672. How to Believe It's Possible for You, So You Can See It in Reality - with Jamie Kern Lima

Hey, everyone. You might be like me, where you listen to podcasts to potentially motivate you and also pull you out of a funk. And I know that this year has really challenged everyone's mental health. This last year has challenged everyone's mental health. So some of us are juggling childcare, working full time in our homes, fighting with our partners more than usual, potentially. And on top of that, many us are encountering unexpected job changes and challenges. It's a lot to handle under normal circumstances and especially during a pandemic. All of this leads to a huge amount of stress, which is why I'm so grateful for our partner Talkspace. You guys, I wholeheartedly recommend Talkspace for therapy. Talkspace therapists give you the support you need to feel your best. Talkspace has thousands of licensed therapists trained in over 40 specialties, including anxiety, depression, relationships, and more. You know, I'm so open about me having a ton of anxiety in the past and how debilitating that has been for me. Your therapist can help you set and achieve your goals, and I think that you'll be amazed at how much progress that you can make every single week. You guys, I am so glad that we found Talkspace to partner with. As a listener of this podcast, you'll get $100 off your first month with Talkspace. To match with a licensed therapist Today, go to talkspace.com or download the app. Make sure to use the code HAPPY H A P P y in all caps to get a hundred dol of your first month and show your support for the show. That's happy and talkspace.com.

Every single no turned into a yes. Some were three years later. Some were one year after the first no. Some were six years after the no. But they all turn every one of them into a yes and we create a great, thriving partnership.

Welcome to the Earn your happy podcast. I'm Lori Harder, founder of The Bliss Project, 3 Time Fitness World champion, fitness expert and cover model turned self love junkie, lifestyle entrepreneur and author. Each week I'll bring you a guest or a thought that will help you bust through your fears, connect to your soul, and get focused and clear so you can elevate your life, business and relationships. We don't wait until we're ready for someone to tell us we're good enough. We take what we want and we announce, anoint ourselves, get ready to earn, own, and unapologetically rock your happiness every single day. Are you with me? Here we go. Welcome back to the show. I can honestly say that without this Next guest. I am not sure if I would be starting my new company right now. She is the cheerleader of all women. She has so much belief in people. She has written one of my favorite new books. You guys, literally you have to read this book. It is a must if you want to do anything in your life. If you have big dreams. This just made me run through a wall. It is literally one of my favorite books of all time and I can tell you that this woman is going to ignite your soul on fire and remind you that anything is possible together. We also have a book giveaway at the end of this podcast. So you guys know that I love to give away books. We are giving away 10 of her books. So tune in to the end to find out what you need to do in order to get one of Jamie's books. So my next guest is Jamie Kern Lima. She's an American entrepreneur, billion dollar business success story, you guys, for women and everyone, anyone around the world, that is absolutely insanity. She's a champion of women, a philanthropist, culture shifter and highly sought after keynote speaker. She co founded IT Cosmetics from her living room, grew it to a top selling makeup and skincare brand, then she sold it to L' Oreal for over $1.2 billion in their largest US acquisition to date, making Jamie the first female CEO in L' Oreal's 100 plus year history. She's passionate about inspiring and mentoring entrepreneurs, building businesses, making difference in the lives of women and girls, and giving back in a big way. She's a passionate speaker and she shares her stories of inspiration, underestimation, overcoming self doubt, rejection and never giving up. She currently owns a part of more than 15 companies. She also works passionately with many philanthropic causes including Look Good, Feel Better where IT Cosmetics donated $40 million in product to date to help women face the effects of cancer with more confidence. She lives in Los Angeles with her husband Paulo, daughter Wonder and son Wilder, and of course two French bulldogs, Rainbow and Sunshine. You guys, let's get started. Jamie, I'm so excited to have you back on the show. It seems like yesterday. I'm so excited. And you know what is even more fun is like now this time I felt like I knew about you before for sure, but then I, I read your book. Oh my gosh. And there's so much to talk about about when a book first comes out and how you probably felt like releasing this book to people like, oh, I'm so glad it's done. You're so excited and then you release it how did you feel like when you first sent those copies out, knowing that people were going to write or read all about your life? And let me tell you, you. You share, like, everything, the whole vulnerable journey. So tell me how you felt, Lori.

I'm so excited. First of all, thank you so much for having me on and with your community. This book is, wow. It is like, 95% of it is stories I've never shared. Stories that are really about my journey of going from this girl who didn't believe in herself to learning how to believe in herself, from not trusting herself to learning how to truly hear your own intuition and trust yourself and going from not, well, I should say doubting I'm enough to knowing I'm enough. And this book is, in so many ways, not my story. In so many ways, it's like the story of so many people listening right now. And my prayer for them is like, I mean, it's packed. It's like, it's the best work I've ever done and the whole intention of the book. And I'm donating 100% of the proceeds, by the way. So my whole intention of this book is that everything I've ever gone through, failed at, succeeded at, struggled with, overcame that all of that can hopefully be of service to, like, everyone else in their own journey of going, like, wait, why am I getting so many setbacks? Why are people doubting my own dream? Why do I. Don't I feel like I have the support I need? Or, like, why am I struggling with doubt in my own head? Because that's me, right? That's been me my whole journey, and I figured out how to overcome most of it. There's still a couple things I still struggle with right now, which actually talk about in the book, too, stuff I've never shared before. So I am freaking out, to answer your question. But, like, I just. The way I'm And I share some stuff, Laurie, you know, I share some stuff like, that never come out of my mouth, right? And the thing that I keep telling myself is, okay, it's not about me. This book is about, like, every woman and every person who's ever been doubted, who has ever struggled with, like, that thought of, like, am I enough? Like, am I qualified? Do I have what it takes? And, like, how to push past and, like, break through, you know, that bs, frankly, that we tell ourselves and sometimes we hear from other people. How do you break through it and, like, step into all that you are and all that you're born to be? Like, when I Make it about that in my head, then I can handle barely some of the stuff I share in the book.

I literally like when I first got on here, I was just kind of telling myself, hold your shit together. Because I feel so connected to you right now after reading this book, because I'm borrowing your belief. And what I want people to hear is, this is so deeply impactful. Because I already, like, you are affecting my life so much already. Like, I'm going through some hard stuff in my company right now. Not in a bad way. This is a totally normal thing when you take on something super new. But you can feel very alone. And you can feel, you know, people can say things to you. Not they can. They're going to. They say things to you that can really shake you, and you can really, really question yourself. So I want everybody listening because I know that they are going through this exact thing. Like, the fact that you're. You are not sharing the things that you share in there for you. Like, you are not. Because I know it would have been easier to not tell those stories, but every time you told a story, I was like, oh, my God. Like, the fact that she has gone through this and is sharing this and is so, like, I can tell some things are still, like, raw in your heart, but you definitely want to share it because. And that's the why. And that's. This book is so powerful because you're doing for the reasons that you're getting, you know, all the criticism or you're being told. No, like, those are the things that encourage you to keep going for everybody else. And it's just. It's been such a reminder for me. It truly, like, when I tell you guys that it has been making me want to run through a wall, like, I feel so deeply, like, spiritually connected to, like, God, I feel very clear that women are all here, like, what we can do together. And I think your book is just gonna be such a beacon. And so I just had to share that. And hopefully people will go, like, I'm legitimately sharing it every day on stories. Like, please go get this book. It's going to change your life. Because it's changing my life. So I just had to tell you that right from the beginning in so many of the stories that you share in here, I don't even know where to start. But I think one of the biggest things that I want to ask you is just about the very beginning with the idea. Because if we're talking to everybody who listens to this podcast, people who you know they either have these big ideas or they already have these businesses. And with social media and everything out in the world, it's like we question ourselves. We think it's been done before. We compare ourselves. And I know that a lot of your story you share is about like following your authenticity and what you know is for you. So can you tell me a little bit about, you know, the beginning and how do we know and how can we get back to knowing why we're supposed to be doing this and get really connected, to keep moving and not compare.

2026 is the year that you launch your business. It's the year that you've become the boss. You become the leader. That idea that you have that has been eating at you forever that just will not leave you alone is going to come to life. Maybe it's something that someone tells you you should always sell or a store you've already designed in your head. And with Shopify, 2026 is when you finally make it happen. Shopify gives you everything you need to sell online and in person. Millions of entrepreneurs have already made from household name to first time business owners. Just getting started you guys. I use Shopify for glossy and I remember when they sent me my little shopping bag celebrating my 10,000 sales and I literally cried because I was so scared to take the leap. And I'm so glad that I did and that I use Shopify. It gives you all the tools to easily build your dream store. You can choose from hundreds of beautiful templates that you can customize to match your brand. Setup is fast with Shopify's built in AI tools that write product descriptions and headlines and help you edit photos. So marketing is built into you can create email and social campaigns that reach customers wherever they scroll. So as you grow, Shopify grows with you. You can handle more orders, expand to new markets and do it all from the same dashboard. In 2026. Stop waiting and start selling with Shopify. Sign up for your $1 per month trial and start selling today at shopify.com happy go to shopify.com happy that shopify.com happy here your first Cha Ching this new year with Shopify by your side. There are so many challenges to business that I don't want starting to be one of them for you.

And when you want more.

When you're starting a business, you need Northwest registered agent because you get access to thousands of free guides, tools and legal forms to help you launch and protect your business. And it's all in one place. You can build your complete business Identity with Northwest today. Northwest Registered Agent has been helping small business owners and entrepreneurs launch and grow business for nearly 30 years. They're the largest registered agent and LLC service in the US with over 1500 corporate guides. Real people who know your local laws and can help you and your business every step of the way. You can sign up for free account to begin managing your business hub with lawyer, drafted operating agreements, bylaws, resolutions, membership certificates, bills of sale and more at no cost. Northwest makes life easy for business owners. They don't just help you form your business, they give you the free tools you need after you form it, like operating agreements, meeting minutes, and thousands of how to guides that explain the complicated ins and outs of running a business. And let me tell you, this is life changing because I had no idea how much went into this. So don't wait. Protect your privacy, build your brand and get your complete business Identity in just 10 clicks and 10 minutes. Visit www.northwestregisteredagent.com Earn free and start building something amazing. Get more with Northwest registered agent@www.northwestregisteredagent.com earn free.

Yes. Oh, I love that question so much. Thank you. And you know, also just to share on your point too too, is that thank you for sharing what you just shared about how the book's impacting you. Because the thing I've learned is like when you just google my story out there and you see all the stories, like you kind of see like, oh, she was a Denny's waitress and like started with no money and built a billion dollar company, sold it for a billion dollars from her living room. But like all the stories kind of just talk about the headline, right? And I think when we see and which is part of why I wrote this book because I would get so many like DMs on Instagram with women saying like, oh my gosh, like you know, did you get lucky? Like was it easy? And like how you know all those things? And I'm like, oh wow. You know, when you see clips on other people's like articles they write or social or whatever, you really just get this glimpse of the outcome. And so your question about like how did you start? How do you know? I love it so much because it was. And part of why I wrote this book, by the way, is so everyone out there feels less alone in their setbacks and in what they're going through and can really wrap their head around it, shift their mindset around it in a different way that actually helps them see their setbacks differently and Helps them see them really as. As set up for all that is to come. And so, you know, for me, I mean, it's tough, right? So I thought, so many of us will have gone through this. I thought, oh, my gosh, I have this really great idea. I'm authentically going to try to solve my own problem. And if I pour all my money, my savings, everything I have into creating something that is. That works, that adds value, that could help other people, it's going to be huge. I thought, that's kind of all you need to do. And then I learned entrepreneurship or starting your own anything, offering your own gift to the world and your own talents to the world, whether it's as a painter, an artist, any type of creator, or your own business. Right. It's not that easy. And it was such a journey. And, you know, the first three years. So we poured all of our money into R and D and an advisory board. And I just thought, okay, once the product's ready, like, it's going to be huge, and maybe we'll be able to finally afford to hire people, you know, to actually be on our team and all those things. Because we were scrappy in our. When I say we, my husband and I wrote the business plan on our honeymoon flight and both quit our jobs and just dove all in. And I didn't realize that from the moment we launched the business, it would be three years before I could pay myself. I was literally eating those dollar hot. I don't know if you've ever gone to Costco and they have like, the food stand outside and you get dollar hot dogs.

Oh, yeah.

All right. Right. Like, I mean, they're good. So that was a bonus. But I'm like, okay, what's a dollar right now? What? It was like that mindset for three years.

Wow.

And couldn't afford to hire anybody. And so many people out there that are creating their own thing right now might relate to this. But, like, I use my middle name. My middle. So my name is Jamie Marie Kern Lima. And so at some point, I'm like, okay, I can't just pitch myself to the press. Trying to. I mean, I can, but, like, trying to get press. I wanted it to seem like a real get. Like, the interview is a real get. So I was like, so Marie got her own email address. Maria. I mean, mariasmetics.com and Marie would email like, Good Morning America and, you know, everybody. The Ellen show, everybody. And be like, great news. Our founder, Jamie Kurt Lima, is available for an interview. And we have a New product launching. And anyways, Marie hustled her. Like, she would do everything, and it was like, oh, my gosh, it was like the most embarrassing stuff, but it's like, you've got to do what you got to do, and you're small and, you know, we sent our product out to. To so many retailers, and it was three years of no's, every single one of them, like, brutal no's, some of them, you know, and there's a couple things I learned that, had I learned sooner in my journey, would have saved me, like, a million nights crying myself to sleep. And the first is because our positioning was really different because, you know, not only did we have, you know, really, you know, we had products that really worked, but I was headset in my soul on using models that represented real women, right? And at the time, this was, you know, 10 years ago we launched. And at the time, you know, YouTube wasn't big yet. There was no people taking their makeup off, nothing. All you really saw was, you know, overly photoshopped images in magazines and on television of women that, you know, you don't even know if they're wearing the product they're selling.

Totally.

And it's not even real, right? And I just had this moment if we. If we have a chance to talk about, like, how to know your why and all those kind of things applicable to everybody. But when I did, like, when I dug deep, deep, deep on my, why was I doing what I was doing? How did I get back up every time I got knocked down for three years of no's? Like, my why wasn't just, oh, I want to create a product that solves my own problems because I have rosacea, which is the hereditary skin condition, and no makeup would work for me, right? Which is, like, part of why I started the company. But, like, it wasn't just like, oh, I want to launch this product to help everyone else too. Which I did want to help everyone else, but, like, that wasn't a deep enough why to keep me going. Like, my deep, deep, deep why, which a lot of people make this mistake. I think they just kind of create their mission statement and they kind of get a why behind their goal or their dream. And it sounds really good, like, oh, I want to pay my kids way through college, or, oh, I want to buy a house. And those are great whys. But at the end of the day, if it's not emotionally just deep, like, to the core of you, it's not a powerful enough why. And you've got to do the work of just peeling back those layers because it has to be so powerful that you'll keep getting knocked up every time you get knocked down. You'll keep eating dollar Costco hot dogs if you're blessed enough to have Costco for you, you know what I'm saying?

Because they're still kind of good. It's easy to fall back on that, right?

And then when you can eventually afford like that freaking, what is it, Berry? Sunday? It's like a great day, right? It's another dollar. But anyways, the wise guy be so deep. And for me, it wasn't like, oh, let me just create a great product. Let me help other people. Although I wanted to do both of those things. It was like, oh, these images. I had this huge epiphany when I couldn't find makeup that worked for me. And I was like, why? I'm like, oh, wait, I've never even seen images that look like me. And I realized, like, my entire life, from the time I was a little girl growing up, every time I would see an image of beauty the beauty industry would put out there in magazines or on television, I would aspire to look like that. And they always made me feel like I wasn't enough. And it was like, okay, you know what, let's change this. Like, let's. Let's change the narrative. And so for me, you know, the why, of course, was launching great products, but the deeper why was like, let me put out images of real women as my models, calling them beautiful and meaning it. And I'm going to do it for every little girl out there who's about to start doubting herself and every grown woman or person who still does. And that why was like, okay. That's what kept me going and going and going. And here's the thing I learned that had I known sooner, would have saved me so many nights crying myself to sleep is like, okay. When I'd walk into a Sephora or a department store or anywhere and they told me no and that, like, you know, these type of images and models don't sell products and all those things, like, the packaging wasn't high end enough. I got that feedback a lot. They wanted it to be really gorgeous and beautiful and very high end. And I'm like, okay. But like, you know, this is for every person. Lots of people can sit it on their vanity and know that it's pretty, but never actually use it because they're scared to you, right? How many times do we buy, like, something and it's like, this Lipstick, it's so beautiful. And we're like, we only use it sometimes, right? I'm like, oh, no, I want to be part of women's lives every day. And anyways, they all told me no. And what I realized is anytime you're doing something new or novel, and to your question, it doesn't have to be a new product or a new idea, but like, no one can do a product or idea the way you're gonna do it, right? This is for every person out there because a lot of people talk themselves out of their own dreams because they go, oh, this product's already been done, or oh, this idea's already. Nobody can do it the way you can do it. So guess what? It's never been done before. And here's the thing I'll say to every person out there is when you are authentically you, and you do it the way you're gonna do it, whether it's a blog, a podcast, a book, a product, whatever it is, right? So many experts are gonna doubt it because they're only used to seeing things. They've only ever seen certain things succeed, right? And if you're doing something new, then they've never seen it succeed before, so they don't realize they're doing this. And they call themselves visionaries and they are often in so many ways. But I've learned when it comes to, like, when you're doing something new, something different, like every other person is only going to see it through the lens of their own limitations and their own. And they're not going to know this, especially the people that pride themselves in being visionaries and experts, but they're going to see it through the lens of their own limitations and they're going to see it through the lens of what they've seen. Success, right? So I remember crying, like literally sobbing my eyes out after a big no in the Sephora headquarters. I didn't know what I was going to do. We were down to no money. I really thought it was going to be a yes, it was a no. And when I look back on it, I know it's because I was trying to do something that had never been done before. And a bunch of well meaning people who are awesome just didn't see how it was going to succeed yet. And it's like, okay, we've got to remember this because. And by the way, we can't take rejection personally when it happens. Whole nother story. I could talk to you for like 10 hours. I know.

How many podcasts can we do Today.

Oh, my gosh. So many rejections. This is so big. This is so big. I know this is off topic. Let me just share it in case someone out there needs to hear this right now. So many rejections. Like, oh, my gosh. And, you know, I got some painful rejections that even felt personal to me. I've done a lot of things wrong in my journey, more than I can count. One of the things I did right was every time I got rejected, no matter how bad it hurt me, no matter how rude the person might have been or how wrong I thought they were, I decided to never take it personally with respect to my relationship with them. Even when it hurt and crushed me, I would reply to them with like, it's gonna be a yes one day. And I can't wait till that day happens. And then I go home and cry myself to sleep. But what ended up happening, year after year after year of me doing this? And then, by the way, all those people that said no, we would get, like, finally get a Marie. Marie would get a big press placement. And so Jamie would then email all the buyers that said no and be like, look, we just got this coverage in this magazine, and it was a continual mindset in Jamie's mind, this is going to happen. Sephora and Ulta and QVC and all the departments, this is going to happen. And what was cool about this is when you fast forward, Lori. Every single no turned into a yes. Some were three years later, some were one year after the first no, some were six years after the no, but they all turn every one of them into a yes. And we created great, thriving partnerships. And I look back and I'm like, oh, gosh. So I could talk for 50 years about the stuff I did wrong, but the one thing that's really hard to do because we are human. And when somebody says something that hurts us or they reject us, it sucks and it hurts. And it's very hard to separate how we feel personally from what is the right move professionally. And that would be one thing that the millions of things I did wrong, one of the things I did right that allowed us to start thriving in every retailer was that I nurtured the heck out of those relationships. And I decided they were gonna want us even if they had no intention of wanting us. One day.

Too many people finish their workday feeling frustrated, drained and unfulfilled. I know that. I have experienced that myself. And the good news is, it doesn't have to be this way. And you don't need a new job. To fix it. Patrick Lencioni, author of the Five Dysfunctions of a Team and more than a dozen other bestsellers, created the working genius assessment to help you pinpoint the kind of work that gives you energy, the kind that lights up, and it also shares the kind that drains it. So over a million people, including me, have taken it and completely changed how I lead and show up every day. If you're a CEO, an entrepreneur, or someone who just wants to level up in business and in life, working genius is going to give you the clarity and confidence to operate in your strengths and find greater joy in what you do. Because confidence isn't pretending to be good at everything. It's knowing where you're truly gifted. Take the working genius assessment today and get 20% off with code earn@workinggenius.com that's working genius dot com. You'll be glad you did it.

It's so. It's so good. And those are the moments. It's like the, the dis. The decision making moment where you decide how you're going to react is literally everything. And I watched you turn it into something positive all throughout your book. So I want to talk about that because there was a, you know, I think there was a big moment in your story when I was reading your book and I've heard you talk about it before, but I really wan. I want to mention it here because sometimes we don't realize that we're putting these experts on a pedestal. And also there's parts of our past story that we're really looking for somebody who sits in a position like that to validate us. And everybody needs validation in some form or another. But sometimes we hinge it so much on these people. And I know that you just. The idea, you guys, before I set this up for Jamie, like to even get these different meetings where you go and pitch your product like, it is so nerve wracking and scary. And you also have to try to be authentic while you're selling and sharing why it's amazing. And you're just like, it's a very confusing, like, day. And it's a bit, you know, like, nerve wrack. It's very nerve wracking. And then to have someone sit across from you and like, reject you in front of a bunch of other people and to have them say, I can't remember the person's name, but I'll have you share it. When they said that people won't buy makeup from a person who looks like you. And that to me, just like I felt that pain in that moment. Can you share that story?

Yes, of course. Oh, gosh. Yeah. Rejections are painful. And how we show up authentically and put our own knowing, our own gut, our own truth, our own faith on a pedestal instead of the experts or the person we want to invest in our company or the person we finally met after reading their books for 20 years or whatever it is, right? I've learned so many tough lessons on this. One of my best friends, Natasha, would always tell me this. I would call her crying about another no at Sephora and she'd be like, and she's one of my strongest prayer warrior friends. So she would always say to me like, okay, first of all, the only person you should put on a pedestal is God. Not like the head of Sephora right now. And he would just call me out on it real quick. And I'm like, you're right, you're right. And I would try to stay in faith. But it's really tough when the rejection is personal. I mean, probably one of the most painful rejections was, you know, we were in a space in our company where we got to where we, you know, still couldn't hire anyone. We're working 100 hour weeks. We're finally starting to get some traction online by real women and men, like posting their own before and afters. We were growing, but all the retailers were still saying no. But I'm like, okay. I just, every time I was down and didn't know how we were going to make it, I would check in with my gut and just try to go, okay, God, am I on the right path? Because I don't see any proof around me that I am. Like, everybody's saying no. I don't know what we're going to do. Are we going to lose every penny we have? Right? Because we got down to under $1,000 in our bank account at one point, which was combined personal and company bank account. And it's really hard. And every time I would try to get still and break through that clutter of my own self doubt and my own mind and I would check in with my gut. I always felt like I was supposed to be doing what I was doing and to keep going when we know that is hard because you start, you know, there's no proof around you that you're right. Like your friends and family are getting a little worried about you, like all those things, right? But then you keep checking in and you're like, I just feel in my truth, right, that this is what I'm supposed to be doing. And I kept feeling that. And then we got a big call from a potential investor. I was like freaking out because they, this particular private equity company had invested in tons of the consumer products that even some pre revenue. But like the ones that many of us shop at the grocery stores at or department stores, they've taken tiny companies and made them really big household names. They saw what we were doing and loved our product, thought it worked, all those things. And so we started taking meetings with them. And I was like, oh my gosh, Lori. I thought this was going to be huge. Because I was like, okay, okay. It's been a couple years. I keep getting no's from everybody. Like if they invest in our company, A, I'm not going to go bankrupt, B, maybe they have poll and they can like get us into some of these retailers. And I'm like, so we did several meetings. We went to the diligence phase, which is when we have to present budgets and forecast and all that kind of stuff to them. And it got down to the final meeting and I just thought for sure it was going to be a yes. Paulo and I flew to their offices and. And I'll never forget, I was standing about 3ft away from the head guy and he says to me, so we wanted to meet in person. Thank you for all your time, tell you we love your product, but it's going to be a no. We're going to pass on investing in it cosmetics. And I just remember it was like a punch to the gut because I didn't know what we were going to do. And I said, okay. I was super used to hearing no by that point. So I said, okay, can you tell me why? Like, could you give us any feedback? And because, you know, feedback's always a gift. And I'll never forget, he said, do you want me to be honest with you? And my husband's right next to me. And then this guy was about three feet from me and I go, yes, please, definitely be honest. And he says, well, I just don't think women will buy makeup from someone who looks like you, you know, with your body and your weight. And I remember watching his, like it was almost like a movie of slow motion because I remember watching his mouth move and like these words come out. And it was like this lifetime of battling, like body doubt and self doubt, like flooded my whole body all at once. And it was almost like I was like looking at him and it was like I was looking at my own fear staring back at me. And it was the Craziest moment. And I knew deep down inside. I remember getting this gut feeling so strongly deep down inside that he's wrong. But I also knew that if I was ever going to prove that one day, I'd have to also learn to believe it, actually believe it for myself. And I thanked him for his feedback. And listen again to what I shared earlier. I could have gotten super pissed. I could have been like, f you like all those things, right? I didn't. I said, thank you for your feedback. I appreciate your honesty. Because here's why. The reason he was passing on investing in my company was like, the whole reason I made my company, right? It was like, he's a victim, just like all of us. Or a witness maybe is a better word of us all. Growing up seeing these unattainable images of beauty, thinking that's what you need to look like to be enough to sell products. All those things, right? I was like, oh, wow, he's passing on my company. Like, it just drove me going. This affects everybody. To try and shift culture around inclusivity, around the definition of beauty in the industry. And by the way, just to add this fun thing, fast forward a couple years later, five, six, seven years later, when we sold our company for $1.2 billion cash to L', Oreal, their largest acquisition in history, I got an email from him and he, congratulations. I was wrong. Wow. And by the way, had he invested, it would have been the most successful investment his company's history.

Wow.

But it's okay. I mean, I look back, there's so many, and oh, oh, I'm going to get all hyped for talking about this because I know you'll understand this. Lori, with light pink and with everything you're building, here's what's so great, you guys. Anyone listening to this? Oh, my gosh. Okay. Or watching this? Who deals with rejection and people not believing in you sometimes, like these no's that we get, These no's are actually serendipitous grace wrapped in this label called painful rejection. Right? Because had he said yes, we were so small, we had no money. Had he said yes, then I probably would have sold him a ton of my company for, like, almost no money.

Yeah.

And then nothing would have happened the way it happened. And it's like, thank God he didn't think people would buy makeup from me because of my weight. Right? Amen to that. Because look at, like, it just so. But it's so hard to see it when we're in it. You know what I mean? And that's when it comes down to your question of do I put this dude on a pedestal just because he has created a ton of amazing companies or do I put my own intuition and faith and belief on a pedestal because it keeps telling me I'm on the right track and I'm supposed to be doing this right. And that's what it comes down to sometimes in life is making those decisions. Because most ideas never see the light of day, most companies never last. And I think most of the time it's because people let self doubt get in the way, right? Or they quit because it's too hard. And a lot of times it's really not too hard, it's just too hard to bear when we don't have the right mindset about how to handle rejection and to expect it, about how to handle no's and to expect it, about how to know when we're hearing our own self doubt in our head versus our own truth.

Oh my God, so good. And you know, you just made me have like, just an epiphany to like summarize it super easily for whenever that happens, like to me again or to someone else again, it's like a lot of times when these bigger decision makers don't understand. You wouldn't have a purpose if your purpose wasn't to help them understand like eventually, right? Like they're not gonna understand right away, but you're like, if they don't understand, it actually means for the most part that you're probably onto something that needs to be understood that just isn't understood yet. And I'm like, they just don't get it yet. So we're good. Like they don't. So it really is kind of like a knowing of your. I want to ask about just that trust and that, you know, intuition mixed with faith. Because I think it's all three things really together. You get, you get intuition, but it's also this feeling of like, you know, it's going to require a lot of faith and maybe a lot of, you know, energy or strength or wisdom or magic or whatever you believe in to come in and help you. So what, how is it that you like, how do you tap into that daily? Like what is that for people? Maybe when people don't believe in them or don't understand? Like, is there something that you did to kind of keep going?

Yeah, yeah. And I think like tapping into that inner knowing, that intuition, I think it's a universal thing we all have regardless of if we have any particular faith or no faith, regardless of if we call our creator God or Jesus or love or the universe, right? I think that we all have this internal knowing and this deep, you know, intuition, this gut. And I think that most people often, like, haven't heard it ever, or haven't heard it in a long time because the noise of everything around us, of everyone else's opinion of what's going on on social media and following into that fall, into that comparison trap, all the stuff around us, who's doing what, who's fighting on the news, all these things. It's like, it's so much noise that it's so easy to go through life on autopilot, never even learning how to turn down the volume on everyone else and turn up the volume on that voice deep down inside. And, you know, intuition and learning to trust our gut is a journey, right? It's something that we build on over time. It's something that every experience we have makes that foundation of intuition stronger. But it's something all of us have, and it's so important. It's so important. One example, there were pivotal moments in my journey when I had all this outside noise actually telling me specifically what I need to do to have success. And yet I kept getting this internal gut, like, oh, no, that's not right. And this is really hard when we face those situations. And by the way, sometimes this happens when a parent is like, you need to do this. Like, oh. Because we all, like, somewhere deep down inside, most of us want to, like, make our parents happy or we want to make our partner happy, or we want to make our friends love us, whatever it is, right? And it's hard to do that when they're telling us one thing so passionately, but our truth is telling us another, and we feel it, right? Or another example, the dude you're dating is shady, sketchy, lying. We know. We know. How many times are we like, oh, his phone probably did break. Like, oh, just fell asleep. He didn't disappear. He was just tired. Like, okay, we know. Same thing in business, right? So it's like, how do we actually learn? Hear it, and then put our faith there instead of all this noise, right? And it takes practice, and it takes intentionality. We have to really. Oprah always says, get still, right? Get still. How many times in our lives are we ever still? I mean, even when I meditate in the morning, sometimes I catch myself, like, going through a to do list in my head or I can't, right? And it's like, when are we ever still? The times that I have gotten still are when my strongest knowing happens. And by the way, we can do this in five minutes a day. Just start that practice of going, you know what, let me put my phone away. Let me just go sit in a closet. Whatever you got to do. Right?

Right.

Let me just see if I can even hear my own intuition on something. Like, you know, for me, I pray and that's how I hear it. But everyone has. It does not matter if you have a spiritual practice or you don't. You can tune in and hear it. And when I look back at my journey and I share, oh my gosh, a billion stories in this book I've never shared before. And so many of them tie into going with this gut instinct. And how did I, and what did I do right and wrong? What lessons did I learn that hopefully can add value to everyone else? But you know, one of the biggest, pivotal moments in my journey was after three years of no's right from everybody, we finally got a yes from QVC. And what it meant was we had 10 minutes and one shot and that was it. And we were only selling two to three orders a day on our website. We were packing those boxes in our living room, shipping them out like we would drive to the post office, drop them off. That was our whole business. It was barely keeping the lights on. And we got this one shot and, and our first yes. Which is also a really crazy story that I share a lot about how that happened that I never shared before in the book too. But it was like this one shot in 10 minute window and we had to, it was a consignment deal. Okay. So we were only selling two to three orders a day on our website. We had to pay for manufacturer ship in to QVC over 6000 units of our bye bye under eye concealer to be able to hit their sales goal of what it, what we have to sell in a 10 minute window. And we had to, we had to sell that much in that 10 minute window and not come back.

We had one shot like without knowing if this would sell, either you had to spend all that money while not having money.

Yeah, not having money. And so, and, and, and you know, for entrepreneurs out there, never take, ever, ever take a purchase order. You can't afford to lose. It's just such a basic rule. But at this point we were gonna go bankrupt or, or we didn't know what we're gonna do. It was like we had no money left. And this was kind of our one shot, our big yes. And it comes down to listening to my gut, which I'll share in a second. But just to share, too. We had to get a SBA loan that barely covered the amount of inventory we had to make. And 22 banks said no. It was the 23rd application that gave us enough money to cover just that purchase order from qvc. And so everything was on the line, right? And if it didn't sell in that 10 minute window, QVC shipped it back to us and we wouldn't be paid for it, right? So we go out of business. So everything was on the line and it came down to this 10 minute window. We had one shot and I drove, I flew out and then drove in a rental car to the QVC parking lot a week before the airing. And I sat in that parking lot every single day, staring at the front door. I'm not sure why, but I just watch people walk in and out. And I knew the next time I walk through those doors, I'd be walking out with like, my whole life changed or I'd be out of business. It'd be one or the other. And I sat there a week out and I just prayed and cried. And the hardest thing, and this is probably one of the hardest decisions I ever had to make in my journey as an entrepreneur, was that we had hired these outside expert third party consultants and they all told me the same thing, right? And this is you guys, oh, my gosh, talking about authenticity and about putting experts on a pedestal. Like, they, they were great experts that helped a lot of people sell their products on TV and in stores. And they really know what they're doing. But guess what? They only know what they've ever seen work before.

Right?

So they told me, okay, Jamie, here's what you need to do. Use these select models, which all happen to be like early 20s, perfect skin, same skin tone, no skin problem, don't need makeup. Exactly. Use these models. And here's how you produce your show and all these things. And I would argue with them and say, okay, but like, if I'm, you know, 70 years old, sitting at home watching, and I'm looking at someone who looks like she's 12, like, how do I know it's going to. What is it going to look like on me? Or, you know, if there's someone who looks like I do with bright red hereditary rosacea or hyperpigmentation, and they're watching, how do they know the product's gonna work? And QVC is live, right? And this is the thing, Lori, that I was like, oh, my gosh my whole life I've seen these fake magazines and commercials. QVC is live. I can actually, in my head, I kept telling myself, like, oh, I can take my makeup off on live TV and prove the product works. I can prove on real women, all ages, skin tones, skin challenges, like live, the product works. And so I would tell them I wanted to do that. And they literally thought I was crazy, these third party experts. And so it's easy when we are passionate about our beliefs, but then it's really hard when you have everyone else telling you you're wrong and when you get one shot right. And I just remember sitting in that rental card just going, okay, like, I didn't have the option, trying it both ways. I didn't, you know, and I was just like, I just, every time I get still, right, I kept having this gut feeling like I needed to do this. Like this was my truth. I needed to do this. And so many times in life, Lori, whether you're launching a makeup company or you're deciding who you're going to marry, or you're deciding if you're going to launch your dream, right, we let everyone else's opinions and we let the proof we see around us talk us out of our own truth. And I just remember sitting there going, okay, these experts, like, I'm so tempted to put them on a pedestal. They've helped so many people. I want to, like, I want to do well, I want to succeed. I don't want to go out of business. But I sat there in that rental car for the entire week, every day alone, and every time I get started, still and really just say, okay, God, is this really what I'm supposed to be doing? Is this really. I would just have this knowing that I needed to do, I needed to stay authentic to why I started the company even though everyone had said no, even though there was no proof it would work. And even though now I had one shot with experts telling me to do one thing right. And I remember when the 10 minute. And by the way, the thing that happens when you truly get still is you start to have these ideas, right? Sometimes people get big ideas in the shower. It's because in the shower you're still. You have water coming on you. You're not, Right? Right. And we just, like, our magic can happen when we get still. And I just remember thinking, like, I had this moment where I would imagine who, who my customer was. Who is this, you know, person watching, who is this woman watching, this man watching, et cetera, like, who are they And I just remember thinking, like, okay, QVC is broadcast live to 100 million homes. And if I was going to get one shot on television, what is it I want to stand for, right? Even if people don't buy anything, what is it I want to stand for? And I just remember, like, imagining all different types of women and men. And one that always gets in my head is, I just imagine like a single mom folding laundry who has no time, has forgotten she matters, has forgotten she's beautiful, has forgotten she's worth it. And I just imagine her, like, looking up on her television. And even if she never buys anything, what is it I want her to see? And those precious few seconds she had to glance at her television. Like, I want her to see me taking off my makeup and showing my rosacea. I want her to see me, you know, showing all of our models. You know, Helen, who's in her 70s with, you know, Alicia, African American with acne prone skin, and Sheila with hyperpigmentation and Desiree with under eye circles and acne her whole life. And I want her to see me calling them beautiful and meaning it. I would rather have her be reminded that she matters and reconsider how she sees her own beauty and buy nothing than sell a shitload of product but stand for nothing, right? And I knew what I had to do. And I remember, but it's not easy, even though we know it's not easy. And I remember going into the building for the first, the one shot we had, and that clock started at 10 minutes. And then all of a sudden it's like, 9:59, 9:58. You're like, oh, f in your head, but you have to be really like. And you can't try to sell because nothing sells when you try to sell. And I just remember shaking like a leaf. I remember the moment my bare face with bright red rosacea came up on national television. I remember walking to our models that were real women of every age and size and skin tone and story. You know what I mean? And I just remember, like, there was like a. It was toward the very end of the song, maybe a minute left, and the host was like, the deep shade is down to 200 units. The tan shade is almost gone. The medium. And I was just like, oh, my.

Gosh, I think I would have cried.

I know. And I remember all of a sudden, at the 10 minute mark, the sold out sign came up across the screen. Tears literally started streaming down my face. And the host grabbed me. She's like, bring it in, sister. And she Gave me this big hug and then they cut the camera. And I remember my husband came rushing through the studio doors and I'm like, stop. And he's like, he looks at me and he's like, we're not going bankrupt. It was a mess. And that one airing turned into five. We got invited back turned into five that year, 101 the next year, 151 the year after that. And then for almost eight years in a row now, 250 live shows a year on QVC. And we went from hearing no from them for several years to creating the largest beauty brand in QVC's history. It is right now, at this moment, to this day. And I share that only because for everybody, that's part of your community right now, who's like, oh, I've been hearing no for three years, or I've been hearing no for a month. People get discouraged after hearing no's in a month. We heard no for three years. And not only that, the head of QVC Beauty, who's now a date. Dear friend of mine, he's retired from qvc. Like one of my greatest mentors, I'll remember one of the most painful no's I ever experienced. More painful than the dude, the investor who told me no one will buy makeup from someone with my body or my weight, Alan Burke, who. We finally got this big call with qvc and I'll never forget, I was pacing around in our office, which was our living room, and he said to me on the phone, he's like, we've reviewed your products with the buyers at qvc. It's unanimous that you're, you know, it's a no. You're not the right fit for QVC or our customers. And that no hurt me because I kept having that gut feeling, you're supposed to be on qvc, right? You know, we have that, that, that internal knowing. And we were listening to it, and then all of a sudden, like the head of all of QVC saying no. And it's like, oh, is our gut wrong? We start to question ourselves. Is our gut wrong? Right? Fast forward many years after we launched on qvc, he became one of my closest friends, dearest mentors, one of the smartest mentors I've ever had in my life. It turns out when he did say no, it was a gift because I didn't know what I didn't know. And we weren't operationally sophisticated enough to handle a QVC sized account, we would have failed miserably. But sometimes we just don't Know what? We don't know. And we just know we heard no, and it sucks. And he turned into one of my greatest mentors. And years after he retired from qvc, we actually hired him in a paid position on our advisory board. So the guy who rejected me was then working for me, right. And became one of my just best advisors and mentors. And so anyhow, it's like, no one can tell you you're not the right fit. No one. Someone needs to hear this today, Lori. Like, nobody can tell you you are not the right fit. Nobody can talk you out of your own truth except yourself. Right? So that's the biggest thing, actually this morning I was doing a morning walk and this big thing that kept coming to my mind is like, we all face opposition of some kind. Whether it's mean girls or our family or our inner circle that loves us but just doesn't get it right, or it's investors saying no. We all have opposition, but we also all have our calling and our purpose. And I believe your opposition cannot compete with your own calling. It just comes down to which one you listen to. And how do I listen to the opposition, which if it looked like armies on a field, the opposition was like 10 million people, 10 million soldiers. And the calling was like me. Eventually my best friend, one of my best friends who joined the company. God, Right. Like, guess what? Like, I believe we're all born with a purpose and a calling, and nothing can compete with it, except if we turn down the volume on our own calling and turn up the volume on that army of opposition. And for some of us, it's just a few people telling us no. In my case, it was years of like, if I put all the people that said no out in a field, it'd be a giant army, right? But it's like trusting. Learning to trust yourself is like, I think one of the most powerful differentiators. And the people who last, the people who make it, the people who stick with it and go after their dream, the people who end up painting the paintings they know they want to paint. It's the people who learn to trust themselves and turn down the volume on the opposition. And sometimes the opposition is our own self doubt in our own head. Right? So really learning when that's happening versus what our knowing is, is so important. And that's really why I wrote this book. It's, you know, I share so many of my stories and lessons in this book, but I wrote it because I believe every single woman out there like, and person and man knows like deep down inside that, like, you know, they're meant for more, but they still doubt it, right? Because we all do this. And it's like, how do you break through that doubt and step into the person you're born to be? And that's why I wrote this book, because I've been able to do that in so many ways. And then at the end of the book, the very last chapter, which only makes sense if you read the whole book, but the very last chapter, there's some crazy stuff in there where I'm like, listen, y', all, here's the truth. Here's why I'm still failing and here's what I'm going to do about it. But we're all on this journey together, right? This doesn't happen overnight, but it can happen. And when we learn to go from not believing ourselves to believing in ourselves, and when we learn to like, turn down the noise of other people's opinions and our own self doubt and the people that don't get us and the experts that say no, and we learn to trust ourselves, right? That's when I think we can all go from like doubting and being underestimated to being unstoppable.

Wow. I mean, there's so many things that I literally want people to get this book because there's so many things we did not even get to cover. Not even close. Because you do share so much.

It's a journey, every word of the entire. You know what I mean? Like, it's literally all the things I wish I knew.

It is. So like when I've been. I've been texting Jamie, you guys, and literally like trying to hold back because I'm. With every single thing that I'm reading, I'm like, oh my God, like, this is either helping me with this or I can't believe you went through this, or I had no idea. And you know, I think for even people who they. I don't want to give away your whole book, but there's so many things they're not seeing. Like very. You've got some life trauma that you. There's a decision making point that you share with us that is very. Like, we get to see the inside of how a very successful meaning, like how to come back from things quickly. Brain works. And if you want that. I believe that that can be learned by seeing other people and what they've done. That's why it's so important that women like you are sharing this so openly, is because when I see it, I'm like, You know, I'm no different. Like, we're all the same. We're actually all the same. So I think that's the most empowering thing that you. You have this thing about you that even though I can see all of the splendor that you are, I can. You also make it doable. Like, you make it so possible for me and every other woman out there.

You know, thank you for saying that. I think that, you know, for so many years, you know, being CEO of a business and all that, you know, this book is 95% stories I've never shared before. And it's, of course, professional lessons, but it's almost mostly personal lessons. Right? Because I think the personal lessons we learn in life impact everything, whether it's a business, anything else. And yeah, I mean, there's a whole journey in here I talk about with being surprised to learn I was adopted in my late 20s and just calling thousands and thousands of women and getting hung up on and what happens after that. And just also the whole journey of trying to have kids and not being able to for 10 years and the journey of the surrogacy process and the adoption process and going through it all and what that looked like, but really, like, the big personal lessons, which is like, through the surrogacy journey, like, I've always been like a kind of a lone wolf who kind of like prided myself, like, oh, I want to show up for all my friends, but, like, I don't need anyone because, like, I got this. Like, I thought independence and just doing it on my own and only depending on myself was like a badge of honor. And I was wrong. And in going through this process and needing to trust another woman to carry my baby, all these things and having the most incredible epiphanies in the process, I learned like, oh, no, life isn't meant to do alone. And I learned that sometimes when we pride ourselves on being a lone wolf and independent, it's actually not a badge of honor. It's actually a deep seated fear that we have deep down inside that we're not worthy of other people showing up for us. And I learned that that's what it was for me. And there's so many epiphanies I've had in this journey, personally and professionally, and a lot of them have helped me in stepping into all of who I am. And so it's my greatest honor. Honestly, it's the best work I've ever done in the sense of like. And, you know, I wrote it just from a pure intention to serve the whole book. And as you know, I'm donating 100% of the proceeds. And this is really, truly just my heart poured into a book that is, like, my greatest gift to share with every single woman and every single person on their own journey. Because the one thing I've learned through this, whether it's building a billion dollar business or this or that or, like, the greatest joy I have in life, Laura, you'll know this. The greatest joy I have in life is like, oh, my gosh, if I can be of service to another woman or person or champion them or all this shit I've gone through is in somehow a gift to someone else. So they fail less, they learn more, they cry less. Like, crying is great, but you know what I'm saying? Painful cry, painful cry less. That fills my soul in a way that nothing else can. And so that's really my hope and prayer in the book. The book's really for anybody who's ever dealt with doubt, doubting themselves, feeling underestimated, and, like, wants to break through that. So excited.

Oh, my God, you guys, it's so good. It's for anyone who breathes because you just share so many life stories. Like, I can't wait for my husband to read it. I've been reading it out loud to him in the morning. He's like, oh, my God, I need to read it. So he's super excited. I think you're gonna have, like, such a wide demographic because it's life. You really share about life and how it impacts the things that you do, whether that's business or whatever that is. So I'm like, I can't even wait.

For this to get out. Never shared about being on this first season of Big Brother before. I know.

I was like, oh, my God, I had no idea.

Or, like, what Michelle Obama said to me or Oprah. I got Oprah's blessing. She read it cover to cover, so everything in there, I got her blessing, or I would have never shared it. But, like, I taught. Wait, Okay. I know you've read 99.9 of it. You have, like, a couple pages left.

I do.

Lord, you're gonna freak out at the last. I. I'm. I'm gonna. I'm not gonna say anything. I'm gonna wait till I get your text, okay? Because you're gonna be like, no way. Like, great.

Now. Now I'm gonna read it right after this.

You might be embarrassed for me, too. I don't know.

But I'm guessing we all share that was the best part is even some of the parts that I read when I was like, I was die. I was like, felt embarrassment for you. I was like, also like, I've totally had experiences like this. Not this, but like this. So it just made me feel so seen that. I think it made me laugh out loud even harder. I was just like, you guys will die laughing. You will cry. I told Jamie I had texted her when I was reading it. And I'm like, I have been on the most emotional journey. I have laughed out loud. I have cried my eyes out. And I just did that on an airplane recent recently with your book. And I just didn't even care who was looking because I just wanted to be like, get.

Just read it, get it.

So anyway, so excited, Jamie, and as always, like love having you on the show so that people can also just hear you are just, you're so relatable. You're so like, that's something you've never lost. And I don't think you even have the ability to understand the impact that you make, which also might be some of your super authentic magic. I'm not sure. But it just, it feels, you know, you are, you are doing the mission that you came here for. And we're so grateful for it. Cause it's impacting us. So we've got some really cool stuff for you. Jamie. I. I know on your end you're doing some cool stuff with your book, if people purchase your book. So can we talk about that?

Yes. Okay, so it's officially coming out this week. This week.

So exciting. Yes.

Tonight at midnight. So it's officially shipping. So I'm so, so, so excited. And so we're doing one special for your community for launch week this week only. If you order the book, you can go to believeit.com and you're gonna get for free my first ever digital course I put together. Yeah. First ever. And just doing it for. Thank you for buying the book. And it's called Becoming how to overcome the things holding you back. So you're gonna get that for free. Plus I put together a 20 plus page workbook for you that you'll just download it. You get it right away for free. And when you order the book and you, it takes you through all the things on how to implement the lessons from the book into your real life. So I'm super excited. But it's just this launch week. So if you guys want that stuff, it's super easy. Just get it on believeit.com and if you love the book Please give it a review and please, oh my gosh, please share with me your thoughts. Also, I'm on Instagram Most Amy kernlima, and if you have feedback on the book, literally, like when I get texts from Lori and you know, my friends who read it, I cry because it's why I did it. You know what I mean? And so share with me, definitely your own stories and what you took away from the book and all that stuff.

Oh, my God. So cool, you guys. So definitely purchase the book. And we're also going to do a quick giveaway on this podcast. But here's what you're going to do. You're going to purchase the book because if you win the giveaway, you got to give it to your friend because your friend needs it too. I swear to you, I'm like, all of my friends are getting this book. I'm gonna be the best gift giver because this book is gonna rock their world. So with that said, you guys go purchase the book and you're gonna get her awesome course. And then what we wanna do is for the first 10 people who share this on Instagram stories, this podcast, what you're gonna do is share this exact podcast and your biggest takeaway, also mentioning the book and Jamie. And what we'll do is I will go back and choose the first 10 and I will send you a book. So Jamie's gonna be sending me 10 books that I'm gonna be sending to you. And that way we can see what your biggest takeaway was as well. And it can also help get the book out there so that your friends will read it too. All right, you guys, Jamie, I'm so grateful for you, like, beyond. I literally usually have so many things to say, but I'm a bit like, I have so much to say that all I can tell you is that you are one of the women who I can't wait to go back and write you a letter and tell you all of the impact that you've made in my life. Totally getting choked up. So I look forward to the day that I get to do that for you. So thank you so much and you guys, so grateful as always for listening to the podcast. And until next time, earn your happy. Bye, everyone.

Thank you.

Thank you guys so much for spending this time with me on the earn your happy podcast. I am so glad that you stopped by. If you could take one second to share this episode with someone you think would love it, that would be absolutely amazing and we would be forever grateful. Also, please leave us a review. If you feel so moved by going to itunes and leaving us an honest, honest thought and honest comment, tell us what you think, tell us what you want to hear more of it would really help us out on our journey to helping thousands and thousands of people. Until then, don't forget to earn your happy. Thanks again guys. Bye bye.