1 00:00:02,759 --> 00:00:05,400 Speaker 1: Beyond the Beauty is a production of I Heart Radio. 2 00:00:05,920 --> 00:00:15,960 Speaker 1: I'm your host Bobby Brown. Today I'm talking to someone 3 00:00:16,000 --> 00:00:18,799 Speaker 1: that I have known for a long time, I consider 4 00:00:19,160 --> 00:00:23,079 Speaker 1: a friend, and mostly I am in awe of her 5 00:00:23,680 --> 00:00:28,320 Speaker 1: combination of her entrepreneurship, her business, her marriage, her husband 6 00:00:28,400 --> 00:00:32,000 Speaker 1: is absolutely adorable and so cool, and her twelve children. 7 00:00:32,200 --> 00:00:34,800 Speaker 1: No I think there's four. But I'm so happy to 8 00:00:34,840 --> 00:00:38,839 Speaker 1: be talking to Sarah Blakely, founder and CEO of Spanks. 9 00:00:39,040 --> 00:00:42,000 Speaker 1: I have been wearing spanks since she started the company. 10 00:00:42,120 --> 00:00:45,400 Speaker 1: When I dress up, when I wear dresses or certain things, 11 00:00:45,440 --> 00:00:48,360 Speaker 1: I love to have one of her thinner spanks under 12 00:00:48,600 --> 00:00:53,240 Speaker 1: whatever I wear. And her backstory that she never thought 13 00:00:53,240 --> 00:00:55,800 Speaker 1: she was a good student, you know, very similar to me. 14 00:00:56,000 --> 00:00:59,280 Speaker 1: She didn't think she was smart, and she realized that, 15 00:00:59,800 --> 00:01:03,080 Speaker 1: you know what, it's okay because it helped her pivot 16 00:01:03,120 --> 00:01:06,000 Speaker 1: into something else. I give the same advice to people 17 00:01:06,040 --> 00:01:09,240 Speaker 1: if things aren't working, stop, it's time to press the 18 00:01:09,280 --> 00:01:12,160 Speaker 1: reset button and pivot. I think there is never going 19 00:01:12,240 --> 00:01:15,080 Speaker 1: to be another Sarah Blakely. I think people could learn 20 00:01:15,160 --> 00:01:19,559 Speaker 1: that you can figure things out, you can do things 21 00:01:19,760 --> 00:01:22,400 Speaker 1: that you're not sure that you're able to, and mostly 22 00:01:22,440 --> 00:01:25,319 Speaker 1: you have to believe in yourself. Before anyone believes in you, 23 00:01:25,319 --> 00:01:27,880 Speaker 1: you have to believe in yourself. And I think Sarah 24 00:01:27,920 --> 00:01:31,360 Speaker 1: also teaches that you have to be caring about everyone, 25 00:01:31,440 --> 00:01:33,800 Speaker 1: from the people you work with to the people in 26 00:01:33,840 --> 00:01:36,520 Speaker 1: the stores. You know, not just her friends and family. 27 00:01:37,319 --> 00:01:43,600 Speaker 1: Here's my conversation with Sarah Blakely. Hey Sarah, Hey Bobby, 28 00:01:43,720 --> 00:01:46,000 Speaker 1: how you doing. I'm great. It definitely feels like I 29 00:01:46,040 --> 00:01:48,960 Speaker 1: have twelve children a lot of days. But I do 30 00:01:49,080 --> 00:01:52,280 Speaker 1: have four, but they're under ten, so it's madness in 31 00:01:52,320 --> 00:01:54,360 Speaker 1: my house. What are their ages? So I have a 32 00:01:54,400 --> 00:01:56,720 Speaker 1: ten year old, I have two that are five and 33 00:01:56,800 --> 00:01:59,800 Speaker 1: a three year old. Three boys, and my baby's a girl. 34 00:02:01,040 --> 00:02:03,560 Speaker 1: I just can't imagine. And you run your empire and 35 00:02:03,600 --> 00:02:06,480 Speaker 1: you own your empire. Well, you know you did it too. 36 00:02:06,560 --> 00:02:09,480 Speaker 1: You have three boys, so you can relate. Yeah, but 37 00:02:09,560 --> 00:02:12,600 Speaker 1: you know, I three boys and it was an interesting time. 38 00:02:12,680 --> 00:02:15,400 Speaker 1: And you know now my boys are grown, are on 39 00:02:15,440 --> 00:02:17,520 Speaker 1: the way to being grown, and it's really cool. But 40 00:02:17,600 --> 00:02:19,799 Speaker 1: I know what it's like being a working mom. It's 41 00:02:19,840 --> 00:02:22,160 Speaker 1: a lot. But who else could do it except an 42 00:02:22,280 --> 00:02:25,480 Speaker 1: entrepreneur that is able to multitask? Are you a multitasker? 43 00:02:25,639 --> 00:02:30,799 Speaker 1: I am a multitasker. I also believe in delegating and prioritizing, 44 00:02:30,919 --> 00:02:34,680 Speaker 1: and so obviously this isn't happening without wonderful people around 45 00:02:34,760 --> 00:02:38,760 Speaker 1: me and great support both in my home and it's 46 00:02:38,840 --> 00:02:42,679 Speaker 1: the office. So that's a big part of the equation. 47 00:02:43,080 --> 00:02:45,880 Speaker 1: And then I actually did something that really helped me 48 00:02:46,200 --> 00:02:49,720 Speaker 1: with the feeling of juggling it all and feeling overwhelmed 49 00:02:49,760 --> 00:02:54,200 Speaker 1: a lot of days and just really actually feeling kind 50 00:02:54,200 --> 00:02:57,799 Speaker 1: of deflated at the end of days, which was I 51 00:02:58,360 --> 00:03:02,480 Speaker 1: prioritized my schedule Bobby, so that I have theme days 52 00:03:03,000 --> 00:03:05,119 Speaker 1: because before I did this, and I don't know why 53 00:03:05,160 --> 00:03:08,120 Speaker 1: it took me so long to figure this out. You know, 54 00:03:08,160 --> 00:03:10,359 Speaker 1: as an entrepreneur, you know, you wear all these hats. 55 00:03:10,360 --> 00:03:13,280 Speaker 1: So in one meeting, I'm talking to lawyers about some 56 00:03:13,400 --> 00:03:16,200 Speaker 1: legal issue, and then then very next minute, I'm trying 57 00:03:16,200 --> 00:03:18,320 Speaker 1: on a braw and giving feedback on the bra and 58 00:03:18,320 --> 00:03:20,800 Speaker 1: then the next minute, you know, my child's teacher's calling 59 00:03:20,800 --> 00:03:22,520 Speaker 1: and there's an issue at school. And then the next 60 00:03:22,560 --> 00:03:25,280 Speaker 1: minute and I literally felt so scattered brain. And what 61 00:03:25,320 --> 00:03:27,919 Speaker 1: I realized was I was making decisions all day long 62 00:03:27,960 --> 00:03:31,680 Speaker 1: without enough context and without giving my brain a chance 63 00:03:31,720 --> 00:03:34,720 Speaker 1: to kind of settle into the subject matter. So it's 64 00:03:34,760 --> 00:03:37,760 Speaker 1: not a perfect scenario. Obviously things will change from day 65 00:03:37,760 --> 00:03:40,680 Speaker 1: to day, but I have like Wednesday is the day 66 00:03:40,720 --> 00:03:42,720 Speaker 1: that I meet with all of the leaders at SPANKS 67 00:03:42,760 --> 00:03:45,880 Speaker 1: and I talk about business and business vision. Every Thursday 68 00:03:46,000 --> 00:03:49,360 Speaker 1: is my product day. I'm involved in product the entire 69 00:03:49,440 --> 00:03:53,440 Speaker 1: day Thursday, every you know, Tuesday's brand and marketing and 70 00:03:53,480 --> 00:03:55,800 Speaker 1: that has helped me more than anything. And what about 71 00:03:55,800 --> 00:03:58,080 Speaker 1: Monday and Friday. Monday and Friday or swing days for 72 00:03:58,120 --> 00:04:00,240 Speaker 1: me right now. So I may work from home, I 73 00:04:00,320 --> 00:04:03,440 Speaker 1: may come into the office and that's working really well too. 74 00:04:03,520 --> 00:04:06,680 Speaker 1: I've I've realized that, you know, think time for me 75 00:04:06,880 --> 00:04:10,880 Speaker 1: is so critical. And before I had children, I would 76 00:04:10,880 --> 00:04:14,720 Speaker 1: spend on average three to four hours a day thinking alone, 77 00:04:15,440 --> 00:04:18,839 Speaker 1: like just in my apartment with music on, no television, 78 00:04:19,080 --> 00:04:23,080 Speaker 1: literally letting my mind wander. And it didn't occur to 79 00:04:23,120 --> 00:04:26,359 Speaker 1: me that after I had children. I know this sounds crazy, 80 00:04:26,360 --> 00:04:30,240 Speaker 1: but I literally stopped thinking. I know I've done sound crazy. 81 00:04:30,400 --> 00:04:33,840 Speaker 1: I mean I literally stopped thinking. And I didn't realize 82 00:04:33,839 --> 00:04:36,240 Speaker 1: it until my son, my first son, was about three 83 00:04:36,320 --> 00:04:40,000 Speaker 1: years old, and I was so unhappy and I was 84 00:04:40,120 --> 00:04:44,040 Speaker 1: just like I felt so frustrated. I felt tired all 85 00:04:44,040 --> 00:04:47,880 Speaker 1: the time. I realized, oh my god, I don't ever think. 86 00:04:48,080 --> 00:04:50,400 Speaker 1: I don't ever spend alone time. And my husband's an 87 00:04:50,480 --> 00:04:54,279 Speaker 1: ultra marathon or he loves exercise, and I said to him, Honey, 88 00:04:54,320 --> 00:04:56,080 Speaker 1: I just realized, it's kind of you know how you 89 00:04:56,160 --> 00:04:59,160 Speaker 1: feel if you don't run even for a day. I 90 00:04:59,200 --> 00:05:02,159 Speaker 1: haven't really that alone time to think and let my 91 00:05:02,200 --> 00:05:05,160 Speaker 1: mind wander. So I've made a real effort to put 92 00:05:05,200 --> 00:05:07,880 Speaker 1: that back into my life, and I've identified that where 93 00:05:07,880 --> 00:05:10,359 Speaker 1: that happens for me the most is in the car. 94 00:05:11,000 --> 00:05:13,279 Speaker 1: So even though I live really close to Spanks, I 95 00:05:13,320 --> 00:05:15,600 Speaker 1: lived six to seven minutes from the office Bobby, I 96 00:05:15,680 --> 00:05:18,520 Speaker 1: will actually leave an hour before work starts a lot 97 00:05:18,560 --> 00:05:21,960 Speaker 1: of mornings just to drive aimlessly around town. I would say, 98 00:05:22,040 --> 00:05:24,600 Speaker 1: why don't you try walking? I walk for hours at 99 00:05:24,600 --> 00:05:28,279 Speaker 1: a time. But truthfully, I call people. I call you know, 100 00:05:28,400 --> 00:05:31,560 Speaker 1: anyone in business that I need to talk an idea through. 101 00:05:31,720 --> 00:05:33,720 Speaker 1: I'll call you know, a girlfriend I haven't talked to 102 00:05:33,720 --> 00:05:36,720 Speaker 1: in a while, and that clears my brain, and it's 103 00:05:36,760 --> 00:05:40,320 Speaker 1: almost like therapy. Sometimes it's also getting things done, but 104 00:05:40,400 --> 00:05:43,839 Speaker 1: while you're moving, your brain is kind of cleaning out 105 00:05:43,839 --> 00:05:47,000 Speaker 1: the cobwebs. Yeah, I mean for me, I've tried a 106 00:05:47,000 --> 00:05:49,200 Speaker 1: lot of different things, and it's the car for me. 107 00:05:49,320 --> 00:05:52,600 Speaker 1: So you know, I like to walk also, and I 108 00:05:52,640 --> 00:05:56,400 Speaker 1: will listen to podcasts and I will listen to audio books. 109 00:05:56,400 --> 00:05:59,320 Speaker 1: But that's not when your mind is wandering. If you're 110 00:05:59,360 --> 00:06:02,120 Speaker 1: listening to that, I mean you're you're learning, which is awesome. 111 00:06:02,680 --> 00:06:05,200 Speaker 1: But I think where the magic happens is when your 112 00:06:05,240 --> 00:06:07,760 Speaker 1: mind is literally just wandering. And when I was a 113 00:06:07,800 --> 00:06:11,640 Speaker 1: Bobby Brown Cosmetics, seriously Mondays and Fridays, i would work 114 00:06:11,680 --> 00:06:14,560 Speaker 1: from home because that's when I needed. I needed to 115 00:06:14,640 --> 00:06:16,440 Speaker 1: drop my kids off at school in the morning, I 116 00:06:16,520 --> 00:06:18,960 Speaker 1: needed to say hello to a parent, you know, and 117 00:06:19,000 --> 00:06:20,640 Speaker 1: then I would go back and work, and then i'd 118 00:06:20,640 --> 00:06:22,120 Speaker 1: come back to help in the school, and then I 119 00:06:22,160 --> 00:06:25,240 Speaker 1: go back to work. And that just made such a difference. 120 00:06:25,760 --> 00:06:27,960 Speaker 1: You know, I never felt balanced, So I'm not saying 121 00:06:28,000 --> 00:06:31,120 Speaker 1: I felt balanced, but it allowed me to to really 122 00:06:31,160 --> 00:06:34,039 Speaker 1: just own my life and not just do one thing 123 00:06:34,040 --> 00:06:36,440 Speaker 1: and feel I was missing out. So it sounds like 124 00:06:36,480 --> 00:06:38,480 Speaker 1: you're kind of doing the same thing I am. But 125 00:06:38,560 --> 00:06:40,359 Speaker 1: it took me a long time to get here. And 126 00:06:40,440 --> 00:06:43,400 Speaker 1: for anyone listening who's just starting their business. I I 127 00:06:43,480 --> 00:06:46,560 Speaker 1: want to say that this ability for me to be 128 00:06:46,600 --> 00:06:49,480 Speaker 1: able to do this came after a lot of time. 129 00:06:50,320 --> 00:06:54,280 Speaker 1: I think that the expectation of being able to, you know, 130 00:06:54,320 --> 00:06:57,280 Speaker 1: potentially take on Monday and a Friday off if you're 131 00:06:57,320 --> 00:07:00,400 Speaker 1: just starting your business is not as realistic. But know 132 00:07:00,520 --> 00:07:03,000 Speaker 1: that you can get there. And I always say, you know, 133 00:07:03,040 --> 00:07:05,440 Speaker 1: as soon as you can afford to hire your weaknesses, 134 00:07:06,040 --> 00:07:08,720 Speaker 1: and I did that at SPANKS. I knew very quickly 135 00:07:08,760 --> 00:07:10,520 Speaker 1: as an entrepreneur, you know what you're good at and 136 00:07:10,520 --> 00:07:12,480 Speaker 1: what you're not good at, and you typically have to 137 00:07:12,480 --> 00:07:15,760 Speaker 1: do everything in the beginning. And I'm literally made a 138 00:07:15,760 --> 00:07:18,120 Speaker 1: list of what I wasn't good at, and there's usually 139 00:07:18,120 --> 00:07:20,440 Speaker 1: a correlation of what I'm not good at is also 140 00:07:20,480 --> 00:07:23,720 Speaker 1: what I don't enjoy. So I hired those people as 141 00:07:23,800 --> 00:07:26,800 Speaker 1: as soon as I could, and that helps so much. 142 00:07:27,160 --> 00:07:28,880 Speaker 1: You know, I think one of them you probably feel 143 00:07:28,920 --> 00:07:31,080 Speaker 1: the same way. But as your business grows and as 144 00:07:31,120 --> 00:07:34,040 Speaker 1: your journey continues on, I think one of the biggest 145 00:07:34,120 --> 00:07:37,520 Speaker 1: challenges is to stay in your lane. Like I know 146 00:07:37,640 --> 00:07:39,840 Speaker 1: what my lane is, I know what I'm best at, 147 00:07:39,880 --> 00:07:42,800 Speaker 1: how I can best contribute to SPANKS. I also know 148 00:07:42,880 --> 00:07:44,480 Speaker 1: that when I'm in my lane, I have the most 149 00:07:44,640 --> 00:07:48,560 Speaker 1: energy and I feel the most excited. It's there's times 150 00:07:48,560 --> 00:07:52,120 Speaker 1: in the business that I started focusing on too many 151 00:07:52,120 --> 00:07:55,800 Speaker 1: of the other things that I wasn't great at, or 152 00:07:56,400 --> 00:07:58,760 Speaker 1: took my eye off the ball, and didn't spend as 153 00:07:58,840 --> 00:08:01,800 Speaker 1: much time with product, which is where my true passion is. 154 00:08:01,840 --> 00:08:05,640 Speaker 1: That I really kind of lost a lot of energy. Now, 155 00:08:05,680 --> 00:08:09,440 Speaker 1: what year did spanks launched in? Two thousand and two thousand? Okay, 156 00:08:09,480 --> 00:08:12,280 Speaker 1: because we first met when you were a model in 157 00:08:12,360 --> 00:08:14,960 Speaker 1: one of my books, Pretty Powerful, So I don't even 158 00:08:14,960 --> 00:08:17,320 Speaker 1: remember what year that was, but Banks was just a 159 00:08:17,360 --> 00:08:19,600 Speaker 1: few years old by then. Yeah, you know, I have 160 00:08:19,640 --> 00:08:21,440 Speaker 1: a funny story for you. I don't know if you 161 00:08:21,520 --> 00:08:24,000 Speaker 1: remember this, Bobby, but when you asked me to be 162 00:08:24,040 --> 00:08:27,560 Speaker 1: in your book Pretty Powerful, I came. You did this 163 00:08:27,640 --> 00:08:31,840 Speaker 1: wonderful makeover on me. I looked awesome after your team 164 00:08:31,880 --> 00:08:34,520 Speaker 1: and you put, you know, all of the wonderful makeup 165 00:08:34,559 --> 00:08:38,080 Speaker 1: on me. And then you or somebody came up to 166 00:08:38,080 --> 00:08:40,640 Speaker 1: me and said, we're going to interview you, Sarah and 167 00:08:40,760 --> 00:08:44,240 Speaker 1: ask you a few questions on camera. I said, great. 168 00:08:44,679 --> 00:08:47,160 Speaker 1: So I'm sitting there and there's your whole entire team 169 00:08:47,200 --> 00:08:49,960 Speaker 1: is around me and this person is interviewing me. They're 170 00:08:50,000 --> 00:08:52,200 Speaker 1: sitting on a stool and they said they asked me 171 00:08:52,240 --> 00:08:54,120 Speaker 1: a series of questions, but one of the questions they 172 00:08:54,120 --> 00:08:58,040 Speaker 1: asked me was what do you like most about your parents? 173 00:08:59,280 --> 00:09:01,280 Speaker 1: So I start going on and on. I'm like, well, 174 00:09:01,880 --> 00:09:05,040 Speaker 1: my dad was a trial attorneys, very you know, strategic, 175 00:09:05,160 --> 00:09:07,360 Speaker 1: and he was a litigator. My mom's an artist and 176 00:09:07,400 --> 00:09:09,679 Speaker 1: to stay at home mother, and I feel like, you know, 177 00:09:09,720 --> 00:09:11,679 Speaker 1: I'm a blend of both of them. I'm going on 178 00:09:11,720 --> 00:09:13,560 Speaker 1: and on. Everyone in the room is staring at me, 179 00:09:13,600 --> 00:09:17,120 Speaker 1: like I have two heads. I did not know this, 180 00:09:17,160 --> 00:09:19,000 Speaker 1: but I get up and as I'm walking out of 181 00:09:19,040 --> 00:09:21,320 Speaker 1: the room, the girl at Spanks that I work with, 182 00:09:21,400 --> 00:09:24,040 Speaker 1: she goes, Sarah, they asked you what you like most 183 00:09:24,120 --> 00:09:29,960 Speaker 1: about your appearance? Oh? I like that, but but now 184 00:09:30,040 --> 00:09:32,280 Speaker 1: you've got it from your parents. Oh my gosh. I 185 00:09:32,400 --> 00:09:35,600 Speaker 1: was like, that makes so much more sense. I'm being 186 00:09:35,640 --> 00:09:39,520 Speaker 1: interviewed for a makeover book. All right, what do you 187 00:09:39,559 --> 00:09:42,600 Speaker 1: like about your parents? My parents are my parents parents? 188 00:09:42,600 --> 00:09:44,280 Speaker 1: Because you and I are both in the business of 189 00:09:44,360 --> 00:09:48,319 Speaker 1: helping women feel empowered, feeling better, being more confident. So 190 00:09:48,640 --> 00:09:51,679 Speaker 1: what's your personal Sarah in the mirror person. I like 191 00:09:51,840 --> 00:09:57,240 Speaker 1: my smile. I have big teeth. That's a good thing. 192 00:09:57,440 --> 00:10:00,680 Speaker 1: And I like the shape of my eyes. Okay, what 193 00:10:00,760 --> 00:10:03,240 Speaker 1: do you like? What do I like? I like I 194 00:10:03,280 --> 00:10:07,120 Speaker 1: have really good hair, I have really good skin. I 195 00:10:07,280 --> 00:10:10,120 Speaker 1: actually like the lines in my face because my skin 196 00:10:10,200 --> 00:10:14,000 Speaker 1: looks so good. I know that's a weird thing to say, 197 00:10:14,040 --> 00:10:16,600 Speaker 1: but I don't, you know, I'm not bothered by my lines. 198 00:10:17,240 --> 00:10:20,600 Speaker 1: And I like my strong body. I wish I was taller, 199 00:10:21,440 --> 00:10:24,599 Speaker 1: I wish I was leaner and you know, more muscles. 200 00:10:24,600 --> 00:10:26,760 Speaker 1: But it is good to focus on the things that 201 00:10:26,760 --> 00:10:30,080 Speaker 1: you're positive about, Yeah, for sure. So how did you 202 00:10:30,120 --> 00:10:32,680 Speaker 1: even think of spanks? I mean everyone's heard the story, 203 00:10:33,080 --> 00:10:35,360 Speaker 1: you know, but I who would think that it would 204 00:10:35,400 --> 00:10:39,040 Speaker 1: be a company? Well, I thought of spanks. Actually. You know, 205 00:10:39,120 --> 00:10:41,079 Speaker 1: this is the part of the story that hasn't been 206 00:10:41,080 --> 00:10:43,400 Speaker 1: out there as much, which is I was selling fax 207 00:10:43,440 --> 00:10:47,360 Speaker 1: machines door to door for seven years by before I 208 00:10:47,480 --> 00:10:51,439 Speaker 1: thought of spanks. And I had one particularly really bad day. 209 00:10:51,840 --> 00:10:54,360 Speaker 1: I was always being kicked out of businesses. You know, 210 00:10:54,440 --> 00:10:57,280 Speaker 1: security would escort me out of buildings, or I would 211 00:10:57,320 --> 00:11:00,480 Speaker 1: have people rip up my business card in I face. 212 00:11:00,720 --> 00:11:02,880 Speaker 1: You know, a couple of times a week. One day, 213 00:11:02,920 --> 00:11:06,200 Speaker 1: I was just really really had had it, and I 214 00:11:06,280 --> 00:11:09,000 Speaker 1: pulled off the side of the road and I just thought, 215 00:11:09,080 --> 00:11:11,319 Speaker 1: I'm in the wrong movie, Like this is not my life. 216 00:11:11,320 --> 00:11:13,800 Speaker 1: How did this happen? I need to, you know, call 217 00:11:13,880 --> 00:11:17,520 Speaker 1: the director, called the producer. Cut. I went home and 218 00:11:17,559 --> 00:11:21,720 Speaker 1: I wrote down this exact phrase. I am going to 219 00:11:21,760 --> 00:11:24,640 Speaker 1: invent something that I can sell to millions of people 220 00:11:24,679 --> 00:11:27,960 Speaker 1: that will make them feel good. Because I knew I 221 00:11:28,000 --> 00:11:30,640 Speaker 1: was good at sales. That's all I all. I pretty 222 00:11:30,720 --> 00:11:33,000 Speaker 1: much felt I was good at and so I thought, 223 00:11:33,080 --> 00:11:35,840 Speaker 1: you know what, I enjoy sales. I really like offering 224 00:11:35,920 --> 00:11:38,440 Speaker 1: something to someone that might help their life or improve 225 00:11:38,520 --> 00:11:41,959 Speaker 1: their life. But why not sell something that I've created. 226 00:11:42,040 --> 00:11:45,199 Speaker 1: Wouldn't that be the ultimate? Wouldn't that be the most exciting. 227 00:11:45,240 --> 00:11:48,679 Speaker 1: I'm selling something fax machines that you know I don't 228 00:11:48,720 --> 00:11:52,640 Speaker 1: like love and so that so I set the intention 229 00:11:52,800 --> 00:11:56,480 Speaker 1: for spanks before I cut the feet out of pantyhose, 230 00:11:56,600 --> 00:11:59,360 Speaker 1: and quite frankly, I feel like it could have been 231 00:11:59,400 --> 00:12:02,720 Speaker 1: anything I was. So I asked the universe for the idea. 232 00:12:02,760 --> 00:12:05,640 Speaker 1: I said, I need the idea. I won't squander it. 233 00:12:06,080 --> 00:12:08,880 Speaker 1: And two years later I was getting ready for a 234 00:12:08,920 --> 00:12:12,040 Speaker 1: party in Atlanta, George. I had just moved to Atlanta 235 00:12:12,200 --> 00:12:14,960 Speaker 1: and I wanted to wear cream pants or white pants 236 00:12:14,960 --> 00:12:18,640 Speaker 1: to a party, and everything showed that, every undergarment showed, 237 00:12:19,280 --> 00:12:21,800 Speaker 1: so I thought, well, what am I supposed to wear 238 00:12:21,840 --> 00:12:24,280 Speaker 1: under this? And that's when I cut the feet out 239 00:12:24,280 --> 00:12:27,480 Speaker 1: of my control top pantyhose, threw them on under these pants, 240 00:12:28,080 --> 00:12:32,360 Speaker 1: and it was the perfect flawless canvas under the clothes. 241 00:12:32,400 --> 00:12:35,080 Speaker 1: But it rolled up all night. And because I had 242 00:12:35,120 --> 00:12:37,679 Speaker 1: asked the universe for a sign and had been so 243 00:12:37,760 --> 00:12:40,560 Speaker 1: intentional about it, I didn't squander it. I only cut 244 00:12:40,559 --> 00:12:44,080 Speaker 1: the feet out once, and then I was searching for 245 00:12:44,120 --> 00:12:46,679 Speaker 1: how to get it made and working at night and 246 00:12:46,720 --> 00:12:49,720 Speaker 1: on the weekends for the next two years while I 247 00:12:49,760 --> 00:12:52,920 Speaker 1: was selling Fax machines to get this product. Made Wow. 248 00:12:53,000 --> 00:12:55,439 Speaker 1: First of all, who looks good and cream pants? So 249 00:12:55,480 --> 00:12:58,240 Speaker 1: that's number one, you know, eight points for you, because 250 00:12:58,240 --> 00:13:00,200 Speaker 1: you might not if you were wearing black pants me, 251 00:13:00,240 --> 00:13:03,640 Speaker 1: you might not have needed the banks underneath. So that's amazing, 252 00:13:03,760 --> 00:13:06,360 Speaker 1: and you do look good in cream pants. It's just 253 00:13:06,400 --> 00:13:09,800 Speaker 1: such an incredible story because I don't know that much 254 00:13:09,880 --> 00:13:12,640 Speaker 1: about you from you know before, were you a good student? 255 00:13:12,679 --> 00:13:14,840 Speaker 1: Where you top of your class where you just a 256 00:13:14,880 --> 00:13:17,240 Speaker 1: creative guy? What were you like in high school? I've 257 00:13:17,280 --> 00:13:21,680 Speaker 1: always had trouble with reading comprehension in school, so I 258 00:13:21,760 --> 00:13:25,120 Speaker 1: have a lot of difficulty reading and then retaining what 259 00:13:25,240 --> 00:13:28,040 Speaker 1: I read me too, you can imagine such a big 260 00:13:28,080 --> 00:13:31,439 Speaker 1: part of school is that. So I'm a terrible test taker. 261 00:13:31,880 --> 00:13:34,400 Speaker 1: You know, I wanted to be a lawyer for most 262 00:13:34,440 --> 00:13:36,840 Speaker 1: of my childhood. I'd go and watch my dad in 263 00:13:37,000 --> 00:13:40,760 Speaker 1: court and watch his closing arguments and was so fascinated 264 00:13:40,800 --> 00:13:43,560 Speaker 1: by what he was doing. But I bomb the else 265 00:13:43,600 --> 00:13:47,200 Speaker 1: that not just once but twice, and that was a 266 00:13:47,280 --> 00:13:49,480 Speaker 1: real blow to me at that time. But I always 267 00:13:49,520 --> 00:13:52,199 Speaker 1: tell people, you know, those moments are just life's way 268 00:13:52,200 --> 00:13:54,360 Speaker 1: of nudging you and letting you know your off course, 269 00:13:55,120 --> 00:13:58,200 Speaker 1: I would say, you know, as a student, I was social. 270 00:13:58,559 --> 00:14:01,280 Speaker 1: I had a lot of fun in school, but the 271 00:14:01,720 --> 00:14:05,000 Speaker 1: sitting there and trying to focus, I had difficulty focusing 272 00:14:05,040 --> 00:14:07,240 Speaker 1: as well. You know, it's so funny listening to you 273 00:14:07,280 --> 00:14:11,320 Speaker 1: because many entrepreneurs would be shaking their head. They get it. 274 00:14:11,360 --> 00:14:13,960 Speaker 1: I mean I was the same kid. I get it. 275 00:14:14,040 --> 00:14:16,720 Speaker 1: I read all the articles on you and I listened 276 00:14:16,720 --> 00:14:18,560 Speaker 1: to you talk and I'm like, oh, my god, we 277 00:14:18,640 --> 00:14:22,880 Speaker 1: are the same person because you figure out ways to 278 00:14:23,000 --> 00:14:26,080 Speaker 1: do things that other people that are really smart traditionally 279 00:14:26,120 --> 00:14:29,080 Speaker 1: have no idea how to figure things out. They just 280 00:14:29,160 --> 00:14:32,840 Speaker 1: know how to retain information. So I think it's you know, 281 00:14:32,880 --> 00:14:35,040 Speaker 1: if you guys are out there listening saying that's me, 282 00:14:35,120 --> 00:14:37,480 Speaker 1: it's like, guess what, guys, You're not going to be 283 00:14:37,560 --> 00:14:40,080 Speaker 1: like everybody else, so just figure out who you are 284 00:14:40,520 --> 00:14:43,400 Speaker 1: and make it work. So I think it's awesome. And 285 00:14:43,480 --> 00:14:46,200 Speaker 1: you know, I had some tragedy happened to me in 286 00:14:46,280 --> 00:14:49,240 Speaker 1: high school that led me to being open to listening 287 00:14:49,240 --> 00:14:52,480 Speaker 1: to Wayne Dyer, who was an inspirational and motivational speaker. 288 00:14:52,520 --> 00:14:55,840 Speaker 1: My dad handed me these cassette tapes before he moved 289 00:14:55,840 --> 00:14:58,920 Speaker 1: out my parents got separated, and he said, Honey, I 290 00:14:58,920 --> 00:15:01,520 Speaker 1: wish I was your a when I learned this instead 291 00:15:01,520 --> 00:15:05,760 Speaker 1: of forty and then he left and it was a 292 00:15:05,800 --> 00:15:08,680 Speaker 1: cassette tape series called how to Be a No Limit Person. 293 00:15:09,360 --> 00:15:11,880 Speaker 1: And I put those tapes in Bobby and I started 294 00:15:11,880 --> 00:15:14,360 Speaker 1: crying because I was sitting in my room. As a 295 00:15:14,400 --> 00:15:17,600 Speaker 1: sophomore in high school, I went to Clarewater High in Florida, 296 00:15:17,760 --> 00:15:20,080 Speaker 1: and I thought I have just spent sixteen years in 297 00:15:20,160 --> 00:15:23,400 Speaker 1: school being taught what to think, but no one has 298 00:15:23,440 --> 00:15:27,160 Speaker 1: ever taught me how to think. And I just had 299 00:15:27,520 --> 00:15:30,200 Speaker 1: this revelation like, wait, I can become a student of 300 00:15:30,240 --> 00:15:32,680 Speaker 1: how to think, and I can choose my thoughts and 301 00:15:32,760 --> 00:15:34,920 Speaker 1: I can train my brain to think in a way 302 00:15:34,960 --> 00:15:38,120 Speaker 1: that you know, will propel me forward instead of hold 303 00:15:38,200 --> 00:15:41,920 Speaker 1: me back. And obviously that wasn't being taught in school. 304 00:15:41,960 --> 00:15:44,600 Speaker 1: So I just I became a student outside of school 305 00:15:44,600 --> 00:15:48,040 Speaker 1: of that. And I bring that up because school was 306 00:15:48,240 --> 00:15:51,640 Speaker 1: challenging for me in many ways. And I because I 307 00:15:51,680 --> 00:15:54,880 Speaker 1: had the confidence that I started receiving listening to Wayne 308 00:15:54,960 --> 00:15:58,800 Speaker 1: Dyer and you know, power of positive thinking, manifesting what 309 00:15:58,920 --> 00:16:02,520 Speaker 1: you want in your life, dualization, law of attraction, not 310 00:16:02,640 --> 00:16:05,640 Speaker 1: caring what other people think about you. All of these 311 00:16:05,680 --> 00:16:11,200 Speaker 1: things helped me. I have confidence that that it wasn't me, 312 00:16:11,400 --> 00:16:14,080 Speaker 1: that it wasn't a reflection of my intellect, that it 313 00:16:14,120 --> 00:16:16,440 Speaker 1: was a reflection of the system and how they were 314 00:16:16,520 --> 00:16:20,800 Speaker 1: choosing to measure me just wasn't accurately measuring my talent. 315 00:16:21,080 --> 00:16:23,360 Speaker 1: But a lot of students don't feel that way. So 316 00:16:23,400 --> 00:16:25,480 Speaker 1: there's a lot of people like us that went through 317 00:16:25,520 --> 00:16:31,280 Speaker 1: school that had these issues that believed that they weren't smart. 318 00:16:31,480 --> 00:16:33,920 Speaker 1: Yeah I was. I didn't think I was smart. I 319 00:16:33,960 --> 00:16:36,400 Speaker 1: guess I realized in my forties that I smarter than 320 00:16:36,440 --> 00:16:39,120 Speaker 1: most people around me. It was different smart. Yeah, it's 321 00:16:39,160 --> 00:16:40,680 Speaker 1: just a different kind of smart. It's just not the 322 00:16:40,760 --> 00:16:43,600 Speaker 1: kind of smart that's exactly measured in school. Just think 323 00:16:43,600 --> 00:16:46,360 Speaker 1: about one of those teachers that gave you trouble in 324 00:16:46,440 --> 00:16:50,080 Speaker 1: high school. You are a self made billionaire, the first 325 00:16:50,440 --> 00:16:54,200 Speaker 1: woman self made billionaire. It's like, come on, Sarah. Just 326 00:16:54,360 --> 00:16:57,240 Speaker 1: visualize the teacher you know looking at you in the 327 00:16:57,280 --> 00:17:01,320 Speaker 1: eye and say you're going to be nothing. It's crazy. 328 00:17:01,440 --> 00:17:04,000 Speaker 1: I'm really proud of you. I am thank you. And 329 00:17:04,040 --> 00:17:06,960 Speaker 1: what people that read the same articles you know don't 330 00:17:07,080 --> 00:17:09,560 Speaker 1: really know about you, or they might, is it? Yes, 331 00:17:09,600 --> 00:17:12,320 Speaker 1: we are so proud of her accomplished and everything you've done. 332 00:17:12,800 --> 00:17:15,840 Speaker 1: But you are still the most simple, nice, normal, down 333 00:17:15,920 --> 00:17:18,359 Speaker 1: to earth girl, and that's what I love about you 334 00:17:18,400 --> 00:17:21,760 Speaker 1: the most. So yes, what did you feel about your parents? Yes? 335 00:17:21,840 --> 00:17:24,159 Speaker 1: I think that was a fortuitous thing. And I'm going 336 00:17:24,240 --> 00:17:25,719 Speaker 1: to have to see if I could find that you 337 00:17:25,720 --> 00:17:29,840 Speaker 1: know tape somewhere because they did it. It was so funny. 338 00:17:29,960 --> 00:17:31,840 Speaker 1: I mean, I have those moments all the time where 339 00:17:31,840 --> 00:17:33,639 Speaker 1: I just have to laugh at myself. But that was 340 00:17:33,720 --> 00:17:42,040 Speaker 1: that was a funny one. I'd loved one day to 341 00:17:42,080 --> 00:17:45,080 Speaker 1: come and see your you know, your operation where you work, 342 00:17:45,160 --> 00:17:48,359 Speaker 1: because I just could assume that you walk in and 343 00:17:48,359 --> 00:17:51,680 Speaker 1: you just say hello to everybody, like what's your leadership? 344 00:17:51,720 --> 00:17:56,000 Speaker 1: Styled spanks and what's the culture? The culture is very entrepreneurial. 345 00:17:56,240 --> 00:18:00,040 Speaker 1: I'm really interested in people doing their jobs in a 346 00:18:00,080 --> 00:18:02,639 Speaker 1: way that it's never been done before. So I'll often 347 00:18:02,800 --> 00:18:05,920 Speaker 1: ask people because I believe we're all on autopilot, Bobby, 348 00:18:06,040 --> 00:18:08,880 Speaker 1: So think about it. Almost everything we're doing in life 349 00:18:08,920 --> 00:18:11,360 Speaker 1: is because someone else has shown us how to do it, 350 00:18:11,440 --> 00:18:13,560 Speaker 1: taught us how to do it, or we observe someone 351 00:18:13,640 --> 00:18:17,320 Speaker 1: else doing it. But that's not where innovation comes from. 352 00:18:17,400 --> 00:18:19,919 Speaker 1: If you do things exactly the way everyone else is 353 00:18:19,960 --> 00:18:23,920 Speaker 1: doing it, that's not innovative. So real change only happens 354 00:18:24,000 --> 00:18:27,160 Speaker 1: when you do it different and you know, so I'm 355 00:18:27,200 --> 00:18:30,200 Speaker 1: trying to constantly instill two things in the culture here. 356 00:18:30,240 --> 00:18:33,720 Speaker 1: One is you know, close your eyes and and how 357 00:18:33,760 --> 00:18:35,800 Speaker 1: would you be doing your job if no one showed 358 00:18:35,800 --> 00:18:38,920 Speaker 1: you how to do it? And giving people the opportunity 359 00:18:39,000 --> 00:18:42,919 Speaker 1: to kind of you know, bring new ideas and everything 360 00:18:43,000 --> 00:18:45,399 Speaker 1: that they do here at spanks. And then the second 361 00:18:45,600 --> 00:18:49,200 Speaker 1: is not fear failure and not create a culture of 362 00:18:49,280 --> 00:18:52,280 Speaker 1: making a mistake is you know, the end all be all, 363 00:18:52,400 --> 00:18:54,119 Speaker 1: or that you could lose your job over it, and 364 00:18:54,160 --> 00:18:57,679 Speaker 1: things like that. Those kind of cultures really stifle innovation. 365 00:18:58,080 --> 00:19:01,200 Speaker 1: So we have OOPS meetings here. It's banks where I'll 366 00:19:01,240 --> 00:19:02,960 Speaker 1: get up in front of the company and I'll lead 367 00:19:03,000 --> 00:19:04,880 Speaker 1: it and say, this is what I messed up at 368 00:19:05,000 --> 00:19:07,359 Speaker 1: this quarter, or this is a mistake that I made 369 00:19:07,400 --> 00:19:10,040 Speaker 1: and here's what I learned, and then I invite other 370 00:19:10,080 --> 00:19:12,160 Speaker 1: people from the company to stand up and talk about 371 00:19:12,160 --> 00:19:16,720 Speaker 1: their mistakes. Sometimes we attached theme songs to him. We 372 00:19:16,800 --> 00:19:20,320 Speaker 1: make it fun. You also have your Instagram. Life is 373 00:19:20,359 --> 00:19:23,200 Speaker 1: a reality show, and you do have an OOPS highlight 374 00:19:23,359 --> 00:19:25,919 Speaker 1: right that, yes, that you kind of share with people, 375 00:19:26,119 --> 00:19:29,879 Speaker 1: and I think it's so adorable and insane. You know 376 00:19:29,920 --> 00:19:32,720 Speaker 1: how you do share these things. The red pen on 377 00:19:32,760 --> 00:19:34,880 Speaker 1: your thigh, I guess you were in the car driving 378 00:19:35,320 --> 00:19:38,360 Speaker 1: with your family somewhere and you needed to write something down. Yes, 379 00:19:38,520 --> 00:19:40,520 Speaker 1: was that a red pen you grabbed or was it 380 00:19:40,600 --> 00:19:43,119 Speaker 1: a lipstick? It was red lip liner? How did you 381 00:19:43,119 --> 00:19:47,960 Speaker 1: get it off? Some good old makeup remover, soap and water. Yes, 382 00:19:48,040 --> 00:19:51,040 Speaker 1: And it was very hilarious because I ran out of time. 383 00:19:51,080 --> 00:19:53,280 Speaker 1: I thought I was going to be at my husband. 384 00:19:53,280 --> 00:19:55,399 Speaker 1: I was in Florida on vacation. I thought I'd be 385 00:19:55,400 --> 00:19:58,240 Speaker 1: at his family's house in time for the call. The 386 00:19:58,320 --> 00:20:00,320 Speaker 1: call happened. I had to pull off the side of 387 00:20:00,320 --> 00:20:02,120 Speaker 1: the road. I had all my children in the car 388 00:20:02,160 --> 00:20:04,240 Speaker 1: with me, and I'm writing all over my leg with 389 00:20:04,640 --> 00:20:08,000 Speaker 1: lipliner because I had everything in my purse, Bobby, except 390 00:20:08,000 --> 00:20:11,520 Speaker 1: for a pant. Of course, you know, I'd like flashlights 391 00:20:11,520 --> 00:20:16,120 Speaker 1: and cars and buzz Lightyear and you know everything. But anyway, 392 00:20:16,160 --> 00:20:19,399 Speaker 1: that was just a mom moment, a working mom moment 393 00:20:19,480 --> 00:20:22,000 Speaker 1: that I wanted to share with everybody. Oh my god, 394 00:20:22,320 --> 00:20:24,320 Speaker 1: I've had those many times when you think you're a 395 00:20:24,320 --> 00:20:26,600 Speaker 1: big loser and then you know what, somehow you figure 396 00:20:26,640 --> 00:20:29,879 Speaker 1: it out. Yeah. So I know the Oprah effect had 397 00:20:29,920 --> 00:20:33,320 Speaker 1: a giant, you know, effect on your business. Right when 398 00:20:33,320 --> 00:20:36,520 Speaker 1: you first she was the one that was obsessed with spanks. Yes, 399 00:20:36,640 --> 00:20:39,280 Speaker 1: So what was that like? I mean, that was unbelievable. 400 00:20:39,400 --> 00:20:41,919 Speaker 1: It was unbelievable because I had no money to advertise. 401 00:20:42,000 --> 00:20:45,560 Speaker 1: I had just quit my job selling fax machines. I'm 402 00:20:45,600 --> 00:20:48,320 Speaker 1: in my apartment in Atlanta, and I had sent a 403 00:20:48,400 --> 00:20:52,199 Speaker 1: gift basket of spanks to Oprah with a note, and Andre, 404 00:20:52,320 --> 00:20:55,160 Speaker 1: who dresses her, got the package put him on her 405 00:20:55,200 --> 00:20:57,520 Speaker 1: and she basically has warned them every day since. And 406 00:20:57,680 --> 00:21:00,840 Speaker 1: she became such a fan of spanks and how they 407 00:21:01,000 --> 00:21:03,879 Speaker 1: allowed her to wear new colors and fabrics, you know, 408 00:21:04,000 --> 00:21:05,800 Speaker 1: just the same thing I was struggling with with my 409 00:21:05,840 --> 00:21:08,280 Speaker 1: closet was like, you know, I wanted to wear other 410 00:21:08,359 --> 00:21:12,360 Speaker 1: things other than just black pants all the time. Anyway, 411 00:21:12,359 --> 00:21:14,840 Speaker 1: it was really exciting. I got the call and they 412 00:21:15,160 --> 00:21:19,040 Speaker 1: said Oprah chose you as her favorite thing. And the 413 00:21:19,200 --> 00:21:22,680 Speaker 1: show never has people on it. It's always about product. 414 00:21:22,800 --> 00:21:24,919 Speaker 1: But she's so impressed that you're taking on a billion 415 00:21:24,920 --> 00:21:27,200 Speaker 1: dollar industry, you know, kind of by yourself out of 416 00:21:27,240 --> 00:21:29,680 Speaker 1: your apartment. So we're going to send a film crew 417 00:21:29,680 --> 00:21:33,240 Speaker 1: down to film you. And when they showed up, Bobby, 418 00:21:33,280 --> 00:21:35,800 Speaker 1: there was like ten of them. They had clipboards, they 419 00:21:35,800 --> 00:21:38,160 Speaker 1: had lighting, and they said when I opened the door, 420 00:21:38,160 --> 00:21:39,960 Speaker 1: they're like, Sarah, we decided on the plane that we 421 00:21:40,000 --> 00:21:44,119 Speaker 1: want to film you in your headquarters. I was like, oh, okay, 422 00:21:44,160 --> 00:21:47,879 Speaker 1: well you're here, and they just kind of looked at 423 00:21:47,960 --> 00:21:50,720 Speaker 1: each other and laughed, and then they said, oh okay. 424 00:21:50,800 --> 00:21:52,399 Speaker 1: And then they said, and we want to film you 425 00:21:52,480 --> 00:21:56,119 Speaker 1: having a staff meeting. And I had no staff, so 426 00:21:56,160 --> 00:21:58,560 Speaker 1: I called my friends and said, can you be at 427 00:21:58,560 --> 00:22:00,920 Speaker 1: my apartment in five minute, and looked like you worked 428 00:22:00,960 --> 00:22:02,800 Speaker 1: for me, and they all left their jobs and came 429 00:22:02,800 --> 00:22:05,600 Speaker 1: over and on the Oprah show, that is my staff meeting. 430 00:22:05,600 --> 00:22:07,720 Speaker 1: We're sitting in a circle on the floor of my apartment. 431 00:22:07,880 --> 00:22:11,240 Speaker 1: That is so awesome. But your business must have blown 432 00:22:11,320 --> 00:22:13,639 Speaker 1: up from that moment. Yeah, I mean, you know, I 433 00:22:13,720 --> 00:22:17,320 Speaker 1: tell people it did. It was a free, amazing endorsement 434 00:22:17,359 --> 00:22:20,520 Speaker 1: and commercial that meant so much to me and my business. 435 00:22:21,200 --> 00:22:24,639 Speaker 1: But I always tell people the hard work started then. 436 00:22:24,680 --> 00:22:27,360 Speaker 1: I had already landed Neimans and Sacks when I got 437 00:22:27,400 --> 00:22:29,920 Speaker 1: the chance to be on Oprah, And then I ended 438 00:22:30,000 --> 00:22:33,960 Speaker 1: up getting in other doors like Nordstrom and Bloomingdale's. But 439 00:22:34,320 --> 00:22:37,199 Speaker 1: I took two years after I was on Oprah, and 440 00:22:37,320 --> 00:22:40,399 Speaker 1: I flew around the country and I stood in every 441 00:22:40,440 --> 00:22:43,919 Speaker 1: department store in the country that sold spanks and sold 442 00:22:43,960 --> 00:22:47,359 Speaker 1: it for the department store from eight thirty in the 443 00:22:47,400 --> 00:22:50,400 Speaker 1: morning until seven at night every day. Oh my gosh, 444 00:22:50,440 --> 00:22:52,200 Speaker 1: And you were the one that pitched all these stores 445 00:22:52,240 --> 00:22:55,760 Speaker 1: to begin with, right right. But I knew then I'm 446 00:22:55,800 --> 00:22:58,040 Speaker 1: not going to let the fate of my success be 447 00:22:58,320 --> 00:23:01,600 Speaker 1: in a manner one and that's making X dollars an 448 00:23:01,640 --> 00:23:04,600 Speaker 1: hour in the hosiery department at the store. Like I 449 00:23:04,680 --> 00:23:07,440 Speaker 1: have to make this happen for myself. And this is 450 00:23:07,480 --> 00:23:10,159 Speaker 1: an amazing chance. And I just think a lot of 451 00:23:10,160 --> 00:23:12,560 Speaker 1: people think you get that big order and you've arrived, 452 00:23:12,560 --> 00:23:15,040 Speaker 1: a lot of people would think I just landed Nieman Marcus, 453 00:23:15,080 --> 00:23:17,480 Speaker 1: like I'm golden. And I was like, I landed em 454 00:23:17,560 --> 00:23:19,440 Speaker 1: and Marcus, and oh my god, I gotta get to work. 455 00:23:19,760 --> 00:23:22,800 Speaker 1: And I stood in the store and sold the product 456 00:23:22,880 --> 00:23:26,040 Speaker 1: for them because I was just wanting to ensure that 457 00:23:26,080 --> 00:23:28,560 Speaker 1: it was going to be successful. And I did that 458 00:23:28,600 --> 00:23:31,840 Speaker 1: for two years. And what what I didn't realize I 459 00:23:31,880 --> 00:23:33,840 Speaker 1: was doing at the time was I was building an 460 00:23:33,960 --> 00:23:37,439 Speaker 1: entire salesforce that wasn't on my payroll. Because I was 461 00:23:37,520 --> 00:23:40,320 Speaker 1: able to do a morning rally with the store before 462 00:23:40,320 --> 00:23:43,880 Speaker 1: it opened and win over all the sales associates. Give 463 00:23:43,920 --> 00:23:47,480 Speaker 1: them some free product, explain my story, explain the why, 464 00:23:47,560 --> 00:23:49,440 Speaker 1: and then they all started champion me. You know, they 465 00:23:49,440 --> 00:23:51,240 Speaker 1: were like, we get it, were we want to help 466 00:23:51,280 --> 00:23:53,439 Speaker 1: you sell it. So they grab a pile of spanks 467 00:23:53,480 --> 00:23:55,200 Speaker 1: and take it to the shoe department, and then then 468 00:23:55,480 --> 00:23:57,600 Speaker 1: they grab a pile to the coutour section to be like, 469 00:23:57,640 --> 00:23:59,680 Speaker 1: I can sell more dresses because of this product you 470 00:23:59,720 --> 00:24:03,080 Speaker 1: invent did, and that that was a big part of 471 00:24:03,119 --> 00:24:06,040 Speaker 1: the success of Spanks. I am sure, Bobby, that if 472 00:24:06,080 --> 00:24:09,720 Speaker 1: I had sent Spanks to Neiman Marcus and did not 473 00:24:09,840 --> 00:24:11,879 Speaker 1: go do that, they would have shipped it back to 474 00:24:11,920 --> 00:24:13,760 Speaker 1: me six months later and said I'm sorry, I just 475 00:24:13,800 --> 00:24:16,480 Speaker 1: didn't work. And it would have been a million dollar 476 00:24:16,600 --> 00:24:19,960 Speaker 1: potentially billion dollar business and idea, you know, that just 477 00:24:20,000 --> 00:24:24,119 Speaker 1: would have been shipped back. I don't think entrepreneurs understand 478 00:24:24,160 --> 00:24:26,119 Speaker 1: that that you don't just do it. You have to 479 00:24:26,160 --> 00:24:27,520 Speaker 1: push it, and you have to grow it, and you 480 00:24:27,520 --> 00:24:30,040 Speaker 1: have to continue to refine it to get it better. 481 00:24:30,080 --> 00:24:33,160 Speaker 1: And it's constant. It's twenty four hours a day. It's constant. 482 00:24:33,280 --> 00:24:36,440 Speaker 1: It really is. And today I used to still have 483 00:24:36,520 --> 00:24:40,560 Speaker 1: the same energy and desire into your business as you did. Then, 484 00:24:40,720 --> 00:24:43,280 Speaker 1: yes I do. I'm in a really good chapter right 485 00:24:43,280 --> 00:24:46,359 Speaker 1: now in my business. I'm super energized by it. I 486 00:24:46,440 --> 00:24:49,800 Speaker 1: like the team, I get my most energy trying to 487 00:24:49,880 --> 00:24:53,119 Speaker 1: dream up product and find white space for the customer. Well, 488 00:24:53,160 --> 00:24:55,600 Speaker 1: I love your new black pants by the way, Thank you. 489 00:24:55,800 --> 00:24:58,720 Speaker 1: I do. I love them. They're no, honestly, they're really 490 00:24:58,760 --> 00:25:01,520 Speaker 1: really good. I sold a bunch of them to my friends. 491 00:25:01,520 --> 00:25:06,400 Speaker 1: They're great. Oh, thank you. Oprah actually just chose I mean, 492 00:25:06,440 --> 00:25:09,879 Speaker 1: full circle moment twenty years later. She just chose the 493 00:25:10,000 --> 00:25:15,040 Speaker 1: news spanks black Ponty pant as her favorite thing. That's 494 00:25:15,040 --> 00:25:19,280 Speaker 1: so awesome. Congrats on that. Thank you. Congrats. So I 495 00:25:19,400 --> 00:25:23,600 Speaker 1: also noticed that you are on Masterclass. Yes, so tell 496 00:25:23,640 --> 00:25:25,560 Speaker 1: me what that was like. I mean, that was awesome. 497 00:25:25,640 --> 00:25:27,920 Speaker 1: It was so much fun for me to reflect back 498 00:25:28,200 --> 00:25:31,080 Speaker 1: on my journey and try to pull out the themes 499 00:25:32,000 --> 00:25:34,720 Speaker 1: that I think would be the most helpful for anybody 500 00:25:34,840 --> 00:25:37,840 Speaker 1: starting a business or growing a business. You know, I 501 00:25:37,840 --> 00:25:42,000 Speaker 1: don't take that time to reflect very often, so it 502 00:25:42,200 --> 00:25:44,960 Speaker 1: kind of forced me to do that and I really 503 00:25:44,960 --> 00:25:47,480 Speaker 1: appreciated that about it. And for you guys that don't 504 00:25:47,480 --> 00:25:52,359 Speaker 1: know what Masterclass is, it's this amazing digital platform. You know, Sarah, 505 00:25:52,400 --> 00:25:56,120 Speaker 1: you were on teaching entrepreneurship? Is that yours? So I 506 00:25:56,200 --> 00:25:58,680 Speaker 1: did one and I didn't know you did it when 507 00:25:58,680 --> 00:26:01,080 Speaker 1: they came to me. I wish I could just sit 508 00:26:01,080 --> 00:26:04,360 Speaker 1: there and teach entrepreneurship. I had to teach makeup, so 509 00:26:04,400 --> 00:26:08,359 Speaker 1: that was really intensive, you know, shooting all the different 510 00:26:08,400 --> 00:26:11,280 Speaker 1: makeup things. But you know, by the time this podcast 511 00:26:11,320 --> 00:26:13,760 Speaker 1: comes out, the master Class will already be out there. 512 00:26:13,800 --> 00:26:15,760 Speaker 1: But you know, it's a I'm really proud to be 513 00:26:15,800 --> 00:26:18,439 Speaker 1: part of the club. Well, I will be watching your class. 514 00:26:18,480 --> 00:26:21,159 Speaker 1: That's very cool, you know, I'm sure you have the 515 00:26:21,200 --> 00:26:23,879 Speaker 1: same thing. But for twenty years people have been asking 516 00:26:23,880 --> 00:26:26,680 Speaker 1: me multiple times a day for fifteen minutes of my time. 517 00:26:26,720 --> 00:26:29,119 Speaker 1: They're like, can I just get fifteen minutes? And there's 518 00:26:29,160 --> 00:26:31,720 Speaker 1: nothing I would want more than to give each one 519 00:26:31,720 --> 00:26:34,399 Speaker 1: of those people fifteen minutes of my time. So the 520 00:26:34,440 --> 00:26:36,560 Speaker 1: master Class for me was a way to kind of 521 00:26:36,600 --> 00:26:39,359 Speaker 1: answer that and to help as many people, hopefully as 522 00:26:39,400 --> 00:26:42,399 Speaker 1: I can. And you know, I had a moment on 523 00:26:42,440 --> 00:26:45,280 Speaker 1: my master class where people ask me often if the 524 00:26:45,359 --> 00:26:48,320 Speaker 1: success I've had ever hits me or am I aware 525 00:26:48,320 --> 00:26:50,840 Speaker 1: of the degree of the success, And I'm really not, 526 00:26:51,240 --> 00:26:54,040 Speaker 1: you know, And but I do say every now and 527 00:26:54,080 --> 00:26:57,080 Speaker 1: then it hits me, and it's usually an unexpected moment 528 00:26:57,800 --> 00:27:00,560 Speaker 1: and I'll get really choked up and it happened to 529 00:27:00,640 --> 00:27:03,680 Speaker 1: me in masterclass and they kept that moment in my class. 530 00:27:04,920 --> 00:27:07,280 Speaker 1: You know what, But that's it's real and you and 531 00:27:07,320 --> 00:27:10,199 Speaker 1: I get it because when you're so busy every second 532 00:27:10,200 --> 00:27:12,800 Speaker 1: of the day, you don't stop. People think when I 533 00:27:12,840 --> 00:27:15,399 Speaker 1: left Bobby Brown Cosmetics, I was just gonna, I don't know, 534 00:27:15,480 --> 00:27:18,719 Speaker 1: play majong golf. I don't know, and there was like, 535 00:27:18,760 --> 00:27:21,920 Speaker 1: no way, No, I'm still It's like it's in my blood, 536 00:27:22,560 --> 00:27:24,679 Speaker 1: you know, coming up with new things. So no, I 537 00:27:24,720 --> 00:27:33,959 Speaker 1: get it. But we've talked about this also, can you 538 00:27:34,040 --> 00:27:36,560 Speaker 1: tell me what your self care routine looks like and 539 00:27:36,640 --> 00:27:38,600 Speaker 1: how you take care of yourself and if you have 540 00:27:38,640 --> 00:27:43,000 Speaker 1: any challenges there. I try to get time to think daily, 541 00:27:43,160 --> 00:27:45,719 Speaker 1: even if it's not that much time, I'll try to 542 00:27:45,800 --> 00:27:49,199 Speaker 1: have that alone time for myself. I started working out 543 00:27:49,280 --> 00:27:54,000 Speaker 1: for the first time a year ago, and I do 544 00:27:54,080 --> 00:27:57,560 Speaker 1: it five days a week, sometimes six, and it's the 545 00:27:57,560 --> 00:28:00,520 Speaker 1: most consistent I've ever worked out Bobby in my life. 546 00:28:00,560 --> 00:28:03,000 Speaker 1: And what happened was a year ago. Every year I 547 00:28:03,000 --> 00:28:05,520 Speaker 1: would say to my team, I'm going to make time 548 00:28:05,520 --> 00:28:07,959 Speaker 1: to work out, and then it would never happen. And 549 00:28:08,160 --> 00:28:10,280 Speaker 1: last year I said to my team I'm going to 550 00:28:10,359 --> 00:28:13,679 Speaker 1: find time to work and they were like what, And 551 00:28:13,720 --> 00:28:16,520 Speaker 1: I said, we're gonna put in the hour and it's 552 00:28:16,600 --> 00:28:19,919 Speaker 1: non negotiable, and there it is. So I do orange 553 00:28:19,960 --> 00:28:24,520 Speaker 1: theory right now. So it's just a workout class and 554 00:28:24,600 --> 00:28:27,240 Speaker 1: it's high energy and I'm not bored in it, which 555 00:28:27,240 --> 00:28:30,040 Speaker 1: is a big part of it. I drink green tea 556 00:28:30,280 --> 00:28:32,520 Speaker 1: every morning. I've never had a cup of coffee in 557 00:28:32,600 --> 00:28:35,840 Speaker 1: my life, but I do green tea. And I make 558 00:28:35,960 --> 00:28:38,200 Speaker 1: my own Cashi milk, so I put a little bit 559 00:28:38,240 --> 00:28:40,840 Speaker 1: of cash you milk in there. And someone just introduced 560 00:28:40,920 --> 00:28:44,360 Speaker 1: lacanto or lecanto to me, which is sugar that is 561 00:28:44,480 --> 00:28:49,160 Speaker 1: monk fruit that doesn't spike your glycemic index. So I 562 00:28:49,200 --> 00:28:51,640 Speaker 1: put a little packet of that in there. I do 563 00:28:51,760 --> 00:28:55,000 Speaker 1: know you like your candy. Have you taken a break 564 00:28:55,040 --> 00:28:57,040 Speaker 1: from candy or you still like your kid? Oh, it's 565 00:28:57,080 --> 00:29:00,400 Speaker 1: not candy. It's cheese. It's I'm a cheese. It's I'm 566 00:29:00,440 --> 00:29:03,360 Speaker 1: a sault no, no, no, I'm salt all day long, Bobby, 567 00:29:03,400 --> 00:29:06,440 Speaker 1: I'm I'm vinegar and salt, chips, French fries and cheese. 568 00:29:06,440 --> 00:29:08,880 Speaker 1: It's it's a real problem. But you know what I 569 00:29:08,920 --> 00:29:11,560 Speaker 1: believe in balance, like I'm married to a health nut. 570 00:29:11,720 --> 00:29:14,160 Speaker 1: He never kind of deviates like that, but I do. 571 00:29:14,200 --> 00:29:16,760 Speaker 1: I mean, i'd say of the time, I'm going for it. 572 00:29:17,240 --> 00:29:20,520 Speaker 1: I'm eating whatever, you know, I feel like. And the 573 00:29:20,600 --> 00:29:22,440 Speaker 1: cheese it's for me is a ritual when I take 574 00:29:22,480 --> 00:29:24,480 Speaker 1: off on a plane because I'm really afraid to fly, 575 00:29:24,760 --> 00:29:27,440 Speaker 1: and so I've kind of created this weird ritual that 576 00:29:27,840 --> 00:29:30,360 Speaker 1: calms me down. And cheese it's as part of it. 577 00:29:32,120 --> 00:29:34,880 Speaker 1: So I have to listen to the same takeoff song 578 00:29:35,120 --> 00:29:38,600 Speaker 1: and I have my original iPod and I eat cheese. 579 00:29:38,640 --> 00:29:40,920 Speaker 1: It's okay. Wait, first of all, you have original iPod. 580 00:29:41,000 --> 00:29:42,800 Speaker 1: I don't even remember what it looks like. And what's 581 00:29:42,840 --> 00:29:45,040 Speaker 1: your song, Bobby. It's so funny. When I pull that 582 00:29:45,080 --> 00:29:47,080 Speaker 1: thing out, people around me on the plane look at 583 00:29:47,080 --> 00:29:49,640 Speaker 1: me like I'm pulling out a boot box. They're like, WHOA, 584 00:29:49,880 --> 00:29:52,640 Speaker 1: that thinks amazing. I can't believe you still have it. 585 00:29:52,840 --> 00:29:55,920 Speaker 1: My song is by Mark not Fler, and he used 586 00:29:55,920 --> 00:29:59,320 Speaker 1: to be the lead singer of Dire Straits. And it's 587 00:29:59,360 --> 00:30:01,160 Speaker 1: just a song and the name of it is what 588 00:30:01,280 --> 00:30:05,120 Speaker 1: it is. It's just really good takeoff song, Like I 589 00:30:05,200 --> 00:30:07,880 Speaker 1: don't play it until the wheels start going down the runway. 590 00:30:07,960 --> 00:30:10,880 Speaker 1: I hit play at the exact moment the wheels start going, 591 00:30:11,840 --> 00:30:14,480 Speaker 1: and I guess I'm just kind of like, whatever it is, 592 00:30:14,520 --> 00:30:16,920 Speaker 1: it is. Yeah, And so what was it like for 593 00:30:16,920 --> 00:30:19,760 Speaker 1: you being on Shark Tank? Shark Tanks intense. I mean 594 00:30:20,280 --> 00:30:23,520 Speaker 1: each pitch is one hour and they take eight minutes 595 00:30:23,560 --> 00:30:26,520 Speaker 1: of it, so fifty two minutes of the pitch is 596 00:30:26,560 --> 00:30:28,840 Speaker 1: on the cutting room floor. You know, I'll have a 597 00:30:28,840 --> 00:30:32,640 Speaker 1: ten hour day when I'm filming Shark Tank. And you 598 00:30:32,720 --> 00:30:35,560 Speaker 1: really don't know anything about the people until they walk 599 00:30:35,600 --> 00:30:39,960 Speaker 1: through those doors, and you're wanting to pay extreme attention 600 00:30:40,000 --> 00:30:43,280 Speaker 1: because this is their moment and you're rooting for all 601 00:30:43,360 --> 00:30:46,160 Speaker 1: of them, and it's just you know, you do invest 602 00:30:46,280 --> 00:30:48,280 Speaker 1: your own money, so you want to ask a lot 603 00:30:48,280 --> 00:30:51,920 Speaker 1: of really prudent questions and also combine that with trying 604 00:30:51,960 --> 00:30:54,000 Speaker 1: to help them in that moment, try to give them 605 00:30:54,080 --> 00:30:57,840 Speaker 1: some advice. And have you invested any of the companies? Yeah? 606 00:30:57,960 --> 00:31:00,520 Speaker 1: I have. It's really neat. I also turned on the 607 00:31:00,520 --> 00:31:02,720 Speaker 1: TV the other day when I was cooking dinner and 608 00:31:02,880 --> 00:31:06,680 Speaker 1: you were on Reese's New Show, and it was fantastic. 609 00:31:06,760 --> 00:31:10,520 Speaker 1: I loved it. Thank you Shine on with Rees. Yeah, 610 00:31:10,680 --> 00:31:13,600 Speaker 1: Netflix just bought her series. She she went out and 611 00:31:13,640 --> 00:31:16,680 Speaker 1: I think she chose ten or twelve women to highlight 612 00:31:16,800 --> 00:31:19,720 Speaker 1: that she admired, and I was just really honored. She 613 00:31:19,800 --> 00:31:22,200 Speaker 1: chose me as one of them, and they're really good. 614 00:31:22,400 --> 00:31:25,880 Speaker 1: She did Dolly Parton and lots of other women. She's 615 00:31:25,880 --> 00:31:28,120 Speaker 1: the hardest working woman in Hollywood. I don't know how 616 00:31:28,160 --> 00:31:31,360 Speaker 1: she gets done all she does. It's quite something. Yeah, 617 00:31:31,520 --> 00:31:34,600 Speaker 1: she's super impressive. She's a powerhouse. I'm going to ask 618 00:31:34,640 --> 00:31:37,760 Speaker 1: you lastly my favorite thing, which is the speed Round. 619 00:31:38,160 --> 00:31:42,560 Speaker 1: So what's your favorite cocktail? Okay, it's tequila clear Tequila 620 00:31:42,680 --> 00:31:46,480 Speaker 1: cassa dragonis with fresh squeezed pink grapefruit and a little 621 00:31:46,480 --> 00:31:49,600 Speaker 1: bit of muddled jalapeno in it. Okay, it sounds good, 622 00:31:49,720 --> 00:31:53,360 Speaker 1: so good. Who's your current role model? My current role model? 623 00:31:54,160 --> 00:31:56,720 Speaker 1: My brain first went to Wayne Dyer, which is the 624 00:31:56,800 --> 00:31:59,600 Speaker 1: inspirational speaker I've been listening to since I'm sixteen. But 625 00:31:59,680 --> 00:32:01,920 Speaker 1: he ast away two years ago, but I still hear 626 00:32:02,000 --> 00:32:03,960 Speaker 1: his voice in my head all the time. Have you 627 00:32:04,040 --> 00:32:06,680 Speaker 1: met him? I met him right before, like a year 628 00:32:06,720 --> 00:32:10,040 Speaker 1: before he passed away, because when I was in Forbes, 629 00:32:10,120 --> 00:32:13,040 Speaker 1: the writer wrote that I had been listening to him 630 00:32:13,080 --> 00:32:15,320 Speaker 1: since I was sixteen, and he read the article and 631 00:32:15,360 --> 00:32:18,080 Speaker 1: reached out to me and we had lunch together. It 632 00:32:18,160 --> 00:32:21,760 Speaker 1: was really cool. It's amazing. That's amazing. Yeah, what is 633 00:32:21,800 --> 00:32:25,960 Speaker 1: the last outfit you felt really confident in the last outfit? 634 00:32:26,000 --> 00:32:29,200 Speaker 1: I felt really confident in yesterday? I had on spanks, 635 00:32:29,240 --> 00:32:33,600 Speaker 1: faux leather leggings, gray suede boots up to my knees, 636 00:32:34,000 --> 00:32:36,840 Speaker 1: and a gray sweater. And guess where I went a 637 00:32:36,960 --> 00:32:41,080 Speaker 1: parent teacher conference. You got to be a confident, you know, 638 00:32:41,160 --> 00:32:45,160 Speaker 1: that's the important stuff. You'll see. I came to spanks too, 639 00:32:45,200 --> 00:32:47,240 Speaker 1: but I was like laughing. I'm like, I feel so 640 00:32:47,320 --> 00:32:50,080 Speaker 1: confident right now, and I'm going to have this parent 641 00:32:50,120 --> 00:32:52,480 Speaker 1: teacher conference and what are you most proud of in 642 00:32:52,520 --> 00:32:54,920 Speaker 1: your career? And and it's going to be a hard one, 643 00:32:54,960 --> 00:32:56,840 Speaker 1: so just give me the first thing that pops up. 644 00:32:57,080 --> 00:33:00,440 Speaker 1: I'm most proud of being believing in myself in taking 645 00:33:00,480 --> 00:33:02,479 Speaker 1: this risk, and that I don't feel like I had 646 00:33:02,520 --> 00:33:05,000 Speaker 1: to compromise my values or who I am as a 647 00:33:05,040 --> 00:33:07,880 Speaker 1: person to get to where I am, and that I 648 00:33:07,920 --> 00:33:11,640 Speaker 1: did it through honoring feminine principles. You know, I was. 649 00:33:12,040 --> 00:33:15,320 Speaker 1: I broke into a field that's very masculine. I mean, 650 00:33:15,600 --> 00:33:19,040 Speaker 1: business in general is a masculine construct, and women have 651 00:33:19,160 --> 00:33:22,200 Speaker 1: only recently had a chance to even play in this arena. 652 00:33:22,280 --> 00:33:24,760 Speaker 1: And what what gives you butterflies in your stomach? What's 653 00:33:24,760 --> 00:33:26,720 Speaker 1: the last thing you did that gave you butterflies? I 654 00:33:26,760 --> 00:33:28,920 Speaker 1: get butterflies in my stomach every time I speak in 655 00:33:28,960 --> 00:33:31,280 Speaker 1: front of people, and I get butterflies in my stomach 656 00:33:31,280 --> 00:33:34,280 Speaker 1: when I take off on a plane. And what skincare 657 00:33:34,400 --> 00:33:37,560 Speaker 1: or makeup item you can't live without? I would say 658 00:33:37,760 --> 00:33:42,440 Speaker 1: mascara probably. Well, my questions are over, and I have 659 00:33:42,560 --> 00:33:46,760 Speaker 1: so enjoyed talking to you. I think you're just amazing. 660 00:33:46,880 --> 00:33:50,080 Speaker 1: I wish we lived in the same state because I 661 00:33:50,080 --> 00:33:53,880 Speaker 1: I could use more, you know, entrepreneurial girlfriends, because we're 662 00:33:54,000 --> 00:33:56,960 Speaker 1: kind of in a space by herself. But I will 663 00:33:57,000 --> 00:34:00,480 Speaker 1: be watching you and and rooting you on, and you know, 664 00:34:00,520 --> 00:34:03,480 Speaker 1: mostly watching your amazing husband, who I have a semi 665 00:34:03,480 --> 00:34:06,800 Speaker 1: crush on, and your great kids. So I just hope 666 00:34:06,800 --> 00:34:08,560 Speaker 1: you have a really happy life and I hope to 667 00:34:08,560 --> 00:34:11,360 Speaker 1: see you soon. Thank you so much, Bobby. I feel 668 00:34:11,360 --> 00:34:13,960 Speaker 1: the same way about you, so thanks for interviewing me, 669 00:34:14,040 --> 00:34:18,319 Speaker 1: and I wish you all the best same. Byebye for 670 00:34:18,400 --> 00:34:21,560 Speaker 1: more podcasts from I heart Radio, visit the i heart 671 00:34:21,640 --> 00:34:24,960 Speaker 1: Radio app, Apple podcast, or wherever you listen to your 672 00:34:25,040 --> 00:34:25,840 Speaker 1: favorite shows.