Infusing Creativity Into Business + Creating A Celebrity-Worn Jewelry Brand with Drew Ginsburg, Founder of DylanLex

This episode of Earn your Happy is sponsored in part by Shopify, Constant Contact, Cozy Earth, Airbnb and Open Phone. If you are ready to sell, you're ready for Shopify. Sign up for your $1 per month trial and start selling today at shopify.com happy. Constant contacts, award winning marketing platform is here to make marketing way easier and way more effective. Try Constant contact free for 30 days at constant Contact. Where would you live for a year if you hosted your home on Airbnb and went on an adventure? Find a co host@airbnb.com host. Sleep cooler. Lounge lighter. Stay cozy. Go to cozyearth.com and use code earn for 40% off open phone. No missed calls. No missed customers. Open Phone is offering my listeners 20% off of your first six months@openphone.com earn.

Rihanna, like, the singer, reached out to me on Instagram and was like, I need this.

Were you like, is this a real account?

Got to me looking at one of the cameras. I didn't have anything at that point. And I was like, holy, I gotta go. Like, I have to make something right in this moment. She's so talented and she now has, like, all of these brands because she really does sell a lot. But I remember I sent her pieces and she wore them, like, all week long, but with, like, sweatpants, with, like, whatever she wanted to wear. And I was like, this is it.

That's, like, your brand.

It was so perfect. It was like she understood, like, how these pieces were meant to be worn.

Hey, everyone. Welcome back to the Earn your happy podcast. Today's episode is another throwback, one of my favorite conversations. And you guys know that I've had this podcast for eight years. So if you're newer to the podcast, I have literally recorded over 1400 episodes, you guys. So I want to make sure that you don't miss any of these super amazing, juicy conversations that I have chosen just for you. Because I can't tell you about the wealth of knowledge that is in this full freaking catalog of throwbacks. I don't want you to miss it. It's truly what has changed my life and helped me on my journey of growth in entrepreneurship, in relationships, in personal development. And I know that these messages are going to hit you in the same kind of powerful way that they hit me. So I hope that you love this one as much as I do. And let's get started. Hey, everyone, welcome back to the show. Because you are my favorite human beings, I'm always gonna give you one of the best discounts that you can get on my beloved product. And when I say beloved, I really, really mean that. It is glossy, which is a skin and gut daily beauty supplement. And I think that you are gonna love it. I would love for you to try it for 30 days. You guys, if you are maybe struggling with bloating or skin or drinking your water, dehydration. It was ge. People who have big goals in life who really also want to feel good and look their best. And those are some of my major goals. So all you have to do is go to getglosi.com and use code happy for 25% off. And we know as entrepreneurs, which this podcast is all about going after your biggest, wildest dreams. And I'm here to tell you that you must. And all the ways you're going to do that, and one of the biggest ways you're going to support that is through your health. And it's these little rituals that make a big impact. It's the little things that are the big things. So you guys go and try this for 30 days. I promise you it's going to create a ripple effect in your life that's going to make you feel so much better, not to mention glowy skin. So getglowsey.com, use code happy. And speaking of looking amazing, I have one of my favorite fashion icons on here who's going to help us talk about running a business, pursuing your dreams, creating something that maybe you didn't even think was possible, and you love it so much that you want to bring it to life. And that is the founder of Dylan Lex, a jewelry brand that I am obsessed with. You can pretty much see me wearing one of her products, necklaces, belts, at any given time throughout the week. This woman has helped me elevate my own brand, my own style, and also just the way that I want to show up in the world. And what's so cool is that we talk about how we met, and it was a very special day with one of my besties, Lindsey Schwartz, where we went into her New York store and actually got to get styled by her. We're gonna share that story and you guys. Wow. This episode is so inspiring with Drew following her journey of accidentally creating this jewelry brand. So many of my friends wear. Like, so many people wear this statement jewelry because it's so freaking hot and so empowering. So if you're wanting inspiration to lean into your gifts and the impact that only you can uniquely make this episod for you. Drew shares how she stumbled into building this brand starting with just a few pieces and a passion for creativity to her jewelry being worn by celebrities like, oh, you know, Rihanna, Taylor Swift, Gigi Hadid, Beyonce, and Kendall Jenner, just to name a few. Like, imagine. Imagine this little idea then being put out into the world by all of these women. We talk about trusting your intuition, not being afraid to pivot when something isn't working, and staying true to your unique vision. A surprising tool I've used to step into my next level personally has been through fashion. So this was such a fun conversation for me because she was such a huge piece of that and you guys, Drew is generously offering a special code just for you, my amazing podcast listeners. Use code Earn your Happy 24. That's code. Earn your Happy 24 for an incredible discount because you need a piece of Dylan Lex, Let me just tell you. Let's get started. Drew, welcome to the earn your happy podcast. Thank you so much for coming on.

Thank you for having me.

I'm so excited you're here. I'm excited to be so we probably, Lindsay and I, you know, have, like, this whole backstory with your brand that people like, you don't even know we have, because it is one of those brands that just completely becomes something that people love and identify with and makes you feel incredible and empowered. And so I actually found your brand first before I even realized you were behind it. And Lindsay was telling me, she's like, oh, my God, I found this page that, like, inspires me more than I can tell you. And both of us were kind of in, like, this evolution of ourselves, but now we wanted the outside to start reflecting how we felt on the inside. And she showed me some of your stuff, and I was like, oh, my God. This is, like, the ultimate. It's how I feel. It's how I wanna look. It's how I wanna be perceived. I'm like, I feel like this ins inspires people. It inspires our women to, like, also be called up. And so that's how I initially found you. And so that kind of became her. And I's like, thing sending different pieces and photos of you getting styled back and forth to each other. And so on her 40th birthday, we were like, we need to go to the store and, like, have this be our thing or her thing for her birthday. And so we get there and the door's locked, and we're like, no, no. It says the hours are open. So we're like, these doors are going to open and. And someone came to the door and they're like, we're just in a meeting, but come back. I'm like, oh, we'll be back. We're going to go take a walk around the block, and we'll be right back. And all of a sudden, we're walking back, and we see you. We didn't know you were going to be there. And we're like, oh, my God, is.

She waving at us?

She's literally waving at us right now. I'm, like, playing gold. So we go into the store, and we get this beautiful moment with you where we get. She got to be styled. We got to hang out, got to look at your beautiful work, have a chat. And I'm like, oh, my God, she's such a cool. Like, she's such a cool girls girl. And so here you are. This is how that all evolved, and I'm just really excited to learn all about your backstory. So thank you for probably everything that you've gone through to be here right now and to have inspired us. So thank you so much for coming on.

That made me smile so hard because my perspective of seeing you guys in the door. We were having a team meeting, and we. My whole team saw you guys, like, trying to open the room. I was like, you need to get them back in. I was like, pause this meeting, because you guys just. Even from the exterior of the store, I was like, their energy is amazing. We need to, like, have this happen. They can't be, like, denied access to, like, the store anyway. So that just, like, brings me a lot of joy.

That makes me so happy. It was just a great time. It was, like, the highlight of our whole trip.

We're a good hanging.

Yeah. Very fun. And she came in today with these pants on, you guys, that I was like, please. I mean, they're, like, so hot. And we're like, send me the link. And she's like, no, no. I wear, like, all vintage clothes.

I'm like, please.

Okay.

This is a current brand. They're just older, so I don't think that they have the.

Well, I love them. All right, so I really want to get into. You know, you clearly are insanely creative, and so many people have you on their vision board, I'm sure of it. Or their Pinterest board for clothing. And, like, whenever we're looking at photo shoots or doing something new, branding, like, I'm always talking to my girlfriends, and I swear it comes up like, there's a photo of you somewhere. So this is what you're doing for the world right now. You're you're helping us step into that next version of ourself, which is so cool. So as we elevate in our businesses and as women, we also get to do that with how we look, which is so fun. And that's what you do. Okay, so I would love to know, have you always. Have you always been a creative your whole life?

Yes.

Okay, tell me about, like, some of the first memories and what you would do, how you knew that that was being expressed.

Honestly. Well, I. I drew a lot. I. Growing up, I would always be. We would be out to dinner with my family, and I'd be like, drawing on the napkins. It was sort of like an outlet. I was sort of a quiet kid, really sporty, kind of, like, you know, awkward. And I really like to draw. My mom's brother, who passed away was an artist, and, yeah, I just was always drawing, doodling. So I did a lot of, like, drawing classes, and that was like, my creative outlet. And I also feel like my family, because my parents really want us to be able to take care of ourselves. It was very, like, instilled in us growing up. They're like, oh, drew, like, you're the creative. They, like, put me in that box, which I feel like, can be good and bad to, like, tell your kid what they're good at at such a young age. But I think it sort of allowed me to really grow in that and, like, really explore it, which was kind of nice. Cause I think most people would set it off to be like, ooh, to be like, oh, I can draw. But, like, what does that mean as, like, a job later in life?

Yeah.

And they were sort of always like, this is your. This is, like, what you do. Which is interesting.

Yeah. It does give you that room to. You're like, well, I am a creative. They said I was.

So you get to kind of. I was, like, really bad at math and, like, the standard things. But, you know, I think they. It was their way of allowing, like, nurturing what I was good at.

I love that. So I grew up, and I was more creative as well, and sport, like, sport sporty. But I wasn't good at academics, like, really hardly any of them. So I remember feeling like I. The creativity wasn't necessarily nurtured at all. So I remember feeling like I was not smart enough all the time. So for you, did that ever bother you that you weren't good at that, or did you really lean into the creativity part? So you're like, that's okay.

Maybe I was just, like, so unaware but it never bothered me. Cause I was like, oh, I have this. Like, not many people can do that. That's kind of special. Like, I wasn't in the same classes as my friend. Listen, I got decent grades. It wasn't like I was, you know, in any sort of trouble. But, you know, I think I leaned a lot on the fact that being creative is rare and it's really special. And I was like, okay, like, that's what I'm going to be focusing on. I don't know.

I think that's so cool to hear that though, because you were told that that was a good thing.

Yeah.

And so it was. I know, I'm just taking notes for.

I mean, listen, there were so many fucked up aspects of growing up in my household, but now reflecting on it, I'm like, oh, wow. Like, they really did see what I was good at and allow me to explore that.

That's awesome.

Yeah.

When you would draw, were you drawing specific things? Did you. When did you start to get an eye for like, clothing, fashion, jewelry?

I drew people a lot. I really liked observing and I took a lot of fashion illustration classes and I really liked clothes. My mom would say I. There was nothing that she purchased for me that I didn't end up cutting or wearing several different ways. Yeah, like, I just, you know, I wore it to death and then I chopped it up and wore it in a different way to death. So I think that there was always that, like, I wanted to kind of dress up in a different way, whether it was like sportier, kind of like against the, like the femme feeling growing up. So it was sort of like a natural progression from just like doodles to fashion illustration to clothing. I don't know.

So when you would do that, were you using that as like full expression of yourself? Would you ever wear anything that you're like, I'm. I don't know, this is a little edgy or this makes me feel a little uncomfortable, but I want to wear it anyway. Or was it straight up, like, I'm going to wear this and this is what I want to do?

I think I was like so much more brave as a child because fashion is a bravery thing. I think the beautiful thing about being young is that you don't have those learned qualities of feeling embarrassed or shame or like someone else's perspective. And I think that I was just so unaware of what anyone else thought. I was so in like my own space that I didn't really care and I didn't really know to be like, oh, Is that person looking at me weird? I was like, I, like, I feel good. Like, I like what I'm wearing.

I feel like you still must have to be that way to create what you create. So tell me, how do you. How do you stay in that space while creating what you create now? If not, is it. Is it hard for you to kind of not look around and see what people are doing or hear maybe different comments? Or are you really good with just being like, hey, I need to stay in this zone?

It's, like, ebbs and flows. I mean, I think with social media now, because everyone's, like, doing it, it's hard to not compare. And it's also now having 10 years of business, like, under my belt, it's hard to not compare to other businesses and brands. But initially I was just sort of like, this is amazing. I have a space to, like, show what I'm doing or, like, how what I'm wearing for the day, and people are really responding to it. So I don't know. I have to sort of go offline nowadays to kind of get that back to be like, okay, what do I want to be doing? What do I want to be wearing? Like, what makes me feel good?

Like, get back to your teenage self.

Yeah.

You're like, stop.

Yeah, because you're just, like, scrolling endlessly and you're like, oh, well, that per. You know, there's just constant comparison. And I always say comparison is the thief of joy. But there's an amazing thing about being so connected to everyone. But there's also, like, that kind of like, okay, am I mimicking what I'm seeing or am I being true to myself?

Right. So when you go, is there something that you do when you know you're gonna go into, like, a really creative time period? If you're creating something new, do you kind of log off or do you go somewhere?

What do you do? I have an office at our house that just has, like, a really beautiful view. And I sort of just play music sometimes. I have movies on that are, like, really nostalgic to me, and I'll just, like, work on the floor and sketch. And I often have a lot of components with me, and so I just sort of, like, play around, but I have to zone out. But I think also as a business owner, there's this reality that, like, you have a business to run. So a lot of the times I need to schedule this creative totally. And it's really hard because you have.

To call on it. It's like, demand.

Creativity is challenging. You know, you're like, okay, I have these like, few hours, but then like something happens over here with, you know, something and something happens over there. And then you find yourself on your phone again not being able to refocus on like the creative side. So that is definitely something that's like tougher to manage.

Oh, man. This has been like a big conversation with me and my girlfriends is like, how do we get more time to be in the thing that only we can do in our business.

Yeah.

And can bring like the most, like generate the most income and the most like good and energy and everything for the business. And it's. And it's typically always like allowing that creative time.

Yeah.

To really sit in that. So I'm just gonna offer that to you too.

Yeah, yeah. No, I also think this is so weird to say, but when I started the brand, it was unintentional and it was like right when Instagram started, by the way. I think it was like right place, right time that I got on. So a lot of credit to that. But I would sort of like post on social at late at night because I had a full time job and no one really knew about Instagram. And so there was like a lot of this, like, oh, I'm just gonna like, do it when I can. Like, I'm just gonna post whenever I can when I'm feeling like this surge of creativity, like late at night but no one's awake. And it sort of grew from there. But I have that like learned behavior of like, oh, the creative aspect shouldn't take as much time when really that's like the most important part of what I do.

Totally.

So it's like this weird thing that I have to like unlearn because the.

Business comes and you're like, no, this is the most important. Yeah, no, it's most, it can feel most pressing, but it's not most important.

Yeah. And I don't know why there's such like this stigma around social and having a business online. It's like people make a lot of money. People spend like really like work so hard. There's so much more that goes into it. But there's like this weird thing of like, oh, it's like on social, it's like, oh, it's incredible. And this is like the direction that our world is, is for sure. So it's like very interesting.

It's like genius marketing. Like, it's just really, really smart marketing. What would you, what is your relationship like with creativity? Like when you're in that room and you're just like trying to call upon it. Do you know what I'm saying? And what does that feel like once you're in the flow for you?

Oh, it's the best. I think as an adult, so rarely we're able to just like play and be free and it feels like my freest. So it's so fun because I don't have to think about anything, like anything else. I just like zone out and I'm like, what do I love? What do I want to be drawing? What do I want to be wearing? Like, it's just like pure bliss, honestly.

Totally.

It's the best.

It is. It is like the ultimate best. Yeah. Tell me about the origin story. Like how did it start? You said it was. It was like pretty much an accident. What did that look like?

So I was a clothing designer. I went to school for fashion design.

And where were you living at this time?

In Philadelphia.

Okay.

Which is so funny cuz I feel like coming up on social media, everyone's like, oh, I thought you were like from Europe or wherever, you know, they had their ideas. And I'm like, hey, what's up? You know, like, with a Philly accent. Yeah. I was working in Philadelphia. I was designing clothing. I downloaded Instagram because we had to do a lot of like inspiration pulls and backing of what we were sketching into and designing like reference images and all this stuff. So Instagram had amazing filters. And so I just downloaded as an app to like put filters on what I was sourcing what I was sketching. And it was being shared like on the platform, which I didn't really understand at first.

Yeah, none of us did. Like, here's my Greek yogurt this morning.

It was like a Tumblr, I guess I didn't understand like privacy and not privacy. Anyways. People were like, wow, cool, cool stuff. And it's fun to. I think I sort of have this like the organization of what I'm finding because I would go to a lot of like vintage markets. I travel to India a lot for work. And the jewelry there is like incredible. I mean these artisans, like, it's passed down from generation. It's like tiny filigree. Like it's just so beautiful. And so I would collect these things and I sort of lay. Would lay them out on my coffee table and photograph them so I could sketch into it. And I would share that on social. And then I was like, oh, people are liking this. And so I was like, I'm gonna show what I'm wearing. And Then I was like, oh, they like this, too. They're into it, too.

Nobody was commenting on my Greek yogurt at this time. That's so weird.

Yeah. So I found this, like, amazing community of people that were, like, a little different and sort of fearless and did whatever they wanted and were really responding to what I was putting out there. So it sort of grew.

And you weren't selling anything at this time?

I was not selling anything. I was just sort of, like, finding pieces old and new, reassembling them to make what I wanted on my body.

Okay.

Because I wasn't really seeing 100%, like, something that I wanted to wear. I was like, oh, that's a cool, like, top part, but I want to, like, put this on the bottom and do this and that, so. And then, because I was a designer, I don't know, it sort of allowed me to, like, do that on the side as well, like, the inspiration and clothing, like, photography part of it. And I wasn't getting anywhere with my job. It was sort of like. I don't want to speak poorly because I do think that they gave me so many tools to start my own business, because they sort of threw you in, and they were like, figure it out. Best of luck, like, and that's a skill set. Yeah. And also, it was the time when, like, you know, you worked for nothing, but you wanted to do everything. And so I would go into the office and be like, what can I do? Like, how. You know, I think it's so different now.

But that is, like, a successful. Like, that's a sign of a successful person who's like, let me use this for all I can to learn.

Yeah. I was like, soak it in. So I was working at this company, getting paid nothing, and I was like, wait, I have all these tools to, like, design things on my own. So I reached out to a few manufacturers and met up with, you know, a lot of trial and error. I had six designs for necklaces. I didn't follow any rules to start a business. It was like, you need a million dollars and blah, blah, blah. And I was like, no, I need, like, $20,000. And, you know, which is still money.

But did you have to go and get that, or how did you.

It was. It was on loan. Okay. And I paid it back in the first week, which was, like, incredible. But a family member had loaned it to me, you know, but you had.

To go out Structure.

Yes. Which is, like. So I have, like, so much shame about it. I don't know why. I don't like asking for anything. I like doing everything myself.

Okay.

Which is also hard.

I'm like, okay, we can change that later.

Sorry. Long story short is I found a manufacturer that was really incredible. I still work with him. I love him so much.

Wow.

I didn't have a lot of jewelry design background. I had design background in clothing. But he likes to say, like, no to everything. And I'm like, yes. Which I also think is, like, sets us apart from other jewelry brands or accessory companies.

So when he says no to it, is he like, this can't be done.

This can't be done. This is not gonna work.

Okay. And then so do you do.

And then I'm like, just try it. Just. Just do me a favor and try it. Whether it works out or not, I'm paying for this, so just try it.

He always says it can't be done.

Yeah, yeah, yeah.

That is what I want people to hear is like, that doesn't mean no.

Yeah.

It literally means it's your job to ask again or push.

Totally pushing the boundary. Because otherwise you're just making the same thing everyone else is making. You know what I mean? You're not pushing creatively. So there's good and bad. There's definitely a lot of samples that didn't make it through. But the first six we released, and it wasn't wholesaled, it was direct to consumer. So my prices were really good. I had no overhead. We. I found Shopify, which a lot of people use, which is so user friendly for people that don't know coding or whatever, and put up my website and, like, everything sold out. And it was.

What was that feeling like? Did you expect that or.

No, I was so worried because I built up this, like, identity and I was worried that I would disappoint people because I think also making stuff, I was me, I was making it in New York City, which we still are. New York and la. We make stuff and the prices are higher. There's a lot of competition out there. What I originally was inspired by was so intricate that I was like, oh, my God. It's impossible to, like, recreate with, like, what I have. But it really resonated with people and it was, like, really special.

So the first time you sold something, it was like, what was the decision? Where was the leap of I'm gonna sell this? What was that moment? Was it. Everybody's asking me for this. Is there really something here?

Yeah, this is gonna sound so ridiculous, but Rihanna, the singer, like, the singer reached out to me on Instagram. And was like, I need this. And I was like, I don't.

Were you like, is this a real account?

Cut to me looking at one of the cameras. I was like, I. I didn't have anything at that point. And I was like, holy, I gotta go. Like, I have to make something right in this moment. She's so talented and she now has like all of these brands because she really does sell a lot of. But I remember I sent her pieces and she wore them like all week long, but with like sweatpants, with like whatever she wanted to wear. And I was like, this is it. Like, and that's your, that's like your brand. It was so perfect. It was like she understood, like, how these pieces were meant to be worn. Now anyone can interpret you wear whatever you want, whatever makes you feel good. But it was just like, so insane. But yeah, people were really reaching out about it. I don't think I would have. I don't think I would have jump started so quickly if it wasn't for that accessibility on Social.

Oh, my God. That. And that's how it works. It's like, oh, I kind of have to do this and I'm just going.

To make this happen out of my mind. Like to just not even try. Even if it fizzled into nothing. I was like, I have to try this.

Yeah. How did you know how to price it?

At first I didn't. And I'm still paying for that. Our margins are tough. I didn't. I. I just, I knew that there were other brands out there at, at the time. There were these like, brands that were selling costume jewelry for like $4,000. And I also feel like there are big name brands that sell costume jewelry for really high. Yeah. Price points. Because they can. Because they have the name and people want to buy it. And I was like, I want to come in at a competitive price.

Yeah.

I didn't think as much long term because I'm just like, I would give everything away for free if I could.

Don't do that so bad. Don't do that.

Yeah.

Because we also so value what you do and want to keep you doing it.

Yeah. But we do make stuff in the US and it's hard because we're sort of creeping up. We're creeping up and creeping up. Like we have to raise our prices at some point. We have items from our first collection that we still sell that. It's really hard. They're really hard to make. You know, gold's going up. We. We gold plate everything. The price of labor goes up, you know, all that.

So I think it's. It's so important to have awareness around pricing for people who are buying, because they're like, you know, whether it's your stuff, my stuff, other people's stuff, they're like, wait. Someone will always say, why is this price? Why is this a higher price? And you're like, if you want to create, it's so important to know, like, margins are a real thing. Labor is a real thing. Like, if you want women to have businesses and products, you do need to pay for it.

Yeah.

Or we're never gonna be able to do it, because we have to be able to, you know, pay for labor, create, pay for a lifestyle. Like, the cost of doing business is extremely high.

It's so high. And now we have retail, which is like, a whole different beast. And we have fulfillment centers, which is a whole different beast.

Wow.

You want to have customer service. Right? And even every part is, like, moves around, and you really need people to show up, and that means hiring people for it. You know, when I started the business, for the first three years, I would go into an office, I would fulfill the orders, I would answer the customer service, and then I'd spend the rest of the day designing.

Wow.

That's, like, how I ran my business by myself. Like, it was crazy.

How many pieces around then were you doing and how many, like, pieces are you doing?

It was the six.

Okay.

And I didn't release the collections, like, when everyone else was releasing, because I think if I went to anyone else. I remember I went to a magazine once and did, like, a. What are they called? Like, death sides.

Oh, yeah. Death side.

Yeah. And they were like, this is all you have? And I was like, yeah, this is so much. And I think they're just used to, like, a whole display and, like, a variety. And I didn't really have that. So, you know, I just had the six pieces, and I was sort of coasting on that and reordering. And then I was like, okay, I feel like I'm getting ready to make a new collection. And so I would, like, do it whenever I felt inspired to. Not, like, chasing the season and the trend and all of that stuff. It wasn't really focused on that.

How much were you selling then? You don't have to tell me dollar amount, but, like, what was the volume in which was going out to customers compared to now? Like, give us an idea in the beginning to now what you're doing. So I live in the cutest little walkable neighborhood, and recently, the store Cozy Earth opened up and I was so excited about it because you know, I just love being able to go on my walks every single day. You guys know I go twice a day and being able to pass by and go in there because it has some of the best stuff. And one of the things that really got me was their bamboo sheets you guys, Their temperature regulating guaranteed to give you a comfortable night's sleep. Made from viscose from bamboo, they're naturally wick away heat and moisture from your body, helping you sleep several degrees cooler. And you guys, Cozy Earth's mission is to transform your 5 to 9, the time that matters most, into the most comfortable part of your day. And let me tell you, they are absolutely helping me do that because sleeping in a cooler environment offers so many scientifically supported benefits that enhance sleep quality and overall health. Here are some key findings from recent studies and expert recommendations which I sleep in a really ice cold room. You can ask my husband. I don't know if he loves it as much as I do, but deep sleep is so important to me. So Enhanced sleep quality Cooler temperatures facilitate the body's natural drop in core temperature at night, promoting the release of melatonin, a hormone that regulates sleep and this leads to faster sleep onset and improved sleep quality. It also helps with mood regulation. Cooler sleeping conditions can boost serotonin levels contributing to improved mood and reduce symptoms of depression. And there's a reduced risk of night sweats. So for individuals experiencing night sweats, such as those undergoing menopause perimenopause, cooler room temperatures can alleviate symptoms and promote uninterrupted sleep. So you guys, you can help yourself out with some sheets. I am telling you these things are life changing because deep sleep has changed my life and I just feel like I have a different personality. When I've gotten enough sleep I feel like I have all of the energy that I need to get through my day and do all of the things things that I have to do as an entrepreneur. So you can do this risk free purchasing. It's a hundred night sleep trial so you can try them during the hottest nights of the year which are coming up. If you're not in love you can return them hassle free but trust me you won't. It's a 10 year warranty on all bedding products. That's a decade of cool quality sleep. You can upgrade your summer go to cozyearth.com and use code earn for 40% off bestselling temperature regulating sheets, apparel and more. So trust me you'll feel the differ the very first night Sleep cooler Lounge lighter Stay cozy go to cozyearth.com and use code earn for 40% off.

When.

I first started glossy, there were enough challenges that I didn't need to give myself more. And when you're starting off with something new, it just seems like your to do list keeps on growing every day with new tasks and often tasks that you have no idea how to do them. So finding the right tool that not only helps you out but simplifies everything is a game changer. And for millions of businesses, including mine at Glocee, that tool is Shopify. Shopify is the commerce platform behind millions of businesses around the world and 10% of all e commerce in the US from household names like Mattel and Gymshark to brands just getting started. Just like mine. Getting started with your own design studio with hundreds of ready to use templates, Shopify helps you build a beautiful online store to match your brand style. Which if you go look at mine, I'm telling you I love it. Accelerate your content creation. Shopify is packed with helpful AI tools that write product descriptions, page headlines and even enhance your product photography. So get the word out like you have a marketing team behind you. You can easily create email and social media campaigns wherever your customers are scrolling or strolling. And best yet, Shopify is your commerce expert with world class expertise in everything from managing inventory to international shipping to processing returns and beyond. If you're ready to sell, you're ready for Shopify. Sign up for your $1 per month trial and start selling today at shopify.com happy go to shopify.com happy shopify.com happy as many of you know, Chris and I run entrepreneurial masterminds which means we not only run our own businesses, which we have multiple of and our personal brands, but we also get to be inside of hundreds of entrepreneurial businesses a year, if not thousands with our online businesses as well. So with that we totally understand that all of us are facing so many challenges. Whether it's AI or inflation or political decisions, so many things feel out of your control. And that's why growing your business is the only way forward. It's so important to grow, grow, grow. Especially your email list, you guys and constant contacts. Award win marketing platform is here to make marketing way easier and way more effective for a small business like yours. The best part? You don't need to know anything about marketing. You struggle with expensive, slow and unmeasurable marketing is over. With their all in one platform you can create and manage Attention grabbing campaigns in just a few clicks. Email, text, social media, events, landing pages, you name it, it's all in one place. No more juggling dozens of different tools. You also get automated sending, real time reporting, and tools that actually help drive sales. So you're not just marketing your business, you're growing it. And if you ever get stuck, friendly phone support is included with every plan. That's why over half a million small businesses trust Constant Contact to stay connected, top of mind and ahead of the competition. Constant contact helping the small stand tall. You guys, I'm so glad I found Constant Contact and can't wait to get started. Get a free 30 day trial when you go to Constant contact. Com. Try Constant contact. Free for 30 days@constant contact.com. constant contact.com.

I don't even know how to like. Yeah.

Were you, were you sending out like one piece a day? One piece a week?

Yeah, I would say, I would say it was like what was. It's hard. I feel like on average in the beginning it was like seven or ten. Seven to ten pieces a day.

Oh, so you were pretty busy right away. I was.

We were busy right away. Well, when we first launched, it was like, like all of the fal. We. I name them like weird names based on things that, like, I love. I had this necklace called the Falcor, which is now archived.

We love Falcore.

Yeah, my dog looked like Falcore.

It was great.

And I remember I was. It was before I had like a little fulfillment, like office, but I had them all laid out on my couch and like all down my hallway. So the first week that we launched, basically we sold through all of them and I was just like trying to ship them out, you know, not really understanding. But then when it sort of became normal, it was like five, I would say like five pieces a day. But it was just so limp. It was all necklaces. So yeah, now we have like the full gamut we have.

And you do clothing. Are you still doing clothing?

Okay, so we did. We started to do clothing. I felt like I was becoming just like every other brand. And I had like a little panic that I was like, okay, I need to slow down. I want to make core items. I want to do novelty pieces. So last year I sort of like pulled back a lot on the clothing and like belts and other things. And I was like, let's just recenter because I felt sort of like out of control.

Okay, I love that part. I want you to speak more into that because there can be a lot of noise from the outside to be like, you need to expand. You need to expand, or, people want this from me, I need to give it to them. So you expanded and then you pulled back. Where are you at now? Are you back to, like, clarity of what you want? This brand?

Yes, but it's. It takes time to sort of develop things, and so there's still, like, leftover clothing items that we're like, we owe this to our. Our clients, you know, that we're gonna release this year. But it. It takes time to sort of figure out the plan for the year. And so, like, even now, it's like, we're. We're almost through Q1, and I'm like, okay, what's the rest of the year look like? And I think for. For our business, because we make everything locally, it's easier to produce something and then have it come out in, like, two months. But I think for every other company, it's like, they're. They already have next year done. So, you know, I think we're still. From my slow down era last year. We're still sort of like, figuring out the product, like, line that we want to present to customers and, like, rev that back up. We also opened two retail stores, so.

Well, that's a whole undertaking.

Yeah, it's a whole other beast. And, like, clientelling isn't something that I'm. That's natural to me. I like to think I'm a people person, but I'm also, like, such an introvert. I feel you hard to, like, manage to be like, this is how you clientele. It's like, I don't fucking know.

Was I weird?

Could you answer. Yeah.

Could you answer a survey scale of 1 to 10? How weird was that for you?

I'm always weird.

You were very. Which maybe because I think Lindsay and I are also that way. I'm just like, oh, good, we recognize another one.

Yeah. Yeah. But it's hard to, like, like, we. We really bet on retail. And so to not put all of our time and energy into that and realize that I have to focus on product, it's sort of like, okay, how do I focus on both, you know, in a healthy way?

Do you have somebody now who is helping you run the business? Because there's so many different pieces of, like, you want to be the creative. We want you to be the creative.

Yeah. Yeah.

And there's so much that you can get distracted by. Did you get somebody to help you run, like, operations?

Yeah. Piece of it.

Tell me about that.

Yes. So I really didn't Want to. Everyone was telling me, you know, raise money, find a company that can sort of take you under their wing and you can use all their things and. Yeah, that would be great.

Yeah.

But it's really hard to pitch yourself in that way. And again, I think as you can tell from like, how I started, like, I don't do things in the same way as everyone else. And I think spending a year doing. Just pitching my brand to a bunch of men in suits just seemed really unappealing to me. So I actually had worked with someone from my former job. She was in the. On like the buying side and I was on the design side. And she's like, such a tough cookie. Like, she doesn't take any shit. She knows exactly what she wants and she just like, goes for it. And she was actually moving back to California when I moved out here, and I was looking for someone to run ops and she just, I was like, she like showed up at this, like, girls dinner and I was like, oh, my God, let's do this. So Robyn's my business partner and she's really the one who's like, okay, we need to reorder this. Like, you need to design into these things. And I think that there's like a balance because I think she also has a lot of creative talent as well. Yeah, but. And so I am like, oh, I don't want her to like, be doing ops, like, just by herself. Like, we try and like, like share the weight of things, which I think can be like, amazing and also not amazing because then we're both sort of like spread really thin doing all of the things. So, you know, there's a. There's a balance. But she's really wonderful. I'm very grateful for her. She was actually the first person that was like, you need to do. We need to do pop ups because we need to connect with people because we were so online and we're pop.

Ups big for you guys.

Yeah, we did a pop up in New York and that's why we opened up retail in New York as well. And it was just so nice to like, meet the people that we like.

See it and get feedback and how are people responding to this?

Yeah. And. And she also. We traveled and did a few pop ups like in Texas and Seattle. And so it was just like really cool to kind of. Of create a community.

Yeah. And that's. I still believe that is no matter what kind of brand you are, I think there's a spot for like tapping into your community and meeting your community.

1000%.

I think it's that way.

Yeah.

Especially in person. You just, you cannot beat in person. And in person is also felt online, meaning just like the content that you get from in person somehow translates so powerfully, like, and creates a perception online as well.

Yeah.

So I love a pop up.

Yeah.

Love getting together with community.

It's so important.

What would you say has been some of the biggest lessons that you have gotten out of starting and running a business?

Just understanding that you're like, you are the one that's going to feel the most about what you're doing and not everyone's going to feel the same way you do and you just need to keep going. It's just like the reality of starting a business. You're going to be the one that cares the most. You're gonna be the one that's up long nights, working the hardest. It just. Trust really falls on you a lot to build something. I think they always say, like, if it was easy, everyone would do it. And I think that's so true. It's not easy. Like, it's still to this day, I'm like, am I doing this right?

Every day, every day of my life.

Every person I meet that, like, loves the brand or knows the brand, I'm like, how do you even. Where'd you find us? Like, it just, it really blows my mind and it's really incredible. But I think just knowing that you have to be the driving force, some days you're gonna feel the love, and some days you're really not. You just keep, like, marching through. Yeah. You know, the other, the other part of this is like, don't look too much at what everyone else is doing. Which is again, something you sort of mentioned. It's like, I think you can get really overwhelmed by what everyone else appears to be doing. And like, I started a business with not much money. Six pieces. I released it at a time when people already had their fall collections out. It was seasonless and we sold through. And so you don't have to. You don't have to do what everyone else is doing.

That was just you following your gut.

Yeah.

You're like, this feels good.

Yeah. Sometimes it works, sometimes it doesn't.

Right.

But, oh, the one last thing, being able to pivot, I think as well. Like, if something's not working for you, sometimes it takes a while for it to work. But if something's truly not working and you're not feeling it, like, don't be afraid to pivot.

Like, to let it go.

Yeah. Let it Go. Or sort of like reimagine, you know, I think.

Can you tell me about a time when that happened, when you're like, oh, I think this is just this. Not it.

Wholesale.

Okay.

Yeah, we wholesaled.

So what does that mean for anyone who doesn't understand what that would mean for you?

So it's basically having, oh, my God.

Why am I a retailer?

Yeah, a retailer. Sell your stuff. But instead, honestly, I think wholesale is amazing. I think it's really fun to meet the smaller boutiques that have, like, a really incredible following and wholesale through that route. But we did, like, a major retailer, which is incredible. I, again, do not want to speak. Speak poorly about any experience that I've had, but it was a lot of like, oh, can you change this? Oh, can you like, oh, can we consign? And it was sort of like, they beat down the collection.

They changed the brand.

Yeah. To. To, like, the bare bones, and we had to work for, like, a penny. And it was just sort of like, what are we doing?

Just got you away from the vision.

Yeah. Just because you're like, oh, it's the. This prestigious retailer.

Yeah.

And that gives me validation. It's like. But does it? Validation for who?

Yeah. You know, sometimes you have to go experience it to be like, yeah, this. That validation doesn't really feel as good.

As I thought it would. Yeah. Yeah. So, you know, I think I was.

Sort of like, okay, so at first when that happened, because, you know, there are so many opportunities, and it's like, I think the most successful people are the ones who can know what do. To. What to say no to, and, like, what keeps the brand. The brand. So in the beginning, though, when the bigger retailer came to you. Yeah, that's. Everyone tells you that's great for the brand. So is that why you did it? And it also felt great.

It's also like, you know, you grew up with these. I mean, we grew up with magazines.

Totally.

And, you know, we grew up going to these stores, and it was like, whoa, cool. You know, and it's like, you get so mesmerized and. And you're like, you feel good. Like, oh, this company really wants to, like, have my stuff in their store. They have, like, all these people that they're probably getting way better margins from, because, like, our. You know, with costume jewelry, it's a different margin than fine and whatever. And so I think I was just so, like, dazzled by that, too.

Yeah.

And I didn't really. I didn't focus on, like, getting in magazines because that to me, felt like a whole community that was, like, not warm and welcoming. It was sort of like, oh, who do you know? You know, it was sort of like. And I.

Which is not what you're used to creating because you've been in your bubble.

Yeah. And your creative bubble. Yeah. And I think, you know, our jewelry is sort of rough around the edges and, like, unexpected. And I think that's like, who I am as a person as well. And so I think with the wholesale, with this company, it felt like, oh, a little. A little into, like, the mainstream. Like, that nod felt good. And then I quickly realized, I think.

Rihanna did that for you.

You're fine. I mean, that was incredible.

Yeah. But that's. Those are big things. Is sometimes the things that we think that we want are absolutely not. Are not it. But you have to go experience.

That's just life. I mean, how many things have you experienced in your life that you're like, that wasn't it. But I mean, most.

And then it just gets you more back to you, which is, you know, the through line of everything you've been saying is like, like, okay, I had to, like, step back and be like, what do I. What do I want again? Like, get back to that version of you.

Yeah.

Which is, I think everybody listening. And we're. We're mostly female audience. Like, we ultimately know.

Yeah.

But it is through that, like, trial and error that we also have to go experience it to get back to us.

Yes.

Oh, my God. So tell me about a skill set that you feel like you had to gain or an unexpected skill set that you didn't know that you had that you feel like you've really, like, stepped into. Now when you have a business, there are so many challenging things that you don't need to add more challenge by getting confused with your clients, texting you or calling you on your own phone number. Let me tell you, there's nothing worse than knowing that you missed a text or a voicemail from somebody important in your business. And that's why OpenPhone is the number one business phone system that streamlines and scales. Scales your customer communications. It works through an app on your phone or computer. So no more carrying two phones or using a landline. With Open Phone, your team can share one number and collaborate on customer calls and texts like a shared inbox. That way, any teammate can pick up right where the last person left off, keeping response times faster than ever. Plus say goodbye to voicemail because their AI agent can be set up in minutes to handle calls after hours. They can even answer questions and capture leads. So you never miss a customer. So whether you're a one person operation drowning in calls and texts, or have a large team that needs better collaboration tools, Open Phone is a no brainer. Open Phone is offering my listeners 20% off of your first six months at openphone.com earn. That's O P E N P H O N E.com/earn. And if you have existing numbers with another service, Open Phone will port them over at no extra charge. Open Phone. No missed calls, no missed customers. I just got back from speaking at a friend's event in Canada. And while we were there, it was the perfect time to catch up with friends and also meet a bunch of new friends that we haven't gotten to spend any time with yet. So we got to have some amazing experiences. Like you guys listen to this. We got to drive supercars all through the country and Chris got to drive his ultimate dream car. And if you don't know, I'm a huge wake surfer. So we got to do that. Which is one of my favorite activities activities and also my other favorite activity which is catching up over dinners at our friends homes. And the conversations were so incredible. When you meet like minded people, I think that was my favorite part. But when Chris and I are traveling like this for work and making memories, we love the idea of someone else getting to enjoy our properties, to catch up with friends and make their own special memories like the ones that we had while we make a little extra cash. And now Airbnb has a co host network that can help with hosting details for you. With the co host network, you can hire quality local co host to support you with everything from creating your listing to managing reservations, messaging guests and more. Find a co host@airbnb.com host Honestly, I.

Think it's just like trusting myself. I realized not that it's weak, I just, I was always deferring to someone else to like do a thing that I didn't want to handle. But I can handle a lot more than I think.

Is that why your ring says handle it?

Yes. Yes. Honestly? Yes. Yeah, I think I just realized that like I can take on a lot more than like I thought I could. There's a lot that comes with being a business owner. And I think initially I was like, oh, I don't do that. Like I don't know how to do that. And it's like, no, if I, if I just focus, I don't want to do it is the real. And if I just focus on what's being presented to me like, I can. I know that's such a general answer, but it's not one thing. It's just the general thing that, like, I can take on a lot more than I sometimes feel I can.

I. 1 million percent. It's so funny. We've been. I've been talking about this just capacity. Like we were going around this last weekend. We had. We did like a mastermind with a bunch of girlfriends who are in business. And. And we were talking about what is the former version of yourself or what is this version of you so proud of right now of yourself? And I said, my capacity, like, I had no idea I could go through what I went through and hold what you hold and like the fires that you have to let burn and like the things that have to go wrong that you have to just keep going. So that is like my ultimate thing as well. I'm like, no, that is 100% me. So. Okay, I'm gonna ask you one of my favorite questions. What would that version of you. Were you drawing at like eight.

Yes.

Okay. What would that eight year old version of you. Can you picture her? What outfit she has on?

Yes.

Okay. Like her pencils, all of her things. If she could stand in front of you right now, what would she tell you she's proud of you for?

Oh, my God, stop, You're gonna make me cry. That's sweet.

It's a really. I can see my. I can see her right now.

That's cute.

She'd love your outfit right now for sure.

No, I think she'd be like, drew, you're wearing a huge sweater. Sit on a. On a chair. Like, you look crazy. I don't know what she'd tell me. I think she just sort of like smiles and be like, we got it.

You handled it.

Yeah. Or like, we are like, you know, I don't know. Oh my God. I don't know why I'm crying. I'm getting my period every.

Honestly, everybody has to cry.

Yeah, it's like so intense.

All the time.

Yeah. Yeah. No, this is. I don't know. I don't think she'd say much, but I think she'd be really proud.

Yeah, I actually do this before I. Sometimes I'll do it before I go on stage because I can still get really, really nervous when I speak. Like, really nervous. And I'm like, little me would have been freaking out. Like, who cares what happens up there? Like, oh my God, we did it. Like, you're doing it and it first of all, you shouldn't make yourself cry right before you go on stage. But it does. Just picturing her like. Like her little hands on your cheeks being like, wow.

Yeah.

So cool.

Yeah.

So we did it.

We did it.

Yeah.

Or we're doing it. One of us. We're doing it. There's so much more to life. Like, there's so much more life to live. But I think she'd be proud in her little sambas.

That's so great. What is something that you would love to see yourself either doing or fulfilling? Or even if it's like.

Like a.

A trip or a bucket list item in the next five years?

It's so funny that we're talking about, like, young me, because I always say to friends and like, my boyfriend, we talk about, like, life, and we're like. He's like, what would you want to be doing? Like, if you could be doing anything else? And I was like, I think I'd be, like, an art teacher for kids. I think I'd love to, like, just do art with some. Some little kids that just have no filter and. And no shame, and they just are free. And I think that'd be, like, such a fun and rewarding thing. Just because I think also for me now realizing in this conversation how important art was for me as a kid and having that outlet. Yeah.

I literally just got full body chills. Cause I'm thinking, like, I think whether you totally realized it or not, like, that your parents, like, were, like, they celebrated the fact that you were creative. And I don't think that that happens for a lot of people. And so especially in the past, that was. It was like, academia was, like, the most important. So I think that a lot of creatives kind of, like, maybe got suppressed or, like, we don't get to see their art right now. And if someone like, you went in and could spot that in people.

Yeah.

I think you can open up a whole world for people, which is, like, their. Their path.

Yeah. Or just expression. And I think that's, like, what's so special. Like, on the days that I'm like, so much is going on in the world, what am I doing? Like, why am I doing this?

Yeah.

The easiness of just easiness. I don't know if that's even a word, but, like, the simplicity of getting people up, getting them dressed, and putting on, like, just anything that makes you feel like you're stepping into your power.

Yeah.

It's the simplest way to feel good. And I was like, okay, that. That is Why I do what I do. It's like you're able to reach people to make them feel like. We feel so helpless at times. But to express yourself with like what you're wearing as simple as like, I, I bought this and I'm like, fuck it. Like, you're in like an amazing power suit. I'm like, this makes me feel great.

I love your outfit.

I'm like, I need such a, it's such an easy way to take control and to express yourself. I think that's like a really special thing.

By the way, if I could figure out how to do that, I would be wearing that as well. I'd be wearing like a couch blanket.

I'm wearing a Hanes T like tank top. I feel like I just always like when I'm doing something, I'm like, what's the complete opposite of what this like requires outfit wise? Like, let me go there.

I'm literally like sitting, thinking of questions while dissecting the outfit, going, how does she look so cool in something that I'm like, I could probably put that.

Together, but it would definitely. I'm gonna figure it out.

I'm gonna give myself a year or two to impress you. When I see you again in a year, whenever that is, I'm gonna be like, what do we think?

How did I do?

Yes. It's not okay. Next time I'm gonna work at it. I'll put my couch blanket on with this belt.

I don't know.

Well, I have loved this conversation. Like, loved, loved, loved it. I'm so grateful for you just sharing that journey. And I can't wait for people to go and get a piece of your story because that's what it is. It's not, not just jewelry. It's literally we get to have a piece of your creativity. And I love that. It's, it's just, I get to be a part of this brand that you don't even realize ripples out. It, it means so much more. So I'm so grateful for you and I know that you have gifted our people with a code.

Yes.

So let's tell everyone what that is.

It's earn your happy 24. I'm like, you can look anywhere and it's just a little code if you want to shop on the site. Just to kind of say thanks to everyone watching and to hearing my story and just for being here.

You guys, grab your friend, grab your girlfriend. If go to la. If you're in la, like, make it a destination. And if you can't make it to the store. It's so much fun to buy a piece for your friend. Like, it's just such a significant gift. There's so many things that you can get as well. And something for yourself, too. I love them. I always wear your chokers. I wear them speaking so great. I'm obsessed.

And even if you don't buy, like, just pick out that one thing in your wardrobe that you have not worn because you feel like someone's gonna say something and just wear it. Like, that's all I ask, you know, I think it's just about expressing yourself.

Express yourself more.

Yeah.

So good. Well, thank you again so much for coming on.

Thanks for having me.

Where can we find you? Follow you all the things.

Dylan, Lex, D, Y, L, A, N L, E X is our instagram. And then dylanlex.com on the Internet.

Yes. On the interwebs.

On the. On the World Wide Web.

For real. Go follow the Instagram. Because that's where I go if I'm like, I cannot think of an outfit idea. And she shows you how to style everything, even if you don't have the pieces. There's different things in your closet that you can style that are like it. But we're just so grateful for you all tuning in. And until next time, earn your happy. Bye, everyone.

Sa.