Latest / Earn Your Leisure / SHE TURNED $67 INTO AN 8-FIGURE BUSINESS 🤯

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SHE TURNED $67 INTO AN 8-FIGURE BUSINESS 🤯 · Earn Your Leisure

• 0:00
  Speaker 1: Wellness is not just about something that you do topically.
• 0:02
  Speaker 1: It's about the inside as well. They're just trying to
• 0:04
  Speaker 1: wash it off and sprinkle it with strawberry milkshake body washes,
• 0:08
  Speaker 1: and it's throwing them.
• 0:08
  Speaker 2: Off even more.
• 0:09
  Speaker 3: How you actually got started.
• 0:10
  Speaker 2: I made that soap.
• 0:11
  Speaker 1: I gave it to my roommates and they were like,
• 0:13
  Speaker 1: what the heck did you put in this soap?
• 0:15
  Speaker 2: Because I smell like nothing and I taste like nothing.
• 0:18
  Speaker 4: How do you get your friends to buy in to
• 0:20
  Speaker 4: test it? Like we're talking about intimate parts of the body.
• 0:23
  Speaker 1: Nobody's gonna just hey, I'm going to just trust you
• 0:25
  Speaker 1: to put something on my volva. Word of mouth was
• 0:27
  Speaker 1: the thing. And I'm in college. Girls are active. They
• 0:30
  Speaker 1: want to be able to smell good. They want to
• 0:31
  Speaker 1: have that confidence. So as soon as they figured out, oh,
• 0:33
  Speaker 1: there's a girl on campus selling soap for your vova
• 0:35
  Speaker 1: that makes you smell for resh all day.
• 0:37
  Speaker 2: Oh it was crazy.
• 0:39
  Speaker 1: And with the whole fish thing, yeah, it's funny haha,
• 0:42
  Speaker 1: but at the end of the day, you might be
• 0:43
  Speaker 1: crying on the inside.
• 0:45
  Speaker 4: Talk about that period of time where this is now
• 0:47
  Speaker 4: something that has grown out of your control.
• 0:49
  Speaker 2: Being sold out is not an advantage.
• 0:51
  Speaker 1: It's actually a disadvantage because you could be making so
• 0:53
  Speaker 1: much more money.
• 0:54
  Speaker 3: How has your experience been with TikTok chob.
• 0:56
  Speaker 1: TikTok has made my business sore sotic so grew without
• 1:01
  Speaker 1: any ads.
• 1:01
  Speaker 2: I just started ads maybe two years ago.
• 1:04
  Speaker 1: That's just from my customers being able to promote it
• 1:06
  Speaker 1: because they realized that it wasn't a lot of products
• 1:08
  Speaker 1: on the market that could do what saltic Sol was doing.
• 1:10
  Speaker 1: As soon as they use it one time, I know
• 1:11
  Speaker 1: they'll love it.
• 1:13
  Speaker 3: All right, guys, welcome back, yol. We had a special
• 1:16
  Speaker 3: guest with us today, Jalisa Seymour. How you doing.
• 1:20
  Speaker 2: I feel good.
• 1:21
  Speaker 3: I'm good, Founder and CEO of salt XO.
• 1:25
  Speaker 4: Yeah right, yeah, I've been seeing that all over the place.
• 1:28
  Speaker 4: I'm so happy we get to talk to.
• 1:29
  Speaker 5: You today though.
• 1:29
  Speaker 2: Yeah, I'm excited.
• 1:30
  Speaker 5: Yeah.
• 1:31
  Speaker 3: Feminine hygiene brand is that the best way to describe it?
• 1:36
  Speaker 2: Hygiene?
• 1:36
  Speaker 3: Okay, and something that's been you've been tearing it up.
• 1:39
  Speaker 3: You've been going viral, social media, all of that stuff.
• 1:42
  Speaker 3: So congratulations, thank you. We're going to talk about your
• 1:45
  Speaker 3: journey and entrepreneurship. How this started, you know, outlook marketing
• 1:49
  Speaker 3: all that type of stuff. But first and foremost, thank
• 1:51
  Speaker 3: you for joining us.
• 1:51
  Speaker 2: Appreciate it, thank you, thank you for having me.
• 1:53
  Speaker 3: Yeah, so all right, can you give us a full explanation,
• 1:57
  Speaker 3: Like I said, feminine hygiene, but that's kind of broad ranging, right,
• 2:01
  Speaker 3: Can you tell us specifically what your products are, who
• 2:05
  Speaker 3: it caters to, and how how you actually got started.
• 2:08
  Speaker 1: So in college, I was using the regular products that
• 2:13
  Speaker 1: you're use in the store, right, and I realized those
• 2:16
  Speaker 1: products were really throwing me off. And when I realized
• 2:19
  Speaker 1: it was like it was thrown off my page balance
• 2:22
  Speaker 1: and I was trying to get to the root of it.
• 2:24
  Speaker 1: So I decided, you know what, let me just create
• 2:26
  Speaker 1: my own thing because I realized it wasn't my diet
• 2:29
  Speaker 1: like I worked out, I was healthy my whole life,
• 2:31
  Speaker 1: and something was off. So I did a little research.
• 2:34
  Speaker 1: My dad is my stepdad. He's a rosta, so he's
• 2:37
  Speaker 1: really big on holistic healing. He's healed himself, he's healed
• 2:40
  Speaker 1: me multiple times growing up. So he told me about
• 2:43
  Speaker 1: African soap, and when I was using African soap, it
• 2:46
  Speaker 1: just was a little too harsh for like intimate areas.
• 2:50
  Speaker 1: So I said, you know, what, Let me create something
• 2:51
  Speaker 1: similar to an African soap, but for your vova. And
• 2:54
  Speaker 1: so I started doing some research and understanding the impact
• 2:57
  Speaker 1: and the power of essential oils and that I went
• 3:00
  Speaker 1: to a local essential oil shop and I started putting
• 3:03
  Speaker 1: oils together and carry your oils together.
• 3:06
  Speaker 2: And I said, you know what, let me make a soap.
• 3:08
  Speaker 2: I made that soap.
• 3:09
  Speaker 1: I gave it to my roommates and they were like,
• 3:12
  Speaker 1: what the heck did you put in this soap? Because
• 3:16
  Speaker 1: I smell like nothing and I taste like nothing on.
• 3:19
  Speaker 5: The vova, on the vulva, on the volva. I was
• 3:21
  Speaker 5: a health teacher, so I understood exactly what you.
• 3:23
  Speaker 2: Just on your volva. You smell like nothing, tastes like nothing.
• 3:26
  Speaker 5: Now that tastes like nothing.
• 3:27
  Speaker 3: Thing.
• 3:28
  Speaker 5: Okay they've heard, yes, okay, ye ye.
• 3:31
  Speaker 1: Ye yeah yah, yeah, yeah yeah yeh okay yea yeah okay, gotcha.
• 3:33
  Speaker 1: And you can also do yourself assessments too, true, which
• 3:37
  Speaker 1: is important, you know, self assessments for.
• 3:40
  Speaker 3: Sample the product. Yeah you got the product.
• 3:42
  Speaker 2: You gotta samp product.
• 3:43
  Speaker 3: You gotta do that every now and there. So, okay,
• 3:48
  Speaker 3: how did you make it? You just randomly just started.
• 3:51
  Speaker 2: Like no, So I got this book, and it was
• 3:54
  Speaker 2: basically how to make Soap book, How.
• 3:56
  Speaker 1: To Make Soap, how to make Soap, like a one
• 3:58
  Speaker 1: on one instruction. M H and me YouTube In that book,
• 4:03
  Speaker 1: we were like locked in. And when I am locked
• 4:07
  Speaker 1: in on something, especially when I have an idea, I
• 4:10
  Speaker 1: dial in on it. It's very very hard for me
• 4:12
  Speaker 1: to shift gears. So I didn't have a background in that.
• 4:15
  Speaker 2: I was going to school.
• 4:16
  Speaker 1: I was actually in college. I was in my senior
• 4:18
  Speaker 1: year of college and I was studying organizational communication. So
• 4:21
  Speaker 1: I didn't have any idea about soaps and oils.
• 4:24
  Speaker 2: I just locked in. I just said, you know, let
• 4:26
  Speaker 2: me just learn this.
• 4:27
  Speaker 1: Understood that it was not just something that could benefit me,
• 4:30
  Speaker 1: it was something that could benefit so many other women.
• 4:32
  Speaker 3: And so I started to.
• 4:34
  Speaker 4: Dive into it because now, obviously I've been interested, but
• 4:37
  Speaker 4: I'm thinking it's one thing to trust yourself for the product.
• 4:40
  Speaker 4: So obviously you're the first test you tested. How do
• 4:44
  Speaker 4: you get your friends to buy in to test it?
• 4:46
  Speaker 4: Because that's not an easy thing to do, right, Like
• 4:49
  Speaker 4: we're talking about intimate parts of the body.
• 4:52
  Speaker 1: I mean that reaction, Yeah, and that's a big thing
• 4:55
  Speaker 1: because nobody's going to just Hey, I'm going to just
• 4:57
  Speaker 1: trust you to put something on my volva.
• 4:59
  Speaker 2: Absolutely, it's like girl like what.
• 5:01
  Speaker 1: And I was doing this at my dorm room at
• 5:04
  Speaker 1: the time, like I was making soap, Like I was
• 5:06
  Speaker 1: trapping out the dorm.
• 5:07
  Speaker 5: Room shout to you, yeah Florida, Yeah, yeah.
• 5:09
  Speaker 2: Yeah U CEF a u c F. So I think
• 5:13
  Speaker 2: that people trusted it because.
• 5:16
  Speaker 1: By my nature, they know that I don't play about
• 5:19
  Speaker 1: when I put something out there, it's going to be thorough.
• 5:22
  Speaker 2: And I was known for that, Like I was very thorough,
• 5:24
  Speaker 2: Like I was really good in school. I just I
• 5:26
  Speaker 2: showed up.
• 5:27
  Speaker 1: So I think my who I was just in real life,
• 5:29
  Speaker 1: they were like, okay, I'll trust itj Lisa puts it out.
• 5:32
  Speaker 1: I think y'all should trust it. So I started giving
• 5:34
  Speaker 1: it out to my roommates and then word spread. That's
• 5:36
  Speaker 1: really what really got me because when you when you
• 5:39
  Speaker 1: have a good product, of course you can advertise it,
• 5:41
  Speaker 1: but when you're starting out, you don't have advertising dollars.
• 5:44
  Speaker 1: Word of mouth was the thing. And I'm in college.
• 5:46
  Speaker 1: Girls are active. They want to be able to smell good,
• 5:49
  Speaker 1: they want to have that confidence. So as soon as
• 5:51
  Speaker 1: they figured out, oh there's a girl on campus selling
• 5:53
  Speaker 1: soap for your vova that makes you smell fresh all day.
• 5:57
  Speaker 2: Oh, it was.
• 5:58
  Speaker 3: Crazy bar soap, but liquids.
• 6:01
  Speaker 2: So it was bar soap. That's where I started. I
• 6:02
  Speaker 2: started bar soap. Yeah, so now we've transitioned to gels
• 6:06
  Speaker 2: and all those things.
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  Speaker 5: But you took over the campus.
• 6:08
  Speaker 3: Oh for sure.
• 6:09
  Speaker 2: I was selling soap out of my backpack.
• 6:11
  Speaker 4: Well, you're an entrepreneur prior to that, because then I'm
• 6:12
  Speaker 4: trying to figure out how did you How did you
• 6:15
  Speaker 4: figure out what to charge based on you know, obviously
• 6:18
  Speaker 4: the overhead, the ingredients that you got to get.
• 6:20
  Speaker 5: How did that come about?
• 6:21
  Speaker 2: So I didn't have all those tools when I first started.
• 6:23
  Speaker 1: I mean I was I come from My grandfather was
• 6:27
  Speaker 1: a teacher, my grandmother was a librarian. My mom was
• 6:29
  Speaker 1: a radiologist. So all I had ingrained in me was
• 6:32
  Speaker 1: go to school, get a job, and secure your family.
• 6:35
  Speaker 1: It wasn't about being financially free. It was just about landload,
• 6:39
  Speaker 1: stand steady, and make sure that you're good. So I
• 6:42
  Speaker 1: had to learn all of these things the hard way.
• 6:44
  Speaker 1: So in the beginning, I was undercharging.
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  Speaker 2: I didn't know.
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  Speaker 1: I didn't know how to figure out what was my
• 6:49
  Speaker 1: overhead costs and all that stuff, Like I was just
• 6:52
  Speaker 1: winging it. But I realized, like I was just testing
• 6:55
  Speaker 1: the market. So I was saying, Okay, well what does
• 6:56
  Speaker 1: soap usually sell for? And I wasn't trying to go
• 6:59
  Speaker 1: too high above that. But I also knew I was
• 7:01
  Speaker 1: using essential oils that was pretty expensive, so I was like, okay,
• 7:03
  Speaker 1: I started off selling them for five dollars a bar,
• 7:06
  Speaker 1: which is kind of pricey. Yeah, for one salt bar,
• 7:09
  Speaker 1: and then of course, like a year later it went
• 7:11
  Speaker 1: to like sixteen dollars a bar. But yeah, in the beginning,
• 7:15
  Speaker 1: it was it was difficult for me to figure that
• 7:16
  Speaker 1: out because I didn't have anyone showing me guiding me
• 7:19
  Speaker 1: on how to figure out how to work those numbers.
• 7:21
  Speaker 2: It came with time, It came with mistakes. So that's
• 7:23
  Speaker 2: the way I was able to learn it.
• 7:24
  Speaker 3: So when does it turn to a company? So you
• 7:26
  Speaker 3: find a need as far as to effeminate hygiene, you
• 7:31
  Speaker 3: created a product, you start manufacturing it yourself. You're making
• 7:35
  Speaker 3: it yourself, right, at what point does it scale to
• 7:38
  Speaker 3: actually become like a company and not just a side
• 7:40
  Speaker 3: hustle that you just make, you know, on your free time.
• 7:44
  Speaker 1: Yeah, So when I started salt, it was it was
• 7:49
  Speaker 1: really about curiosity. I just wanted to do something that
• 7:52
  Speaker 1: would be able to help people. So I didn't really
• 7:54
  Speaker 1: see it as something that would be major. I saw
• 7:57
  Speaker 1: it as Okay, I'm going to do this little thing.
• 7:59
  Speaker 1: And the way I even started the business, it was
• 8:01
  Speaker 1: very small and I kind of I was like packaging it,
• 8:07
  Speaker 1: writing down notes. It was very homemade, very kind of
• 8:10
  Speaker 1: like etc. Style, like, hey, this will be like a
• 8:12
  Speaker 1: one to one thing. It wouldn't be that big. But
• 8:15
  Speaker 1: what turned it into a business was the demand for it.
• 8:18
  Speaker 1: So initially my thoughts was, Okay, this will be a
• 8:20
  Speaker 1: good idea, but the demand was so high that I
• 8:23
  Speaker 1: had to transition very quickly into making a business, and
• 8:26
  Speaker 1: that happened within the first six months of me starting out.
• 8:28
  Speaker 3: So how did you make it into it? Like, at
• 8:30
  Speaker 3: what point did you llc At what point did you
• 8:32
  Speaker 3: start putting labels on the products? At what point do
• 8:34
  Speaker 3: you stop making it yourself and look for a warehouse
• 8:38
  Speaker 3: where it's actually like that's that process.
• 8:40
  Speaker 1: So my brother was a chef and he basically told me,
• 8:44
  Speaker 1: he's like, hey, you need to go to sunbiz dot com.
• 8:46
  Speaker 1: Make this an LLC, and you need to make sure
• 8:49
  Speaker 1: that you get your EI in number because he was
• 8:51
  Speaker 1: he was just starting in college. He was like doing
• 8:53
  Speaker 1: meal preps and stuff like that, so he kind of
• 8:55
  Speaker 1: helped me understand what a LLC was and how to
• 8:57
  Speaker 1: start it off.
• 8:58
  Speaker 2: So I did that. I wanted some BIS and initially
• 9:01
  Speaker 2: I was about to pay for LLC.
• 9:02
  Speaker 1: I was about to pay like eight hundred dollars for
• 9:04
  Speaker 1: this package, and my brother was like, you don't have
• 9:06
  Speaker 1: to pay for that, like that's crazy. So when I realized, Okay,
• 9:09
  Speaker 1: well I'm going to start this LLC, I'm going to
• 9:11
  Speaker 1: do this, I got my EI in number, and I
• 9:14
  Speaker 1: believe it took me about three years to get a warehouse,
• 9:18
  Speaker 1: so that was like along the line. I was working
• 9:20
  Speaker 1: out of my garage, my apartment. That came further down,
• 9:24
  Speaker 1: But in the beginning, I just knew I had to
• 9:26
  Speaker 1: get LLC and I needed to get an accountant because
• 9:28
  Speaker 1: I was starting to gross a lot very quickly and
• 9:32
  Speaker 1: I didn't know what to do with it because I
• 9:33
  Speaker 1: had never seen anything like that before.
• 9:35
  Speaker 2: So that was like that was the first step.
• 9:37
  Speaker 1: And then once I had the LLC, it was pretty
• 9:39
  Speaker 1: easy because I wasn't doing too much. That required for
• 9:43
  Speaker 1: me to have like an operations manager and all those things.
• 9:45
  Speaker 1: It was just me and I had an assistant.
• 9:48
  Speaker 4: Yeah, sometimes when we create something, obviously you were solving
• 9:50
  Speaker 4: a problem, but you scale too fast, you can't meet
• 9:53
  Speaker 4: the demand. A lot of people go out of business.
• 9:55
  Speaker 4: Talk about that period of time where this is now
• 9:59
  Speaker 4: something that has grown out.
• 10:00
  Speaker 5: Of your control.
• 10:01
  Speaker 3: It was just you.
• 10:02
  Speaker 5: You were hustling out the garage. You might start have
• 10:05
  Speaker 5: to start hiring people.
• 10:06
  Speaker 4: Talk about that time period because a lot of people
• 10:09
  Speaker 4: get lost and they can't reach the man and they
• 10:12
  Speaker 4: can't scale at that speed, and then it's sold, but
• 10:14
  Speaker 4: not for you.
• 10:15
  Speaker 1: Yeah, so I started sort of so in twenty eighteen.
• 10:19
  Speaker 1: By twenty twenty, I believe that was when COVID HITEP.
• 10:22
  Speaker 3: Was that COVID twenty twenty.
• 10:24
  Speaker 1: COVID changed my life because we were an essential business
• 10:30
  Speaker 1: and I had to I went from making about six
• 10:34
  Speaker 1: hundred bars a drop to thirty thousand bars a drop,
• 10:38
  Speaker 1: and I was only able to do that with the
• 10:40
  Speaker 1: help of my soap manufacturer, which was he was just
• 10:46
  Speaker 1: all day, all night, We're in the warehouse cooking up soap.
• 10:48
  Speaker 1: And to do something at that level with no mentor,
• 10:51
  Speaker 1: with no real like guidance on how to do this.
• 10:55
  Speaker 1: We were just locked in making it happen. When I
• 10:59
  Speaker 1: was able to do that and I realized that demand
• 11:01
  Speaker 1: was so big and I didn't really have the manpower,
• 11:03
  Speaker 1: I brought my family, and my family came in. My
• 11:06
  Speaker 1: mom came in, my siblings I have. My mom has
• 11:09
  Speaker 1: five kids, so all of my siblings came in. And
• 11:11
  Speaker 1: that's how we are as a family. Like, all right,
• 11:13
  Speaker 1: let's lock in.
• 11:14
  Speaker 2: I hired. I got a few people from UCF.
• 11:15
  Speaker 1: I put out a Facebook ad like, hey, y'all, I'm
• 11:17
  Speaker 1: paying twelve dollars an hour. Can y'all come to the warehouse.
• 11:20
  Speaker 1: My dms were flooded. Absolutely. We have college kids who
• 11:22
  Speaker 1: don't have any money. They want to make some money.
• 11:25
  Speaker 1: Let's go, let's work. I went to the post office.
• 11:27
  Speaker 1: I put up an ad in the post office. Hey,
• 11:29
  Speaker 1: I'm hiring down the street. I had people come in,
• 11:32
  Speaker 1: we did on site interviews, and I put people to work.
• 11:35
  Speaker 1: And that's how I was able to not let my
• 11:38
  Speaker 1: business crush itself because the demand was so high. But
• 11:41
  Speaker 1: I was also able to maintain and sustain for a
• 11:43
  Speaker 1: very long time. The only issue with that is, when
• 11:46
  Speaker 1: you have a demand so high, you have to be
• 11:48
  Speaker 1: able to meet the shipping standards. That's what was a
• 11:52
  Speaker 1: that was a really real issue for me in the
• 11:54
  Speaker 1: beginning because the demand was so high and I had
• 11:57
  Speaker 1: such a small team and we weren't able to ship
• 11:59
  Speaker 1: out probably us within like.
• 12:01
  Speaker 2: Three or four days.
• 12:01
  Speaker 1: It would take us like a week a week and
• 12:03
  Speaker 1: a half for somebody to get their order. And I
• 12:05
  Speaker 1: think that was a time where it was really painful
• 12:10
  Speaker 1: for me because I had people like, oh, man, like
• 12:12
  Speaker 1: how long is it going to take for us to
• 12:13
  Speaker 1: get this? And they don't realize we're making this stuff
• 12:15
  Speaker 1: by hand. All the designs, everything was super meticulous. You're
• 12:20
  Speaker 1: not just buying a product and white labeling it like
• 12:22
  Speaker 1: I'm making this stuff. So it was a challenge in
• 12:24
  Speaker 1: the beginning. But I think what really held us together
• 12:27
  Speaker 1: is because the dynamic that we had at Saltic. So
• 12:30
  Speaker 1: it was like yo, we're going to get it done
• 12:32
  Speaker 1: or we're going to figure it out. Like there's no
• 12:33
  Speaker 1: other option, like get it done, figure it out. Plan
• 12:36
  Speaker 1: B is to make Plan A work Like that's it.
• 12:38
  Speaker 1: It has to work or it has to work. So
• 12:40
  Speaker 1: my team, I think I just built such a great culture,
• 12:44
  Speaker 1: and they saw me working and getting it from the
• 12:46
  Speaker 1: mud and like my passion for it, and they were like, yo,
• 12:49
  Speaker 1: whatever you need, let's rock. But in the beginning, it
• 12:51
  Speaker 1: was very challenging because I didn't have a lot of leadership.
• 12:54
  Speaker 1: I didn't have guidance. So I'm shipping out orders, I'm
• 12:56
  Speaker 1: doing stuff by hand. I'm going to the post office
• 13:00
  Speaker 1: writing out postcards by hand, you know, like everything.
• 13:04
  Speaker 2: I took the long way for everything.
• 13:05
  Speaker 1: Because I didn't know that there was expedited ways to
• 13:08
  Speaker 1: handle stuff.
• 13:09
  Speaker 3: You took the stairs and I took the stairs.
• 13:10
  Speaker 4: It was it originally limited drops, so it was like, hey,
• 13:12
  Speaker 4: we're going to drop the third Monday of the month.
• 13:16
  Speaker 2: I could only drop once a month.
• 13:17
  Speaker 5: Once a month.
• 13:18
  Speaker 2: My website was opened once a month.
• 13:20
  Speaker 1: Could you imagine the revenue that we could have had
• 13:22
  Speaker 1: if I had a website that was opened every day exactly.
• 13:25
  Speaker 2: And another thing I learned is being sold out is
• 13:28
  Speaker 2: not an advantage.
• 13:29
  Speaker 1: It's actually a disadvantage because you could be making so
• 13:31
  Speaker 1: much more money, you could be having access to so
• 13:34
  Speaker 1: many more customers. But because we had such a limited
• 13:38
  Speaker 1: stock and such a limited space to even fulfill these orders,
• 13:41
  Speaker 1: I had to pretty much put.
• 13:43
  Speaker 2: Like a bottleneck on my business.
• 13:45
  Speaker 1: And I'm just like dang, Like we did numbers, but
• 13:47
  Speaker 1: I could only imagine what we could have done if
• 13:49
  Speaker 1: I had the resources to really expand in the way
• 13:52
  Speaker 1: that I could have.
• 13:53
  Speaker 3: So logistics is an issue for a lot of people,
• 13:56
  Speaker 3: especially like people that's selling clothes, people that's selling you know, products,
• 14:00
  Speaker 3: like yourself with systems did you put in place and
• 14:02
  Speaker 3: mass logistics? What lessons did you learn about logistics and
• 14:08
  Speaker 3: talk about that? Give some lessons for entrepreneurs that's struggling
• 14:11
  Speaker 3: with that.
• 14:11
  Speaker 2: Yeah.
• 14:11
  Speaker 1: So in the beginning, I was doing everything in my
• 14:14
  Speaker 1: hand in terms of counting an inventory. But as I've grown,
• 14:17
  Speaker 1: I have brought on a logistics like a It's like
• 14:22
  Speaker 1: an inventory system. So they come out to the warehouse,
• 14:25
  Speaker 1: they measure it. They let you know how many products
• 14:28
  Speaker 1: you can fit on the shelf, how many that you
• 14:30
  Speaker 1: can fit on a palette. So right now, because we're
• 14:34
  Speaker 1: doing B to B and direct to consumer, I'm able
• 14:38
  Speaker 1: to have the products in my warehouse and as a
• 14:41
  Speaker 1: three pl so that I don't have to worry about
• 14:43
  Speaker 1: it too much. Like I don't have to worry about Okay,
• 14:45
  Speaker 1: if we're going out of stock. Everything is documented. So
• 14:47
  Speaker 1: I have a scanner, I have bar codes, and I
• 14:49
  Speaker 1: highly recommend like in the beginning stages you may not
• 14:52
  Speaker 1: be able to have barcols and all those things, but
• 14:54
  Speaker 1: as you grow, you need to have bar codes so
• 14:56
  Speaker 1: that you can scan your inventory as soon as it comes.
• 14:58
  Speaker 1: Because in the beginning I had a really hard time
• 15:02
  Speaker 1: tracking my inventory because things would get lost and I'm like, wait,
• 15:05
  Speaker 1: how do we sell out in thirty days? And I
• 15:07
  Speaker 1: thought I bought it for sixty It's like, oh no,
• 15:10
  Speaker 1: we had products going to this wholesale supplier. We had
• 15:13
  Speaker 1: products going here, but it wasn't being tracked properly. And
• 15:15
  Speaker 1: so I learned how to track.
• 15:18
  Speaker 2: With error.
• 15:19
  Speaker 1: But then as I grew, I was able to bring
• 15:21
  Speaker 1: on an affiliate partner that could help us like track everything, inventory,
• 15:25
  Speaker 1: scan it, you know stuff like that.
• 15:27
  Speaker 3: You said three PO Explain what that is?
• 15:30
  Speaker 1: So a three PO is basically a it's like an
• 15:34
  Speaker 1: outside source to fulfill your orders. I don't quick, okay,
• 15:40
  Speaker 1: I don't recommend it in the beginning because it's very
• 15:42
  Speaker 1: expensive to do. If you can do it by yourself
• 15:46
  Speaker 1: for as long as you can with the right resources,
• 15:48
  Speaker 1: I recommend it because it can get very expensive. Everything
• 15:51
  Speaker 1: is accounted for. You're paying for a box, you're paying
• 15:54
  Speaker 1: for mistakes, you're paying for storage. Now for three po
• 15:57
  Speaker 1: for us, I do that with TikTok and AM. Other
• 16:01
  Speaker 1: than that, we're shipping out orders at our warehouse. But
• 16:04
  Speaker 1: it's very helpful because I don't have to worry about
• 16:08
  Speaker 1: the errors and mistakes with shipping, with making sure it
• 16:11
  Speaker 1: gets to them properly.
• 16:12
  Speaker 2: That's all on them.
• 16:13
  Speaker 1: And so as I've grown, I realized the benefits of
• 16:16
  Speaker 1: having to outsource and delegate because in the beginning, I
• 16:19
  Speaker 1: was like, you know what, I wanted to hold it
• 16:20
  Speaker 1: so tightly to me, and I realized I couldn't grow.
• 16:23
  Speaker 1: I couldn't really scale in the way I wanted to
• 16:25
  Speaker 1: because everything was so close to me.
• 16:27
  Speaker 2: I had to let it go. I had to start
• 16:29
  Speaker 2: to distribute things. That way.
• 16:31
  Speaker 1: I was able to say, Okay, well, you know what,
• 16:32
  Speaker 1: if we can do these numbers, if we can grow
• 16:34
  Speaker 1: one x the next year, we can go three and
• 16:36
  Speaker 1: five and ten. Because it's better to ten x than
• 16:39
  Speaker 1: it is to two X.
• 16:41
  Speaker 4: You are in a space that it feels like we've
• 16:43
  Speaker 4: seen it become more popularized. Obviously, it's made a lot
• 16:47
  Speaker 4: of money, but it's become a little bit of crowded.
• 16:50
  Speaker 4: I wonder, as you're making this, what became the value
• 16:54
  Speaker 4: proposition to your audience? Right, Because, like I said, I've
• 16:57
  Speaker 4: heard about the brand before even meeting you, and so
• 17:00
  Speaker 4: it tells me that this isn't just a product.
• 17:02
  Speaker 5: There's like a loyalty base here.
• 17:03
  Speaker 4: Yes, what was the thing like, is there a metric
• 17:06
  Speaker 4: that you saw that said, okay, now that we're different,
• 17:08
  Speaker 4: this is why we're different.
• 17:11
  Speaker 1: So it wasn't okay. I didn't really have the proposition
• 17:15
  Speaker 1: in the beginning. It's so funny you mentioned that because
• 17:17
  Speaker 1: I did a fellowship program at Dartmouth for entrepreneurs and
• 17:20
  Speaker 1: they were talking about, hey, like what is your proposition?
• 17:24
  Speaker 2: Like what are you offering? What is your value proposition?
• 17:26
  Speaker 2: And I didn't. I didn't have that discovered until maybe
• 17:29
  Speaker 2: two years ago.
• 17:30
  Speaker 1: And so when I realized what set Saltic so apart
• 17:33
  Speaker 1: is because I am authentically doing this because I had
• 17:36
  Speaker 1: a need that needed to be met, and I knew
• 17:39
  Speaker 1: that the need that I wanted to be met. I
• 17:40
  Speaker 1: wanted to do it organically. I wanted to do it naturally.
• 17:43
  Speaker 1: This isn't like a hoax. You know, sometimes people build
• 17:45
  Speaker 1: a business because it's popping. You know, oh, I can
• 17:47
  Speaker 1: get some money from this really quick. I am devoted
• 17:50
  Speaker 1: to my brand. I am devoted to the power and healing.
• 17:53
  Speaker 1: I'm devoted to my skills and the gifts that God
• 17:55
  Speaker 1: gave me because I knew that this was just not
• 17:58
  Speaker 1: something I want to do for me. So when people
• 18:00
  Speaker 1: say like, Okay, well, you know you have brands copying you.
• 18:03
  Speaker 1: It's oversaturated, I'm like, not for me. I don't worry
• 18:07
  Speaker 1: about what the next man is doing, because I know
• 18:10
  Speaker 1: it's not always about like what God has for you
• 18:12
  Speaker 1: is for you. But when you have a gift and
• 18:14
  Speaker 1: you're executing it and you're not looking back and you're
• 18:16
  Speaker 1: not looking to the left of you, the side of you,
• 18:19
  Speaker 1: it doesn't even matter. Like, of course, competition and marketing
• 18:22
  Speaker 1: all that is important, like you should know what your
• 18:23
  Speaker 1: competitors are doing, but that's not my focal point. My
• 18:25
  Speaker 1: focal point is I want to make sure that my
• 18:28
  Speaker 1: salt base, my girls they know that the products that
• 18:30
  Speaker 1: they're using they're not compromised. We're good, and they love
• 18:33
  Speaker 1: that confidence because they know, like when they're using saltic
• 18:35
  Speaker 1: so I know my volva is going to be clean.
• 18:38
  Speaker 2: They don't have to worry about it.
• 18:40
  Speaker 1: That is a big thing to have to compromise on
• 18:42
  Speaker 1: a feminine wellness product product and to have to use
• 18:45
  Speaker 1: something else, and it throws you off. It just it
• 18:49
  Speaker 1: really can deteriorate your confidence as a woman. So when
• 18:51
  Speaker 1: I'm using saltic So, I feel confident because I know
• 18:53
  Speaker 1: when I step out, I'm good. And that's how other
• 18:56
  Speaker 1: women feel and that's why they they just they speak
• 18:58
  Speaker 1: so highly of the brand because they know the results
• 19:00
  Speaker 1: are there every single time.
• 19:02
  Speaker 4: You Uh, I mean I can hear the confidence. Yeah,
• 19:04
  Speaker 4: I can hear the hands on the bootstrapping. How are
• 19:08
  Speaker 4: you with delegation, because as an entrepreneurs CEO, as a
• 19:12
  Speaker 4: person that has had their hands printing on everything at
• 19:15
  Speaker 4: some point, like you can't do everything, how.
• 19:18
  Speaker 3: Was that for you?
• 19:19
  Speaker 1: You know, I'm so glad you answered you asked that
• 19:21
  Speaker 1: question because in the beginning, I think it was like
• 19:24
  Speaker 1: saltox So was eight years old, So it took me
• 19:26
  Speaker 1: about five years to delegate. Sadly, it took me a
• 19:30
  Speaker 1: long time, and like I was telling Rashad, I was
• 19:34
  Speaker 1: trying to figure out how to control and have everything
• 19:37
  Speaker 1: close to me because I felt like proximity. It was
• 19:41
  Speaker 1: in close proximity, then I was able to handle that,
• 19:43
  Speaker 1: I can control it. That was limiting me so much.
• 19:46
  Speaker 1: I wasn't able to grow as much as I wanted to.
• 19:49
  Speaker 1: And we were growing like we were doing numbers. But
• 19:51
  Speaker 1: like I said before, I wasn't able to see the
• 19:54
  Speaker 1: full fruit of it because I wanted to control. I
• 19:56
  Speaker 1: wanted to know what's going on over here and doing
• 19:59
  Speaker 1: jobs that that's not my job. My job is to
• 20:01
  Speaker 1: make soap, to be creative. My job isn't logistics and
• 20:04
  Speaker 1: operate in a warehouse and being a manager.
• 20:07
  Speaker 2: That's not my thing.
• 20:08
  Speaker 1: So as soon as I realized and I got a
• 20:10
  Speaker 1: team that was like holding my hand, Hey, I need
• 20:13
  Speaker 1: you to let us do our job and empower us
• 20:15
  Speaker 1: to do so because you hired me and you trust
• 20:17
  Speaker 1: me enough to do my job. And so I recently
• 20:20
  Speaker 1: started to let go more and more, and I just
• 20:23
  Speaker 1: realized the more I opened up my hand, the more
• 20:25
  Speaker 1: the blessing started to overflow. Because I realized as soon
• 20:29
  Speaker 1: as I started to be more open to ideas and
• 20:32
  Speaker 1: input my business, it just started to soar. I said,
• 20:35
  Speaker 1: you know what, y'all. I'm empowering y'all. Y'all roles, do
• 20:37
  Speaker 1: what you gotta do. I have a beginning of the
• 20:41
  Speaker 1: year interview with my team and an interview end of
• 20:43
  Speaker 1: year interview with my team. And at the beginning I
• 20:45
  Speaker 1: set the tone, Hey, this is what I expect. What
• 20:47
  Speaker 1: are your expectations? Let me know, and by the end
• 20:49
  Speaker 1: of the year, I want to make sure that they
• 20:50
  Speaker 1: were met or you exceeded them. And if you can't
• 20:53
  Speaker 1: do that, then I got to move on. Because my
• 20:56
  Speaker 1: team is the backbone of my business. So as soon
• 20:59
  Speaker 1: as I'm able to alligate with them and they know
• 21:01
  Speaker 1: my standard, they know how I like to have things done.
• 21:04
  Speaker 1: It's been it's been up.
• 21:07
  Speaker 2: It's been up.
• 21:08
  Speaker 3: Yeah, way up. So you talked about your warehouse a lot.
• 21:14
  Speaker 3: Explain that. Is that a warehouse that you share with
• 21:16
  Speaker 3: somebody else? Did you purchase a warehouse? Are you renting
• 21:19
  Speaker 3: space in the warehouse? Are you renting the whole entire warehouse? I? Yes,
• 21:22
  Speaker 3: talk about that. Yeah.
• 21:24
  Speaker 1: So I just recently got a warehouse in March of
• 21:29
  Speaker 1: this year, which was huge. It's a huge warehouse. We
• 21:32
  Speaker 1: are leasing it to own. So you have any whole
• 21:35
  Speaker 1: warehouse the whole warehouse, the whole warehouse.
• 21:37
  Speaker 3: How big is the warehouse?
• 21:38
  Speaker 1: Thirty thousand square feet? Yeah, so we went from ten
• 21:43
  Speaker 1: thousand square feet to the next year needing thirty thousand
• 21:45
  Speaker 1: square feet And this just happened last year.
• 21:47
  Speaker 3: So and where is it at.
• 21:48
  Speaker 2: This is in Orlando. So with my warehouse now we
• 21:54
  Speaker 2: are leasing to own.
• 21:55
  Speaker 1: I didn't want to purchase it outright because I just
• 21:57
  Speaker 1: the less responsibility when it comes the warehouse is the better, really,
• 22:01
  Speaker 1: because it's so much that goes into a warehouse, especially
• 22:04
  Speaker 1: with the insurance, the build out, the floor plan, like
• 22:07
  Speaker 1: the permits, It's a lot that goes into it. And
• 22:09
  Speaker 1: I didn't really want to put that on my back,
• 22:11
  Speaker 1: especially at scale. So I said, you know what, with
• 22:13
  Speaker 1: the contract, I'll just have it so that I will
• 22:15
  Speaker 1: rent to own within three years. If I want to
• 22:17
  Speaker 1: purchase it, i can, and if not, I'll just move on.
• 22:20
  Speaker 1: And it's more than likely I'll need a bigger space
• 22:22
  Speaker 1: by that time. But I wanted it to actually at
• 22:24
  Speaker 1: least be an option.
• 22:25
  Speaker 3: So all right, so you come in, you have the
• 22:28
  Speaker 3: first warehouse ten thousand square feet. You had that whole
• 22:31
  Speaker 3: thing by yourself. Yes, When did you realize that you
• 22:35
  Speaker 3: needed to move to thirty thousand square fee and talk
• 22:37
  Speaker 3: about the decision to rent to own as opposed to
• 22:40
  Speaker 3: just renting right, like financially, why do you want to
• 22:44
  Speaker 3: rent to own?
• 22:45
  Speaker 1: Okay, So last year, my business grew one hundred and
• 22:49
  Speaker 1: thirty seven percent in one year, and so I had
• 22:53
  Speaker 1: to buy another warehouse, like a mini warehouse next to
• 22:56
  Speaker 1: my warehouse, and it was about three thousand, thirty five
• 22:58
  Speaker 1: hundred square feet. We were busting at the scenes. I mean,
• 23:02
  Speaker 1: we had so many boxes and inventory just stacked up
• 23:05
  Speaker 1: so high. And I looked at my team, I said, yeah, guys,
• 23:09
  Speaker 1: it's go time, Like we can't buy another warehouse and
• 23:12
  Speaker 1: another warehouse, like we just need to have something that
• 23:15
  Speaker 1: we could grow in.
• 23:16
  Speaker 2: And it's so crazy because I just got this warehouse.
• 23:19
  Speaker 1: In March, and now we need another warehouse, like we're
• 23:23
  Speaker 1: gonna need when I have already forecasted that will need
• 23:25
  Speaker 1: more space, like very soon this march.
• 23:28
  Speaker 2: This March. Wo yeah, this March.
• 23:30
  Speaker 1: And so I said, okay, well, you know what, We're
• 23:33
  Speaker 1: gonna have to find a bigger space. And I think
• 23:36
  Speaker 1: that I'm glad. I'm really I'm really happy that I've
• 23:39
  Speaker 1: always been really in touch with how I manage money.
• 23:43
  Speaker 1: I've never been a person to just be really frivolous
• 23:45
  Speaker 1: with money, and that just goes to my upbringing. Like
• 23:47
  Speaker 1: my grandma was a librarian, but she also taught us
• 23:49
  Speaker 1: a lot about money and how to manage it at
• 23:51
  Speaker 1: a small scale. You know, I was able to save
• 23:53
  Speaker 1: five dollars for a month and I felt really happy
• 23:56
  Speaker 1: about that growing up because my siblings wouldn't trust me
• 23:58
  Speaker 1: to save up their money and the reason and I
• 24:00
  Speaker 1: just thought, Okay, you know what, let me just rent
• 24:02
  Speaker 1: to own because that financial responsibility to just buy it outright,
• 24:06
  Speaker 1: not only would it have tied up a lot of
• 24:08
  Speaker 1: my money, but it would have put us in a
• 24:10
  Speaker 1: position where if I wanted to grow, I would have
• 24:13
  Speaker 1: to sell it. I would have to rent it out.
• 24:15
  Speaker 1: And I didn't want that responsibility. A lot of that
• 24:17
  Speaker 1: responsibility is not mine to carry in this season. I
• 24:20
  Speaker 1: really just want to grow my business. I want to
• 24:22
  Speaker 1: grow the platforms that we're using and expand there. And
• 24:26
  Speaker 1: I just knew if I just decided to purchase that
• 24:28
  Speaker 1: it would have been another responsibility that I didn't really.
• 24:31
  Speaker 3: Care to have.
• 24:32
  Speaker 4: Really, you start with the soap, talk about product diversity,
• 24:37
  Speaker 4: how many products are in the business right now, because
• 24:40
  Speaker 4: a lot of times people will come out with six
• 24:42
  Speaker 4: products if there's only one in that seals obviously you
• 24:44
  Speaker 4: have the soap.
• 24:44
  Speaker 5: When did you decide to say, okay, you know what,
• 24:46
  Speaker 5: let's introduce the audience to this.
• 24:49
  Speaker 2: So my customers actually told me what they wanted, and
• 24:52
  Speaker 2: I listened to them.
• 24:53
  Speaker 1: So in the beginning, we had the Yoni washers, we
• 24:56
  Speaker 1: had the citrusy Talks, Jail Vitamin C and as soon
• 25:01
  Speaker 1: as I realized there was a need for me to
• 25:02
  Speaker 1: make more products, such as something for skincare hyperpigmentation. Last year,
• 25:07
  Speaker 1: I did a video on TikTok about HS, which is
• 25:12
  Speaker 1: an inflammatory skin condition where you have like access and
• 25:16
  Speaker 1: cysts all over your body and it's nothing.
• 25:17
  Speaker 2: It's not really a cure for it.
• 25:19
  Speaker 1: But you know, holistically you can cure a lot of things,
• 25:22
  Speaker 1: but sometimes modern medicine will tell you that you there's
• 25:25
  Speaker 1: no cure for it. So not to say that my
• 25:27
  Speaker 1: products are a cure for something, but I realized that
• 25:30
  Speaker 1: they can help significantly with it. So with the vitamin
• 25:34
  Speaker 1: C wash, I made a video on TikTok and I said, hey,
• 25:37
  Speaker 1: if you have HS, you need to use this product
• 25:39
  Speaker 1: because we have the results. And I did a video
• 25:41
  Speaker 1: before and after of someone who had HS and it
• 25:43
  Speaker 1: went viral. I think it got like twelve million views
• 25:47
  Speaker 1: within like the first week. And when I realized, hey,
• 25:50
  Speaker 1: that was a product I wasn't even promoting like that.
• 25:52
  Speaker 1: It was just on my website. That product sold out.
• 25:55
  Speaker 1: We couldn't even keep it in stock. And another thing,
• 25:57
  Speaker 1: like you said, how do you realize what to put
• 25:59
  Speaker 1: out there? The customers will tell you, but you also
• 26:01
  Speaker 1: got to tell them what they need. I'm telling them, hey.
• 26:04
  Speaker 2: You need this for this reason.
• 26:06
  Speaker 1: They might not even think that they need it, they
• 26:08
  Speaker 1: might even have the issue, but they're going to find
• 26:10
  Speaker 1: a reason to discover a new product because people are
• 26:12
  Speaker 1: naturally curious. They want to know how can I have
• 26:14
  Speaker 1: reached this level of Hey, I'm not perfection, but people
• 26:18
  Speaker 1: want to be completely satisfied with themselves internally and externally.
• 26:21
  Speaker 1: So you may not have dark spots, but you might
• 26:24
  Speaker 1: want to perfect what you have already. You may not
• 26:26
  Speaker 1: have vaginal odor, but you might just want to always
• 26:29
  Speaker 1: have a fresh VOVA. So I'm telling them what they need.
• 26:31
  Speaker 1: I'm telling them how to use products that they never
• 26:34
  Speaker 1: try before. And because I have such a cult like community,
• 26:37
  Speaker 1: especially on TikTok and Instagram, my customers they vouch for it.
• 26:41
  Speaker 1: They'll be in the comments like, y'all, I promise you
• 26:43
  Speaker 1: this changed my life, like this is the thing, this
• 26:45
  Speaker 1: is the product. And that type of community is really authentic,
• 26:49
  Speaker 1: especially on TikTok because the girls trust authentic.
• 26:53
  Speaker 2: And real videos and the reviews are there. So I
• 26:57
  Speaker 2: tell them and then they tell me.
• 26:59
  Speaker 3: So what is the what is a pH balance anyway?
• 27:02
  Speaker 3: Like what exactly is a pH balance? And why is
• 27:05
  Speaker 3: it become such a big issue, Like everybody's talking about
• 27:09
  Speaker 3: like pH balances and being thrown off or talking like that,
• 27:12
  Speaker 3: Like is there something environmental that has changed or has
• 27:15
  Speaker 3: this always been an issue and just people are just
• 27:16
  Speaker 3: talking about it now?
• 27:18
  Speaker 1: Okay, So well I'm thirty one years young, right' I'm young, interned,
• 27:23
  Speaker 1: But I think that pH balance has always been a thing,
• 27:27
  Speaker 1: but it has been It was a taboo before I started.
• 27:29
  Speaker 1: So when I started, no one was talking about stuff
• 27:31
  Speaker 1: like this openly. I had to kind of break the
• 27:34
  Speaker 1: mold and I had to embarrass myself, you know. I
• 27:36
  Speaker 1: had to talk about stuff that was like Croy, are
• 27:38
  Speaker 1: you going to say that out loud, but I had
• 27:40
  Speaker 1: to because I knew if I didn't, nobody else was
• 27:42
  Speaker 1: going to do it, and I was open to it.
• 27:44
  Speaker 1: I'm like, hey, I know, I'm not the only one
• 27:46
  Speaker 1: that experienced my pH being thrown off. And as soon
• 27:49
  Speaker 1: as you start to connect with somebody on that level,
• 27:53
  Speaker 1: they start to trust you and they start to tell
• 27:54
  Speaker 1: you what's going on with them. So as soon as
• 27:57
  Speaker 1: I started that type of conversation, people were like, yeah, like,
• 28:00
  Speaker 1: I've been dealing with BV, I've been dealing with East infections,
• 28:03
  Speaker 1: and a lot of women don't know that your pH
• 28:05
  Speaker 1: is supposed to be between like three point six four
• 28:08
  Speaker 1: point five, like within that range, because that's where bacteria
• 28:11
  Speaker 1: can grow. That's when you realize you might have an odor,
• 28:14
  Speaker 1: you might have a discharge that might be really pungent,
• 28:18
  Speaker 1: but they don't know how to identify what that is
• 28:20
  Speaker 1: because some women don't have access to go to the
• 28:22
  Speaker 1: OBGI in some women didn't have access to have the
• 28:25
  Speaker 1: at home test kits. They're just trying to wash it
• 28:28
  Speaker 1: off and sprinkle it with strawberry milkshake body washes, and
• 28:31
  Speaker 1: it's throwing them off even more. Like a lot of
• 28:33
  Speaker 1: women didn't know. You're not supposed to use fragrance down there.
• 28:36
  Speaker 1: You're not supposed to use your man's body wash and
• 28:39
  Speaker 1: soap bars that are antibacterial that have a high pH.
• 28:43
  Speaker 1: Because you don't know better, you can't do better. So
• 28:45
  Speaker 1: I was open to and willing to tell them better
• 28:48
  Speaker 1: ways to handle things. And I wasn't an expert in it.
• 28:51
  Speaker 1: But with time and with me investing in myself and
• 28:54
  Speaker 1: my business, I was able to learn so much more
• 28:56
  Speaker 1: about it and share it with my community. Like on
• 28:58
  Speaker 1: my website, I have a blog. I talk about postpartum care.
• 29:02
  Speaker 1: I talk about feminine wellness. I talk about how your
• 29:06
  Speaker 1: relationship can throw off your pH balance. You know, I
• 29:09
  Speaker 1: talk about all those things, and I keep it diverse
• 29:11
  Speaker 1: because not every story is the same and not every
• 29:13
  Speaker 1: solution is the same. So as soon as I was
• 29:16
  Speaker 1: able to talk about that very openly, people realize, you
• 29:18
  Speaker 1: know what, my pH might be thrown off because I
• 29:21
  Speaker 1: started to wear this swimsuit and while I was wearing
• 29:23
  Speaker 1: panties that was silk, and that's supposed to just be
• 29:26
  Speaker 1: for fun. I'm not supposed to be having on silk
• 29:28
  Speaker 1: panties all day. You know, you need cotton. And wash
• 29:32
  Speaker 1: your bathing suits before wash your bathing suits, washed bathing suits,
• 29:35
  Speaker 1: and wash your underwear before you put them on. Like
• 29:37
  Speaker 1: small things like.
• 29:38
  Speaker 3: That, like Washington store out the store them because.
• 29:42
  Speaker 1: People are trying on underwear in the store exactly and
• 29:44
  Speaker 1: you don't know what their vulva has been through and
• 29:47
  Speaker 1: you're just connecting it with yours.
• 29:48
  Speaker 2: That's a lot. So with this, you don't know what
• 29:52
  Speaker 2: it's been through.
• 29:53
  Speaker 5: So yeah, I'm thinking, like now you got me back
• 29:56
  Speaker 5: in my health class. I'm thinking, lad be a major,
• 29:58
  Speaker 5: lay be a minor. I'm thinking all these things.
• 30:00
  Speaker 2: Cubists that you know, the anatomy.
• 30:02
  Speaker 4: I was teaching kids, like for eight years I taught
• 30:05
  Speaker 4: health no joke. I saved it toward the end of
• 30:08
  Speaker 4: the year because I knew kids wanted to talk about that.
• 30:10
  Speaker 4: It was like the reproductive unit, sex ad unit, and
• 30:13
  Speaker 4: so we have to explain the mental cycle all these things.
• 30:15
  Speaker 1: Oh that makes me so happy, especially as a man,
• 30:17
  Speaker 1: a black man. Most importantly that you know, because it's important,
• 30:21
  Speaker 1: Like when you're intimate with your partner, they may not
• 30:24
  Speaker 1: even know where things are. So when you're telling them
• 30:28
  Speaker 1: or you're communicating and you're noticing that you might be
• 30:31
  Speaker 1: off or you're noticing that you might not be happy
• 30:34
  Speaker 1: with certain things. They don't know because they were never taught.
• 30:37
  Speaker 1: So I have this webinar that I have been working
• 30:40
  Speaker 1: on called what Mommy Never taught You for men and women. Hey,
• 30:45
  Speaker 1: this is the anatomy, and this is what it's supposed
• 30:47
  Speaker 1: to smell like, and this is what it's supposed.
• 30:48
  Speaker 3: To look like. You know, it's a fact.
• 30:50
  Speaker 4: When I would teach young girl, I had an all
• 30:52
  Speaker 4: girls class, but I had mixed classes as well. At
• 30:55
  Speaker 4: thirteen fourteen, they just knew that they were getting their period.
• 30:58
  Speaker 4: They really didn't understand what was happening their body. They
• 31:00
  Speaker 4: didn't understand what the discharge was, they didn't understand what
• 31:04
  Speaker 4: the cycle was, they didn't understand tissue being to none
• 31:07
  Speaker 4: of those things.
• 31:07
  Speaker 5: They just knew that hey, at once a month, I
• 31:10
  Speaker 5: get it. So I get what you're saying.
• 31:12
  Speaker 4: I want to talk about how you leverage social media
• 31:15
  Speaker 4: to help with that education process, right, because obviously TikTok,
• 31:18
  Speaker 4: teds Help and other social media website was that a
• 31:22
  Speaker 4: conscious effort to be vulnerable on social outlets and see
• 31:26
  Speaker 4: the feedback and then okay, we've got this community let's
• 31:30
  Speaker 4: build with them.
• 31:30
  Speaker 3: Yeah.
• 31:31
  Speaker 2: So when I first started, I wanted to tell my business.
• 31:34
  Speaker 1: And I'm a very private person, not by nature, but
• 31:39
  Speaker 1: I didn't mind telling my business in that way because
• 31:41
  Speaker 1: I knew what I was trying to do with my business.
• 31:44
  Speaker 1: And when I was able to share, hey, y'all, like
• 31:47
  Speaker 1: I was experiencing my pH being thrown off and it
• 31:50
  Speaker 1: was it was like it wasn't frequent, but it was
• 31:54
  Speaker 1: frequent enough for me to be like, if it's twice
• 31:56
  Speaker 1: a year, that's too much, Like I don't want to
• 31:58
  Speaker 1: deal with that.
• 31:59
  Speaker 2: Like I didn't care to deal with it. And when I.
• 32:02
  Speaker 1: Started to tell my peers at school and we started,
• 32:05
  Speaker 1: we also we started like a I don't remember what
• 32:08
  Speaker 1: was the chat in college, but it was like a
• 32:10
  Speaker 1: chat where you could talk to all of your classmates.
• 32:13
  Speaker 2: And we started a chat. We started I don't know
• 32:15
  Speaker 2: if I can say, can I say, kuci?
• 32:17
  Speaker 3: Sure?
• 32:17
  Speaker 2: We started we started a Volva chat. We were talking
• 32:19
  Speaker 2: about Bulba.
• 32:20
  Speaker 3: We're talking about Volva.
• 32:21
  Speaker 1: In my school, in my communication class, and we would
• 32:25
  Speaker 1: talk about all the things that we were going through,
• 32:27
  Speaker 1: like our cycles. And when our cycles came on, it
• 32:30
  Speaker 1: was it was amazing. I had built a beautiful community.
• 32:33
  Speaker 1: It was about seven of us, you know, but it
• 32:35
  Speaker 1: was it was strong enough for the word to spread, like, y'all,
• 32:38
  Speaker 1: we have a vulva community on campus.
• 32:40
  Speaker 4: What's the wildest like question? Because I'm gonna tell you
• 32:43
  Speaker 4: my wildest question. I did the same thing. I said,
• 32:46
  Speaker 4: if kids weren't comfortable asking questions, I left a box
• 32:48
  Speaker 4: in the front of the class and they could leave
• 32:50
  Speaker 4: a question in there, and then the next tund we
• 32:52
  Speaker 4: came to class, I would answer it. I'm gonna tell
• 32:53
  Speaker 4: you my wildless what what was yours?
• 32:56
  Speaker 3: Oh?
• 32:56
  Speaker 2: Man, it's so much you about to pull out the
• 32:58
  Speaker 2: roll of the decks. Let's see.
• 32:59
  Speaker 5: Let me start.
• 33:00
  Speaker 3: Let's start like I guess, say this young and I laughed.
• 33:03
  Speaker 4: After class, she said, mister Millings, if a girl has
• 33:08
  Speaker 4: a yeast infection and she has a boy has oral
• 33:12
  Speaker 4: sex with her, can he have an east infection.
• 33:15
  Speaker 5: In his beard?
• 33:17
  Speaker 3: Oh?
• 33:18
  Speaker 2: That's actually that's a really good question.
• 33:19
  Speaker 5: It was a great question. I had never thought of it.
• 33:22
  Speaker 4: And I was technically yes, right because if we're talking
• 33:27
  Speaker 4: about where it was crabs actually was crabs, all those crabs.
• 33:31
  Speaker 5: It wasn't ease infection, was crabs?
• 33:33
  Speaker 4: Yeah, And I was like, well it filcles of hair
• 33:37
  Speaker 4: depending on the hairstrain could tell.
• 33:39
  Speaker 5: I'm like, yeah, maybe possible. He can wildness.
• 33:42
  Speaker 1: Yeah, yeah, that is actually wow, that's intense. Okay, what
• 33:48
  Speaker 1: was the wildest question someone asked me? You know, I
• 33:51
  Speaker 1: get so many crazy questions. I really have to think
• 33:53
  Speaker 1: about that because, like they might sound crazy, but they
• 33:56
  Speaker 1: might sound normal to me. So can I have sex
• 33:58
  Speaker 1: while I have BV? I get questions like that, can
• 34:03
  Speaker 1: I can I have oral sex if I have BV?
• 34:06
  Speaker 1: Or like my can my partner give me BV through sex?
• 34:10
  Speaker 1: Like stuff like that. It's not crazy, but it's pretty normal.
• 34:13
  Speaker 1: I know I've had some crazy questions. I just can't
• 34:15
  Speaker 1: think of them.
• 34:16
  Speaker 3: Mother.
• 34:17
  Speaker 1: Yeah, I had some crazy questions because people people will
• 34:19
  Speaker 1: ask me questions like.
• 34:22
  Speaker 3: They have.
• 34:22
  Speaker 2: There's no shame in my DMS. You know, people don't care.
• 34:25
  Speaker 1: They will say anything to me and I'm like what,
• 34:28
  Speaker 1: But I love that they feel so comfortable talking to
• 34:30
  Speaker 1: me about stuff and they know that I'll give them
• 34:31
  Speaker 1: an answer because I try my best to answer DMS.
• 34:34
  Speaker 1: I try not to be to Beyonce to the Internet,
• 34:35
  Speaker 1: but as much as many times as I can, I'll
• 34:39
  Speaker 1: try to answer and give them and give them real feedback.
• 34:43
  Speaker 3: So TikTok mm hm, you do TikTok shop? Yes, I explain,
• 34:48
  Speaker 3: explain that like for people that's not even familiar with
• 34:50
  Speaker 3: TikTok shop, and how has your experience been with TikTok
• 34:53
  Speaker 3: shop and how are you going about utilizing it.
• 34:57
  Speaker 2: TikTok has made my business sore for sure.
• 35:03
  Speaker 1: Outside of our Shopify platform, TikTok has made our business sore.
• 35:08
  Speaker 1: So what I do on TikTok is TikTok has this
• 35:11
  Speaker 1: affiliate program where you can make videos. You can add
• 35:15
  Speaker 1: a shopping cart at the bottom of the video, a
• 35:17
  Speaker 1: yellow shopping cart. You can tag your product and in
• 35:19
  Speaker 1: the first five seconds that be promoting the product. You
• 35:22
  Speaker 1: need to show the product and you need to capture
• 35:25
  Speaker 1: their attention within the first five seconds. That is something
• 35:28
  Speaker 1: that I have learned through trial and error with me
• 35:30
  Speaker 1: being invited to dinners and me getting awarded at TikTok
• 35:34
  Speaker 1: for performance. So well, now on TikTok you have to
• 35:38
  Speaker 1: be able to catch their attention very quickly. That's very
• 35:42
  Speaker 1: difficult to do. When it comes to selling a product,
• 35:45
  Speaker 1: you have to have a hook. And I'm really good
• 35:47
  Speaker 1: at creating a hook, like is your volva darker than usual?
• 35:51
  Speaker 1: People are like, excuse me, but it is a really
• 35:54
  Speaker 1: good way to interact with people. And as soon as
• 35:57
  Speaker 1: I do that, I go into the education of the thing.
• 36:00
  Speaker 1: Now with TikTok, with the affiliate program, you can give
• 36:03
  Speaker 1: affiliates about ten to twenty percent of commission if they
• 36:06
  Speaker 1: make a really good video, depending on what your numbers are,
• 36:10
  Speaker 1: like you know what your overhead is like, and of
• 36:11
  Speaker 1: course TikTok has to get their share, but we offer
• 36:15
  Speaker 1: twenty percent per video for affiliates. And we also have
• 36:19
  Speaker 1: an affiliate community, and that's we have just a discord
• 36:22
  Speaker 1: group where they'll submit videos, will give them our feedback,
• 36:25
  Speaker 1: and then they'll just put it on the website.
• 36:27
  Speaker 3: We put it on TikTok, testimonials.
• 36:29
  Speaker 1: Testimonials, they'll do review videos, they'll be get ready with
• 36:33
  Speaker 1: me videos. Those diverse kinds of videos are about. Storytelling
• 36:37
  Speaker 1: are important on TikTok because it's not just sell, sell sell.
• 36:40
  Speaker 1: People want to know a story. People want to know
• 36:42
  Speaker 1: what happened when you use the product.
• 36:43
  Speaker 3: Why should I use it?
• 36:44
  Speaker 1: There's so many other variations of my product on TikTok,
• 36:48
  Speaker 1: so why should I trust this one as opposed to
• 36:50
  Speaker 1: another one. So they're basically going into detail about how
• 36:54
  Speaker 1: impactful it is, why they want to use that as
• 36:56
  Speaker 1: opposed to something else. The packaging, the shopping experience, all
• 37:01
  Speaker 1: those things going to play, and most importantly the reviews
• 37:03
  Speaker 1: on TikTok.
• 37:04
  Speaker 3: How much has TikTok grown your business?
• 37:09
  Speaker 1: So I was just looking at the analytics. TikTok has
• 37:12
  Speaker 1: grown my business thirty two percent just within this year.
• 37:17
  Speaker 1: That's just TikTok.
• 37:18
  Speaker 3: You do live stream on TikTok.
• 37:19
  Speaker 2: I do live streams on TikTok. We go live, YEP.
• 37:23
  Speaker 1: I sell live on TikTok for people that don't know.
• 37:25
  Speaker 1: So on TikTok Live, I am able to sell my
• 37:29
  Speaker 1: entire catalog. I'm able to do flash shills, I'm able
• 37:32
  Speaker 1: to do giveaways, and I'm able to interact and be
• 37:36
  Speaker 1: very personal with my audience. And of course you're talking
• 37:40
  Speaker 1: to a phone, but you're also talking to thousands of
• 37:42
  Speaker 1: people who aren't trusting you with something as sensitive best
• 37:44
  Speaker 1: their VOVA. So on TikTok Live, I'm able to figure
• 37:48
  Speaker 1: out what they want me to talk about by asking them, like, hey, y'all,
• 37:51
  Speaker 1: it's Julie Si We're on Live, the best family wellness
• 37:53
  Speaker 1: brand in the world. Listen, y'all, I have something really
• 37:56
  Speaker 1: big I want to share with you.
• 37:57
  Speaker 2: Guys.
• 37:57
  Speaker 1: We have our og you only wash now. If you're
• 38:00
  Speaker 1: a sensitive girl, they may not want to use it.
• 38:01
  Speaker 1: We do have a sensitive option for you. Do I
• 38:03
  Speaker 1: have any sensitive girl that's in the building. If I
• 38:05
  Speaker 1: see comments, okay, put a yellow heart in the chat.
• 38:07
  Speaker 1: If you're a sensitive girl, I see the chat being
• 38:10
  Speaker 1: flooded with yellow hearts.
• 38:11
  Speaker 2: Well, I'm talking about sensitive.
• 38:13
  Speaker 1: We only washes for the next five minutes, and I'm
• 38:15
  Speaker 1: going to offer a flash sale and I'm going to
• 38:17
  Speaker 1: offer them. Hey, y'all, if you get this, I'll give
• 38:19
  Speaker 1: you free shipping. I'm just letting them tell me what
• 38:22
  Speaker 1: they want, and as soon as they're communicating with me,
• 38:24
  Speaker 1: I'm on it. My team is on the back end.
• 38:26
  Speaker 1: We're looking at the analytics, we're looking at what people
• 38:29
  Speaker 1: are saying, what they want us to talk about.
• 38:30
  Speaker 2: And I'm also doing education.
• 38:32
  Speaker 1: So I do this thing on Live where I bring
• 38:34
  Speaker 1: out Miss Pearl, which is like a VOVA and it
• 38:39
  Speaker 1: shows the entire anatomy of it, and I'm telling them
• 38:41
  Speaker 1: how to wash and what to wash and what to
• 38:43
  Speaker 1: lift up and what to cleanse. And as soon as
• 38:45
  Speaker 1: they see that, and I'm giving them education but also
• 38:48
  Speaker 1: selling and also telling them stories about myself and about
• 38:50
  Speaker 1: my friends.
• 38:51
  Speaker 2: They're locked in.
• 38:52
  Speaker 1: They're ready to buy because what better way to sell
• 38:55
  Speaker 1: a product than by telling a story. And TikTok Live
• 38:58
  Speaker 1: has transformed my business because people are just there to buy.
• 39:02
  Speaker 1: They're not a lot of people. They may watch, but
• 39:04
  Speaker 1: they're there to buy. Like it's almost like QBC.
• 39:07
  Speaker 4: Yeah, yeah, talk about the other forms of marketing, because
• 39:11
  Speaker 4: shout out to a poor mind's family. Like I watched
• 39:13
  Speaker 4: Lex Andrea talk about so Exol all the time.
• 39:16
  Speaker 1: And that was such an authentic partnership because they were
• 39:19
  Speaker 1: they were salt based.
• 39:20
  Speaker 2: They're like before before they were salt based, that was crazy.
• 39:23
  Speaker 3: Yet now I'm like, wait, I'm.
• 39:26
  Speaker 4: So happy that we're talking because I heard about it
• 39:28
  Speaker 4: all the time watching them and obviously it was an
• 39:30
  Speaker 4: organic relationship. Talk about how that came about and how
• 39:33
  Speaker 4: you're using influence to influence.
• 39:35
  Speaker 1: Yeah, shout out to my girls that poor mind. Yeah yeah,
• 39:38
  Speaker 1: Andrea and Lex for sure. So my friends sent me
• 39:42
  Speaker 1: a video they were talking about feline hygiene and what
• 39:45
  Speaker 1: products they use an authentic video, and she sent me
• 39:47
  Speaker 1: a screenshot. I mean, I screenshot a video. She's like,
• 39:50
  Speaker 1: they're talking about Saltic so on the podcast.
• 39:51
  Speaker 3: I was like what.
• 39:53
  Speaker 1: And they asked me to come on the show like
• 39:55
  Speaker 1: a few months later, and we just connected. You know
• 39:58
  Speaker 1: how sometimes you meet people and it's just it just worked,
• 40:01
  Speaker 1: and they are hilarious and they are really really awesome
• 40:05
  Speaker 1: business women, and we have similar stories in terms of.
• 40:08
  Speaker 2: How we bootstrapped our business and how we grew from
• 40:10
  Speaker 2: the ground up, and.
• 40:11
  Speaker 1: So we just connected and the partnership became so authentic
• 40:14
  Speaker 1: because they loved the product and they used it. And
• 40:17
  Speaker 1: sometimes when you have partnerships they don't really use the product.
• 40:19
  Speaker 1: You can tell they're talking about it from firsthand experience.
• 40:22
  Speaker 1: I had to kind of sway lex into wanting to
• 40:26
  Speaker 1: use it because she was using another brand and she's dedicated.
• 40:30
  Speaker 1: I mean, you would think that she made Saltic Soul
• 40:31
  Speaker 1: the way she rides for Saltic. So that partnership came
• 40:34
  Speaker 1: from just us having a conversation and they love my passion.
• 40:37
  Speaker 3: They were like, girl, the.
• 40:38
  Speaker 2: Way you talk about these products, I'm about to use
• 40:39
  Speaker 2: these products right now. So as soon as I left
• 40:42
  Speaker 2: them with a package.
• 40:43
  Speaker 1: I left them with three months supply of saltic so
• 40:45
  Speaker 1: I'm like, as soon as they use it one time,
• 40:47
  Speaker 1: I know they'll love it. And as soon as I
• 40:51
  Speaker 1: launched that interview with them, I asked them, Hey, can
• 40:54
  Speaker 1: we do like a long term partnership, but I'm looking
• 40:57
  Speaker 1: for exclusivity. I don't want you to promoting any other
• 40:59
  Speaker 1: well this brands on this podcast. And they were like,
• 41:02
  Speaker 1: you know, we never did anything like that before, like
• 41:04
  Speaker 1: we usually keep it diverse. I'm like, nah, I don't
• 41:07
  Speaker 1: want it.
• 41:08
  Speaker 2: I want it. I want all of it.
• 41:10
  Speaker 1: And we were able to work it out and it
• 41:11
  Speaker 1: has been such a blessing because they have a different
• 41:14
  Speaker 1: audience than us, and so many people have told me,
• 41:17
  Speaker 1: like the way salt Exol is represented on Poor Minds,
• 41:20
  Speaker 1: I had to buy it. I just had to see
• 41:22
  Speaker 1: what it was about, Like some people are interested just
• 41:24
  Speaker 1: to see what is the hype about. And they realized
• 41:26
  Speaker 1: it's not hype. It is a authentically great product. It's
• 41:30
  Speaker 1: nothing else that I need to do at that point,
• 41:32
  Speaker 1: you know, Yeah, so.
• 41:35
  Speaker 3: Talk about creating a community, because you said you have
• 41:38
  Speaker 3: the salt base, so you have people that's affiliates so
• 41:43
  Speaker 3: what's the game plan about, you know, creating that community.
• 41:48
  Speaker 1: So when I created my community, it was organic. They
• 41:52
  Speaker 1: wanted a name for themselves. They actually asked me to
• 41:54
  Speaker 1: name them, like, can we have a name? Because when
• 41:57
  Speaker 1: I first started saltic So, we would sell out within
• 41:59
  Speaker 1: the first fives Remember I was telling you we only
• 42:01
  Speaker 1: were able to do a drop once a long and
• 42:03
  Speaker 1: people would pull off on the side of the road.
• 42:05
  Speaker 1: People would stop teaching their class in the middle of class.
• 42:08
  Speaker 1: Hey y'all, we got to do the Saltic Soul restock.
• 42:10
  Speaker 1: It was a big thing, and that's not any exaggeration.
• 42:13
  Speaker 1: So when people realize how difficult it was to have
• 42:18
  Speaker 1: access to Saltic Sol, they realized, oh, this is an
• 42:21
  Speaker 1: exclusive community, and people love to feel exclusive, like hey,
• 42:25
  Speaker 1: I got the drop, you didn't get the drop. And
• 42:28
  Speaker 1: that worked in our favor for a little while because
• 42:30
  Speaker 1: people felt like they were a part of something that
• 42:33
  Speaker 1: nobody could really could put their hands on. You know,
• 42:35
  Speaker 1: it was very rare for someone to be able to
• 42:37
  Speaker 1: buy all that that was in their car. So as
• 42:39
  Speaker 1: soon as I realized that, people felt like, hey, I
• 42:42
  Speaker 1: want to be a part of the Salt and Soul
• 42:43
  Speaker 1: community because we're a laite, you know, we're different. They
• 42:46
  Speaker 1: kind of made a name for themselves, and as time
• 42:49
  Speaker 1: went on, I was able to realize the more that
• 42:52
  Speaker 1: I pour into them and make them feel that I'm
• 42:54
  Speaker 1: listening and make them feel that we are a part
• 42:57
  Speaker 1: of a girl's girl community, they don't mind and promoting
• 43:01
  Speaker 1: the brand for free.
• 43:02
  Speaker 2: I don't have.
• 43:03
  Speaker 1: Saltic Soul grew without any ADS. I just started ADS
• 43:08
  Speaker 1: maybe two years ago. That is six years of organic marketing.
• 43:13
  Speaker 1: That's just from my customers being able to promote it
• 43:15
  Speaker 1: because they realized that it wasn't a lot of products
• 43:18
  Speaker 1: on the market that could do what Saltic Soil was doing.
• 43:20
  Speaker 1: It was neutralizing older it was bringing back their confidence,
• 43:23
  Speaker 1: and you were sharing this product with young girls who
• 43:26
  Speaker 1: were just starting their cycle. You were sharing this product
• 43:29
  Speaker 1: with women who had dealt with BVS silently, who couldn't
• 43:33
  Speaker 1: have intercourse and want to be confident doing it because
• 43:36
  Speaker 1: they didn't want to keep taking pills and antibiotics.
• 43:40
  Speaker 2: It was kind of just giving them that reverse effect.
• 43:42
  Speaker 2: What is so it's bacterial.
• 43:44
  Speaker 3: Vaginosis, bacterial vaginotion.
• 43:46
  Speaker 2: You know about bacterial vaginosis?
• 43:48
  Speaker 1: Yeah?
• 43:49
  Speaker 5: What is when?
• 43:51
  Speaker 1: Yeah, it's it's basically when it's an overgrowth of bacteria
• 43:55
  Speaker 1: inside of your ecosystem and essentially it creates this older
• 43:59
  Speaker 1: where it's like very fishy, the fish fishy odor, very pungent, Yes,
• 44:03
  Speaker 1: very pungent. You walk in and can knock you out,
• 44:05
  Speaker 1: like you sit down and like the air rise. Yeah,
• 44:08
  Speaker 1: it's intense and it's a it's very common.
• 44:11
  Speaker 5: It's very discharge.
• 44:14
  Speaker 1: Yes, it's like a gray milky discharge that happens when
• 44:17
  Speaker 1: you have back to your vaginal.
• 44:18
  Speaker 4: We're going to say that leaks from the vaginal canal. Okay,
• 44:21
  Speaker 4: you see what I'm saying opening Okay.
• 44:24
  Speaker 3: So how you feel about because like most people learn
• 44:27
  Speaker 3: about all of this stuff through music. So it's been
• 44:32
  Speaker 3: like kind of shame like fish. The fish thing has
• 44:38
  Speaker 3: become a popular lyric for men to describe women like,
• 44:42
  Speaker 3: you know, like smell like fish. Whatever. What level of
• 44:46
  Speaker 3: psychological shame do you think that that plays because it
• 44:51
  Speaker 3: has such a stigma, especially just the fish thing that's that's.
• 44:54
  Speaker 1: Been Yeah, that's people talk about you. Yeah as a kid,
• 44:58
  Speaker 1: like that's.
• 44:58
  Speaker 3: The thing that's been a thing for it's been a thing.
• 45:01
  Speaker 3: So have you like is it like an education of
• 45:06
  Speaker 3: like look, this is what this is. This might not
• 45:09
  Speaker 3: be something. This is something that you need to, you know,
• 45:11
  Speaker 3: get attention for. It's not like something that's wrong with you,
• 45:14
  Speaker 3: like talk about that, because some people might just think,
• 45:17
  Speaker 3: like something's wrong with me.
• 45:19
  Speaker 1: Like, yeah, my community they call me Mama Salt. And
• 45:22
  Speaker 1: the reason why they call me that is because I
• 45:25
  Speaker 1: am very nurturing to my community. I talk to them
• 45:27
  Speaker 1: with love. I don't shame them, and I think that
• 45:30
  Speaker 1: they love that because sometimes you'll be promoting a product
• 45:33
  Speaker 1: and it's like ooh if it's sath, It's like hold on,
• 45:37
  Speaker 1: Like this is a very sensitive topic for me, and
• 45:39
  Speaker 1: this is something I've been dealing with silently, something that
• 45:43
  Speaker 1: I didn't want to tell anybody. So when I'm trying
• 45:45
  Speaker 1: to learn about a new product, I want to be
• 45:47
  Speaker 1: able to soften the blow. So I softened the blow
• 45:50
  Speaker 1: with them with education. I soften the blow with telling
• 45:53
  Speaker 1: them about me. You know, sometimes you got to tell
• 45:55
  Speaker 1: a little bit about you so people can open up
• 45:58
  Speaker 1: and with the whole fish thing. Yeah it's funny, haha,
• 46:02
  Speaker 1: but at the end of the day you might be
• 46:04
  Speaker 1: crying on the inside, so you know, it's it's tough.
• 46:08
  Speaker 1: So I try to educate them as much as possible,
• 46:11
  Speaker 1: not just about the product itself, but about your water intake,
• 46:15
  Speaker 1: your diet.
• 46:16
  Speaker 2: What are you using? Are you peeing after sex?
• 46:18
  Speaker 1: Like?
• 46:18
  Speaker 2: Are you taking probiotics? Are you making sure that yes?
• 46:22
  Speaker 3: Like does that work?
• 46:23
  Speaker 1: That's well, I wouldn't say pineapple is the end all
• 46:26
  Speaker 1: be all, but you need to have a you need
• 46:28
  Speaker 1: to have a really good probiotic. And so some probiotics
• 46:30
  Speaker 1: have pineapple in it, but that whole like eat the
• 46:33
  Speaker 1: pineapple tastes better if you have BV. It ain't gonna
• 46:36
  Speaker 1: do nothing that BV gonna permeate through. It'll permeate through.
• 46:39
  Speaker 3: What about like when Cardi b was saying that she
• 46:42
  Speaker 3: was talking about.
• 46:43
  Speaker 2: Drinking the pediat to get wet.
• 46:46
  Speaker 3: I remember that now she was saying that she was
• 46:49
  Speaker 3: she was saying after she was saying that she was
• 46:51
  Speaker 3: showering with what was it? It was? She was using
• 46:55
  Speaker 3: something like that you cook with traditionally. Well, she was like,
• 46:59
  Speaker 3: she was like, it's up Dominican, like Caribbean thing like
• 47:03
  Speaker 3: just Dominican. Maybe that's what she says.
• 47:05
  Speaker 2: I don't know, I don't know about that.
• 47:07
  Speaker 3: He said, Caribbean, that's what That's how words.
• 47:11
  Speaker 5: To do what yeah, to clean wash in what she
• 47:14
  Speaker 5: doing the exact is not a turkey basis.
• 47:19
  Speaker 3: It's not like it was. It was a liquid thing.
• 47:22
  Speaker 2: Oh, I don't know.
• 47:23
  Speaker 1: Maybe she was doing There's all kinds of remedies, all
• 47:27
  Speaker 1: kinds of stuff. Yeah, I just stick to soaltic.
• 47:28
  Speaker 3: So that's all, you know.
• 47:29
  Speaker 2: That's all I know.
• 47:31
  Speaker 3: Though, Where are you from? I'm from Miami, Like, wh
• 47:33
  Speaker 3: where's your family from? You're black American?
• 47:35
  Speaker 2: Oh yeah, so my dad is from Dominica. My mom
• 47:38
  Speaker 2: is American.
• 47:39
  Speaker 3: Okay. Dominica actually has one of the largest amounts of
• 47:43
  Speaker 3: people that lived to be one hundred years old. Wow.
• 47:45
  Speaker 2: Yeah, my dad is eighty nine.
• 47:47
  Speaker 1: That's what.
• 47:48
  Speaker 2: Yeah, he's old. He's old.
• 47:50
  Speaker 3: You don't get to.
• 47:51
  Speaker 2: He's Oh yeah, because my grandmother was one on nine.
• 47:53
  Speaker 3: Yeah, so they have a lot, they have lots from there.
• 47:57
  Speaker 3: So I learned that, like they centcenarios I think they
• 47:59
  Speaker 3: call or something like that, but they have like one
• 48:01
  Speaker 3: like percentage wise, they might be number one. It's like
• 48:04
  Speaker 3: them Japan, like they like eat well. They're one of
• 48:06
  Speaker 3: the top countries.
• 48:07
  Speaker 1: They eat very well. And I grew up eating very well.
• 48:10
  Speaker 1: Like it was kind of annoying because I want to
• 48:11
  Speaker 1: have chicken uggs and fries. My Dad's like, I'll make
• 48:13
  Speaker 1: you chicken nuggets. I'm like, I don't want that. But
• 48:15
  Speaker 1: it worked out in my favor. We had like an
• 48:17
  Speaker 1: Aci Tree all, we had all kinds of stuff.
• 48:19
  Speaker 4: Yeah, you talked about being bootstrapped, and there's advantages that
• 48:24
  Speaker 4: come with it, right, Like, obviously you make the decisions
• 48:27
  Speaker 4: your agile, you can adjust. You have people approached you
• 48:32
  Speaker 4: about investing in the company. Have people approached you about
• 48:36
  Speaker 4: maybe buying the company?
• 48:38
  Speaker 2: You know that's a touchy subject.
• 48:40
  Speaker 4: Yeah, and how I have those conversations gone if they
• 48:43
  Speaker 4: have happened, And obviously I don't feel like that was
• 48:47
  Speaker 4: a thought process to be in.
• 48:48
  Speaker 3: But has that crept into your mind as.
• 48:50
  Speaker 1: You Oh yeah, I've had a few people want to
• 48:53
  Speaker 1: purchase salt I've had a few meetings that they were like, hey,
• 48:56
  Speaker 1: I want to buy this business, and I've had a
• 48:59
  Speaker 1: few investor cons but I just never.
• 49:03
  Speaker 2: I just never put the trigger on it. I haven't.
• 49:05
  Speaker 1: I'm open to it now because of the way that
• 49:07
  Speaker 1: we're growing Now, I'm like, okay, well I'll be open
• 49:09
  Speaker 1: to it because I want saltic Sol to be global,
• 49:11
  Speaker 1: So I'm open to have bringing on those partners. But
• 49:14
  Speaker 1: before I get into business with anyone, I want to
• 49:17
  Speaker 1: make sure that Saltic Sol is already built out to
• 49:19
  Speaker 1: sell if everything, So I want to make sure all
• 49:22
  Speaker 1: of my back end is perfect before I bring on anyone,
• 49:25
  Speaker 1: especially with the investment that I'm expecting, Like I'm not
• 49:28
  Speaker 1: expecting one hundred thousand dollars, I'm expecting a.
• 49:30
  Speaker 2: Couple of meal.
• 49:31
  Speaker 5: Yeah, and you've never taken money.
• 49:32
  Speaker 1: I've never taken money. I'm completely bootstrapped, so I don't
• 49:35
  Speaker 1: owe anybody. I don't have any debt. So Saltic Sol
• 49:38
  Speaker 1: is healthy right now, thank you Jesus. But I also
• 49:42
  Speaker 1: feel that I'm ready now. Before I was fearful because,
• 49:46
  Speaker 1: like I said, I didn't know about how to build
• 49:49
  Speaker 1: a business. I've learned. I never had a mentor. My
• 49:52
  Speaker 1: mentors were on YouTube and just affiliate myself with the
• 49:55
  Speaker 1: right people. But I've learned all this stuff on my own.
• 49:59
  Speaker 1: Now I feel like I'm ready. I've learned enough to
• 50:01
  Speaker 1: be able to discern, okay, well what I do with
• 50:04
  Speaker 1: this money. I know what I like, I know where
• 50:05
  Speaker 1: it can go.
• 50:06
  Speaker 2: So I'm ready now. For sure.
• 50:08
  Speaker 3: You talked about B two C and like, so where
• 50:12
  Speaker 3: people buying a product or they buying it online? Are
• 50:15
  Speaker 3: you in big box retailers?
• 50:17
  Speaker 2: So we are on Amazon Prime, we are on TikTok,
• 50:20
  Speaker 2: and we are on Shopify. We are not in stores right.
• 50:23
  Speaker 3: Now, no physical store, no physical stores.
• 50:25
  Speaker 1: I had a few offers from a lot of major
• 50:28
  Speaker 1: retailers that want to salt in the stores. But what
• 50:31
  Speaker 1: a lot of people don't know is if you are
• 50:34
  Speaker 1: a bootstrap brand, it is very challenging to navigate in
• 50:38
  Speaker 1: those stores because you have to pay for the storage,
• 50:42
  Speaker 1: you have to pay for the losses. You also have
• 50:46
  Speaker 1: to pay for shelf space. And in the event that
• 50:49
  Speaker 1: though those products don't sell in the timeframe, you have
• 50:52
  Speaker 1: to buy that and you're also your money is also
• 50:54
  Speaker 1: tied up. I'm big on I don't want my money
• 50:56
  Speaker 1: tied up, especially for long durations of time. So let's
• 50:59
  Speaker 1: just say you have an order. They purchase an order
• 51:01
  Speaker 1: for a million bottles. You're not getting that money until
• 51:05
  Speaker 1: maybe sixty ninety days later. So all of that money
• 51:09
  Speaker 1: is tied up and you have to basically work in
• 51:11
  Speaker 1: a deficit. Now that's not the case for everyone. Before
• 51:14
  Speaker 1: a lot of bootstrap brands. It can put you in
• 51:17
  Speaker 1: a sticky situation. So I've been really good with having
• 51:22
  Speaker 1: the mindset that the tourtoise the tortoise run the race,
• 51:25
  Speaker 1: I'm not it's a marathon.
• 51:27
  Speaker 3: So okay, you have a website, people buying it from
• 51:31
  Speaker 3: the website directly, you have the TikTok shop. People are
• 51:35
  Speaker 3: kicking a link in the affiliates, and then you said Amazon, yeah,
• 51:39
  Speaker 3: Amazon Prime, Amazon Prime, and then what else that's it?
• 51:42
  Speaker 2: Shopify, Amazon Prime and TikTok.
• 51:44
  Speaker 3: So like the percentage wise, what's the percentage of like
• 51:47
  Speaker 3: ten percent here, twenty percent? They're like, what's the percentage
• 51:50
  Speaker 3: of people that actually buy like from those different places?
• 51:53
  Speaker 1: So so TikTok and Shopify their neck and neck right now.
• 51:58
  Speaker 1: So half and half our Amazon store we just got
• 52:02
  Speaker 1: on Amazon. We're probably like seven eight months old on Amazon.
• 52:08
  Speaker 1: So we're still building that, like we're still growing. It's
• 52:10
  Speaker 1: really healthy, but we're still growing that out. But Amazon
• 52:13
  Speaker 1: and but TikTok and Shopify are our.
• 52:16
  Speaker 2: Main, main, main thing.
• 52:17
  Speaker 1: Yeah, and Amazon is growing rapidly actually, so we just
• 52:22
  Speaker 1: actually sold out of our product.
• 52:24
  Speaker 2: Are you only jail on Amazon recently?
• 52:27
  Speaker 3: So have you done physical pop ups. Oh.
• 52:29
  Speaker 1: Absolutely, So we're actually on a wellness tour right now.
• 52:33
  Speaker 1: I have you want to be an invest right, Yes,
• 52:35
  Speaker 1: I'm excited. You have a booth invests, Yes, I have
• 52:38
  Speaker 1: a booth.
• 52:38
  Speaker 2: Uh one of the biggest booths, if not anything, the
• 52:41
  Speaker 2: biggest actually.
• 52:44
  Speaker 5: Yeah, yeah, is it the biggest? It is potentially it
• 52:47
  Speaker 5: has the potential to be.
• 52:48
  Speaker 1: Yeah.
• 52:48
  Speaker 2: Yeah, it's gonna be a thing.
• 52:49
  Speaker 3: It's gonna be. You've been investments before, yes, absolutely, so
• 52:53
  Speaker 3: you know the landscape.
• 52:54
  Speaker 2: I was there last year. I love investment with your friend.
• 53:00
  Speaker 3: It's a special friend.
• 53:03
  Speaker 1: A colleague of mine. But yeah, a colleague, a colleague, okay,
• 53:09
  Speaker 1: but you have it yeah, yeah, and your love. Okay,
• 53:14
  Speaker 1: So all right, I'm sorry. So talk about you say
• 53:18
  Speaker 1: you're doing in person pop ups?
• 53:19
  Speaker 3: Yes, and then also while you're in that, since we
• 53:22
  Speaker 3: talked about it, talk about what you have plan for investments?
• 53:25
  Speaker 2: Okay.
• 53:26
  Speaker 1: So for okay, I'll start with the pop ups that
• 53:29
  Speaker 1: we're doing right now. So I'm on a wellness tour. Basically,
• 53:32
  Speaker 1: I am showing women, most importantly Black women, and elevated
• 53:37
  Speaker 1: experience through wellness. So a lot of women, a lot
• 53:40
  Speaker 1: of women that I grew up with, grew up with.
• 53:42
  Speaker 1: We didn't have pilates in macha and yoga.
• 53:45
  Speaker 2: We didn't have that. That wasn't a thing.
• 53:48
  Speaker 1: So I am introducing women to pilates, yoga, small like orders, like,
• 53:55
  Speaker 1: it's a very elevated experience. We're working out because I
• 53:58
  Speaker 1: want people to understand that, well, this is not just
• 54:00
  Speaker 1: about something that you do topically, it's about the inside
• 54:04
  Speaker 1: as well. So we're working out, we are connecting, we're
• 54:06
  Speaker 1: fellowshipping with new women, we're making new friendships. All of
• 54:09
  Speaker 1: those things is really important. At each event, Like each
• 54:12
  Speaker 1: event I go to that I host for saltic So,
• 54:14
  Speaker 1: I say, hey, make sure you leave here with a number,
• 54:16
  Speaker 1: make sure you leave here with somebody, put your phones down,
• 54:19
  Speaker 1: connect grow, make sure that you're using saltic So, and
• 54:22
  Speaker 1: make sure you tell a person that may not know
• 54:24
  Speaker 1: about what you're using. Tell somebody your hygiene routine, what
• 54:27
  Speaker 1: are you using. That just makes them feel so connected
• 54:29
  Speaker 1: because they're like, oh, I started using this because of
• 54:32
  Speaker 1: this girl that I met at the wellness event, and
• 54:33
  Speaker 1: it's really networking, and so the girls are promoting it
• 54:36
  Speaker 1: for me. I maybe have ten to twelve influencers at
• 54:40
  Speaker 1: my event, but everybody else. They are supporters of the brand.
• 54:44
  Speaker 1: And we just had an event here. I was telling
• 54:46
  Speaker 1: you guys earlier in New York, we've never come to
• 54:48
  Speaker 1: New York before. That event sold out in two hours.
• 54:53
  Speaker 1: I was like, Wow, there's a need that we are
• 54:56
  Speaker 1: meeting and there's a demand there. So I'm really happy
• 54:59
  Speaker 1: about what we're doing for the wellness community about women
• 55:02
  Speaker 1: Black women feeling.
• 55:03
  Speaker 2: Like, hey, I feel seen, I feel appreciated.
• 55:06
  Speaker 1: I feel like this is a brand that cares about
• 55:08
  Speaker 1: me outside of just wanting to sell me a product.
• 55:10
  Speaker 2: So that's really important.
• 55:12
  Speaker 1: And so for Investvest, we are bringing the same tools
• 55:16
  Speaker 1: which bring the same tools there making sure that women
• 55:20
  Speaker 1: feel seen. We're talking about wellness, We're educating them through
• 55:24
  Speaker 1: our booth education.
• 55:25
  Speaker 2: I can't give people too much.
• 55:26
  Speaker 5: Is Mama Pearl going to be there.
• 55:27
  Speaker 2: Mama Pearl is gonna be there.
• 55:30
  Speaker 3: I'm going to be there.
• 55:31
  Speaker 2: Actually have a Miss Pearl mascot that that we just got.
• 55:35
  Speaker 3: It's so cute.
• 55:36
  Speaker 2: We have a Miss Pearl mascot.
• 55:38
  Speaker 1: She's going to be there and people can come up
• 55:40
  Speaker 1: and identify like kind of pin the tael on the donkey.
• 55:43
  Speaker 1: But we're gonna do a pen to tel on that vulva,
• 55:46
  Speaker 1: and it's gonna be great, Like we're gonna be teaching
• 55:47
  Speaker 1: women about them, about their bodies, what to use, what
• 55:50
  Speaker 1: not to use, and how to know when something.
• 55:52
  Speaker 2: Might be off.
• 55:53
  Speaker 1: Yes, I'm excited. I will be speaking. And it's such
• 55:57
  Speaker 1: a beautiful full circle moment. Last year I was an
• 55:59
  Speaker 1: attendee and this year we're a premier sponsor. So I'm
• 56:03
  Speaker 1: really really happy about that.
• 56:04
  Speaker 5: If you need me to get back in my health
• 56:05
  Speaker 5: teacher bag, you just let me know, no worry about it.
• 56:07
  Speaker 2: We would love to have we would love to have
• 56:09
  Speaker 2: an educated black king the platform.
• 56:12
  Speaker 5: We can go from ovaries for low being too, we
• 56:14
  Speaker 5: can do the whole thing.
• 56:15
  Speaker 2: I love that, you like seriously, this next eperience so happy.
• 56:20
  Speaker 1: No, I'm so happy because I don't have those conversations
• 56:23
  Speaker 1: with men, like you said, I have to talk to
• 56:24
  Speaker 1: it about like my girlfriends. But to have a man
• 56:27
  Speaker 1: so educated in that, and I don't have to tell you, hey,
• 56:29
  Speaker 1: this is the volva and this is the labial, this
• 56:31
  Speaker 1: is the major. You're like, I know that already.
• 56:33
  Speaker 2: So I love that.
• 56:36
  Speaker 5: Last thing I got.
• 56:37
  Speaker 4: Entrepreneurship, motherhood two different things equally, I mean important, not
• 56:43
  Speaker 4: equally important important we talk about balance in this world. Obviously,
• 56:47
  Speaker 4: as an entrepreneur, as a CEO, as a founder.
• 56:51
  Speaker 5: How will we manage are their routines right?
• 56:53
  Speaker 4: Because a lot of people are doing it, They're gonna
• 56:55
  Speaker 4: watch you and say like, oh wait again, I feel
• 56:58
  Speaker 4: seen by what you're saying.
• 57:00
  Speaker 2: It's tough. I actually just I just had a nice
• 57:02
  Speaker 2: little cry last night. It's tough.
• 57:06
  Speaker 3: I am.
• 57:06
  Speaker 2: I'm on the go a lot.
• 57:08
  Speaker 1: Transparently, I'm want to go. I am working. I am
• 57:12
  Speaker 1: building something for my boys. But what makes me feel
• 57:15
  Speaker 1: happy about it is because I'm building something that they're
• 57:17
  Speaker 1: going to be proud of. So the only way they're
• 57:19
  Speaker 1: able to live the life that they live right now
• 57:20
  Speaker 1: is because I'm doing what I'm doing. And I think
• 57:23
  Speaker 1: that my purpose and my obedience to what I'm supposed
• 57:28
  Speaker 1: to do is connected to them as well. So if
• 57:30
  Speaker 1: I say, you know what, I'm not going to work
• 57:32
  Speaker 1: this weekend, it hits like almost a domino effect. So
• 57:36
  Speaker 1: I've just learned to kind of mesh them and make
• 57:38
  Speaker 1: time for them and the best way I know how.
• 57:41
  Speaker 1: So last week, for example, I went to Arizona. I
• 57:43
  Speaker 1: took my team out for a company retreat for wellness.
• 57:45
  Speaker 1: We didn't work. I just spoiled them rotten. Four week
• 57:48
  Speaker 1: in Arizona. We had like a mansion on the mountaintop.
• 57:51
  Speaker 1: And a day later, I just said, hey, y'all have
• 57:53
  Speaker 1: to leave a little earlier because I got to go
• 57:55
  Speaker 1: to my babies. I have a three year old and
• 57:57
  Speaker 1: I have a seven year old, and I took them
• 57:59
  Speaker 1: as soon as I land, and that I took them
• 58:00
  Speaker 1: to a resort.
• 58:01
  Speaker 2: I had to fly out three days later. But I'm
• 58:04
  Speaker 2: making time.
• 58:06
  Speaker 1: In those moments where I'm making time, my phone is down,
• 58:09
  Speaker 1: I'm intentional, I'm talking to them. I'm interested in them
• 58:12
  Speaker 1: and they know it. And I also communicate with them
• 58:14
  Speaker 1: and let them know, hey, y'all like what I'm doing.
• 58:16
  Speaker 1: I'll bring my son to the warehouse. He's so happy.
• 58:18
  Speaker 2: He's like, Mommy, I love what you do. I love
• 58:20
  Speaker 2: this place. And he's been able to see me from
• 58:23
  Speaker 2: the ground up. My baby was with me.
• 58:25
  Speaker 1: I was making soap with him on my hip in
• 58:29
  Speaker 1: my garage when I first started salts, so he's very
• 58:32
  Speaker 1: in tune with what's going on. But I think it's
• 58:34
  Speaker 1: very important to not just turn turn your goals into
• 58:39
  Speaker 1: something that's like Okay, well you feel bad about it.
• 58:42
  Speaker 1: I don't feel bad about it. Yes, I have moments
• 58:44
  Speaker 1: of feeling like, dang, I miss my babies, but I'm
• 58:46
  Speaker 1: going to work. I'm going to fulfill this purpose that
• 58:49
  Speaker 1: I have over me because at the end of the day,
• 58:51
  Speaker 1: when they get older, I want them to do the same.
• 58:53
  Speaker 1: I don't want them to feel like, hey, you know what,
• 58:54
  Speaker 1: I don't maybe not want to do this because of
• 58:56
  Speaker 1: this reason. Now there will be time for me to
• 58:58
  Speaker 1: sit down somewhere. But I'm young and I'm ready to work,
• 59:01
  Speaker 1: and I'm eager, and it's so much more for me
• 59:04
  Speaker 1: to learn and to grow. So I'm I'm in a
• 59:07
  Speaker 1: season of if I have to make time, I'm going
• 59:09
  Speaker 1: to make time, even if it's two days, and I'll
• 59:11
  Speaker 1: come right back home to them. But I'm just immersing
• 59:15
  Speaker 1: them in my life. It's harmony at this point. I
• 59:16
  Speaker 1: don't know if it's balanced, but it's just harmony.
• 59:20
  Speaker 2: Yeah, it works.
• 59:21
  Speaker 3: There, you have it. Well, tell other people where to
• 59:23
  Speaker 3: follow you, where to get the products, everything, all the information. Yeah.
• 59:27
  Speaker 1: So you can follow me at salt dot xo on Instagram.
• 59:30
  Speaker 1: My personal ig is Jalisa dot xo saltxo dot com.
• 59:34
  Speaker 1: We are salt x on TikTok for the best femline
• 59:37
  Speaker 1: wellness in the world. Shop salt xel.
• 59:40
  Speaker 3: Can you have it, Ladies and gentlemen. We'll see you
• 59:42
  Speaker 3: guys next week. Please please,