WEBVTT - EYL #183 Master Merch, Marketing, & E-Commerce with Support Black Colleges 0:00:04.040 --> 0:00:06.760 Hey, I'm Tatiana Manning. I support our Voice of a 0:00:06.840 --> 0:00:10.400 Customer team at Pgenie. If you're a small business customer, 0:00:10.560 --> 0:00:12.800 we're here to support you. That's why I want to 0:00:12.840 --> 0:00:16.280 tell you about our new podcast, Real Talk with PGENI. 0:00:16.880 --> 0:00:19.720 We know small businesses are dealing with rising costs and 0:00:19.760 --> 0:00:22.400 looking for ways to boost their bottom line. On our show, 0:00:22.600 --> 0:00:25.040 you'll hear from our customer experts with our small business 0:00:25.079 --> 0:00:27.520 Engagement team, who will show you effective ways to improve 0:00:27.560 --> 0:00:31.680 your operations, find important resources, and most of all, save money. 0:00:32.360 --> 0:00:35.960 I ride the RAND analysis for the Emergency Food Bank 0:00:36.080 --> 0:00:40.120 and based on their usage history, by just making a 0:00:40.159 --> 0:00:43.800 simple rate change at no costs, it was a twenty 0:00:43.840 --> 0:00:46.000 five dollars annual savings. 0:00:46.520 --> 0:00:49.319 So listen to Real Talk with Pgenie and find more 0:00:49.360 --> 0:00:52.440 resources for your business by visiting pge dot com for 0:00:52.720 --> 0:00:53.640 slash Real Talk. 0:01:00.080 --> 0:01:02.520 I always drop a new product at full price so 0:01:02.560 --> 0:01:05.720 you have your sales stuff. Obviously, every Black Friday, drop 0:01:05.720 --> 0:01:07.440 a new product at full price because people are still 0:01:07.440 --> 0:01:09.120 going to buy because they feel like they're getting a 0:01:09.440 --> 0:01:11.319 deal on everything else. So one said of sending their 0:01:11.360 --> 0:01:13.360 money somewhere else, just spend the full price with you. 0:01:13.480 --> 0:01:15.959 That's a Haden and then for us too, I think 0:01:16.000 --> 0:01:19.280 one thing that really did us well was disguising that Bogo. 0:01:19.360 --> 0:01:21.600 I mean that fifty percent off as Bogo and then 0:01:21.680 --> 0:01:23.600 like oh, free shipping too if you if you spend 0:01:23.600 --> 0:01:25.640 this much, so it's like deal on top of deal 0:01:25.680 --> 0:01:27.160 on tope of deal. That way you feel like there's 0:01:27.200 --> 0:01:29.160 no way I can't get this and make it happen. 0:01:31.040 --> 0:01:35.280 My graduates from my school being forced back drop. 0:01:35.600 --> 0:01:51.080 B drop my dropdrop drop. All right, guys, welcome back 0:01:51.520 --> 0:01:52.480 Eile South. 0:01:53.160 --> 0:01:54.720 Yeah to the new dudgeon. 0:01:55.240 --> 0:01:58.680 Shout out to like where are we gonna sit? 0:02:00.000 --> 0:02:01.680 Spend so much time? I had only made sense? 0:02:02.480 --> 0:02:05.240 So all right, this is something that you know a 0:02:05.240 --> 0:02:06.680 lot of people have been looking forward to for a 0:02:06.680 --> 0:02:10.600 long time. So Corey and Justin from Support Black Colleges 0:02:12.320 --> 0:02:17.160 met these guys a while ago, and Corey was actually 0:02:17.280 --> 0:02:20.919 pretty vocal on Instagram to try to get this interview done. 0:02:23.639 --> 0:02:26.280 The funniest message I feel like he would write to 0:02:26.480 --> 0:02:30.760 Justin like damn, Justin, it wasn't our turning yet I'm like. 0:02:30.880 --> 0:02:36.720 Okay, that's no Like I let his side on that nothing. 0:02:36.760 --> 0:02:38.680 But I'll say this, the last time we saw each other, 0:02:38.720 --> 0:02:40.600 I said just we're getting it done. 0:02:40.880 --> 0:02:44.560 We're gonna get it. But yeah, I always read the comments. 0:02:45.240 --> 0:02:46.720 It was a little you know, it's a little slick 0:02:46.720 --> 0:02:50.400 comment like oh yeah, they're. 0:02:50.200 --> 0:02:51.360 Talking about merch. 0:02:54.720 --> 0:03:01.639 Best messals in Atlanta, bro and we made a bag 0:03:01.680 --> 0:03:07.400 of investments though I was it shout out to investment everyone, 0:03:08.800 --> 0:03:11.239 fact every but that was one of the beautiful things. 0:03:11.280 --> 0:03:13.320 It was like all the merchants said the same thing, 0:03:13.440 --> 0:03:16.120 like yo, it was such a outpouring of support, like 0:03:16.280 --> 0:03:18.480 everybody sold out at so that's not everybody. 0:03:18.520 --> 0:03:20.360 But you know, it's so funny because I always tell 0:03:20.520 --> 0:03:22.519 justin I feeling like we get slept on so much, 0:03:22.680 --> 0:03:25.919 like our list of accomplishments is so long. And then 0:03:25.919 --> 0:03:27.960 they'd be like, oh, they're just a clothing brand, just 0:03:28.000 --> 0:03:30.280 the clothing brand, and just be like yo, y'all people 0:03:30.280 --> 0:03:30.960 don't understand. 0:03:31.000 --> 0:03:32.720 So I'm always vocal justin. 0:03:33.639 --> 0:03:36.240 It's like cool for me, Like I mean, like, man, 0:03:36.240 --> 0:03:38.000 I won't be because if you don't say nothing, then 0:03:38.080 --> 0:03:38.920 people may not know. 0:03:39.800 --> 0:03:41.320 That's like speaking. 0:03:42.360 --> 0:03:44.920 So what I am getting better at knowing how to 0:03:44.960 --> 0:03:48.400 say things. That's that's really it's not about saying something 0:03:48.480 --> 0:03:49.360 about how you say it. 0:03:49.400 --> 0:03:52.640 Really, that's the thing that like, whenever Cory's saying something, 0:03:52.640 --> 0:03:54.440 I just be like, we just need to work harder, 0:03:54.600 --> 0:03:55.160 Like you know. 0:03:55.680 --> 0:04:00.520 That's what your point in the comment. Wow, that's crazy serious. 0:04:00.560 --> 0:04:02.920 I'm like, but I understand because Corey, like you know, 0:04:02.960 --> 0:04:06.040 we did this and that we under twenties and in 0:04:06.080 --> 0:04:08.280 twenties or whatever, and like I feel like, you know, 0:04:08.720 --> 0:04:10.200 like people don't respect us or whatever. 0:04:10.240 --> 0:04:12.080 I'm just like, oh, let's just keep working. 0:04:12.480 --> 0:04:14.720 And what I appreciate most of that, y'all always showed up. 0:04:15.520 --> 0:04:17.360 Even though if we didn't do an episode, if we 0:04:17.400 --> 0:04:19.360 had an event, y'all was there. There was something that 0:04:19.440 --> 0:04:21.120 y'all could be a part of the support. Y'all was there, 0:04:21.240 --> 0:04:23.120 of course. So we were just always in the same rooms. 0:04:23.160 --> 0:04:24.679 It was just a matter of time. So I'm happy 0:04:24.680 --> 0:04:27.520 that I appreciate you. It was always love Corey. 0:04:30.200 --> 0:04:32.960 I always show up. I love going to black people 0:04:33.080 --> 0:04:34.279 stuff who are doing great things. 0:04:34.960 --> 0:04:37.440 Y'all packed up. I forgot who we was on Edgewood. 0:04:37.839 --> 0:04:39.320 Y'all packed that place out. 0:04:39.480 --> 0:04:41.039 Oh yeah, that was the networking event. 0:04:43.240 --> 0:04:49.280 I was flush, yeah, flush. 0:04:49.640 --> 0:04:54.279 So I was like, always showed us love man, like 0:04:54.279 --> 0:04:55.919 a real second one. I love it out here. So 0:04:56.000 --> 0:04:59.040 much black excellence out here. Everybody's just vibing together. So 0:04:59.520 --> 0:05:01.160 but I'm glad we got a chance to get this done. 0:05:01.200 --> 0:05:03.320 So for people that are not familiar, Support Black College 0:05:03.400 --> 0:05:06.279 is a multi million dollar brand that's tearing up the 0:05:06.480 --> 0:05:09.000 space for the last five years or so, right. 0:05:09.240 --> 0:05:12.960 Probably took it seriously three years. 0:05:12.960 --> 0:05:13.480 Three years. 0:05:13.600 --> 0:05:16.040 So yeah, you've probably seen their hoodies on, like Chris Paul. 0:05:16.360 --> 0:05:18.280 Actually Bobby Wagner had the hoodie on when we did 0:05:18.279 --> 0:05:18.840 the interview with him. 0:05:18.839 --> 0:05:23.240 Oh I did see that. He's for a long time. 0:05:23.480 --> 0:05:24.880 Yeah, yeah, yeah. 0:05:24.920 --> 0:05:29.920 So it's it's interesting because it's like one of these things, 0:05:29.960 --> 0:05:32.159 like our thing is asces of a liabilities, you see it. 0:05:32.160 --> 0:05:34.440 It's directly so it's like you don't have to guess 0:05:34.480 --> 0:05:37.760 support Black colleges. It's not too much more to really 0:05:37.800 --> 0:05:41.720 think what's the hidden meaning behind it. But so it 0:05:41.839 --> 0:05:44.080 just goes to show you that sometimes keeping it simple 0:05:44.440 --> 0:05:46.240 can go a lot further than trying to be like 0:05:46.320 --> 0:05:48.159 really complex and abstract. 0:05:48.440 --> 0:05:49.880 So this is gonna be a dop conversation. 0:05:50.000 --> 0:05:51.520 We're going to talk about how they was able to 0:05:51.560 --> 0:05:54.680 build such an impressive empire in a short period of time, 0:05:55.760 --> 0:05:58.280 and yeah, we're gonna give all the game on the 0:05:58.320 --> 0:06:02.120 merch side, marketing, influence and marketing all that kind of stuff. 0:06:02.160 --> 0:06:04.160 So before we start, man, thanks for joining us. Appreciate it. 0:06:04.520 --> 0:06:05.960 Thank you all for having this is great. 0:06:06.160 --> 0:06:09.520 This place is fire. Everybody can see what this looks like. 0:06:10.400 --> 0:06:13.560 Black Excellence, Like, what up? 0:06:14.440 --> 0:06:17.920 All right, So let's let's get the backstory Support Black Colleges. 0:06:18.000 --> 0:06:19.880 How did this company come about? 0:06:20.360 --> 0:06:22.120 Yeah, so I was at Howard University. 0:06:22.839 --> 0:06:26.240 I was a sophomore and literally started with me and 0:06:26.279 --> 0:06:29.000 my cousin and we just made a shirt that said 0:06:29.040 --> 0:06:31.880 support Black Collegists. It's like a T shirt T shirt, 0:06:31.920 --> 0:06:33.719 and I think I was trying to find the outfit 0:06:33.760 --> 0:06:36.080 for like homecoming. I wanted something fire that nobody else had. 0:06:36.480 --> 0:06:39.279 So I all started with this one shirt support Black Collegists. 0:06:39.520 --> 0:06:41.240 And we had a little things on the side here 0:06:41.240 --> 0:06:43.080 and there, like we used to make these USB bracist 0:06:43.120 --> 0:06:43.600 remember the braik. 0:06:44.240 --> 0:06:47.800 We made these little USB bracelets. It was like a plastic. 0:06:47.320 --> 0:06:49.040 Bracelet, but you connected it and it turned to a 0:06:49.040 --> 0:06:51.240 bracelet and it was a Howard University one. And so 0:06:51.320 --> 0:06:52.839 I found a way to get into the bookstore and 0:06:52.839 --> 0:06:53.920 we were selling them, and I'm like, yo. 0:06:53.880 --> 0:06:55.320 People like HBCU stuff. 0:06:55.760 --> 0:06:57.560 I realized that people liked it, so we made a 0:06:57.560 --> 0:07:01.039 shirt this logo right here support by Colleges and we 0:07:01.040 --> 0:07:03.360 had a different iteration of it as well, and then 0:07:04.000 --> 0:07:06.640 I wore it and people were just like, yo, need that, 0:07:06.760 --> 0:07:09.200 need that. So my business mind, I'm like, we got 0:07:09.240 --> 0:07:11.280 to make some moreties. And at the time, you know, 0:07:11.280 --> 0:07:13.720 I didn't know that about a clothing line scale and nothing. 0:07:13.800 --> 0:07:15.760 I'm just trying to make some quick bread. And so 0:07:15.800 --> 0:07:18.160 we end up getting booth at homecoming selling all our 0:07:18.240 --> 0:07:21.480 merch out made a few thousand dollars, and you know, 0:07:21.760 --> 0:07:24.360 support by College was literally born just off of wanting 0:07:24.360 --> 0:07:25.880 to make a T shirt for HBCUs. 0:07:26.520 --> 0:07:29.080 Because the start the story starts with y'all. 0:07:29.120 --> 0:07:31.000 Y'all started in the partying world, right, like y'all a 0:07:31.200 --> 0:07:34.120 mooring parties and you said we but like just you 0:07:34.120 --> 0:07:37.120 didn't come on right away, like if I'm correct, it 0:07:37.240 --> 0:07:38.520 was like your thing was like, let me just add 0:07:38.600 --> 0:07:40.760 value to what he's doing, which is something that people 0:07:41.080 --> 0:07:42.880 kind of overlook like just adding value. 0:07:42.920 --> 0:07:44.720 So like, how did that relationship develop? 0:07:44.840 --> 0:07:48.520 Yeah, so back home, I'm from Houston, So back home, 0:07:48.880 --> 0:07:51.360 my mom she would she would do like her nine 0:07:51.360 --> 0:07:53.400 to five and then she would do real estate and 0:07:53.440 --> 0:07:55.600 then at night she would do bottle service. So like 0:07:55.760 --> 0:07:59.480 she was like heavily, you know, just hustling. And she 0:07:59.480 --> 0:08:02.160 would always let me come to the parties and stuff, 0:08:02.200 --> 0:08:03.840 like she was in the twenty woman up clubs and 0:08:03.840 --> 0:08:04.280 I was like. 0:08:04.280 --> 0:08:06.239 You know, sixteen, like you know whatever. 0:08:06.440 --> 0:08:07.800 And then she'd be like, you know, come out for 0:08:07.840 --> 0:08:10.160 your birthday, like you know whatever. So then I'll go 0:08:10.200 --> 0:08:12.120 and I'm like, man, that what's up? So then I 0:08:12.160 --> 0:08:13.920 was like I need to start throwing parties too. So 0:08:13.960 --> 0:08:15.960 before I even made it to Howard, I was throwing 0:08:16.000 --> 0:08:19.080 like teen parties and stuff. So I did that, and 0:08:19.120 --> 0:08:20.840 I was like, man, if I go to Howard, I'm 0:08:20.880 --> 0:08:23.400 making bread because I was making a couple thousand dollars 0:08:23.400 --> 0:08:25.520 a party young and I was like, well, I know 0:08:25.600 --> 0:08:27.920 college is going to be a central market that we 0:08:27.960 --> 0:08:30.760 could just really tap into. So I went up there 0:08:30.800 --> 0:08:32.320 and I was like, well, my first mind is like 0:08:32.640 --> 0:08:34.920 see who's doing it already, and see what's going on. 0:08:35.160 --> 0:08:36.800 And then I went to a house party during my 0:08:36.840 --> 0:08:41.040 freshman week and I just sat outside and then Corey 0:08:41.120 --> 0:08:43.080 was at the door, so then he came out because 0:08:43.120 --> 0:08:44.760 I was like trying to figure out, like who's working 0:08:44.800 --> 0:08:48.880 the door weird and in mind you like, I'm twisted 0:08:48.920 --> 0:08:50.640 my hair twisted up now, but I'm talking like I 0:08:50.679 --> 0:08:53.280 had a fro, like big fro in college. 0:08:53.520 --> 0:08:54.400 And then he just came out. 0:08:54.440 --> 0:08:56.440 I was like, Yo, you're good, bro, Like you're drunk, 0:08:56.480 --> 0:08:59.400 and I'm like nah, I'm like nah, I'm just trying 0:08:59.400 --> 0:09:01.520 to see like who's working the door, who's throwing the parties, 0:09:01.559 --> 0:09:04.319 like where people go into the houses and like. 0:09:04.280 --> 0:09:04.960 Stuff like that. 0:09:05.120 --> 0:09:06.720 And then we kind of just became friends and he 0:09:06.800 --> 0:09:08.800 invited me to the party to come in, and then 0:09:08.840 --> 0:09:11.280 after that we started to like really do the parties together. 0:09:11.280 --> 0:09:13.760 That's crazy because when we say college is a business decision, 0:09:14.040 --> 0:09:16.240 we're usually thinking like the financial due They're looking at 0:09:16.240 --> 0:09:19.200 it from a totally different sective. There's an audience there 0:09:19.400 --> 0:09:20.520 I need to capitalize at that. 0:09:21.240 --> 0:09:25.080 God's I used to go to school in Baltimore or 0:09:25.600 --> 0:09:26.559 I didn't go to HBCU. 0:09:26.600 --> 0:09:27.640 I was at U NBC. 0:09:28.559 --> 0:09:31.360 But you know Baltimore, it's a lot of black colleges 0:09:31.480 --> 0:09:38.000 like Morgan specifically Morgan and Booie, but also damn, what's 0:09:38.040 --> 0:09:40.720 the one on copp and State Copy so I had 0:09:40.760 --> 0:09:42.040 a lot of guys from New York that was went 0:09:42.080 --> 0:09:44.400 to school in Morgan and a few of them they 0:09:44.480 --> 0:09:46.439 used to do party promot. They used to throw parties 0:09:46.920 --> 0:09:48.680 and they used to make a lot of money. 0:09:49.000 --> 0:09:50.440 Like they was holy for college. 0:09:50.440 --> 0:09:52.679 For college kid, that's like a woman business because you know, 0:09:53.000 --> 0:09:54.720 especially like I said, like the Black college was like 0:09:54.760 --> 0:09:57.319 you know you're going to party a lot, not just home, 0:09:57.679 --> 0:09:59.280 Like every week there's a party. 0:09:59.080 --> 0:10:01.320 Like everywhere every week is three or four parties. 0:10:01.360 --> 0:10:04.679 And the thing is like it's arguable that the party 0:10:04.800 --> 0:10:07.800 wasn't more popular than the basketball team than Greeks because 0:10:07.960 --> 0:10:10.160 we literally providing the fund that all of them come to. 0:10:10.600 --> 0:10:12.400 So when it's like a probated like AQ though it's 0:10:12.400 --> 0:10:14.600 a probate party, like can you do these these things? 0:10:14.600 --> 0:10:16.679 But one thing Justine said that was really important. He 0:10:16.760 --> 0:10:20.400 provided by you since day one. And he's always been different, 0:10:20.600 --> 0:10:22.760 like imagine going outside of party sy and to kill 0:10:22.800 --> 0:10:23.360 the big afro. 0:10:23.640 --> 0:10:25.360 He used to have this rat tail. 0:10:26.120 --> 0:10:28.960 He had like a bunch of colorful wristband. Like he 0:10:29.040 --> 0:10:32.120 was very different, I should say that. But the first 0:10:32.120 --> 0:10:33.439 thing when he said about the money thing, I'm like, 0:10:33.480 --> 0:10:35.880 you're a freshman talking like that, Oh yeah, you different, 0:10:36.000 --> 0:10:38.360 like and instantly connected me to him, and I think 0:10:38.400 --> 0:10:42.160 that that relationship of respect, like from that point really 0:10:42.200 --> 0:10:43.120 got us here, honestly. 0:10:43.200 --> 0:10:46.040 So y'all y'all met on campus. Yeah, but that's that's 0:10:46.040 --> 0:10:47.559 a good story for black colleges as well. 0:10:47.559 --> 0:10:48.200 Like you met your. 0:10:48.080 --> 0:10:52.040 Business partner on an HPCU s all right. But originally, 0:10:52.040 --> 0:10:55.440 so you started and you you're not an owner. Originally 0:10:55.880 --> 0:10:56.760 you're just helping out. 0:10:57.080 --> 0:10:59.520 Yeah, Like he was like, Yo, Justin, I'm about to 0:10:59.559 --> 0:11:00.839 do a photo shoot from my brand. 0:11:00.880 --> 0:11:01.720 You mind pulling up? 0:11:01.760 --> 0:11:03.360 I was like, I bet, Like if you scroll all 0:11:03.360 --> 0:11:05.000 the way to the bottom of Sport by Colleges, I'm 0:11:05.040 --> 0:11:08.480 the first photo, like the first photo shot after a 0:11:08.480 --> 0:11:10.679 while too. Yeah, and then I had an interest in 0:11:10.760 --> 0:11:14.000 like Twitter and like growing like digital marketing and stuff. 0:11:14.040 --> 0:11:16.400 So I made them a Twitter you know, got it 0:11:16.440 --> 0:11:18.280 a couple hundred followers and just gave it to him, 0:11:18.320 --> 0:11:20.600 like just I wanted to help. And then that was 0:11:20.640 --> 0:11:22.959 really my I just wanted to be a good friend. 0:11:22.679 --> 0:11:25.640 Like you created the social platforms for them, yeah, like 0:11:25.960 --> 0:11:26.199 of love. 0:11:26.360 --> 0:11:27.240 Yeah, Like it was. 0:11:27.320 --> 0:11:29.319 So at what point do you become business partners? 0:11:29.480 --> 0:11:32.560 That was three years ago. Like, how did that happen? 0:11:33.240 --> 0:11:35.680 Yeah, so I was in I was in Houston. So 0:11:35.840 --> 0:11:39.320 after graduating college, I got a job and then like 0:11:39.360 --> 0:11:41.920 six months eight months, and I was like this is impossible, 0:11:42.000 --> 0:11:44.760 Like it's no way. I'm just I'm a terrible employee. 0:11:44.800 --> 0:11:48.439 What you doing digital marketing for? Like a weight scale company? 0:11:48.600 --> 0:11:49.280 Like randomly? 0:11:49.440 --> 0:11:50.880 So random? 0:11:51.720 --> 0:11:55.400 So I'm doing that and then Corey is calling me like, yeah, 0:11:55.440 --> 0:11:57.160 I think I'm about to pick support by colleges back 0:11:57.200 --> 0:11:59.720 up because remember he's like, you know, on and off 0:11:59.720 --> 0:12:01.559 with it after school or whatever, like he was working 0:12:01.559 --> 0:12:05.000 his own job, et cetera. So I quit my job 0:12:05.120 --> 0:12:06.840 and then I started to get into like the whole 0:12:06.880 --> 0:12:09.280 other side, like just doing things I wasn't supposed to 0:12:09.320 --> 0:12:11.920 be doing. And then I'm just like so I'm making 0:12:12.000 --> 0:12:13.880 money though you know what I'm saying, like the wrong way. 0:12:14.000 --> 0:12:16.280 But Corey's like, yo, bro, like you need to come 0:12:16.320 --> 0:12:18.440 down here. I'm in Atlanta, like it's live this and that. 0:12:18.520 --> 0:12:20.600 I'm like, bro, I'm getting money. I'm straight like it's cool. 0:12:20.920 --> 0:12:23.280 And then one day it was just it dawned on me. 0:12:23.320 --> 0:12:24.800 It was like all right, I'm either gonna go like 0:12:24.920 --> 0:12:27.640 the right way and like not know what's gonna go 0:12:27.679 --> 0:12:30.960 on and hopefully be successful or continue going the wrong way. 0:12:30.960 --> 0:12:34.000 And either like be dead, jail like whatever. 0:12:34.240 --> 0:12:35.840 And I was like, all right, let me just go 0:12:35.880 --> 0:12:37.680 try like it's my boy, you know, it is what 0:12:37.760 --> 0:12:39.640 it is. So then I moved down to Atlanta. And 0:12:39.679 --> 0:12:41.040 then that's when we started taking it serious. 0:12:41.080 --> 0:12:44.319 So you had just graduated college, Yeah, and you decided 0:12:44.360 --> 0:12:47.280 to leave d C. He chose Atlanta because I know 0:12:47.320 --> 0:12:49.480 you was going back with you between DC and New York. 0:12:49.600 --> 0:12:49.840 Yeah. 0:12:49.960 --> 0:12:51.559 I was thinking what I was gonna stay or not, 0:12:51.640 --> 0:12:53.760 but my roommates at the time was all leaving, so 0:12:53.800 --> 0:12:54.959 I'm like, am I just gonna stay in DC? 0:12:55.040 --> 0:12:57.160 It's kind of expensive. And then I had an apartment 0:12:57.200 --> 0:12:57.439 in New. 0:12:57.400 --> 0:13:00.600 York because I was working for a startup under Ron Parker, 0:13:00.840 --> 0:13:02.800 who created one of us created Facebook and Napster. 0:13:02.880 --> 0:13:04.120 I might know him. 0:13:04.400 --> 0:13:07.440 Yeah, I was working like directly under him doing marketing, 0:13:07.480 --> 0:13:10.960 social media marketing and college like college engagement essentially because 0:13:10.960 --> 0:13:12.439 they knew I was a promoter. So they was like, oh, 0:13:12.440 --> 0:13:15.079 you can get the colleges. And so I moved to 0:13:15.120 --> 0:13:17.760 Atlanta randomly. I've been one time before that. I just 0:13:18.520 --> 0:13:20.480 knew I wanted to come here. I'm a type of 0:13:20.480 --> 0:13:22.319 person I just go like, I don't think about it. 0:13:22.320 --> 0:13:24.560 I just make moves. And so went to Atlanta. I 0:13:24.600 --> 0:13:27.800 had a two bedroom apartment. I had to build such 0:13:27.800 --> 0:13:30.560 a I had to build a package to get Justin here. 0:13:30.600 --> 0:13:33.560 Like that time was like five seven, eight months of 0:13:33.600 --> 0:13:35.960 me saying Justin, come to Atlanta, Come to Atlanta. I 0:13:36.000 --> 0:13:38.520 got an apartment here, I got this. Hey, I'm making money. 0:13:38.559 --> 0:13:40.360 Like I was really trying to get him because I 0:13:40.440 --> 0:13:42.000 knew the value that he brought me in college, and 0:13:42.000 --> 0:13:43.319 I'm like, this is the person I want to. 0:13:43.240 --> 0:13:45.439 Work with, because for us, it's never really about the money. 0:13:45.440 --> 0:13:49.120 It was all about the relationships, the controlling the environment, 0:13:49.240 --> 0:13:51.600 like putting on these dope events. And so I knew 0:13:51.600 --> 0:13:53.160 that if he did the same thing he did with 0:13:53.200 --> 0:13:55.160 the parties was supported by college, I knew it could 0:13:55.160 --> 0:13:57.720 be unstoppable. And I finally got him out there. 0:13:57.800 --> 0:13:59.160 So all right, So how does it all right? 0:13:59.200 --> 0:14:02.160 So three years ago you moved to Atlanta, you guys 0:14:02.160 --> 0:14:04.720 decided to be business partners. So what's the next steps 0:14:04.760 --> 0:14:06.800 to actually get this off the ground and up and running. 0:14:07.480 --> 0:14:07.920 Evolution. 0:14:08.040 --> 0:14:10.760 Well, it's interesting because like when I moved down here, 0:14:10.840 --> 0:14:14.320 we didn't immediately become business partners because like, I don't know, 0:14:14.360 --> 0:14:16.080 it just didn't feel right to me. It's like just 0:14:16.120 --> 0:14:17.960 come down and be like, oh, what's up, Like I'm 0:14:17.960 --> 0:14:19.040 trying to go fifty fifty? 0:14:19.120 --> 0:14:19.800 Like what we doing? 0:14:20.000 --> 0:14:22.680 Like, so I just kind of moved down and then, like, bro, 0:14:22.800 --> 0:14:25.120 Corey will tell you. So in college, like I was 0:14:25.320 --> 0:14:28.360 like drinking every weekend, like partying hard, like all of 0:14:28.400 --> 0:14:29.880 this stuff. But when I moved down, I knew I 0:14:29.880 --> 0:14:31.800 had to make a change, and that's when I really 0:14:31.840 --> 0:14:34.120 started like reading and meditating and stuff like that. 0:14:34.360 --> 0:14:37.560 So the first like thirty ninety days. 0:14:37.360 --> 0:14:39.600 I literally was in my room and didn't really didn't 0:14:39.640 --> 0:14:41.680 talk much to Corey at all. But I was just 0:14:41.680 --> 0:14:43.880 trying to like make some money on my own. So 0:14:44.280 --> 0:14:46.680 I built up an income of like managing people's social 0:14:46.720 --> 0:14:48.600 media to like five thousand a month or something like 0:14:48.600 --> 0:14:51.080 that within like thirty days. And then Corey ran a 0:14:51.120 --> 0:14:53.600 shade room post for support by colleges and then it 0:14:53.960 --> 0:14:56.200 like did I don't know, maybe like twenty ten, twenty K, 0:14:56.320 --> 0:14:58.720 thirty k something like that, and then he was like, bro, 0:14:58.800 --> 0:15:00.200 there's no way I could do this on my on 0:15:00.320 --> 0:15:02.400 Like if you want to be a part of it. Bro, 0:15:02.960 --> 0:15:06.360 come on, I got twenty thousand dollars in inventory, throw 0:15:06.440 --> 0:15:08.120 up some bread and let's do it. And then that's 0:15:08.120 --> 0:15:09.960 when I was like, I bet and I just did 0:15:09.960 --> 0:15:11.800 it from there. So that's how I kind of got in. 0:15:12.040 --> 0:15:14.760 Yeah, so he had the twenty thousand in inventory, So 0:15:15.960 --> 0:15:17.800 what's the offer to him now, Like, I want you 0:15:17.800 --> 0:15:19.440 to be my partner fifty fifty. 0:15:19.440 --> 0:15:21.880 I'm like, look, I got twenty thousand inventory, I have 0:15:22.080 --> 0:15:24.800 zero help. If you give me ten thousand dollars, you 0:15:24.880 --> 0:15:27.040 can be fifty fifty on this. Well, we didn't know 0:15:27.160 --> 0:15:28.920 was going to be Bob with college. Is just you know, 0:15:29.160 --> 0:15:30.800 I didn't think it was fair to give him like 0:15:31.240 --> 0:15:33.080 a smaller percentagecause I knew I was gonna make him 0:15:33.080 --> 0:15:35.560 go to work. So I was like, fifty percent all in, 0:15:35.640 --> 0:15:38.080 let's do it. And you know, little did I know 0:15:38.160 --> 0:15:40.280 that his last ten thousand and they gave me was 0:15:40.440 --> 0:15:42.680 all he had. He literally had two pennies left in 0:15:42.720 --> 0:15:44.880 his bank account when he gave me that ten thousand, 0:15:45.000 --> 0:15:47.080 and I had no clue that that was the case, 0:15:47.080 --> 0:15:50.920 because it wasn't talking to me like like I thought, 0:15:51.160 --> 0:15:53.680 I'm like, yo, look you're doing in Houston, like he 0:15:53.840 --> 0:15:56.160 was such a different person, Like even I'm just getting 0:15:56.160 --> 0:15:58.520 down getting to know this justice. But O, Justin, we 0:15:58.560 --> 0:16:01.600 used to turn up and it does that. He's like, nah, 0:16:01.600 --> 0:16:06.160 I'm meditating. I'm like, yeah, he gave his last ten thousand. 0:16:05.920 --> 0:16:13.760 And when Martin went to the sabbatical, definitely that gotcha. 0:16:13.880 --> 0:16:15.400 So all right, so let's get into this. 0:16:15.480 --> 0:16:19.960 So you do it all without breaking a sweat, like 0:16:20.120 --> 0:16:23.480 being a boss exec to Tuesday tennis, to homework a 0:16:23.480 --> 0:16:27.600 why do kids have so much homework? Family dinners, lunches, brunches, 0:16:27.800 --> 0:16:30.720 trips to the vet, and a weekend getaway that's anything 0:16:30.760 --> 0:16:33.160 but a getaway. And you do it all in style, 0:16:33.840 --> 0:16:36.480 even when you have back to back conference calls on 0:16:36.520 --> 0:16:39.560 top of the kid's orchestier recitals, not to mention your 0:16:39.640 --> 0:16:43.720 side hustle. 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Now with extremely limited availability, 0:17:14.119 --> 0:17:16.640 contact your local retailer for inventory information. 0:17:18.080 --> 0:17:21.960 You support black colleges, right, So the first thing that 0:17:22.000 --> 0:17:25.760 comes to my mind is we talked about it off air. 0:17:25.920 --> 0:17:29.440 But you have signature. That's the signature right now. 0:17:29.480 --> 0:17:32.280 You have all this stuff for like individual colleges, right, right, So, 0:17:32.320 --> 0:17:34.520 but for individual college you need a trademark. 0:17:34.680 --> 0:17:36.040 Right You gotta get licensing. 0:17:36.280 --> 0:17:36.960 How did that work? 0:17:37.160 --> 0:17:39.160 That process is trash, very bad. 0:17:39.920 --> 0:17:42.320 There's only a few companies that pretty much own the 0:17:42.359 --> 0:17:43.200 licensing from. 0:17:43.080 --> 0:17:45.240 Most schools, either like CLC or. 0:17:45.280 --> 0:17:47.160 Lear Field or like one of the others. I don't 0:17:47.160 --> 0:17:50.040 remember their names. But essentially you have to apply what 0:17:50.200 --> 0:17:52.560 you can just do with like spending money. But different 0:17:52.560 --> 0:17:54.960 colleges have different rates. So howard is like four hundred 0:17:54.960 --> 0:17:57.119 dollars just to apply, and maybe like a cop it 0:17:57.200 --> 0:17:59.640 might be like one hundred dollars just to apply. After 0:17:59.640 --> 0:18:02.440 you apply, they either accept your decline. You you send 0:18:02.440 --> 0:18:04.760 in your designs, they either accept a decline. 0:18:05.000 --> 0:18:06.040 Then they want to sample. 0:18:06.080 --> 0:18:08.280 So then you got to get to sample from overseas, 0:18:08.600 --> 0:18:10.960 send it up, they decline and say, hey, this is wrong. 0:18:11.160 --> 0:18:12.600 You get another sample, send. 0:18:12.400 --> 0:18:14.600 It they approved, and then after they approve it, then 0:18:14.640 --> 0:18:17.920 you can start selling online. So that's the whole process. 0:18:17.560 --> 0:18:19.040 And then you have a percentage. 0:18:19.160 --> 0:18:22.280 Yeah, and so some schools are seven percent, some schools 0:18:22.320 --> 0:18:22.680 are five. 0:18:23.040 --> 0:18:23.800 Two depends. 0:18:23.840 --> 0:18:25.840 But even like for Howard, we try to do a 0:18:25.840 --> 0:18:28.320 shirt and they're like, oh, it's too much red, more blue, 0:18:28.359 --> 0:18:29.119 you need more gray. 0:18:29.520 --> 0:18:32.240 Like it's very specific and very difficult. 0:18:32.359 --> 0:18:35.439 Yeah, because every school has their own licensing department, so 0:18:35.480 --> 0:18:37.480 it's not like you working on one person for everything. 0:18:37.560 --> 0:18:39.720 It's like all schools have one specific person. 0:18:39.760 --> 0:18:42.520 So this person might not care and this person might 0:18:42.760 --> 0:18:45.199 actually care. So you can get away with certain things 0:18:45.240 --> 0:18:47.680 with others, and then with other ones they like, nah, 0:18:47.760 --> 0:18:48.520 you can't do that. 0:18:48.920 --> 0:18:50.959 So that's something I obviously have to learn because I mean, 0:18:51.000 --> 0:18:53.520 the story the first original shirt you had all schools 0:18:53.560 --> 0:18:55.880 on the back of your shirt. Yeah, so was how 0:18:55.920 --> 0:18:57.760 with the first school you worked with and how many 0:18:57.760 --> 0:18:59.680 did you take on after that? It was like, let's 0:19:00.119 --> 0:19:02.800 let's solidify Howard. And there was one after the other, 0:19:02.800 --> 0:19:03.800 which just knock them all down. 0:19:03.920 --> 0:19:06.399 Yeah, I mean, so It's so funny because when all 0:19:06.400 --> 0:19:07.920 the schools on the back of your shirt, you actually 0:19:07.920 --> 0:19:12.080 don't need licensing because it's not an individual. It's no colors, 0:19:12.119 --> 0:19:14.280 it's just words. So if I say Howard, it could 0:19:14.280 --> 0:19:16.760 be the white Howard, it could be Howard Stern, it 0:19:16.840 --> 0:19:20.080 could be anybody. So you say Howard University. Yeah, we 0:19:20.119 --> 0:19:23.479 say Howard University. The mecca is is trademark real HG 0:19:23.600 --> 0:19:25.879 like stuff like that. It's very like and it is 0:19:25.920 --> 0:19:33.119 the real at you by the way. I But so 0:19:33.200 --> 0:19:34.760 Howard was the first one because were already there. We 0:19:34.800 --> 0:19:37.479 already had a very large footprint from throwing parties. So 0:19:37.520 --> 0:19:39.359 what we did was we took the exact same tactics 0:19:39.400 --> 0:19:41.320 that we did for throwing parties and so merch. So 0:19:41.359 --> 0:19:44.359 we're putting stickers all over campuses, were doing flyers under doors. 0:19:44.359 --> 0:19:47.159 It's the same thing. We touched every single person. I'm 0:19:47.200 --> 0:19:49.480 from North Carolina and we used to go to North 0:19:49.520 --> 0:19:52.600 Carolina Anti's homecoming called g HO. It's crazy at homecomings. 0:19:52.720 --> 0:19:55.120 I've never been to a homecoming. GHO is like that. 0:19:55.240 --> 0:19:57.679 And I went to Howard, So Geo's like that. So 0:19:57.720 --> 0:20:00.600 we went to GHO, tore it up like like a 0:20:00.680 --> 0:20:03.119 he's like a social media personality at this time. So 0:20:04.320 --> 0:20:06.760 we would go to pep rally wearing our car stuff 0:20:06.880 --> 0:20:08.920 and get on stage in front of a thousand people 0:20:08.960 --> 0:20:11.480 at another school, and we used to just like run 0:20:11.520 --> 0:20:11.800 it up. 0:20:11.840 --> 0:20:12.960 So then we started A and T. 0:20:13.160 --> 0:20:15.000 I think we did a family and then we hit 0:20:15.040 --> 0:20:18.479 the AUC carklend Morehouse, but it all started with Howard 0:20:18.560 --> 0:20:20.080 and and T and I would probably say fam. 0:20:20.200 --> 0:20:21.879 Yeah, And now I think we got like maybe like 0:20:21.920 --> 0:20:24.679 somewhere around twenty six twenty seven licenses and there's one 0:20:24.720 --> 0:20:26.960 hundred and seven HBCUs So it's just moving our way. 0:20:27.160 --> 0:20:29.480 So is it the goal eventually to have all one 0:20:29.520 --> 0:20:31.439 hundred and seven Yeah, knock them over? 0:20:31.920 --> 0:20:32.800 Definitely the goal, you know. 0:20:33.160 --> 0:20:34.439 Part of it, And we try to explain this to 0:20:34.480 --> 0:20:37.080 our consumers, like part of it is like, all right, financially, 0:20:37.080 --> 0:20:38.960 it has to be smart. He makes something from Howard's 0:20:38.960 --> 0:20:40.919 gonna sell out, make some family's gonna sell out. But 0:20:40.960 --> 0:20:43.280 she might have a smaller school, like you know still 0:20:43.359 --> 0:20:46.919 in university that has eight hundred kids. It's harder for 0:20:47.040 --> 0:20:50.159 us to go through that process and then not make money. 0:20:50.400 --> 0:20:52.360 So we try to represent them in different ways, whether 0:20:52.359 --> 0:20:54.439 it's on social putting on the back of our shirts 0:20:54.480 --> 0:20:57.119 and doing things like that, working with their communities to 0:20:57.160 --> 0:20:59.520 still be able to give back. But it's just it's 0:20:59.560 --> 0:21:00.840 all time, honestly. 0:21:01.480 --> 0:21:05.960 So our journey with merch, we started out with print 0:21:06.000 --> 0:21:12.840 Fall and Familiar and the problem with that was they 0:21:12.880 --> 0:21:13.800 were taking too much. 0:21:13.680 --> 0:21:16.000 Of the cut. 0:21:16.080 --> 0:21:16.879 Yeah, it was crazy. 0:21:17.119 --> 0:21:19.840 It was easy because we didn't have to actually buy 0:21:19.880 --> 0:21:23.239 the merch so if anybody who's not familiar, like you know, 0:21:23.480 --> 0:21:26.080 if somebody puts an order in, then they actually make 0:21:26.080 --> 0:21:27.600 it for you and then they ship it. So one 0:21:27.640 --> 0:21:29.520 of the problems was that they were taking too much. 0:21:29.560 --> 0:21:32.119 And then when Corona hit, everything got back ordered and 0:21:32.240 --> 0:21:33.680 it was like five months. 0:21:33.680 --> 0:21:34.800 People have been playing about that. 0:21:34.960 --> 0:21:38.960 So we stopped and then we started actually using the 0:21:39.000 --> 0:21:42.320 manufacturer overseas and now that's what we use now and 0:21:42.320 --> 0:21:44.520 then they send it in bulk and then whatever we 0:21:44.600 --> 0:21:46.760 have we sell when it's sold out, it's sold out 0:21:46.960 --> 0:21:48.160 to get a new patch of order. 0:21:48.400 --> 0:21:50.480 So what was your process, similar. 0:21:50.280 --> 0:21:53.840 O Man, Every single way you could do it, bro 0:21:54.200 --> 0:21:57.000 every single way. We didn't we use print, full print, 0:21:57.000 --> 0:21:59.960 on demand services, print of five, et cetera. We did 0:22:00.000 --> 0:22:04.520 did ourselves like buying a warehouse and hiring seamstresses and 0:22:04.600 --> 0:22:07.639 heat pressing and sewing it down ourselves. We've gotten stuff 0:22:07.640 --> 0:22:11.480 from overseas that came straight in. We use fulfillment centers 0:22:11.760 --> 0:22:14.159 like literally everything you could think of, and then went. 0:22:14.000 --> 0:22:14.840 From top to bottom. 0:22:14.880 --> 0:22:17.560 But it started off with just like if y'all have 0:22:17.640 --> 0:22:19.440 screenprinting and stuff like every Yeah. 0:22:19.560 --> 0:22:22.520 At first screenprinting is doing that basic stuff and then 0:22:22.760 --> 0:22:26.159 cut and sell anything overseas. But to me personally, and 0:22:26.359 --> 0:22:28.320 I mean Justin could say this too, it is depends 0:22:28.320 --> 0:22:29.520 on what kind of person you are, Like, do you 0:22:29.560 --> 0:22:31.480 want to be in the warehouse managing people? Do you 0:22:31.520 --> 0:22:33.679 want to be like me and Justin heat pressed and 0:22:34.040 --> 0:22:37.879 literally like was wait thirty seconds? Lift it up net 0:22:37.920 --> 0:22:40.760 And that's what we were doing as CEOs. Also shipping 0:22:41.080 --> 0:22:43.840 also customer service, So it depends on what kind of 0:22:43.840 --> 0:22:46.000 person you want. Some people just want to make quick 0:22:46.040 --> 0:22:49.320 money prinifi or whatever. It's all good print ful because 0:22:49.359 --> 0:22:51.919 you can literally just not do anything but just marketing brand. 0:22:52.200 --> 0:22:54.880 But then the margins are different. So it's all about self, 0:22:54.920 --> 0:22:56.439 you know, self awareness and what you want to do. 0:22:56.480 --> 0:22:58.720 And me and Justin finding decided we don't want to 0:22:58.760 --> 0:23:00.720 manage that or do it ourselves. And that's when we 0:23:00.720 --> 0:23:01.760 got our fulfillment center. 0:23:01.840 --> 0:23:04.240 Yeah, I know, Mike, he's listening to this like he 0:23:04.359 --> 0:23:05.560 was pressing in his living. 0:23:05.440 --> 0:23:06.600 He was doing it. I forgot that far. 0:23:06.640 --> 0:23:08.880 But that's another thing that we do to actually from 0:23:08.920 --> 0:23:10.360 print fold actually pressing it. 0:23:10.680 --> 0:23:11.120 Yeah. 0:23:11.160 --> 0:23:13.080 And then so it talk about a fulfillment center for 0:23:13.080 --> 0:23:14.200 people that might not know what that. 0:23:14.280 --> 0:23:16.639 Yeah, it's like you said, that's what you're using that right, Yeah, 0:23:16.800 --> 0:23:18.200 what's what's the fulfillment center? 0:23:18.320 --> 0:23:21.560 So fulfillment center is essentially a place that has warehousing 0:23:21.680 --> 0:23:24.240 and like it's also know as like third party logistics 0:23:24.240 --> 0:23:24.919 like three pls. 0:23:25.000 --> 0:23:27.760 So you send all of your stuff to a warehouse. 0:23:28.160 --> 0:23:31.560 The warehouse integrates with your store, Shopify, whatever you're using, 0:23:31.760 --> 0:23:33.560 and then they ship all of the stuff that you 0:23:33.680 --> 0:23:36.240 sent to them as your orders come in. So that's 0:23:36.280 --> 0:23:37.439 fulfillment center in general. 0:23:37.760 --> 0:23:40.639 So why do you guys do that as opposed to 0:23:40.800 --> 0:23:44.240 just having someplace where you're you actually just ship it 0:23:44.240 --> 0:23:44.840 out yourself. 0:23:44.920 --> 0:23:46.639 Yeah, that's go ahead. 0:23:47.040 --> 0:23:49.520 I think for me, like it was one we did that. 0:23:49.560 --> 0:23:50.320 We've been there, done that. 0:23:50.359 --> 0:23:53.440 We had three different warehouses, and for me personally, I'm 0:23:53.480 --> 0:23:55.199 not good at managing people, and even though we had 0:23:55.240 --> 0:23:57.920 a warehouse manager, it was just something that you still 0:23:58.000 --> 0:24:00.560 just weigh on us. And then once we start to scale, 0:24:00.640 --> 0:24:02.760 like you know, it's a process. You got to heat 0:24:02.760 --> 0:24:04.159 press that takes a certain amount of time, and you 0:24:04.160 --> 0:24:06.680 have to sell sermunt time. Then you have to package 0:24:06.680 --> 0:24:08.520 and bag it, then you have to put it on 0:24:08.560 --> 0:24:10.560 the shelves, and then you have to pull it for orders. Right, 0:24:11.040 --> 0:24:13.560 that process we didn't master well enough to get orders 0:24:13.600 --> 0:24:15.440 out in a decent amount of time. So you're talking 0:24:15.480 --> 0:24:18.520 about shipping times and now customers are involved. And for us, 0:24:18.560 --> 0:24:20.280 like we could have learned the process and went through 0:24:20.280 --> 0:24:22.160 all of that, or we can go to somebody who 0:24:22.160 --> 0:24:24.440 already is a master at it. And then we got 0:24:24.480 --> 0:24:26.439 our margins down too by working with them, so we 0:24:26.440 --> 0:24:28.880 got our margins lowered and then also somebody who can 0:24:29.000 --> 0:24:31.000 kind of do everything for us. That was the right 0:24:31.000 --> 0:24:32.960 decision for us based off of what we want to 0:24:32.960 --> 0:24:34.640 do in our company and how we're trying to scale, 0:24:34.840 --> 0:24:37.399 Because you know, we had an order from was it 0:24:37.440 --> 0:24:40.360 Jimmy Jazz or somebody like that, and they were like, yeah, 0:24:40.400 --> 0:24:42.560 we need like forty thousand hoodies in like a few days, 0:24:42.600 --> 0:24:46.040 and we're like, I mean we just can't yeah, four 0:24:46.080 --> 0:24:49.399 thousand and like we couldn't do it ourselves. So thinking 0:24:49.400 --> 0:24:51.520 about that, we're like, well we have a company that 0:24:51.560 --> 0:24:53.280 can do that in two days. 0:24:53.359 --> 0:24:55.439 Well, the fulfillment center actually makes the clothes too. 0:24:55.320 --> 0:24:56.040 Well hours. 0:24:56.440 --> 0:24:59.800 Yeah, so we worked with a few, but we we 0:25:00.040 --> 0:25:01.359 I was telling Cards like, I just want to be 0:25:01.440 --> 0:25:03.560 vertically integrated. So it's like all we have to do 0:25:03.680 --> 0:25:05.720 is the marketing, which is like what we're really good at. 0:25:05.760 --> 0:25:09.480 So our current company, we send them designs, they make 0:25:09.520 --> 0:25:13.200 it from scratch, they bag, fold, store, and then they 0:25:13.200 --> 0:25:15.200 ship it as well, so it's all in one place. 0:25:15.560 --> 0:25:17.760 So that way we don't have like a bottleneck on 0:25:17.880 --> 0:25:20.199 scale because usually what will happen if you just do 0:25:20.240 --> 0:25:23.879 a fulfillment center. You can start ordering from Pakistan wherever 0:25:23.960 --> 0:25:26.080 and send it to the fulfillment center. But then as 0:25:26.119 --> 0:25:29.560 you scale, now as a you know, if what we're 0:25:29.560 --> 0:25:31.720 doing is like ordering stuff, you become like I call 0:25:31.760 --> 0:25:35.359 it like a glorified like truck operator because I'm just 0:25:35.480 --> 0:25:39.240 ordering from Pakistan and figuring out when this DHL truck 0:25:39.280 --> 0:25:40.960 is going to get to the fulfillment center and going 0:25:41.000 --> 0:25:43.040 back and forth like oh, when can I drop and 0:25:43.119 --> 0:25:45.520 like this and that. Whereas if I have the person 0:25:45.560 --> 0:25:48.240 that is storing everything that's also making it, now all 0:25:48.240 --> 0:25:50.560 I have to literally do is market and design and 0:25:50.600 --> 0:25:52.680 then everything else is handled from there, and I can 0:25:52.760 --> 0:25:54.200 always have stock as well. 0:25:54.400 --> 0:25:57.000 So it's like essentially kind of like print fal kind. 0:25:56.720 --> 0:25:57.760 Of yeah, yeah, kind of. 0:25:57.840 --> 0:26:01.240 Yeah, it's like our own printfal. Yeah, we control the number. 0:26:01.080 --> 0:26:01.639 In the margin, that's what. 0:26:01.840 --> 0:26:04.679 Yeah, so you the original issue was the margins and 0:26:04.720 --> 0:26:07.280 you started controlling that. But even the fulfillment center was 0:26:07.320 --> 0:26:10.280 of course that right comes with that, So like how 0:26:10.280 --> 0:26:12.080 did you base it? Was it just like square footage 0:26:12.160 --> 0:26:13.639 or like that's what we're going to grow, So we 0:26:13.680 --> 0:26:16.280 need twenty thousand feet square feet or we're gonna start 0:26:16.280 --> 0:26:18.680 off small and then we'll grow and get new ones 0:26:18.720 --> 0:26:19.080 as week. 0:26:19.160 --> 0:26:22.000 Yeah, so we partnered with the fulfillment center that was 0:26:22.040 --> 0:26:23.960 like strategically positioned. 0:26:23.520 --> 0:26:24.480 To where they could grow. 0:26:24.560 --> 0:26:27.000 So they had like five ten thousand square feet, but 0:26:27.119 --> 0:26:28.720 they were a part of a building that had one 0:26:28.800 --> 0:26:31.600 hundred thousand square feet, so it was more so like 0:26:31.960 --> 0:26:35.000 and it's difficult too because we're like super nimble and 0:26:35.040 --> 0:26:37.199 like a young company, So when you're partnering with like 0:26:37.440 --> 0:26:40.560 big big fulfillment centers. They it has to be the 0:26:40.680 --> 0:26:43.679 right way, everything right on time, et cetera. So it 0:26:43.760 --> 0:26:45.440 was like, we need to part with someone that could 0:26:45.440 --> 0:26:48.160 grow with us. So they need to answer the question. Yeah, 0:26:48.160 --> 0:26:50.719 we like just partner with someone that was strategically aligned 0:26:50.720 --> 0:26:52.760 with like us in general, and then we were able 0:26:52.800 --> 0:26:53.400 to grow like that. 0:26:53.480 --> 0:26:54.800 How did you find the fulfilment center? 0:26:55.200 --> 0:26:57.639 That's a good question. A guy named David. 0:26:58.200 --> 0:27:01.080 He's one of like so me personally, like when I 0:27:01.080 --> 0:27:03.240 don't know stuff, I just like hire consultants to like 0:27:03.280 --> 0:27:05.800 teach me as we go. So I've been paying maybe 0:27:05.840 --> 0:27:08.440 like two three consultants for about a year now, and 0:27:08.720 --> 0:27:10.920 there was a connection for one of the consultants I paid. 0:27:11.040 --> 0:27:15.119 Okay, so like a mentor exactly that definitely mentor them. 0:27:15.480 --> 0:27:17.239 Actually, yeah, you said that, you said that when you 0:27:17.320 --> 0:27:19.760 paid you were against that at first, right, but you 0:27:19.760 --> 0:27:21.600 said that he taught you a lot of different things 0:27:21.640 --> 0:27:22.440 that you was doing wrong. 0:27:22.520 --> 0:27:25.320 Definitely, Like I just when for the where we were 0:27:25.359 --> 0:27:27.960 financially at that time, and then also like what we needed. 0:27:28.000 --> 0:27:30.000 I didn't feel like that was the person. It wasn't 0:27:30.040 --> 0:27:31.760 necessarily about him. I just didn't think we need that 0:27:31.840 --> 0:27:33.920 role in general. And then Justin was like, well, let's 0:27:33.920 --> 0:27:35.239 just try it for a few months and then when 0:27:35.320 --> 0:27:37.760 revisit in X amount of months. So we tried it 0:27:37.760 --> 0:27:39.240 for a few months, and then as I started to 0:27:39.320 --> 0:27:41.520 hear listening to the calls, I'm like, Yo, there's some 0:27:41.560 --> 0:27:43.600 things that he said that I would have never thought about. 0:27:43.840 --> 0:27:45.840 And that's what happens in entrepreneurship. A lot of times. 0:27:46.119 --> 0:27:48.280 There's things that we never think about, and so we're 0:27:48.359 --> 0:27:50.439 losing out on those things because we just don't know. 0:27:50.760 --> 0:27:53.600 Like the most expensive thing is what you do not 0:27:53.680 --> 0:27:54.320 know what some of. 0:27:54.359 --> 0:27:56.080 The things that he that he taught you all that 0:27:56.160 --> 0:27:56.640 you was doing. 0:27:57.040 --> 0:27:58.200 Bro, it's so much. 0:27:58.359 --> 0:28:01.080 It's like I mean even in the clothing space, like 0:28:01.119 --> 0:28:04.080 you don't know what like UPC codes are being EDI 0:28:04.240 --> 0:28:07.919 compliant or what is that like? So UPC codes like 0:28:08.000 --> 0:28:09.800 you have to assign because it's kind of like a skew, 0:28:09.920 --> 0:28:12.840 but you have to assign UPC codes to your every 0:28:12.880 --> 0:28:15.399 SKU so that when you're dealing with multiple places, like 0:28:15.440 --> 0:28:17.920 you're selling on Amazon and then you got your fulfillment 0:28:17.920 --> 0:28:21.080 center and then you got orders from big box companies, 0:28:21.119 --> 0:28:22.760 you need to just give them a number so they 0:28:22.760 --> 0:28:26.800 can associate that to every product that you have. So Bro, 0:28:26.840 --> 0:28:31.080 I didn't know at all. You know that then you know, 0:28:31.280 --> 0:28:34.359 like being EDI compliant. It's just like it's just so 0:28:34.440 --> 0:28:35.280 many things. 0:28:35.000 --> 0:28:39.480 That that was. So that's like there's every the thing 0:28:39.560 --> 0:28:41.719 is with retailers. Everyone is different. 0:28:41.800 --> 0:28:43.800 So like when you deal with Urban outfitters, you deal 0:28:43.800 --> 0:28:45.920 with Jimmy Jazz, you deal with et cetera. They all 0:28:45.960 --> 0:28:49.840 have different ways of receiving goods and getting their pos 0:28:49.880 --> 0:28:52.360 and et cetera. So you have to like be compliant 0:28:52.400 --> 0:28:54.800 with each type of person. So that's kind of like that. 0:28:54.880 --> 0:28:56.760 Okay, yeah, so it has to be like all right, 0:28:56.800 --> 0:28:58.160 so this could be one box and it can only 0:28:58.200 --> 0:29:01.080 be three small, four mediums, two excels. Needs to be 0:29:01.080 --> 0:29:04.080 packed from small to like this. This box needs to 0:29:04.080 --> 0:29:05.920 be four by seven like this. 0:29:06.120 --> 0:29:09.280 Literally, and that's like going into retail stores. 0:29:09.440 --> 0:29:11.160 Yeah, and if you don't send it the way they want, 0:29:11.160 --> 0:29:11.760 they'll send it. 0:29:11.720 --> 0:29:13.320 Back and charge you for it and charge you. 0:29:13.600 --> 0:29:17.320 Yeah, so all that stuff you didn't know, all there's 0:29:17.320 --> 0:29:19.560 a part that you didn't know, and that's marketing, right, 0:29:20.160 --> 0:29:22.040 So how did we get this. 0:29:22.000 --> 0:29:24.600 Thing to become a global sensation? Right. 0:29:24.640 --> 0:29:28.160 Obviously the party promotion helped out a little a lot. 0:29:29.200 --> 0:29:31.200 So what was that that first step that was like, 0:29:31.240 --> 0:29:33.320 all right, we got to get this person, or we 0:29:33.400 --> 0:29:35.680 got to move it this way, or what were we doing? 0:29:36.040 --> 0:29:38.000 Yeah, I think it's a combination of two things. So 0:29:38.360 --> 0:29:41.440 one is influencing marketing. I think that's been our that's 0:29:41.440 --> 0:29:45.040 been our just ride the glorious influencers. And the first 0:29:45.040 --> 0:29:51.200 influence we ever got was Tiana Taylor. Like she she 0:29:51.480 --> 0:29:53.640 she holds it down for us. Anything she needs for me, 0:29:53.680 --> 0:29:56.600 she got it for sure. And I waited outside of 0:29:56.600 --> 0:29:59.160 the club. Well, I went into the club Howard Theater 0:29:59.200 --> 0:30:02.440 and Howard University right across from Howard University, and I 0:30:02.480 --> 0:30:03.120 went to the club. 0:30:03.200 --> 0:30:05.960 I had a book bag full of merchandise. And this 0:30:06.000 --> 0:30:06.520 is early on. 0:30:06.560 --> 0:30:08.600 I didn't have no systems in place, really like I 0:30:08.600 --> 0:30:09.960 didn't know what was gonna happen. I just wanted to 0:30:09.960 --> 0:30:11.680 get her some merch because I understood who she was 0:30:11.680 --> 0:30:14.320 and her value. And so I literally stood outside of 0:30:14.360 --> 0:30:16.360 the VIP section for about four or five hours in 0:30:16.440 --> 0:30:16.760 the club. 0:30:16.760 --> 0:30:17.400 They turn it up. 0:30:17.560 --> 0:30:24.160 I'm chilling, just looking like a weirdo, and it's crazy. 0:30:24.520 --> 0:30:25.400 The Howard Theater. 0:30:25.400 --> 0:30:27.320 Okay, earners, what's going on. 0:30:27.400 --> 0:30:29.120 If you're a business owner, you don't need us to 0:30:29.120 --> 0:30:31.440 tell you that running a business is tough, but you 0:30:31.520 --> 0:30:34.360 might be making it harder on yourself than necessary. Don't 0:30:34.400 --> 0:30:37.080 let quick books and spreadsheets slow you down anymore. It's 0:30:37.080 --> 0:30:40.000 time to upgrade to net Suite. Stop paying for multiple 0:30:40.040 --> 0:30:42.240 systems that don't give you the information you need when 0:30:42.240 --> 0:30:44.520 you need it. 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Schedule your 0:31:20.280 --> 0:31:24.360 free product tour right now at netsweek dot com slash eyl. 0:31:24.680 --> 0:31:28.840 That's NetSuite dot com slash eyl. Don't wait, don't hesitate 0:31:28.920 --> 0:31:29.400 that over. 0:31:29.280 --> 0:31:31.560 There, and it's crazy because we had thrown party at 0:31:31.600 --> 0:31:33.000 the Howard Theater. That's how I was able to get 0:31:33.000 --> 0:31:35.000 in on a book bag. That party promotion and really 0:31:35.000 --> 0:31:37.120 helped me. Right, someone got packed this stuff out every night, 0:31:37.200 --> 0:31:38.880 like let me get in with this book, Bad Day 0:31:38.920 --> 0:31:41.000 Search and everything. And so I was standing outside of 0:31:41.040 --> 0:31:43.640 VIP and this lady was like, oh, are you good, 0:31:43.720 --> 0:31:45.160 Like what's up with you? Like you know you've been 0:31:45.160 --> 0:31:47.160 here the whole night, what's up? And so yeah, I'm 0:31:47.160 --> 0:31:51.160 like I'm doing facts and I'm like, you know, I'm good. 0:31:51.200 --> 0:31:53.320 I just want to Meetian Taylor and give us some merchandise. 0:31:53.360 --> 0:31:55.480 Like I really appreciate who she is. And I always 0:31:55.480 --> 0:31:57.480 tell people this, you talk to every single person like 0:31:57.520 --> 0:31:59.480 there to celebrity because you never know who you're talking 0:31:59.480 --> 0:32:02.080 to your team, Like, somebody come talking to my sister, crazy, 0:32:02.120 --> 0:32:03.960 you never get into me, but you don't know that's 0:32:04.000 --> 0:32:06.040 my sister. So I was talking to the lady. We 0:32:06.040 --> 0:32:08.080 talking about thirty forty minutes. She's like, oh, coming to VIP. 0:32:08.480 --> 0:32:10.920 So she let me in and I'm like all right, cool. 0:32:10.920 --> 0:32:12.360 Now I'm kind of hype because I'm like all right, 0:32:12.400 --> 0:32:15.000 bet the minute. But you know it's important to keeping 0:32:15.080 --> 0:32:18.760 poser and understand why you're there. It was her Karen 0:32:18.800 --> 0:32:22.080 Sivil was in there, and a player, Jack McClinton. He 0:32:22.120 --> 0:32:24.880 played for Miami and he had just got drafted I thing. 0:32:25.600 --> 0:32:27.240 So they were all in there, and I'm just just 0:32:27.320 --> 0:32:29.520 me and my little support Black college and stuff, and 0:32:29.560 --> 0:32:31.840 so the long story short, I started building connections in 0:32:31.880 --> 0:32:33.640 there and just talking to people, and at the end 0:32:33.680 --> 0:32:35.360 she was like, hey, follow me to the back. So 0:32:35.360 --> 0:32:37.400 I'm like, all right, bet. It turns out that the 0:32:37.480 --> 0:32:39.160 lady I was talking to was Sion Tell. His mom 0:32:39.560 --> 0:32:42.680 was also her manager. And I met the dad and everything, 0:32:43.040 --> 0:32:45.800 and they from Jersey and my family's from Jersey. So 0:32:45.840 --> 0:32:47.720 I made that connection and we're like, oh Jersey, Da 0:32:47.760 --> 0:32:49.680 da da da da da. So we started talking about 0:32:49.720 --> 0:32:51.600 all that. Long story short. At the end of the night, 0:32:51.640 --> 0:32:53.320 I was able to give her some stuff and we 0:32:53.360 --> 0:32:53.880 took a picture. 0:32:53.880 --> 0:32:55.360 She like, let's take a picture. We took a picture. 0:32:55.680 --> 0:32:58.120 That picture ended up going on social and it started 0:32:58.160 --> 0:33:01.160 going crazy. Two weeks later, he posted on our page. 0:33:01.320 --> 0:33:03.600 It was a full fit, like a full sweatsuit. She 0:33:03.640 --> 0:33:05.840 had on some some yellow Jordan's It was like twenty 0:33:05.880 --> 0:33:08.160 six and some random Jordan's she had a full fit 0:33:08.240 --> 0:33:09.880 on she posted on her page and we made like 0:33:09.880 --> 0:33:11.480 twenty thousand dollars when she posted it. 0:33:11.600 --> 0:33:13.720 Did she posts like the link? Like like did she 0:33:13.760 --> 0:33:14.120 tagged you? 0:33:14.200 --> 0:33:17.040 She neant posted link? She tagged us more. 0:33:17.720 --> 0:33:20.280 It's really crazy because after that a bunch of blogs 0:33:20.280 --> 0:33:22.240 picked it up, and that's like, we're really getting contraction 0:33:22.480 --> 0:33:25.480 because she was so known for fashion, everybody trying to 0:33:25.480 --> 0:33:28.240 buy what she had on. And at that point I 0:33:28.320 --> 0:33:30.520 understood the value of influencers and what they could do 0:33:30.520 --> 0:33:32.200 for your brand if you have the right person that 0:33:32.280 --> 0:33:32.920 aligns with you. 0:33:33.760 --> 0:33:35.000 That's where it started powerful. 0:33:35.720 --> 0:33:37.360 Somebody told a similar type of story. 0:33:38.000 --> 0:33:39.560 Do you ever heard of. 0:33:39.640 --> 0:33:41.640 My god y Yeah? 0:33:41.680 --> 0:33:44.560 Yeah, yeah, yeah, l doing yeah. 0:33:46.160 --> 0:33:48.360 When we interviewed him, he was talking the same thing 0:33:48.400 --> 0:33:50.920 where it's like the best way to get to a 0:33:50.960 --> 0:33:58.040 celebrity sometimes is through another person, like drivers, security, stuff 0:33:58.080 --> 0:34:00.200 like that with people like you don't necessarily think these 0:34:00.200 --> 0:34:02.640 people that surround them all the time, so you might 0:34:02.640 --> 0:34:06.560 even give the security merg for themselves, right, let them 0:34:06.640 --> 0:34:08.439 rock and let them feel good about it. And then 0:34:08.440 --> 0:34:10.680 it's like, all right, yo, how you feel about giving 0:34:10.680 --> 0:34:11.680 this to Meek Millers? 0:34:11.920 --> 0:34:12.520 Like what I'm saying. 0:34:12.520 --> 0:34:14.080 Then they just do it on their own without you 0:34:14.120 --> 0:34:17.600 even but now it's more of a relationship because they. 0:34:17.520 --> 0:34:20.120 Could actually like, Yo, these dudes are really doing their thing. 0:34:20.200 --> 0:34:21.640 I need to rock with them, like I saying. And 0:34:21.680 --> 0:34:23.560 that's the people out they're with all the time. 0:34:23.840 --> 0:34:29.640 Security drivers, chefs, work at trainers, stuff like that, stylists. 0:34:29.360 --> 0:34:33.359 That's barbers, Me and Justin So we coined a term. 0:34:33.360 --> 0:34:36.799 It's called indirect influencer marketing indirect and it's like you're 0:34:36.800 --> 0:34:38.520 not directly talking to that person, you're talking to the 0:34:38.520 --> 0:34:40.919 person one offer them. So how we got Chris Paul, 0:34:41.239 --> 0:34:43.000 how we were able to get like Donovan Mitchell all 0:34:43.040 --> 0:34:46.200 these people was all not their people, but literally the 0:34:46.239 --> 0:34:48.879 person who is their stylist or who works for them. 0:34:48.920 --> 0:34:50.879 And anytime I'm going to pull up on somebody, because 0:34:50.880 --> 0:34:52.400 I call it the pull up method where I'll pull 0:34:52.480 --> 0:34:54.400 up on you, I have this whole way I do things. 0:34:55.440 --> 0:34:58.279 I always bring something for the security always because I'm like, oh, 0:34:58.360 --> 0:34:59.960 yeah you need something, bro, what you beside you wear 0:35:00.040 --> 0:35:02.240 on four X? I knew I had a four boom 0:35:02.360 --> 0:35:04.520 because even if they had the celebrity, don't wear it. 0:35:04.560 --> 0:35:06.520 The person's going to see it. 0:35:06.560 --> 0:35:08.800 Talk about the pull up, talk about the pull up method, 0:35:08.960 --> 0:35:14.160 and give one example that actually you So I'll give. 0:35:14.600 --> 0:35:16.600 So I put up on a little baby and Gunner 0:35:17.160 --> 0:35:19.200 God both of them, and Thug in the same night, 0:35:19.320 --> 0:35:23.319 Little Baby, Gunner and Thug. At the it was clark 0:35:23.320 --> 0:35:26.880 Atlanta homecoming, clarkland of Homecoming. So we had built a 0:35:26.880 --> 0:35:30.719 relationship with CLARKLANDA the year before. We basically overserved them. 0:35:30.760 --> 0:35:33.640 We gave their whole royal court hoodies and we just 0:35:33.680 --> 0:35:34.080 took care of. 0:35:34.080 --> 0:35:34.720 Them the year before. 0:35:35.080 --> 0:35:36.759 No, like we didn't know what was going to happen 0:35:36.800 --> 0:35:38.960 from it. We just was building relationship because we say 0:35:38.960 --> 0:35:40.840 we support black colleges, so how will we not support 0:35:40.840 --> 0:35:42.719 people who come to us who need the help. So 0:35:42.760 --> 0:35:44.360 we literally were just walking to our truth from what 0:35:44.400 --> 0:35:47.000 we stand for. And then the next year he's like, hey, yo, 0:35:47.680 --> 0:35:49.279 were about to have this concert. I think it's gonna 0:35:49.280 --> 0:35:51.400 be pretty decent. So I'm like, who you got? And 0:35:51.440 --> 0:35:53.279 so at first they had only but Gunner. They didn't 0:35:53.280 --> 0:35:54.879 even have nobody else. So like we got gun I'm 0:35:54.880 --> 0:35:56.920 like that's good enough, Like I'll pull up for Gunner. 0:35:57.200 --> 0:35:59.160 But he said we might have some surprise guests. Because 0:35:59.360 --> 0:36:01.839 one of our guysply got DC was hosting. He cool 0:36:01.840 --> 0:36:04.400 with everybody. So I said, I'm gonna bring as much 0:36:04.400 --> 0:36:07.680 stuff as I can and just expect whatever. And so 0:36:08.080 --> 0:36:09.440 I try to see I think I tried to get 0:36:09.480 --> 0:36:10.040 you to come with me. 0:36:10.200 --> 0:36:12.160 Yeah, I was doing and he was like, nah, ain't gone, 0:36:12.239 --> 0:36:12.520 that's like. 0:36:14.680 --> 0:36:16.160 And I'm like, man, I really ain't want to go 0:36:16.200 --> 0:36:18.880 by myself, like, and so I tried to get Everybody 0:36:18.960 --> 0:36:20.319 kept saying no, but I'm like, you know what, I'm 0:36:20.320 --> 0:36:22.719 gonna go by myself. I don't want to miss this opportunity. 0:36:23.000 --> 0:36:25.520 So I went and I'm out there staying. It's outside 0:36:25.520 --> 0:36:27.320 on the football field. So down on the field is 0:36:27.360 --> 0:36:29.360 like the VIPs and it's a lot of people are 0:36:29.360 --> 0:36:31.680 still a few hundred and then the whole stadium is 0:36:31.719 --> 0:36:34.319 field with kids and the college students. So I got 0:36:34.320 --> 0:36:36.080 down there and I'm waiting. I'm like outside the VIP. 0:36:36.200 --> 0:36:38.160 I had a pass to get inside the VIP like 0:36:38.239 --> 0:36:39.840 where the backstage and all I was. But I was 0:36:39.880 --> 0:36:42.840 waiting outside because I was trying to see when somebody 0:36:42.880 --> 0:36:45.279 walks in, what is their steps from here to here 0:36:45.320 --> 0:36:47.000 to hear to stage and then what do they do 0:36:47.040 --> 0:36:48.799 when they come up to stage, see a lot of people. 0:36:48.920 --> 0:36:52.080 When they try to get an influencer, they instantly I'm backstage, hope, 0:36:52.120 --> 0:36:54.759 because you're just taking up space, like people are like, 0:36:54.960 --> 0:36:57.400 what are you doing? So I always stay out first. 0:36:57.600 --> 0:36:59.120 I look at every single thing. I looked at the 0:36:59.120 --> 0:37:00.839 small acts coming on our iw were they were coming out. 0:37:01.000 --> 0:37:02.600 So I said, Okay, this is the entry point, this 0:37:02.680 --> 0:37:04.879 is the exit point, and this is who's controlling people 0:37:04.920 --> 0:37:06.600 going in and out. So when I found a person 0:37:06.560 --> 0:37:10.000 who's controlling who's going in out, I immediately said, hey, bro, bro, 0:37:10.280 --> 0:37:12.040 you need a hoodie, like you need you need one 0:37:12.080 --> 0:37:14.000 of these, like I can see, oh bro, I love 0:37:14.040 --> 0:37:17.319 a Branda Da gave him something. I'm like, I'm good 0:37:17.320 --> 0:37:18.800 to get in there when I need to. I already 0:37:18.840 --> 0:37:20.840 established that. And he's like, yeah, you got some stuff 0:37:20.840 --> 0:37:21.960 for the artists. You know, we got a lot of 0:37:22.000 --> 0:37:23.799 people coming. I'm like, yeah, bro, of course I do. 0:37:24.040 --> 0:37:26.399 So he's like all right, cool. So when I'm there, 0:37:26.480 --> 0:37:28.520 I'm getting these messages like hey, I heard Baby was 0:37:28.520 --> 0:37:32.439 gonna be there, Jada, Ari, Gunna Tha all these people. 0:37:32.480 --> 0:37:35.239 So I'm like, oh, it's lit. So I instantly got 0:37:35.239 --> 0:37:37.600 into my position and I saw a baby. The way 0:37:37.640 --> 0:37:40.120 he came in, you have to like cross the whole field. 0:37:40.520 --> 0:37:42.600 So I literally saw him walking and everybody's like a 0:37:43.120 --> 0:37:45.640 it started to go crazy. So as soon as I 0:37:45.640 --> 0:37:47.840 saw him, I instantly went back there and I stood 0:37:47.880 --> 0:37:50.400 like in the corner kind of the cut, and my 0:37:50.440 --> 0:37:52.000 guy who actually got me a ticket to get in, 0:37:52.400 --> 0:37:54.120 he's like, hey, bro, when he comes and we're gonna 0:37:54.120 --> 0:37:55.960 put him right here, and you need to be just 0:37:56.040 --> 0:37:58.080 be ready. So what I did was I took three 0:37:58.160 --> 0:38:00.440 or four hoodies out. I threw my book back, I 0:38:00.440 --> 0:38:01.880 put it in the corner where nobody could see it, 0:38:01.960 --> 0:38:03.239 and I was holding them. And then one of my 0:38:03.280 --> 0:38:04.719 pictures you could see there was actually a hoodie in 0:38:04.719 --> 0:38:06.680 between my legs because I just had I was ready 0:38:06.719 --> 0:38:09.359 to go. So first person I actually saw and talked 0:38:09.360 --> 0:38:11.000 to was Gunna. I put up on him like it 0:38:11.000 --> 0:38:12.960 it's up, bro, like I run his brand, sport By Colleges. 0:38:13.160 --> 0:38:14.279 I could tell it was a lot going on. He 0:38:14.320 --> 0:38:15.600 was kind of just like yeah, yeah, and I was like, 0:38:15.800 --> 0:38:17.560 I just like held it up right in front of him, 0:38:17.640 --> 0:38:20.360 took a picture right I instantly gave it to the 0:38:20.400 --> 0:38:22.960 person who was looking at me the meanest that's always 0:38:22.960 --> 0:38:24.600 a person who was with him, and I'm like, hey, bro, 0:38:24.680 --> 0:38:26.319 this is a gun da da dah gave it to him. 0:38:26.320 --> 0:38:28.040 I knew Gunner wasn't holding that hoodie and he was 0:38:28.040 --> 0:38:29.719 about to go before him. And I think a lot 0:38:29.719 --> 0:38:31.279 of times when people pull up, they get so mad 0:38:31.280 --> 0:38:33.080 at the celebrity. Don't take it. You got to understand 0:38:33.080 --> 0:38:35.120 their mindset. It's not I want to get merch. And 0:38:35.160 --> 0:38:37.000 think about how many times people try to give them 0:38:37.000 --> 0:38:39.520 some merch, especially some merch, So don't be that good, honestly. 0:38:40.400 --> 0:38:44.319 So that was gonna the other two people. Baby was 0:38:44.320 --> 0:38:46.840 actually very easy to get. So while Gunner was on, 0:38:46.960 --> 0:38:48.680 Baby was in the back as to like the surprise 0:38:48.800 --> 0:38:51.400 guests and then in walk stuck and g herbrol I 0:38:51.440 --> 0:38:54.040 forgot you. Herro was there too, and so Baby was 0:38:54.040 --> 0:38:56.680 in a corner actually really just chilling him and one person. 0:38:57.040 --> 0:38:58.480 So I'm like, this is the opportunity. It's not a 0:38:58.520 --> 0:39:00.640 lot going on. People are all ful so on Gunna. 0:39:00.840 --> 0:39:02.520 So I went and I was about to pull up, 0:39:02.560 --> 0:39:04.080 and I said, hold on to me, not pull up yet, 0:39:04.080 --> 0:39:07.400 because they were like kind of intently talking. So I 0:39:07.480 --> 0:39:09.120 was waiting for the guy to look at me, and 0:39:09.160 --> 0:39:11.040 I'm like I just like kept like doing this like 0:39:11.120 --> 0:39:12.680 yo yo, And so we got I was like, yo, 0:39:12.719 --> 0:39:14.040 I got these hoodies, Like do he want one? 0:39:14.239 --> 0:39:15.640 And he was like, yeah, bring it over here. 0:39:15.960 --> 0:39:18.120 So after he said that I gave it to the baby, 0:39:18.120 --> 0:39:19.839 I'm like, yo, I have this brand. Start getting steel. 0:39:19.840 --> 0:39:20.200 He stopped me. 0:39:20.239 --> 0:39:23.239 I was like, I don't seen this everywhere he said that. 0:39:23.320 --> 0:39:26.719 I'm like really like, yeah, bro, I've seen this everywhere. Like, bro, 0:39:26.840 --> 0:39:28.399 I need one of these. I'm like, broh my got 0:39:28.440 --> 0:39:30.239 you what color and what size? I gave him a 0:39:30.280 --> 0:39:32.160 few hoodies and I gave his manage went to appreciate you, bro, 0:39:32.239 --> 0:39:34.960 take the hoodie too. And so that's kind of how 0:39:35.000 --> 0:39:36.399 I operate. When I did a pull up, I kind 0:39:36.400 --> 0:39:40.040 of I kind of like focus on entry points, exit points. 0:39:40.080 --> 0:39:42.799 Who's running the show. That's really important, who's running the show. 0:39:43.000 --> 0:39:46.080 And then also timing is everything because if I if 0:39:46.120 --> 0:39:47.359 I would have got a little baby when he tried 0:39:47.360 --> 0:39:49.160 to leave, it's hard to give it to him because 0:39:49.200 --> 0:39:51.160 everybody he's trying to leave, everybody trying to grab me 0:39:51.200 --> 0:39:53.320 all that stuff. So I end up getting baby Gunna 0:39:53.680 --> 0:39:57.480 gee herbo thug. I think one other person at night too, 0:39:57.760 --> 0:39:59.959 all on one night to submerge of a night. 0:39:59.840 --> 0:40:00.960 To I want to, I want to. 0:40:01.000 --> 0:40:04.360 I want to just dive into that because it's extremely 0:40:04.360 --> 0:40:06.880 insightful a few different standpoints. 0:40:06.920 --> 0:40:09.040 I feel like it's almost like a military type of. 0:40:09.320 --> 0:40:12.840 Oh yeah, strategic training behind it, Like when you were 0:40:12.840 --> 0:40:15.359 standing outside with Tianna Taylor, like you know what I'm 0:40:15.360 --> 0:40:17.320 saying for five hours, Like you gotta have discipline to 0:40:17.360 --> 0:40:19.759 do that first, you got to. But then also like 0:40:19.800 --> 0:40:21.520 how you said, like when you scope the scene, like 0:40:21.600 --> 0:40:24.239 that's like a security type of vibe. Like when you 0:40:24.239 --> 0:40:26.480 go somewhere you look at all the entry points and 0:40:26.520 --> 0:40:28.840 exit points, who's there and he's like you say, okay, 0:40:28.840 --> 0:40:30.719 this is the gatekeeper. Even when you said, like the 0:40:30.719 --> 0:40:33.120 person that's me muggy, you know, you gotta make him happy. 0:40:34.840 --> 0:40:36.880 All of that stuff is something that people don't necessarily 0:40:36.960 --> 0:40:38.840 think about. They're like, I'm just gonna run up on 0:40:38.840 --> 0:40:41.759 a celebrity. It's like that's not how you go about it. 0:40:41.840 --> 0:40:44.480 You gotta be tactical about it, Like if you was 0:40:44.520 --> 0:40:47.800 actually doing a military mission, I don't know, Like that's crazy. 0:40:48.080 --> 0:40:52.200 I've we've been on a few missions already, know, and 0:40:52.280 --> 0:40:54.400 there's one thing that And this is why I know, 0:40:54.480 --> 0:40:56.120 this is why Corey likes for me to come to 0:40:56.320 --> 0:40:58.840 because if you have two people, it's a lot easier 0:40:59.080 --> 0:41:01.319 because you need somebody that just do not care. 0:41:01.600 --> 0:41:05.919 And that's me, so like does not care. So he'll 0:41:05.960 --> 0:41:08.160 be like, yo, like I'm trying to see with who 0:41:08.239 --> 0:41:10.520 in there. I'm like and I literally just walked straight 0:41:10.560 --> 0:41:12.560 in and then I just look around and I'll come 0:41:12.600 --> 0:41:13.960 back and be like, all right, this this is is 0:41:14.120 --> 0:41:18.160 not going on, and then he'll plot his play from there. 0:41:18.280 --> 0:41:20.919 He'll up like, bro, let's get it. It'll be the same, 0:41:21.080 --> 0:41:24.640 like our dynamic. I'll be like, look, because I remember 0:41:24.640 --> 0:41:27.000 everybody's face. I'm like, yo, he's in this. He's in 0:41:27.000 --> 0:41:28.600 there day and the day and there He's like which 0:41:28.600 --> 0:41:31.960 one is which? But we've had We've had to do that. 0:41:32.000 --> 0:41:35.080 He's more like, listen, we're not gonna have another time. 0:41:35.360 --> 0:41:37.719 This is the time I had to learn that though, 0:41:37.760 --> 0:41:41.520 like we ran met Evie. I'm like in my head, 0:41:41.520 --> 0:41:43.640 I'm like, this is the time when we went to. 0:41:45.400 --> 0:41:45.960 Saint John. 0:41:46.680 --> 0:41:49.839 He had an album release party and I called him like, yo, 0:41:50.200 --> 0:41:51.600 want companies like I'm not gonna be able to make it. 0:41:51.600 --> 0:41:53.319 I gotta I gotta do something. So I'm like, all right, 0:41:53.320 --> 0:41:54.839 I'm gonna go by myself. This is like the first 0:41:54.880 --> 0:41:56.840 time I'm about to be going this. But it was 0:41:56.880 --> 0:41:59.280 a powerful mission because once I didn't realize that people 0:41:59.320 --> 0:42:01.520 realize who we were and it was like, oh okay, 0:42:01.520 --> 0:42:02.799 And then we started meeting people, and then we got 0:42:02.840 --> 0:42:05.399 the relationship with United Masses and we met Benny Pugh, 0:42:05.440 --> 0:42:08.160 who was like callus manager, was like, oh, it all 0:42:08.200 --> 0:42:09.640 successful mission, you know what I'm saying. 0:42:09.840 --> 0:42:11.200 Yeah, you gotta be tactical about it. 0:42:11.400 --> 0:42:13.239 And the thing is this, it won't always work out. 0:42:13.400 --> 0:42:15.800 I think people got to understand that. Like I waited 0:42:15.840 --> 0:42:18.280 outside of made the Stallion's dressing room for five hours. 0:42:18.440 --> 0:42:22.120 I literally, I'm trying to tell you, just to tell you. 0:42:22.160 --> 0:42:24.560 It was the night before essence Fest. We out of 0:42:24.560 --> 0:42:27.320 their house all day packing for Essence Fest, putting stuff 0:42:27.320 --> 0:42:29.520 in trucks, and so I left the shower to go 0:42:29.520 --> 0:42:31.880 to Maga Staion's concert, which I finessed into with a 0:42:31.920 --> 0:42:34.560 book bag as well, and I ended up getting all 0:42:34.560 --> 0:42:36.399 the way down to her dressing room because the guy 0:42:36.440 --> 0:42:38.360 that was at the front recognized the brand and I 0:42:38.440 --> 0:42:40.120 knew one of the guys in the back. And it's 0:42:40.120 --> 0:42:42.080 actually funny because while I was back there, they did 0:42:42.080 --> 0:42:44.399 a sweep. 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I 0:46:27.239 --> 0:46:28.920 don't want to get kicked out because. 0:46:28.640 --> 0:46:29.640 I'm already back here. 0:46:30.400 --> 0:46:33.000 I ended up surviving a suite and then the person 0:46:33.040 --> 0:46:35.520 who was standing outside her dressing room was like she 0:46:35.600 --> 0:46:37.759 just kept looking at me, and I was like, you know, 0:46:37.880 --> 0:46:40.160 when is mad company kind of thing? Because she was 0:46:40.400 --> 0:46:42.680 dumb late to the show. It's like one am, and 0:46:42.760 --> 0:46:44.359 so I'm like, yo, I just had to merch for her, 0:46:44.400 --> 0:46:45.879 Like I really just want to put this merchant here. 0:46:45.960 --> 0:46:47.239 I don't even got to meet her. I just want 0:46:47.280 --> 0:46:49.760 to put it in there. So I think a liquor 0:46:49.760 --> 0:46:52.759 company was sponsoring it, and I put my stuff in 0:46:52.840 --> 0:46:55.799 the display that the liquor company had put up as 0:46:55.800 --> 0:46:57.239 a display because I knew that they would go to 0:46:57.239 --> 0:46:59.719 the liquor to drink obvious Twitter, so I put it 0:46:59.760 --> 0:47:02.120 in there. All of that worked out, I'm like, cool, 0:47:02.200 --> 0:47:05.160 now we just wait. Right about twenty minutes later, I'm like, 0:47:05.160 --> 0:47:06.839 all I got to leave because we had to go. 0:47:06.960 --> 0:47:10.799 Like it was a long day, long story short. I 0:47:10.840 --> 0:47:12.320 was texting on I got the girl's number, and I 0:47:12.360 --> 0:47:13.799 was texting her to kind of figure out. So when 0:47:13.840 --> 0:47:16.160 she come all of that, she didn't text me at 0:47:16.160 --> 0:47:18.719 the rest of the night. The next day I hit 0:47:18.760 --> 0:47:20.200 her like, Hey, what happened with the bag? You know, 0:47:20.360 --> 0:47:22.480 blah blah blah, and she was like, yeah, Beg never 0:47:22.480 --> 0:47:24.439 came to the dressing room. Like she never came. 0:47:24.920 --> 0:47:25.680 She got on. 0:47:25.640 --> 0:47:28.400 Stage and left instantly. And I was like, it was 0:47:28.440 --> 0:47:30.279 a lot of immersing. It was at least like it 0:47:30.320 --> 0:47:32.360 was Hella stuff. It was hell of stuff because I 0:47:32.360 --> 0:47:34.040 got stuff for our whole team and everything. I wanted 0:47:34.040 --> 0:47:36.040 everybody to be able to get something. And Meg is 0:47:36.080 --> 0:47:40.240 our ideal influencer. She went to Texas Southern, graduated from HBCU. 0:47:40.400 --> 0:47:44.600 She's big, you know, she's really popular. So that ended 0:47:44.640 --> 0:47:46.880 up not working out. And I spend five hours in 0:47:46.880 --> 0:47:48.439 my life where I could have easily been doing something 0:47:48.440 --> 0:47:50.440 else doing it. But you just don't know. And if 0:47:50.440 --> 0:47:51.880 you don't take that leap of faith, then you have 0:47:51.880 --> 0:47:53.279 no idea what could have came out of it. 0:47:53.440 --> 0:47:56.520 Yeah, it's also going back to the person next to you. 0:47:56.600 --> 0:47:57.840 It's the casino. 0:47:58.360 --> 0:48:00.719 They'll watch that movie, Noah, never seen that. You've heard 0:48:00.760 --> 0:48:05.319 of it, though, Yeah, I've heard of casinos about. He's 0:48:05.320 --> 0:48:09.160 about like these mobsters that was running Las Vegas. So 0:48:09.440 --> 0:48:11.680 one of the main characters, his name is Sam Ross 0:48:11.680 --> 0:48:14.920 team played by Robert de Niro. So in the movie Casino, 0:48:15.280 --> 0:48:18.600 he was talking and he was saying that the most 0:48:18.640 --> 0:48:21.160 important people in Vegas. Who do you think he said 0:48:21.280 --> 0:48:22.840 was the most important people in Vegas? 0:48:24.200 --> 0:48:27.000 I would say the people who make the machines. 0:48:27.880 --> 0:48:30.319 Okay, I feel like, now it's gonna be the person 0:48:30.360 --> 0:48:33.239 next to you. Now get this. 0:48:34.239 --> 0:48:38.000 You know he was saying most people in Vegas. It's 0:48:38.000 --> 0:48:40.319 not the high rollers, not the bosses, none of that. 0:48:40.400 --> 0:48:43.080 It was the valet parkers. Because he was like, the 0:48:43.520 --> 0:48:45.920 Vegas is real. Bit from valet everybody. He's like, the 0:48:45.920 --> 0:48:49.880 people that valet know everything and they know every body. 0:48:50.760 --> 0:48:53.760 So he was like, the key to Vegas is the valet. 0:48:53.800 --> 0:48:56.400 Parkers like you getting good with the valet and they 0:48:56.480 --> 0:48:57.920 moved it was a crime. 0:48:58.080 --> 0:48:59.440 So they were talking about like drugs and all that. 0:48:59.760 --> 0:49:03.680 He was like, valet people are really pond doing celebrities. 0:49:03.719 --> 0:49:05.360 Everything, it all goes through the valet. 0:49:05.400 --> 0:49:08.120 Sometimes you overlook the most important person because you're trying 0:49:08.120 --> 0:49:09.319 to get to who you think. 0:49:09.520 --> 0:49:11.719 And that's what happened with us because when we were 0:49:11.760 --> 0:49:13.880 trying to get Chris Paul, Corey had went to a 0:49:13.960 --> 0:49:16.520 game and he was like literally at the tunnel trying 0:49:16.560 --> 0:49:18.560 to like pass him something, and then we came to 0:49:18.840 --> 0:49:19.400 five hours. 0:49:20.600 --> 0:49:21.960 That was only two hours, Ballard. 0:49:22.239 --> 0:49:23.839 So then he comes back to the crib and I'm 0:49:23.840 --> 0:49:25.080 just telling him, like, bro, it's got to be a 0:49:25.160 --> 0:49:27.160 better way. And then I was just like, all right, 0:49:27.280 --> 0:49:29.880 let's look at everyone that Chris Paul is following and 0:49:29.920 --> 0:49:32.080 then just go look through their social media profile and 0:49:32.160 --> 0:49:34.680 see who it is. So then we ended up finding 0:49:34.840 --> 0:49:37.319 his stylists and then that's when it clicked to us too. 0:49:37.320 --> 0:49:40.680 It's like, damn, Chris Paul is not dressing himself, you know, 0:49:40.840 --> 0:49:43.040 Lebron like none of them. And then we also came 0:49:43.080 --> 0:49:46.000 to realization that the stylists have multiple clients, so if 0:49:46.040 --> 0:49:47.719 I could just get in good with one stylist, they're 0:49:47.719 --> 0:49:51.120 gonna dress everybody else too. So we ended up sending 0:49:51.120 --> 0:49:53.160 her a message and then she was just like, oh, 0:49:53.200 --> 0:49:53.920 we heard about you. 0:49:54.040 --> 0:49:56.280 We bought some stuff. Actually, were waiting on the package 0:49:56.320 --> 0:49:56.720 to come. 0:49:56.560 --> 0:49:58.600 Out, so we put a bunch of stuff in that package, 0:49:58.640 --> 0:50:01.320 sent it off to him, and then relationship from getting 0:50:01.520 --> 0:50:04.920 quote unquote denied at the tunnel went to us finding 0:50:04.960 --> 0:50:08.640 the stylist, which went to Chris Paul wearing something, which 0:50:08.680 --> 0:50:10.960 went to him wearing it on the All State commercial, 0:50:11.120 --> 0:50:14.680 which then went to the NBA Players Association wanted to 0:50:14.680 --> 0:50:17.880 do a partnership, then led to the partnership with the NBA, 0:50:18.000 --> 0:50:20.279 and then led to us doing everything for the All 0:50:20.320 --> 0:50:20.799 Star Game. 0:50:21.000 --> 0:50:21.720 So it all. 0:50:21.560 --> 0:50:24.640 Started from just making that one connection with the indirect 0:50:24.640 --> 0:50:25.520 influence from marketing. 0:50:25.640 --> 0:50:28.760 Yeah, I feel like it during the pandemic and obviously 0:50:28.760 --> 0:50:31.879 the civil unus in the country, like we started seeing 0:50:31.880 --> 0:50:32.520 the athletes do. 0:50:32.640 --> 0:50:35.160 Are we talking about that time frame with everything? 0:50:35.440 --> 0:50:36.640 Yeah, that's that's right. 0:50:36.680 --> 0:50:40.040 When it started in two So the ability to pivot right, 0:50:40.120 --> 0:50:42.319 that's like extremely important. And a lot of people didn't 0:50:42.360 --> 0:50:44.560 pivot correctly for the pandemic, but a lot of people 0:50:44.600 --> 0:50:47.720 did pivot correctly, especially in retail, right, Yes, especially in retail, 0:50:47.719 --> 0:50:49.680 Like me and Justin had that conversation like are people 0:50:49.719 --> 0:50:52.000 going to buy clothes during the Like, you don't need clothes. 0:50:52.040 --> 0:50:53.319 I know we're going to zero, bro. 0:50:54.000 --> 0:50:55.719 He was worried that the business shut down. 0:50:55.920 --> 0:50:57.920 And so we made a split decision to make this 0:50:58.120 --> 0:51:00.720 mock up of a shirt that says support Black Lives. 0:51:01.000 --> 0:51:04.480 And there was a brown and black shirt support Black Lives, 0:51:04.560 --> 0:51:06.600 and there was a Desmond Tutu quote on it talking 0:51:06.640 --> 0:51:09.480 about and injustice like some people going act to some 0:51:09.480 --> 0:51:12.440 people not essentially, And that shirt did one hundred thousand 0:51:12.440 --> 0:51:15.080 dollars in one day over a mock up we got on, 0:51:16.080 --> 0:51:19.000 got on computer Canva, marked something up real quick and 0:51:19.080 --> 0:51:21.879 just dropped it to the audience because the need was there. 0:51:22.160 --> 0:51:24.920 I think it was like the day after George Floyd passed. 0:51:25.239 --> 0:51:26.560 And what we did was we was like, all right, 0:51:26.560 --> 0:51:29.320 we're going to donate proceeds to this foundation, this foundation, 0:51:29.600 --> 0:51:31.440 and we ran it up literally one hundred kN in 0:51:31.480 --> 0:51:32.840 twenty four hours, and. 0:51:32.719 --> 0:51:34.080 I was like, this is important. 0:51:34.239 --> 0:51:37.040 We have to understand when to drop, how to drop, 0:51:37.080 --> 0:51:39.360 and what are we supporting, what cause are we supporting, 0:51:39.480 --> 0:51:41.040 and how does this impact the lives of people who 0:51:41.080 --> 0:51:43.279 are going to purchase it. And from that point we 0:51:43.360 --> 0:51:45.600 understood that even during the pandemic, we can make money. 0:51:45.800 --> 0:51:47.680 And then the players hopped on, and then this hopped 0:51:47.800 --> 0:51:49.200 and then it just became a whole movie. 0:51:49.640 --> 0:51:52.399 Ever, what you spoke about, shout out Chris, boy, he's 0:51:52.440 --> 0:51:55.200 your second group of people that we supported us going 0:51:55.239 --> 0:51:56.120 to show east Side Golf. 0:51:56.120 --> 0:51:56.759 You ever heard of them? 0:51:56.880 --> 0:52:00.879 Yeah, yeah, yeah, they hard And I always say yeah, 0:52:00.960 --> 0:52:04.160 we had on the show and Chris Paul he supported them. 0:52:04.239 --> 0:52:05.200 Kind of similar situation. 0:52:05.680 --> 0:52:10.000 But what you spoke about, that's another marketing strategy. Brandon 0:52:10.040 --> 0:52:11.840 Medfort was the first person actually said it, but I 0:52:11.920 --> 0:52:14.560 was doing that before shout out to him. PTG you 0:52:14.560 --> 0:52:19.560 know what they the But he was thought and he 0:52:19.680 --> 0:52:22.000 was talking about how he got to meet Mill and 0:52:22.040 --> 0:52:25.960 he was he sold Meek Miller Lamborghini yours and so. 0:52:27.440 --> 0:52:30.600 D m and meet Mill. He's not responding, he's Meek Mill. 0:52:32.200 --> 0:52:34.359 So he says okay, and this is something that I 0:52:34.440 --> 0:52:37.319 was doing too, and you just said it's good. 0:52:37.800 --> 0:52:41.399 So you go to somebody's list of who they're following. 0:52:41.120 --> 0:52:44.319 Right, it's usually like at least one of two mutuals, right, 0:52:44.600 --> 0:52:47.480 everybody has a mutual. So he went to meet Mill's 0:52:47.480 --> 0:52:49.399 list to see who he was following. It turns out 0:52:49.800 --> 0:52:53.480 meet Mill was following a lot of exotic dances he had. 0:52:53.360 --> 0:52:54.680 Sold cars to be they. 0:52:56.440 --> 0:52:59.759 He's like, I know how he got to a few 0:52:59.760 --> 0:53:02.480 of them, long story short, like two of them hit 0:53:02.520 --> 0:53:04.880 him back, and then that same day he was in 0:53:04.880 --> 0:53:07.560 communication with Meek Milk and then he ended up selling 0:53:07.560 --> 0:53:09.759 the car to him like the next day. So that's 0:53:09.800 --> 0:53:11.400 a good way to go about it too. It's like 0:53:12.000 --> 0:53:15.560 who are they following? Right, because usually if somebody following somebody, 0:53:16.000 --> 0:53:19.359 they at least have some level of un And then 0:53:19.400 --> 0:53:22.080 if you know the person, now you can come in 0:53:22.200 --> 0:53:25.080 and say, hey, can you give me a referral to 0:53:25.080 --> 0:53:27.239 meet this person? How do I go about it? So 0:53:27.320 --> 0:53:30.520 now it's a warm lead as opposed to a coco. 0:53:31.520 --> 0:53:33.279 I was gonna say the power of referral, right they 0:53:33.280 --> 0:53:36.280 were Meek puts out a tweet or an Instagram post 0:53:36.280 --> 0:53:38.440 like I'm looking for the Lambeo truck. If I just 0:53:38.480 --> 0:53:41.640 sold seven calls to all these ladies, like I know 0:53:41.760 --> 0:53:43.759 the guy I gotta give them, so like. 0:53:43.920 --> 0:53:45.240 He was able to get that Lambea trucks. 0:53:45.239 --> 0:53:47.200 It reminds me a lot of when we when we 0:53:47.280 --> 0:53:50.680 got the clothes into the NBA two K game, because. 0:53:50.880 --> 0:53:54.520 Let's not just gloss over the shout out to y'all 0:53:54.520 --> 0:53:56.600 for that. That's a major it was. Bro. 0:53:56.719 --> 0:53:58.400 It's funny because I always tell Corey that was the 0:53:58.440 --> 0:54:01.920 easiest thing we ever did. Top five easiest had to 0:54:01.920 --> 0:54:05.600 be then, not the top three, like probably it was 0:54:05.760 --> 0:54:09.160 up there. So it was interesting because we was looking 0:54:09.160 --> 0:54:12.360 at all these NBA players wearing HBCU stuff, even wearing 0:54:12.480 --> 0:54:14.680 our stuff, and then we were like, bro, we should 0:54:14.760 --> 0:54:15.879 get into the game, Like it. 0:54:15.920 --> 0:54:16.600 Just makes sense. 0:54:16.880 --> 0:54:20.000 So we go to Ronnie two k's Instagram and we 0:54:20.040 --> 0:54:21.719 see he got millions of followers, so it was like 0:54:21.800 --> 0:54:22.560 that ain't gonna work. 0:54:22.680 --> 0:54:25.040 So then we go to his everyone that he's following 0:54:25.120 --> 0:54:25.920 and just look at. 0:54:25.760 --> 0:54:28.040 Everyone who has NBA two K and they bio like 0:54:28.080 --> 0:54:29.640 they work there in some capacity. 0:54:29.760 --> 0:54:31.640 There's only four hundred people that he follows. 0:54:31.400 --> 0:54:33.960 Right, four hundred, So hit up all of those people 0:54:34.040 --> 0:54:36.839 maybe like ten fifteen, and then a few got back, 0:54:37.040 --> 0:54:39.080 but then one of them happened to go to an HBCU, 0:54:39.360 --> 0:54:41.520 so he was like, I don't know, I'm not the 0:54:41.560 --> 0:54:43.560 guy that does this, but I know the guy who does. 0:54:43.920 --> 0:54:45.839 Then he put us in an email thread and then 0:54:46.000 --> 0:54:48.160 the next day it was done and that was all 0:54:48.160 --> 0:54:48.400 we did. 0:54:48.520 --> 0:54:49.239 Literally fire. 0:54:49.680 --> 0:54:52.640 The guy was like, bro, I played at UMBs. He 0:54:52.760 --> 0:54:54.759 was like, Bro, I love y'all's brand. He said, all 0:54:54.760 --> 0:54:56.520 I want is a hoodie out of this. I said, Bro, 0:54:56.640 --> 0:54:58.719 we will send you as many hood as you We 0:54:58.840 --> 0:55:01.200 got that email talking about two days later. I was 0:55:01.239 --> 0:55:03.200 sending them designs and we had to figure out how 0:55:03.239 --> 0:55:05.640 to make it video game design. It's not just a 0:55:05.680 --> 0:55:08.160 regular P ANDNG, so we had to hire somebody to 0:55:08.239 --> 0:55:10.440 make it a video game file. But I mean it 0:55:10.520 --> 0:55:13.120 was literally just going to extra step because most people 0:55:13.160 --> 0:55:15.200 quit at oh, Ronnie didn't respond. 0:55:14.880 --> 0:55:16.720 Bro, you gotta be creative. 0:55:17.200 --> 0:55:19.600 Another way that we that we've done before is like 0:55:19.640 --> 0:55:22.200 when Mark Cuban worked a few times for us, where 0:55:22.400 --> 0:55:24.200 like we put a post wrote a post about like 0:55:24.200 --> 0:55:27.000 Mark Cuban, and like tag him in the comments if 0:55:27.040 --> 0:55:28.200 you want, if you want to see him with the 0:55:28.320 --> 0:55:32.200 uy L that two ways how that could work because 0:55:32.200 --> 0:55:34.000 we did the same thing with Gary V and Gary 0:55:34.080 --> 0:55:36.640 V so many people tagged him in the comments that 0:55:36.840 --> 0:55:39.560 his actual like operations manage actually reached out to us. 0:55:40.040 --> 0:55:43.120 Gary's ready they had to and then but then the 0:55:43.160 --> 0:55:46.239 other side is that with Mark Cuban, a lot of 0:55:46.239 --> 0:55:49.400 people and what happened is that shout to Al Harrington. 0:55:49.880 --> 0:55:52.640 Our Harrington actually hit us up like yo, I know 0:55:52.760 --> 0:55:54.799 I know him, Like I see y'all trying to get him, 0:55:55.080 --> 0:55:56.520 and so somebody, you just gotta make it. You got 0:55:56.520 --> 0:55:59.759 to make your want public. And then he connected the 0:55:59.760 --> 0:56:00.759 dot so we got it done. 0:56:00.800 --> 0:56:02.759 So that might be top one of the top three 0:56:02.760 --> 0:56:03.839 easiest ones that we had. 0:56:04.600 --> 0:56:07.480 Crazy. It ain't nobodyaire. 0:56:08.560 --> 0:56:11.879 It was like, Yo, here's his email. I'm like like what. 0:56:13.000 --> 0:56:16.400 And that's what happened with the with the what if method, because. 0:56:17.200 --> 0:56:20.560 What's thatth So what we do is like we'll come 0:56:20.640 --> 0:56:22.600 up with ideas of people that we want to do 0:56:22.680 --> 0:56:26.120 collabse with our partnerships with, and then we'll say what 0:56:26.200 --> 0:56:28.320 if or what would it look like if we partnered 0:56:28.360 --> 0:56:31.480 with X, Y, and Z. So we Urban Outfitters had 0:56:31.480 --> 0:56:34.120 actually did a partnership with this other brand and they 0:56:34.160 --> 0:56:37.080 made some HBCU stuff and it was like in Urban Outfitters, 0:56:37.120 --> 0:56:39.880 but on Twitter it was getting slandered crazy because like 0:56:40.160 --> 0:56:44.120 they didn't it didn't feel that it was it was 0:56:44.120 --> 0:56:46.080 a lot of things. They didn't like the designs like 0:56:46.120 --> 0:56:48.520 stuff like that. So we was like, all right, that happened, 0:56:48.560 --> 0:56:50.880 We need to strike fast. And then we say, what 0:56:50.960 --> 0:56:54.000 if we did the collaboration with Urban Outfitters, what would 0:56:54.000 --> 0:56:55.520 it look like? And then we put it out and 0:56:55.600 --> 0:56:58.719 got thousands of likes or whatever and everybody was tagging Urban. 0:56:58.960 --> 0:57:01.040 So then the next day we looking at email and 0:57:01.160 --> 0:57:02.399 Urban's like, yo, we. 0:57:02.360 --> 0:57:04.120 Saw what you guys were doing. We'd love to get 0:57:04.120 --> 0:57:05.360 you in the store, X, Y and Z. 0:57:05.760 --> 0:57:08.480 And then that turned into I mean they bought hundreds 0:57:08.480 --> 0:57:10.319 and hundreds of thousand dollars worth of stuff from us. 0:57:10.320 --> 0:57:13.600 Now, no, that's that's really that's really smart because you 0:57:14.040 --> 0:57:16.800 capitalize off of somebody else's mistake. 0:57:17.360 --> 0:57:18.880 And it's like brands do. 0:57:18.880 --> 0:57:21.320 That all the time, where they just make mistakes right, 0:57:21.480 --> 0:57:22.919 and it's like they might have just did the wrong 0:57:22.920 --> 0:57:24.760 collad they might have had the wrong commercial with then 0:57:25.040 --> 0:57:27.640 everybody's like trying to like trash them and all of that, 0:57:27.720 --> 0:57:30.120 but it's like a right instead of like just throwing 0:57:30.160 --> 0:57:30.600 them away? 0:57:31.320 --> 0:57:34.040 What if I like that? If? 0:57:34.200 --> 0:57:37.520 So that words So social and media obviously is key here, right. 0:57:37.800 --> 0:57:39.520 We did it with two K, we did it with 0:57:39.920 --> 0:57:43.600 Urban Outfit is but what if we're in Macy's because like, 0:57:43.640 --> 0:57:45.840 I'm not sure how intap they are with social media? 0:57:46.240 --> 0:57:48.080 So like, how did that even come about? Like who 0:57:48.120 --> 0:57:48.840 approached them? 0:57:49.000 --> 0:57:49.240 Yeah? 0:57:49.360 --> 0:57:51.400 So that was from like consultants. 0:57:51.640 --> 0:57:54.360 So the good thing is like I like to I 0:57:54.440 --> 0:57:55.959 like to pay for people's. 0:57:55.640 --> 0:57:56.919 Experience, you know what I'm saying. 0:57:56.920 --> 0:57:59.760 So when I hire consultant like him, they already have 0:58:00.080 --> 0:58:02.200 access to all of these other places. So once we 0:58:02.240 --> 0:58:04.680 got into urban and kind of proved the concept, he 0:58:04.840 --> 0:58:07.400 was like, oh bet I'm taking it to Macy's, dt 0:58:07.600 --> 0:58:11.680 L R, Bloomingdale's, et cetera. And then that's really all 0:58:11.680 --> 0:58:13.920 it was. So it was essentially like, hey, make me 0:58:13.960 --> 0:58:16.080 a line sheet. You're an urban already, I'm gonna send 0:58:16.080 --> 0:58:17.600 it over to Macy's. And it was instant. 0:58:17.640 --> 0:58:20.680 Like the proof of concept. Everything you're saying is it transcend. 0:58:20.800 --> 0:58:23.200 It transcends so many different businesses and it's like one 0:58:23.240 --> 0:58:27.600 thing about businesses that whether it's merch, whether it's podcasting, 0:58:27.680 --> 0:58:31.440 whether it's whatever, it's a lot of similarities. And it's 0:58:31.440 --> 0:58:33.560 like even for us, like you know, we did activation 0:58:33.720 --> 0:58:36.680 in our basal and with ally United Masters, and that 0:58:36.840 --> 0:58:39.920 was something that was really unique because you know, financial literacy. 0:58:39.920 --> 0:58:43.120 Actively it worked out. Now we have a proof of concept. 0:58:43.920 --> 0:58:46.920 Now it's like, all right, what event do we want 0:58:46.960 --> 0:58:47.439 to do next? 0:58:48.160 --> 0:58:51.080 Whatever you want exactly exactly. 0:58:51.200 --> 0:58:52.800 Once you do one thing, now you have a proof 0:58:52.800 --> 0:58:53.160 of concept. 0:58:53.240 --> 0:58:56.200 We have to do this again everywhere, and then this 0:58:56.280 --> 0:58:58.560 is what we do too, because every it's funny because 0:58:58.560 --> 0:58:59.480 you're right, because we're. 0:58:59.320 --> 0:59:01.400 Going back and forth like how things work out. 0:59:01.600 --> 0:59:03.720 And when you said that, I thought about how we 0:59:03.800 --> 0:59:07.880 get other influencers to wear our stuff. So once like 0:59:08.120 --> 0:59:10.560 Chris Paul wears something with d M k D and 0:59:10.600 --> 0:59:14.080 be like, yo KD Chris Paul wearing something, Devin Booker, 0:59:14.200 --> 0:59:17.440 Jannis Tompo, you know, all these people like what do you. 0:59:17.440 --> 0:59:18.000 What you own? 0:59:20.280 --> 0:59:22.080 Like on's at the time you're like, dude, support you, 0:59:22.120 --> 0:59:24.200 I don't get it, you know, we're just joking or whatever. 0:59:24.480 --> 0:59:26.720 But then you know that proof of concept makes them like, 0:59:26.760 --> 0:59:28.280 oh damn. All the homies wearing it, like let me 0:59:28.320 --> 0:59:29.360 go ahead and support it. 0:59:29.400 --> 0:59:32.240 We're throwing, we're throwing had them like yannas CP. It's 0:59:32.320 --> 0:59:32.800 like grease. 0:59:35.160 --> 0:59:37.760 It gets you credibility too, Like one person, same thing 0:59:37.800 --> 0:59:39.920 with us, Like it's like all right, we can go 0:59:40.000 --> 0:59:41.960 to you know whoever and be like, yo, all right, 0:59:42.040 --> 0:59:43.160 Rick Ross is on the show. 0:59:43.240 --> 0:59:46.600 T is on the show. It's on the show. Yeah, 0:59:46.680 --> 0:59:48.280 so don't try to act like YouTube. 0:59:49.680 --> 0:59:52.160 Not not one person is be like I'm not coming 0:59:52.200 --> 0:59:52.600 on that show. 0:59:52.640 --> 0:59:54.320 Not one person. It's no way. 0:59:54.440 --> 0:59:57.560 It's definitely adds a lot of credibility for one person 0:59:57.640 --> 0:59:58.440 stands next to it. 0:59:58.520 --> 1:00:00.960 It's like a lot of other people feel more comfortable. 1:00:01.560 --> 1:00:05.880 When y'all y'all chose Chris Paul specifically. Obviously he was 1:00:05.920 --> 1:00:08.360 the president of the m v p A at the time, 1:00:08.440 --> 1:00:10.120 so I get it, like you didn't. 1:00:10.800 --> 1:00:13.160 It's like we could have cited Lebron, but like this 1:00:13.200 --> 1:00:15.680 guy can get to the entire league. Were you making 1:00:15.720 --> 1:00:18.320 custom designs specifically for them to make it unique? 1:00:18.360 --> 1:00:20.080 Like all right, well, I just don't want to have 1:00:20.120 --> 1:00:23.120 that one because I remember they had the jacket. 1:00:22.800 --> 1:00:25.000 With the with the joints all the way down. 1:00:24.800 --> 1:00:26.720 So that was the custom we did for all the 1:00:26.800 --> 1:00:27.520 NBA All Stars. 1:00:27.560 --> 1:00:30.840 Actually we spent that that whole The way that came 1:00:30.840 --> 1:00:34.240 about was crazy because that wasn't supposed to. Yeah, So 1:00:34.280 --> 1:00:35.600 what I did was I looked at an old All 1:00:35.600 --> 1:00:37.600 Star jacket from years ago, one of my favorite ones. 1:00:37.640 --> 1:00:39.800 I forgot where they were, what city it was, but 1:00:39.960 --> 1:00:42.480 they basically had they had the black and white like 1:00:42.480 --> 1:00:46.360 they had the stars, the stars of how many they had, 1:00:46.400 --> 1:00:48.160 like trous. I was like, we should do that down 1:00:48.200 --> 1:00:50.360 the sleeves and then the All Star colors red and 1:00:50.360 --> 1:00:52.240 blue and then on the back put their number in 1:00:52.240 --> 1:00:54.520 their name. And so we were up until like four 1:00:54.560 --> 1:00:57.320 am and the morning of Allstar still making those cities 1:00:57.400 --> 1:00:58.480 because he made them off from. 1:00:58.320 --> 1:01:00.920 Scratch, but we did for him. 1:01:00.960 --> 1:01:03.160 For Chris Paul, we sent our regular stuff obviously, we 1:01:03.200 --> 1:01:06.120 sent vintage T shirts that weren't even ours, just vintage 1:01:06.200 --> 1:01:08.720 HBCU that we thrifted, and we was like, he wears 1:01:08.760 --> 1:01:10.360 that kind of stuff, let's stowed in there. And we 1:01:10.360 --> 1:01:12.520 were just giving him any and everything HBCU so we 1:01:12.560 --> 1:01:15.120 could have enough to talk about. Right, So he's always 1:01:15.120 --> 1:01:17.400 talking about this, always on brand. Then when he puts 1:01:17.400 --> 1:01:19.240 our stuff on, then It's like, oh, it makes sense. 1:01:19.280 --> 1:01:21.120 He already was talking about this, and so we kind 1:01:21.120 --> 1:01:23.080 of warmed the audience out with not just our stuff, 1:01:23.160 --> 1:01:25.479 but even stuff that wasn't ours, just so people would 1:01:25.480 --> 1:01:27.880 talk about and have conversation. And then it came time 1:01:27.920 --> 1:01:30.720 to the bubble. So then we had the bubble. They 1:01:30.800 --> 1:01:32.600 shut down the NBA. I'm like, dang, we had so 1:01:32.680 --> 1:01:35.439 much momentum. All players were in our stuff. The bubble came. 1:01:36.240 --> 1:01:38.439 Chris Fau's team hit me. They said, Corey, we want 1:01:38.480 --> 1:01:41.400 to do a sneaker for a bunch of different HBCUs, 1:01:41.440 --> 1:01:44.120 custom sneakers, custom Jordan's and every sneaker is going to 1:01:44.160 --> 1:01:45.680 have an HBC and we want to tell a story. 1:01:46.040 --> 1:01:48.320 So what I did was I did some research. I'm like, 1:01:48.400 --> 1:01:50.160 this is the founding date, this is this, and I 1:01:50.160 --> 1:01:51.959 would make them posts. They would send me the shoes 1:01:52.000 --> 1:01:54.200 before he even went on the court, like pregame, they 1:01:54.280 --> 1:01:56.360 taking pictures and stuff. I would get those pictures before 1:01:56.360 --> 1:01:57.880 the game started and I would quickly send it to 1:01:57.920 --> 1:02:00.320 our graphic person. He didn't make a post by time 1:02:00.400 --> 1:02:02.880 Krip Paul the game is over. He posted the sneakers, 1:02:02.880 --> 1:02:05.040 all of that, our logos on every single post, our 1:02:05.040 --> 1:02:07.160 logos and every single post, and he's like, support Black 1:02:07.160 --> 1:02:09.440 College and he's saying, oh, Clarkland was founded here. 1:02:09.480 --> 1:02:11.080 These shoes were inspired by Clark Atlanta. 1:02:11.360 --> 1:02:13.120 And so we do stuff like that for Chris and 1:02:13.160 --> 1:02:16.240 the team because they really are about supporting HB. They 1:02:16.280 --> 1:02:18.120 really about that life, and so we just give them 1:02:18.160 --> 1:02:20.160 whatever they need because it's worth it for them and 1:02:20.240 --> 1:02:20.880 it's worthy for us. 1:02:20.920 --> 1:02:25.000 It's the general idea of support black business and black 1:02:25.160 --> 1:02:28.880 pride was at an all time high. So a brand 1:02:28.920 --> 1:02:31.400 like support Black colleges, that's just like, you know what 1:02:31.400 --> 1:02:35.760 I mean, goales hand in hand with that social conscious 1:02:36.080 --> 1:02:37.360 awareness that's happening. 1:02:37.440 --> 1:02:37.520 Bro. 1:02:38.080 --> 1:02:41.360 It's interesting because like things like that you can't really time, 1:02:41.440 --> 1:02:43.800 you know, it's just like a certain element of luck. 1:02:44.040 --> 1:02:46.560 So I was just thinking about that the other day 1:02:46.600 --> 1:02:48.560 and I was like, damn, bro, like this, there's no 1:02:48.560 --> 1:02:50.160 way we could have planned that. So when all of 1:02:50.160 --> 1:02:52.280 those things happened, all we had to do was just pivot, 1:02:52.320 --> 1:02:54.240 and then everybody was I was thinking. 1:02:54.560 --> 1:02:56.400 I was like, it's very possible that. 1:02:56.360 --> 1:02:58.560 People are going to just buy white teas and like, 1:02:58.800 --> 1:03:00.480 you know, not spend no money. 1:03:00.640 --> 1:03:02.600 And then everybody's. 1:03:01.960 --> 1:03:05.600 Mindset shifted to oh, now we're only supporting black businesses 1:03:05.640 --> 1:03:08.320 and over supported and that's it. And then we were like, 1:03:08.320 --> 1:03:10.160 all right, bet so we need to pivot, drop more 1:03:10.160 --> 1:03:12.320 stuff and then spend more in advertising. And then that's 1:03:12.320 --> 1:03:14.680 when we spent the most in advertising we ever had, 1:03:14.800 --> 1:03:16.439 and those are some of our biggest months. 1:03:16.920 --> 1:03:19.160 I'm just thinking from a standpoint where it's like the 1:03:19.280 --> 1:03:22.360 name is perfect, right, because if everybody's trying to support black, 1:03:22.560 --> 1:03:24.760 once you type it support black, right, you at the 1:03:24.800 --> 1:03:25.360 top of the search. 1:03:25.760 --> 1:03:27.280 Definitely at the top of the stake, like you're at 1:03:27.280 --> 1:03:28.000 the top of the search. 1:03:28.040 --> 1:03:30.480 So it was like the first thing that they That's 1:03:30.480 --> 1:03:32.200 what I was gonna say that A marketer is like, wait, 1:03:32.320 --> 1:03:32.880 support black. 1:03:32.880 --> 1:03:34.800 As soon as I type did it's you? And I 1:03:34.840 --> 1:03:37.160 was like, this is the first place always support black colleges. Yeah, 1:03:37.160 --> 1:03:37.720 we definitely have to. 1:03:38.280 --> 1:03:40.840 That's good. Our SEO was so good. I had a 1:03:40.920 --> 1:03:42.880 lady call me and said, my brand is called. 1:03:42.840 --> 1:03:46.160 HBCU something something, and y'all's page always comes up, and like, 1:03:46.280 --> 1:03:47.000 how do I get this? 1:03:47.040 --> 1:03:47.280 Stop? 1:03:47.320 --> 1:03:48.840 And I'm just like, I have no idea even how 1:03:48.840 --> 1:03:51.280 that happened, I said, I guess people are just searching it. 1:03:51.840 --> 1:03:53.720 But the truth is, like we spend money on that. 1:03:54.280 --> 1:03:57.480 And one thing about that is like about just doing 1:03:57.480 --> 1:03:58.439 what you're supposed to be doing. 1:03:58.680 --> 1:03:59.720 Y'all were already doing this. 1:04:00.200 --> 1:04:01.960 So when you're doing what you're supposed to do and 1:04:02.000 --> 1:04:04.600 true to you really are, the people will find you. 1:04:04.960 --> 1:04:07.120 They found y'all just like they were supposed to. They 1:04:07.160 --> 1:04:09.240 found us, just like we weren't supposed to get all 1:04:09.280 --> 1:04:11.240 this money, and two years ago we wouldn't have been 1:04:11.240 --> 1:04:13.120 ready for it. We wouldn't have been prepared for what 1:04:13.200 --> 1:04:15.600 was coming. So everything comes at the right time, and 1:04:15.640 --> 1:04:18.120 we appreciate the time that it came. It was unfortunate 1:04:18.120 --> 1:04:18.960 how it had to come. 1:04:18.800 --> 1:04:19.280 But we made it. 1:04:19.640 --> 1:04:21.880 And you gotta be positioned. So that's another thing too. 1:04:21.920 --> 1:04:24.120 You have to be positioned. And like you said, you 1:04:24.120 --> 1:04:27.640 don't know when something's going to happen. Sometimes you're just 1:04:27.680 --> 1:04:29.080 fortunate enough to be at the right place at the 1:04:29.120 --> 1:04:31.120 right time. But the thing with the right place at 1:04:31.160 --> 1:04:33.720 the right time that's misleading is that you could be 1:04:33.760 --> 1:04:36.760 at the right place at the right time. But the 1:04:36.800 --> 1:04:39.760 third part is being prepared so you could be at 1:04:39.760 --> 1:04:41.520 the right place, right time. If you're not prepared, it 1:04:41.520 --> 1:04:45.840 doesn't matter. And we were prepared to benefit from the 1:04:45.880 --> 1:04:49.560 financial crisis. You were prepared to benefit from everything that 1:04:49.640 --> 1:04:51.600 was going on because you had the infrastructure in place. 1:04:51.760 --> 1:04:53.400 We had the infrastructure in place. So I tell people 1:04:53.440 --> 1:04:56.120 all the time, like build your infrastructure through the groundwork, 1:04:56.560 --> 1:04:59.640 and you never know what could happen, what you can't 1:04:59.640 --> 1:05:01.120 benefit from it if you're not prepared. 1:05:01.920 --> 1:05:03.880 That's like part of my thing is, like I always say, 1:05:03.960 --> 1:05:06.560 like being in the right place all the time, Like 1:05:07.000 --> 1:05:09.000 whether you've got to hide in the bathroom, whether you 1:05:09.000 --> 1:05:11.040 got to wait five hours, you're doing it and it 1:05:11.080 --> 1:05:13.560 didn't work, that's fine. I'm gonna put myself in position 1:05:14.040 --> 1:05:16.000 every time. I'm gonna put it that it's made positions 1:05:16.040 --> 1:05:18.240 I can be in. I'm in because it could work. 1:05:18.360 --> 1:05:20.840 The game of numbers, it could eventually, it's gonna work, exactly, 1:05:20.960 --> 1:05:22.760 And I got to say yes eventually. 1:05:22.960 --> 1:05:24.360 Even if you like, I'm just gonna say that because 1:05:24.360 --> 1:05:26.959 I feel bad for him for waiting. Take the pity. 1:05:27.040 --> 1:05:30.280 Yes in the stall, you know, And I think too, 1:05:30.480 --> 1:05:31.200 because we had we. 1:05:31.160 --> 1:05:33.680 Talked about times that did work, but we should talk 1:05:33.680 --> 1:05:35.560 about time that didn't work. And that's when we made 1:05:35.560 --> 1:05:38.920 a million dollars on black Friday, and it actually backfired 1:05:38.960 --> 1:05:41.760 on us, like it wasn't what we thought making a 1:05:41.760 --> 1:05:42.640 million dollars to be like. 1:05:42.640 --> 1:05:44.000 So talk about that? 1:05:43.320 --> 1:05:46.120 How did so most people say, you made a million 1:05:46.160 --> 1:05:49.520 dollars on Black Friday, that's a you know, that's a 1:05:49.720 --> 1:05:51.720 successful day by any. 1:05:51.520 --> 1:05:53.240 Measure, successful year life. 1:05:54.320 --> 1:05:54.960 How is that? 1:05:55.000 --> 1:05:56.720 How did that? How did that backfire? 1:05:57.240 --> 1:05:59.560 So I thought of beginning the story out ad justin 1:05:59.640 --> 1:06:02.560 kind of finish it. But one thing about one thing 1:06:02.560 --> 1:06:05.959 about the way life happens is something bad always happens 1:06:06.000 --> 1:06:07.080 before something good happens. 1:06:07.480 --> 1:06:08.640 So before we made. 1:06:08.440 --> 1:06:11.520 That money, our warehouse had flooded. Actually two weeks before that. 1:06:12.040 --> 1:06:13.760 It was a big rainstorm. I think all of us 1:06:13.800 --> 1:06:15.760 were out of town. I was in North Carolina. I 1:06:15.800 --> 1:06:17.760 think you were in Houston because we had to send 1:06:17.840 --> 1:06:21.880 Blau to go check on the warehouse. So it rained 1:06:21.880 --> 1:06:25.120 in Atlanta randomly like oh d hard for like two days, 1:06:25.520 --> 1:06:28.160 and so we got a call from the from the 1:06:28.200 --> 1:06:30.040 warehouse like a lot of warehouse are flooding, Go check 1:06:30.080 --> 1:06:33.320 on your warehouse. Send somebody up there. Sure enough, and flooded. 1:06:33.360 --> 1:06:35.040 Now this is the worst part about it. It's not 1:06:35.120 --> 1:06:36.800 like this regular stuff flooded. It was all that stuff 1:06:36.800 --> 1:06:39.440 from overseas, so you know how that works. It takes time. 1:06:39.520 --> 1:06:41.760 You can't just you can't just make it. So it 1:06:41.800 --> 1:06:44.480 was all cutting so stuff, and that was our Black 1:06:44.520 --> 1:06:48.560 Friday sale pissed just like whatever. So we ended up 1:06:48.560 --> 1:06:50.720 getting a warehouse like four days, like we got to 1:06:50.720 --> 1:06:52.440 get out of here. We got a new warehouse. We 1:06:52.480 --> 1:06:54.360 lost I don't know how much money. We lost anywhere 1:06:54.360 --> 1:06:56.440 from twenty to fifty thousand dollars with the stuff, so 1:06:56.680 --> 1:06:58.640 that was a big chunk and the margins on that 1:06:58.840 --> 1:07:01.200 were great, and so we ended up losing that. We 1:07:01.200 --> 1:07:03.320 moved into a new warehouse and we had to redirect 1:07:03.320 --> 1:07:05.800 how we were in a marketing brand, a pivot. Once again, 1:07:06.080 --> 1:07:08.400 in crisis, something good always comes out of it. So 1:07:08.440 --> 1:07:11.400 we actually got really creative influencer marketing post from all 1:07:11.400 --> 1:07:13.680 these big platforms and we really went hand on the 1:07:13.680 --> 1:07:16.840 ground email, text, message marketing, and we learned that stuff 1:07:16.880 --> 1:07:18.920 in that two weeks in order to prepare for the 1:07:18.960 --> 1:07:20.800 Black Friday launch. And I want you to tap it 1:07:20.800 --> 1:07:22.440 on a Black Friday launch and then like what happened 1:07:22.480 --> 1:07:22.880 after that? 1:07:23.120 --> 1:07:25.560 Oh yeah, I mean you know, it was like a 1:07:25.600 --> 1:07:29.520 five day campaign. So between Black Friday and we start 1:07:29.720 --> 1:07:32.640 love Black Friday a little bit early too, because something 1:07:32.680 --> 1:07:35.680 I learned from my consultanc is most of the big 1:07:35.720 --> 1:07:39.000 box companies are starting them way earlier, and they're disguised. 1:07:39.040 --> 1:07:42.120 They're disguising it as friends and family sales. So but 1:07:42.160 --> 1:07:44.400 their their tactic is just steal all the money from 1:07:44.400 --> 1:07:47.160 everybody before small businesses can even get a chance to 1:07:47.360 --> 1:07:50.040 make money because they're starting on Black Friday. So we 1:07:50.080 --> 1:07:54.840 started a little early, like we started that year. We 1:07:54.880 --> 1:07:57.320 would say, now I think we were like maybe Wednesday. 1:07:57.760 --> 1:07:59.560 I think we started on Tuesday and Wednesday year, but 1:07:59.680 --> 1:08:01.760 the big box was starting two months early. 1:08:01.640 --> 1:08:04.200 Right right right you seeing those salesbaya. 1:08:04.920 --> 1:08:07.280 So so we put that together. Then we kind of 1:08:07.400 --> 1:08:09.240 ideated like what we wanted to do. We ended up 1:08:09.280 --> 1:08:11.600 doing a buy one, get one hoodie. So it's like, 1:08:11.760 --> 1:08:15.200 I mean essentially fifty percent off or like whatever. Yeah, 1:08:15.240 --> 1:08:18.360 and it went crazy, bro, Like we sent out how 1:08:18.400 --> 1:08:20.960 many texts, probably like three to three texts a day, 1:08:21.160 --> 1:08:23.160 two emails a day, something along those lines. 1:08:23.479 --> 1:08:24.880 And yeah, within that five day. 1:08:24.720 --> 1:08:27.320 Period, we did a little over a million dollars, like 1:08:27.680 --> 1:08:30.880 like one point a little under one point one And it. 1:08:30.920 --> 1:08:33.800 Was crazy and into a little hack for Black Friday, 1:08:33.880 --> 1:08:36.280 always drop a new product at full price so you 1:08:36.320 --> 1:08:39.439 have your sales stuff. Obviously every Black Friday, drop a 1:08:39.439 --> 1:08:41.200 new product at full price because people are still going 1:08:41.240 --> 1:08:43.240 to buy because they feel like they're getting a deal 1:08:43.280 --> 1:08:45.160 on everything else. So one said, that's sending their money 1:08:45.200 --> 1:08:47.000 somewhere else. Just spend the full price with you. 1:08:47.080 --> 1:08:47.639 That's a haden. 1:08:47.880 --> 1:08:50.000 And then for us too, I think one thing that 1:08:50.080 --> 1:08:53.000 really did us well was diskis in that Bogo I 1:08:53.040 --> 1:08:55.639 mean that fifty percent off as Bogo and then like, oh, 1:08:55.680 --> 1:08:57.719 free ship into if you if you spend this much, 1:08:57.920 --> 1:08:59.519 so it's like deal on top of deal on top 1:08:59.560 --> 1:09:01.080 of deal. That way you feel like there's no way 1:09:01.120 --> 1:09:03.080 I can't get this and make it happen. So that's 1:09:03.080 --> 1:09:04.439 how we were able to get the money, I mean 1:09:04.479 --> 1:09:07.960 the numbers. And after that, the part that was hard 1:09:08.000 --> 1:09:11.840 was fulfilling the stuff because we sold. We so we 1:09:11.920 --> 1:09:16.439 had thirty four thousand items sold, fourteen thousand orders. Yeah, 1:09:16.680 --> 1:09:19.200 so thirty four thousand items and we had a staff 1:09:19.240 --> 1:09:22.960 of what eight people, yea manually. 1:09:22.560 --> 1:09:23.960 He pressed it. 1:09:24.520 --> 1:09:29.240 So that's when guess what, God, hey, listen, it's overtime. 1:09:29.280 --> 1:09:33.400 This we so by the end of that season, we 1:09:33.439 --> 1:09:36.519 had what thirty staff people, They had thirty, but you're. 1:09:36.439 --> 1:09:39.559 Hiring as like, yeah, so you didn't have the inventory 1:09:39.600 --> 1:09:40.040 in place. 1:09:40.600 --> 1:09:43.000 We thought we had enough, you know, at first that 1:09:43.080 --> 1:09:43.599 sounds good. 1:09:43.680 --> 1:09:45.760 We didn't have We didn't have nothing like the stuff 1:09:45.760 --> 1:09:47.559 we had on the shelves were going that day. And 1:09:47.600 --> 1:09:50.000 then what we realized was like, man, we wasn't really 1:09:50.040 --> 1:09:52.479 prepared for a million dollar day. And so I think 1:09:52.520 --> 1:09:55.400 we ended up getting those orders out. I mean they started, 1:09:55.400 --> 1:09:57.240 they finished in like March or April. 1:09:57.800 --> 1:10:01.880 Happened us two years ago. We didn't do a million 1:10:01.920 --> 1:10:06.200 dollars merch, but we did a lot of merch. That 1:10:06.360 --> 1:10:09.920 was our first time actually using the guys overseas, and 1:10:09.960 --> 1:10:13.479 they promised to something that they really couldn't they always. 1:10:14.040 --> 1:10:16.519 It took us to springtime to actually can fill that orders, 1:10:16.520 --> 1:10:18.880 and a lot of people was unhappy. 1:10:19.439 --> 1:10:21.240 There's a lot it was just a tough man. 1:10:21.240 --> 1:10:24.200 It's tough. He has high anxiety to be imagine this time. 1:10:24.600 --> 1:10:26.439 That's why we don't anything that we don't have. 1:10:27.280 --> 1:10:30.320 It's like learn, let's learn going back to that's like 1:10:30.360 --> 1:10:31.880 a street every day. 1:10:31.920 --> 1:10:33.519 I'm like, yo, bro side man, we're going to it's 1:10:33.520 --> 1:10:34.880 coming it's governing. 1:10:35.120 --> 1:10:36.960 It's coming without any work that you don't have. 1:10:37.120 --> 1:10:39.040 So, yeah, you hired thirty people. 1:10:39.240 --> 1:10:42.400 Yeah, and do we keep these people or is it 1:10:42.479 --> 1:10:45.160 like seasonal seasonal someone that was planning to be seasonal. 1:10:45.520 --> 1:10:47.360 But you know, we were living that life like, oh 1:10:47.360 --> 1:10:49.000 we got a warehouse, we got thirty employee. 1:10:49.000 --> 1:10:50.960 We was talking on social media, got thirty employees. 1:10:51.640 --> 1:10:54.160 It's lit, but not understanding that a lot of those 1:10:54.160 --> 1:10:57.200 people weren't actually doing anything. So we're paying people and 1:10:57.280 --> 1:11:00.120 it looks busy because you're taking a hoodie here, but 1:11:00.160 --> 1:11:02.200 the production seemed to even go lower than when we 1:11:02.200 --> 1:11:05.519 had eight people. We could actually have eyes on everybody. Yeah, 1:11:05.720 --> 1:11:07.559 so we didn't keep everybody for a long time. We 1:11:07.560 --> 1:11:10.080 actually started like got some people doing that time, and 1:11:10.120 --> 1:11:12.479 then we pivoted and brought us some other companies. 1:11:13.200 --> 1:11:16.000 Oh yeah, because that's one of the things too, is 1:11:16.040 --> 1:11:19.679 like we made the decision to let everything continuously sell 1:11:19.800 --> 1:11:20.920 because I mean we saw. 1:11:20.840 --> 1:11:21.720 Like the numbers we were doing. 1:11:21.840 --> 1:11:24.719 I knew I knew that I had some connections somewhere 1:11:24.760 --> 1:11:26.760 to be able to get the like the stuff made. 1:11:27.200 --> 1:11:30.400 So we made some connections with these guys called takedown 1:11:30.400 --> 1:11:33.280 sportswear Down here, and they were they can do like 1:11:33.320 --> 1:11:35.760 a thousand hoodies a day for us heat pressed, so 1:11:36.000 --> 1:11:38.360 the whole thing. So we ended up just using the 1:11:38.400 --> 1:11:41.280 money that we made from Black Friday giving them a 1:11:41.280 --> 1:11:44.120 fat chunk of it, and then they just started hammering 1:11:44.160 --> 1:11:46.280 all the hoodies out and then we just as everything 1:11:46.320 --> 1:11:48.559 came in. Were just fulfilling instantly when it came in. 1:11:49.640 --> 1:11:52.479 So those are the employees. But I know you have ambassadors. Yeah, 1:11:52.960 --> 1:11:55.880 like there's over one hundred ambassadors. What's that process? Like, 1:11:55.960 --> 1:11:58.080 is this like when we see like the sack Boys 1:11:58.160 --> 1:12:00.240 or something like that, Like how does this work? 1:12:00.240 --> 1:12:03.840 We're not that defined, but I'll say this. So we 1:12:03.960 --> 1:12:05.720 stopped it last year because of COVID, like a lot 1:12:05.760 --> 1:12:07.960 of people weren't on campus. But basically what we do 1:12:08.120 --> 1:12:10.200 is kind of the same like Inde Ray influenc of marketing. 1:12:10.400 --> 1:12:13.000 We find people that are like student council presidents or 1:12:13.080 --> 1:12:15.760 like the popular Greeks or the basketball team, whoever has 1:12:15.800 --> 1:12:17.439 the most followers, And all we do is go to 1:12:17.479 --> 1:12:20.200 if I search North Carolina, ant I'll look at their 1:12:20.200 --> 1:12:22.519 location and the first few posts are always people with 1:12:22.520 --> 1:12:23.280 the most followers. 1:12:23.439 --> 1:12:24.840 So I'm clicking. I'm like, okay, what does he do? 1:12:24.920 --> 1:12:25.360 What does he do? 1:12:25.400 --> 1:12:27.519 And we basically just get those all the cool kids, 1:12:27.800 --> 1:12:30.320 popular kids, and we utilize them. And then like TikTok 1:12:30.400 --> 1:12:32.599 is so popular now. So we got a guy from 1:12:32.640 --> 1:12:35.920 Howard Zeti. I mean he get two hundred thousand view 1:12:35.960 --> 1:12:37.439 He from New York. He get two hundred four hundred 1:12:37.439 --> 1:12:43.120 thusands every video. Yeah, he just be like dancing, talking 1:12:43.160 --> 1:12:45.320 New York slang. You know, people love New York culture, 1:12:45.720 --> 1:12:48.320 and so he just he's held a funny though. But 1:12:48.400 --> 1:12:50.599 he'd be on campus, like just doing all this dancing 1:12:50.640 --> 1:12:53.080 and all that with our hoodies on. And we use 1:12:53.120 --> 1:12:55.400 people like that. So that way is we always have 1:12:55.680 --> 1:12:57.680 a polse on campus. And then on top of that, 1:12:57.720 --> 1:12:59.760 we'll say, hey, let us know if there's any pop 1:12:59.840 --> 1:13:02.400 up shops if it's homecoming, when it's home coming, start 1:13:02.520 --> 1:13:04.439 when are y'all having probates, Like I'm trying to be 1:13:04.479 --> 1:13:06.800 at everything, and so they serve as the voice because 1:13:06.840 --> 1:13:08.920 me and Justin obviously I would do with the guys 1:13:08.920 --> 1:13:11.200 on the campus, right, So they like, so we just 1:13:11.200 --> 1:13:11.760 reach back out. 1:13:11.800 --> 1:13:14.640 Everything you've done your entire lives has just been for 1:13:14.720 --> 1:13:15.599 this moment at all. 1:13:16.000 --> 1:13:18.439 And I like, my favorite part about the ambassadors is 1:13:18.479 --> 1:13:20.639 how we kind of like put them all in one place, 1:13:20.720 --> 1:13:23.200 so we'll use like a group me and just talk 1:13:23.240 --> 1:13:24.680 to them all. So we kind of use it as 1:13:24.720 --> 1:13:27.120 like our pulse on the market, so to be like, Yo, 1:13:27.160 --> 1:13:28.920 we're thinking about dropping this, what do you guys think? 1:13:28.920 --> 1:13:31.760 Because they're like our direct audience. So then they'll be like, nah, 1:13:31.840 --> 1:13:34.080 change this, that don't work, x, Y and z, and 1:13:34.120 --> 1:13:36.920 then we can like redefine our design process to make 1:13:36.960 --> 1:13:39.120 it make sense for when we go to market. Actually, 1:13:39.439 --> 1:13:41.760 and then the other thing I like about the ambassador 1:13:41.800 --> 1:13:44.280 is like the way that we incentivize them to So 1:13:44.360 --> 1:13:46.600 we use like this app called crew Fire, and we 1:13:46.720 --> 1:13:48.960 basically just put them all in the group and they 1:13:49.000 --> 1:13:52.960 get points for whatever action they take on our social media. 1:13:53.040 --> 1:13:55.759 So it'll be like post this to your story within 1:13:55.840 --> 1:13:58.920 five minutes or ten minutes, get this many points, post this, 1:13:59.520 --> 1:14:02.519 you know, on our picture or like it or whatever, 1:14:02.600 --> 1:14:05.000 get this many points, and then they get incentivized by 1:14:05.040 --> 1:14:06.719 like and whenever you have a certain amount of points, 1:14:06.720 --> 1:14:09.639 you can get free merchandise with it as well. So 1:14:09.760 --> 1:14:12.280 it kind of like trick the algorithm as well, because 1:14:12.280 --> 1:14:15.080 it'll be like we post, they instantly get a text 1:14:15.120 --> 1:14:17.439 message in an email that then tells them, you know, 1:14:17.560 --> 1:14:19.639 go interact with this to get your points. And then 1:14:19.640 --> 1:14:21.880 now within the first five to ten minutes, hundreds of 1:14:21.880 --> 1:14:24.160 people are interacting with our posts, which is then telling 1:14:24.240 --> 1:14:26.280 Instagram this is a good post and then sending it 1:14:26.320 --> 1:14:28.160 to the rest of our audience. So we're able to 1:14:28.160 --> 1:14:30.280 get maximum engagement on the post that we use. 1:14:30.960 --> 1:14:34.280 I spill smart you pay them too, or just free merch. 1:14:34.960 --> 1:14:35.360 Free merch. 1:14:35.400 --> 1:14:36.920 We don't really think that we pay if they do 1:14:36.960 --> 1:14:39.639 like certain things, like if it's something like a one 1:14:39.680 --> 1:14:41.080 off or if you get a certain amount of points. 1:14:41.160 --> 1:14:42.360 Yeah, I mean it makes sense. 1:14:42.439 --> 1:14:46.240 I mean to utilize the kids in school because that's 1:14:46.360 --> 1:14:49.280 you know how, that's who's actually driving the whole post, 1:14:49.280 --> 1:14:50.040 of the whole situation. 1:14:50.240 --> 1:14:53.600 Yeah, even thought it, like I was thinking about this 1:14:53.600 --> 1:14:55.479 because I think, like in business is really important to 1:14:55.479 --> 1:14:57.720 like try to scale the unscalable. So like at one 1:14:57.760 --> 1:14:59.479 point I was like, I really want to hire a 1:14:59.560 --> 1:15:03.480 VA to just literally go on Instagram's like different hashtags 1:15:03.479 --> 1:15:06.559 for different schools and literally all day just DM people 1:15:06.560 --> 1:15:08.479 that go to these schools and try to get them 1:15:08.520 --> 1:15:11.360 to the ambassador program or just be like, yo, I 1:15:11.400 --> 1:15:15.320 see you go to Alabama State use code my ASU 1:15:15.479 --> 1:15:17.840 for twenty five percent off some support by college Gear, 1:15:17.960 --> 1:15:21.080 and just do that all day long. Like, but we 1:15:21.160 --> 1:15:23.320 never got into that. Cause's hard to manage, but like 1:15:23.400 --> 1:15:23.760 very hard. 1:15:24.640 --> 1:15:27.320 But I got some idea. I told you on camp. 1:15:27.160 --> 1:15:30.280 About that idea. 1:15:30.680 --> 1:15:34.639 I want to ask for ads. You have mentioned ads 1:15:34.680 --> 1:15:35.439 a few times. 1:15:35.720 --> 1:15:38.040 Can you talk about that, like your ad journey and 1:15:38.520 --> 1:15:39.719 learn from from running ads? 1:15:39.760 --> 1:15:40.720 New social media ads? 1:15:41.479 --> 1:15:41.639 Yeah? 1:15:41.680 --> 1:15:48.519 Yeah, yeah, So we run Facebook, Instagram, Google, YouTube and 1:15:48.640 --> 1:15:49.280 a few others. 1:15:49.280 --> 1:15:52.840 Were like starting to experiment with TikTok the experience. 1:15:53.439 --> 1:15:56.200 I was already running as before, like for like drop 1:15:56.240 --> 1:15:58.519 shipping companies and stuff before I had moved down. But 1:15:59.000 --> 1:16:01.519 I was like, I didn't understand a few things. So 1:16:01.880 --> 1:16:04.320 there's a few things to understand here. One, if you 1:16:04.360 --> 1:16:06.479 get any of these four things wrong, it's. 1:16:06.360 --> 1:16:07.320 Going to be a failure. 1:16:07.360 --> 1:16:09.400 When you're talking about ads, you have to have the 1:16:09.479 --> 1:16:11.760 right copy what you're saying to the people, the right 1:16:11.800 --> 1:16:15.400 creative what you're showing them, the right targeting the people 1:16:15.400 --> 1:16:17.000 that you're putting it in front of. And then also 1:16:17.040 --> 1:16:19.320 your website has to be optimized because even if I 1:16:19.360 --> 1:16:21.920 do if I have all three things right, the right copy, 1:16:21.960 --> 1:16:24.360 the right creative, and the right targeting, but my website 1:16:24.400 --> 1:16:25.280 is inoperable. 1:16:25.320 --> 1:16:26.439 I'm not going to make money. 1:16:26.600 --> 1:16:28.519 So you have to strengthen all four of those things, 1:16:28.520 --> 1:16:30.040 and if you do any one of them wrong, it's 1:16:30.040 --> 1:16:31.000 not going to work out for you. 1:16:31.320 --> 1:16:33.480 But my experience specifically. 1:16:33.000 --> 1:16:35.720 Because I ran the ads for us for multiple months 1:16:35.760 --> 1:16:37.800 until we gave it off to a team, it was 1:16:37.840 --> 1:16:41.280 difficult to like identify how to learn and I was 1:16:41.320 --> 1:16:43.400 like really just spending a lot of time on YouTube 1:16:43.760 --> 1:16:46.160 and just learning from different people, and it came to 1:16:46.200 --> 1:16:48.120 me one day I was like, if I don't execute 1:16:48.160 --> 1:16:50.200 and like put this campaign out, I'm never going to 1:16:50.280 --> 1:16:50.559 do it. 1:16:50.840 --> 1:16:53.120 So I was like, this is my game plan. 1:16:53.200 --> 1:16:55.240 I'm going to find one person on YouTube who I 1:16:55.280 --> 1:16:58.040 think is good at what they do, who is vetted 1:16:58.080 --> 1:17:00.280 and verified and has done something that I want to do, 1:17:00.560 --> 1:17:02.720 and then I'm going to just watch their videos and 1:17:02.760 --> 1:17:06.679 literally do exactly what they say. And that I made 1:17:06.720 --> 1:17:08.599 the campaigns and then I was like, all right, bet, 1:17:08.600 --> 1:17:10.479 I'm gonna just press go on it. I pressed go 1:17:10.560 --> 1:17:12.040 on it, and then we were seeing like a four 1:17:12.120 --> 1:17:14.920 hundred percent return on everything that we spent within the 1:17:14.920 --> 1:17:17.519 first couple of days. So then I was like, all right, 1:17:17.640 --> 1:17:19.519 I know this from the free stuff, what can I 1:17:19.560 --> 1:17:22.320 get from the paid stuff? So that same person I 1:17:22.320 --> 1:17:24.400 was watching on YouTube paid them one hundred dollars for 1:17:24.439 --> 1:17:26.320 a consulting call, come look at. 1:17:26.200 --> 1:17:28.240 The ads structure everything for me as well. 1:17:28.439 --> 1:17:30.800 And then after that I spent like a thousand dollars here, 1:17:30.920 --> 1:17:33.439 thousand dollars there on different courses and whatnot, and kind 1:17:33.479 --> 1:17:35.559 of just educated myself in that way. And that's just 1:17:35.600 --> 1:17:38.479 like I'm really intoads. So the biggest thing about it 1:17:38.520 --> 1:17:41.040 was just like getting over the analysis paralysis, you know 1:17:41.080 --> 1:17:44.599 what I'm saying, like, cause I always say this call 1:17:44.720 --> 1:17:47.560 is like perfection is just an excuse not to execute. 1:17:47.640 --> 1:17:49.760 So it's like you're trying to get everything perfect, and 1:17:49.800 --> 1:17:51.280 Corey alway says, you're tying to get it perfect, but 1:17:51.320 --> 1:17:52.280 you just need to be present. 1:17:52.560 --> 1:17:54.840 So I was like all right, And then that was 1:17:54.880 --> 1:17:55.639 kind of our experience. 1:17:55.720 --> 1:17:57.920 It went from not knowing who to trust what to do, 1:17:58.120 --> 1:18:01.679 picking one person and saying okay, cool, investing in myself 1:18:01.880 --> 1:18:06.000 and learning even deeper knowledge, and then from there outsourcing 1:18:06.040 --> 1:18:08.080 it to a team. After I had a full understanding 1:18:08.120 --> 1:18:08.599 of what to. 1:18:08.560 --> 1:18:09.920 Do earn is what's going on. 1:18:10.000 --> 1:18:13.000 Look, head over to support Black Colleges dot org right now, 1:18:13.280 --> 1:18:16.200 use a promo code EYL and get fifteen percent off 1:18:16.439 --> 1:18:19.800 everything that's right everything. There's no time like right now 1:18:19.840 --> 1:18:22.120 to get some new drip. So head over there right now. 1:18:22.200 --> 1:18:25.479 Don't wait, don't hesitate, don't play yourself, reward yourself, get 1:18:25.520 --> 1:18:26.000 some new merch. 1:18:26.080 --> 1:18:26.320 Y'all. 1:18:26.640 --> 1:18:27.880 A whole lot of game here. 1:18:28.520 --> 1:18:31.880 This is why he's here. I hang out with the celebrities. 1:18:32.400 --> 1:18:33.439 He does the real work. 1:18:34.080 --> 1:18:35.439 That's a good thing. It's perfect. 1:18:36.280 --> 1:18:38.400 What's next? What's next for you guys? What's what's on 1:18:38.439 --> 1:18:39.080 the vision board? 1:18:39.600 --> 1:18:40.200 Oh man? 1:18:40.880 --> 1:18:42.720 I mean we always say this. 1:18:42.760 --> 1:18:45.839 We always have two different answers because we think totally different. 1:18:46.520 --> 1:18:48.400 For me, I mean I would like to continue to scale. 1:18:49.040 --> 1:18:50.559 My One of my goals is to be in every 1:18:50.600 --> 1:18:54.320 Barnes and Nobles on every HBCU bookstore because we can 1:18:54.360 --> 1:18:57.599 get on campus. That's cool physically showing up, but Barnes 1:18:57.640 --> 1:18:59.960 and Nobles has most of the contracts for all HBCUs, 1:19:00.360 --> 1:19:02.440 so if we can get our stuff in the bookstore, 1:19:02.880 --> 1:19:05.400 we don't have to sell us hard to the schools 1:19:05.400 --> 1:19:06.360 because you can get. 1:19:06.280 --> 1:19:06.800 It every time. 1:19:06.880 --> 1:19:09.000 And then during homecoming instead of us set up a 1:19:09.000 --> 1:19:11.160 booth to sell, go to the bookstore and get everything, 1:19:11.160 --> 1:19:12.599 and we can just do a big activation, but we're 1:19:12.600 --> 1:19:14.600 just having fun and then you know merchants, Oh we 1:19:14.640 --> 1:19:15.880 got in the bookstore, go get that. 1:19:16.280 --> 1:19:17.560 So that's one of my goals. 1:19:17.960 --> 1:19:20.920 I think that we can scale really big and I 1:19:20.920 --> 1:19:23.080 don't know, I just my goal is more about impacting 1:19:23.120 --> 1:19:25.160 as many people as possible, So like I want to 1:19:25.200 --> 1:19:27.880 impact a million people on social Like I want to 1:19:27.880 --> 1:19:30.760 be able to continue to grow the love for HBCUs. 1:19:30.800 --> 1:19:33.880 I want to get that first really really big recruit 1:19:33.920 --> 1:19:36.200 to an HBCU. Like we're working on those kids, Like 1:19:36.200 --> 1:19:37.040 we're talking to the kids like. 1:19:40.240 --> 1:19:42.800 Yeah, that was one of the probably my last question 1:19:42.960 --> 1:19:45.400 was like we're seeing a movement in sports, right. 1:19:45.640 --> 1:19:48.080 We saw it would make a maga go. 1:19:48.040 --> 1:19:51.160 To Howard five star recruit and that was seeing top 1:19:51.200 --> 1:19:54.160 five and top ten recruits going to Jackson State, and 1:19:54.200 --> 1:19:57.200 I'm wondering, like, how are y'all feeling like your influence 1:19:57.920 --> 1:19:58.479 were there? 1:19:58.560 --> 1:19:59.559 Yeah, you can feel it. 1:19:59.640 --> 1:20:02.439 We We're talking to Dion like, oh yeah, yeah, we talked. 1:20:02.520 --> 1:20:04.400 We talked to Dan. He got merched he can. 1:20:04.439 --> 1:20:07.040 My boys hit some of course, like and a lot 1:20:07.040 --> 1:20:09.559 of those guys. There was one guy who's at Alabama State. 1:20:09.880 --> 1:20:12.200 Their guy he hit us like before he went like 1:20:12.360 --> 1:20:14.559 what y'all think with school? Were like we would go 1:20:14.600 --> 1:20:17.040 here and literally. 1:20:16.720 --> 1:20:17.679 Like I can't. 1:20:17.680 --> 1:20:18.920 I don't want to say names in school, but there 1:20:18.920 --> 1:20:20.439 are schools that are coaches that are hitting us up. 1:20:20.479 --> 1:20:22.519 Like I heard something I say, I see y'all post 1:20:22.560 --> 1:20:23.400 someone so y'all know them. 1:20:23.640 --> 1:20:25.320 It was like, yeah, we know what you need. 1:20:25.439 --> 1:20:28.360 And I'm like, yo, go here over Duke, go here 1:20:28.360 --> 1:20:30.600 on the literally telling them because the coach hit me 1:20:30.640 --> 1:20:32.360 and I'm like, Yo, that's that's what it's all about. 1:20:32.680 --> 1:20:35.320 They waiting on the Mikey call, like where you're going. 1:20:36.280 --> 1:20:39.080 Mike's the helpy Like he came out of the warehouse 1:20:39.560 --> 1:20:42.400 well last year and his mom told us he was 1:20:42.479 --> 1:20:45.840 like Mikey tried to commit his freshman year to an 1:20:45.920 --> 1:20:46.680 HBC and she. 1:20:46.640 --> 1:20:50.200 Was like, hold, he put Howard on his on this list. 1:20:50.280 --> 1:20:53.200 Yeahs off of his shorter list. 1:20:53.439 --> 1:20:56.880 I think Hampton, Tennessee State, and uh, I think Texas 1:20:56.920 --> 1:20:59.680 Southern on his list still. But I'm interested to see 1:20:59.680 --> 1:21:02.840 he's gonna I'm interested he he likes HBC, So I 1:21:02.960 --> 1:21:04.960 just say that I mom went to Hampton. 1:21:05.080 --> 1:21:07.120 I I got this because I'm looking at the logo. 1:21:07.160 --> 1:21:09.200 Every time I see the logo, it makes me think 1:21:09.240 --> 1:21:11.559 of early nineties, I think. 1:21:11.479 --> 1:21:13.000 Different world restaurants. 1:21:13.520 --> 1:21:15.760 Yeah, is that what it influences drawn from? 1:21:17.840 --> 1:21:19.919 And then the colors are just based off of primary 1:21:19.920 --> 1:21:22.760 colors MINS with like Africa, and you think, you know 1:21:22.800 --> 1:21:25.400 the greens and the yellows. And then it's like a 1:21:25.479 --> 1:21:27.640 shield for the symbol. So when you wear it, you like, 1:21:27.680 --> 1:21:29.519 I got the shield on my chest. That's why we 1:21:29.560 --> 1:21:32.880 call this the official airport hoodie. You walk in the airport, 1:21:32.920 --> 1:21:34.640 you don't see one of these. Every time I go 1:21:34.720 --> 1:21:36.360 to the airport, I see four or five of these, 1:21:36.520 --> 1:21:38.160 and people like, oh, yeah, I'm mine in the airport, 1:21:38.200 --> 1:21:39.360 Like that's my airport hoodie. 1:21:39.439 --> 1:21:40.360 And it's just like a shield. 1:21:40.520 --> 1:21:44.120 It's proud and it's so crazy because when my friends 1:21:44.520 --> 1:21:46.600 see it somewhere, they're coming like, hey, corny, I just 1:21:46.640 --> 1:21:48.400 like a hoodie and it it's like you so proud, 1:21:48.640 --> 1:21:51.000 and that's like not even your hoodie, like you saw 1:21:51.080 --> 1:21:51.960 somebody in it. 1:21:52.120 --> 1:21:53.759 That's what it's really all about. 1:21:54.040 --> 1:21:56.240 Yeah, I think that that's important too, because like I 1:21:56.280 --> 1:21:58.320 think about that, especially like when I'm building it, like 1:21:58.360 --> 1:22:00.479 the website and like different things like that, because what 1:22:00.560 --> 1:22:03.360 I see like people who are successful, especially on websites 1:22:03.439 --> 1:22:06.919 versus not, they do a good job of like explaining 1:22:06.960 --> 1:22:09.160 the features of a product, but they don't explain the 1:22:09.160 --> 1:22:11.720 benefits of it, and then they don't explain why someone 1:22:11.760 --> 1:22:14.679 should even care about the benefits. So like, for instance, 1:22:14.920 --> 1:22:19.120 fifty to fifty cotton fifty s polyester, who cares? 1:22:19.439 --> 1:22:19.639 Then? 1:22:19.880 --> 1:22:22.160 Also, that's the feature, but that's what most people stop 1:22:22.479 --> 1:22:23.120 after that. 1:22:23.000 --> 1:22:23.920 What's the benefit of it? 1:22:23.960 --> 1:22:26.840 Well, it's a sleek design that has a comfortable fit 1:22:26.880 --> 1:22:29.200 that I can dress up and down. That's a benefit. 1:22:29.360 --> 1:22:31.160 But then on top of that, well why should I 1:22:31.160 --> 1:22:34.640 even care? Well, you should care because you can be comfortable, 1:22:34.960 --> 1:22:38.439 be have sleek design, but also represent your school in 1:22:38.479 --> 1:22:40.200 a way that makes you feel proud when you go 1:22:40.240 --> 1:22:40.840 out and about. 1:22:40.960 --> 1:22:42.639 And that's the description that we build out. 1:22:42.680 --> 1:22:45.040 So I think that that's important too, when like people 1:22:45.040 --> 1:22:47.479 are like thinking about what they're doing or why they're 1:22:47.520 --> 1:22:50.280 doing and how they're communicating that to their people. 1:22:50.560 --> 1:22:53.000 Yeah, I remember just growing up watching the COSI show. 1:22:53.040 --> 1:22:54.559 I know it's going to aige me a little bit bit. 1:22:54.800 --> 1:22:58.559 I remember him just wearing that temple and like almost 1:22:58.640 --> 1:23:00.720 wanting to go to temple because just and then when 1:23:00.760 --> 1:23:02.000 they went to him and it was like. 1:23:02.720 --> 1:23:04.960 Like, oh wait, this is crazy, Like what is this? 1:23:05.000 --> 1:23:06.439 I didn't know any of this, Like my parents aren't 1:23:06.439 --> 1:23:07.360 from America. 1:23:07.120 --> 1:23:12.160 Right, even like Chris from Chris lat Yeah, and he 1:23:12.240 --> 1:23:15.040 had the brand with the black colleges back in the nineties. 1:23:15.040 --> 1:23:16.800 And you know what I'm saying, Like that actually helped 1:23:17.280 --> 1:23:20.000 enrollment because like Mark Snoop. 1:23:19.720 --> 1:23:24.640 Do all them, Queen Latifa, Yeah, they had the folks 1:23:25.280 --> 1:23:28.519 folks at their peak. Definitely, they really paid it. Like 1:23:28.640 --> 1:23:29.760 we I don't think we could do what we do 1:23:29.840 --> 1:23:32.040 without them doing what they did. And I'm saying with 1:23:32.200 --> 1:23:34.760 you know, Damion Johnafubu, like I think that that they 1:23:34.840 --> 1:23:36.880 just made it possible to understand that you can have 1:23:36.920 --> 1:23:39.080 a black owned business talking about black folks and black 1:23:39.120 --> 1:23:40.480 people and be successful. 1:23:41.080 --> 1:23:43.519 They shout out to all of them and they helped us. 1:23:43.680 --> 1:23:44.360 That's what I think. 1:23:44.439 --> 1:23:47.000 Like you know, my goal is is like I want 1:23:47.080 --> 1:23:49.120 to take the company to a billion and I think 1:23:49.160 --> 1:23:54.640 that one we're uniquely positioned because as interracial couples, you 1:23:54.680 --> 1:23:57.800 know more, by twenty thirty, twenty forty, most people are 1:23:57.800 --> 1:23:59.880 going to be people of color. And I'm seeing it 1:24:00.040 --> 1:24:03.080 already with like Fanatics and other brands. They're starting to 1:24:03.160 --> 1:24:06.400 sell stuff for HBCUs. But I think that where we're 1:24:06.479 --> 1:24:09.200 uniquely positioned is that we have the culture already and 1:24:09.240 --> 1:24:11.600 we can expand outwards, and especially since we'll be the 1:24:11.680 --> 1:24:13.840 vast majority of people on Earth, we'll be able to 1:24:13.840 --> 1:24:14.200 grow the. 1:24:14.240 --> 1:24:15.799 Business, you know, in that way. 1:24:16.040 --> 1:24:17.800 So I think this year is going to be like 1:24:18.040 --> 1:24:20.960 about big partnerships for us, and then as well as 1:24:21.000 --> 1:24:24.720 like expanding the brand into other distribution channels and then 1:24:24.800 --> 1:24:29.559 also going into you know, just those crazy partnerships and nets. 1:24:29.640 --> 1:24:31.479 We tapping into that. 1:24:31.560 --> 1:24:35.200 And the cool thing about HBCUs is is always incoming students. 1:24:35.240 --> 1:24:37.320 It's always graduate students, and it's always alumni. 1:24:40.840 --> 1:24:44.080 Yeah, you said the biggest collaboration, biggest partnership. 1:24:44.720 --> 1:24:46.599 So support, easy, support, leisure. 1:24:49.960 --> 1:24:52.559 I'm gonna give you one when you off, let's do it. 1:24:53.040 --> 1:24:53.920 Let's do it. 1:24:54.000 --> 1:24:57.600 I like that, And we don't have a do this, 1:24:58.040 --> 1:25:00.720 but the next episode I'll be wearing that. 1:25:01.120 --> 1:25:02.240 I appreciate. That means a lot. 1:25:02.560 --> 1:25:04.120 It is me. 1:25:10.720 --> 1:25:11.400 That's a fact. 1:25:11.439 --> 1:25:14.960 Merch swap, So how can people follow you online, social media, 1:25:15.040 --> 1:25:15.720 website all that. 1:25:16.280 --> 1:25:19.439 Yeah, so support by colleges now, organ is our website, 1:25:20.280 --> 1:25:22.880 Support Black College nos is our instagram and then my 1:25:22.920 --> 1:25:27.120 personal instagram is Corey Arvinger and Justin p. 1:25:27.920 --> 1:25:29.879 Yeah, we're trying to get Corey a ten day contract. 1:25:32.200 --> 1:25:34.120 If you're watching it, I'm ready to play Lakers. Y'all 1:25:34.120 --> 1:25:35.639 need a guard. I ain't doing nothing. 1:25:38.240 --> 1:25:42.280 Shout out to everybody on patreon dot com. And I'm 1:25:42.280 --> 1:25:44.080 gonna tell the names right now because they are Tier 1:25:44.160 --> 1:25:46.160 five members. That mean they're the highest tier they have 1:25:46.200 --> 1:25:48.160 access to e y L University. Shout out to Jaden, 1:25:48.160 --> 1:25:50.960 Shout out to Nikia, shout out to a shot Welcome 1:25:51.000 --> 1:25:54.120 to e y L University is over twelve thousand students 1:25:54.120 --> 1:25:56.559 and earners there, so welcome to the family. And shout 1:25:56.560 --> 1:25:59.519 to everybody that's supporting the merch. Obviously, you know this 1:25:59.640 --> 1:26:02.479 is a big Merchy episodes. Fat everybody supportant, support black 1:26:02.479 --> 1:26:04.960 colleges and supporting ask to all abilities. 1:26:04.479 --> 1:26:05.720 And everything that we're putting now. 1:26:05.760 --> 1:26:07.240 We got a lot of stuff coming far, earners, and 1:26:07.320 --> 1:26:09.679 uh yeah, keep supporting love love yeah. 1:26:09.479 --> 1:26:13.320 For sure, and make sure you support black colleges enroll, 1:26:13.840 --> 1:26:17.840 give charity endowments and all that stuff. They need help, 1:26:17.920 --> 1:26:21.320 they need help. And white colleges get way more fund 1:26:21.320 --> 1:26:24.719 than in black college and so it's very important stuff. 1:26:24.720 --> 1:26:25.960 Even if you didn't go to a black college, you 1:26:25.960 --> 1:26:28.200 can still support up. You don't have to be alumni 1:26:28.240 --> 1:26:29.120 of Actually called our. 1:26:29.040 --> 1:26:29.760 Support and I went. 1:26:29.920 --> 1:26:32.080 You probably went to a party then, so. 1:26:33.720 --> 1:26:36.320 Sure, exactly, all right, God, thank you for rock Coords. 1:26:36.320 --> 1:26:37.080 We'll see you next week. 1:26:37.160 --> 1:26:37.400 Peace. 1:26:37.479 --> 1:26:43.800 Please, my graduates from my school being forced back drop 1:26:44.400 --> 1:26:48.160 bag drop my drop back drop drop. 1:26:58.720 --> 1:27:01.479 Trying to lose weight, It's time to try Hers. 1:27:01.800 --> 1:27:04.880 At for hers dot com slash for you, you can 1:27:04.960 --> 1:27:09.200 access affordable, doctor trusted weight loss treatments tailored just for you. 1:27:09.439 --> 1:27:13.880 These include oral medication kits or compounded GLP one injections 1:27:13.960 --> 1:27:14.679 through Hers. 1:27:14.720 --> 1:27:18.000 Pricing for oral medication kits started just sixty nine dollars 1:27:18.040 --> 1:27:20.040 a month for a ten month plan when paid in 1:27:20.080 --> 1:27:23.120 full upfront, no hidden fees, no membership fees. 1:27:23.240 --> 1:27:24.840 You shouldn't have to go out of your way to 1:27:24.920 --> 1:27:25.920 feel like yourself. 1:27:26.000 --> 1:27:29.240 Hers brings expert care straight to you with one hundred 1:27:29.240 --> 1:27:33.639 percent online access to personalized treatment plans that puts your goals. 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