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Speaker 1: Hi everyone. Spring is almost here, and I have just

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Speaker 1: Don't wait, sign up now at cuator dot com. That

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Speaker 1: se r a t Eur dot com. Hi everyone, I'm

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Speaker 1: Rachel though, and you're listening to Climbing in Heels. This

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Speaker 1: show is all about celebrating the most extraordinary superwoman who

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Speaker 1: will be sharing their incredible journeys to the top, all

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Speaker 1: while staying glamorous. So we're back this week with an

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Speaker 1: incredible guest that I am so happy I got to

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Speaker 1: chat with. In fact, I didn't want to stop chatting

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Speaker 1: with Annie Lawless. She's the founder of Suja Juice and

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Speaker 1: the now incredibly successful clean beauty line called Lawless. I

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Speaker 1: personally am obsessed with it. Annie's story is honestly such

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Speaker 1: an inspiration and her passion for health, wellness and beauty

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Speaker 1: is infused into everything she does. I personally love her

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Speaker 1: products and Lawless Beauty is changing the game in the

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Speaker 1: makeup industry. It's really for makeup lovers who are dying

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Speaker 1: for a clean makeup brand that actually works like proper makeup.

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Speaker 1: Annie and I found out we have a lot in common.

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Speaker 1: I'm pretty sure we are soulmates now in common, and

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Speaker 1: she's truly an amazing entrepreneur with lots of insight to share.

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Speaker 1: So let's get started.

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Speaker 2: Thank you so much for inviting me on. I have

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Speaker 2: to tell you my sister is a huge, huge fan.

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Speaker 3: Of your podcast, Like she listens to every episode really

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Speaker 3: so when I yeah, So, when I told her I

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Speaker 3: was going on, she was like, oh my god, I

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Speaker 3: can't wait. What's her name was, Stephanie?

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Speaker 1: Stephanie?

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Speaker 3: Yeah?

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Speaker 1: Is she a Lawless Yes? Hi Stephanie. Well I have

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Speaker 1: to meet her.

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Speaker 3: I told her, Oh, tomorrow, I'm going to be recording

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Speaker 3: a podcast.

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Speaker 2: Because she was packing for a trip and we were

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Speaker 2: going back and forth on different hats. She should bring

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Speaker 2: and I was like, tomorrow I'm recording on Rachel's podcast,

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Speaker 2: and she was like, I just listened to the one

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Speaker 2: about New York Fashion Week.

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Speaker 3: She knows like everything.

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Speaker 1: So cute. I love that. Oh, I'm so happy to

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Speaker 1: have you on. I'm also happy your sister loves it,

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Speaker 1: and so we know that she'll hear this, which is

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Speaker 1: great news.

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Speaker 3: Yeah, thank you for the shout out.

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Speaker 1: No, of course, Stephanie, I can't wait to meet you. Well, okay,

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Speaker 1: so first of all, I want to start off. You know,

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Speaker 1: I always like to just give a little bit of background,

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Speaker 1: just why I started climbing in heels, and you know,

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Speaker 1: I am surrounded by the most extraordinary women in my

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Speaker 1: life and in all different fields, from all different backgrounds,

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Speaker 1: and you know, what I would perceive as them making

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Speaker 1: it to the top of whatever they're doing. And I

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Speaker 1: think everybody has a different measure of what success is

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Speaker 1: for them, right, But I like to really talk about

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Speaker 1: the journey of getting there and the reason is and

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Speaker 1: climbing in heels again, obviously very tongue in cheek, but

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Speaker 1: I think women are dealt a different hand very often,

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Speaker 1: or at least I know firsthand for me and many

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Speaker 1: of the women that I've had on the pod have

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Speaker 1: been challenged in a lot of ways, and sometimes for

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Speaker 1: being a woman, sometimes for a million different things, not

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Speaker 1: being able to get investments, not being able to get

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Speaker 1: in a certain room at a certain table because they're

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Speaker 1: a woman, or whatever. But at the end of the day,

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Speaker 1: for me, I wanted to take my personal challenges in

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Speaker 1: my career and sort of turn them upside down and

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Speaker 1: try and have amazing women on that I can help

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Speaker 1: lift up and advocate for and really understand how they

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Speaker 1: got there in whatever field that they're in. And I

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Speaker 1: think everybody's story is different, and I think for you,

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Speaker 1: I actually found out about you through loving your product,

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Speaker 1: and that's like an honest truth. And it's really funny

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Speaker 1: because some people say to me, like, how do you

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Speaker 1: even know the difference? You get sent ten thousand products

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Speaker 1: a week and you could open a Sephora and like whatever,

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Speaker 1: but great product stands out and I funny enough, like

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Speaker 1: I just get favorites and I notice and it was

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Speaker 1: funny because I got it must have been like a

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Speaker 1: PR gift or something, right, and I got this beautiful

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Speaker 1: set of like lip glosses, and I want to say

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Speaker 1: lipliners and whatever. And I opened it up. Yeah, and

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Speaker 1: I opened it up and.

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Speaker 3: Fans, Rachel, we probably set you everything the sweetest.

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Speaker 1: And I started. I started just using it because I

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Speaker 1: love a lip. I go nowhere without a lip. I

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Speaker 1: go nowhere without a lasher lip. And I started using

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Speaker 1: it and some of them were little, so I like

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Speaker 1: put them in my bag. And then there was this

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Speaker 1: great like lip mask. And I started using all these

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Speaker 1: things and I was like yes, and I became obsessed

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Speaker 1: and I was like what is this brand? Like I

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Speaker 1: need to know more? And I went into Sephora and

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Speaker 1: I was really annoyed because I went to get my refills,

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Speaker 1: like not my refils but more and they were like,

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Speaker 1: it's online only. I was like, that is rude, and

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Speaker 1: so I just ordered a whole bunch more like two

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Speaker 1: nights ago, a like one in the morning. Gosh, So

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Speaker 1: what you no like to support? I like to support,

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Speaker 1: but I am a huge fan. I love the product.

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Speaker 1: But I do want to first get into a little bit.

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Speaker 1: I like to touch on sort of how you even

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Speaker 1: became in this world, like where did you grow up?

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Speaker 1: Like how many siblings? What kind of kid are you?

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Speaker 1: Were you what kind of kid. Are you what are

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Speaker 1: going to go? Are you.

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Speaker 3: Three year old?

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Speaker 2: So I feel like I'm more kid than ever. I

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Speaker 2: was at Builder Bear yesterday and I think I enjoyed

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Speaker 2: it more than my daughter. Listen, you know, I do

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Speaker 2: like you get to redo it all and it's just

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Speaker 2: as exciting time around.

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Speaker 1: And Buildebert is everything. And when my kids would like

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Speaker 1: run out and be over it, I'm like, no, no, I'm

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Speaker 1: not finished.

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Speaker 3: Oh wait, well especially you. I thought you were putting

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Speaker 3: the two too.

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Speaker 1: Yes, okay, So tell me where did you grow up?

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Speaker 3: So? I grew up in Phoenix, Arizona.

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Speaker 2: Okay, I live in San Diego now, but I am

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Speaker 2: one of three. I'm the middle child, so that leads

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Speaker 2: to a lot of, like my personality traits, I'm very independent.

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Speaker 2: I've always kind of like been a lone ranger.

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Speaker 3: Doing my own thing, because I think I always that

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Speaker 3: was I would ignored. I wouldn't say, but my parents.

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Speaker 1: Are not the oldest, and you're not the youngest.

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Speaker 2: I'm not the oldest, and I'm not the youngest, and

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Speaker 2: my parents really nasty divorced when I was in about

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Speaker 2: fourth grade, and my mom went back to work full

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Speaker 2: time and my dad was very absent. So I think

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Speaker 2: that furthered this like independent streak in me. Yeah, And

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Speaker 2: I mean I wouldn't change it for the world, because

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Speaker 2: I do think that really helped me cultivate a lot

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Speaker 2: of the confidence and independence to go and do my

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Speaker 2: own thing and be my own person because there was

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Speaker 2: nobody helping me, telling me what to do, like you know,

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Speaker 2: it was just me kind of on my own. And

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Speaker 2: I think that was a really pivotal moment in my

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Speaker 2: childhood that like, I think we all have these like

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Speaker 2: muscles that we either use or we lose, and I

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Speaker 2: think that really helped me like use this independent muscle

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Speaker 2: of like being on my own and being comfortable with that,

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Speaker 2: which I think is why now even as an adult,

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Speaker 2: I've always kind of had my own businesses, done my

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Speaker 2: own thing. You know, I have like two really close friends.

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Speaker 2: I'm always just kind of like I know what I

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Speaker 2: want and I'm sort of like, I don't want to

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Speaker 2: say isolated in that way, but I'm very very independent.

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Speaker 2: And I think that that really comes from that time

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Speaker 2: in my childhood.

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Speaker 1: So interesting, that's really interesting because you know, listen, I

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Speaker 1: think as a parent of now a ten and twelve

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Speaker 1: year old. You know. I see like my niece and

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Speaker 1: nephew are in their twenties, right, and I see how

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Speaker 1: kids come out into the world, right, They're born a

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Speaker 1: certain way. We are all we come in, like I

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Speaker 1: am a firm believer. We come in who we are,

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Speaker 1: the way you are, and that part is not changeable

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Speaker 1: in terms of like who you are at the core, right,

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Speaker 1: Like you're you're a doer, you're a slucker, You're this,

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Speaker 1: you're that, You're neurotic, you're not, you're you know, you're

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Speaker 1: free spirited, or you're high strung. It's like that stuff

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Speaker 1: to me is innate. However, parenting, in my opinion, is

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Speaker 1: sort of like the molding of the behaviors and the

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Speaker 1: teaching for when you are zero, two, eighteen or whatever, right,

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Speaker 1: And I think a lot of that is modeling off

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Speaker 1: what you live with, like from your parents, right, And

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Speaker 1: a lot is sort of like, Okay, I'm in survival mode,

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Speaker 1: like I'm the middle, I'm going to figure this out

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Speaker 1: for myself. I'm not getting the attention as the older,

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Speaker 1: I'm not getting the attention as the younger. But at

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Speaker 1: the same time, I could tell you I cannot I

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Speaker 1: bet you if they did a study in Hollywood that

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Speaker 1: some of the most successful actors are middle children. It

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Speaker 1: is it's a thing. It's a thing. It's like how

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Speaker 1: everyone in fashion is virgos. It's like it's it's it's

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Speaker 1: a similar thing.

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Speaker 3: And it's like you don't really do the profession because

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Speaker 3: you are that. It's like it's almost like you all gravitate.

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Speaker 2: To the same thing because you have the same strengths,

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Speaker 2: the same like pre wiring that certain people thrive and

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Speaker 2: certain people don't because they can't take that situation and

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Speaker 2: like get the positive things that come out of a

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Speaker 2: negative situation, and some people can. And so like the

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Speaker 2: people that thrive on certain things, they all kind of

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Speaker 2: end up in the same place because that place is

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Speaker 2: the perfect thing for people that I've either had those

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Speaker 2: experiences or are pre wired that way, or have those characteristics.

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Speaker 3: Of their personality.

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Speaker 2: And I do think that middle children, and then layered

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Speaker 2: with this whole sort of like really being on my

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Speaker 2: own from my parents' divorce just like kind of set

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Speaker 2: the stage for me to always feel a little bit

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Speaker 2: like I don't have.

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Speaker 3: To do things so way everybody else does them. Yeah,

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Speaker 3: I'm not really part of the past I'm sort of

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Speaker 3: like I can do my own thing. I'm always doing

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Speaker 3: my own thing and not feel that urge to.

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Speaker 2: Like follow the same you know track that everybody else

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Speaker 2: around me is doing.

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Speaker 1: That's a huge that's like a really big win for you,

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Speaker 1: Like meaning I think that I think what you're talking

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Speaker 1: about is something that typically, from what I've seen, doesn't

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Speaker 1: come until much later, like sometimes into your like thirties,

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Speaker 1: because you know, your twenties is all about like fear

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Speaker 1: and like saying yes to everything and like who am

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Speaker 1: I in this world? What is my purpose? What is

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Speaker 1: my mission? Like all these things. And I feel like

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Speaker 1: for you to sort of have that intention in that

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Speaker 1: life skill and that sort of confidence that young is

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Speaker 1: pretty incredible. And you know, I do want to touch

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Speaker 1: on you. So you okay, So you grew up in

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Speaker 1: Arizona and then you went to school there as well.

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Speaker 3: Yep.

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Speaker 2: I went to all girls, private Catholic high school, which

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Speaker 2: was very regiment and structured, and I hated it that.

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Speaker 1: I'm like, I'm so sorry, Yeah, we would I have

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Speaker 1: done without boys in high school.

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Speaker 2: After I graduated from my Catholic high school, I went

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Speaker 2: to Arizona State and I got my bachelor's in philosophy

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Speaker 2: with a certificate and ethics. So I really thought I

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Speaker 2: wanted to be a lawyer. My dad's an attorney or

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Speaker 2: was an attorney, and I always thought this idea of

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Speaker 2: helping people and like right and wrong and understanding what

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Speaker 2: makes people do the things that they do.

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Speaker 3: And you know, there were.

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Speaker 2: So many things that fascinated me about what I thought

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Speaker 2: law would be that made me want to kind of

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Speaker 2: set the stage for that. And then when I got

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Speaker 2: to law school, so which is why I moved to

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Speaker 2: San Diego.

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Speaker 3: So I graduated.

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Speaker 2: I did not take a year off, so I went

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Speaker 2: straight into law school, which was probably a mistake, and

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Speaker 2: I went to University of San Diego, and within like

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Speaker 2: the first three months, I was like, Oh, this is

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Speaker 2: not what I thought.

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Speaker 3: It was going to be.

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Speaker 2: This is not about helping people. I can't pick my case.

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Speaker 2: There will be nothing that I.

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Speaker 3: Like about this. This is I'm going to be like

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Speaker 3: someone's research bitch for you know, good amount.

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Speaker 2: Yeah, And I was like, oh, this isn't what I thought,

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Speaker 2: and so I decided to drop out. And it was

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Speaker 2: just at this moment where I knew, Okay, when you

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Speaker 2: spend as much time It's like being a doctor lawyer.

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Speaker 2: You go to school for a certain thing. You know

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Speaker 2: you're going to kind of like be in that thing.

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Speaker 2: It's not like I was going to graduate and be like,

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Speaker 2: oh okay, so I still don't know what I'm right next,

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Speaker 2: I knew why am I going to commit the time,

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Speaker 2: the money, the energy once I graduate take the bar

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Speaker 2: like I'm gonna I'm gonna be a little stuff.

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Speaker 3: So I was like, okay, I.

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Speaker 2: Really this isn't this isn't feeling right to me. And

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Speaker 2: it kept feeling not right, and I remember I was

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Speaker 2: in the law library studying and I had like the

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Speaker 2: first real.

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Speaker 3: Panic attack of my life out of the blue.

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Speaker 2: It was like I got heavy breathing, sweating, like through mushromsredding,

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Speaker 2: like I just couldn't find like my center brain of

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Speaker 2: like okay, get it together, And I was like, what's

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Speaker 2: happening to me? I had a complete meltdown, and I

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Speaker 2: just remember feeling like there was something so much bigger

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Speaker 2: than me telling me this is not what you want

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Speaker 2: to be doing.

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Speaker 3: This is how you want to spend your life, your time,

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Speaker 3: your energy. So I walked straight over to.

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Speaker 2: My guidance concert's office and I said, I just want

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Speaker 2: the papers. I want to withdraw, and I remember she

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Speaker 2: was like, give it twenty four hours.

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Speaker 3: I'll give you all this stuff.

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Speaker 2: We can talk about different ways that you can maybe

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Speaker 2: take a leave or whatever so that you're not scrapping

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Speaker 2: all for your grades and.

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Speaker 3: You can always come back and whatever. And I was like,

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Speaker 3: I know, I know. So within twenty four hours I

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Speaker 3: had completely withdrawn.

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Speaker 2: And I remember my dad was paying for my apartment

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Speaker 2: in San Diego and the deal was as long as

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Speaker 2: I was in school, I wouldn't be working and he

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Speaker 2: would pay for my apartment. So I was like, I

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Speaker 2: just need a little bit of time to like figure

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Speaker 2: out what I'm going to do before I break the news,

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Speaker 2: because I need this place to live, to figure like

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Speaker 2: just get my bearings ferm it like this was a

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Speaker 2: big decision and now I like have to scramble and

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Speaker 2: figure out what's next. So one thing that I've loved

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Speaker 2: and always have loved is yoga, and I've done it

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Speaker 2: since I'm sixteen years old. When I got my license,

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Speaker 2: there was a studio in Arizona that closed, but it

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Speaker 2: was called at One, and I would go there every

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Speaker 2: single day after school and there was an instructor, Johanna,

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Speaker 2: who like really resonated with me, and it was the

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Speaker 2: first time in my life, as like a teenager, that

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Speaker 2: I did something that I was like, Wow, the way

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Speaker 2: I feel when I leave a class is so different

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Speaker 2: than the way I felt when I came in. And

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Speaker 2: I kind of became just like drawn to this feeling

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Speaker 2: of relaxation and calm and like clearing my mind and.

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Speaker 1: Like, wow, this is new for me.

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Speaker 3: Wow, this is how people can feel.

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Speaker 1: Right.

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Speaker 2: I got really into yoga, and I just immediately looked

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Speaker 2: at the most local yoga studio that I had been

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Speaker 2: going to if they were hiring her any jobs, and

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Speaker 2: they were like, well, we're only doing front desk right now.

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Speaker 2: So I immediately applied for that, got the front desk job,

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Speaker 2: did a yoga teacher training, did a two hundred dollar training,

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Speaker 2: started teaching kids yoga, and just.

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Speaker 3: Got more and more into it.

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Speaker 2: And then the owner of that studio was having some

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Speaker 2: health issues and certain things and she was kind of

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Speaker 2: stepping back, so I ended up kind of managing that studio.

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Speaker 2: And then as that kept going. Throughout all of this,

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Speaker 2: I had been juicing, and I've been juicing my whole

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Speaker 2: pretty much college and high school time, because growing up

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Speaker 2: I had horrible egzma all over my body, like my face,

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Speaker 2: my arms.

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Speaker 3: I was on steroid creamscrap.

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Speaker 2: And it wasn't until like I was a teenager that

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Speaker 2: a pediatrician recommended autoimmune testing. And she was like, you know,

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Speaker 2: you're really old to be having this magsma. A lot

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Speaker 2: of toddlers and kids have exmas, they outgrow it. You know,

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Speaker 2: there's all different types of topic dermatitis, but like, this

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00:16:18,000 --> 00:16:21,000
Speaker 2: is pretty chronic. And so she did an autoimmune panel

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Speaker 2: because exma's autoimmune, and it turned out I had celiac

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Speaker 2: and I had no idea what that even was. I

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00:16:26,640 --> 00:16:28,440
Speaker 2: didn't even know what gluten was. Like we're in such

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Speaker 2: a I'm thirty six now, but this is when I was.

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Speaker 2: This is over twenty years ago. So there was no

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Speaker 2: like whole foods, gluten free breads.

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Speaker 3: Things like there is now where you can go to

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Speaker 3: like seven eleven and find something free. It's just not

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Speaker 3: It wasn't like that.

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Speaker 2: And so when I cut gluten out, my egzma cleared

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Speaker 2: up within two weeks and it was like this, this

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Speaker 2: like huge light bulb moment for me that oh, my god,

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00:16:51,360 --> 00:16:54,000
Speaker 2: what we put in our bodies is directly.

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Speaker 3: Correlated to how we look and how we feel, and.

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Speaker 1: We're never taught at like that's just no one takes

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00:17:00,160 --> 00:17:02,960
Speaker 1: it seriously. No one takes it seriously. They don't, they

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Speaker 1: don't believe it.

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Speaker 2: And when you're a kid, like you eat what you

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Speaker 2: like and you move on, you're not looking, Oh these

354
00:17:07,400 --> 00:17:10,200
Speaker 2: goldfish in my lunchbox are making me like half this

355
00:17:10,600 --> 00:17:13,119
Speaker 2: You just you don't. You never make that connection. And

356
00:17:13,119 --> 00:17:16,000
Speaker 2: it was just this really big light bulb moment that

357
00:17:16,200 --> 00:17:20,840
Speaker 2: gave me this passion for like, how good can things be?

358
00:17:20,920 --> 00:17:22,639
Speaker 2: It's all a lot of this is in my control.

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00:17:22,640 --> 00:17:23,720
Speaker 2: There are certain things that were.

360
00:17:23,640 --> 00:17:25,600
Speaker 3: Traumatically predisposed that we can't avoid.

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00:17:25,920 --> 00:17:27,760
Speaker 2: But there's certain things like, oh, I didn't eat bread

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Speaker 2: for two weeks and my eggs mouth that's been bothering

363
00:17:29,920 --> 00:17:31,080
Speaker 2: my my whole life.

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Speaker 3: Did you grow amazing?

365
00:17:32,400 --> 00:17:34,879
Speaker 1: Did you grow when you cut? Because it does affect

366
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Speaker 1: your growth as well, Like if you have celiacs as

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Speaker 1: a kid, A lot of kids that aren't growing, they

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Speaker 1: they end up finding out that they have celiacs because,

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Speaker 1: as you know, celiacs takes the like the gluten blocks,

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00:17:47,920 --> 00:17:51,080
Speaker 1: the absorption into your intestine of importance.

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Speaker 3: Customers said this because I am a size ten.

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00:17:54,320 --> 00:17:58,680
Speaker 2: Shoe and I have like freakishly long like arms and fingers.

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Speaker 2: But I'm only five four, and my husband is like,

374
00:18:01,640 --> 00:18:04,040
Speaker 2: you should be and my sister's like five.

375
00:18:04,000 --> 00:18:07,280
Speaker 1: Nine, okay, do you want to die? My my feet

376
00:18:07,280 --> 00:18:11,000
Speaker 1: are a ten. I'm finally, I'm five four. I have

377
00:18:11,119 --> 00:18:17,080
Speaker 1: crazy long fingers and huge feet. I've never literally, Mary,

378
00:18:17,119 --> 00:18:19,600
Speaker 1: who's sitting next to me, my producer, has been with

379
00:18:19,600 --> 00:18:23,719
Speaker 1: me for eleven years. The biggest joke about me is

380
00:18:23,760 --> 00:18:26,119
Speaker 1: the size of my foot and my hands and the

381
00:18:26,160 --> 00:18:30,800
Speaker 1: fact that my body never grew to what you know,

382
00:18:31,280 --> 00:18:36,439
Speaker 1: It's absolutely insane. So and I've never and understand my friends,

383
00:18:36,520 --> 00:18:39,800
Speaker 1: but like, I've been working with supermodels my entire life

384
00:18:39,840 --> 00:18:42,760
Speaker 1: that are six feet tall with a size seven, and

385
00:18:42,800 --> 00:18:46,359
Speaker 1: I'm like, what happened? Like do I have Celia like

386
00:18:47,040 --> 00:18:47,600
Speaker 1: little feet?

387
00:18:48,720 --> 00:18:48,840
Speaker 3: Why?

388
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Speaker 1: Babe? I'm dying.

389
00:18:52,400 --> 00:18:54,920
Speaker 2: I'm like, I'll try these on in a forty sometimes

390
00:18:54,920 --> 00:18:56,480
Speaker 2: the forty and a half and they're.

391
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Speaker 1: Like no, no, same, same. Wait, I've never I've met

392
00:19:00,840 --> 00:19:03,560
Speaker 1: someone else like this. I'm dying right now. I think

393
00:19:03,600 --> 00:19:04,840
Speaker 1: we are connected somehow.

394
00:19:05,040 --> 00:19:06,440
Speaker 3: Yeah, maybe you should get tested.

395
00:19:06,560 --> 00:19:10,399
Speaker 1: Oh my god, well I probably do have celiacs. I

396
00:19:10,640 --> 00:19:11,119
Speaker 1: probably do.

397
00:19:11,800 --> 00:19:14,040
Speaker 2: I mean, there's so many there's so many question marks.

398
00:19:14,080 --> 00:19:17,840
Speaker 2: I don't know if that's correlated, but you know, there's

399
00:19:17,920 --> 00:19:21,200
Speaker 2: just so many things about our bodies that we don't realize.

400
00:19:21,240 --> 00:19:23,600
Speaker 3: And the really sick thing is if I had never.

401
00:19:23,440 --> 00:19:26,520
Speaker 2: Been tested, I had been so used to it at

402
00:19:26,560 --> 00:19:28,600
Speaker 2: that point, I would probably still, as an adult, just

403
00:19:28,600 --> 00:19:31,080
Speaker 2: be applying my steroid creams and like accepting it. This

404
00:19:31,160 --> 00:19:34,159
Speaker 2: is something I'm horus if I hadn't really had that

405
00:19:34,240 --> 00:19:36,639
Speaker 2: opportunity to figure out what it was and see it

406
00:19:36,680 --> 00:19:40,520
Speaker 2: go away from one simple change. And so throughout that time,

407
00:19:40,960 --> 00:19:43,679
Speaker 2: you know, as somebody that was completely uneducated on nutrition,

408
00:19:44,160 --> 00:19:46,600
Speaker 2: I started reading a lot of books on gluten free things.

409
00:19:46,680 --> 00:19:48,479
Speaker 2: And at this time that you know, there was nothing

410
00:19:48,600 --> 00:19:51,280
Speaker 2: really to read except old school stuff. And there was

411
00:19:51,280 --> 00:19:54,200
Speaker 2: this guy, doctor Norman Walker, who created the world's first

412
00:19:54,240 --> 00:19:57,879
Speaker 2: cold press, the Norwalk Press, and it was he created it,

413
00:19:57,880 --> 00:20:00,800
Speaker 2: and like I think, it was like the sixty and

414
00:20:00,880 --> 00:20:04,480
Speaker 2: it's this big, clunky metal machine with all these parts,

415
00:20:04,520 --> 00:20:06,120
Speaker 2: and I bought that exact machine.

416
00:20:06,160 --> 00:20:08,919
Speaker 3: I was like so obsessed with I was brainwashed.

417
00:20:08,920 --> 00:20:10,840
Speaker 2: I read the books and I was like, the benefits

418
00:20:10,960 --> 00:20:13,919
Speaker 2: of this style of juicing retained so many more of

419
00:20:13,920 --> 00:20:16,040
Speaker 2: the nutrients, and it really helps people that have had

420
00:20:16,280 --> 00:20:18,080
Speaker 2: He was the first guy that really pioneered this idea

421
00:20:18,160 --> 00:20:21,240
Speaker 2: that juicing can get nutrition easily to people that have

422
00:20:21,359 --> 00:20:26,040
Speaker 2: had these chronic degenerative like intestinal diseases. And so I thought, Okay,

423
00:20:26,560 --> 00:20:30,159
Speaker 2: I've had gone all these years not absorbing you know,

424
00:20:30,240 --> 00:20:32,080
Speaker 2: so many things. I didn't realize I probably have my

425
00:20:32,200 --> 00:20:35,800
Speaker 2: absorption of many different nutrients. I probably have damage gut

426
00:20:35,840 --> 00:20:38,080
Speaker 2: lining all of these things that I was reading about.

427
00:20:38,359 --> 00:20:40,560
Speaker 3: So I bought this juicer. I got obsessed with juicing.

428
00:20:41,200 --> 00:20:43,199
Speaker 2: So I'm working at the to bring all this to

429
00:20:43,359 --> 00:20:46,480
Speaker 2: the same kind of place where it was really the

430
00:20:46,520 --> 00:20:47,359
Speaker 2: turning point for.

431
00:20:47,280 --> 00:20:49,760
Speaker 3: Me in my first business and the creation of it is.

432
00:20:49,800 --> 00:20:51,840
Speaker 2: I'm working at the yoga studio after I drop out

433
00:20:51,880 --> 00:20:54,360
Speaker 2: of law school, and I'm drinking a green juice. I'm

434
00:20:54,359 --> 00:20:56,520
Speaker 2: standing at the desk checking people into class, and I

435
00:20:56,520 --> 00:20:59,080
Speaker 2: have it in this little Mason jar glass bottle that

436
00:20:59,119 --> 00:21:02,960
Speaker 2: I made from my house, and I would pour the

437
00:21:03,040 --> 00:21:05,440
Speaker 2: juice in it and take it to class. So this

438
00:21:05,520 --> 00:21:07,439
Speaker 2: guy skates up and we had a glass or he

439
00:21:07,480 --> 00:21:10,320
Speaker 2: skates up on a longboard and he's carrying a green juice.

440
00:21:10,320 --> 00:21:12,280
Speaker 3: So he comes to check into class and he's like,

441
00:21:12,320 --> 00:21:13,919
Speaker 3: where'd you get that? And I was like, oh, I

442
00:21:13,960 --> 00:21:15,439
Speaker 3: make it at home. I have this thing called a

443
00:21:15,480 --> 00:21:17,960
Speaker 3: Norwalk Press. And he's like, oh, no, hey, I have

444
00:21:18,000 --> 00:21:20,199
Speaker 3: a Norwalk Press. That's how I make my juice. And

445
00:21:20,240 --> 00:21:21,920
Speaker 3: it was like we just clicked.

446
00:21:22,320 --> 00:21:25,280
Speaker 2: And it turns out he was an organic raw food chef.

447
00:21:25,480 --> 00:21:27,680
Speaker 2: He had like this whole background in health and wellness,

448
00:21:28,320 --> 00:21:32,000
Speaker 2: and we had so many like shared interests and synergies.

449
00:21:32,520 --> 00:21:35,600
Speaker 2: So we end up dating, but we also started making

450
00:21:36,000 --> 00:21:38,840
Speaker 2: It was like a juice romance. But we started making

451
00:21:38,960 --> 00:21:41,280
Speaker 2: juice for everyone at the studio because we would always

452
00:21:41,280 --> 00:21:43,040
Speaker 2: go to classes together. And at this point I was

453
00:21:43,080 --> 00:21:45,240
Speaker 2: teaching and people were like, where did you get that juice?

454
00:21:45,280 --> 00:21:48,240
Speaker 2: Where can I buy that juice? And San Diego's behind

455
00:21:48,280 --> 00:21:51,280
Speaker 2: like La New York. We didn't have like Liquidteria pressed.

456
00:21:51,400 --> 00:21:53,440
Speaker 3: It was like Jamba juice, Like that's like the juice

457
00:21:53,440 --> 00:21:53,840
Speaker 3: shop here.

458
00:21:54,280 --> 00:21:56,760
Speaker 2: This is this was twenty twelve, so I mean, this

459
00:21:56,880 --> 00:21:57,720
Speaker 2: was a long time ago.

460
00:21:58,040 --> 00:21:59,600
Speaker 1: This is like, by the way, this is when my

461
00:21:59,640 --> 00:22:02,760
Speaker 1: friends created press, founders of Press.

462
00:22:02,840 --> 00:22:04,240
Speaker 3: You know, this is like when this was all just

463
00:22:04,280 --> 00:22:05,000
Speaker 3: getting start.

464
00:22:05,080 --> 00:22:07,280
Speaker 1: And it was a really big deal that it was

465
00:22:07,320 --> 00:22:07,840
Speaker 1: cold press.

466
00:22:07,960 --> 00:22:09,960
Speaker 2: It was a huge I used to love being in

467
00:22:10,080 --> 00:22:12,000
Speaker 2: La because I would always go to Press. It was

468
00:22:12,040 --> 00:22:13,880
Speaker 2: like such a novel piece to be able to get

469
00:22:13,880 --> 00:22:17,679
Speaker 2: this like style of cold press juice. And so we

470
00:22:17,760 --> 00:22:20,200
Speaker 2: just started making it. Every Sunday. We would text everyone

471
00:22:20,320 --> 00:22:22,320
Speaker 2: in the studio. It became this little local thing where

472
00:22:22,320 --> 00:22:24,760
Speaker 2: we would text everybody, this is the produce available.

473
00:22:25,080 --> 00:22:28,639
Speaker 3: We would make the juice deliver it and that was

474
00:22:28,720 --> 00:22:29,960
Speaker 3: kind of the beginning.

475
00:22:29,560 --> 00:22:31,760
Speaker 2: Of Suja at the time, which was my first business.

476
00:22:31,800 --> 00:22:34,120
Speaker 2: And so we did this local home delivery. It grew

477
00:22:34,160 --> 00:22:36,960
Speaker 2: and grew and grew, and finally we were like kind

478
00:22:36,960 --> 00:22:37,600
Speaker 2: of tapped out.

479
00:22:37,640 --> 00:22:40,000
Speaker 3: We couldn't take any customers. I was the one delivering.

480
00:22:40,240 --> 00:22:42,239
Speaker 2: We would make it in our apartment and house at

481
00:22:42,240 --> 00:22:44,520
Speaker 2: the time, and it was just it was just it

482
00:22:44,560 --> 00:22:45,040
Speaker 2: took off.

483
00:22:45,440 --> 00:22:47,679
Speaker 1: How much were you charging? How much were you charging

484
00:22:47,720 --> 00:22:48,400
Speaker 1: per juice?

485
00:22:49,240 --> 00:22:52,040
Speaker 2: We were charging I think it was eight dollars a bottle,

486
00:22:52,600 --> 00:22:55,840
Speaker 2: and we would we would literally buy these like big

487
00:22:56,720 --> 00:22:59,399
Speaker 2: not palettes, but these big cases of coconut water from

488
00:22:59,440 --> 00:23:03,000
Speaker 2: Whole Food, transfer the coconut water to other things, sterilize

489
00:23:03,040 --> 00:23:05,520
Speaker 2: the glass bottles, use those as our delivery bottles, right

490
00:23:05,600 --> 00:23:08,159
Speaker 2: with a sharpie on the cap the names of the juice.

491
00:23:08,640 --> 00:23:11,040
Speaker 2: At this time, we didn't even have whole wholesale accounts.

492
00:23:11,080 --> 00:23:13,840
Speaker 2: I would go to whole Foods, buy all the produce.

493
00:23:13,520 --> 00:23:14,520
Speaker 3: Like load it up in our car.

494
00:23:14,600 --> 00:23:18,359
Speaker 2: It was like a complete rogue mission. It would not

495
00:23:18,359 --> 00:23:22,400
Speaker 2: approve this operation. It was like totally home done. But

496
00:23:23,200 --> 00:23:26,080
Speaker 2: after a while, like really started gaining traction. And so

497
00:23:26,160 --> 00:23:28,919
Speaker 2: a couple of guys approached us whose wives have been

498
00:23:28,960 --> 00:23:31,119
Speaker 2: buying the juice, were totally obsessed with it. Were like,

499
00:23:31,160 --> 00:23:33,680
Speaker 2: my hair is growing, my skin is better, all these things.

500
00:23:34,240 --> 00:23:37,160
Speaker 2: They wanted to invest and we hadn't even thought about

501
00:23:37,200 --> 00:23:40,760
Speaker 2: you like for fun. Yeah, And they were like, we

502
00:23:40,800 --> 00:23:43,679
Speaker 2: really want to help scale your business. We should get

503
00:23:43,720 --> 00:23:47,560
Speaker 2: a commercial space, commercial juicer, get some people to do deliveries,

504
00:23:47,640 --> 00:23:50,720
Speaker 2: all of these things. And so we did and we

505
00:23:50,760 --> 00:23:52,800
Speaker 2: took the investment, and that was sort of the beginning

506
00:23:52,840 --> 00:23:55,800
Speaker 2: of this little local National service investment.

507
00:23:55,880 --> 00:23:57,760
Speaker 1: Can I ask, was it like one hundred grand or

508
00:23:57,960 --> 00:23:59,560
Speaker 1: was it like I don't.

509
00:23:59,359 --> 00:24:01,560
Speaker 3: Even remember, it was something like that. I mean, it

510
00:24:01,600 --> 00:24:01,919
Speaker 3: wasn't much.

511
00:24:02,040 --> 00:24:05,520
Speaker 2: It wasn't like a million dolland no, it was like

512
00:24:05,560 --> 00:24:09,639
Speaker 2: small early days, and I remember I invested like twelve

513
00:24:09,720 --> 00:24:11,880
Speaker 2: k or something. You know, we were like, let's do it.

514
00:24:12,359 --> 00:24:14,480
Speaker 2: And within just a few months, so we started doing

515
00:24:14,520 --> 00:24:16,560
Speaker 2: it nationally. So we set up a website which I

516
00:24:16,680 --> 00:24:20,000
Speaker 2: used mind Body, the yoga software because that was what

517
00:24:20,000 --> 00:24:22,040
Speaker 2: I knew from working at the yogastudio. I just like

518
00:24:22,119 --> 00:24:23,840
Speaker 2: did all of the retail side of it, where they

519
00:24:23,880 --> 00:24:25,760
Speaker 2: would like sell yoga maps and stuff. I would put

520
00:24:25,760 --> 00:24:27,959
Speaker 2: the juices on there, and that was like our back

521
00:24:28,080 --> 00:24:31,159
Speaker 2: end system. It was wild and so we would ship

522
00:24:31,240 --> 00:24:33,520
Speaker 2: the juice with ice packs and we started doing this

523
00:24:33,640 --> 00:24:36,240
Speaker 2: kind of like delivery system. And then within just a

524
00:24:36,240 --> 00:24:38,119
Speaker 2: few months, Whole Foods reached out and they were just

525
00:24:38,119 --> 00:24:39,400
Speaker 2: starting this local initiative.

526
00:24:39,440 --> 00:24:42,560
Speaker 3: And I'm sure for all of you Whole food shoppers.

527
00:24:42,119 --> 00:24:44,600
Speaker 2: Listening, you've seen some of the products that have that

528
00:24:44,760 --> 00:24:47,040
Speaker 2: sign that says local with the picture of the people

529
00:24:47,080 --> 00:24:48,320
Speaker 2: that make the product and how many.

530
00:24:48,200 --> 00:24:49,800
Speaker 3: Miles away it is in different markets.

531
00:24:50,359 --> 00:24:51,840
Speaker 2: And so they were just kind of starting that and

532
00:24:51,880 --> 00:24:54,400
Speaker 2: trying to find these little local niche brands doing cool

533
00:24:54,440 --> 00:24:58,000
Speaker 2: things in that pocket of demographic and geography.

534
00:24:58,119 --> 00:24:59,840
Speaker 3: So they were like, hey, we've heard a lot about

535
00:24:59,840 --> 00:25:00,439
Speaker 3: your brand.

536
00:25:00,560 --> 00:25:02,600
Speaker 2: We love to launch you in the Southern Pacific region,

537
00:25:03,359 --> 00:25:06,159
Speaker 2: and so that was like the beginning, and then a

538
00:25:06,200 --> 00:25:08,520
Speaker 2: lot happened between then, but we got more and more investment.

539
00:25:08,600 --> 00:25:11,399
Speaker 3: We launched a costco target and then it took off.

540
00:25:11,240 --> 00:25:14,679
Speaker 1: And that was believable. Were you just pinched me? Was

541
00:25:14,680 --> 00:25:16,959
Speaker 1: your dad losing his mind?

542
00:25:17,920 --> 00:25:21,879
Speaker 2: You know, he was sort of. But I think that

543
00:25:22,040 --> 00:25:25,240
Speaker 2: also at the time, nobody realized really how big it was.

544
00:25:25,280 --> 00:25:27,880
Speaker 2: Like I sensed there was almost like still a disappointment

545
00:25:27,880 --> 00:25:30,280
Speaker 2: from my parents that like I wasn't doing a traditional

546
00:25:30,720 --> 00:25:33,800
Speaker 2: thing and you know more than anyone because you've built

547
00:25:33,880 --> 00:25:34,960
Speaker 2: from the ground up.

548
00:25:34,920 --> 00:25:40,080
Speaker 4: Like totally non traditionally, and it's like people are happy

549
00:25:40,119 --> 00:25:42,040
Speaker 4: for you when you've made it, but when you're in

550
00:25:42,160 --> 00:25:44,479
Speaker 4: it and you're kind of still building and it hasn't

551
00:25:44,520 --> 00:25:45,400
Speaker 4: all like come.

552
00:25:45,280 --> 00:25:47,520
Speaker 2: Together in this way that you can talk about it

553
00:25:47,560 --> 00:25:49,520
Speaker 2: and be proud and like you have this big sale

554
00:25:49,680 --> 00:25:53,000
Speaker 2: or this big like moment where it's all like, you know,

555
00:25:53,080 --> 00:25:55,560
Speaker 2: people are still really skeptical. I think it's like their

556
00:25:55,800 --> 00:25:59,600
Speaker 2: way of being comfortable with seeing you like grow.

557
00:25:58,880 --> 00:26:03,960
Speaker 1: And it's easy to for the winner, absolutely exactly right.

558
00:26:03,760 --> 00:26:06,080
Speaker 3: And so I think there was still this like you

559
00:26:06,119 --> 00:26:10,720
Speaker 3: know you, what do you? Yeah, exactly, but then that

560
00:26:11,880 --> 00:26:13,560
Speaker 3: independent thing that you have to stick to.

561
00:26:13,560 --> 00:26:15,280
Speaker 2: It is like I know in my gut what I'm doing,

562
00:26:15,480 --> 00:26:17,560
Speaker 2: and I trust it and I believe that this is all.

563
00:26:17,720 --> 00:26:20,000
Speaker 2: I feel really happy about this and passionate and doing

564
00:26:20,040 --> 00:26:22,399
Speaker 2: something I love, and if it didn't.

565
00:26:22,160 --> 00:26:24,080
Speaker 3: Work out, I'd be just as happy because I love what.

566
00:26:24,000 --> 00:26:25,879
Speaker 2: I'm doing every day, right, And I think just like

567
00:26:25,960 --> 00:26:30,040
Speaker 2: sticking to that like inner voice and like canceling out

568
00:26:30,040 --> 00:26:32,320
Speaker 2: the noise is really like a big thing that most

569
00:26:32,440 --> 00:26:35,600
Speaker 2: entrepreneurs are going to have to get comfortable doing because

570
00:26:35,640 --> 00:26:37,760
Speaker 2: to your point, people will cheer for you when you win,

571
00:26:38,200 --> 00:26:40,040
Speaker 2: but there's a lot that happens to get to that

572
00:26:40,119 --> 00:26:41,320
Speaker 2: place of a win.

573
00:26:41,680 --> 00:26:47,000
Speaker 1: Yeah. I mean, I would say that what you're talking

574
00:26:47,080 --> 00:26:51,600
Speaker 1: about is your actual biggest gift that you have, truthfully like,

575
00:26:51,720 --> 00:26:55,359
Speaker 1: because I think that's you know, I think I've had

576
00:26:57,040 --> 00:27:01,360
Speaker 1: amazing women on the pod, and I think with I'll question,

577
00:27:01,480 --> 00:27:03,800
Speaker 1: one of the common threads is that sort of like

578
00:27:04,640 --> 00:27:09,200
Speaker 1: you know, those moments of like fear of failure, those

579
00:27:09,240 --> 00:27:11,720
Speaker 1: moments of like this won't work, this moment of like

580
00:27:12,640 --> 00:27:15,479
Speaker 1: I'm not good enough to pull this off or whatever,

581
00:27:15,600 --> 00:27:20,520
Speaker 1: and then like when it happens, you're like, Okay, now

582
00:27:20,600 --> 00:27:22,960
Speaker 1: I've won once, and now I know that I can

583
00:27:23,000 --> 00:27:25,760
Speaker 1: do something else right, Like sometimes it takes a win

584
00:27:25,920 --> 00:27:28,000
Speaker 1: to know that you can win, if that makes sense.

585
00:27:29,320 --> 00:27:31,760
Speaker 1: But it sounds like you've sort of been this driver

586
00:27:32,119 --> 00:27:37,280
Speaker 1: of yourself, which is really impressive because you know, I

587
00:27:37,320 --> 00:27:41,600
Speaker 1: think generationally speaking, you know, I speak to a lot

588
00:27:41,640 --> 00:27:43,800
Speaker 1: of my peers, and I think, you know, it's very

589
00:27:43,840 --> 00:27:49,240
Speaker 1: hard today with the lack of ambition. It's very rare

590
00:27:50,040 --> 00:27:57,520
Speaker 1: that I see people like you young. I should say,

591
00:27:57,000 --> 00:27:59,640
Speaker 1: you know, it is I'm getting.

592
00:27:59,320 --> 00:28:01,520
Speaker 3: Older and old. I like cling to that.

593
00:28:03,080 --> 00:28:07,680
Speaker 1: Well. I think, listen, I think that there's it's a

594
00:28:07,800 --> 00:28:11,119
Speaker 1: larger question. It's a macro question. It's a macro issue,

595
00:28:11,200 --> 00:28:13,720
Speaker 1: I should say, which is like part of like not

596
00:28:13,760 --> 00:28:15,960
Speaker 1: being held accountable for anything because you don't have to

597
00:28:16,000 --> 00:28:18,600
Speaker 1: show up anywhere. And I think, you know, I think

598
00:28:18,640 --> 00:28:21,800
Speaker 1: people not having to go to school because parents aren't

599
00:28:21,800 --> 00:28:25,320
Speaker 1: really pushing that as much anymore, like succeeding at nineteen

600
00:28:25,440 --> 00:28:27,919
Speaker 1: and then letting them just grow up without going to school.

601
00:28:27,920 --> 00:28:30,159
Speaker 1: And I listen, I'm not judging. I don't think you

602
00:28:30,240 --> 00:28:32,920
Speaker 1: have to go to school. To be successful in any way.

603
00:28:33,040 --> 00:28:35,800
Speaker 1: I just think there's a lack of accountability in this

604
00:28:35,880 --> 00:28:38,640
Speaker 1: generation that I think is getting worse and worse instead

605
00:28:38,680 --> 00:28:42,959
Speaker 1: of better and better. So it's just it's nice to

606
00:28:43,120 --> 00:28:46,640
Speaker 1: kind of see that in you because you are very young,

607
00:28:46,880 --> 00:28:49,240
Speaker 1: and it's a really big deal what you did, Like,

608
00:28:49,280 --> 00:28:50,800
Speaker 1: I don't think you should play it down, like, oh

609
00:28:50,880 --> 00:28:53,280
Speaker 1: my god, and people really loved our juice, Like that's

610
00:28:53,320 --> 00:28:56,160
Speaker 1: a really big deal and a really hard one to

611
00:28:56,720 --> 00:29:02,280
Speaker 1: pull off, honestly without and without you know, like sort

612
00:29:02,280 --> 00:29:04,280
Speaker 1: of someone like, hey, I'm going to start a juice company.

613
00:29:04,360 --> 00:29:06,640
Speaker 1: You're like, no, I was actually making the juice and

614
00:29:06,760 --> 00:29:10,160
Speaker 1: delivering it, and like, you know, it's it's pretty incredible.

615
00:29:11,280 --> 00:29:15,880
Speaker 3: It's very I think that's the other big differentiator in

616
00:29:15,960 --> 00:29:19,360
Speaker 3: businesses that often work and the ones that don't is

617
00:29:20,320 --> 00:29:22,600
Speaker 3: a lot of people, and to your point, a lot

618
00:29:22,600 --> 00:29:23,440
Speaker 3: of young kids.

619
00:29:23,600 --> 00:29:26,360
Speaker 2: I think, especially with social media, they see people like

620
00:29:26,360 --> 00:29:28,920
Speaker 2: the Kardashians and all these people with this massive wealth

621
00:29:28,960 --> 00:29:30,080
Speaker 2: and success.

622
00:29:29,680 --> 00:29:31,680
Speaker 3: And I want to start a makeup bran. I would

623
00:29:31,680 --> 00:29:33,440
Speaker 3: do this. I would do that because it's so easy

624
00:29:33,520 --> 00:29:35,760
Speaker 3: from the outside looking at these people that are doing

625
00:29:35,760 --> 00:29:40,640
Speaker 3: it easily. But those people, these celebrities have people hitting

626
00:29:40,680 --> 00:29:42,560
Speaker 3: them up all day long want you to throw many

627
00:29:42,600 --> 00:29:43,960
Speaker 3: at them to start these businesses.

628
00:29:44,480 --> 00:29:47,480
Speaker 2: But the real businesses that make it are the ones

629
00:29:47,520 --> 00:29:52,040
Speaker 2: that are so authentically and passionately rooted in something that

630
00:29:52,080 --> 00:29:54,840
Speaker 2: makes people's lives better because like, you're solving a problem

631
00:29:54,840 --> 00:29:57,760
Speaker 2: that you saw and you're trying to like toal fix

632
00:29:57,840 --> 00:30:00,320
Speaker 2: for other people that might have the same problem. And

633
00:30:00,400 --> 00:30:04,680
Speaker 2: I think that's really what is the missing thing with

634
00:30:04,720 --> 00:30:06,920
Speaker 2: a lot of the younger generation is because we have

635
00:30:06,960 --> 00:30:09,600
Speaker 2: all this access and exposure to the world and seeing

636
00:30:09,640 --> 00:30:13,520
Speaker 2: everything real time of like the in scene designing her

637
00:30:13,520 --> 00:30:15,640
Speaker 2: goods and all the things that people have. But it's

638
00:30:15,640 --> 00:30:19,560
Speaker 2: a highlight right your like exactly, it's it like whires

639
00:30:19,600 --> 00:30:22,440
Speaker 2: you to believe, Oh I want that too, and look

640
00:30:22,480 --> 00:30:25,920
Speaker 2: at her, she's just she just easily got it because

641
00:30:26,360 --> 00:30:29,320
Speaker 2: you know, she's sing all day, right, And so like,

642
00:30:29,840 --> 00:30:33,560
Speaker 2: I think that the reality of the work that goes

643
00:30:33,600 --> 00:30:39,320
Speaker 2: into creating a real, sound, steady, stable value add business

644
00:30:39,320 --> 00:30:42,280
Speaker 2: in the world is so much more than is what's

645
00:30:42,360 --> 00:30:43,120
Speaker 2: really shown.

646
00:30:43,840 --> 00:30:44,760
Speaker 3: And that's the.

647
00:30:44,720 --> 00:30:49,240
Speaker 2: Disconnect between the people that you know, maybe a little older.

648
00:30:49,440 --> 00:30:52,680
Speaker 3: That didn't have this like social media world where it

649
00:30:52,720 --> 00:30:54,760
Speaker 3: all looks easy, like if I just become a TikTok

650
00:30:54,800 --> 00:30:56,680
Speaker 3: star or whatever. I don't even know what the kids

651
00:30:56,680 --> 00:30:59,200
Speaker 3: are doing these days. I'm not even on TikTok. But

652
00:30:59,400 --> 00:31:01,680
Speaker 3: like there's people the process it's easy.

653
00:31:01,920 --> 00:31:04,240
Speaker 2: They want the fast money, they want the fast success,

654
00:31:04,280 --> 00:31:05,880
Speaker 2: they want the overnight thing. But all of that is

655
00:31:05,920 --> 00:31:09,760
Speaker 2: so fleeting, And I think in my experience with both

656
00:31:09,800 --> 00:31:13,959
Speaker 2: my businesses, I've always had success in doing something that

657
00:31:14,040 --> 00:31:16,320
Speaker 2: was a personal need for me that I couldn't find,

658
00:31:16,400 --> 00:31:20,520
Speaker 2: so I made it essentially for myself. But whenever there's

659
00:31:20,520 --> 00:31:22,920
Speaker 2: a problem that you are trying to solve or something

660
00:31:22,920 --> 00:31:25,600
Speaker 2: that you can't find, there's other people looking for that

661
00:31:25,640 --> 00:31:29,280
Speaker 2: same thing. When you realize you're creating something that adds

662
00:31:29,400 --> 00:31:32,840
Speaker 2: value to the world with your unique viewpoint that people

663
00:31:32,840 --> 00:31:35,280
Speaker 2: are drawn to because it's different than other things they've

664
00:31:35,320 --> 00:31:38,200
Speaker 2: seen and they want to be part of it. And

665
00:31:38,240 --> 00:31:41,520
Speaker 2: so I think that that's also like the lesson I

666
00:31:41,520 --> 00:31:45,000
Speaker 2: would share with anybody watching that wants to start a

667
00:31:45,000 --> 00:31:47,680
Speaker 2: business is find something you really care about and that

668
00:31:47,720 --> 00:31:50,880
Speaker 2: you're passionate about. Don't do it because money is in

669
00:31:50,880 --> 00:31:52,840
Speaker 2: that space. Don't do it because you see a category

670
00:31:52,880 --> 00:31:54,800
Speaker 2: booming and you see opportunity. Don't do it because you

671
00:31:54,840 --> 00:31:57,040
Speaker 2: see an investor approaching you with an idea and you

672
00:31:57,080 --> 00:31:59,160
Speaker 2: want to just hop on the do something that you

673
00:31:59,320 --> 00:32:02,680
Speaker 2: love that like, really is value add to your life

674
00:32:02,760 --> 00:32:04,880
Speaker 2: because there are going to be people like you looking

675
00:32:04,920 --> 00:32:05,680
Speaker 2: for that same thing.

676
00:32:05,800 --> 00:32:08,080
Speaker 1: Well, that's the thing I always say, because people always

677
00:32:08,080 --> 00:32:09,840
Speaker 1: ask me how I built my brand, and I'm like,

678
00:32:09,880 --> 00:32:13,320
Speaker 1: by accident, it's not there. There was no master plan,

679
00:32:13,400 --> 00:32:18,000
Speaker 1: And it's simply because basically what you're saying is which

680
00:32:18,040 --> 00:32:21,800
Speaker 1: I always scream from mountaintops, which is any brand that

681
00:32:21,840 --> 00:32:24,720
Speaker 1: you're building has to be authentic to you. It has

682
00:32:24,760 --> 00:32:27,280
Speaker 1: to be something you're so passionate about that you can

683
00:32:27,360 --> 00:32:29,880
Speaker 1: live it, you can speak it, and you breathe it

684
00:32:30,200 --> 00:32:32,680
Speaker 1: and you think about it all the time. And it's

685
00:32:32,720 --> 00:32:35,320
Speaker 1: the same thing what you're saying, which is the impact

686
00:32:35,320 --> 00:32:37,800
Speaker 1: it has in you and your life. You know how

687
00:32:37,800 --> 00:32:41,160
Speaker 1: many women that is going to impact and men? You know?

688
00:32:42,680 --> 00:32:45,080
Speaker 1: And so okay, so I want to talk about Okay,

689
00:32:45,440 --> 00:32:49,800
Speaker 1: so you sold this business. You sold, Like, how did

690
00:32:49,800 --> 00:32:52,200
Speaker 1: that happen? Because then then when did you start lawless?

691
00:32:52,200 --> 00:32:54,240
Speaker 1: Because that's a whole different animal.

692
00:32:55,320 --> 00:32:55,600
Speaker 3: Yep.

693
00:32:55,760 --> 00:32:58,120
Speaker 2: So in twenty fifteen, we sold half the business to

694
00:32:58,200 --> 00:33:00,480
Speaker 2: Coca Cola and Goldman Sachs and.

695
00:33:00,440 --> 00:33:05,400
Speaker 1: Then casual, very casual, very sorry, can you I'm sorry?

696
00:33:05,480 --> 00:33:07,640
Speaker 1: Can you repeat that for me? You sold half the

697
00:33:07,760 --> 00:33:10,520
Speaker 1: business too.

698
00:33:09,880 --> 00:33:13,560
Speaker 2: To Coca Cola and Goldman Stacks, And it was a

699
00:33:13,680 --> 00:33:16,960
Speaker 2: very exciting time for her. Like I just remember being

700
00:33:18,360 --> 00:33:20,880
Speaker 2: just like shocked. I had spent a lot of time

701
00:33:20,920 --> 00:33:24,560
Speaker 2: in Atlanta at Coke with their marketing team just figuring out,

702
00:33:24,640 --> 00:33:27,640
Speaker 2: like how they take a brand and bring it into

703
00:33:27,680 --> 00:33:31,280
Speaker 2: their portfolio whilst retaining that brand's you know, look and

704
00:33:31,320 --> 00:33:33,760
Speaker 2: feel and like the foundation of the brand and why

705
00:33:33,800 --> 00:33:36,080
Speaker 2: people love it. And I think that's a huge thing

706
00:33:36,120 --> 00:33:40,920
Speaker 2: that happens to brands once they sell, is they lose

707
00:33:40,960 --> 00:33:43,320
Speaker 2: absolutely And a lot of brands sell that you love

708
00:33:43,360 --> 00:33:45,800
Speaker 2: and then you don't hear about them much because they

709
00:33:46,040 --> 00:33:49,040
Speaker 2: like stuff the marketing channel and like spend a zillion

710
00:33:49,120 --> 00:33:51,840
Speaker 2: dollars to get out there and to build up this

711
00:33:51,920 --> 00:33:53,680
Speaker 2: moment of like a big event and a sale and

712
00:33:53,720 --> 00:33:56,840
Speaker 2: get investors excited and get buyers excited, and then once

713
00:33:56,880 --> 00:34:02,480
Speaker 2: they sell, it's like and then they let the business,

714
00:34:02,600 --> 00:34:06,160
Speaker 2: they're out. And that's especially with my business now, I

715
00:34:06,200 --> 00:34:09,200
Speaker 2: mean I'm still early days. I'm not sold. I'm not

716
00:34:09,239 --> 00:34:11,680
Speaker 2: looking to sell, but when that time comes, like that's

717
00:34:11,719 --> 00:34:15,040
Speaker 2: something I'm so conscious of. Having done this once before,

718
00:34:15,760 --> 00:34:17,759
Speaker 2: is like retaining especially.

719
00:34:17,400 --> 00:34:20,200
Speaker 3: Because the second brand has my name on it, like this,

720
00:34:20,200 --> 00:34:21,919
Speaker 3: this will always be my baby and.

721
00:34:21,840 --> 00:34:23,879
Speaker 2: I will make sure of that, like nobody can change

722
00:34:23,960 --> 00:34:27,640
Speaker 2: it for me. But yeah, that was a really big

723
00:34:27,680 --> 00:34:30,040
Speaker 2: moment for me. And I remember I had three partners

724
00:34:30,080 --> 00:34:32,560
Speaker 2: at the time. One was my ex boyfriend who still

725
00:34:32,560 --> 00:34:33,879
Speaker 2: friends to this day.

726
00:34:33,760 --> 00:34:36,800
Speaker 3: He never had corction. He's a great guy and we

727
00:34:37,120 --> 00:34:38,080
Speaker 3: knew when we broke up.

728
00:34:38,080 --> 00:34:40,640
Speaker 2: It was like I met my husband, my current husband,

729
00:34:40,680 --> 00:34:42,359
Speaker 2: because I delivered juice to him.

730
00:34:42,680 --> 00:34:45,160
Speaker 3: So I had broken up with my boyfriend at the time.

731
00:34:45,719 --> 00:34:48,640
Speaker 2: Yeah, and my husband ordered juice and I was delivering,

732
00:34:48,719 --> 00:34:50,000
Speaker 2: like I told you, we would make the juice and

733
00:34:50,000 --> 00:34:50,520
Speaker 2: I would.

734
00:34:50,280 --> 00:34:51,760
Speaker 3: Deliver it, and.

735
00:34:53,040 --> 00:34:55,320
Speaker 2: My knocked on the door deliver it to my husband,

736
00:34:55,480 --> 00:34:57,840
Speaker 2: and then like that was how he met. Before I

737
00:34:57,840 --> 00:34:59,320
Speaker 2: even got back to my car, I think he emailed

738
00:34:59,360 --> 00:35:01,000
Speaker 2: me and he was like, who's so great to meet you.

739
00:35:01,920 --> 00:35:03,279
Speaker 3: I would like to order more juice.

740
00:35:03,640 --> 00:35:07,000
Speaker 1: Bet I bet he would like to order more juice.

741
00:35:07,440 --> 00:35:11,879
Speaker 1: That is incredible. So yeah, some people meet on airplanes.

742
00:35:12,000 --> 00:35:14,359
Speaker 1: Some people meet in bars you met.

743
00:35:14,760 --> 00:35:16,960
Speaker 2: It's so funny because now everyone meets on apps and

744
00:35:17,000 --> 00:35:17,960
Speaker 2: whenever I have like a.

745
00:35:17,920 --> 00:35:19,880
Speaker 3: Younger girl that works for you or something like how

746
00:35:19,880 --> 00:35:20,680
Speaker 3: did you meet your husband?

747
00:35:20,760 --> 00:35:23,080
Speaker 2: Like this will be totally irrelevant to you because I

748
00:35:23,120 --> 00:35:25,920
Speaker 2: met him the old fashioned way when you like that,

749
00:35:26,080 --> 00:35:31,160
Speaker 2: people happenstance and I delivered him juice. But yeah, so

750
00:35:31,600 --> 00:35:33,279
Speaker 2: I had no problems with him, but my other two

751
00:35:33,360 --> 00:35:36,759
Speaker 2: investors there had definitely become some friction because, to put

752
00:35:36,800 --> 00:35:39,640
Speaker 2: it just I guess broadly, the brand really started to

753
00:35:39,719 --> 00:35:42,200
Speaker 2: change to commercialize, which I was totally on board with,

754
00:35:42,239 --> 00:35:44,040
Speaker 2: and I obviously wanted the brand to grow and thrive,

755
00:35:44,120 --> 00:35:46,480
Speaker 2: but I also there's a certain DNA that I was

756
00:35:46,640 --> 00:35:49,719
Speaker 2: very very protective of, and like I remember, by the

757
00:35:49,760 --> 00:35:52,759
Speaker 2: time we sold that some of the drinks just had

758
00:35:53,320 --> 00:35:56,160
Speaker 2: such a different flavor profile and higher sugar content and

759
00:35:56,200 --> 00:35:58,600
Speaker 2: things that I wouldn't even It was just so deviated

760
00:35:58,640 --> 00:36:03,120
Speaker 2: from where like the original you know, recipe started, which

761
00:36:03,200 --> 00:36:06,960
Speaker 2: was great. They were commercializing, and I just realized this

762
00:36:07,000 --> 00:36:09,799
Speaker 2: is my time, Like I'm I I've done what I'm

763
00:36:09,800 --> 00:36:12,080
Speaker 2: gonna do here. I created something that I love and

764
00:36:12,120 --> 00:36:15,080
Speaker 2: now like I've literally seen it like graduate and it's

765
00:36:15,120 --> 00:36:17,640
Speaker 2: time for me to go and find like something that

766
00:36:17,680 --> 00:36:18,440
Speaker 2: I want to work on.

767
00:36:18,480 --> 00:36:20,239
Speaker 3: Where you know, I don't want.

768
00:36:20,160 --> 00:36:22,560
Speaker 2: To sit and do death sides with editors pitching juices

769
00:36:22,600 --> 00:36:25,200
Speaker 2: that I won't even drink because they're just not sure.

770
00:36:25,000 --> 00:36:27,200
Speaker 3: Like something that I would seek out.

771
00:36:27,520 --> 00:36:31,719
Speaker 2: So that was when I realized, Okay, what's next for me?

772
00:36:32,120 --> 00:36:35,360
Speaker 2: And I started a YouTube channel a blog and I

773
00:36:35,400 --> 00:36:38,160
Speaker 2: would just post makeup tutorials and like the other side

774
00:36:38,200 --> 00:36:41,080
Speaker 2: of my passions, like I loved fashion, I loved beauty,

775
00:36:41,560 --> 00:36:44,319
Speaker 2: and it was so like old school blog days where

776
00:36:44,320 --> 00:36:46,520
Speaker 2: you woul write out a post and post pictures with it.

777
00:36:46,520 --> 00:36:47,600
Speaker 3: It wasn't like it is now.

778
00:36:47,760 --> 00:36:52,439
Speaker 2: I think Instagram was like just starting and uh yeah,

779
00:36:52,520 --> 00:36:55,680
Speaker 2: I started doing that. And what happened was I did

780
00:36:55,719 --> 00:36:58,680
Speaker 2: a blog post because I love health and wellness, but

781
00:36:58,760 --> 00:37:01,200
Speaker 2: I'm also like a beauty girl. And so I had

782
00:37:01,200 --> 00:37:03,799
Speaker 2: switched over to clean skincare because support was bringing in

783
00:37:03,840 --> 00:37:07,360
Speaker 2: brands like Tata, Harper and Tacha and starting to really

784
00:37:07,640 --> 00:37:10,960
Speaker 2: like talk about this clean skincare narrative. And I was like, oh,

785
00:37:11,000 --> 00:37:13,160
Speaker 2: I should look at the ingredients in my skincare because

786
00:37:13,200 --> 00:37:14,680
Speaker 2: I care so much about what I'm putting in my

787
00:37:14,680 --> 00:37:16,680
Speaker 2: body and on my skin, and I started to really

788
00:37:16,800 --> 00:37:19,800
Speaker 2: educate myself, and so I did this big blog post

789
00:37:19,920 --> 00:37:21,600
Speaker 2: that I had switched over to clean skincare and here

790
00:37:21,640 --> 00:37:25,560
Speaker 2: were my top recommendations in each category. And then I

791
00:37:25,600 --> 00:37:27,040
Speaker 2: got all these comments that were like, what are your

792
00:37:27,040 --> 00:37:29,960
Speaker 2: clean makeup recommendations? And I was like, you know what,

793
00:37:30,120 --> 00:37:33,319
Speaker 2: this is so silly because I'm spending more money and

794
00:37:33,480 --> 00:37:36,040
Speaker 2: seeking out clean skincare, but then I'm putting all the

795
00:37:36,040 --> 00:37:38,279
Speaker 2: same ingredients I'm trying to avoid back on my face

796
00:37:38,320 --> 00:37:40,600
Speaker 2: five minutes later with my makeup. Like I was using

797
00:37:40,640 --> 00:37:42,360
Speaker 2: to ordore money in ours and you know, all the

798
00:37:43,120 --> 00:37:45,719
Speaker 2: luxury brands that we love, and so I was like,

799
00:37:45,800 --> 00:37:47,960
Speaker 2: I'm going to try some clean skincare or clean makeup

800
00:37:47,960 --> 00:37:50,040
Speaker 2: brands and just see what I think. So I thought

801
00:37:50,080 --> 00:37:52,799
Speaker 2: everything I could find At that time. It was not

802
00:37:52,880 --> 00:37:55,000
Speaker 2: like it is now, like now support is built out

803
00:37:55,000 --> 00:37:57,080
Speaker 2: there whole course, you know, but it was.

804
00:37:57,120 --> 00:37:59,960
Speaker 1: Like, now you almost feel dumb if you're not buying clean,

805
00:38:00,280 --> 00:38:01,120
Speaker 1: don't you find that?

806
00:38:02,440 --> 00:38:05,480
Speaker 3: Well? I'm such a yes and no.

807
00:38:05,680 --> 00:38:08,680
Speaker 2: I mean I'm such a like no compromises type of person,

808
00:38:08,840 --> 00:38:11,920
Speaker 2: and I like, if I like the product, they need

809
00:38:11,960 --> 00:38:14,239
Speaker 2: to make it clean for me, I'm not even sacrificed.

810
00:38:14,320 --> 00:38:17,120
Speaker 2: I'm not going to start using something clean just because

811
00:38:17,160 --> 00:38:20,200
Speaker 2: it's clean unless it actually like works and it's as

812
00:38:20,200 --> 00:38:23,319
Speaker 2: great as my Chanel lipstick or you know, like I

813
00:38:23,400 --> 00:38:26,000
Speaker 2: love my products and I and that was that was

814
00:38:26,040 --> 00:38:27,360
Speaker 2: exactly where I started my brand.

815
00:38:27,760 --> 00:38:28,919
Speaker 3: So I bought everything I could find.

816
00:38:28,920 --> 00:38:31,080
Speaker 2: I'm testing and trying it and as someone that was

817
00:38:31,080 --> 00:38:33,680
Speaker 2: like doing YouTube makeup tutorials and like full glam, and

818
00:38:33,719 --> 00:38:35,239
Speaker 2: I'm just like you, I don't leave the house.

819
00:38:35,440 --> 00:38:36,719
Speaker 3: I'm not going to the mailbox.

820
00:38:36,880 --> 00:38:39,040
Speaker 2: I'm not taking my trash out without like a full

821
00:38:39,840 --> 00:38:40,759
Speaker 2: I just don't want to be seen.

822
00:38:41,239 --> 00:38:42,880
Speaker 1: So I don't want to see myself.

823
00:38:42,880 --> 00:38:47,680
Speaker 3: Okay, yeah I don't either. I don't either leave my

824
00:38:47,680 --> 00:38:52,120
Speaker 3: makeup Okay, okay, Hi, good morning to me. Yeah.

825
00:38:52,360 --> 00:38:55,840
Speaker 2: So I was like, clean makeup is for the clean

826
00:38:56,160 --> 00:38:59,600
Speaker 2: makeup aesthetic, which is not my aesthetic. There's definitely like

827
00:38:59,680 --> 00:39:02,640
Speaker 2: this leadist, clean makeup vibe that almost like makes fun

828
00:39:02,640 --> 00:39:04,160
Speaker 2: of people that were allowed of makeup. It's like pin

829
00:39:04,239 --> 00:39:07,840
Speaker 2: and moisturizers and kind of like is like this natural

830
00:39:07,880 --> 00:39:09,839
Speaker 2: beauty vibe, and it's just not who I am.

831
00:39:09,880 --> 00:39:11,319
Speaker 3: It's not who I'm ever going to be and I've

832
00:39:11,360 --> 00:39:11,960
Speaker 3: accepted that.

833
00:39:12,120 --> 00:39:15,600
Speaker 2: So I realized there's no clean makeup out there speaking

834
00:39:15,640 --> 00:39:18,080
Speaker 2: to the person like me that just wants a great

835
00:39:18,120 --> 00:39:21,800
Speaker 2: makeup brand that is clean, not that rides on clean first.

836
00:39:22,040 --> 00:39:23,319
Speaker 3: Clean just needs to be.

837
00:39:23,239 --> 00:39:26,839
Speaker 1: Like like that actually is proper makeup that stays on

838
00:39:26,880 --> 00:39:29,720
Speaker 1: the covers what we want covered, but it's clean.

839
00:39:30,440 --> 00:39:33,640
Speaker 3: Yes, yeah, I want I want that old school like

840
00:39:33,800 --> 00:39:37,279
Speaker 3: maclip glass consistency. I don't want the like, you know,

841
00:39:37,360 --> 00:39:39,359
Speaker 3: lip oil that smear all over my face, that give

842
00:39:39,440 --> 00:39:42,319
Speaker 3: me no color. That's just not who I am. I

843
00:39:42,360 --> 00:39:44,720
Speaker 3: want the full coverage. I want all those things.

844
00:39:44,880 --> 00:39:48,040
Speaker 1: I'm starting to think we're separated at birth. So I'm

845
00:39:48,080 --> 00:39:52,759
Speaker 1: starting to feel very connected right now. Yes, I mean

846
00:39:53,480 --> 00:39:55,839
Speaker 1: there is a makeup artist that I had. There's this

847
00:39:55,920 --> 00:39:57,840
Speaker 1: makeup artist that was going to do me for an event,

848
00:39:58,680 --> 00:40:03,200
Speaker 1: and a friend of mine's sent me her who she does,

849
00:40:04,080 --> 00:40:07,640
Speaker 1: and I'm looking and I go, see those are friends

850
00:40:07,680 --> 00:40:10,120
Speaker 1: of mine and I love them, but they wear concealer

851
00:40:10,160 --> 00:40:12,640
Speaker 1: and chapstick. This is not going to work for me,

852
00:40:12,920 --> 00:40:16,560
Speaker 1: Like I'm this is not gonna this is not going

853
00:40:16,600 --> 00:40:17,560
Speaker 1: to work for me now.

854
00:40:17,640 --> 00:40:19,600
Speaker 2: Now, Like if you showed me a makeup artist that

855
00:40:19,680 --> 00:40:22,040
Speaker 2: does like drag makeup, I'd feel like bing bing bing.

856
00:40:22,200 --> 00:40:28,560
Speaker 3: That's me. I same, same, same, like I need I

857
00:40:28,600 --> 00:40:29,760
Speaker 3: need the I need the makeup.

858
00:40:29,840 --> 00:40:32,000
Speaker 1: Same you don't need it, though I'm looking at you.

859
00:40:32,000 --> 00:40:34,200
Speaker 1: You don't. But I'm here for But I'm here for it.

860
00:40:34,239 --> 00:40:36,440
Speaker 2: But you know, we all have our identities in the

861
00:40:36,440 --> 00:40:38,120
Speaker 2: way that we present to the world that makes us

862
00:40:38,160 --> 00:40:41,720
Speaker 2: feel the most like ourselves, like us. And I've always

863
00:40:41,719 --> 00:40:43,839
Speaker 2: just been someone. I love a smoky eye, I love

864
00:40:43,880 --> 00:40:46,520
Speaker 2: a full coverage foundation. I love these things. And so

865
00:40:46,600 --> 00:40:49,400
Speaker 2: I realized, Okay, if I can't find clean makeup out

866
00:40:49,400 --> 00:40:51,200
Speaker 2: there for a true makeup girl like me, there have

867
00:40:51,239 --> 00:40:52,880
Speaker 2: to be so many other women out there that are

868
00:40:52,920 --> 00:40:54,719
Speaker 2: looking for the same thing. And that's the reason they

869
00:40:54,719 --> 00:40:57,000
Speaker 2: don't buy clean makeup, because I won't buy clean makeup,

870
00:40:57,080 --> 00:40:59,680
Speaker 2: right And if somebody that has multiple I mean, even

871
00:41:00,040 --> 00:41:02,040
Speaker 2: three years ago, I was diagnosed with Crohnes, like I

872
00:41:02,080 --> 00:41:05,080
Speaker 2: have multiple autoimmune issues that have it's just a I

873
00:41:05,080 --> 00:41:07,239
Speaker 2: don't know if I just have a genetic predisposition, I

874
00:41:08,320 --> 00:41:11,440
Speaker 2: just have autommute issues. So I do look at ingredients.

875
00:41:11,440 --> 00:41:13,200
Speaker 2: I'm conscious of what I consume, but I don't let

876
00:41:13,200 --> 00:41:14,920
Speaker 2: that rule my life because I still want to be

877
00:41:15,000 --> 00:41:17,120
Speaker 2: meet and so I wanted to create a makeup brand

878
00:41:17,280 --> 00:41:20,000
Speaker 2: for me that was makeup that I actually want to wear,

879
00:41:20,080 --> 00:41:22,520
Speaker 2: that I love as a makeup girl, but also doesn't

880
00:41:22,520 --> 00:41:25,800
Speaker 2: have endocrine disruptors. Tall you know all of these things

881
00:41:25,800 --> 00:41:28,640
Speaker 2: that even in eyeshadows, there's like aluminums in the shimmers,

882
00:41:28,680 --> 00:41:30,640
Speaker 2: like a lot of these things that we don't even realize,

883
00:41:30,840 --> 00:41:32,719
Speaker 2: and then when you look at it, you're like, oh,

884
00:41:32,880 --> 00:41:35,400
Speaker 2: I really don't want to consume that, but I will

885
00:41:35,520 --> 00:41:37,600
Speaker 2: because there's nothing better out there that gives me this

886
00:41:37,880 --> 00:41:40,960
Speaker 2: like effect on the eye or this you know, whatever

887
00:41:41,239 --> 00:41:42,640
Speaker 2: whatever it is that you're buying.

888
00:41:43,120 --> 00:41:45,480
Speaker 3: So I was like, Okay, this is my next project.

889
00:41:45,600 --> 00:41:48,080
Speaker 3: And I'm I'm someone that can't set still. So after

890
00:41:48,120 --> 00:41:50,200
Speaker 3: we sold the business, I think I took like eight

891
00:41:50,200 --> 00:41:51,880
Speaker 3: months and I was traveling and blogging.

892
00:41:52,400 --> 00:41:54,600
Speaker 2: I was like, I have to I've got to do something,

893
00:41:54,680 --> 00:41:56,880
Speaker 2: like I am ready for the next phase. So I

894
00:41:56,920 --> 00:41:59,880
Speaker 2: just started googling local manufacturers and I went up to

895
00:42:00,360 --> 00:42:03,200
Speaker 2: and was just finding little boutiques and trying to find

896
00:42:03,480 --> 00:42:04,879
Speaker 2: clean makeoup formulators.

897
00:42:04,920 --> 00:42:07,240
Speaker 3: And that was kind of how I started.

898
00:42:08,080 --> 00:42:11,560
Speaker 1: And it's so good, And did you start it first

899
00:42:11,640 --> 00:42:13,960
Speaker 1: with lip or is that just what I saw first?

900
00:42:13,960 --> 00:42:16,600
Speaker 1: So it was because if I remember, it was focused

901
00:42:16,640 --> 00:42:19,480
Speaker 1: only on lip because I remember opening this beautiful box

902
00:42:19,960 --> 00:42:23,040
Speaker 1: and it had like a way it was. Yeah, it

903
00:42:23,080 --> 00:42:25,239
Speaker 1: was a video and it was all these glosses with

904
00:42:25,400 --> 00:42:27,560
Speaker 1: I want to say, like liners and a lip mask.

905
00:42:27,680 --> 00:42:30,359
Speaker 1: And I was like, this is amazing because I'm such

906
00:42:30,400 --> 00:42:33,600
Speaker 1: a lip person because I was thankfully. One of the

907
00:42:33,640 --> 00:42:35,960
Speaker 1: things my mother gave me was my lips, like when

908
00:42:36,000 --> 00:42:39,000
Speaker 1: I was born, because people always like, who does your lips?

909
00:42:39,040 --> 00:42:41,640
Speaker 1: I'm like my mother, like I literally, I'll show you

910
00:42:41,640 --> 00:42:43,640
Speaker 1: a picture of me when I was ten years old.

911
00:42:43,719 --> 00:42:46,800
Speaker 2: Like, say, I love the look of lippiller on other people,

912
00:42:46,840 --> 00:42:48,560
Speaker 2: but the idea of having a needle in that thin

913
00:42:48,680 --> 00:42:51,280
Speaker 2: lipskin like makes me, Yeah.

914
00:42:51,160 --> 00:42:53,240
Speaker 3: I can't do. That's why I created Forget the Filler.

915
00:42:53,320 --> 00:42:55,440
Speaker 3: That's our I love it franchise.

916
00:42:55,560 --> 00:42:58,080
Speaker 1: It's such a good product. And then so I felt

917
00:42:58,120 --> 00:43:02,400
Speaker 1: for that, and then I start to use so much

918
00:43:02,440 --> 00:43:04,600
Speaker 1: more of it and I was like, oh, okay, so

919
00:43:04,640 --> 00:43:08,040
Speaker 1: it's like a full, full collection. So how many years

920
00:43:08,080 --> 00:43:08,799
Speaker 1: in are you now?

921
00:43:09,760 --> 00:43:14,000
Speaker 2: So I started it in twenty seventeen, and the thing

922
00:43:14,040 --> 00:43:16,200
Speaker 2: I started it with was just liquid lipsticks.

923
00:43:16,200 --> 00:43:17,920
Speaker 3: It was eight shades of a liquid lipstick. And I

924
00:43:17,920 --> 00:43:20,680
Speaker 3: had seen the Kylie lip Kits blow up that summer prior,

925
00:43:21,440 --> 00:43:23,520
Speaker 3: and I was like, you know, if these lop kits

926
00:43:23,560 --> 00:43:26,880
Speaker 3: are like going viral and they're on mat full coverage

927
00:43:27,080 --> 00:43:30,279
Speaker 3: like liquid lip product that's super pigmented, that's what I

928
00:43:30,280 --> 00:43:32,360
Speaker 3: want to launch first, to show that clean can be

929
00:43:32,440 --> 00:43:34,799
Speaker 3: sexy and sicily and like doing something that is of

930
00:43:34,840 --> 00:43:37,600
Speaker 3: the moment right now and full coverage, long wearing. So

931
00:43:37,640 --> 00:43:39,480
Speaker 3: my first product was eight liquid lipsticks.

932
00:43:39,480 --> 00:43:43,680
Speaker 2: This was October of twenty seventeen, and then by December

933
00:43:43,840 --> 00:43:46,400
Speaker 2: of twenty seventeen, I got an email from Sephora and

934
00:43:46,440 --> 00:43:50,000
Speaker 2: they were like, Hey, we are launching a clean Seal

935
00:43:50,040 --> 00:43:53,480
Speaker 2: which is the Green Check now in June of twenty eighteen,

936
00:43:53,719 --> 00:43:56,960
Speaker 2: and we're looking for like indie clean brands that we

937
00:43:57,000 --> 00:44:01,359
Speaker 2: can bring on now and incubate. It was like, I mean,

938
00:44:01,520 --> 00:44:03,200
Speaker 2: I didn't even have an office. I was doing inside

939
00:44:03,200 --> 00:44:05,400
Speaker 2: of my house. I had no It was me, not

940
00:44:05,480 --> 00:44:08,160
Speaker 2: a single employee except like my husband who would help

941
00:44:08,200 --> 00:44:09,360
Speaker 2: me like with tech stuff.

942
00:44:09,840 --> 00:44:13,880
Speaker 3: So I was like, ah, okay, but I'm really really,

943
00:44:13,920 --> 00:44:14,640
Speaker 3: really small.

944
00:44:14,680 --> 00:44:16,359
Speaker 2: So I went to San Francisco to meet with them

945
00:44:16,360 --> 00:44:17,840
Speaker 2: in December, and they were like, we'll just do a

946
00:44:17,840 --> 00:44:19,919
Speaker 2: dot com launch, We'll do the liquid lipsticks.

947
00:44:20,200 --> 00:44:23,239
Speaker 3: So I did that in March of twenty eighteen, launch

948
00:44:23,320 --> 00:44:24,080
Speaker 3: on dot com.

949
00:44:24,440 --> 00:44:26,440
Speaker 2: Then when the clean Seal hit and they did this

950
00:44:26,520 --> 00:44:28,960
Speaker 2: big promotion of their clean brands, we kind of like

951
00:44:29,040 --> 00:44:33,719
Speaker 2: took off, and then I launched Foundation eyeshadow palettes, and

952
00:44:33,719 --> 00:44:37,680
Speaker 2: then that following year March of twenty nineteen, I launched

953
00:44:37,800 --> 00:44:40,080
Speaker 2: in store with my own one Bay gondola. And at

954
00:44:40,080 --> 00:44:41,600
Speaker 2: this point, the first three years, I didn't have a

955
00:44:41,640 --> 00:44:45,120
Speaker 2: single employee, no office, nothing.

956
00:44:45,640 --> 00:44:47,680
Speaker 3: I mean, it was I don't even know how I

957
00:44:47,719 --> 00:44:48,759
Speaker 3: did that looking.

958
00:44:48,480 --> 00:44:53,440
Speaker 2: Back, because it was so like just bootstrapped. But but

959
00:44:53,520 --> 00:44:55,800
Speaker 2: that's this before I like really cald my hand.

960
00:44:56,080 --> 00:44:58,359
Speaker 3: Wow. Yeah, it was the best. It was the best.

961
00:44:58,360 --> 00:45:01,160
Speaker 2: And no partners, no investors, Like there's something so nice

962
00:45:01,200 --> 00:45:04,280
Speaker 2: about having that moment to really like set the stage

963
00:45:04,280 --> 00:45:06,799
Speaker 2: for your own brand before other people get involved in

964
00:45:06,840 --> 00:45:09,480
Speaker 2: other voices and other opinions and other goals and motives,

965
00:45:09,480 --> 00:45:11,360
Speaker 2: and it was really just I'm.

966
00:45:11,239 --> 00:45:13,560
Speaker 3: Doing what I want to do, how I want to

967
00:45:13,600 --> 00:45:13,879
Speaker 3: do it.

968
00:45:13,920 --> 00:45:16,560
Speaker 2: My next product launch is not dictated on industry trends

969
00:45:16,640 --> 00:45:18,400
Speaker 2: or it's like what do I want.

970
00:45:18,280 --> 00:45:20,560
Speaker 3: Next, but what do I need in my collection? Okay,

971
00:45:20,560 --> 00:45:24,120
Speaker 3: I'm going to do this. So it's really really yeah.

972
00:45:23,920 --> 00:45:27,080
Speaker 1: No, it's so exciting, it's so impressive because it's like,

973
00:45:27,840 --> 00:45:32,120
Speaker 1: you know, I think starting being an entrepreneur in general

974
00:45:32,239 --> 00:45:34,960
Speaker 1: is really really hard, as you know, it just is

975
00:45:35,000 --> 00:45:38,080
Speaker 1: because there's no one to fall on. It's terrifying. It's you.

976
00:45:38,320 --> 00:45:40,919
Speaker 1: It's your name, it's your brand, it's your baby, it's

977
00:45:40,920 --> 00:45:44,759
Speaker 1: your everything, and there's a lot at stake, and you

978
00:45:44,760 --> 00:45:47,520
Speaker 1: know the fact that you did it want so successfully.

979
00:45:48,000 --> 00:45:49,880
Speaker 1: And then I think, you know, as many of the

980
00:45:49,920 --> 00:45:53,319
Speaker 1: women that I've had on the pod, you learned so

981
00:45:53,640 --> 00:45:57,320
Speaker 1: much that first time around. For better or for worse,

982
00:45:57,520 --> 00:46:01,280
Speaker 1: you learn yep, a lot. But it's like having a child.

983
00:46:01,360 --> 00:46:04,000
Speaker 1: It's like, okay, you you were beaten up a bit,

984
00:46:04,480 --> 00:46:06,719
Speaker 1: but then you get back on You're like, let's do

985
00:46:06,760 --> 00:46:10,800
Speaker 1: it again. I'm crazy enough to do this again, exactly.

986
00:46:11,160 --> 00:46:15,240
Speaker 1: And so now you're here again. I think the sky's

987
00:46:15,280 --> 00:46:18,640
Speaker 1: the limit with this one, you know, truthfully, Like I said,

988
00:46:18,719 --> 00:46:21,359
Speaker 1: I think I think the dream I know, for me

989
00:46:21,440 --> 00:46:24,400
Speaker 1: as someone who's built a brand in businesses and whatever,

990
00:46:24,760 --> 00:46:29,360
Speaker 1: when someone finds you organically like finds you and falls

991
00:46:29,360 --> 00:46:32,080
Speaker 1: in love with whatever it is that you're doing, which

992
00:46:32,640 --> 00:46:37,000
Speaker 1: you know, I've found in conversation with Lawless is sort

993
00:46:37,000 --> 00:46:40,520
Speaker 1: of like people just genuinely love it. And you know,

994
00:46:40,760 --> 00:46:44,080
Speaker 1: I knew it was clean second, you know, because I

995
00:46:44,239 --> 00:46:45,040
Speaker 1: didn't become cle.

996
00:46:45,200 --> 00:46:46,040
Speaker 3: I love to hear that.

997
00:46:46,200 --> 00:46:49,920
Speaker 1: No, it's true. I didn't become a clean beauty person

998
00:46:50,040 --> 00:46:52,480
Speaker 1: until I was pregnant with my first son, and then

999
00:46:52,480 --> 00:46:53,560
Speaker 1: all of a sudden, I was like, oh my god,

1000
00:46:53,560 --> 00:46:55,480
Speaker 1: I can't put any chemicals. I can't eat any chemicals,

1001
00:46:55,520 --> 00:46:57,600
Speaker 1: I can't touch any chemicals. I can't put any on

1002
00:46:57,640 --> 00:47:01,759
Speaker 1: my body. And my body. Yeah, and I've pretty much

1003
00:47:01,800 --> 00:47:04,479
Speaker 1: you know, I've stayed that way for the most part,

1004
00:47:04,480 --> 00:47:06,239
Speaker 1: Like I would always opt for a clean It's not

1005
00:47:06,280 --> 00:47:08,279
Speaker 1: to say that, of course, I don't use like my

1006
00:47:08,280 --> 00:47:10,319
Speaker 1: favorite makeup brands or I'm not like I don't say

1007
00:47:10,360 --> 00:47:13,520
Speaker 1: the makeup artists like, don't touch me with that whatever brand.

1008
00:47:13,680 --> 00:47:18,480
Speaker 1: But but buying, you want to buy what you know

1009
00:47:18,760 --> 00:47:21,200
Speaker 1: does not have the ten things that you don't want

1010
00:47:21,280 --> 00:47:25,239
Speaker 1: on your skin or in your body. Right, But I'm

1011
00:47:25,239 --> 00:47:27,239
Speaker 1: obsessed to with. I do want to talk about the

1012
00:47:27,280 --> 00:47:31,440
Speaker 1: Lipliners because I love it and I'm obsessed with and

1013
00:47:31,480 --> 00:47:32,960
Speaker 1: I don't know if you know this. I don't know

1014
00:47:33,000 --> 00:47:34,520
Speaker 1: if this is like what do they call it? The

1015
00:47:34,600 --> 00:47:36,919
Speaker 1: runaway hit or the sleeper hit?

1016
00:47:37,360 --> 00:47:38,680
Speaker 3: The sleeper the sleeper hit.

1017
00:47:38,800 --> 00:47:43,160
Speaker 1: The brow pencil. It's so good.

1018
00:47:43,200 --> 00:47:44,399
Speaker 3: I'm obsessed to wait.

1019
00:47:44,520 --> 00:47:48,960
Speaker 1: I have it in every bag me too, the brow pencil.

1020
00:47:49,080 --> 00:47:49,840
Speaker 3: So that shape.

1021
00:47:49,960 --> 00:47:52,040
Speaker 2: I created that oval shape because I always have a

1022
00:47:52,040 --> 00:47:55,600
Speaker 2: hard time, like anytime they're really really micro, it's like

1023
00:47:55,680 --> 00:47:58,759
Speaker 2: takes me like things taking down there. But then if

1024
00:47:58,760 --> 00:48:02,520
Speaker 2: they're one of those harsh like triangle angles, it's so severe.

1025
00:48:02,800 --> 00:48:05,560
Speaker 2: And I have like really really thick brows, so I

1026
00:48:05,719 --> 00:48:08,360
Speaker 2: like when I fill them in, they can look crazy.

1027
00:48:08,680 --> 00:48:11,080
Speaker 2: So I liked a little like oval because I like

1028
00:48:11,120 --> 00:48:12,759
Speaker 2: to go over this top part and just kind of

1029
00:48:12,800 --> 00:48:15,319
Speaker 2: like do that little soft edge and then just kind

1030
00:48:15,320 --> 00:48:18,399
Speaker 2: of draw and fill in. But it's so interesting because

1031
00:48:18,400 --> 00:48:20,560
Speaker 2: there's so many little Sleeper products.

1032
00:48:20,200 --> 00:48:20,719
Speaker 3: That I think.

1033
00:48:21,400 --> 00:48:24,080
Speaker 2: It's like the thing about being in the clean category

1034
00:48:24,239 --> 00:48:25,920
Speaker 2: is I think a lot of people that aren't looking.

1035
00:48:25,719 --> 00:48:27,280
Speaker 1: At expectations, like they don't.

1036
00:48:27,120 --> 00:48:29,520
Speaker 2: Even go look because they're like, oh, I'm not a

1037
00:48:29,560 --> 00:48:31,120
Speaker 2: clean makeup girl, Like that's not for me.

1038
00:48:31,440 --> 00:48:33,200
Speaker 3: I'm like no, no, no, come see it.

1039
00:48:33,320 --> 00:48:36,279
Speaker 2: Yeah, because it's really not for the clean consumer, it's

1040
00:48:36,280 --> 00:48:40,919
Speaker 2: for everybody. But the lip was really like our first hero,

1041
00:48:41,160 --> 00:48:43,839
Speaker 2: so our franchise. Forget the filler, I help the glosses hair.

1042
00:48:44,000 --> 00:48:46,440
Speaker 2: This was it was the pandemic. I was pregnant with

1043
00:48:46,480 --> 00:48:51,040
Speaker 2: my daughter and I remember we got this skincare ingredient

1044
00:48:51,120 --> 00:48:53,640
Speaker 2: from a skincare lab and it was called Maxi Lip,

1045
00:48:54,040 --> 00:48:57,160
Speaker 2: and I was like, this is so interesting because I

1046
00:48:57,200 --> 00:49:00,239
Speaker 2: read the clinicals that they had done, and a lot

1047
00:49:00,280 --> 00:49:02,800
Speaker 2: of people don't understand the difference between clinicals and consumer

1048
00:49:02,800 --> 00:49:06,399
Speaker 2: perception surveys. Clinicals are hundreds of thousands of dollars. They're

1049
00:49:06,440 --> 00:49:08,880
Speaker 2: done in a lap by scientists, measured with an instrument,

1050
00:49:08,880 --> 00:49:11,560
Speaker 2: where consumer perception is like a test group. We say

1051
00:49:11,600 --> 00:49:13,879
Speaker 2: did you like this glass? Did it make your lips

1052
00:49:13,920 --> 00:49:16,840
Speaker 2: feel good? Like that type of thing. So this ingredient

1053
00:49:16,880 --> 00:49:19,080
Speaker 2: have clinicals on it and it had been shown to

1054
00:49:19,160 --> 00:49:23,040
Speaker 2: increase volume by forty percent, increased slip collegen synthesis by

1055
00:49:23,080 --> 00:49:25,160
Speaker 2: three hundred and fifty one percent in vitro and I

1056
00:49:25,239 --> 00:49:28,680
Speaker 2: was like, what, Because as you age, all of your

1057
00:49:28,680 --> 00:49:30,200
Speaker 2: collagens starts to break down.

1058
00:49:30,320 --> 00:49:34,239
Speaker 3: Why now produce this much? So you're like, Okay, what

1059
00:49:34,280 --> 00:49:35,279
Speaker 3: can I do to stop that?

1060
00:49:35,560 --> 00:49:38,040
Speaker 2: And when I just read all these clinicals the hydration,

1061
00:49:38,239 --> 00:49:41,279
Speaker 2: I was really really compelled. And so we have them

1062
00:49:41,320 --> 00:49:43,839
Speaker 2: send us in a gloss format, like put it into

1063
00:49:43,840 --> 00:49:46,000
Speaker 2: a gloss and I'm that old school I love that

1064
00:49:46,120 --> 00:49:49,719
Speaker 2: thick maclip class like if I, you know, drink out

1065
00:49:49,719 --> 00:49:51,480
Speaker 2: of a straw, it's still going to be on at

1066
00:49:51,480 --> 00:49:52,600
Speaker 2: the end of lunch kind of thing.

1067
00:49:52,800 --> 00:49:54,000
Speaker 3: I don't want the thin like.

1068
00:49:54,760 --> 00:49:58,960
Speaker 2: So we have them kind of create the ingredient and

1069
00:49:59,040 --> 00:50:02,640
Speaker 2: a gloss that brief that we really wanted, and we

1070
00:50:02,680 --> 00:50:04,640
Speaker 2: did the testing on the finished product and it was

1071
00:50:04,760 --> 00:50:07,560
Speaker 2: all the statistics were the same, but more on hydration,

1072
00:50:07,680 --> 00:50:09,960
Speaker 2: even because we have hydrating ingredients.

1073
00:50:09,560 --> 00:50:12,239
Speaker 3: In the glass. So we were like, okay, we're gonna

1074
00:50:12,280 --> 00:50:13,760
Speaker 3: launch this. We'll do one clear shade.

1075
00:50:13,800 --> 00:50:15,560
Speaker 2: It'll be called Rosy Outlook, it's just gonna be like

1076
00:50:15,600 --> 00:50:17,160
Speaker 2: a clear pink and we'll just see how it does.

1077
00:50:17,200 --> 00:50:20,120
Speaker 2: We've never done a plumper. Are people still into plumbers?

1078
00:50:20,200 --> 00:50:22,719
Speaker 2: We don't know, you know, two phase lip injection. That

1079
00:50:22,760 --> 00:50:25,120
Speaker 2: whole thing kind of owns the market. Nobody might care.

1080
00:50:25,520 --> 00:50:28,799
Speaker 3: It took off so fast. I remember our opening order

1081
00:50:28,920 --> 00:50:30,880
Speaker 3: was like fifteen thousand units.

1082
00:50:30,880 --> 00:50:33,239
Speaker 2: We sold out immediately. We did a booster order for five,

1083
00:50:33,280 --> 00:50:34,120
Speaker 2: a booster order for.

1084
00:50:34,080 --> 00:50:36,720
Speaker 3: Ten, a booster for twenty five, and then we started

1085
00:50:36,800 --> 00:50:39,160
Speaker 3: ordering like hundreds of thousands, and we were like, okay,

1086
00:50:39,320 --> 00:50:41,239
Speaker 3: this is this is our first hero. So we did

1087
00:50:41,280 --> 00:50:45,080
Speaker 3: shade extensions, and so our lip liners are part of that.

1088
00:50:45,120 --> 00:50:47,719
Speaker 3: I have them here. I always keep a little dish.

1089
00:50:47,480 --> 00:50:50,280
Speaker 2: Of all the shades I'm wearing, so that like anytime

1090
00:50:50,280 --> 00:50:51,440
Speaker 2: I'm like talking to someone.

1091
00:50:51,239 --> 00:50:55,640
Speaker 1: Like that, I keep them in every bag, every bag.

1092
00:50:55,280 --> 00:50:56,320
Speaker 3: And every bag.

1093
00:50:56,600 --> 00:50:58,279
Speaker 1: I love it. I love it.

1094
00:50:58,360 --> 00:51:00,440
Speaker 2: So my gripe about a lot of lipliners, like my

1095
00:51:00,800 --> 00:51:03,680
Speaker 2: og old favorite Mac, but they get so skippy on

1096
00:51:03,719 --> 00:51:05,279
Speaker 2: me and I don't know if it's like a waxiness,

1097
00:51:05,280 --> 00:51:07,040
Speaker 2: but they get like that dry ball thing.

1098
00:51:07,840 --> 00:51:09,719
Speaker 3: So we put a silk like esther in these.

1099
00:51:10,120 --> 00:51:13,360
Speaker 1: Their velvety, their velvety, their velvety. That's why I like

1100
00:51:13,400 --> 00:51:13,799
Speaker 1: that way.

1101
00:51:14,000 --> 00:51:15,880
Speaker 2: If you want to fill your whole lip in, like

1102
00:51:15,960 --> 00:51:18,439
Speaker 2: you know, when you're like in a pinch or you're

1103
00:51:18,480 --> 00:51:19,719
Speaker 2: like if I'm going to the gym and I don't

1104
00:51:19,719 --> 00:51:21,200
Speaker 2: want to look like I'm wearing a lip gloss or

1105
00:51:21,239 --> 00:51:23,960
Speaker 2: a lipstick, I'll stand and just like fill it in

1106
00:51:24,320 --> 00:51:26,799
Speaker 2: because it's like kind of your lips go better.

1107
00:51:26,920 --> 00:51:28,280
Speaker 3: You don't really know what you're wearing.

1108
00:51:28,200 --> 00:51:30,839
Speaker 1: Okay, but I use your liners as fullip coverage all

1109
00:51:30,840 --> 00:51:33,799
Speaker 1: the time, and then I'll cut a little clear on

1110
00:51:33,880 --> 00:51:35,360
Speaker 1: it and then I'll put like a little dab.

1111
00:51:35,200 --> 00:51:37,200
Speaker 3: Of it, you know.

1112
00:51:37,480 --> 00:51:39,920
Speaker 2: Internally on our team we even have these and chevyes

1113
00:51:40,200 --> 00:51:42,280
Speaker 2: because so we can wear them as lipsticks. I should

1114
00:51:42,280 --> 00:51:46,239
Speaker 2: release them. Yeah, yeah, you should have cheves. Yeah, you

1115
00:51:46,280 --> 00:51:49,200
Speaker 2: guys would. I'll get you some of these. But they're

1116
00:51:49,280 --> 00:51:51,080
Speaker 2: just it's just a different.

1117
00:51:50,800 --> 00:51:51,759
Speaker 3: Formula than I've ever had.

1118
00:51:51,800 --> 00:51:53,839
Speaker 2: And I feel like that's the biggest the first thing

1119
00:51:54,320 --> 00:51:57,200
Speaker 2: to plump in your lips, it's the optical illusion overline.

1120
00:51:57,440 --> 00:51:59,440
Speaker 2: Just go right outside your lip line, not too much

1121
00:51:59,480 --> 00:52:01,640
Speaker 2: like on your just right outside the lip line to

1122
00:52:01,680 --> 00:52:03,880
Speaker 2: like curl it up a little bit. Ye then your lipstick.

1123
00:52:04,040 --> 00:52:06,480
Speaker 2: Then you're plumping glass and you don't need to get

1124
00:52:06,520 --> 00:52:07,360
Speaker 2: lippillar anymore.

1125
00:52:07,360 --> 00:52:10,680
Speaker 3: It's amazing. And so that was like our first real hero.

1126
00:52:10,800 --> 00:52:14,760
Speaker 2: And since then we launched lipsticks, We've done multiple shade extensions,

1127
00:52:14,960 --> 00:52:16,600
Speaker 2: all the things that's slip mask.

1128
00:52:16,800 --> 00:52:20,719
Speaker 1: It's amazing. Honestly, I'm so impressed with you, and I

1129
00:52:20,800 --> 00:52:24,200
Speaker 1: genuinely love the products so much so you're growing very

1130
00:52:24,239 --> 00:52:28,560
Speaker 1: quickly by need. But like what scares you? Like does anything?

1131
00:52:29,440 --> 00:52:32,840
Speaker 1: Do you ever sort of say like, oh god, like

1132
00:52:32,960 --> 00:52:36,399
Speaker 1: I cannot believe the Kardashians just launched another product or

1133
00:52:36,560 --> 00:52:39,000
Speaker 1: like and do you ever worry about that? Or do

1134
00:52:39,040 --> 00:52:41,680
Speaker 1: you stay in your lane and like blinders and like

1135
00:52:41,760 --> 00:52:43,560
Speaker 1: don't look you know what I mean, Like, how what's

1136
00:52:43,600 --> 00:52:48,799
Speaker 1: your approach to a lot of people get very anxious

1137
00:52:49,160 --> 00:52:55,239
Speaker 1: about competition or you know, just just a popularity contest.

1138
00:52:56,320 --> 00:52:58,799
Speaker 1: You know, I don't know if that affects you or not.

1139
00:52:58,880 --> 00:53:02,120
Speaker 1: I mean I would say my theory on that is

1140
00:53:02,239 --> 00:53:04,720
Speaker 1: the product speaks for itself and you don't have to worry.

1141
00:53:04,760 --> 00:53:06,719
Speaker 1: But I mean, how do you feel about any of this?

1142
00:53:07,400 --> 00:53:08,080
Speaker 1: I'm curious.

1143
00:53:09,040 --> 00:53:10,800
Speaker 3: Yeah, that's a really great question.

1144
00:53:11,160 --> 00:53:15,400
Speaker 2: And I think the biggest thing I always remember is

1145
00:53:15,440 --> 00:53:18,040
Speaker 2: there's no other me, Like there's no other Rachel. There's

1146
00:53:18,040 --> 00:53:20,520
Speaker 2: a million stylists, but no, there's a.

1147
00:53:20,480 --> 00:53:23,920
Speaker 3: Reason people worked with you. And I think, like it.

1148
00:53:24,000 --> 00:53:26,840
Speaker 2: Just makes me so unbothered and all so happy for

1149
00:53:26,920 --> 00:53:29,480
Speaker 2: other people because the bigger the categories grow, the bigger

1150
00:53:29,680 --> 00:53:34,600
Speaker 2: other people, the bigger it's like you're validating what I'm doing.

1151
00:53:34,920 --> 00:53:36,680
Speaker 3: So like I hope that this.

1152
00:53:36,800 --> 00:53:39,399
Speaker 2: Becomes like big vcs that want to come and buy

1153
00:53:39,440 --> 00:53:43,000
Speaker 2: beauty brands. When I see another beauty brand get sold,

1154
00:53:43,120 --> 00:53:46,000
Speaker 2: or another beauty brand that's like crushing it launching similar

1155
00:53:46,000 --> 00:53:49,239
Speaker 2: products to me, I know that they're only increasing the

1156
00:53:49,320 --> 00:53:52,279
Speaker 2: appetite for what I'm doing because they're proving that this

1157
00:53:52,400 --> 00:53:54,640
Speaker 2: is something that people want and we're killing it.

1158
00:53:54,719 --> 00:53:57,400
Speaker 3: So like, take a look, take a look, industry people,

1159
00:53:57,440 --> 00:53:59,560
Speaker 3: this is where it is. So I always look at

1160
00:53:59,600 --> 00:53:59,960
Speaker 3: it like that.

1161
00:54:00,080 --> 00:54:03,400
Speaker 2: And I also just feel like there's such a unique viewpoint,

1162
00:54:03,480 --> 00:54:06,080
Speaker 2: like I'm I'm my own secret weapon, and you're your

1163
00:54:06,080 --> 00:54:06,759
Speaker 2: own secret open.

1164
00:54:06,800 --> 00:54:08,360
Speaker 3: A lot of beauty brands exist where you have no

1165
00:54:08,400 --> 00:54:09,160
Speaker 3: idea who makes it.

1166
00:54:09,440 --> 00:54:11,360
Speaker 2: There's like a name of a brand, but who's behind it,

1167
00:54:11,400 --> 00:54:14,759
Speaker 2: who's doing this? So your unique stamp and viewpoint on

1168
00:54:14,960 --> 00:54:16,880
Speaker 2: things that you're creating and the brand that you're creating

1169
00:54:16,880 --> 00:54:19,800
Speaker 2: and your voice and the reason that people feel connected

1170
00:54:20,280 --> 00:54:21,960
Speaker 2: is nothing that can be replicated.

1171
00:54:22,560 --> 00:54:24,640
Speaker 3: Every brand's going to have their own version of that,

1172
00:54:24,760 --> 00:54:27,120
Speaker 3: and so I don't ever really worry about that.

1173
00:54:27,160 --> 00:54:28,799
Speaker 2: But that also just goes back to like I told

1174
00:54:28,800 --> 00:54:30,799
Speaker 2: you I'm kind of always just been an independent like

1175
00:54:31,400 --> 00:54:34,400
Speaker 2: Loan Ranger type where I just kind of do do

1176
00:54:34,440 --> 00:54:39,520
Speaker 2: what I'm doing. And yeah, I mean I want to

1177
00:54:39,560 --> 00:54:41,759
Speaker 2: be happy and love what I'm doing every day and

1178
00:54:41,840 --> 00:54:44,080
Speaker 2: if that works, great, but if it doesn't, I'm still

1179
00:54:44,080 --> 00:54:45,400
Speaker 2: happy because I'm doing something.

1180
00:54:45,200 --> 00:54:45,919
Speaker 3: That I really love.

1181
00:54:46,120 --> 00:54:49,240
Speaker 2: And I'm lucky that I had a previous business workout.

1182
00:54:49,280 --> 00:54:51,200
Speaker 2: A lot of people need their thing to work. But

1183
00:54:52,080 --> 00:54:54,520
Speaker 2: you know you also, I value my happiness over like

1184
00:54:55,239 --> 00:54:55,520
Speaker 2: you know.

1185
00:54:55,560 --> 00:54:58,960
Speaker 3: Superficial success as well, and I just I have to

1186
00:54:59,000 --> 00:54:59,879
Speaker 3: create stuff I love.

1187
00:55:00,239 --> 00:55:02,920
Speaker 1: Also, it's like, what is your measure of success?

1188
00:55:03,000 --> 00:55:03,200
Speaker 3: Right?

1189
00:55:03,280 --> 00:55:06,359
Speaker 1: Because I think everyone's right, everyone's bar is different, right,

1190
00:55:06,480 --> 00:55:09,440
Speaker 1: Like everyone what their idea of success is very different.

1191
00:55:09,880 --> 00:55:12,440
Speaker 1: And I think absolutely, I think if you're successful and

1192
00:55:12,480 --> 00:55:15,600
Speaker 1: you're happy, like I think success is being happy in

1193
00:55:15,640 --> 00:55:17,920
Speaker 1: what you're doing and obviously winning at it. But you

1194
00:55:17,960 --> 00:55:21,520
Speaker 1: don't have to be the like five billion dollar brand

1195
00:55:21,760 --> 00:55:23,480
Speaker 1: like you know what I mean, it doesn't. As long

1196
00:55:23,520 --> 00:55:26,440
Speaker 1: as you're doing what you do and people are responsive

1197
00:55:26,480 --> 00:55:29,560
Speaker 1: to it and you love it, it's like it's a win.

1198
00:55:30,880 --> 00:55:32,440
Speaker 3: Yeah, absolutely, and people do.

1199
00:55:32,960 --> 00:55:35,160
Speaker 2: There's something when you're doing something that you love and

1200
00:55:35,200 --> 00:55:38,000
Speaker 2: you're passionate about it. There's something about that that people

1201
00:55:38,040 --> 00:55:41,200
Speaker 2: are gravitating to because they can sense that like true

1202
00:55:41,280 --> 00:55:44,120
Speaker 2: sithenticity that they can't get from other brands. So my

1203
00:55:44,200 --> 00:55:46,440
Speaker 2: husband always says this, but like, if you do something

1204
00:55:46,480 --> 00:55:49,400
Speaker 2: you love, you will be successful. But don't do something

1205
00:55:49,440 --> 00:55:51,600
Speaker 2: to be successful because you won't love it.

1206
00:55:51,920 --> 00:55:53,560
Speaker 3: And I think that that makes so much sense.

1207
00:55:53,680 --> 00:55:55,760
Speaker 2: Like, if you just do what you love, you probably

1208
00:55:55,760 --> 00:55:57,680
Speaker 2: will end up being successful at it because you're going

1209
00:55:57,760 --> 00:56:00,680
Speaker 2: to put more energy and passion and drive and like

1210
00:56:00,800 --> 00:56:03,279
Speaker 2: uniqueness into it then you would have anything else because

1211
00:56:03,280 --> 00:56:04,120
Speaker 2: you're obsessed with it.

1212
00:56:04,120 --> 00:56:05,960
Speaker 1: It's true. I say that all the time. I've said

1213
00:56:06,000 --> 00:56:07,839
Speaker 1: that since I was twenty five, because it's the only

1214
00:56:07,880 --> 00:56:10,120
Speaker 1: thing that's ever driven me is a love for what

1215
00:56:10,200 --> 00:56:12,480
Speaker 1: I do, because otherwise you give up. You can't you

1216
00:56:12,520 --> 00:56:17,879
Speaker 1: can't work this hard at something you're miserable doing. Right,

1217
00:56:18,600 --> 00:56:21,680
Speaker 1: We're obsessed, you have to be obsessed. Well, I'm so

1218
00:56:21,920 --> 00:56:26,360
Speaker 1: impressed with you. You're such a ford. I'm so happy

1219
00:56:26,440 --> 00:56:28,480
Speaker 1: you came on, by the way. I love both of

1220
00:56:28,520 --> 00:56:33,120
Speaker 1: your businesses, so good for you, so impressive, And you know,

1221
00:56:33,320 --> 00:56:37,200
Speaker 1: I hope our listeners really took a lot away from

1222
00:56:37,680 --> 00:56:42,200
Speaker 1: what you've done very brick by brick, the old fashioned way,

1223
00:56:42,280 --> 00:56:45,239
Speaker 1: which I firmly believe in. And you know I'm going

1224
00:56:45,320 --> 00:56:47,400
Speaker 1: to be rooting for you over here.

1225
00:56:47,680 --> 00:56:49,680
Speaker 3: Thank you so much. That means so much to me.

1226
00:56:49,840 --> 00:56:52,560
Speaker 2: I always feel so awkward when I do podcasts, but

1227
00:56:52,600 --> 00:56:55,560
Speaker 2: when it's conversational and I actually like relate to the

1228
00:56:55,600 --> 00:56:58,560
Speaker 2: person I'm talking to, it's so much fun and I

1229
00:56:58,600 --> 00:56:59,920
Speaker 2: feel like I could talk to you for hours.

1230
00:57:00,200 --> 00:57:02,160
Speaker 3: Thank you. I so honored.

1231
00:57:02,239 --> 00:57:04,760
Speaker 1: Now, I'll tell you such a pleasure. I'm very excited

1232
00:57:04,760 --> 00:57:07,960
Speaker 1: for what's to come, and I love Lawless. I have

1233
00:57:08,040 --> 00:57:08,960
Speaker 1: it all over my face.

1234
00:57:09,120 --> 00:57:10,640
Speaker 3: So okay, send me your wish lists.

1235
00:57:10,760 --> 00:57:13,759
Speaker 1: Oh my god, stop, no way. I like buying it.

1236
00:57:14,560 --> 00:57:19,959
Speaker 1: I like supporting it. It's that time in the show

1237
00:57:20,000 --> 00:57:23,640
Speaker 1: and I answer to listener questions. So let's see what

1238
00:57:23,720 --> 00:57:27,840
Speaker 1: we have today. Okay, what has been your favorite Awards

1239
00:57:27,840 --> 00:57:31,680
Speaker 1: season look so far? I'll be honest with you. I

1240
00:57:31,720 --> 00:57:34,760
Speaker 1: loved the looks at the BAFTA Awards this past weekend

1241
00:57:34,760 --> 00:57:38,560
Speaker 1: in London more than I have loved anything thus far

1242
00:57:38,920 --> 00:57:42,520
Speaker 1: in the US. I will say I believe Jalo wore

1243
00:57:42,600 --> 00:57:49,200
Speaker 1: this incredible Tomorrow, Ralph Felicia Kature, this pink, gorgeous confection

1244
00:57:49,440 --> 00:57:52,760
Speaker 1: with a big coat cape thing over a pink dress

1245
00:57:53,080 --> 00:57:54,960
Speaker 1: to the Golden globes, I want to say, and that

1246
00:57:55,120 --> 00:57:58,760
Speaker 1: made me really happy for the love of glamour. But

1247
00:57:58,800 --> 00:58:02,720
Speaker 1: I haven't really been completely blown away by too much

1248
00:58:02,920 --> 00:58:07,880
Speaker 1: thus far. So Lily Collins at BAFTA this past weekend. Okay,

1249
00:58:07,920 --> 00:58:12,160
Speaker 1: second question, congratulations on your anniversary. What's your secret for

1250
00:58:12,200 --> 00:58:17,880
Speaker 1: a lasting relationship? I mean, you know, try not to

1251
00:58:17,960 --> 00:58:21,200
Speaker 1: kill each other. No, I'm just kidding. My secret for

1252
00:58:21,280 --> 00:58:23,040
Speaker 1: a long you know what? I will always give the

1253
00:58:23,040 --> 00:58:26,600
Speaker 1: same answer because I think when I break down how

1254
00:58:26,640 --> 00:58:29,040
Speaker 1: long we've been together, which has been more than half

1255
00:58:29,080 --> 00:58:31,680
Speaker 1: my life, the one thing I would say, in good

1256
00:58:31,680 --> 00:58:34,800
Speaker 1: times and bad, I never have not trusted him. He

1257
00:58:34,880 --> 00:58:38,440
Speaker 1: doesn't ever lie. Roger never lies. I never worry about

1258
00:58:38,480 --> 00:58:40,840
Speaker 1: like where he is when I'm not with him. I

1259
00:58:40,920 --> 00:58:43,600
Speaker 1: never worry he doesn't love me, and he still tells

1260
00:58:43,640 --> 00:58:45,640
Speaker 1: me I'm the most beautiful woman in the room. And

1261
00:58:45,800 --> 00:58:48,200
Speaker 1: whether I believe that or not, it's still nice to

1262
00:58:48,240 --> 00:58:51,560
Speaker 1: hear four one hundred years later. But truthfully, that's it.

1263
00:58:51,600 --> 00:58:53,480
Speaker 1: And I think, you know, I think, at the end

1264
00:58:53,480 --> 00:58:57,080
Speaker 1: of the day, your your husband or wife, like they

1265
00:58:57,120 --> 00:58:58,960
Speaker 1: have to kind of be your best friend and they

1266
00:58:59,000 --> 00:59:01,680
Speaker 1: have to be your safe pert. And even when you're

1267
00:59:01,720 --> 00:59:03,640
Speaker 1: like not in the mood to talk to anyone and whatever,

1268
00:59:03,760 --> 00:59:05,600
Speaker 1: they just have to be okay that like you're not

1269
00:59:05,680 --> 00:59:08,000
Speaker 1: in the mood to talk to them. And I think

1270
00:59:08,040 --> 00:59:10,160
Speaker 1: that's sort of it. It's like giving each other space

1271
00:59:10,160 --> 00:59:14,040
Speaker 1: when you need it. But again, first and foremost trust,

1272
00:59:14,160 --> 00:59:20,560
Speaker 1: because you can't ever put enough money on that word truthfully. Okay,

1273
00:59:20,600 --> 00:59:23,800
Speaker 1: don't forget to submit your questions for next week's episode.

1274
00:59:23,960 --> 00:59:25,600
Speaker 1: All you have to do is d m us your

1275
00:59:25,680 --> 00:59:28,360
Speaker 1: questions to at Climbing and Heals pod on Instagram and

1276
00:59:28,440 --> 00:59:40,040
Speaker 1: I might just answer your question. Thank you so much

1277
00:59:40,080 --> 00:59:42,760
Speaker 1: to Annie for being on the pod today. Suja Juice

1278
00:59:42,760 --> 00:59:46,720
Speaker 1: and Lawless Beauty are both such massively successful brands. It's

1279
00:59:46,760 --> 00:59:51,240
Speaker 1: incredibly inspiring to hear her story and how hard she's worked,

1280
00:59:51,520 --> 00:59:54,280
Speaker 1: literally step by step, brick by brick. But to me,

1281
00:59:54,520 --> 00:59:58,080
Speaker 1: I think what's most impressive besides the fact that she's

1282
00:59:58,120 --> 01:00:01,640
Speaker 1: already built literally ground up, like from her kitchen and

1283
01:00:01,760 --> 01:00:05,560
Speaker 1: a juicer and delivering juices, a business she founded with

1284
01:00:05,760 --> 01:00:08,160
Speaker 1: a guy that ended up being her boyfriend, and then

1285
01:00:08,200 --> 01:00:11,720
Speaker 1: she actually met her husband delivering juices to him, which

1286
01:00:11,920 --> 01:00:15,640
Speaker 1: I love pre dating app phase and such a great

1287
01:00:15,680 --> 01:00:20,160
Speaker 1: love story. But more importantly her passion for what she does,

1288
01:00:20,760 --> 01:00:24,440
Speaker 1: both with Suja Juice and now with Lawless. You really

1289
01:00:24,520 --> 01:00:27,760
Speaker 1: see it and I think that the biggest takeaway is

1290
01:00:28,080 --> 01:00:31,120
Speaker 1: to build a successful brand. And twice I have to

1291
01:00:31,160 --> 01:00:35,000
Speaker 1: say authenticity is key, and it's something that I will

1292
01:00:35,040 --> 01:00:37,720
Speaker 1: scream at the top of every mountain that I can

1293
01:00:38,080 --> 01:00:40,920
Speaker 1: for everyone who comes to me or who listens to

1294
01:00:40,960 --> 01:00:43,320
Speaker 1: the pod because they're pivoting, or they're trying to start

1295
01:00:43,360 --> 01:00:45,880
Speaker 1: a business and they're failing, or they feel like they're failing.

1296
01:00:46,080 --> 01:00:48,080
Speaker 1: The reality of it is you have to love what

1297
01:00:48,080 --> 01:00:50,320
Speaker 1: you're doing. It has to be something that's filling a

1298
01:00:50,400 --> 01:00:54,040
Speaker 1: void in your life, in other people's lives, something that

1299
01:00:54,560 --> 01:00:57,680
Speaker 1: really needs to be built for the greater good. And

1300
01:00:57,880 --> 01:01:01,240
Speaker 1: whether that's makeup, whether it's juice, whether it's paper, it

1301
01:01:01,280 --> 01:01:05,360
Speaker 1: doesn't matter. Find your passion and just work really hard

1302
01:01:05,400 --> 01:01:07,800
Speaker 1: at it and do it the old school way, which

1303
01:01:07,840 --> 01:01:12,880
Speaker 1: is just work really hard and stay focused, focus on you,

1304
01:01:13,080 --> 01:01:15,720
Speaker 1: and if other people are succeeding around you with bigger

1305
01:01:15,840 --> 01:01:20,240
Speaker 1: names any more awareness, as Annie said, that's good for you.

1306
01:01:20,560 --> 01:01:22,560
Speaker 1: That makes me look even better because it means what

1307
01:01:22,600 --> 01:01:25,800
Speaker 1: you're doing is write and need it. Don't forget to

1308
01:01:25,840 --> 01:01:28,520
Speaker 1: write a review Wherever you've got your podcasts. I love

1309
01:01:28,640 --> 01:01:30,760
Speaker 1: reading them, and while you're at it, follow me on

1310
01:01:30,880 --> 01:01:34,080
Speaker 1: at Reache's own at Clemy and Hill's pod on Instagram

1311
01:01:34,120 --> 01:01:37,840
Speaker 1: for more updates on upcoming guests, episodes, and all things

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Speaker 1: pure Tork. I will see you next week