#28: In With The New with Marcia Kilgore

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When you join me Podcast one We are going to chase down our goals, overcome adversity and set you up for a better tomorrow. Come on this journey with me. Pluto TV is the leading free streaming television service. Watch over 100 TV channels and thousands of movies on demand, completely for free. Pluto TV never even asks for a credit card. You don't even need to sign up to watch for free. Pluto TV is the easy and completely legal way to watch your favorite TV shows and hit movies for free. What are you waiting for? Never pay for TV again by downloading Pluto tv. You can download Pluto TV for free on all of your favorite devices today, including your phone, roku, Amazon, Fire TV TV, Apple TV, Smart TV, PlayStation, and anywhere else you stream. Hi and welcome back. I'm so appreciative you're back here with me this week. So excited to share what's going on. So it's been a crazy couple weeks since the TED Talk and still nothing. I'm going insane. And I've actually been speaking to some other people that recently did TED talks and they're like, me too, sitting on the edge of their seat. You know, you work so hard to create something, you don't get to see it. So you don't know how good it is, how you know what you believe that you know, you've you projected out there. You just don't know. And so you're just dying to see it. And the days just go by and go by and we're waiting for that note from TED that it's live and no word yet. So I'm really driving myself nuts. However, one of the things that people don't realize, or I don't think realize, because when I tell them, they're shocked. They say, oh, so what, what are you on to now? What's happening next? And I said, well, ever since I've given the TED Talk, I really wanted to strategize in reg to where I want to get it promoted. Because here's the thing, especially coming out near the holidays, it can be tough. People really aren't in the mindset of self development or you know, learning. Maybe they're more in the mode of family parties, holiday parties, et cetera. So it's sort of an interesting time. So if you want to break through the noise and separate yourself, you need to do that with frequency. And one of the ways to do that is through media, through press, through interviews, you know, a number of different ways. And I was super lucky. I've been creating a lot of of content on LinkedIn as I've shared with you for the past few years. And someone from Forbes had been following me and liked a lot of my content and sent me a DM and said, hey, would love to know if you would like to be a contributor if I could ask you some questions for an article that I'm writing. Actually a couple of articles and based upon your answer and if it's a fit or not, you know, I might use you. So I, anytime I have an opportunity like that, I'm all over it. So I said, absolutely. I submitted the answers to her and I really went above and beyond because you know, Forbes is such a high profile brand and I really wanted the affiliation and if there was any way for me to tie the TED Talk in, I wanted to do that. So it ends up, she ends up putting me in both articles, which I was super grateful for. And then right as she's about to go, she was a day away for taking the second article live. She said, hey Heather, why don't we use an image of you in the article which is mind blown. Unbelievable. I couldn't even believe it because I had just gotten my TEDx images in. So the first thing I did was I called my contact@tedx and I said, is there any chance that you can help me to get this approved? Because I don't own the rights to any of these things. TedX owns it. You know, is there any way that we could turn this around in the next 24 hours? If so, it'll be great for you and TEDx Boca Raton because you're going to get, it's your logo up there, your stage. I'm standing in the image. But it's, you know, it's a great shot of TedX Boca Raton and it's great for brand recognition and you know that just promoting that your talks are coming out soon. So she jumped on the phone with a Number of different people she had to get the photographer to sign a release. TedX had a sign, or at least there was. I think there was 13 releases that had to be signed. But we were able to get it done in the end. And the author from Forbes was so nice to give us a little extra time. We needed a couple extra hours and it all worked out in the end and we got this great article up with the TEDx book. Rotan and me at my talk. So it's. So it's. It feels like it's getting so close, but it's still, it's still not here yet. So it's a little crazy. However, so that all happened, which was great. And while this is happening, people keep asking, when is your TED Talk coming out? Well, I have no idea. So let's get back to that. What I'm working on right now as I'm working on. I wrote a press release. I have no idea if it's good or not, but I sent it to the TEDx team for them to evaluate because if I can get them to sign off on it and put it out as their own, that gives me a lot more weight to go to press with. So, you know, it's just a, it's a very. The TED brand is so large and massive and so I'm hoping. I got a verbal that they're gonna go ahead and get that done, but I thought I'd have it by Friday and. And here we are, it's the following week. So I'm hoping that I get this done. If I do, I've got a huge list of a hundred different press outlets I'm gonna reach out to immediately to pitch this to, to try to get stories run on what the talk is about, why it's different, and why it's an idea worth sharing. So there's a lot of behind the scenes legwork that goes on that I don't think people really understand. Not everyone does this, by the way. Again, I had named my talk on my computer TED Talk. 50 million views. I really want it to reach a massive amount of people and I want this idea to be shared, to empower others. And in order to do that, sometimes you really have to, you know, work hard and call in some favors and reach out to people that you know that are willing to promote it for you that have large audiences. And there's just a lot of, there's a lot more for me that goes into the talk versus just giving the talk. Some people do just go just to do the talk. And be done with it. And I've seen a lot of people that was just bucket list for them and that was the goal. But mine's a little bit different in regards to what my goals are and the. There's a lot of work that's going on behind the scenes. Hopefully I get this press release done the next day and that way I can start sending that out and try to start marketing the talk because I think that's really going to be impactful and help grab attention. And of course, if you could please share it when you see it, whenever that is in the next week, two weeks, three weeks, I would greatly appreciate it because it is an idea worth spreading and I'm really going to do all that I can to spread it. And if you can help me do that. Thank you. Thank you. Thank you. So it was funny. I've been giving myself a lot of stress about this talk and about making sure that it gets seen. And I went to the movies this weekend with my son and we saw an amazing movie about Pearl harbor called Midway. And it was so real and heart wrenching and all about the importance of our military and, and those that fight for our country and our freedom. And it was. Oh my gosh, I cried that entire movie. It was so fantastic. But it also reminded me of something. Sometimes I get super stressed out about wanting to achieve certain goals in my professional life and setting the expectations really high. And seeing that movie just reminded me, you know what, there's real things that are real, like what these people were up against, life and death. And then there's me setting my goals. So I think it's great to pursue massive goals and to set the bar high in business and in life. However, it is good to get a reality check every once in a while. And I definitely got one at this movie. It not only there was a big component in the movie about a relationship with fear because these officers are getting in planes knowing there's a high probability they will not return from this flight. They're in the middle of a massive war and their jobs to drop a bomb on these vessels. And it's just, it's so scary. And a lot of the guys were freaking out. And it's interesting, different people had obviously different perspectives on fear, but one man just used the. You know, he shared a story from his own life. He said, my uncle had a super dangerous job, but he never died from that. He died getting hit by a truck one day crossing the street. So what's the point of sitting around worrying when you don't control that. It could be something completely different that takes you out in the end. And when you're thinking of, you know, life and death and, and, and these very real fears, it definitely lessened mine. Watching that movie, I, I came back and woke up this morning and was feeling so much better about things that I don't need to stress myself out quite that much. It's a little, A little crazy. So hopefully you can lessen the stress on you too. And feel so grateful with Veterans Day approaching. So great movie. Definitely. Check it out if you can. I loved it. My son even loved it. He said, mom, I like this better than history class. I wish we could do all of our history classes like that, which I thought was pretty funny. So before we get to my guests. Oh, my gosh, you're gonna love my. The guest this week is such a brilliant woman. She has reimagined business and an old traditional business and really innovated and challenged and just disrupted like nothing I have ever seen. And it's challenging me to start thinking, how can I disrupt? How can I innovate? You know, how can I look through that lens at everything, at every business model, at everything that I'm doing? How can I break it apart and do it a completely different way? Because when you start challenging yourself to think that way, you will start changing the world because this woman has done just that. But before we get to meeting my next guest, you've heard me talk about Raycon's wireless earbuds. How much I love mine. They're half the price of any other premium wireless earbuds, and they sound just as amazing as the other ones. And if you haven't bought a pair, today is your lucky day. Raycon just released their best model yet, the E25. 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And the holidays are almost here. Let's get on it. Hi, welcome back. I'm freaking out, fanning out. My new fave babe is here with me. Marcia Kilgore, one of the world's top beauty entrepreneurs. She founded Blissba, Fit, Flop and Soap and Glory. Today, the concept of luxury has changed. Substance before status, experience, not ownership. And Marcia's new venture, Beauty Pie, which I'm freaking blown away by, is changing the face of luxury products and undermining the old guard. I cannot. That is an understatement. Thank you so much for being here.

What a pleasure. Thank you for having me. I'm so excited. Actually. You're probably the most enthusiastic person I've ever met. And so it's great. I'm all charged up. I'm ready. No.

Cause you literally just changed my life. Everyone that's listening to the show knows I'm a product junkie. And I, you know, I spend so much money on retin a my creams. We were just talking about La Mer. I've spent a fortune.

Yeah.

And you're changing my life right now.

I hope I am. I hope I change the lives of lots of product junkies. And, you know, there are millions of us and I think we spend too much on our luxury skincare and our luxury makeup. So.

And here's the thing that's interesting to me.

There's.

There's two things I want to tackle. One is the innovation disruption that you're bringing to life right now. I literally believe this is a business case study that should be showcased at Harvard or Wharton like we were discussing. So that's one element. And then the other side, from just a selfish consumer standpoint, this is such an amazing game changer financially for me. And I want to get it into the hands of as many people as we can so that everyone can save that money and put it into your kids school funder. I mean, some important things other than just our creams.

Yeah, we don't feel guilty anymore. We want great stuff. But it's sort of, you know, PewDiePie is all about that, that monthly or whenever you want to shop, having that monthly treat without the guilt. Because you shouldn't be guilty. Getting gorgeous.

You Absolutely shouldn't be. And we're not going to be any longer. So for people who don't know that, you are in Ink magazine.

I was in Ink magazine.

And you've been with Guy Raz. And you. How I Built this. You went to the actual event, right?

Yeah, I spoke. So Sarah opened. You're. You're a favorite. Yeah. So she opened on the first day, and I opened on the second day.

That. This is.

You are Female Power. How I Built this Summit.

Amazing. I'm so proud of you for doing that. All right, so give our listeners a little background into you, because this is not your first Amazing baby.

Nope. Not my first rodeo.

No.

I mean, I started in New York as a personal trainer, and I was trying to save money to go to school. My skin got really, really bad. So I took a course in how to give facials, and then I started convincing all the clients I had for personal training that I, you know, to let me give them facials. So I practiced on my poor and trusting, you know, lovely clients back then and learned how to, you know, change people's skin for the better, whether they had acne or aging skin or, you know, learning along the way what different ingredients did. Started formulating some products. Opened a Spa in 1996 called Bliss. Before that, I had a little place called let's Face It. And before that, I had an even smaller place called let's Face It. And I used to get facial to. It was. It was a really fun time in New York because there were a lot of stylists, and my sister was a model, so she introduced me to a lot of people in the entertainment industry. So I had models and actresses, and, you know, everybody who was anybody came through Bliss at one point. Even, at one point, Oprah would come in for facials. So I ended up on Oprah's last show as she said I was the most inspiring person she'd ever met. But then she talked about me popping pimples, and I said, well, there was a high there, but it was kind of followed by a bit of a low, and I didn't want to be remembered for that. So I've had to do something even bigger, which is beauty pie.

It literally is, too. I mean, this really is bigger.

It is. It's, you know, really changing. I've, you know, done beauty products now and created beauty products and formulated skincare and sourced perfume and fragrance and candles from all the best labs around the world and the best factories around the world. A lot of the. I'd call them Mainstream luxury beauty brands. Now, not the disruptive brands, but the mainstream source their products from the same labs that we source our products from.

And those could be brands like La Mer, like anything that big.

I don't like to name names.

Sure. Just to give people an idea how high level we're doing.

Very high level. But what we do is something completely different from what they do normally in the beauty industry. And I said, when I thought of this idea, I thought, you know, I wasn't in the beauty industry at the time because I had sold my last beauty business and I really didn't want to have to pay retail. In fact, I have a footwear company and I was traveling to China to work on the collection and. And I remember forgetting my moisturizer. And it was actually in the winter, and I walked through a duty free in the Hong Kong airport and walked in and thought, I am not gonna pay retail for a moisturizer. You know, everything was $150. And I thought, I know how much this stuff really costs to make. I'd rather not moisturize for two weeks than pay retail. And then it was part of that, you know, connecting the dots that helped me come up with the idea for Beauty Pie. Because if I don't even want to pay retail for my cosmetics and my skincare to get the good stuff, why should anybody?

And what would an actual cost be on a cream that costs $150 in a store?

You know, typical cost of goods. So what the percentage is that the product actually costs to make, package, and put in a box is usually between 8 and 10%. So if you pay $100 for moisturizer, it probably cost finished 8 or $10 maximum.

Wow.

Yeah, it's a huge markup. And most of that money goes to the retailer. So I just thought, this isn't right anymore. Why can't. You know, today with the Internet, there's so much accessibility. You can, in fact, educate people even better about what's in a product, what's good for their skin, what they could be using. But they don't have to pay 70% markup. Actually, it's not 70%. It's more like 700% to walk into a store and buy it from somebody behind a counter who might be having to sell something because they have too much of it, or there's a goal from the company for that day to sell X number of these, or that's the advertised product. So let's try and push as much of it as possible. You know, the beauty industry I think having worked in it for so long, it started to work backwards and it just started to not focus on what the customer really needs. And I wanted to go strip it all down, create a lot of products that were the best products I could find, source really beautiful things, make them with the customer in mind and put together from the ground up the best product without thinking about, do I have enough margin in between what it costs to make and then what I have to sell it for. So we're totally transparent. We start formulating with the end goal and the purpose. We put in clinically tested levels of all of the ingredients, not just the claim that it's on the pack, but we actually make sure that if an ingredient is tested to actually really work at 2%, we use it at 2%. If it works at 4%, we use it at 4%. If it works at 10%, we use it at 10%. That's not normally how someone will formulate a product in the industry because they have, they have a budget and we don't have budgets when we formulate our members of our club, because it's a buyers club, really, they pay what we pay. So we say, here's how much this luxury product costs to make. Here's what it would normally cost you at retail, but you're just going to pay this because that's what it is costs to make and to leave in the warehouse.

It's almost too good to be true. If I wasn't sitting here touching these products and seeing how amazing they are, I don't know that I would even be able to believe it.

Yeah, I think it's a little hard to believe at first because it is sort of, you know, if you're, if you were in the industry or it's sort of as if your sister owns a manufacturing lab, one of the best skincare manufacturers in the world, and you're the sister and she's a bit frugal, so she still makes you pay her cost. That's it. You don't have to pay everything else in between, which would be celebrity advertising middlemen, you know, the distributors, retailer markups. So you're just going into the back of these labs through our website and buying it kind of straight off the line.

And the way that I'm paying for it is through a monthly fee.

Yes, we have a membership fee. You can either pay monthly or you can pay annually. And each time you put, you know, it's $10 or $20 or $30 or however much you want. So if you want to access more product at the cost price, you just pay a higher membership. But the amount of product that you can get is, you know, crazy. It's great. It's not crazy.

It's great.

It is great.

It really is great. It's just so mind blowing because we've been living in this old model, which is that the retailers are just marking things up and we don't have anywhere else to go. And frankly for me, I wouldn't know which product to try. Which one is, you know, the best deal? I would have no idea.

No. So you rely on someone who's working at the counter. Right. But the person working at the counter will have sales goals for the day. Right. That's what, you know, everyone. It's wrong. It's just the way it's been done for so long is archaic now. And I think we used to, you know, there was religion and then religion kind of isn't as prominent anymore. Right. In different eras. And then after that you had brands and brands now are a little less important to people. People's own personal brand I think is more important to them than any brand that they buy from. You look at your page on Instagram or Facebook more than you look at a brand that you buy from or what their page looks like. So actually why go and pay a thousand times markup for a product when it doesn't really matter what's stamped on the side of it? It doesn't define you as a person and you should define yourself. And if that means you can get an incredible quality product for much less or five or ten times as much product for the same price, why wouldn't you?

Because we didn't know it was available to us. It wasn't available to us.

It's just we're really doing our official launch in the US right now. So we were kind of practicing in the UK because it's closer to Europe. And a lot of our labs come from, you know, a lot of our labs are in Italy, in Switzerland, in France, in Germany. So we source a lot of product from what they call Lipstick Valley. And then of course, Switzerland, you know, is the highest tech for skincare. So we have tremendously experienced high end luxury skincare labs that we work with in Switzerland. That's kind of my favorite place to go to source skincare. Although Japan is coming up. So we have an incredible Japan fusion range that we found a lab, in fact, that has now been so famous over in the UK that apparently all of the mainstream luxury brands have contacted this lab to see if they'll make the products for them. So you'll see that we started Japan Fusion and the whole J Beauty thing was actually beauty pie in the uk. And now you'll probably see it coming from some of the mainstream brands because they've copied us.

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Which is really interesting because you think we're copying, but we're not. Actually, we're leading. And the great thing is too that there's so much new technology that comes out all the time in skincare, new ingredients, but we're not on a marketing schedule. So if we see something new that we think is great because we don't have to worry about, well, we already have an ad campaign for this or that or whatever. We can actually just make it, make sure that we love it, test it, get it to the point where we think it's the best it could possibly be and then launch it. And it's not. Oh, we have to launch it in two and a half years because we have all these other launches that we've been working on. We just launch it online, our members can buy it, try it, you know, it's real freedom.

Well, it's interesting when you were explaining to me earlier about how if you go into a drugstore, you have to own so much space and you have to keep coming out with new products. There's all this pressure on these older, more traditional type companies that they have to invest in, which is why they have to have such a large Margin on their different products.

Yeah.

You're starting from now completely putting the client blank slate and putting the end user first and what they want, what they need and thinking of them. It's so customer centric, your approach.

You know, I've read in a lot, of course, I've been in business for a long time and of course I'm always reading anything inspirational. Right. Anything that kind of makes you think a different way. And I read tons of books and I listen to so many podcasts, yours included, and you get one little nugget and that gives you so much energy to keep going. And I remember reading, I think it was probably on Forbes, you know that Forbes has a great daily saying. So if you just go on to forbes.com it always flashes up some great saying about how to think about your business. And there was something that just saying, you know, the customer focused businesses always win.

Always.

Right. And the best choice is always the one that increases customer trust. Right. And it's so true. It's so true that if you focus on the customer and you stop thinking about yourself or I mean, we think about our brand and we think about our packaging. We want everything to look beautiful. It does. It looks beautiful.

Yeah.

And it looks beautiful on your shelf. And we want, want to use recycled plastics wherever we can so that, you know, we're doing our bit for helping the environment and we try and keep the packaging simple so there's not too much landfill. Right. Because we don't need any more landfill. So we do everything that we can and we're always trying to get better at that as well, because people use a lot of cosmetics and we want to do our best to alleviate the burden on the environment. But if you just focus when you're developing a product on what will make her look better, what will make her skin better, what else can we add in here instead of we have to make it for $4 because we have to sell it for 40. Right. And that means the budget has to be 4 or less. Having the freedom to not think about that at all and just make it for whatever it costs is so beautiful. So I think it is. It's all that customer focus. We will win.

Well, you're.

It's interesting to me because your background in business, your background in the spa world, in the product world, you learned all of this firsthand by running these other companies.

Yeah, yeah.

And so now you've been able to go back, tap these contacts and you actually live in Switzerland. So you're, you're out there, you're exposed to. Everyone knows that the best skincare products come outside of this country. We know that. Right. And that through regulation, whatnot, sometimes we can't even get access to certain things. I love the fact that you're immersed in this other part of the world where you know about all these things and you meet with these people every day.

Yeah, we travel around, we go and see the labs, they give us presentations. But, you know, we're starting to become their favorite because we're flexible and they get to create real amazing product because we're not trying to nickel and dime them down into a margin point. So it is wonderful to be able to live near it and to travel and find those incredible labs. And, you know, at the same time, you've got to be in all the different markets to see what people react to and what they want and what they need. But great thing about social media also is we do. If you join the Beauty Pie Instagram page or the Beauty Pie Facebook page, we do pie polls. So we will ask people, you know, you know, find candles, for instance. So we always are making new fragrances and new scents in our candles, and we'll launch new ones every three to six months just to keep it kind of rolling. The ones that are the favorites we keep, and then the ones that aren't as big a favorites, we move and we bring in new things because we always try and give her something new and just something and keep the stuff that she really loves. And you can always tell by the numbers. So we'll do polls and we'll say, okay, we're launching the following three candles. In which order would you like them, and which order do you think you're gonna buy or who wants which ones? And so we'll pull them, and then we'll get numbers and then will buy according to what people have told us. So we might buy 20,000 of one and 10,000 of another one. Only 5 of another one if it's niche. And you know what? When we put them on sale and they go up onto the website, they will be exactly that. So we'll see the sales come in exactly as she said. And it's so great because, in fact, the customer is almost running our club and we're sourcing for her. Sometimes, of course, we go out and we find a new ingredient that she may never have heard of at a trade show where a new ingredient supplier is showing us something, and we'll incorporate that into a product and build something so, you know, there's exciting new surprises. But at the same time, she'll tell us what we don't have that she needs or wants. For instance, makeup setting spray. Who would have thought? I've never really used one. But every time we did a. Kidding me? No, I didn't. I don't know. I never really thought about getting makeup setting spray. So every time we polled and said, what do you want that we don't have? She would say makeup setting spray. So, okay, so we went out to all of our different suppliers and we ended up actually getting a formula from Korea which has an ingredient in it that helps protect your skin against the particulate matter. Right. The small particulate matter that comes from traffic and exhaust and all that kind of stuff. And so we launched this setting spray and it blew out the door. I mean, I thought, I know we're doing this. She's asking for it, but I'm still not sure. Oh, my God. We ordered probably 20,000 pieces and it was, you know, and this is just from the uk it just blew right out of the door. So it's really great because she tells us, and by what she buys, we know what we need to keep in stock. So we have some items that are always in stock, those routines, routine kind of items. So cleansers, right? Retinol. We're talking about our retinol. Vitamin C. We have vitamin C capsules. Oh, my God, Amazing. From Italy in these little. It's like the ceramide capsules, but vitamin C, which is so amazing for your skin. And we, you know, we. So those sort of everyday items that you've got to have for anti aging, we always keep in stock. And then we have core items which are usually always in stock, like nail polish. We have an incredible nail polish formula.

So anything that you use, like we were saying, fake eyelashes that I use, you even have those. So you have candles, you have skin care, fragrance, shampoo, everything and anything that you're going to use. So I want to buy everything. How does that work?

Well, okay, so we do have. You do have a monthly limit based on which. Which membership you choose, but you get a lot. So even if you're on the highest membership, which is 50, $50 a month, you will. Sorry, there's a. There's a marching band going by in the background, but you. So what it does is it gives you an allocation and so you can shop up to a certain limit. We have to, because we don't want people coming in and buying everything. And then we're out of stock. We have to limit how much you can buy based on your membership. And we have to grow slowly. We can only allow a certain number of members in at the same time.

You're kidding me. No.

Because we have to buy the inventory and inventory in cosmetics, even a reap like a replan so for replenishing an order. And we're buying tens of thousands of units right now at a time. So we're getting incredible prices. Like the bigger we get, the better prices our members get because it's just volume and also shipping prices go down and all this kind of stuff. So it's to grow is better. But a tube, for instance, this tube. Right. If we want to reorder this tube, it's on a four month lead time. So we have to forecast how many members we're going to have. It's difficult, but we've got it. This is what we were doing for the first couple of years in the UK before we really went all out here. And so we now have a forecast and we can accept a certain number of members and then we have to stop until we get more product in.

So someone tries to sign up and they'll get a note that says right now we can't take anyone.

You go onto a waiting list. But we have capacity right now in the US for a little while. I mean, unless we have. Unless. It could go kind of crazy, but.

I think it's gonna go crazy. Tell me how would be the.

I mean it wouldn't be the worst.

No, it's a great thing because you're saving people. This is a good thing for everyone and it's a good thing for the industry and it's just, it's so disruptive. I love. I've got some news. I've got a great new bra and I didn't have to leave the house to get it. I so love technology.

It's the perfect fit.

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So tell me, how would it work? Because some of the products you're talking about I haven't necessarily used like let's say vitamin C, that I'm not using it. So I'm on your website and you're promoting it. You know, hey Heather, you need to get this vitamin C. So I order it. What happens if I get it in? I'm like, eh, it's okay. Is there a feedback place that I leave it or how do I figure out the right products to get?

Oh, well, okay. Oh well. So what's been happening now is someone told people on a podcast that if they DM'd me their face on Instagram, I would give them a routine. Oh no. And I've been doing it.

You cannot scale that. That's not a solution. I know it's not.

But I love doing it, so people do. But I get through, you know, 10 people a day. I know that's not a lot.

Oh my God.

I know.

But our team also does that. So there's live chat.

Okay.

So you can go on and you can live chat with somebody that's helpful or you can DM your face to beauty pie on Instagram and you'll tell.

Us what I should be using.

Yeah. And you know, it's good if you give a few. You know, I'm this age. I'm worried about this. I mean, so many people are worried about stuff that I can't even see. I mean, most people, it's so funny. They'll put this all, I'm such a disaster, blah, blah, blah. And then I open the picture, I'm like, it's Angelina Jolie. You know what I mean?

It's so true though.

People are gorgeous.

We're toughest on ourselves. Right?

Yeah.

So I don't need the bags under my eyes. I'm obsessed with that.

What bags?

Believe me, they're there. But for me, that's why the first thing I asked you is, oh my. Please tell me you have eye patches.

Yeah, so we had an under eye patch for a while, but actually when this, the Korean, the hyaluronic acid sheet mask with the uber youth peptides. When we got that, it was better than the eye mask. So we just got rid of the eye mask. But we are making, you know, eye mask, sleepable version with that serum in it. But for now, it's a whole face thing.

I love that you respond so quickly to what is new and available and trying new things that the end user wants. I mean, this is just. It's so exciting as a customer.

It's so exciting as a person running the business. I mean, it's a dream job if you think about it.

Well, because you're an end user too. And that's what I like as well, is that you're trying and sampling the products first. You're an authority on this. Your entire business background is in this same industry. It's just, it makes such sense. And it's like you said, you're just connecting all those dots together now and putting it to work for everyone. Yeah.

You know what it is about connecting the dots? I certainly would not have been able to do this even like 15 years ago. No. Right now, because there's the Internet, it makes it easy to go direct to consumer. There's lots of places that you can do this education for her so she really understands. Or for him. Because we have some guys too, so they really understand what the products do. We can tell them where they come from. We can give them a routine, show them what to use. They can DM us their face. We can tell them, you know, buy this, this and this. We usually don't. So at the beginning, if you DM me your face. Right. Usually I'll start slow. Right. Because you don't want to give somebody 17 different products and then they don't know how to use them. So we start with, you know, the right cleanser, the right toner, or a glycolic or plantastic drops or something, you know, clarifying. Then a serum, then a night cream, then an eye cream and kind of keep it quite basic at the beginning and then a couple, you know, then we educate in between, because you'll receive emails all the time with, here's this product, here's what it does. We've got lots of information on Instagram and on Facebook about this product as this. So you can use it if you have this type of skin or that type of skin. So it's actually pretty easy to. If you're interested. But if you're not interested, we'll just tell you what to use. But if you're interested, you can really.

Who wouldn't be interested?

I don't know, but some people just want, please tell me what to use, because I can't figure it out. And we do that too. So for the junkies, it's like food. And for the people who just know they need to start using something, it's incredible because the only motivation we have is to give you the right products for your skin. We're not trying to push something because it's more expensive because you pay what we pay. There's no. We're not going to give you a more expensive product because we make more money on it. We don't. We make the same. Because you're buying, you know, the product at the cost with, you know, a little bit of warehousing, but it's all transparent. You can see exactly how much each part cost.

You share what exactly what it costs.

Yeah, there's a tab. So on each product page, when you go down below all the reviews, there's a tab that says transparent cost. And then you can see exactly how much it costs to make warehouse safety testing. Of course, someone asked once the safety testing is only $0.06, and it's like, yes, but that's over 80,000 products. So you have to think we split it out and it's dynamic. So we created a software system where if a new shipment comes in and it's cheaper, that gets paid, passed along to each member. So every. Every item you're paying exactly what we're paying for.

You're forcing. You are going to force every industry to have this level of transparency because people are going to become used to doing business with you and appreciate so much that you're offering that information.

I think it's so freeing, you know, it's so freeing to be able to just do it. And it's like, here's what it costs. We don't have to pretend that it's really expensive to make. And I just have never been a faker. So I always had a. It was difficult for me to charge more than a. You know, I want it, I want people to be able to get it for what I'm getting it for. Obviously, in order to pay the overheads and stuff, we need to charge a membership fee because we've got people to pay. And you know, this big team goes into sourcing this stuff and getting it on the site and programming the site and doing the emails and all that kind of stuff. So it's not the cheapest venture I've ever put together. So we have to build to a certain size to break even. But it's so wonderful to be able to just say the truth because every time we launch a product, I'm so excited about it because I know what it really is and how much someone would normally pay for it. And what an incredible thing it is to be able to kind of walk in the back of the lab and it's like going to a chocolate factory and you know, the stuff's coming off the assembly line and you can just go for it.

It's almost too good to be true. I just keep thinking this in the back of my mind. I want people to know that I'm sitting here looking at the product. The product really is that good. This is a lot of this stuff is the same stuff that I'm using in the next room with a different package. I paid a lot more for possibly better stuff.

Because we will start sometimes when we go to a lab, we'll start with one of their best selling stocks, luxury products. But then we'll add things into it because we don't find it to be active enough.

So do you have a team of scientists or doctors or how do you do that?

Well, most of the labs have their scientists and their cosmetic, you know, formulator. So they will work on things all year round. So they'll have a team of cosmetic chemists and then we've got eight people in our product development team, plus me, who then work with them on each individual product until it's what we think is ready for launch.

And I don't think, do people understand that there's one manufacturing location that pumps out 20 different brands? I do. I don't know Most people know that.

Yeah, I don't think they do, but.

So how does it work?

So when you go to, I mean, there are probably. I've found about 15 suppliers around the world that are kind of the elite ones and they make, they make products for all of the luxury brands and some of the non luxury brands as well. It really depends what the formulation costs, how much technology is in that formula. But you'll see, and I'm sure that you have noticed some similarities between products even just shopping in a retail environment. You'll notice a bronzing powder or highlighting brick or a shimmer. Brick or a shimmer. You know, they look exactly the same. That's because they are. So they come from the same place and they're just in different packages. So we generally will go to the labs and once a year or so and sometimes they visit us in between with their new stuff. But usually once a year or so they'll have an open house and they invite all the brands in to look at their new stuff. And we're all there on the same days. So you'll see the teams from other competing luxury brands in the hallway next to you, but in a different cubicle, and then they'll bring in the merchandise and they'll show it to you. And in other, you know, there are some labs that do it like that because. Because it's an open secret in the beauty industry that we all, you know, shop from the same buffet. But other labs will kind of shuffle you in somewhere a little bit more secluded and then they'll have another client in a different room so that you're not all seeing each other. But no one really cares in the industry. Behind the scenes we all see each other.

And this is the same way in the apparel business too, correct?

Yeah, I think there are many manufacturers that, you know, so for this, different brands.

So it really comes down to consumers are paying for the marketing, the packaging, yet the product is exactly the same, just at different price points.

Often, yes.

Yeah.

And especially luxury. Now there is. So there will be a difference in quality between a mass eyeshadow stick or a mass lipstick, which will have probably cheaper oils. Right. Not. Not necessarily as fine of a pigment. So if you get a mass lipstick, it may not have a great texture like a luxury quality lipstick. But the difference between those two lipstick bullets, the mass one might be 17 cents and the luxury one might be $2, but it's still $2. And then you put, you know, then you put a package on it and then you put a carton on it. And then it might cost $3.50 and it'll retail for 40.

It's unbelievable. It is.

It is.

Okay, this is painful.

So I know it's shocking. You think, oh, my God, I. Oh, my God, I've spent so much money.

Right? Because in your mind, you're immediately thinking all of these numbers that, you know, I had just thinking that one example you just had $40 for something that cost $3.50. You know, in my mind, I'm thinking it's literally throwing money out the window. And I just think of my son. It's so ridiculous. You know, obviously, once you're a parent, you think of that. I could have been putting that money in a savings account for him instead of throwing it out the window.

You know, as long as it's great quality product. I think that's what was so important to me because I love my luxury product. Right. And I like high quality skin care. And so I still wanted to ensure that it was the best. I know what the best is.

Yes.

So when I started, first of all.

Your skin is so good. I want to testify to that. Your skin's amazing.

I did use that Uber youth mask last night.

It's working for you.

I fell asleep with it on.

That's what you told me to do with it.

Yes.

I wish I had. I had two in my luggage and I used one last night because I was feeling a little tired. But we'll get you one.

It worked.

It works. It's really good. Wait, I forgot the question. You get really excited about the product.

I was talking about how we were just throwing. I was throwing money out the window.

Yeah, but you still want the good stuff, right?

You do.

I don't want to downgrade in order to save money.

Right, exactly right.

I want to get the. I want to go in that factory. I want the insider deals. I want to go in the back door and be able to get it from the best place, but without all those layers in between. And that was really the joy of, you know, leaving that factory one day. And real. I actually left a factory one day with a whole bunch of samples. Walked into the Sephora in the Milan train station, saw a product that was in my bag of samples in a package for €60, and thought, oh, my God, if only all my friends and everybody I know who loves products could come here with me and get these samples. Right? And so that was like, one little point of light where it was. This is the fun part. The fun part is going to the labs, making the product, doing that product development back and forth. The fun part is not dealing with the retailers worrying about your margins, seeing if you can squeak out another 20 cents so you can pay your electric bill. That's not the fun part. And this is my fifth business. I want to do the fun part now. So for me, being able to do this, find these beautiful things, right, make them available to everybody, be totally transparent about it, go out and search and do what I love without all the other stuff, which I don't love.

It's ideal.

It's like a fairy tale for me.

Right. That was an epiphany moment for you when you had that bag of samples and you thought, wait a minute, I could give everyone this access that I have. Yes.

And also when I refused to buy a moisturizer in the Hong Kong airport despite knowing that my face. I was going to be in a factory doing shoes in Shenzhen for two weeks, and I just couldn't do it. I couldn't pay the markup. And that's kind of extreme, but I just thought, what a racket. Why should. You know, I'm not paying this. And then why should anybody pay this?

Well, that's what I feel now. I need this information. I needed this company years ago. I'm so glad that you're finally here.

Yeah. Sorry it took me so long.

Well, you've been a little busy. You've been kind of busy. All right. So what do I do when it's my girlfriend's birthday and I want to get her products at a discount?

So we've actually just started to make birthday boxes and, you know, things that we put together for people who are members who can then go and buy a box. Box of products for their friend and send it to them for their birthday.

How much would that cost?

What? You could. We're doing them at different price points.

Like, give me an example of a.

Price point if you want to look incredibly generous and have her totally freak out. Probably 49.

You're kidding me.

No.

This is insane.

It is really good.

I mean, I think. I think I've spent that on a freaking mascara. Do you understand that?

Of course you have.

That is insane.

No, you would get a nice solid box of a whole of bunch. Bunch of stuff.

Like how many things?

Five.

And like what. What would be in there?

Anything. Right. It could be shampoo if you want to start a shampoo. It could be hair treatment. You could be a hair treatment that.

Is exactly like Olaplex, if not better.

Well, there's Cortobond in our hair treatment. And that's all I'm gonna say about that.

Well, I'm blown away because this is not hair repair. I mean, this is other level hair.

It's totally other level hair. It's amazing. And then we have fragrance, you know, from one of the world's leading noses. So he's done a collection of fragrances for us. Our candles. I mean it could be candles, it could be lipstick, it could be mascara, it could be hair, it could be body.

I mean, do famous people or rich people ever sign up for your program?

You know, all of our first customers were famous or not famous rich people pretty much because. Or very smart people. So when we first did demographic studies on who were the very first customers of Beauty Potter, who the first members in the uk, it turned out they were all lawyers, doctors, highly educated professionals and people who. They knew this already, kind of. Right? They know in their heads that they're paying too much for this stuff. But they still love their beauty products and they could understand. It's a little complex, right? It's like really, is this really happening? But they could understand it. And so they ran, read through it and they, they joined because they knew. Yes, it's true.

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What's interesting is they're the people that could actually afford the $150 one. But now, like that moment you had in the airport, it's on principle. Why would I pay that if for $40 I can get a whole set of amazing products sent to my house?

You wouldn't, you won't, you wouldn't. And once you go in, it's very hard to go back.

Yeah, but now my problem is how do I go to other industries? And now that I have this knowledge, it's like it's really it's mind because.

You'Ve got to find an industry, you know, beauty, I guess because I knew that the markups were so egregious. Right. That's an easy one to kind of disrupt, I suppose because there is such a crazy amount of money paid every month by women for this stuff that they can't really live without. Like once you run out of your moisturizer, you need another one.

I would pay in the airport. I don't even care what the number was I would pay because I would look terrible otherwise.

We need our stuff, right? Yeah. So. And we use it up and so it's a regular thing that you're going to go through a lot of. And there are a lot of categories around wellness and beauty where we can add tremendous value because that markup is so high normally. So I thought about other industries. You know, do you do with cashmere? Do you do it, you know, handbags. But I think you don't buy that much. Like I know how much beauty I buy. It's a lot now it's all beauty pie. But and it killed me yesterday actually when my eyebrow pencil ran out. How is that possible?

Look how much products you have. I can't believe. I know.

But I didn't have the eyebrow pencil and I have been on the road for about a week and a half and it's a micro one. Right. So they, they, you use them up pretty quickly. And I had to actually go buy one. It was 40 bucks and I almost killed.

You were livid. You.

Well, you just think, oh really, 40 bucks for an eyebrow pencil? I mean we have that eyebrow pencil.

And what does yours cost?

I don't know, three, probably four. I mean that's the same product that.

You just went and spent $40.

There's this from Korea. Ours is from Korea. Let's just leave it at that.

This is unbelievable. And I just hope people can understand. You need to go to the website. Tell us what the website is.

Beautypie.com like get a bigger piece of the beauty piece. So beauty pie.com and you go in and you can either just start shopping and it'll, it'll pop up. There'll be something that pops up that says do you want to add a membership to your basket or do you want to pay retail? So you can pay retail if you want to. I mean if you don't want to join right away, you can just buy stuff to see. But that would be foolish because you save enough in one product. But I pay for a year's membership.

You're addressing that. If there is that person out there that is skeptical or whatever. Yeah, I like that you address that.

Yeah, of course. Because some people think oh no, I don't want to get tied into it. But it's like, you know what, on one anti aging face cream you're gonna save $90. That's a year long member. You know, it's a membership for a year. Why wouldn't you. Because in that, in the rest of that year you have access to all of this other stuff.

Can you get Botox? You need to find a way to get us Botox.

But one of the peptides that we use from one of the Korean manufacturers, which is in the uber youth, it is a snap. It's called argireline and it's a snap. I can't now, I can't think of it. Of course, when you have to think of a word, it's a snap receptor reducer, so you can't quite squint or wrinkle as much.

And it's applied topically.

It's applied topically. It's only going to work temporarily, of course, but if you have to go, I'll take it. Yeah, I mean, if you got to look good for something, you put that on. It works for a little while. But it's really the retinols, right, the vitamin C, that's what works on wrinkles. Glycolic is really like a permeation enhancer because it takes all the dead cells off. So anything you put on top works faster, works better. So I say everybody retinol every day, all day.

But you're a skin expert your entire career. I mean, when you were running Bliss and founding Bliss, this is, you learned, this is what you did.

Yeah, I stared at faces and then I was prescribe products and I would see what they would, what they would do for somebody's face and I'd see them come back after a month and we would adjust if we weren't getting the results we needed. So yeah, I know the ingredients and of course I test them all myself.

Okay, so tell me, I have to say again, you have the best skin. So we go to the site and then what are our options once we're there?

Oh, okay, so you can either just go to join now and then choose a membership. Now if you're, if you just want to kind of dabble, you choose the $10 a month one. There is a three month minimum, but it's 30 bucks.

Well, you need to do something for 90 days to get results on anything. So yeah, it makes sense and it.

Gives you a lot of shopping power. So you can buy on your first month. You choose up to $200 worth of product on your first month. But then when you get to the basket, what you'll see is that all the markups have been taken out. So you probably pay, I don't know, 40 bucks.

So you show retail pricing?

Yeah, we show retail pricing. And then you'll see, you know, when the markup is Removed what you actually pay for it. But you'll see like a competitive product would sell for about this. And we actually legally have to go out and do competitive shopping to ensure that what we're saying that price is, is true. So we compare it and compare the ingredients to many other luxury brands on the market to ensure that we're showing you a good comparison. So it's all. And we actually go and audit that every six to 12 months. So it's always fresh. Although I think actually we undercook it a little bit because I think our quality is so high that it would be higher. And so you, you start shopping, you choose your things and then you check out and you pay the members price instead of paying. And then you pay your membership on top of it.

It's like a wholesale club, like Sam's Club or something.

Yeah. But better than wholesale because wholesale is usually 50% of retail. Right. We're about 20.

I didn't know that retail. Oh my gosh.

So it's even better now. We are thinking about doing something where you can just pay wholesale and maybe pay, you know, a fee once a year. But right now it's so good, you know, why wouldn't you just want to join? The way it is, you choose your membership. If you go onto the join page and you can choose either to go annually or you can go, you know, 10 or 20 or $30 a month, depending on what you need. If you're a total skincare junkie, you go for the 30 because that, you can then choose $400 for the products in your first shop. And then when you get to the end, you'll see that you only pay the members price, which would maybe be $80.

This is. It doesn't make sense not to do this. That's what I want people to understand. It does not make sense.

It doesn't.

That's why the smartest people. This is why the smartest people were signing up for this immediately.

Yeah, they really got it. It is. It's sort of mind blowing.

It is.

And so it does take. People just can't believe it's true. They think it must be a scam. It's like. It's not a scam. What the scam is is the old.

Is the traditional model into a store and buying something.

Yeah. And overpaying for it because you've got this brand on it. Or the, you know, you're walking into a store. So you're paying for those countertops. Right. You're paying for that lighting.

Yeah. And I, I just shared with you. I went to, I ordered a dress online. I went into, to the retail store to return it because they wanted to force me to pay a fee to mail it back in, which was ridiculous. And the man, it's horrible. They don't put the customer first, which is the antithesis of what you're doing. And then someone chased me out of the store to give me their card to say, the next time you shop online, use this code. And I can get a commission from it. That model, the store model is so broken. Yeah, it's so broken now. And what you're doing is, is completely disrupting that and giving the value back to the consumer.

That's what we should do, right?

Absolutely, yeah.

I mean, in the uk, of course, because we launched there and sort of tested everybody there. But people join and there's two and a half years later still, still going. There's a hashtag pie for life, because we call everybody PI. You know, like our pie members are just PI and, and they're hooked. Because it's very hard. Even if you run out of something, it's very hard to go in and pay retail when you know what that retail is made of.

Oh, that's disgusting.

Once you know, it's difficult, it's difficult. Now I get too, though, that one time, you know, there might be a treat or something you've read about that you want to go and try, and you can still do that. It's sort of like having Netflix, right? A lot of the best stuff is on Netflix now or on Hulu or an hbo.

Right.

But you're still just paying a membership for it. Now. We, of course, we're not streaming stuff. We actually have to have physical product, but you pay for that access. And no one's gonna say that every movie that comes out is better than what you can see on Netflix or hbo, because it's not.

That's such a great analogy.

And it's the same thing. So we have our, our labs or our collaborators are kind of like the directors of the films, right? And they're making their collections and you're streaming it. And so as part of the club, you pay your membership fee and then of course, you pay what they cost to make, but all the rest of it is gone. So it is sort of Spotify esque.

It's really amazing what you've done. And I just hope that this catches fire and that more businesses are, you know, heed this direction because people need to operate so transparent and put customers first and pass that, that back to the consumer. I mean, this is. I'm blown away by it. I absolutely love the company. I can't sign up fast enough and I just, I. People need to know how beautiful the products are. Because I think that's probably one thing. I mean, obviously you can go to the Instagram page and what's your handle?

It's beauty pie.

Beauty pie, yeah. So you can check out the products there and actually visibly see them and see feedback. Right. Reviews. Which is important.

Yes. There's tons of reviews on the site. So you can just see what other people who've, you know, shot shopped for that product and used it. Think about it. And of course, we never, you know, some people filter their reviews. We've got. It's the good, the bad and the ugly. But it's pretty much the good, actually. The great, the good. Not too much ugly.

No, no.

But you're always going to have one or two people who think, well, I don't like this.

Of course there's a hater.

This is a hater.

But of course. But if you didn't have a hater, it wouldn't be a problem.

Was not right.

Totally.

Yeah. No, it's. You're right.

I left my one star review of my book up there. Heck yeah.

What? Who is so rude?

A hater?

They just don't get it.

You might know who the woman is now that you saw the TED Talk, I'm gonna. Anyone that leaves a review with a ghost face, you kind of have an.

Idea who that person might be.

Yeah, no, but I, I totally agree with you. Leave the hater reviews up there, but you're gonna see the great ones because the products are amazing and what you've done to innovate and disrupt this business.

Is so exciting and it's super exciting for the women.

I'm so excited for me.

I have to be. So I'm excited for myself. I mean, I have to say most of the products are that, you know, I open Bliss because there was no friendly place to get a facial and my skin was bad. Right. So that's why I started doing that. I did Soap and Glory, actually, because I wanted sort of design a quality stuff, right in bath and body for an affordable price. I started flip Flop because I didn't have any time to exercise. And when I was walking my kid to school before I walked to the office, I thought, let me, you know, get sort of more yoga. I bought this. I want to align my spine. I want this to work a little bit more for Me, this is all I've got. 20 minutes every day. I want to make it work for me the best a shoe could. And then when I started PewDiePie, it was because I just didn't want to have to pay retail. And I used a lot of beauty products, and I thought, if I'm gonna like this, everybody's gonna like this. Like, who wouldn't want to do this? And that's kind of usually where all my ideas come from. They're really for me. And then I just gotta hope that enough other women come along.

But you're solving a problem that is so apparent and needed. But now what you had was you had that backing of that expertise and that other people didn't have, which is why this is so.

This.

You were born to do this.

I think I was.

Oh, I'm so excited. Thank you for doing it for me.

It's a pleasure. I'm really glad to be doing it for you.

All right, so Instagram website. Where are we sending everybody?

Beautypie.com for the website? Beauty Pie is Instagram. Beauty Pie is Facebook. And of course. Well, we should do something for your listeners.

Yes, we'd love to do things for my listeners.

Should we record that now or should we think about what it is Confidence sent me. What should your code be?

Confidence. Of course.

We could put Confidence as the code.

Absolutely.

And then people get their first month free.

They get the first month for free. I love it. I love it.

Yes. Yeah.

Okay, let's do that.

Let's do it.

Confidence. We gotta set that up. That code is not live yet, but neither is this.

I'll hold the launch date for you.

We can do that.

All right.

Okay.

Well, thank you for empowering everyone, everyone. Thank you for being so transparent and leading with. Leading with confidence. And thank you for saving me money.

I'm very happy to be saving you money.

It was amazing to meet you. Thank you for being here. So excited. All right, stay tuned. So innovation and disruption does not stem from nowhere. It stems from being thoughtful and putting a focus on how can we change things, do things differently. And one great way to do that is exposing yourself to new knowledge, new interests, new talents, and through different teachers. And that's why I think it's such a great idea for you to check out skillshare. Skillshare is an online learning community with thousands of amazing classes covering dozens of creative and entrepreneurial skills. You can take classes in everything from photography and creative writing to design productivity. So much more you can't even imagine. So whether you're returning to a longtime passion project. Challenging yourself to get outside of your comfort zone or simply like me, trying to innovate and disrupt. Skillshare has classes for you. I actually just took the class on how to use your iPhone to take better pictures. I had no idea how much. I did not know the capability of the iPhone. But of course, why would I know that? I've never taken a class on it before. I never thought I had the time to do something like that or could afford it it. But thank goodness for skillshare. It gives you an opportunity to study and learn at your own pace in your own home, whenever you're ready. And lifelong learning is definitely an important part of my life. That's how we can open our minds and grow. And when you can do it at home and do it on your own timeline, why wouldn't you do it? Join the millions of students already learning on skillshare today with a special offer.

Just for my people.

Get two months of skillshare for free. That's right. Skillshare is offering Creating confidence listeners two months of unlimited access to thousands of classes for free. To sign up, go to skillshare.com confidence again. Skillshare.com confidence start your two months for free now. Skillshare.com confidence. Get going. Giddy up on the learning. We gotta get moving on that. So I hope that you loved Marcia as much as I do. I think she's such a phenomenal woman. I'm blown away by the disruption that she's brought to the beauty industry and she's challenged me so much to look at how else we can disrupt, how I can disrupt. And it's really. I've been constantly thinking about it since I met with her. It's actually kind of entertaining. I keep bringing her up everywhere because she's just. She's so special. So definitely check out Beauty Pie. And she also gave everybody a free month for all of our confidence listeners. So it's. The code is Confidence at Beauty Pie. Go to the website, check it out. You get a month for free and it's definitely worth it. The products are unbelievable. I completely switched now and now I'm a Beauty Pie girl. I just have to tell you. So I want to get to answering some of the questions that I've received lately. I got a note, a dm. Hey, Heather, great job on Gary Vee's podcast. I'm a financial advisor and one thing I struggle with is asking people at the gym, etc for potential business. How long into a relationship should you wait before you ask, ask. So my answer is, never wait. You have nothing to lose. Of course that's my answer. He responds, I'm just worried about being uncomfortable and awkward. So this is what I said to him. What if they were in need of your help and you didn't let them know what you did for a living? What if they had a problem and were looking for an advisor, but you didn't know because you never brought it up? You would be letting them down by not letting them know. And you're making it about you. You need to make it about them. And that's one of the biggest errors I see or holdbacks I see around asking is that people make it all about them and they don't want to make others uncomfortable. But if you stop and stop putting the focus on you and start putting on that other person, it's really our job to share the knowledge and experience we have with other people so that we can help them. If you share what you do and they say, oh, I have no need for that, well, then, great, let's carry on, you know, move on. I just wanted to make sure you didn't have a need or if you didn't know someone that had a needle need, but then you can move on from it. Let's stop making it about us and start making about others, because then it's really paying it forward, giving back, and helping people, which I think everybody ultimately wants to do. So I had. I got a phone call from a friend of mine. We'll call her CeCe, for the purpose of talking right now. And CeCe called because she had just gotten a review at her firm, and she got the top review out of any employee in the company. Absolutely killing it. Had a banner year yet again. And found out she wasn't getting promoted. So it made no sense. She was so upset. And when I tell you, I just could hear the emotion in her voice, and she was saying, you know, I can't argue with this guy. I found out it's one guy that's holding me back. One partner, and he's the oldest partner. And I'm so upset. I'm just so angry. And it was just so highly emotional. And so the first thing that I shared with her for feedback was, number one, you've got to remove emotion before you have any conversation with anyone. Right? Because business is not a place to bring your personal upset to. You will end up losing whatever your goal is if you go in there emotionally charged. I know this from experience. I've seen it happen with others. It's happened to me before, but it's a rookie move to be fired up. So if you need to go to yoga, you need to go for a run, go out with your friends, you need to wait a few days. Whatever you need to do to get yourself calm and centered, you need to do that. So once you've separated yourself from the emotion, the next thing is you've got to deal with the ultimate decision maker. Who is that one person that's saying no and holding you back and you need a meeting with that person. You know, one of the ways that I approach things like that is if you don't have a relationship with the individual. I think in my mind, oh, this guy just doesn't know me. So he's got to get to know me. I need to get a meeting with him, sit down with him, let him get a little bit of time understanding who I am and how I want to help, how I'm going to be, bring value, you know, make it about him and get him excited about potential opportunities for me, like getting promoted within the company. So I want to stay with the organization. And when you have zero relationship with someone, they're not going to have any feeling one way or another towards you. So it's critical that you get that face to face time and get to know them a little bit. So I did challenge her to calm herself down first and then secondly to get that face to face meeting. But she kept going back to, you know, I just, he's so negative and he's not going to want to meet with me. And even if he does, he's. It's going to be an argument when we start using words like that. There's a lot of power there, right? We're putting out to the world that this is an argument and it's a challenge. We have to choose to see it a different way. This is a huge opportunity I'm super excited about. I've never done this before, met with someone that I don't know and pitched them on promoting me. I'm really excited to see how I can connect with this person so that they can feel how committed I am to the company and what a great job I'm going to do. I really want to put myself in their shoes, understand what their fears and concerns are, what their holdbacks are about, potentially promoting me so that I can address and overcome them while I'm face to face. The other thing I asked her to do was, you know, she's so committed to wanting this promotion and getting the promotion I said, and she said, there's no way he's going to say yes. He's dug in too much.

Much.

Well, even if we lower our expectations, why don't we do this? Why don't you go to this meeting with the goal of connecting with this person, getting to know them on a more real level, letting that person get to know you and really enjoy each other's company and sharing your commitment to the company, the organization, and to them as a leader. And why don't you ask this? Can you just think about this? Now that you had a chance to meet with me, would you be willing to just think about this for a week and could we have another meeting in a week just to have a conversation about what your thoughts are? Because here's the thing. It's kind of hard for someone to make a decision on promoting someone in a company. They've never even met them. I mean, that's. That seems a little harsh to me. So how can we soften these blows? How can we make it more human and get people to see us as for who we really are? And that starts with personal connection, one on one, you know, sitting face to face with someone and asking for a small favor. And that small favor could be, well, now that you've gotten an opportunity to get to know me a little bit, I know that you had some hesitations about promoting me right now. However, I would like to ask, is there any way you could at least give it a few days and think about it? Would you consider it? You know, and that way you're not trying to put pressure on someone to make a decision on the spot. You're not coming across as, you know, bull in a china shop. But at the same time, you're asking to change that conversation and take it to a different place. And. And I think that that's very reasonable. So hopefully that conversation goes well for her this week. I'm super excited for her because it is something she hasn't done before, which anytime you take on something new, remember, there is a very fine line between fear and excitement. And the more we choose to make it excitement, the better we're going to feel about it, the more optimistic and the more we are going to go for it. So I'm so hoping she goes for it and gets this done. So we'll see. I'll. I'll keep everybody updated on that one. But I've got to share something with you. I've been back to running again, which is the best thing in the entire world for me, and for my waist. But it is not easy because ever since I threw my back out, I have such trepidation around my hips and my back. So I have been using Theragun, which is a handheld, battery operated, professional grade therapy device that helps alleviate pain, improve mobility and enhance performance. And that's exactly what it's doing for me. It's easy to use handheld and it relieves so much tension, increases blood flow. You just feel so relaxed and good after you use it. And you can use it anywhere, on your couch at night. I use it on my son when he gets out of practice. I mean, it's designed by a chiropractor. It's therapeutic for all body types. There is no downside to this thing. And it's so small and compact. I mean you can keep it anywhere. It's just, it's a way to take care of your body yourself. You're empowering yourself to help yourself heal and it can treat every part of the body. I even do it on my son's feet because he's always complaining that his feet are sore. Theragun's triangle design allows you to grip it multiple ways so you don't have to strain to target hard to reach areas. It weighs about 3 pounds and it's easy to pick up. My 12 year old can use it. Whether you're an athlete, mom, business, professional, or all of the above, a person who experiences pain. Yes, check, check and check. Theragun provides a natural approach to improving your physical health and wellness. So even if you're just working out and you're feeling like, oh gosh, I'm really sore, this is the perfect thing. It relieves muscle soreness, whatever it is that you're struggling with, back pain, soreness, maybe you had a crink something in your neck from the way you slept the night before. Theragun is going to help you out. It relieves muscle tension, increases blood flow, range of motion, accelerates recovery. I mean, I don't know what else to tell you. It's really the bomb. And this is the URL. Check it out. Www.theragun.com confidence and you get two free attachments with your purchase because we love to give you free things. So thanks for being with me again this week. I'm so happy that you're here. Praying the talk comes out soon. Can't wait to hear what you think. And as always, if you DM me a screenshot of your review of the show, I buy you my video course Confidence creator for you as a big thank you Please share the show and whenever you promote it on Social, make sure you tag me so I can retweet, reshare and give you some feedback. And thanks as always. So thank you so much. I can't wait to see you next week.

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