Latest / QUESTION EVERYTHING / How to Use Instagram to Launch a Successful Business + Stand Out In a Saturated Market: Arrae Founder, Siffat Haider

Transcript

How to Use Instagram to Launch a Successful Business + Stand Out In a Saturated Market: Arrae Founder, Siffat Haider · QUESTION EVERYTHING

0:00
Speaker 1: The following podcast is a dear media production.
0:04
Speaker 2: Hi.
0:05
Speaker 1: I'm Sif Hyder, the founder of Array. I'm a wellness
0:07
Speaker 1: entrepreneur and digital creator, and this is my show, The
0:10
Speaker 1: Dream Bigger Podcast. Listen. I love dreaming big, but you
0:14
Speaker 1: know what I love more actually having the resources to
0:17
Speaker 1: make those big dreams happen. And Hey, dreams can sometimes
0:20
Speaker 1: be private jets, but other times they can look a
0:23
Speaker 1: little something like having the best skin of your damn life,
0:26
Speaker 1: or starting a successful business, or delving into spirituality. So
0:31
Speaker 1: on this podcast, I chat with experts and thought leaders
0:34
Speaker 1: from different fields about their tips and tricks on doing
0:37
Speaker 1: exactly that. Remember to subscribe. We drop new episodes every Tuesday,
0:41
Speaker 1: so see you.
0:41
Speaker 2: Then, Big things happen when you're pretty, pretty bold, pretty clever,
0:54
Speaker 2: pretty strong. I'm Danielle Robey, and each week my guests
0:57
Speaker 2: and I have conversations that.
0:59
Speaker 3: Put a new spin on pretty this.
1:03
Speaker 4: Is pretty smart.
1:06
Speaker 2: Millennials and those in Gen Z are one hundred and
1:10
Speaker 2: eighty eight percent more likely to have the aim of
1:12
Speaker 2: creating a side business compared to Baby boomers or traditionalists.
1:20
Speaker 2: I've heard from you that you want to know more
1:22
Speaker 2: about how other people have done it. Today we're sitting
1:25
Speaker 2: down with Sif Hyder, CEO and co founder of Array.
1:30
Speaker 2: You may have seen her holistic supplements that supercharge your
1:33
Speaker 2: digestion and combat bloat and stress online. Celebrities like Molly
1:38
Speaker 2: Sims and Melissa Woodhealth love them, and influencers alike have
1:42
Speaker 2: raved about the product. We're going to learn how Sif
1:45
Speaker 2: used Instagram to launch a successful business, and how any
1:49
Speaker 2: product can stand out in a saturated market. So twenty nineteen,
1:59
Speaker 2: you lingerie, But before we dive in, I need you
2:03
Speaker 2: to dial me all the way back. You grew up
2:05
Speaker 2: in Toronto and you started working at El Canada.
2:09
Speaker 1: Yeah. Yeah, So this was like right after school I went.
2:13
Speaker 1: I did my undergrad in political science, religion and sociology
2:18
Speaker 1: and knew I ultimately wanted to get into something creative.
2:22
Speaker 1: Of course, no one would hire me. So then after
2:24
Speaker 1: that I did a diploma at Conynas College and I
2:27
Speaker 1: was just applying furiously to magazines. I really wanted to
2:32
Speaker 1: work at a magazine. I feel like I was just
2:33
Speaker 1: like always a writer. And in the meanwhile, I started
2:36
Speaker 1: a blog on the side because I wanted to be
2:38
Speaker 1: able to show magazines a portfolio of things I had
2:41
Speaker 1: never worked anywhere, but I was like, I'm a self started,
2:44
Speaker 1: I have great ideas and like I just I love
2:46
Speaker 1: that creative process. So I started my blog, ended up
2:49
Speaker 1: getting a job at al Canada and worked there for
2:52
Speaker 1: a year. In the meanwhile, my blog was growing, and
2:56
Speaker 1: before I knew it, I went full time with my blog,
2:59
Speaker 1: so you know, got to wear all the hats and
3:02
Speaker 1: you know, kind of fulfilled my dreams of like being
3:05
Speaker 1: able to do all of that. So that's kind of
3:07
Speaker 1: a little bit of my backstory.
3:08
Speaker 4: So what year did your blog blow up?
3:11
Speaker 1: Twenty sixteen?
3:13
Speaker 2: And what do you think was the match that lit
3:16
Speaker 2: the fire on that? Because I think there are so
3:18
Speaker 2: many blogs, it's like, how did people find you?
3:22
Speaker 1: You know what it was, Danielle. I think like back
3:25
Speaker 1: at that time, like it was pre blogs being the
3:29
Speaker 1: saturated field A and B. I didn't even know it
3:33
Speaker 1: was like a career paths really, Like I still remember
3:35
Speaker 1: the first time a brand came to me and they're like,
3:38
Speaker 1: we want to send you clothes, and I'm like, this
3:39
Speaker 1: is spam. This is spam, Like this is this cannot
3:42
Speaker 1: be like a real thing. Like I didn't even know
3:44
Speaker 1: that it could be a career path, and you know,
3:47
Speaker 1: I think that, like a lot of people who started
3:50
Speaker 1: back then, it was just like out of love for creation,
3:53
Speaker 1: with like no other motivation behind it, like for me
3:56
Speaker 1: as well, right, Like I never thought that this would
3:58
Speaker 1: be my career. I always thought that I was going
3:59
Speaker 1: to be ajournalist forever, right or like go into that field,
4:02
Speaker 1: like just working in magazines. My dream was like Vogue
4:05
Speaker 1: one day? So what made it blow up? Honestly, I
4:07
Speaker 1: was always really motivated to bring good information to women,
4:15
Speaker 1: and I think that it just resonated with people. You know,
4:17
Speaker 1: I was always giving out tips, Like I always presented
4:21
Speaker 1: myself as like the girl next door, and I would
4:23
Speaker 1: like bring people in as I learned things, and like
4:26
Speaker 1: share tips and tricks as I had them, because I
4:29
Speaker 1: would always share them with my friends and I always
4:32
Speaker 1: thought of my community as my friends. And I feel
4:34
Speaker 1: like maybe that resonated with people, and that's kind of
4:37
Speaker 1: how it started to grain traction. You know.
4:39
Speaker 2: Usually when I interview founders, I hear that the idea
4:43
Speaker 2: for the company pops into their head, sometimes years before
4:48
Speaker 2: they even take the first step. When did the first
4:50
Speaker 2: idea for Array come to you?
4:53
Speaker 1: It wasn't until I want to say like early twenty eighteen.
4:58
Speaker 1: So if like, I've said this backstory a couple of times,
5:02
Speaker 1: but I will for our listeners here as well. But
5:05
Speaker 1: I had a horrible history of health issues and was
5:10
Speaker 1: I never thought I would go into wellness as a
5:12
Speaker 1: career path because when I was younger, I was just
5:14
Speaker 1: never into it, right. I was always like fashion and
5:16
Speaker 1: beauty and that was my world. But as my house
5:20
Speaker 1: started deteriorating for mysterious reasons and I never really got
5:24
Speaker 1: any answers, I started to look into natural remedies. I
5:28
Speaker 1: hit my breaking point actually when I fractured a rib
5:30
Speaker 1: from a chronic cough at like twenty two years of age,
5:33
Speaker 1: and it was really gnarly, and when I went to
5:36
Speaker 1: my doctor, I was prescribed codeine and I was like,
5:38
Speaker 1: this is not this is not it, this is not
5:40
Speaker 1: the vibe. So that's when I started looking into natural remedies.
5:44
Speaker 1: And as I started experimenting with everything I was reading about,
5:49
Speaker 1: I started seeing shifts in my immune system. And from
5:52
Speaker 1: there I was like, okay, wait, let me let me
5:54
Speaker 1: see what I can do here about my digestion and
5:56
Speaker 1: fatigue and all these like little issues that I had
5:59
Speaker 1: on and you know, a daily basis. I really wanted
6:02
Speaker 1: to optimize my health. And you know, after a while,
6:06
Speaker 1: it started to click that there was this gap in
6:09
Speaker 1: the wellness space because coming from beauty and as a
6:12
Speaker 1: hyper consumer, I was like, I can go into a
6:15
Speaker 1: Sephora and find anything I need for whatever skin concern
6:19
Speaker 1: I have, and it's so easy to navigate, like dark circles,
6:23
Speaker 1: you know, acne, Like whatever your issue is, it's formulated
6:26
Speaker 1: by a dermatologist. Like these things are results driven, Like
6:29
Speaker 1: I'd use my doctor downis gross peel pads, and suddenly
6:32
Speaker 1: my skin was better a couple of months later, you know.
6:35
Speaker 1: And I wanted to see that same thing brought into
6:38
Speaker 1: the wellness world, where like things were really fast acting,
6:41
Speaker 1: results driven, sealed off by wellness professionals, not just like
6:46
Speaker 1: this cutesy product. And also I really wanted to make
6:49
Speaker 1: something that was like appealing to women so that they
6:54
Speaker 1: would find the same joy that they did with their
6:57
Speaker 1: skincare routines and like bring that in to wellness, you know,
7:00
Speaker 1: because what I was seeing with my friends was like, oh,
7:04
Speaker 1: like supplements, I don't know if they really work, and
7:06
Speaker 1: they're so ugly. Let me shove them to the back
7:07
Speaker 1: of my pantry and forget about it. And I was like,
7:09
Speaker 1: I need to change this relationship that women have with
7:12
Speaker 1: wellness so that they can feel their best. And so
7:16
Speaker 1: that was like the idea for a ray and twenty
7:18
Speaker 1: eighteen was when it clicked. And I remember like thinking
7:20
Speaker 1: about it over and over in my head and I
7:22
Speaker 1: was like, ah, like I don't even know if this
7:24
Speaker 1: is like a good enough idea. And one day I
7:26
Speaker 1: was sitting in my couch and I was talking to
7:28
Speaker 1: Nische about it now my husband back then my boyfriend.
7:30
Speaker 1: So we went and we did it together, and it
7:34
Speaker 1: was the best decision we made was just to go
7:35
Speaker 1: for it.
7:37
Speaker 2: So in hindsight, did you figure out where your health
7:40
Speaker 2: problems were coming from?
7:42
Speaker 1: Honestly, no, I wish I did. I just every never
7:45
Speaker 1: got that guidance, like since I never knew the reason.
7:48
Speaker 1: What I did was like go and like try to
7:51
Speaker 1: correct what was happening, and like start from the root,
7:55
Speaker 1: which is why I started integrating different herbs and minerals
7:58
Speaker 1: and vitamins into my routine. And obviously from there I
8:02
Speaker 1: started learning so much about lifestyle choices, like how my
8:06
Speaker 1: diet was impacting how I was feeling and like eating cleaner,
8:09
Speaker 1: like understanding what foods made me feel great and what
8:12
Speaker 1: didn't make me feel so great. So just like really
8:16
Speaker 1: starting from ground zero, because you know, I think nowadays
8:20
Speaker 1: there's so much information out there about wellness, but back
8:23
Speaker 1: in like twenty thirteen, twenty fourteen, it was like barren,
8:27
Speaker 1: Like it was just like woo woo granola people who
8:29
Speaker 1: were talking about wellness. Back then it was just like
8:32
Speaker 1: not a thing. So I just like, I don't know
8:35
Speaker 1: what it was. Probably a culmination of different lifestyle choices
8:38
Speaker 1: that were just not great for me throughout high school, university, whatever,
8:42
Speaker 1: But I'm just grateful that I was able to come out.
8:46
Speaker 1: I fit so much stronger, and now with a business
8:48
Speaker 1: that hopefully is helping other people too.
8:51
Speaker 2: You know, when I speak to people who help launch products,
8:54
Speaker 2: they all say that if you can get people to
8:57
Speaker 2: trust you enough to ingest something, then you truly have
9:00
Speaker 2: their trust. Yeah, these are are are they considered supplements?
9:05
Speaker 1: Yes, they're injustible supplements, so they're ingestible.
9:07
Speaker 4: So how did you go about building trust with your consumer? Initially?
9:12
Speaker 1: So as much as I love the wellness sphere, I
9:17
Speaker 1: knew that in order to build something that was truly efficacious.
9:21
Speaker 1: We needed to work with anchopathic doctor to formulate those products,
9:25
Speaker 1: Like we wanted something of the highest degree of efficacy.
9:28
Speaker 1: So that's what we did. We found anachropathic doctor to
9:32
Speaker 1: formulate our two products, Bloat and Calm, and she actually
9:34
Speaker 1: specializes in eating disorders. And why that is so unique
9:38
Speaker 1: is that when you're specializing in eating disorders, you are
9:41
Speaker 1: truly dealing with the toughest mental health and digestive issues.
9:47
Speaker 1: Right Oftentimes people are in recovery and like you're really
9:50
Speaker 1: figuring out how to help them digest food again, you know.
9:54
Speaker 1: So we found the best nachopathic doctor that we could
9:57
Speaker 1: find to formulate these products, and that's what we don
10:00
Speaker 1: and you know, at the front and center of our
10:02
Speaker 1: education is the fact that this has been formulated by
10:05
Speaker 1: a doctor, you know, and the fact that this is
10:07
Speaker 1: available in holistic health centers in clinics, so this is
10:11
Speaker 1: obviously something that's a product that's trusted by not people
10:14
Speaker 1: like me, like I'm a consumer, but by experts. And
10:18
Speaker 1: just constantly educate people about the ingredients, like what they
10:22
Speaker 1: should look out for, why our formulation is special, like
10:26
Speaker 1: even things like why are dosage may be different from
10:29
Speaker 1: what they've seen from other brands, and like we we
10:32
Speaker 1: just love to do education. We've always put like nochrothic
10:35
Speaker 1: doctors who we have on our board and like who
10:37
Speaker 1: we've worked with at the front and center of our
10:39
Speaker 1: brand as well, because it's really important that people get
10:42
Speaker 1: that information from the source. So that's kind of how
10:44
Speaker 1: we've tried to do it, and also like put our
10:47
Speaker 1: customer stories in the front and center of things, Like
10:50
Speaker 1: it's really fulfilling to have created a product that people
10:54
Speaker 1: email us about being like I have ibs, I have crones,
10:58
Speaker 1: and like, this is the thing the only thing that
11:00
Speaker 1: I've found for symptom relief. Like hearing that, it's like
11:04
Speaker 1: holy crap, Like I had a hand at building that
11:08
Speaker 1: and like impacting someone's life. So that's kind of how
11:12
Speaker 1: we've done the education and hopefully built that trust.
11:16
Speaker 2: So many of our listeners are entrepreneurs future entrepreneurs, and
11:21
Speaker 2: I will kind of want to go brick by brick
11:22
Speaker 2: with you full transparency about how you built this thing,
11:26
Speaker 2: because it's really impressive. So early on, what are the
11:29
Speaker 2: first three things that you did?
11:32
Speaker 1: Oh, I want to say research, research, research, because that's
11:35
Speaker 1: really it. But what I did was first and foremost,
11:39
Speaker 1: we knew that we needed to triangulate a theory we had,
11:44
Speaker 1: so we spoke to a lot of people, and the
11:46
Speaker 1: thing that we were seeing was that everyone was bloated
11:48
Speaker 1: and anxious. So we knew that like those were the
11:50
Speaker 1: two problems to solve or like look for a solution for.
11:54
Speaker 1: And we wanted to go triangulate this theory by speaking
11:57
Speaker 1: to nochropathic doctors. So we spoke to loads of nachropathic
11:59
Speaker 1: doctors and just got their opinion on why this was
12:02
Speaker 1: a thing, if it really was a thing, or if
12:04
Speaker 1: it was something that we were imagining. And from there
12:08
Speaker 1: we had to find an autopathic doctor that we actually
12:11
Speaker 1: wanted to work with. So I think that for any
12:14
Speaker 1: entrepreneurs a it's research, like whatever you're thinking of in
12:18
Speaker 1: your head, like make sure gut feeling is incredibly important.
12:21
Speaker 1: But if you can like go triangulate that theory you have,
12:24
Speaker 1: like speak to people that you know, speak to experts
12:27
Speaker 1: within your field if you can, and then if you
12:30
Speaker 1: need to find like someone to work with, then go
12:32
Speaker 1: ahead and do that. And then honestly, the third thing
12:34
Speaker 1: I would say is execute like know in your mind
12:37
Speaker 1: that whatever you're creating, it probably won't be perfect because
12:42
Speaker 1: I think, like you just have to execute and do
12:44
Speaker 1: and then like iterate based on feedback afterwards. Like for us,
12:49
Speaker 1: we went to market with like our formulation was perfect
12:53
Speaker 1: of course because it's an ingustible, but our branding needed
12:55
Speaker 1: work still, and like we iterated because like it was
12:58
Speaker 1: just like not possible to get like the perfect thing.
13:01
Speaker 1: Like something always goes wrong, And had we like sat
13:04
Speaker 1: and nitpicked on like the wine or two things that
13:06
Speaker 1: we thought had gone wrong, I think we would have
13:09
Speaker 1: been sitting on our ideas still, you know what I mean.
13:11
Speaker 1: So I think the third thing is probably like execute
13:13
Speaker 1: on it.
13:14
Speaker 4: Trademarks attorneys.
13:16
Speaker 1: Yeah, it's it's a fun world out there, so trademarks
13:20
Speaker 1: are very difficult to get. So I think what you
13:22
Speaker 1: should be doing is depends on what field you're going into.
13:27
Speaker 1: But for us, like you can make formulas proprietary by
13:31
Speaker 1: like guarding certain trade secrets. Basically we are in the
13:35
Speaker 1: midst of filing trademarks. Let's see, we're working on it
13:38
Speaker 1: really really hard, but that that whole area is difficult.
13:41
Speaker 1: Have good lawyers, I will.
13:42
Speaker 4: Say that, how do you find your attorneys?
13:45
Speaker 1: We were referred to them. Thankfully, we have like a
13:46
Speaker 1: very strong network of like other entrepreneurs, and our lawyers
13:50
Speaker 1: were recommended to us by another entrepreneur who's a friend
13:53
Speaker 1: of my husband, and they're like the best there is,
13:57
Speaker 1: I think, within like one of the best in North
13:59
Speaker 1: America and the best in Canada. I would say for sure.
14:02
Speaker 1: They have great experience with startups. And I think like
14:05
Speaker 1: a lot of young entrepreneurs think that, okay, like I
14:08
Speaker 1: shouldn't worry about a lawyer. I actually vehemently disagree with that.
14:12
Speaker 1: I think it's like one of those things that you
14:13
Speaker 1: must spend money on and like those few thousand dollars
14:17
Speaker 1: when you're young, like a young startup and maybe bootstrapped,
14:20
Speaker 1: feels like a lot. But you don't know this shit
14:23
Speaker 1: that can go wrong, okay, Like thankfully nothing major has happened,
14:26
Speaker 1: but even when it comes to looking over contracts and stuff,
14:29
Speaker 1: just to have that professional pair of eyes look through things,
14:32
Speaker 1: it just gives you a cushion and knowing that, okay,
14:36
Speaker 1: if something is to go wrong, like we have support,
14:38
Speaker 1: Like it's not just Nish and I who know nothing
14:41
Speaker 1: about law, you know, So I think like having that
14:45
Speaker 1: like finding the right lawyers is just incredibly important.
14:48
Speaker 2: And then how did you go about finding your factory
14:51
Speaker 2: and manufacture A lot of.
14:53
Speaker 1: Research and a lot of hits and misses because you know,
14:57
Speaker 1: we were bootstrapped Nish and I put our wedd money
15:00
Speaker 1: into the business and launched it.
15:01
Speaker 2: Wow.
15:02
Speaker 1: Yeah, So we had to find a manufacturer who would
15:06
Speaker 1: do lower minimum mortar quantities because typically when you go
15:09
Speaker 1: to a manufacturer, the numbers that they want to start
15:12
Speaker 1: off with are absurd. So we thankfully were able to
15:16
Speaker 1: find a manufacturer we loved who could source like the
15:19
Speaker 1: highest quality ingredients, which was really important to us, and
15:22
Speaker 1: they were able to do the minimum mortar quantities that
15:24
Speaker 1: we needed as well. We had to taggle with them
15:26
Speaker 1: a little bit. When we started speaking to manufacturers, it
15:29
Speaker 1: was like fifty one hundred thousand. We were like, huh, like,
15:33
Speaker 1: what are those numbers?
15:34
Speaker 4: That's wild, it's wild.
15:36
Speaker 1: So we got it down to a few thousand, but
15:40
Speaker 1: I remember when we placed that order, we were like.
15:43
Speaker 4: Terrified, We're scared.
15:44
Speaker 2: Yeah, and you end up having to pay more because
15:47
Speaker 2: of that. That was my next question actually was funding.
15:50
Speaker 2: So tell me the story behind that. Did you have
15:52
Speaker 2: a wedding, did you take the wedding money and use
15:54
Speaker 2: it for like what happened.
15:56
Speaker 1: So we basically did not have a wedding. We decided
16:00
Speaker 1: at the wedding that we were the money we were
16:01
Speaker 1: going to put into our wedding, we decided to put
16:03
Speaker 1: it into the business instead.
16:05
Speaker 4: What a great story.
16:06
Speaker 1: Yeah, honestly, it's We were going to have our wedding
16:10
Speaker 1: in Spain actually, so we were going to do this
16:11
Speaker 1: like beautiful destination wedding, but we decided to put it
16:15
Speaker 1: into our business. And honestly, like when I look back
16:18
Speaker 1: on it, it was the best decision we ever made
16:20
Speaker 1: because also her personal perspective, like I don't know how
16:24
Speaker 1: I would have planned a wedding and built a startup
16:28
Speaker 1: at the same time. I think I would have just
16:30
Speaker 1: like died. It's insane. It's insane, like planning a wedding
16:34
Speaker 1: like people who do it, and people do it all
16:37
Speaker 1: all day long. It is hard. It's really really hard
16:40
Speaker 1: to plan a wedding and like building a startup as well.
16:42
Speaker 1: It's like, you know, it's like like giving birth to
16:45
Speaker 1: a baby really and like raising it. So we decided
16:48
Speaker 1: we were going to put our wedding money into the
16:50
Speaker 1: startup because we needed the funds. We didn't want to
16:52
Speaker 1: go raise money before we even knew what we were doing,
16:56
Speaker 1: you know. And also I think that there is something
16:58
Speaker 1: beautiful about putting your own money in, like really wanting
17:01
Speaker 1: the idea that bad that you like bet on yourself.
17:04
Speaker 2: I think you're also potentially more thoughtful about where you're
17:08
Speaker 2: spending money.
17:09
Speaker 1: Absolutely, at the beginning, it educated us so much about finances,
17:13
Speaker 1: Like niche I mean, Nish is like great with numbers,
17:15
Speaker 1: but our livelihood depended on our business working out, you know,
17:19
Speaker 1: And so we really were careful with every dollar we had.
17:23
Speaker 1: We just didn't have a lot to spend. We were
17:24
Speaker 1: really really thoughtful, really careful, and we're able to run
17:29
Speaker 1: our business profitably. We didn't have the privilege of draining
17:33
Speaker 1: money at like when we started, because what were we
17:35
Speaker 1: going to do when we ran out of fits? So
17:38
Speaker 1: it taught us a lot. I think it made us
17:40
Speaker 1: like more astute business owners. And I think it's like
17:44
Speaker 1: the old school way of doing things as well. So
17:46
Speaker 1: I'm grateful that we did it that way.
17:48
Speaker 2: So you have this product in hand, your manufacturer ships
17:52
Speaker 2: it to you, and now everything is about distribution. When
17:56
Speaker 2: I think about products, I always think about that phrase.
17:58
Speaker 2: If a tree falls in the forest and no one
18:00
Speaker 2: hears it, did it fall? That's distribution. It is so
18:04
Speaker 2: difficult to get distribution. How'd you go about that? What
18:08
Speaker 2: is your distribution model?
18:09
Speaker 1: When we started, the distribution was us shipping things out
18:12
Speaker 1: of our apartment.
18:13
Speaker 4: So you were just like posting on Instagram.
18:16
Speaker 1: Yeah, we were like, and we still are, by the way,
18:18
Speaker 1: like ninety nine percent D two See we work with
18:20
Speaker 1: like a few clinics and a few beauty boutiques where
18:22
Speaker 1: we sell as well, but aside from that, it's all
18:26
Speaker 1: D two C. And we moved into a warehouse like
18:28
Speaker 1: way way later, like I'm talking early this year when
18:33
Speaker 1: our like launch launch was March twenty twenty, and we
18:36
Speaker 1: were just out there in our house like hustling, Like
18:39
Speaker 1: our entire apartment looks like a warehouse. Like if you
18:41
Speaker 1: go to the array TikTok channel and scroll down a
18:45
Speaker 1: little bit, like there's videos that we've posted of like
18:47
Speaker 1: our apartment, which was a warehouse. So that was our distribution.
18:50
Speaker 1: It was us and I'm grateful for it because we
18:53
Speaker 1: got to like add a lot of personal touches, which
18:55
Speaker 1: was really exciting and cool. But we we did everything.
18:58
Speaker 1: We did the customer services while you know, when a
19:00
Speaker 1: package was lost, we were dealing with it. Even things
19:03
Speaker 1: like in the early days we would be going with
19:07
Speaker 1: like big big bags to drop the boxes off at
19:10
Speaker 1: the post office too, so we made friends with the
19:12
Speaker 1: local people at our post office. So we were our
19:15
Speaker 1: own distribution. And now of course, like we have a
19:17
Speaker 1: warehouse thankfully and like great people that we work with,
19:20
Speaker 1: but yeah, still primarily e commerce.
19:24
Speaker 4: How did you get the word out?
19:26
Speaker 1: I will say Instagram is a very very powerful thing.
19:29
Speaker 2: I think this is interesting for people because how many
19:32
Speaker 2: Instagram followers do you have?
19:34
Speaker 1: I have a little over fifty thousand, so that's.
19:37
Speaker 4: A great following.
19:39
Speaker 2: It's not like one point five million, like you hear
19:41
Speaker 2: about right, No, So, like I'm just in shock because
19:46
Speaker 2: you really spread the word quickly.
19:48
Speaker 1: So it was through of course, like I have, like
19:51
Speaker 1: you know, a good network and a great community as well,
19:54
Speaker 1: but also we gifted really heavily to influencers, to doctors,
19:59
Speaker 1: to wellness professionals, and from there the word really started
20:02
Speaker 1: to spread. So what's interesting is, and people may not
20:06
Speaker 1: know this, but doctors, wellness professionals, like in the holistic
20:10
Speaker 1: world are constantly looking for great products to recommend to
20:13
Speaker 1: their clients, right, and so we started to gain like
20:16
Speaker 1: a lot of traction amidst people who had like chronic
20:19
Speaker 1: digestive issues from their doctors and their nutritionists who loved
20:22
Speaker 1: our product. And of course, like we'd also gifted heavily
20:26
Speaker 1: to influencers, right and thankfully a lot of them loved
20:31
Speaker 1: the product and started sharing about it organically, So we
20:34
Speaker 1: got lucky. I think at the core though, like, of
20:38
Speaker 1: course you can employ these strategies that I'm saying, but
20:41
Speaker 1: I think at the core, it's so important to have
20:43
Speaker 1: a great product in y'all, you know, because I mean,
20:47
Speaker 1: influencers get gifted products day in and day out, Right,
20:50
Speaker 1: they're not going to post about it if your.
20:52
Speaker 2: Product going to say like you gifted it to them,
20:54
Speaker 2: but it could have stayed in their pile on percent
20:57
Speaker 2: percent you were saying the product was so good.
21:00
Speaker 1: Yeah, the product was great. And you know, we always
21:03
Speaker 1: added personalized touches, not just to influencers, even to our customers.
21:06
Speaker 1: Like we did this thing where we'd send a polaroid,
21:08
Speaker 1: which we still do by the way, with like Nish
21:11
Speaker 1: and I and like just like a little handwritten note
21:13
Speaker 1: like welcome to the Array family or like.
21:14
Speaker 4: That's so cute, you know.
21:16
Speaker 1: And the whole reason was, like our fridge is full
21:18
Speaker 1: of polaroids, and we thought like every time we had
21:22
Speaker 1: like a significant memory nition, I would always take a
21:24
Speaker 1: picture on our polaroid and put it on our fridge,
21:26
Speaker 1: and I always made a smile. And so we were like,
21:27
Speaker 1: what if we can give this to customers, Let's see
21:29
Speaker 1: if they like it. And so we'd send these boxes
21:32
Speaker 1: with the polaroids to both influencers and our consumers, and
21:36
Speaker 1: people loved it, you know, and it was like a
21:39
Speaker 1: mini viral moment where like people would just share pictures
21:43
Speaker 1: of these boxes that we'd send out to them. So
21:45
Speaker 1: things like that I think really stick, right, like great
21:48
Speaker 1: product and finding that personalized thing that's very you Like,
21:53
Speaker 1: it doesn't matter if someone else goes and does this
21:55
Speaker 1: polaroid idea, because where does it fit into their story?
21:58
Speaker 1: Like find your thing, you know, and like let people
22:01
Speaker 1: know that you're like sending this with soul and that
22:04
Speaker 1: you really care, you know. And I think like that
22:07
Speaker 1: was really it that we obviously had a great product
22:10
Speaker 1: and our like the whole delivery was really soughtful. And
22:14
Speaker 1: came from our hearts.
22:15
Speaker 2: So the primary reason new businesses fail is because of
22:20
Speaker 2: lack of market demand. Forty two percent of small businesses
22:23
Speaker 2: fail because of this reason. If there's one thing you
22:27
Speaker 2: have to be sure of before you start a business,
22:30
Speaker 2: it's the need of what you're offering to customers.
22:34
Speaker 4: How do you assess market need?
22:35
Speaker 2: Like, I know you said you needed this product in
22:38
Speaker 2: your gut, you felt like other people needed this product,
22:40
Speaker 2: How did you assess the market need for it?
22:43
Speaker 1: Honestly, Danielle, I wish I had some like fancy answer
22:46
Speaker 1: as to how I did this, but like and maybe
22:47
Speaker 1: someone from business school would have a better answer, But
22:50
Speaker 1: for us, it was really speaking to a lot of
22:52
Speaker 1: people like I spoke to. Thankfully, I will say the
22:56
Speaker 1: one like unfair advantage I had was a community and
23:00
Speaker 1: go prior to Array launching, when it was even just
23:02
Speaker 1: like a seedling of an idea, I remember doing polls
23:05
Speaker 1: and like just asking people like do you suffer from
23:08
Speaker 1: this or this? Like is this an issue in your life? Like,
23:11
Speaker 1: you know, just asking those sorts of questions. And then
23:14
Speaker 1: when we'd come up with the formulation, even we sent
23:17
Speaker 1: it out to sixty women within my community, and they
23:21
Speaker 1: told us what they thought of it, like really like
23:23
Speaker 1: honest opinion, and that was how we kind of knew,
23:26
Speaker 1: Like everyone was talking about how they had these issues
23:29
Speaker 1: and then like like we tried to figure it out
23:32
Speaker 1: the best we could with the resources we had. But
23:34
Speaker 1: like speak to as many people as you know, honestly,
23:36
Speaker 1: Like if you don't have like a following on instagrament
23:39
Speaker 1: you don't need that, like speak to every friend you have,
23:41
Speaker 1: like send out a mass email acting like do you
23:44
Speaker 1: suffer from this problem? Or like a little questionnaire you.
23:47
Speaker 4: Know what I mean survey monkey.
23:49
Speaker 1: Yeah, yeah, Like that's literally what we did when we
23:51
Speaker 1: sent out like our samples. So it works like you
23:54
Speaker 1: got to speak to people.
23:55
Speaker 2: You know, when did you first start seeing profit? How
23:58
Speaker 2: long did it take?
24:00
Speaker 1: We were profitable within three months?
24:02
Speaker 4: Wow?
24:04
Speaker 2: Yeah that's wild. Yeah yeah, do you behind me asking
24:07
Speaker 2: like what does that mean? Like were you how much
24:08
Speaker 2: were you selling a month? How many units?
24:11
Speaker 1: So we crossed the hundred k threshold per month within
24:16
Speaker 1: like three and a half months of business, Like what
24:20
Speaker 1: like launch.
24:20
Speaker 4: You send that all out of your your apart?
24:23
Speaker 1: Yeah yeah, you I mean it was a challenge, let
24:25
Speaker 1: me tell you.
24:26
Speaker 4: But you used to have been fulfilling orders all day.
24:28
Speaker 1: Yeah, literally all day was Nish and I doing it
24:30
Speaker 1: for a really long time, just the two of us.
24:31
Speaker 1: But then we ended up hiring people as well. We
24:33
Speaker 1: were really lucky. I think people also, like people we
24:36
Speaker 1: knew had gone out of work because of COVID and
24:39
Speaker 1: they were they were looking for jobs, right, And so
24:42
Speaker 1: we had like three people helping us pack and like
24:44
Speaker 1: literally our apartment was this warehouse all day long. But yeah,
24:48
Speaker 1: we were profitable within a few months of business. We
24:51
Speaker 1: were we were. We were really lucky. We were lucky.
24:53
Speaker 1: We worked hard for it.
24:54
Speaker 2: Though, I will say, where do you think you spent
24:57
Speaker 2: money you shouldn't have and where did you where do
24:59
Speaker 2: you think you shoul to spend more money?
25:01
Speaker 1: I wouldn't change anything because we were We spent money
25:05
Speaker 1: in the right places. When we launched, we put money into,
25:09
Speaker 1: you know, getting the best possible quality of product. We
25:12
Speaker 1: spent way more than I think someone else maybe would have,
25:16
Speaker 1: getting all organic ingredients. But that was like not somewhere
25:18
Speaker 1: we were willing to kind of bend. That was so
25:20
Speaker 1: important to us that it was a value proposition. And
25:23
Speaker 1: I was like, I don't care, like I don't care
25:26
Speaker 1: if it costs like, however, thousands more, it's the.
25:30
Speaker 4: Whole point of the product.
25:31
Speaker 1: What's the point? Right, Like that that was our value proposition,
25:34
Speaker 1: So that was really important to us. Where else we
25:36
Speaker 1: spend money is on branding, which is also something I
25:39
Speaker 1: recommend unless you have someone on your team who's like
25:42
Speaker 1: a really visual, like design heavy person. I'm visual, but
25:45
Speaker 1: I cannot design for like branding for example, right packaging, Yeah,
25:50
Speaker 1: so you need a graphic designer exactly, And so we
25:53
Speaker 1: outsourced that and again that was a great idea and
25:57
Speaker 1: for us, like we were really methodic about how we
26:00
Speaker 1: spent the money. So like those were the two things
26:02
Speaker 1: we knew we needed to spend money on to get
26:04
Speaker 1: the brand started. And then from there, like we put
26:06
Speaker 1: up like a shit website, like Nish did that himself.
26:10
Speaker 1: Like it was like some horrible Shopify theme, Like it's
26:13
Speaker 1: like so embarrassing. Like now if I look back on
26:15
Speaker 1: my stories and I see it, I'm like, oh, but
26:17
Speaker 1: you do what you can. And then as we started
26:20
Speaker 1: to make money, that's when we started to pour money
26:22
Speaker 1: back into the business. So like we didn't hire a
26:25
Speaker 1: developer slash designer to redo our website until like six
26:29
Speaker 1: months in because that's all we could afford. So I
26:32
Speaker 1: think that the way we did it was the right way,
26:35
Speaker 1: and I don't think I would change things.
26:38
Speaker 2: So we've talked about Nish your business partner who's also
26:40
Speaker 2: your husband.
26:41
Speaker 4: What is that dynamic?
26:43
Speaker 3: Like?
26:43
Speaker 1: Really fun? I think we're really lucky. Nish Is has
26:48
Speaker 1: every quality that I don't have. What was he doing
26:51
Speaker 1: before fintech? Okay, so very different. He's very technical, really analytical.
26:57
Speaker 1: I mean his he graduated with a degree in mechanic engineering, right,
27:00
Speaker 1: so he's like very like numbers oriented and his brain
27:04
Speaker 1: works in a way that mind just doesn't. And I
27:06
Speaker 1: always knew, like if I were to start a business,
27:09
Speaker 1: I would want someone with those exact qualities. So when
27:12
Speaker 1: it came to Array, I was like, you know, no
27:14
Speaker 1: matter what, I'm getting niche to work on this with me,
27:17
Speaker 1: Like I don't care if we're building a woman's brand,
27:19
Speaker 1: Like he better suck it up and work on this
27:21
Speaker 1: with me because it like I need those skill sets.
27:24
Speaker 1: And so our dynamic is so much fun, Like we
27:27
Speaker 1: have the best time together. I think he brings insight
27:32
Speaker 1: into the table that I wouldn't normally have, you know,
27:35
Speaker 1: like yeah, he's very like data oriented and like like
27:38
Speaker 1: he just he can analyze things in a way that
27:40
Speaker 1: I don't think to do, so like I think he
27:44
Speaker 1: brings a method to my madness.
27:48
Speaker 4: What's the hardest decision you two have had to make
27:50
Speaker 4: so far?
27:51
Speaker 1: Oh, that's such a good question. What is the hardest decision?
27:56
Speaker 1: I think to spend what we did on branding. We
27:59
Speaker 1: went back back and forth on that for a really
28:01
Speaker 1: long time. I knew we needed to spend on branding.
28:03
Speaker 1: Nish was like, I don't want to do this, and
28:05
Speaker 1: we went back and forth for such a long time,
28:08
Speaker 1: but we landed on that decision, and I'm like, like, retrospectively,
28:13
Speaker 1: Nish is so glad that you know, he caved there
28:15
Speaker 1: and we did it because I think that if we
28:18
Speaker 1: hadn't really invested in our brand, like just having it
28:22
Speaker 1: really really streamlined, I don't know if we would have
28:25
Speaker 1: been able to get it to where it is, because
28:27
Speaker 1: I think in this day and age, you really have
28:29
Speaker 1: to think if everything you create as something that can
28:32
Speaker 1: and should be photographed, Like you want to create something
28:34
Speaker 1: that people want to photograph and people are excited to
28:36
Speaker 1: have as part of their routines. Had we just kind
28:39
Speaker 1: of thrown something up. I don't think it would have worked.
28:42
Speaker 1: So that was a really, really tough decision.
28:45
Speaker 2: I read your biggest feat in twenty twenty was getting
28:49
Speaker 2: good at meetings unquote what makes a good meeting?
28:52
Speaker 4: Like what did you improve upon?
28:54
Speaker 1: So I have worked for myself, or I had worked
28:57
Speaker 1: for myself for so long that I was just used
29:01
Speaker 1: to emails, right, and I've I run anxious. I wasn't
29:05
Speaker 1: someone who liked to get on the phone. It's funny
29:07
Speaker 1: because I love doing my podcast, but I feel like
29:11
Speaker 1: I'm the one asking the questions, whereas like in a meeting,
29:14
Speaker 1: like you're leading it and there's people relying on you,
29:17
Speaker 1: and you're getting in meetings like over and over again
29:19
Speaker 1: all day long. Age. It was just like a really
29:21
Speaker 1: foreign thing to me, right, And it was it was
29:25
Speaker 1: just like I guess getting comfortable knowing that people trust
29:30
Speaker 1: you to lead and that you have good ideas and
29:34
Speaker 1: having comcapsules to like just make me non anxious during
29:38
Speaker 1: those meetings. That's about it. Like it's just getting comfortable
29:41
Speaker 1: with it, like getting comfortable with yeah. Yeah, Like it
29:44
Speaker 1: was just something that was really foreign to me because
29:45
Speaker 1: I've always worked for myself.
29:48
Speaker 2: You also wrote on Instagram romanticize your life. What does
29:53
Speaker 2: that mean?
29:54
Speaker 1: So I think that all of us, like most of
29:58
Speaker 1: us are probably really busy in our data life day lives, right,
30:01
Speaker 1: And I think a lot of people get trapped in
30:03
Speaker 1: this thing of like living for the weekend, right, Like
30:06
Speaker 1: you get really excited about what you're going to do
30:07
Speaker 1: on a Friday night or a Saturday Sunday, and you
30:10
Speaker 1: don't think about the little joys that you can have
30:13
Speaker 1: on a daily basis, And like, your daily joys don't
30:17
Speaker 1: have to be these like time consuming, luxurious things, right,
30:21
Speaker 1: Like for me, those like like how I romanticize my
30:24
Speaker 1: life is like taking that time in the morning to
30:27
Speaker 1: sit there with my journal and like go for a
30:29
Speaker 1: long walk where I listen to an audiobook. Like those
30:31
Speaker 1: are the things that bring me joy every single day,
30:33
Speaker 1: and I don't need to look forward to the weekend
30:36
Speaker 1: because I bring joy to my life by doing those
30:39
Speaker 1: things every single day. And like even just like mini achievements,
30:42
Speaker 1: because some days work is gnarly, yeah, like it's hard,
30:46
Speaker 1: and so I think of like just like certain mini
30:49
Speaker 1: goals that I set for myself as like little accomplishments
30:52
Speaker 1: as well, right, Like I have certain things that I
30:55
Speaker 1: check off my to do list, which is like small,
30:58
Speaker 1: like make your bed and like then you can keep
31:00
Speaker 1: on a nice bed at night. Things like that. I think,
31:02
Speaker 1: like those they're little, but they really do help you
31:05
Speaker 1: romanticize your life.
31:06
Speaker 2: But that's interesting to me because the things that you mentioned,
31:09
Speaker 2: for the most part, feel more to me like things
31:13
Speaker 2: that bring you joy or like scheduling hacks. The word romanticize,
31:17
Speaker 2: Like I think about it differently. I'm curious as to
31:20
Speaker 2: like as to what you really meant when you said romanticize,
31:24
Speaker 2: Like is it like is it like put lotion all
31:28
Speaker 2: over your body every day?
31:30
Speaker 3: Is it?
31:30
Speaker 1: I think it that definition of romanticize is so personal, right,
31:36
Speaker 1: Like maybe to you that is putting lotion on your body, right,
31:39
Speaker 1: Like maybe that is like a really like nice luxurious
31:42
Speaker 1: act for you. For me, that is to go on
31:44
Speaker 1: a one hour long walk in the morning, you know,
31:47
Speaker 1: which maybe a chore or like some like just something
31:50
Speaker 1: that someone else hates doing. But for me, it really
31:53
Speaker 1: is like that definition of whatever it is that brings
31:56
Speaker 1: you a lot of joy, Like for me, it means
31:58
Speaker 1: like go out for a cough on like a Tuesday afternoon, right, right,
32:02
Speaker 1: like that. It can be as small as that, Okay,
32:05
Speaker 1: for you, it can be something else, like I don't know,
32:07
Speaker 1: maybe it's like sitting there and indulging yourself with like
32:10
Speaker 1: a really good book before you go to sleep, like
32:11
Speaker 1: whatever those little things are that make you feel like
32:15
Speaker 1: more excited and like happy about your life. Like that's
32:18
Speaker 1: how it feels to me. That's like my definition of it.
32:21
Speaker 4: That makes sense. Okay, rapid fire.
32:24
Speaker 1: Let's do it.
32:25
Speaker 2: Number one non negotiable morning ritual journaling. The one product,
32:30
Speaker 2: the one beauty product you really really can't live without, skincare.
32:34
Speaker 1: Whatever that means to you, reten, I'll see you for
32:36
Speaker 1: rule like by doctor Dennis Gross.
32:39
Speaker 4: Everything doctor Dennis Gross is great.
32:40
Speaker 1: I die for his Caroline, like I am just I
32:45
Speaker 1: cannot tell you my obsession so good for skincare and
32:48
Speaker 1: beauty products is most like my favorite.
32:51
Speaker 2: Is say yeah, so good, okay, so good, I have
32:54
Speaker 2: to try I haven't tried those. Something you wish someone
32:57
Speaker 2: would have told you before starting your own business.
33:00
Speaker 1: I read it. No one told me. I read it,
33:03
Speaker 1: which is don't get stuck on perfection.
33:06
Speaker 2: When I was launching Pretty Smart, there was one gal
33:09
Speaker 2: that was helping me with things, and she kept saying, Danielle,
33:13
Speaker 2: perfection is the enemy of done. Yeah, but I was like, nope,
33:17
Speaker 2: I need it to perfect.
33:19
Speaker 4: So yes, I agree with you.
33:21
Speaker 2: The number one negotiation tip ooh kindness.
33:25
Speaker 1: I'm gonna say kind interesting.
33:26
Speaker 3: Yeah.
33:27
Speaker 4: I love that.
33:27
Speaker 1: It's always worked for me. And I think people think
33:32
Speaker 1: that like to negotiate and sorry, I know this is
33:34
Speaker 1: rapid fire, but I will stop on this for a second, please.
33:37
Speaker 1: I think that women, when they think of negotiation, they
33:39
Speaker 1: think that like, I got to become someone else, but
33:42
Speaker 1: play into your superpower. Mine is kindness. And I feel
33:45
Speaker 1: like when it's come to negotiations, I can't go in
33:48
Speaker 1: there pretending to be my husband, who can be a
33:51
Speaker 1: hard ass. For me, that's kindness, it's honesty, it's transparency,
33:54
Speaker 1: and it's always worked for me.
33:56
Speaker 2: It's interesting you say that because we had Chris Voss,
33:58
Speaker 2: the FBI negotiator, on to talk about negotiation specifically for women,
34:04
Speaker 2: and he kept saying, one, don't use like an aggressive
34:08
Speaker 2: tone of voice, use the DJFM tone. And also it's
34:13
Speaker 2: a collaboration. Yes, it's not one side wins, one side loses.
34:17
Speaker 2: So it's really smart that you said that.
34:21
Speaker 1: Thank you.
34:22
Speaker 4: We got to talk about your podcast.
34:24
Speaker 2: If everybody were to listen to one episode just to
34:28
Speaker 2: get into it for the first time, which one would
34:31
Speaker 2: you point them to.
34:31
Speaker 1: I'm going to say, go listen to my episode with
34:34
Speaker 1: doctor Michael Bruce. He is a sleep doctor, and I
34:38
Speaker 1: think it's an incredibly important episode because we talk about
34:41
Speaker 1: optimization in every single way, and we never discuss how
34:44
Speaker 1: important sleep is when it comes to life hacking. You
34:48
Speaker 1: are non functional unless you've optimized your sleep. So I
34:52
Speaker 1: think it's like I idolize doctor Michael Bruce. I've read
34:55
Speaker 1: his book. I'm reading his new book right now, and
34:57
Speaker 1: it is such an important listen.
35:00
Speaker 4: I always say that sleep is the secret of superheroes.
35:02
Speaker 1: It's true. No one, no Avenger is out there fighting
35:06
Speaker 1: their best fight if they're sleep deprived. K like it'll
35:10
Speaker 1: bring Iron Man down. Like no, I love that.
35:14
Speaker 2: I'm so I do a question, A pretty smart question.
35:19
Speaker 1: This is wait. I die for the branding. Thank you,
35:22
Speaker 1: it's so good.
35:23
Speaker 2: You're so sweet. I'm going to send you one when
35:25
Speaker 2: they come out. I haven't launched them yet, so cool.
35:28
Speaker 2: Pick a question, any question?
35:29
Speaker 1: Oh my gosh, Okay, let's do that one.
35:32
Speaker 4: Did I go to you no, you read it.
35:34
Speaker 1: Okay, When have you felt the closest to magic in
35:38
Speaker 1: your life? This is a good one. When we had
35:43
Speaker 1: launched a air, when I had thought of Array, when
35:45
Speaker 1: we had thought of a ray, there were like certain
35:48
Speaker 1: things that I'd written down that like I envision that
35:51
Speaker 1: like so and so buys our product or so and
35:54
Speaker 1: so talks about it on social media, and I think
35:59
Speaker 1: seeing so many of those things that I just envisioned
36:02
Speaker 1: in my mind, like coming to life was like, like
36:06
Speaker 1: I remember the first time it was Melissa would actually
36:09
Speaker 1: I will call her out. Who was the first person,
36:12
Speaker 1: like big person to post about us on Instagram and
36:15
Speaker 1: so nice, and I like I remember that happening and
36:18
Speaker 1: I was like, oh my god, like, oh my God,
36:21
Speaker 1: like it cause it was like not only did it
36:23
Speaker 1: do this like massive thing for our brand where we
36:25
Speaker 1: just saw like crazy sales come in, but I was like,
36:28
Speaker 1: holy shit, like this person knows that we exist, Like
36:31
Speaker 1: Melissa would like who felt like this, Like you know,
36:34
Speaker 1: like you just have these moments right, So I feel
36:37
Speaker 1: like that was a big one because she was the
36:39
Speaker 1: first person that put us on the map. And for me,
36:41
Speaker 1: it was like I had this list of people and
36:44
Speaker 1: like she was one of them and that was really exciting.
36:47
Speaker 2: That is really special. Yeah, required reading for every human being.
36:51
Speaker 1: Atomic habits, I would say, is a good Like it's
36:55
Speaker 1: just a great book for everyone to read because it
36:59
Speaker 1: will help you figure out how to be like the
37:01
Speaker 1: best version of yourself, I think. And another one I
37:04
Speaker 1: would say is the five Am Club. I think that
37:07
Speaker 1: it's by Robin Sharma.
37:08
Speaker 4: Do you wake up at five am?
37:10
Speaker 1: Six five point fifty is typically when my eyes open.
37:14
Speaker 1: But the secret to this is just going to bed earlier.
37:16
Speaker 1: It's like I'm in bed by ten and how many
37:20
Speaker 1: hours is that? I seven and a half hours, But
37:23
Speaker 1: you figure that seven and a half is good? Yeah,
37:25
Speaker 1: seven and a half every night, Like my eyes are
37:26
Speaker 1: shut by you know, ten thirty pm. I lay in
37:29
Speaker 1: bed at ten so that I can read for a
37:31
Speaker 1: bit and then go to bed.
37:32
Speaker 4: That's good.
37:32
Speaker 1: But five Am Club because I think that there's magic
37:35
Speaker 1: in mornings at least in my experience. It could be
37:38
Speaker 1: my sleep chronotype based on the doctor Michael Bruce methodology.
37:43
Speaker 1: But like it just teaches you, like I guess the
37:46
Speaker 1: importance of mornings and like really like seizing the day
37:49
Speaker 1: and like just habits of successful people, So I think
37:52
Speaker 1: it's like a good inspirational read. So I would say
37:54
Speaker 1: those two are like good building blocks, which I think
37:57
Speaker 1: a lot of people should read.
37:58
Speaker 2: Yeah, I like that the smartest decision you've ever made.
38:03
Speaker 1: To follow my gut instinct and build a ray. I like,
38:08
Speaker 1: I spoke to people close to me about it, and
38:11
Speaker 1: not everyone got it, and I didn't care, and I
38:15
Speaker 1: did it anyway. Like I'm lucky that my husband always
38:18
Speaker 1: understood and you know, he was my biggest supporter and
38:22
Speaker 1: I'm so grateful to have him as a co founder.
38:23
Speaker 1: But had I listened to everyone around me, I don't
38:27
Speaker 1: think I would have launched it.
38:28
Speaker 4: What'd your parents think?
38:29
Speaker 1: Both of them are my biggest cheerleader. But honestly, when
38:32
Speaker 1: I went to my dad, he didn't get it. But
38:35
Speaker 1: like he's older and like I understand that, like now
38:38
Speaker 1: why he wouldn't get it. He was concerned, right, but
38:41
Speaker 1: he was really supportive, but he was like, you're not
38:44
Speaker 1: a doctor, and hearing that, I was like, oh my god,
38:48
Speaker 1: like should I even bother? But then I was like no,
38:50
Speaker 1: like I know something he doesn't, and there's something good
38:54
Speaker 1: in that, because if everyone is like, yeah, go for it,
38:58
Speaker 1: your idea is not even contrarian. It's probably been done
39:00
Speaker 1: because people get it. Like, you want your idea to
39:04
Speaker 1: be contrarian if you want it to succeed. And my
39:06
Speaker 1: one clearly was when I decided to start it. So
39:09
Speaker 1: that was a smart decision I made.
39:10
Speaker 2: For everybody out there who has a seed of an
39:14
Speaker 2: idea and is just teetering on starting it, feeling nervous.
39:20
Speaker 1: What do you say, don't be nervous, do it. If
39:22
Speaker 1: you have a gut instinct, do it. You will never
39:26
Speaker 1: know until you do it. And the thing is, there's
39:29
Speaker 1: all these great ideas in the world, but like it's
39:33
Speaker 1: only the like people have to do it right, Like
39:36
Speaker 1: someone may have thought of that same idea and they
39:38
Speaker 1: just never did it. So go and actually do it
39:40
Speaker 1: and make it come to life. You'll never wonder and like,
39:43
Speaker 1: even if it fails, you learn from it, like it
39:46
Speaker 1: just makes you stronger.
39:47
Speaker 4: There's no failures, there's only pivots.
39:49
Speaker 1: Agreed, Thank you.
40:09
Speaker 3: All right, today is a good day. To have a
40:11
Speaker 3: good day.
40:11
Speaker 4: I'll see you next week.
40:18
Speaker 3: Yeah,