1 00:00:03,080 --> 00:00:04,560 Speaker 1: I think it's fair to say that I'm not an 2 00:00:04,559 --> 00:00:07,320 Speaker 1: expert on beauty or cosmetics, but I had a chance 3 00:00:07,440 --> 00:00:09,560 Speaker 1: racing to sit down with somebody who is an expert, 4 00:00:09,800 --> 00:00:13,640 Speaker 1: Bobby Brown. She launched an iconic company, Bobby Brown Cosmetics, 5 00:00:13,640 --> 00:00:15,880 Speaker 1: a number of years ago, and in twenty twenty, she 6 00:00:15,960 --> 00:00:20,040 Speaker 1: launched another company called Jones Road Beauty. I had a 7 00:00:20,120 --> 00:00:21,959 Speaker 1: chance to sit down with her recently to talk about 8 00:00:22,000 --> 00:00:24,080 Speaker 1: all of this and learned a lot more about beauty 9 00:00:24,120 --> 00:00:27,200 Speaker 1: than I knew before. Or let's talk about the cosmetics world, 10 00:00:27,240 --> 00:00:29,160 Speaker 1: which is not a world that I'm that familiar with. 11 00:00:29,760 --> 00:00:32,960 Speaker 1: When you built your initial company, it was, you know, 12 00:00:33,040 --> 00:00:34,400 Speaker 1: a gigantic success. 13 00:00:34,920 --> 00:00:36,560 Speaker 2: What was it like starting all over again? 14 00:00:36,600 --> 00:00:38,760 Speaker 1: One day You're in a big company, when a big parent, 15 00:00:38,960 --> 00:00:40,240 Speaker 1: and then you have to start all over again. 16 00:00:40,680 --> 00:00:43,400 Speaker 3: You know, it was really exciting and invigorating. 17 00:00:43,479 --> 00:00:45,680 Speaker 4: I felt like a young kid again when I started 18 00:00:45,760 --> 00:00:49,360 Speaker 4: Jones Road, and right before we launched, I definitely had 19 00:00:49,360 --> 00:00:53,320 Speaker 4: a sudden, like you know, like emotion of saying. 20 00:00:53,200 --> 00:00:55,000 Speaker 3: Uh, oh, what if I'm a one hit wonder. 21 00:00:55,280 --> 00:00:57,560 Speaker 4: I was a little scared, but then I just threw 22 00:00:57,600 --> 00:01:00,200 Speaker 4: it up into the wind and went for it. 23 00:01:00,480 --> 00:01:02,560 Speaker 1: Well, I can understand why you would have called your 24 00:01:02,600 --> 00:01:06,720 Speaker 1: first company Bobby Brown since that's your name, but Jones Road. 25 00:01:06,760 --> 00:01:07,959 Speaker 2: Where'd that name come from? 26 00:01:08,040 --> 00:01:08,440 Speaker 3: Well? 27 00:01:08,560 --> 00:01:12,000 Speaker 4: I sold the rights to Bobby Brown to Sdi Lauer 28 00:01:12,160 --> 00:01:15,000 Speaker 4: when we sold the company, so I couldn't use it again. 29 00:01:15,319 --> 00:01:17,640 Speaker 4: And why would I want to do something that I've 30 00:01:17,640 --> 00:01:20,800 Speaker 4: done before. So we needed a name because I wanted 31 00:01:20,840 --> 00:01:23,880 Speaker 4: to launch Jones Road the day my twenty five year 32 00:01:23,920 --> 00:01:27,000 Speaker 4: non compete was up. It was in twenty twenty, a 33 00:01:27,040 --> 00:01:31,000 Speaker 4: week before the presidential elections, and so I needed a 34 00:01:31,080 --> 00:01:33,959 Speaker 4: name and I didn't have one. And I was driving 35 00:01:33,959 --> 00:01:36,600 Speaker 4: to the Hamptons with my husband. My head was down 36 00:01:36,640 --> 00:01:39,399 Speaker 4: on ways and I looked down. I saw Jones Road 37 00:01:39,520 --> 00:01:41,720 Speaker 4: and he said. I said, Jones Road, Beauty. He said, 38 00:01:41,760 --> 00:01:44,160 Speaker 4: I like it, And that's how it became Jones Road. 39 00:01:44,480 --> 00:01:47,480 Speaker 1: Now, in my business, sometimes I'm familiar with non competes, 40 00:01:47,520 --> 00:01:49,800 Speaker 1: but I've never really heard of a twenty five year 41 00:01:49,880 --> 00:01:50,440 Speaker 1: non compete. 42 00:01:50,480 --> 00:01:51,960 Speaker 2: That's unusually long, isn't it. 43 00:01:52,080 --> 00:01:52,200 Speaker 1: Uh? 44 00:01:52,200 --> 00:01:54,120 Speaker 4: You know, I didn't know because when we sold the 45 00:01:54,120 --> 00:01:57,120 Speaker 4: company and my husband said, the deal is done, However, 46 00:01:57,160 --> 00:01:59,640 Speaker 4: they want you to sign a twenty five year non compete. 47 00:02:00,000 --> 00:02:01,760 Speaker 3: I was around thirty four years old. 48 00:02:01,960 --> 00:02:04,560 Speaker 4: And I had never heard of a noncompete, let alone 49 00:02:04,760 --> 00:02:08,079 Speaker 4: thought about a twenty five year one. But I thought 50 00:02:08,160 --> 00:02:10,720 Speaker 4: to myself, well, it's not a problem because I'm not 51 00:02:10,760 --> 00:02:12,400 Speaker 4: going to want to work when I'm in my sixties. 52 00:02:13,200 --> 00:02:17,200 Speaker 1: So in the cosmetics world, the giants over the years 53 00:02:17,240 --> 00:02:20,440 Speaker 1: have been Helena Rubinstein not related to. 54 00:02:20,400 --> 00:02:23,120 Speaker 3: It, right, Let's see Elizabeth Arden. 55 00:02:22,840 --> 00:02:28,080 Speaker 1: Elizabeth Arden, Charles Revsen, Max Factor, let's see who else, 56 00:02:28,320 --> 00:02:31,640 Speaker 1: Stay Lauder. And these were people that all invented something 57 00:02:31,680 --> 00:02:34,040 Speaker 1: novel all the time. Yes, and in your case, you 58 00:02:34,360 --> 00:02:36,120 Speaker 1: kind of invented what would you say? 59 00:02:36,560 --> 00:02:42,040 Speaker 4: I revolutionized natural looking makeup because it was not popular 60 00:02:42,080 --> 00:02:45,000 Speaker 4: at all. You know where foundations used to be white 61 00:02:45,480 --> 00:02:48,560 Speaker 4: and then painted in you know, cheek bones and all. 62 00:02:48,440 --> 00:02:49,560 Speaker 3: This artificial color. 63 00:02:49,680 --> 00:02:51,880 Speaker 4: Women looked better when they came in with no makeup 64 00:02:52,160 --> 00:02:54,720 Speaker 4: than after they had like a full on makeover. So 65 00:02:54,760 --> 00:02:58,880 Speaker 4: I started making products that were easy to apply and 66 00:02:59,120 --> 00:03:02,480 Speaker 4: just made you look better, like it was not complicated 67 00:03:02,520 --> 00:03:02,760 Speaker 4: to me. 68 00:03:03,160 --> 00:03:05,960 Speaker 2: Well, let's talk about why people put makeup on. 69 00:03:06,600 --> 00:03:11,080 Speaker 4: I personally believe that women wear makeup to feel better. 70 00:03:11,440 --> 00:03:14,359 Speaker 4: However you choose to wear your makeup, there's many different styles. 71 00:03:14,760 --> 00:03:17,160 Speaker 4: I think it is such an amazing thing to be 72 00:03:17,200 --> 00:03:20,720 Speaker 4: able to make yourself look and feel better. So for me, 73 00:03:20,800 --> 00:03:22,880 Speaker 4: it's the way you feel even more than the way 74 00:03:22,919 --> 00:03:25,120 Speaker 4: you look, if that makes sense. I like a more 75 00:03:25,200 --> 00:03:28,519 Speaker 4: natural makeup. There are plenty of makeup brands that cater 76 00:03:28,680 --> 00:03:32,080 Speaker 4: to women that like a very strong aesthetic that's just 77 00:03:32,120 --> 00:03:33,359 Speaker 4: not me or Jones Road. 78 00:03:33,760 --> 00:03:35,200 Speaker 3: So it really does depend. 79 00:03:35,440 --> 00:03:38,360 Speaker 1: What age do you think girls or young women should 80 00:03:38,400 --> 00:03:41,240 Speaker 1: put makeup on. I have a young granddaughter seven. At 81 00:03:41,280 --> 00:03:43,400 Speaker 1: what age is she going to come and say she 82 00:03:43,480 --> 00:03:44,120 Speaker 1: needs makeup? 83 00:03:44,440 --> 00:03:44,600 Speaker 2: Well? 84 00:03:44,640 --> 00:03:47,720 Speaker 4: I think that young girls are always love watching their 85 00:03:47,720 --> 00:03:49,720 Speaker 4: moms put makeup on. They love the colors. I have 86 00:03:49,760 --> 00:03:53,080 Speaker 4: a three year old granddaughter, Lily is quite good with 87 00:03:53,680 --> 00:03:56,840 Speaker 4: the lip gloss and puts my miracle bomb on my cheek. 88 00:03:57,240 --> 00:03:59,920 Speaker 4: Does she wear at a school. No, but it's you know, 89 00:04:00,080 --> 00:04:01,960 Speaker 4: it's going to be in her blood, so I don't 90 00:04:02,000 --> 00:04:06,120 Speaker 4: think it's ever a big deal. However, I've written two 91 00:04:06,200 --> 00:04:09,080 Speaker 4: books about teenage girls, and the only time I ever 92 00:04:09,200 --> 00:04:12,320 Speaker 4: tell you know, mothers to really pay attention if your 93 00:04:12,400 --> 00:04:15,720 Speaker 4: kids are doing things like putting black lipstick on and 94 00:04:15,760 --> 00:04:19,200 Speaker 4: looking you know, goth, you might want to just you know, 95 00:04:19,440 --> 00:04:21,279 Speaker 4: stop for a minute and check and say you know, 96 00:04:21,360 --> 00:04:22,599 Speaker 4: are they okay? 97 00:04:23,440 --> 00:04:26,080 Speaker 1: So who is the biggest customer for makeup? Is it 98 00:04:26,160 --> 00:04:29,000 Speaker 1: women who are let's say, in their teenage years, women 99 00:04:29,040 --> 00:04:31,760 Speaker 1: in their twenties, their thirties, the forties, the fifties. What 100 00:04:31,839 --> 00:04:34,640 Speaker 1: age group is the biggest customer for cosmetics? 101 00:04:34,800 --> 00:04:39,000 Speaker 4: Well, I think any woman is a customer for cosmetics 102 00:04:39,040 --> 00:04:43,920 Speaker 4: of any age. Jones wrote, our target audiences thirty, you know, 103 00:04:44,040 --> 00:04:47,560 Speaker 4: just in the sixties and some seventies. But I think 104 00:04:47,600 --> 00:04:50,960 Speaker 4: it is definitely, you know, changing now the big thing 105 00:04:51,080 --> 00:04:52,880 Speaker 4: are is makeup for young girls. 106 00:04:53,680 --> 00:04:54,719 Speaker 3: I don't understand. 107 00:04:54,880 --> 00:04:57,520 Speaker 4: I don't think seven and eight and nine year old 108 00:04:57,600 --> 00:05:00,120 Speaker 4: girls should worry about what's in. 109 00:05:00,120 --> 00:05:01,279 Speaker 3: Their skincare products. 110 00:05:01,279 --> 00:05:04,080 Speaker 4: But there's so much on social media now that it's 111 00:05:04,240 --> 00:05:05,159 Speaker 4: becoming a thing. 112 00:05:05,520 --> 00:05:06,800 Speaker 2: Let's talk about social media. 113 00:05:06,920 --> 00:05:10,600 Speaker 1: Some people say that influencers on social media are driving 114 00:05:10,720 --> 00:05:12,599 Speaker 1: people to buy the beauty products. 115 00:05:12,640 --> 00:05:13,120 Speaker 2: Is that true? 116 00:05:13,240 --> 00:05:14,440 Speaker 3: One hundred percent true? 117 00:05:14,560 --> 00:05:17,080 Speaker 4: But you know the great thing about social media, it's 118 00:05:17,120 --> 00:05:21,960 Speaker 4: a freeway to market your products. We're back in the day, 119 00:05:22,320 --> 00:05:24,720 Speaker 4: you know, you had to spend a ton of money 120 00:05:25,040 --> 00:05:28,240 Speaker 4: and do advertising. In this new world, it's much easier 121 00:05:28,240 --> 00:05:29,520 Speaker 4: to get your messages out there. 122 00:05:29,839 --> 00:05:32,480 Speaker 3: I wanted to share my three favorite products. 123 00:05:32,560 --> 00:05:34,559 Speaker 4: It's hard to choose. It's like which of my kids 124 00:05:34,560 --> 00:05:36,520 Speaker 4: do I like best? It depends what day it is. 125 00:05:36,720 --> 00:05:39,960 Speaker 1: Cosmetics and beauty products are sold today. Is it mostly 126 00:05:40,000 --> 00:05:44,520 Speaker 1: online through Amazon or is it that big retailers like Walmart. 127 00:05:44,720 --> 00:05:49,159 Speaker 4: I mean, there's definitely different distributions. My first brand was 128 00:05:49,200 --> 00:05:52,120 Speaker 4: in higher end stores. We launched in Bergdorf. Then we 129 00:05:52,120 --> 00:05:54,880 Speaker 4: were in sacks and Bendels, and by the time I 130 00:05:54,960 --> 00:05:57,680 Speaker 4: left the company, we had just started opening Macy's doors. 131 00:05:58,080 --> 00:06:02,600 Speaker 4: And that's how businesses grow is distribution. Jones Road has 132 00:06:02,680 --> 00:06:06,560 Speaker 4: been following a different playbook. We are direct to consumer. 133 00:06:06,720 --> 00:06:10,000 Speaker 4: Probably eighty five percent of our business is direct to 134 00:06:10,040 --> 00:06:13,880 Speaker 4: consumers through our own site, just online, and now we 135 00:06:14,040 --> 00:06:19,640 Speaker 4: have ten or eleven retail stores. We're in one account 136 00:06:19,760 --> 00:06:21,800 Speaker 4: department store, Liberty and London. 137 00:06:22,640 --> 00:06:25,520 Speaker 1: Well, some people say that the price of cosmetics and 138 00:06:25,600 --> 00:06:29,360 Speaker 1: makeup and beauty care products is relatively high because the 139 00:06:29,560 --> 00:06:32,560 Speaker 1: cost of packaging and the cost of advertising. Is that 140 00:06:32,600 --> 00:06:35,440 Speaker 1: a big factor in the pricing of your products? 141 00:06:35,680 --> 00:06:39,040 Speaker 3: Not my products, not our products? That is a big factor, 142 00:06:39,600 --> 00:06:39,720 Speaker 3: you know. 143 00:06:40,720 --> 00:06:42,839 Speaker 4: I come from a brand that spent a lot of 144 00:06:42,880 --> 00:06:47,800 Speaker 4: money on packaging and marketing, and teams Jones Road is 145 00:06:47,839 --> 00:06:51,159 Speaker 4: a different playbook. We spend money on marketing, but we 146 00:06:51,200 --> 00:06:53,920 Speaker 4: don't spend a ton of money on our packaging. Our 147 00:06:53,960 --> 00:06:56,800 Speaker 4: formula is our top notch, but our packaging is more 148 00:06:56,839 --> 00:06:59,160 Speaker 4: simple so we can keep the cost down. 149 00:07:00,000 --> 00:07:01,200 Speaker 2: What are your products made. 150 00:07:01,440 --> 00:07:03,920 Speaker 4: They're mostly made in the US, A lot of them 151 00:07:03,960 --> 00:07:08,039 Speaker 4: in New Jersey. They the pencils, like all cosmetics, pencils 152 00:07:08,080 --> 00:07:11,560 Speaker 4: are made in Germany. Our brushes are made in Italy. 153 00:07:12,320 --> 00:07:17,920 Speaker 4: You know, our packaging comes from Asia, not China. Mostly 154 00:07:18,000 --> 00:07:21,520 Speaker 4: it comes from Taiwan and other places. 155 00:07:22,040 --> 00:07:26,000 Speaker 1: So let's talk about for a moment the business of cosmetics. 156 00:07:26,040 --> 00:07:26,480 Speaker 2: Generally. 157 00:07:26,800 --> 00:07:30,040 Speaker 1: It's a business that's now really largely controlled by large 158 00:07:30,280 --> 00:07:33,520 Speaker 1: public corporations. I mean, your company's not public yet, but 159 00:07:33,880 --> 00:07:36,800 Speaker 1: is it mostly the large companies that are doing the 160 00:07:36,840 --> 00:07:38,800 Speaker 1: business of selling these products. 161 00:07:38,600 --> 00:07:42,480 Speaker 4: It's definitely mostly large companies. And you know, most founders 162 00:07:42,520 --> 00:07:47,000 Speaker 4: start these businesses for one reason to sell I mean 163 00:07:47,200 --> 00:07:49,840 Speaker 4: Jones Road, I mean, I never thought about selling Bobby 164 00:07:49,840 --> 00:07:53,000 Speaker 4: Brown cosmetics until we got you know, Leonard, we had 165 00:07:53,000 --> 00:07:56,200 Speaker 4: other people call. It was never in my mind that 166 00:07:56,200 --> 00:07:59,480 Speaker 4: that is something you would do. And so now I know, 167 00:07:59,600 --> 00:08:04,320 Speaker 4: evench someone the right person will come and honestly, it's like, 168 00:08:04,360 --> 00:08:06,640 Speaker 4: this is my passion and it's what I do. 169 00:08:06,840 --> 00:08:08,640 Speaker 1: So the trick and makeup is to look like you 170 00:08:08,680 --> 00:08:09,880 Speaker 1: don't have a lot of makeups. 171 00:08:09,960 --> 00:08:12,240 Speaker 2: Yes, what is the no makeup makeup? Look? 172 00:08:12,800 --> 00:08:15,559 Speaker 4: Well, it's choosing colors that work with your skin tone, 173 00:08:15,600 --> 00:08:17,440 Speaker 4: that don't make you too pale and don't make you 174 00:08:17,480 --> 00:08:20,600 Speaker 4: too bright. And if you are someone that is going 175 00:08:20,680 --> 00:08:23,720 Speaker 4: to wear a little bit of powder on camera, I 176 00:08:23,760 --> 00:08:26,600 Speaker 4: would probably just give you a. 177 00:08:26,480 --> 00:08:28,400 Speaker 3: Little bit and you're not going to look like you're 178 00:08:28,400 --> 00:08:30,200 Speaker 3: wearing it. And by the way, it's not supposed to 179 00:08:30,240 --> 00:08:33,320 Speaker 3: feel like you're wearing it. Who like, look, look at 180 00:08:33,320 --> 00:08:33,960 Speaker 3: how good you look? 181 00:08:34,080 --> 00:08:35,480 Speaker 1: So people are going to come up to me in 182 00:08:35,480 --> 00:08:37,160 Speaker 1: the next couple of minutes and say, wow, you look 183 00:08:37,200 --> 00:08:37,600 Speaker 1: so great. 184 00:08:37,640 --> 00:08:39,760 Speaker 3: Have you been on a vacation? Then I've done my. 185 00:08:39,800 --> 00:08:41,800 Speaker 2: Job, So what am I looking at here? 186 00:08:42,080 --> 00:08:44,240 Speaker 4: This is the famous product that started all this is 187 00:08:44,280 --> 00:08:48,319 Speaker 4: called Miracle Balm. And what you do it's a skincare 188 00:08:48,360 --> 00:08:50,800 Speaker 4: and makeup in one And what it is is you 189 00:08:50,880 --> 00:08:53,600 Speaker 4: dip your finger in it, You take it like this, 190 00:08:54,760 --> 00:08:56,880 Speaker 4: pat it on your cheeks. It gives you color, it 191 00:08:56,920 --> 00:08:59,560 Speaker 4: gives you a glow, use it on your neck, you 192 00:08:59,559 --> 00:09:02,080 Speaker 4: can even use it on your body. Comes in all colors, 193 00:09:02,240 --> 00:09:06,040 Speaker 4: and this is a miracle to most women because it 194 00:09:06,080 --> 00:09:08,760 Speaker 4: adds moisture and color to the skin. 195 00:09:09,240 --> 00:09:11,360 Speaker 1: When there's new product, do you have to look at 196 00:09:11,360 --> 00:09:13,520 Speaker 1: every new product and approve it before it goes out. 197 00:09:13,760 --> 00:09:16,840 Speaker 4: I don't want to call myself a micromanager, but I 198 00:09:16,920 --> 00:09:19,760 Speaker 4: date the product, I work with the team, I approve, 199 00:09:20,400 --> 00:09:22,280 Speaker 4: and then I am the one you know a year 200 00:09:22,400 --> 00:09:25,040 Speaker 4: later that says, uh oh, something shifted, what happened? 201 00:09:25,800 --> 00:09:27,679 Speaker 3: So yes, I am. I am very involved. 202 00:09:27,760 --> 00:09:29,880 Speaker 2: Let's talk about how you got into this business. So 203 00:09:30,160 --> 00:09:30,520 Speaker 2: were you. 204 00:09:30,520 --> 00:09:32,880 Speaker 3: Born Chicago, Suburbs of Chicago? 205 00:09:32,960 --> 00:09:33,960 Speaker 2: And what did your parents do? 206 00:09:34,360 --> 00:09:36,240 Speaker 3: They were twenty and twenty one when I was born. 207 00:09:36,320 --> 00:09:37,320 Speaker 3: My dad a lawyer. 208 00:09:37,720 --> 00:09:41,079 Speaker 4: My mom was always a homemaker, and by the time 209 00:09:41,120 --> 00:09:43,400 Speaker 4: they were twenty five, there were three of us that 210 00:09:43,840 --> 00:09:46,160 Speaker 4: lived in the house, you know, three three. 211 00:09:46,080 --> 00:09:48,560 Speaker 2: Kids, Okay, And so where'd you go to school? 212 00:09:48,840 --> 00:09:52,000 Speaker 4: I went to Nutrier High School, big high school in 213 00:09:52,040 --> 00:09:55,880 Speaker 4: the suburbs High Schoolka, Illinois, right Winetka and we'll met. 214 00:09:56,480 --> 00:10:00,199 Speaker 4: And really, what I think really taught me a lot 215 00:10:00,200 --> 00:10:03,920 Speaker 4: about life was being around my grandparents. Papa Sam, who 216 00:10:03,960 --> 00:10:07,960 Speaker 4: came from the Ukraine who came here not knowing anyone. 217 00:10:08,000 --> 00:10:10,880 Speaker 4: And by the time he was, you know, in his 218 00:10:11,000 --> 00:10:14,680 Speaker 4: elder years, he was very known in Chicago as Cadillac Sam. 219 00:10:14,920 --> 00:10:17,360 Speaker 4: He sold cars to all the big guys and some 220 00:10:17,400 --> 00:10:22,320 Speaker 4: of the gangsters, mayer Lanski, al Capone and work was 221 00:10:22,360 --> 00:10:25,120 Speaker 4: everything to Papa, followed by his family. 222 00:10:25,720 --> 00:10:28,040 Speaker 3: And so that's really what raised me. 223 00:10:28,200 --> 00:10:32,560 Speaker 1: So you graduated from Neutrier High School, then what'd you do? 224 00:10:32,960 --> 00:10:35,920 Speaker 4: I graduated six months early to follow a boyfriend went 225 00:10:35,960 --> 00:10:39,400 Speaker 4: to University of Wisconsin at Oshkosh because there was no 226 00:10:39,440 --> 00:10:42,800 Speaker 4: way I was getting into University University Wisconsin in Madison. 227 00:10:42,840 --> 00:10:43,840 Speaker 3: I didn't have the grades. 228 00:10:44,400 --> 00:10:47,160 Speaker 4: I was there six months and then transferred to University 229 00:10:47,200 --> 00:10:50,640 Speaker 4: of Arizona with all of my friends from high school 230 00:10:50,800 --> 00:10:53,880 Speaker 4: because school for me was about fun and not about 231 00:10:54,080 --> 00:10:56,160 Speaker 4: what I was going to learn. And at the end 232 00:10:56,200 --> 00:10:58,400 Speaker 4: of the year I told my mom I was going 233 00:10:58,440 --> 00:11:00,200 Speaker 4: to drop out, and she said, you can. 234 00:11:00,320 --> 00:11:02,840 Speaker 3: You have to go to college. She never did. Mom, 235 00:11:02,840 --> 00:11:04,600 Speaker 3: it's so boring, and. 236 00:11:04,480 --> 00:11:07,440 Speaker 4: She said, forget about anything, forget what you want to do. 237 00:11:07,800 --> 00:11:09,839 Speaker 4: If today's your birthday, you could do anything you want 238 00:11:09,880 --> 00:11:12,120 Speaker 4: to do. What would you want to do? And I said, 239 00:11:13,000 --> 00:11:15,000 Speaker 4: I don't know, maybe go to Marshall Fields and play 240 00:11:15,000 --> 00:11:17,199 Speaker 4: with makeup. She said, that's it. Why don't you be 241 00:11:17,240 --> 00:11:19,319 Speaker 4: a makeup artist? I said, I don't want to go 242 00:11:19,360 --> 00:11:22,640 Speaker 4: to beauty school. She said, I'm sure there's a college somewhere. 243 00:11:23,360 --> 00:11:25,439 Speaker 4: And through a friend of my dad's, I found Emerson 244 00:11:25,520 --> 00:11:28,400 Speaker 4: College in Boston, and they let me design my own 245 00:11:28,400 --> 00:11:29,240 Speaker 4: major and makeup. 246 00:11:29,360 --> 00:11:31,000 Speaker 3: It's Emerson Emerson, all. 247 00:11:30,960 --> 00:11:33,720 Speaker 2: Right, And so you majored in theatrical makeup. 248 00:11:33,520 --> 00:11:35,120 Speaker 3: Right with a minor in photography. 249 00:11:35,200 --> 00:11:36,600 Speaker 2: That's a very unusual combination. 250 00:11:36,840 --> 00:11:39,120 Speaker 3: Uh, it was my two things I liked, all right. 251 00:11:39,200 --> 00:11:41,840 Speaker 2: So then you graduated? Yes, and then would you do? 252 00:11:42,000 --> 00:11:43,319 Speaker 3: So I got a waitressing job. 253 00:11:43,960 --> 00:11:46,800 Speaker 4: I lied to get the job because I had no experience. 254 00:11:47,000 --> 00:11:49,280 Speaker 4: And I did that for a year, and then I 255 00:11:49,360 --> 00:11:52,800 Speaker 4: moved to New York. I didn't know anyone. I opened 256 00:11:52,880 --> 00:11:56,040 Speaker 4: up the Yellow Pages and looked up makeup models and 257 00:11:56,120 --> 00:11:59,760 Speaker 4: I just started cold calling people, and somehow I figured 258 00:11:59,760 --> 00:12:04,160 Speaker 4: out how to put a portfolio together, and I started 259 00:12:04,160 --> 00:12:07,400 Speaker 4: working as a freelance makeup artist. Really, the main thing 260 00:12:07,440 --> 00:12:09,959 Speaker 4: I wanted was to be in fashion, so I did 261 00:12:09,960 --> 00:12:13,920 Speaker 4: a lot of fashion shows. I eventually you did all 262 00:12:13,920 --> 00:12:16,960 Speaker 4: the magazines I got a Vogue cover. You know, I 263 00:12:17,000 --> 00:12:20,480 Speaker 4: started to get a name for myself and then lo 264 00:12:20,679 --> 00:12:24,960 Speaker 4: and behold. While I was working, I also somehow was 265 00:12:25,000 --> 00:12:28,199 Speaker 4: a frequent guest on Oprah Winfrey to go on there 266 00:12:28,200 --> 00:12:30,959 Speaker 4: and do makeup, and I became a regular on the. 267 00:12:30,920 --> 00:12:33,520 Speaker 2: Today Show talking about makeup. 268 00:12:33,360 --> 00:12:36,440 Speaker 4: Talking about makeup, which I did for fourteen years. Never 269 00:12:36,520 --> 00:12:39,680 Speaker 4: once talked about my products or my brand. I was 270 00:12:39,720 --> 00:12:40,360 Speaker 4: the expert. 271 00:12:40,520 --> 00:12:43,040 Speaker 2: When did you start Bobby Brown Cosmetics? 272 00:12:43,559 --> 00:12:49,480 Speaker 4: Started Bobby Brown Cosmetics when I married my husband and 273 00:12:49,520 --> 00:12:53,600 Speaker 4: we moved to Montclair, New Jersey, because I didn't want 274 00:12:53,640 --> 00:12:57,280 Speaker 4: to be in New York City. And then I just 275 00:12:57,400 --> 00:13:00,000 Speaker 4: had this idea I didn't want to travel anymore for work, 276 00:13:00,080 --> 00:13:02,680 Speaker 4: because being a freelance makeup artist, you're always on a 277 00:13:02,720 --> 00:13:06,360 Speaker 4: plane going some exotic place. And I just said, you know, 278 00:13:07,520 --> 00:13:10,439 Speaker 4: why don't I know, think of something else. I met 279 00:13:10,480 --> 00:13:13,680 Speaker 4: a chemist at a shoot and told him how much 280 00:13:13,679 --> 00:13:16,200 Speaker 4: I hated lipstick that was in the market and what 281 00:13:16,280 --> 00:13:17,760 Speaker 4: I was looking for, and he said, I can make 282 00:13:17,760 --> 00:13:18,120 Speaker 4: it for you. 283 00:13:18,920 --> 00:13:20,360 Speaker 3: So he did. He made me a. 284 00:13:20,360 --> 00:13:24,280 Speaker 4: Lipstick and I thought, wow, this is like amazing. I 285 00:13:24,280 --> 00:13:27,400 Speaker 4: bet I could sell it to my friends, to models, 286 00:13:28,120 --> 00:13:29,360 Speaker 4: and I started doing that. 287 00:13:29,840 --> 00:13:33,319 Speaker 1: So you ultimately started a company which had ten different 288 00:13:33,360 --> 00:13:34,719 Speaker 1: shades from lipstick right M. 289 00:13:35,240 --> 00:13:37,520 Speaker 4: And I sold him out of my house and my 290 00:13:37,640 --> 00:13:41,000 Speaker 4: husband would mail them. They didn't even have a box. 291 00:13:41,080 --> 00:13:44,000 Speaker 4: They were in an envelope, so they were, you know, 292 00:13:45,440 --> 00:13:48,640 Speaker 4: very indeed. We put the ingredients on a card and 293 00:13:48,679 --> 00:13:50,760 Speaker 4: started shipping them. And then one day we were at 294 00:13:50,760 --> 00:13:53,960 Speaker 4: a party and I said, you know, thanked the hostess 295 00:13:54,360 --> 00:13:57,080 Speaker 4: for inviting us. I had never met her before, and 296 00:13:57,160 --> 00:13:58,880 Speaker 4: she said she was a fan of mine. I'm like, oh, 297 00:13:58,960 --> 00:14:01,160 Speaker 4: you know who I am. That's so nice. I said, 298 00:14:01,160 --> 00:14:04,040 Speaker 4: what do you do? She said, oh, I'm a cosmetics buyer, 299 00:14:04,080 --> 00:14:08,280 Speaker 4: a Birgdorf Goodman. I said, oh, I sell these cosmetics 300 00:14:08,280 --> 00:14:11,959 Speaker 4: out of my house. And she agreed to take them 301 00:14:11,960 --> 00:14:13,040 Speaker 4: and sell them at Burgdorf. 302 00:14:13,960 --> 00:14:16,560 Speaker 1: And the venture capitalist didn't come along and said we'd 303 00:14:16,559 --> 00:14:18,080 Speaker 1: like a piece of your company and we'll give you 304 00:14:18,120 --> 00:14:19,120 Speaker 1: some money, or did you just. 305 00:14:19,560 --> 00:14:22,160 Speaker 3: And you know what, we totally financed it ourselves. 306 00:14:22,680 --> 00:14:25,600 Speaker 4: And you know, I didn't know those people back then. 307 00:14:26,000 --> 00:14:28,920 Speaker 4: We had people reach out to us, you know, when 308 00:14:28,920 --> 00:14:31,800 Speaker 4: our business started to grow that wanted to buy us. 309 00:14:31,840 --> 00:14:34,880 Speaker 4: We weren't for sale until we got a call from 310 00:14:34,960 --> 00:14:37,960 Speaker 4: Leonard latter because I fell madly in love. 311 00:14:38,520 --> 00:14:40,040 Speaker 3: You know, at first sight I. 312 00:14:40,000 --> 00:14:42,640 Speaker 1: Did know Leonard a very impressive person. So he convinced 313 00:14:42,680 --> 00:14:44,680 Speaker 1: you to sell the company, right. 314 00:14:44,760 --> 00:14:46,960 Speaker 4: I think we were maybe four and a half years 315 00:14:47,040 --> 00:14:49,240 Speaker 4: in business when we sold the company to Leonard. 316 00:14:49,680 --> 00:14:51,720 Speaker 1: And so when you did that, you kept the name 317 00:14:51,840 --> 00:14:54,040 Speaker 1: Bobby Brown Cosmetics or did you say. 318 00:14:53,880 --> 00:14:56,240 Speaker 3: Well, they bought it. I mean it was called Bobby 319 00:14:56,280 --> 00:14:57,000 Speaker 3: Brown Cosmetic. 320 00:14:57,000 --> 00:14:59,680 Speaker 2: It was, but it was still called that Bobby Brown Cosmetics. 321 00:15:00,080 --> 00:15:01,360 Speaker 2: To say with stay law. 322 00:15:01,560 --> 00:15:03,920 Speaker 4: Now we were the second brand they bought that they 323 00:15:03,920 --> 00:15:09,600 Speaker 4: didn't make internally. And Leonard's thing was to run everything independently. 324 00:15:10,080 --> 00:15:13,880 Speaker 4: Everything about Leonard was supporting the founder, supporting the integrity 325 00:15:13,880 --> 00:15:16,840 Speaker 4: of the brand. When we first joined S. D. Lauder, 326 00:15:17,160 --> 00:15:20,240 Speaker 4: I'll never forget, they wanted our lipsticks to be made 327 00:15:20,440 --> 00:15:23,920 Speaker 4: in their lab, and so it was, you know, we 328 00:15:23,960 --> 00:15:26,520 Speaker 4: started the project and it was terrible. I couldn't recreate 329 00:15:26,560 --> 00:15:29,680 Speaker 4: them properly. And finally Leonard got involved. He said, absolutely 330 00:15:29,720 --> 00:15:33,440 Speaker 4: not if you you know, if you do not, if 331 00:15:33,480 --> 00:15:36,120 Speaker 4: you change them, women are going to know. So note 332 00:15:36,160 --> 00:15:38,760 Speaker 4: we will work with the lab that makes your lipsticks. 333 00:15:38,880 --> 00:15:42,200 Speaker 1: Well, Bobby Brown Cosmetics, did they sell in the same 334 00:15:42,200 --> 00:15:44,240 Speaker 1: place at Stay later would sell, which is the big 335 00:15:44,280 --> 00:15:45,040 Speaker 1: department source. 336 00:15:45,320 --> 00:15:48,520 Speaker 4: Well, when Leonard approached me, we were the number one 337 00:15:48,520 --> 00:15:51,720 Speaker 4: line in Neiman Marcus and Bergdorf. So we were beating 338 00:15:51,800 --> 00:15:55,080 Speaker 4: STI Latter's in the store and we did not even 339 00:15:55,160 --> 00:15:56,160 Speaker 4: have a full line. 340 00:15:56,240 --> 00:15:58,040 Speaker 3: It was it was really a phenomenon. 341 00:15:58,520 --> 00:16:02,440 Speaker 1: So as you worked through Stay Lawder for some twenty 342 00:16:02,520 --> 00:16:05,320 Speaker 1: plus years, yeah, you were building the brand, building the brand. 343 00:16:05,720 --> 00:16:08,720 Speaker 1: And now when you left Stay Lauder, you decided to 344 00:16:08,720 --> 00:16:10,160 Speaker 1: start a new company, right. 345 00:16:10,120 --> 00:16:14,560 Speaker 4: Right, I left s D Latter? Did I quit or 346 00:16:14,600 --> 00:16:16,720 Speaker 4: get fired? To me, I got fired? 347 00:16:17,400 --> 00:16:18,840 Speaker 2: So why would they fire you? 348 00:16:18,960 --> 00:16:22,160 Speaker 4: Because there was a lot of angst in the year 349 00:16:22,280 --> 00:16:24,800 Speaker 4: or so before I left, And it's all in my 350 00:16:24,920 --> 00:16:28,640 Speaker 4: biography so or in my memoir, so it's all out there. 351 00:16:29,200 --> 00:16:29,800 Speaker 3: It was tough. 352 00:16:29,840 --> 00:16:32,960 Speaker 4: I mean, Leonard wasn't as involved, and when you know, 353 00:16:33,080 --> 00:16:35,960 Speaker 4: in the company and there was a new you know 354 00:16:36,160 --> 00:16:39,080 Speaker 4: CEO and a new you know, a lot of new 355 00:16:39,080 --> 00:16:42,240 Speaker 4: things were happening, and it was not a good time 356 00:16:42,280 --> 00:16:42,680 Speaker 4: at all. 357 00:16:42,840 --> 00:16:45,640 Speaker 3: And so it was it was. 358 00:16:45,680 --> 00:16:47,760 Speaker 4: It was honestly, really tough, and it's the best thing 359 00:16:47,800 --> 00:16:49,160 Speaker 4: that ever happened to me getting fired. 360 00:16:49,200 --> 00:16:50,080 Speaker 3: If you want to know the truth. 361 00:16:50,280 --> 00:16:52,240 Speaker 1: Okay, So because now you can start your own company 362 00:16:52,280 --> 00:16:55,640 Speaker 1: once to noncompete, right, yes, but why not say, look, 363 00:16:55,680 --> 00:16:58,040 Speaker 1: I already conquered the cosmetics world once. 364 00:16:58,080 --> 00:16:59,400 Speaker 2: Why do I have to do it a second time? 365 00:16:59,560 --> 00:17:02,160 Speaker 4: Why I wasn't planning on doing it? Like I didn't 366 00:17:02,200 --> 00:17:03,480 Speaker 4: you know when it first happened. 367 00:17:03,520 --> 00:17:03,960 Speaker 3: I know. 368 00:17:04,600 --> 00:17:07,120 Speaker 4: It was twenty two years of having a full calendar, 369 00:17:07,200 --> 00:17:10,919 Speaker 4: full schedule. Cars follow me around, pr people you know 370 00:17:11,000 --> 00:17:13,840 Speaker 4: with clipboards, follow me around, and all of a sudden 371 00:17:13,960 --> 00:17:15,800 Speaker 4: it was gone. I didn't know what it was going 372 00:17:15,840 --> 00:17:17,119 Speaker 4: to do, and I didn't think I was going to 373 00:17:17,160 --> 00:17:19,160 Speaker 4: start another cosmetics company. 374 00:17:19,800 --> 00:17:22,720 Speaker 1: If you could give advice to the twenty five year 375 00:17:22,720 --> 00:17:26,000 Speaker 1: old Bobby Brown, what would the advice be? You wish 376 00:17:26,119 --> 00:17:28,680 Speaker 1: you had known then something you know now. 377 00:17:29,040 --> 00:17:31,480 Speaker 4: She wouldn't have listened, but I would have told her 378 00:17:31,480 --> 00:17:34,480 Speaker 4: to chill and relax. It's all going to be fine. 379 00:17:34,680 --> 00:17:37,520 Speaker 1: When you have successful companies, you obviously get some money, 380 00:17:37,520 --> 00:17:39,120 Speaker 1: and you can have money you can give it away. 381 00:17:39,160 --> 00:17:42,680 Speaker 1: And are there particular philanthropies or charitable things that you're 382 00:17:42,760 --> 00:17:43,400 Speaker 1: engaged with. 383 00:17:43,800 --> 00:17:46,600 Speaker 4: Well, we have an organization in our hometown called reaching 384 00:17:46,640 --> 00:17:50,560 Speaker 4: Out Montclair, our affluent town is not just an affluent town. 385 00:17:50,640 --> 00:17:52,080 Speaker 3: So that's like something. 386 00:17:52,119 --> 00:17:54,159 Speaker 4: And you know, my husband and I have given to 387 00:17:54,160 --> 00:17:56,720 Speaker 4: all of our colleges. You know, there's a Bobby Brown, 388 00:17:56,760 --> 00:18:00,800 Speaker 4: Stephen Ploffker, Jym at Emerson. We have something at and 389 00:18:00,800 --> 00:18:06,560 Speaker 4: at Harvard, and you know, different times we have different philanthropic. 390 00:18:06,640 --> 00:18:08,800 Speaker 1: So you ever go back to Emerson and say, see 391 00:18:08,800 --> 00:18:12,159 Speaker 1: what you get did for me? I graduated created this 392 00:18:12,200 --> 00:18:14,240 Speaker 1: big business. Are you very famous graduate? I guess you 393 00:18:14,240 --> 00:18:16,159 Speaker 1: were one of the more famous graduates. 394 00:18:16,040 --> 00:18:16,240 Speaker 3: You know. 395 00:18:16,400 --> 00:18:19,200 Speaker 4: I actually I do go back and I just went 396 00:18:19,280 --> 00:18:22,680 Speaker 4: back for a talk when my memoir when I did 397 00:18:22,680 --> 00:18:26,040 Speaker 4: the Boston the Boston Talk, and it was really we 398 00:18:26,119 --> 00:18:28,040 Speaker 4: did it in the in the gym, so it was 399 00:18:28,080 --> 00:18:28,840 Speaker 4: really nice. 400 00:18:29,200 --> 00:18:32,240 Speaker 1: People go into a free standing store to buy cosmetics 401 00:18:32,320 --> 00:18:33,359 Speaker 1: or beauty products. 402 00:18:33,520 --> 00:18:35,159 Speaker 2: What is the chance they're going to walk out not 403 00:18:35,240 --> 00:18:36,160 Speaker 2: having bought anything. 404 00:18:36,440 --> 00:18:38,639 Speaker 4: As long as they walk out with a sample that 405 00:18:38,720 --> 00:18:40,080 Speaker 4: we give them, I'm happy. 406 00:18:40,760 --> 00:18:44,080 Speaker 1: And the markups in this business are still reasonably good. 407 00:18:44,080 --> 00:18:47,080 Speaker 1: That the margins you'd say, resentably good in the retail products. 408 00:18:47,600 --> 00:18:50,400 Speaker 4: We make sure that we have a good, you know, 409 00:18:50,680 --> 00:18:52,840 Speaker 4: price point, and we make sure that we have a 410 00:18:52,880 --> 00:18:55,600 Speaker 4: good profit. I'm one of those weird people I really 411 00:18:55,600 --> 00:18:56,399 Speaker 4: believe in profit. 412 00:18:56,640 --> 00:19:00,000 Speaker 1: Now your new brand is focused more on I let's say, 413 00:19:00,119 --> 00:19:01,879 Speaker 1: healthy and wellness to some extent. 414 00:19:02,560 --> 00:19:04,320 Speaker 2: So why is it. 415 00:19:04,280 --> 00:19:07,960 Speaker 1: Healthier to put on Jones Jones Road than Bobby Brown 416 00:19:08,200 --> 00:19:10,200 Speaker 1: or what's different about it that makes it healthier? 417 00:19:10,400 --> 00:19:13,800 Speaker 4: Well, when I started Jones Road, I was on my own, 418 00:19:14,160 --> 00:19:18,360 Speaker 4: you know, path to really being the healthiest version of myself. 419 00:19:18,440 --> 00:19:20,720 Speaker 4: So I went back to school my degree as a 420 00:19:20,760 --> 00:19:24,720 Speaker 4: health coach. I started only eating organic when I can, 421 00:19:25,119 --> 00:19:27,719 Speaker 4: and I started cleaning up you know what chemicals are 422 00:19:27,760 --> 00:19:31,480 Speaker 4: in my products. And when I finally decided to really 423 00:19:31,560 --> 00:19:36,280 Speaker 4: try to create a new beauty product, I was not 424 00:19:36,359 --> 00:19:38,960 Speaker 4: going to do a traditional product. I really was curious 425 00:19:39,000 --> 00:19:41,960 Speaker 4: if it was even possible to create something out of 426 00:19:42,119 --> 00:19:46,119 Speaker 4: clean because the market has had shifted where women wanted 427 00:19:46,520 --> 00:19:49,760 Speaker 4: clean makeup. So I didn't do it because I didn't 428 00:19:49,800 --> 00:19:52,879 Speaker 4: believe in traditional I did it because I didn't know 429 00:19:52,880 --> 00:19:55,040 Speaker 4: if it was possible to do and I proved that 430 00:19:55,080 --> 00:19:55,399 Speaker 4: it was. 431 00:19:56,119 --> 00:19:58,720 Speaker 1: And can you tell if they're wearing one of your products? 432 00:19:58,960 --> 00:20:02,040 Speaker 4: Usually if there's a nice and a highlight on the cheek, 433 00:20:02,119 --> 00:20:05,560 Speaker 4: I could you know? And I know, And often people 434 00:20:05,640 --> 00:20:07,840 Speaker 4: come up to me and they like you know, point 435 00:20:07,880 --> 00:20:10,560 Speaker 4: to something and say Dusty Rose sun. 436 00:20:10,480 --> 00:20:13,080 Speaker 2: Kissed, and you say buy more. 437 00:20:13,800 --> 00:20:14,800 Speaker 3: No, I'd say great. 438 00:20:15,640 --> 00:20:18,760 Speaker 1: So today, if I wanted to start a company, I 439 00:20:18,800 --> 00:20:21,400 Speaker 1: wanted to be Bobby Brown and I want to start 440 00:20:21,400 --> 00:20:24,680 Speaker 1: a cosmetics company, what would you recommend that I do? 441 00:20:25,320 --> 00:20:25,600 Speaker 3: Well? 442 00:20:25,640 --> 00:20:28,200 Speaker 4: First of all, there's nothing easy in life in general. 443 00:20:28,600 --> 00:20:31,040 Speaker 4: But if you're a kid that is just coming out 444 00:20:31,119 --> 00:20:34,800 Speaker 4: of college or even business school, I'd say go work 445 00:20:34,840 --> 00:20:37,320 Speaker 4: for someone for a year, you know, go really like 446 00:20:37,800 --> 00:20:41,320 Speaker 4: learn what you can before you start something, and maybe 447 00:20:41,359 --> 00:20:45,119 Speaker 4: start ideating and thinking what your company would be before 448 00:20:45,160 --> 00:20:47,560 Speaker 4: you decide to do it. Don't start with the deck 449 00:20:47,600 --> 00:20:50,360 Speaker 4: and investment like people make that mistake. 450 00:20:50,480 --> 00:20:51,400 Speaker 3: Start with a product. 451 00:20:51,920 --> 00:20:55,720 Speaker 1: So today, if you are going to build this company out, 452 00:20:56,040 --> 00:20:59,280 Speaker 1: is it your goal to ultimately find another Esday lauder 453 00:20:59,640 --> 00:21:01,680 Speaker 1: or to take it public or just keep it private 454 00:21:01,800 --> 00:21:02,600 Speaker 1: owned by the family. 455 00:21:02,760 --> 00:21:05,919 Speaker 4: You know, I don't know. I you know, I'm sixty 456 00:21:05,920 --> 00:21:09,080 Speaker 4: eight years old. It's been five years. You know, the 457 00:21:09,080 --> 00:21:12,440 Speaker 4: business is growing. We do get a lot of calls 458 00:21:12,480 --> 00:21:15,200 Speaker 4: from probably people that you have lunch and dinners with. 459 00:21:16,000 --> 00:21:18,600 Speaker 4: We're self funded. I don't need any money. We have 460 00:21:18,760 --> 00:21:20,800 Speaker 4: enough cash in the bank to do what we want. 461 00:21:20,840 --> 00:21:23,440 Speaker 3: To do, you know, but I don't. 462 00:21:23,280 --> 00:21:25,080 Speaker 4: Know what's going to happen in the future. I'm not 463 00:21:25,359 --> 00:21:29,560 Speaker 4: opposed to the right situation on something. I just don't 464 00:21:29,640 --> 00:21:31,080 Speaker 4: know what it is, and that's okay. 465 00:21:31,359 --> 00:21:33,920 Speaker 1: And do you try to expand your products outside the 466 00:21:34,000 --> 00:21:35,800 Speaker 1: United States at this point or is it too small 467 00:21:35,960 --> 00:21:37,280 Speaker 1: right now to go outside the United State? 468 00:21:37,320 --> 00:21:41,240 Speaker 4: No, we are available in Canada, we are available in 469 00:21:41,280 --> 00:21:44,160 Speaker 4: the UK, and now we're available in Europe, so. 470 00:21:45,880 --> 00:21:47,840 Speaker 3: You know, not freestanding stores yet. 471 00:21:47,880 --> 00:21:51,720 Speaker 4: I really want a freestanding store in London because that's 472 00:21:51,760 --> 00:21:53,400 Speaker 4: one of our biggest markets. 473 00:21:53,800 --> 00:21:56,360 Speaker 1: So what are the most important beauty secrets you would 474 00:21:56,400 --> 00:21:57,040 Speaker 1: give to somebody? 475 00:21:57,119 --> 00:21:58,400 Speaker 2: Two or three beauty secrets? 476 00:21:58,560 --> 00:22:00,960 Speaker 4: Well, I would say, first of all, worry about your 477 00:22:00,960 --> 00:22:02,360 Speaker 4: inside more than your outside. 478 00:22:02,400 --> 00:22:03,359 Speaker 3: Take care of your health. 479 00:22:04,520 --> 00:22:11,000 Speaker 4: Number two is worry about your skin. Don't smoke, wear sunscreen, 480 00:22:11,480 --> 00:22:14,480 Speaker 4: and third just wear makeup so it just makes you 481 00:22:14,520 --> 00:22:15,040 Speaker 4: look better. 482 00:22:15,480 --> 00:22:16,080 Speaker 3: End a story. 483 00:22:16,160 --> 00:22:18,320 Speaker 2: Now, did your parents live to see your success? 484 00:22:18,560 --> 00:22:22,280 Speaker 4: My father, Yes, my father is still alive. My dad's ninety. 485 00:22:22,400 --> 00:22:27,560 Speaker 3: He has proven how proud he is of me. 486 00:22:27,680 --> 00:22:30,800 Speaker 4: He's told me and he just he always says, I 487 00:22:30,840 --> 00:22:32,679 Speaker 4: know you're not done, and I know I'm going to 488 00:22:32,720 --> 00:22:33,520 Speaker 4: keep hearing things. 489 00:22:33,760 --> 00:22:36,760 Speaker 1: So if you could give advice to the twenty five 490 00:22:36,840 --> 00:22:40,040 Speaker 1: year old Bobby Brown, what would the advice be? You 491 00:22:40,080 --> 00:22:42,960 Speaker 1: wish you had known then something you know now. 492 00:22:43,320 --> 00:22:45,760 Speaker 4: She wouldn't have listened, But I would have told her 493 00:22:45,760 --> 00:22:46,880 Speaker 4: to chill and relax. 494 00:22:47,200 --> 00:22:49,080 Speaker 3: It's all going to be fine. 495 00:22:49,200 --> 00:22:51,600 Speaker 4: She wouldn't have listened because I still haven't figured out 496 00:22:51,600 --> 00:22:53,160 Speaker 4: how to chill and relax now. 497 00:22:53,200 --> 00:22:56,200 Speaker 1: Presumably the most important thing in life is personal happiness, 498 00:22:56,240 --> 00:22:58,639 Speaker 1: which is also the most elusive thing in life. So 499 00:22:58,960 --> 00:23:01,439 Speaker 1: as a result of having built these companies, I assume 500 00:23:01,440 --> 00:23:03,720 Speaker 1: you're personally very happy with what you're doing now. 501 00:23:03,840 --> 00:23:07,960 Speaker 4: I'm so incredibly lucky because I'm married thirty seven years. 502 00:23:08,000 --> 00:23:11,879 Speaker 4: I still adore my husband. I have three sons, two grandkids. 503 00:23:11,960 --> 00:23:15,800 Speaker 4: We are, you know, all very close, and you know, 504 00:23:16,119 --> 00:23:18,919 Speaker 4: I have not only old friends, I have new friends, 505 00:23:18,960 --> 00:23:20,000 Speaker 4: people I've just met. 506 00:23:20,040 --> 00:23:22,360 Speaker 3: So I feel very very happy. 507 00:23:22,320 --> 00:23:26,399 Speaker 4: And my you know, Jones Road is a very young team, 508 00:23:26,640 --> 00:23:27,919 Speaker 4: but they're my new posse. 509 00:23:28,440 --> 00:23:31,400 Speaker 1: Well, you're young to worry about legacies, But what would 510 00:23:31,440 --> 00:23:32,800 Speaker 1: you like your legacy. 511 00:23:32,400 --> 00:23:33,040 Speaker 2: To ultimately be? 512 00:23:33,960 --> 00:23:36,600 Speaker 4: You know, I hope my legacy will be that I 513 00:23:36,680 --> 00:23:39,800 Speaker 4: was there to help people feel good. About themselves and 514 00:23:40,080 --> 00:23:43,760 Speaker 4: teach people how to be confident because I've figured out 515 00:23:43,800 --> 00:23:47,200 Speaker 4: the secret of confidence. All it is is feeling comfortable 516 00:23:47,240 --> 00:23:47,840 Speaker 4: in your skin. 517 00:23:49,359 --> 00:23:51,879 Speaker 1: Thanks for listening to hear more of my interviews. You 518 00:23:51,920 --> 00:23:56,040 Speaker 1: can subscribe and download my podcast on Spotify, Apple, or 519 00:23:56,080 --> 00:23:56,879 Speaker 1: wherever you listen.