2: comes from really putting a really high standard on everyone 556 00:23:53,400 --> 00:23:55,399 Speaker 2: we work with. But you've got to have it and 557 00:23:55,440 --> 00:23:58,200 Speaker 2: put it through that lens, right, that filter of do 558 00:23:58,240 --> 00:24:00,600 Speaker 2: they align with us as a part partner? Do they 559 00:24:00,640 --> 00:24:03,560 Speaker 2: align with us as a manufacturer? Do they align with us? 560 00:24:03,800 --> 00:24:05,719 Speaker 2: You know, when you're hiring somebody and if they if 561 00:24:05,760 --> 00:24:08,040 Speaker 2: they do great, and if they don't, you got to 562 00:24:08,119 --> 00:24:08,600 Speaker 2: keep looking. 563 00:24:09,640 --> 00:24:13,119 Speaker 1: Is there something that you learned about the process of 564 00:24:13,119 --> 00:24:15,840 Speaker 1: growing a business along the way that you're Wow, if 565 00:24:15,840 --> 00:24:17,679 Speaker 1: I'd have known that at the beginning, this would have 566 00:24:17,720 --> 00:24:20,400 Speaker 1: been so much easier. I can't believe you know something, 567 00:24:20,480 --> 00:24:22,199 Speaker 1: You're like, I wish I could tell my younger self this. 568 00:24:22,440 --> 00:24:24,320 Speaker 2: I think you know, when I was first starting, it 569 00:24:24,400 --> 00:24:26,600 Speaker 2: was like I knew I needed people that were better 570 00:24:26,640 --> 00:24:28,359 Speaker 2: at things that I was not good at. Right, I 571 00:24:28,440 --> 00:24:31,080 Speaker 2: knew to get a winning team that It's really important 572 00:24:31,119 --> 00:24:33,040 Speaker 2: to know your strengths, but more important to know your 573 00:24:33,040 --> 00:24:35,560 Speaker 2: weaknesses so that you can fill people in with your 574 00:24:35,600 --> 00:24:38,840 Speaker 2: weaknesses that that's their strengths. But what I didn't realize 575 00:24:38,880 --> 00:24:40,880 Speaker 2: is that I thought, oh, the resume looks so good, 576 00:24:41,200 --> 00:24:44,119 Speaker 2: but maybe they didn't have the heart and they didn't 577 00:24:44,200 --> 00:24:46,920 Speaker 2: share what we just talked about those core values, right, 578 00:24:47,280 --> 00:24:49,480 Speaker 2: But god, they had all this great experience and I 579 00:24:49,480 --> 00:24:51,920 Speaker 2: feel like they could really help our business. But when 580 00:24:51,960 --> 00:24:54,320 Speaker 2: you bring somebody in that is not aligned with that, 581 00:24:54,320 --> 00:24:56,719 Speaker 2: that doesn't share your heart, it can be a cancer 582 00:24:56,760 --> 00:24:59,439 Speaker 2: to your organization. And I had some of those, and 583 00:24:59,520 --> 00:25:01,200 Speaker 2: I had to I had to learn the hard way, 584 00:25:01,280 --> 00:25:03,760 Speaker 2: right where from now on it's like, there are certain 585 00:25:03,840 --> 00:25:06,679 Speaker 2: skills I can teach, but I cannot teach you to 586 00:25:06,680 --> 00:25:09,440 Speaker 2: be a loving and kind and generous and thoughtful leader. 587 00:25:09,840 --> 00:25:12,040 Speaker 2: You either have that inside of you or you don't. 588 00:25:12,359 --> 00:25:14,280 Speaker 2: And so that was a hard lesson, but it was 589 00:25:14,320 --> 00:25:17,360 Speaker 2: one that I'm happy happened pretty early on because from 590 00:25:17,400 --> 00:25:20,600 Speaker 2: then on it was like higher on heart, higher on heart. 591 00:25:20,720 --> 00:25:23,080 Speaker 2: And you know, we've really had the most incredible team. 592 00:25:23,320 --> 00:25:25,400 Speaker 2: I know I'm biased, but I think on the planet 593 00:25:25,840 --> 00:25:27,919 Speaker 2: at Kendra Scott Well It is great. 594 00:25:27,640 --> 00:25:30,080 Speaker 1: That you think that, because that your opinion is the 595 00:25:30,080 --> 00:25:32,440 Speaker 1: one that matters of a Kendra Scott team right there 596 00:25:33,000 --> 00:25:35,240 Speaker 1: when you look at what you've built again, I think 597 00:25:35,280 --> 00:25:38,679 Speaker 1: it's just we've said this before, but a five hundred 598 00:25:38,760 --> 00:25:42,640 Speaker 1: dollars card table, almost craft shop to a billion dollar 599 00:25:42,920 --> 00:25:46,000 Speaker 1: industry that has given back so much and made such 600 00:25:46,040 --> 00:25:49,800 Speaker 1: an impact in the community in so many different ways. 601 00:25:50,440 --> 00:25:54,320 Speaker 1: Was there a point or a moment where you said, oh, 602 00:25:54,359 --> 00:25:57,240 Speaker 1: we've got something special here. How did you know? Was 603 00:25:57,280 --> 00:25:59,320 Speaker 1: there a tipping point that you saw or is it 604 00:25:59,359 --> 00:26:00,199 Speaker 1: all just hinds you know? 605 00:26:00,240 --> 00:26:02,280 Speaker 2: I think as you build a business, and I think 606 00:26:02,280 --> 00:26:04,399 Speaker 2: this is important for every entrepreneur because you hear the 607 00:26:04,400 --> 00:26:07,320 Speaker 2: five hundred dollars to a billion and that sounds like, oh, 608 00:26:07,359 --> 00:26:11,840 Speaker 2: overnight success and butterflies and rainbows and so easy and wonderful. Honey. 609 00:26:11,880 --> 00:26:14,200 Speaker 2: This is twenty four years of a lot of times 610 00:26:14,240 --> 00:26:16,480 Speaker 2: where throughout that I thought I might lose my business. 611 00:26:16,760 --> 00:26:18,560 Speaker 2: You know, my line of credit getting called in two 612 00:26:18,560 --> 00:26:20,560 Speaker 2: thousand and eight during the Great Recession and having to 613 00:26:20,880 --> 00:26:23,040 Speaker 2: you know, beg other bank to take on my line 614 00:26:23,080 --> 00:26:25,320 Speaker 2: of credit and believe in me. You know, there were 615 00:26:25,359 --> 00:26:28,000 Speaker 2: so many things along the way that were so hard 616 00:26:28,160 --> 00:26:30,679 Speaker 2: right building this, And I think that's so important for 617 00:26:30,720 --> 00:26:33,639 Speaker 2: people to remember because it's not like this is just 618 00:26:33,800 --> 00:26:36,800 Speaker 2: like overnight. Right, You're going to have moments in your 619 00:26:36,840 --> 00:26:39,080 Speaker 2: life where in your business where you're like, okay, it 620 00:26:39,119 --> 00:26:40,879 Speaker 2: gives you a little bit, Like we talked about the 621 00:26:40,880 --> 00:26:43,800 Speaker 2: fuel and the tank. One order led to another order. 622 00:26:43,840 --> 00:26:46,359 Speaker 2: I remember when Nordstrom wrote their first order and it 623 00:26:46,400 --> 00:26:49,240 Speaker 2: was a test order for like fifteen doors. But those 624 00:26:49,280 --> 00:26:51,879 Speaker 2: fifteen doors getting into Nordstrom, which is like to me, 625 00:26:52,000 --> 00:26:54,520 Speaker 2: like are you kidding me? I'm getting into Nordstrom. That 626 00:26:54,680 --> 00:26:57,239 Speaker 2: gave me like, Okay, maybe we have something. But it 627 00:26:57,359 --> 00:27:00,520 Speaker 2: wasn't maybe we have an over billion dollar brand. It 628 00:27:00,640 --> 00:27:02,600 Speaker 2: was like, okay, this is going to keep us going. 629 00:27:02,640 --> 00:27:04,439 Speaker 2: Maybe we can, you know, build this a little bit 630 00:27:04,440 --> 00:27:06,040 Speaker 2: bigger than we thought we could build it. 631 00:27:06,359 --> 00:27:07,480 Speaker 3: And so each of those. 632 00:27:07,320 --> 00:27:09,840 Speaker 2: Things over the last twenty four years have given me 633 00:27:09,880 --> 00:27:13,199 Speaker 2: that confidence, from Oscar de Laurenta to Northstrom believing in me, 634 00:27:13,520 --> 00:27:16,159 Speaker 2: to opening our first store and seeing lines around the 635 00:27:16,200 --> 00:27:19,560 Speaker 2: block because people just loved the experience so much and 636 00:27:19,840 --> 00:27:22,000 Speaker 2: they were just eating it up, where I thought, maybe 637 00:27:22,000 --> 00:27:24,040 Speaker 2: this is going to be more than one store, you know, 638 00:27:24,119 --> 00:27:26,040 Speaker 2: we'll we have one hundred and seventy at the end 639 00:27:26,040 --> 00:27:28,800 Speaker 2: of this year. That one store gave the confidence to 640 00:27:28,840 --> 00:27:31,080 Speaker 2: open the second store. The second store gave me the 641 00:27:31,119 --> 00:27:33,399 Speaker 2: confidence to open the third. And so I think with 642 00:27:33,480 --> 00:27:35,480 Speaker 2: a lot of people, it's not just always A to B. 643 00:27:35,760 --> 00:27:38,640 Speaker 2: You know, start and then you're this. It's all those 644 00:27:38,680 --> 00:27:41,640 Speaker 2: steps along the way and then learning everything you can. 645 00:27:42,040 --> 00:27:44,520 Speaker 2: Take your time. You don't want to go from zero 646 00:27:44,600 --> 00:27:47,240 Speaker 2: to sixty. You really want to be able to learn 647 00:27:47,280 --> 00:27:49,639 Speaker 2: and learn those lessons because if you go too fast, 648 00:27:49,680 --> 00:27:52,359 Speaker 2: too quick, you're going to make so many mistakes, and 649 00:27:52,400 --> 00:27:54,159 Speaker 2: there's going to be so many things that are going 650 00:27:54,200 --> 00:27:57,199 Speaker 2: to fall to the wayside that you haven't perfected. So 651 00:27:57,280 --> 00:27:59,639 Speaker 2: taking the time to build it thoughtfully and building a 652 00:27:59,640 --> 00:28:02,680 Speaker 2: strong foundation, because that foundation will change. When we went 653 00:28:02,680 --> 00:28:06,000 Speaker 2: from twenty five employees to twenty five hundred, I had 654 00:28:06,000 --> 00:28:08,160 Speaker 2: to put a lot of different new systems in place 655 00:28:08,200 --> 00:28:10,440 Speaker 2: and new technology and really think about how we could 656 00:28:10,440 --> 00:28:12,760 Speaker 2: scale in that way. There's no way I could have 657 00:28:12,800 --> 00:28:15,600 Speaker 2: done that if I hadn't prepared for it. So build 658 00:28:15,600 --> 00:28:19,040 Speaker 2: the strong foundation. You will get there overnight. Successes are 659 00:28:19,080 --> 00:28:21,920 Speaker 2: not real, right, they're not. Yeah, I mean I joke 660 00:28:21,960 --> 00:28:24,399 Speaker 2: because I got Breakthrough Designer of the Year from the 661 00:28:24,400 --> 00:28:27,119 Speaker 2: Accessory Circuit Council. And I was in the business for 662 00:28:27,160 --> 00:28:30,400 Speaker 2: sixteen years and I became my breakthrough and I got 663 00:28:30,440 --> 00:28:31,800 Speaker 2: up there and I got the award and I was like, 664 00:28:32,000 --> 00:28:34,080 Speaker 2: I broke through after sixteen years. 665 00:28:34,119 --> 00:28:36,680 Speaker 1: People a lot of pounding, that's right. I always say 666 00:28:36,720 --> 00:28:39,560 Speaker 1: it takes decades to build an overnight success, right, yes, 667 00:28:39,760 --> 00:28:41,560 Speaker 1: And it's also too. I think a lot of young 668 00:28:41,680 --> 00:28:43,640 Speaker 1: entrepreneurs might think, Okay, when I get to the point 669 00:28:43,640 --> 00:28:45,880 Speaker 1: where I have a billion dollar business, I can exhale, 670 00:28:45,920 --> 00:28:48,480 Speaker 1: It'll be fine. But I'm sure, as you've learned along 671 00:28:48,480 --> 00:28:50,440 Speaker 1: the way, you know, whether it's you know the hurdles 672 00:28:50,480 --> 00:28:53,760 Speaker 1: of the recessions or different changes in the markets, there's 673 00:28:53,800 --> 00:28:55,960 Speaker 1: never a moment where you can just say, oh, I've 674 00:28:55,960 --> 00:28:57,120 Speaker 1: made it, let me put my feet up. 675 00:28:57,200 --> 00:28:59,680 Speaker 2: Right, You can never be complacent in business today, no 676 00:28:59,680 --> 00:29:02,360 Speaker 2: matter what it is you're doing. You have to wake 677 00:29:02,440 --> 00:29:05,360 Speaker 2: up every single day and say, we are going to 678 00:29:05,400 --> 00:29:08,360 Speaker 2: be better than yesterday. We are going to surprise and 679 00:29:08,400 --> 00:29:11,160 Speaker 2: delight our customer every single day. How are we going 680 00:29:11,200 --> 00:29:13,680 Speaker 2: to do that? When no matter whether you're a million 681 00:29:13,720 --> 00:29:17,520 Speaker 2: dollar valuation, ten million, twenty million, a billion five billion. 682 00:29:17,840 --> 00:29:20,880 Speaker 2: If you stop having that mindset, your business will fail. 683 00:29:21,680 --> 00:29:24,440 Speaker 2: It doesn't matter how much success you have. So you've 684 00:29:24,440 --> 00:29:26,200 Speaker 2: got to wake up every day. You've got to have 685 00:29:26,240 --> 00:29:29,280 Speaker 2: a team that is like the customer is our boss. 686 00:29:29,360 --> 00:29:32,320 Speaker 2: I do not run this business. My customer runs this business. 687 00:29:32,360 --> 00:29:34,400 Speaker 2: I work for him and her, and I have got 688 00:29:34,480 --> 00:29:37,320 Speaker 2: to make sure my boss is happy every single day 689 00:29:37,480 --> 00:29:40,480 Speaker 2: so that they keep me around, right. And in order 690 00:29:40,520 --> 00:29:41,640 Speaker 2: to do that, I got to be the first one 691 00:29:41,680 --> 00:29:43,120 Speaker 2: up in the morning. I got to be the hardest 692 00:29:43,120 --> 00:29:45,280 Speaker 2: working one out there. I've got to know what all 693 00:29:45,360 --> 00:29:48,200 Speaker 2: of my competitors are doing every day, and I absolutely 694 00:29:48,240 --> 00:29:50,200 Speaker 2: have to blow them out of the water. And that 695 00:29:50,360 --> 00:29:52,280 Speaker 2: is the kind of mindset you have to be in 696 00:29:52,320 --> 00:29:53,880 Speaker 2: this world today to be successful. 697 00:29:54,280 --> 00:29:56,120 Speaker 1: That is the mindset of it. 698 00:29:56,240 --> 00:29:58,040 Speaker 2: Yeah, and that's I mean again, We're going to go 699 00:29:58,080 --> 00:30:01,040 Speaker 2: back to football analogies. These coaches are watching tape every 700 00:30:01,120 --> 00:30:03,200 Speaker 2: day with their teams. They're learning what their other teams 701 00:30:03,200 --> 00:30:05,040 Speaker 2: are doing. They're figuring out how to get in there 702 00:30:05,080 --> 00:30:08,080 Speaker 2: and beat that team. It is absolutely the same way 703 00:30:08,120 --> 00:30:10,560 Speaker 2: in business, Like you have got to be on the 704 00:30:10,600 --> 00:30:13,720 Speaker 2: ground in your business every day, working beside your team, 705 00:30:14,120 --> 00:30:17,080 Speaker 2: rolling your sleeves up, getting dirty alongside of them, but 706 00:30:17,120 --> 00:30:20,479 Speaker 2: then also paying attention to everything else that's happening around 707 00:30:20,480 --> 00:30:23,080 Speaker 2: you so that you can look behind around corners and 708 00:30:23,160 --> 00:30:25,360 Speaker 2: be ready for the next thing that's happening, and have 709 00:30:25,440 --> 00:30:28,120 Speaker 2: your team prepped and prepared to get out there and 710 00:30:28,120 --> 00:30:29,800 Speaker 2: do what they need to do to be successful. 711 00:30:29,960 --> 00:30:32,480 Speaker 1: Right because whether it's in business or on the field, 712 00:30:32,480 --> 00:30:33,600 Speaker 1: the landscape's always changing. 713 00:30:33,800 --> 00:30:35,200 Speaker 3: It's always changing. 714 00:30:34,960 --> 00:30:37,480 Speaker 1: Always changing. Kendra Scott, thank you so much for sharing 715 00:30:37,520 --> 00:30:38,479 Speaker 1: the wisdom today. 716 00:30:38,880 --> 00:30:40,080 Speaker 2: Thank you her so much. 717 00:30:40,280 --> 00:30:43,760 Speaker 1: Brought to you by Kendra Scott. She is an entrepreneur, 718 00:30:43,800 --> 00:30:46,280 Speaker 1: a philanthropist, and founder of Kendra Scott. Thank you so 719 00:30:46,360 --> 00:30:47,160 Speaker 1: much for taking the time