Latest / QUESTION EVERYTHING / Profit From Your Passion: with Nancy Twine (Founder of Briogeo)

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Profit From Your Passion: with Nancy Twine (Founder of Briogeo) · QUESTION EVERYTHING

0:04
Speaker 1: Big things happen when you're pretty, pretty bold, pretty clever,
0:08
Speaker 1: pretty strong. I'm Danielle Robe and each week my guests
0:12
Speaker 1: and I have conversations that put a new spin on pretty.
0:17
Speaker 2: This is pretty smart.
0:19
Speaker 1: I don't know Latin, but I do know one Latin
0:22
Speaker 1: phrase thanks to the film Dead Poets Society starring the
0:26
Speaker 1: late Robin Williams. Gather you rosebuds while you may.
0:29
Speaker 3: Old time is still a flying, and this same flower
0:32
Speaker 3: that smiles today tomorrow will be dying.
0:35
Speaker 2: Thank you, mister Fitts.
0:38
Speaker 1: Gather ye rosebuds while you may. The Latin term for
0:42
Speaker 1: that sentiment is carpe diem. I love that scene, and
0:46
Speaker 1: I love that movie. Robin Williams plays an English teacher
0:49
Speaker 1: at an elite prep school, and in that scene, he's
0:52
Speaker 1: explaining to his students that karpe diem means seize the day,
0:57
Speaker 1: and while many think that it's a direct translation, the
1:00
Speaker 1: literal Latin translation is actually pluck the day, which is
1:04
Speaker 1: perfect for today's conversation. It's not only about how our guest,
1:09
Speaker 1: Nancy Twine built a beauty and hair care empire, but
1:12
Speaker 1: also how she identified and seized her moment.
1:16
Speaker 2: She plucked it. Nancy is the.
1:21
Speaker 1: Founder and CEO of the beloved hair care line Brioggio Hare,
1:25
Speaker 1: which is a leading authority on green beauty. Nancy, at
1:28
Speaker 1: twenty nine, became the youngest black woman to launch a
1:30
Speaker 1: product line at Sephora, and she loves what she does.
1:34
Speaker 3: Work feels like an extension of myself as opposed to
1:37
Speaker 3: something that I'm just showing up and doing and waiting
1:40
Speaker 3: for the day to be over.
1:42
Speaker 1: But Nancy didn't always love her job. She started in
1:45
Speaker 1: finance as a VP at Goldman Sachs until tragedy struck,
1:50
Speaker 1: and then it was time to return to her roots
1:52
Speaker 1: and reprioritize.
1:54
Speaker 3: I think I almost had this naivete that like, oh,
1:57
Speaker 3: everyone grows old, of course, and you're to be able
2:00
Speaker 3: to have all these different experiences in your life and
2:03
Speaker 3: do so many things, and that's not always the case.
2:07
Speaker 1: I was texting my dad the other day and he
2:09
Speaker 1: replied to me, nothing lasts forever. And at first I
2:13
Speaker 1: looked at the text and I was like, damn, Dad,
2:16
Speaker 1: sort of depressing. And then I looked at it a
2:19
Speaker 1: few more times and I realized what he meant.
2:22
Speaker 2: Nothing is a guarantee.
2:24
Speaker 1: We have to seize what we can when we can,
2:27
Speaker 1: and that's exactly what Nancy did. So today she shares
2:30
Speaker 1: the profound lessons that she's learned from loss and grief
2:34
Speaker 1: that led her to creating not only an award winning company,
2:37
Speaker 1: but a life of purpose. Today we're doing some soul
2:40
Speaker 1: searching and identifying the fuel that we need to seize,
2:44
Speaker 1: create pluck the lives that we desire. I want to
2:51
Speaker 1: take a few steps back and back up to way
2:54
Speaker 1: before Brigio, because you were on the sales and trading
2:57
Speaker 1: team at Goldman Sachs. Yeah, and you are a highly
3:01
Speaker 1: creative person. You just launched a site that we're going
3:04
Speaker 1: to talk about, but it's beautifully curated and very creative.
3:08
Speaker 1: So I'm dying to know how such a creative person
3:11
Speaker 1: decides to go into finance.
3:13
Speaker 3: Well, it's so funny because I remember people used to
3:17
Speaker 3: call me like left right brains at work, because you're right.
3:21
Speaker 3: I think it's oftentimes you're like in one camp or
3:24
Speaker 3: the other. You're either the creative or you're the quantitative.
3:28
Speaker 3: But I've always been a mix of both. And I
3:30
Speaker 3: think my initial interest in finance stemmed from when I
3:36
Speaker 3: was younger and I used to have all these like
3:38
Speaker 3: little side businesses and I would like create different crafts
3:43
Speaker 3: or jewelry or whatever it was. But it didn't just
3:46
Speaker 3: stop there. It kind of ended with commerce. Like for me,
3:49
Speaker 3: the satisfaction was being able to sell whatever it was
3:52
Speaker 3: that I was creating. So there was this always this
3:55
Speaker 3: combination of creativity but then the actual business aspect of transacting.
4:03
Speaker 3: I've just always loved, you know, both of those things,
4:06
Speaker 3: Like one wasn't enough on its own. I had to
4:09
Speaker 3: have both, And you know, when I was coming out
4:12
Speaker 3: of school, I know that for me, so much of
4:16
Speaker 3: what I was thinking about was like, all right, how
4:19
Speaker 3: am I going to take care of myself and support myself?
4:21
Speaker 3: I have student loans, I have rent to pay, and
4:25
Speaker 3: for me, so much of it was feeling like a
4:27
Speaker 3: finance career was kind of my sure bet of being
4:30
Speaker 3: able to like make money out of school so that
4:32
Speaker 3: I could take care of myself. So even there were
4:35
Speaker 3: a lot of things that I love that were creative
4:38
Speaker 3: for me, so much of like my sort of job
4:41
Speaker 3: and career choice coming out of school had to do
4:45
Speaker 3: with like being able to be financially independent.
4:49
Speaker 1: It makes total sense. Do you feel like there's a
4:53
Speaker 1: lesson that you took away from your time there that
4:56
Speaker 1: you still apply to your life and career or have
4:58
Speaker 1: you sort of I've tried to Sadie that time of
5:02
Speaker 1: your life.
5:03
Speaker 3: Yeah, I mean, I think ultimately what I learned, and
5:07
Speaker 3: I really learned it through that experience, is that in
5:11
Speaker 3: order to really find joy from your work, you have
5:15
Speaker 3: to be passionate about the subject matter. And again, so
5:19
Speaker 3: much of the reason why I chose a career in
5:22
Speaker 3: finance was that, yeah, sure I was good at the numbers,
5:24
Speaker 3: I was good at the business stuff, but the decision
5:27
Speaker 3: was really predicated on the financial end result. It's not
5:32
Speaker 3: like I signed up for that career because I was
5:34
Speaker 3: passionate about finance and sales and trading. And ultimately, I
5:38
Speaker 3: think that's why it was really hard for me to
5:41
Speaker 3: find joy out of what I was doing every day.
5:45
Speaker 3: And that's why I knew that whatever I was going
5:47
Speaker 3: to do next, it had to be rooted in passion,
5:50
Speaker 3: because we spend so much of our life working that
5:54
Speaker 3: if we don't find joy from what we're doing, life
5:57
Speaker 3: is just too short. It's not worth it.
5:59
Speaker 1: Well, speaking of passion, I read that you said, if
6:02
Speaker 1: you're not passionate about what you do, it's just not
6:04
Speaker 1: worth it in the grand scheme of things, which is
6:06
Speaker 1: kind of what you are saying. Now, how do you
6:09
Speaker 1: think finding one of your callings has changed your day
6:12
Speaker 1: to day life?
6:14
Speaker 3: I think for me, so much of being able to
6:17
Speaker 3: do something every day that's rooted in a vision and
6:22
Speaker 3: a passion and purpose has really turned what used to
6:29
Speaker 3: feel like a job or work for me into an
6:32
Speaker 3: extension of my life. Like I really feel like every
6:35
Speaker 3: day when I go to work, I feel like everything
6:38
Speaker 3: I'm doing is contributing to some sort of greater good
6:43
Speaker 3: that I ceded the vision for. And I feel like,
6:46
Speaker 3: for the first time becoming an entrepreneur, work feels like
6:50
Speaker 3: an extension of myself as opposed to something that I'm
6:53
Speaker 3: just showing up and doing and waiting for the day
6:56
Speaker 3: to be over. And so I think that that's been
6:59
Speaker 3: sort of the most powerful impact that starting my business
7:04
Speaker 3: and becoming an entrepreneur has had.
7:06
Speaker 1: Is it a multiplying force in your personal life? Like
7:09
Speaker 1: I find when I'm happier in one area, another area
7:12
Speaker 1: that is thriving to usually.
7:14
Speaker 3: Yeah completely, I mean just even the conversations that I have,
7:18
Speaker 3: like at the end of the day with friends, it's
7:20
Speaker 3: more like you know, oh my gosh, what are we
7:23
Speaker 3: going to name this product? Or which retailer is going
7:27
Speaker 3: to take this? Versus when I felt like I was
7:30
Speaker 3: just working a job, I was either not talking about
7:35
Speaker 3: work at all or I was complaining about work. And
7:38
Speaker 3: so that has been such a big difference. I feel
7:41
Speaker 3: like I'm bringing that part of me to other relationships,
7:45
Speaker 3: and I think because of that, I've had a lot
7:48
Speaker 3: more depth with my friendships and that you know, people
7:52
Speaker 3: around me are genuinely interested in what to at work
7:56
Speaker 3: because they can tell that it fuels me.
7:59
Speaker 1: That's very cool, because if it's such a big part
8:01
Speaker 1: of your identity, it's nice that you can share it
8:04
Speaker 1: with your friends in a meaningful way.
8:07
Speaker 3: Completely, And I think you said that perfectly, and that's
8:09
Speaker 3: the word I was looking for, is when your career
8:12
Speaker 3: really becomes part of your identity in a good way. Yeah,
8:16
Speaker 3: that's how it really kind of extends your talent, your spirit,
8:20
Speaker 3: and your skills to be able to do something even greater.
8:25
Speaker 3: So it's really powerful.
8:26
Speaker 1: I think career as part of your identity gets a
8:29
Speaker 1: bad rap because you said it perfectly right in a
8:33
Speaker 1: good way. If it's in a good way, it's Okay, I.
8:36
Speaker 3: Think exactly like I think for a lot of people,
8:40
Speaker 3: career being part of their identity. You know, oftentimes you know,
8:44
Speaker 3: has to do with title. It's like, oh, well, I'm
8:46
Speaker 3: the VP of something, or I'm the CEO of something.
8:50
Speaker 3: You know that makes me relevant or you know, gives
8:54
Speaker 3: me purpose in my industry. It's part of who I am.
8:58
Speaker 3: Or sometimes the work is viewed as identity because sometimes
9:02
Speaker 3: people are just workaholics and that's not a good thing either.
9:06
Speaker 3: It's like, oh my gosh, I pour everything into this
9:09
Speaker 3: job at who I am. So I definitely think that
9:12
Speaker 3: there are two sides of the coin we're having. It
9:15
Speaker 3: be part of your identity can be a great thing
9:18
Speaker 3: if you're serving people, if you're leveraging your talents in
9:21
Speaker 3: a way that feels good, or it can be the opposite.
9:25
Speaker 1: So you're working in finance and you have this idea
9:30
Speaker 1: to start briogio. Where does it bubble up from?
9:37
Speaker 3: So if anyone had ever asked me do you think
9:40
Speaker 3: that you would have a career in beauty or hair care,
9:44
Speaker 3: I would have said absolutely not because it was never
9:47
Speaker 3: on my sort of career vision board at all. And
9:51
Speaker 3: there were sequence of events that happened that really led
9:54
Speaker 3: me to doing what I'm doing, And unfortunately, it started
9:59
Speaker 3: with the sudden passing of my mom, which was a
10:04
Speaker 3: tragic passing that really forced me to think about how
10:10
Speaker 3: I was spending my time, how I was spending my
10:15
Speaker 3: life because at the time I was working at Goldman,
10:19
Speaker 3: I was working grueling hours, I was under a lot
10:22
Speaker 3: of pressure, and I was spending so much of my
10:26
Speaker 3: time at work doing something that wasn't really filling my core.
10:31
Speaker 3: And after my mom passed, I did a lot of
10:34
Speaker 3: soul searching to figure out what it was I wanted
10:37
Speaker 3: to do next and how I could mirror my career
10:40
Speaker 3: with my passions. And one of the things I kept
10:44
Speaker 3: thinking back to was actually my childhood memories with my mom,
10:48
Speaker 3: who was a chemist and a physician, and with her
10:52
Speaker 3: chemistry background, she knew all about how to emulsify water
10:56
Speaker 3: and oil and create textures and formats, and grow up,
11:00
Speaker 3: we used to make so many of our beauty products
11:04
Speaker 3: at home. We would literally go to the health food store.
11:07
Speaker 3: We'd buy all of these different oils and extracts and
11:10
Speaker 3: butters and like all of these raw ingredients and then
11:13
Speaker 3: transform them into these really wonderful beauty products that were
11:19
Speaker 3: customized for our hair type, our skin type, our needs.
11:24
Speaker 3: And I absolutely loved like being the sous chef to
11:28
Speaker 3: my mom, measuring out ingredients, mixing things up, pouring them
11:31
Speaker 3: into jars and bottles. And when I was thinking about
11:35
Speaker 3: what it was I wanted to do next, I kept
11:37
Speaker 3: thinking back to those memories, how much fun I had.
11:40
Speaker 3: But also as a consumer, I was starting to see
11:43
Speaker 3: the shift that was happening in beauty and personal care
11:46
Speaker 3: for the first time, which was the shift towards clean.
11:50
Speaker 3: So even in twenty ten, like no one was really
11:52
Speaker 3: talking about clean beauty, it was like very much the
11:55
Speaker 3: early stages of it all. And so from that moment,
12:00
Speaker 3: the light bulb went off and I was like, I'm
12:02
Speaker 3: going to start my own clean beauty brand. And that's
12:05
Speaker 3: what inspired Brioggio.
12:08
Speaker 1: I have someone in my extended family who was diagnosed
12:12
Speaker 1: with cancer and is passing, and my mom went over
12:15
Speaker 1: to visit her, and she called me after and said,
12:19
Speaker 1: you know, I think she's okay because she's really proud
12:22
Speaker 1: of her two boys, her two sons, Like I think
12:24
Speaker 1: she knows that they feel settled and she's proud. And
12:29
Speaker 1: I immediately thought and I didn't ask her, but I thought,
12:32
Speaker 1: I wonder if my mom feels that way about me?
12:36
Speaker 1: Do you feel like your mom feels that way about you.
12:40
Speaker 1: Did she like really see you and feel you before
12:42
Speaker 1: she passed?
12:44
Speaker 3: Yeah, I mean absolutely. I remember having like a very
12:48
Speaker 3: sort of profound conversation with my mom actually before she passed,
12:52
Speaker 3: just about my career and my challenges and all of
12:56
Speaker 3: those things, and she was just so encouraging, uplifting and
13:02
Speaker 3: just really you know, almost kind of gave her blessing
13:05
Speaker 3: that like, you know, Nancy of Finance, isn't it Like
13:07
Speaker 3: that's okay? And that was really huge for me because
13:11
Speaker 3: getting that job at Goldman Sachs straight out of school,
13:14
Speaker 3: like I felt like I had a lot to live
13:17
Speaker 3: up to, a lot to prove, and so kind of
13:20
Speaker 3: having that blessing that it was okay to step away
13:24
Speaker 3: from that and do something else. Even though ultimately she
13:27
Speaker 3: this was before Briogio, it definitely gave me a lot
13:31
Speaker 3: of confidence.
13:33
Speaker 1: There's this great talk that I encourage everyone to listen
13:35
Speaker 1: to online that you gave where you talk about the
13:39
Speaker 1: story of her passing and how it sort of inspired
13:43
Speaker 1: the start of your company, and you talk about being
13:46
Speaker 1: fearless for the first time in the face of grief.
13:49
Speaker 1: What about grief inspired the fearlessness in you?
13:53
Speaker 3: Yeah, I think just for the first time I really
13:57
Speaker 3: realized that, you know, this life isn't guaranteed to anyone.
14:01
Speaker 3: I think I almost had this naivete that like, oh,
14:05
Speaker 3: everyone grows old, of course, and you're going to be
14:07
Speaker 3: able to have all these different experiences in your life
14:10
Speaker 3: and do so many things, and that's not always the case.
14:15
Speaker 3: And so for me, I just started viewing time differently
14:19
Speaker 3: and how do I maximize my time here and eventually
14:22
Speaker 3: one day be able to look back and be proud
14:25
Speaker 3: of how I spent it. And so in a lot
14:28
Speaker 3: of ways, that means taking risk. It means doing things
14:31
Speaker 3: that make you a bit uncomfortable, doing things that perhaps
14:34
Speaker 3: you typically want to do because they're risky or out
14:38
Speaker 3: of the norm, and all of those feelings really just subsided.
14:42
Speaker 1: For me, I was interested to learn that you actually
14:45
Speaker 1: didn't quit your job at Goldman until you got into Sephora.
14:49
Speaker 1: And I'm curious, in hindsight, with everything you know now,
14:53
Speaker 1: would you do it that way again?
14:55
Speaker 3: Yeah? I think for me and a lot of people
14:57
Speaker 3: starting businesses, it can be so risky to leave your
15:01
Speaker 3: paycheck to venture out into something that was so uncertain.
15:05
Speaker 3: And again that was definitely the case for me. I
15:08
Speaker 3: had a lot of responsibilities. I had student loans, I
15:11
Speaker 3: had rent to pay. I just I had a lot
15:13
Speaker 3: that I was responsible for, and so I just wasn't
15:17
Speaker 3: quite comfortable making the leap until I had some sort
15:22
Speaker 3: of validation that what I was about to do could
15:25
Speaker 3: actually you know, survive and provide income. So for me,
15:29
Speaker 3: that turning point was definitely getting Sepphor on board, and
15:33
Speaker 3: I knew from that moment like, wow, I could probably
15:37
Speaker 3: turn this into something bigger. And I'm going to need
15:41
Speaker 3: the time to really focus on making this big, so
15:44
Speaker 3: I need to be all in, one hundred percent.
15:47
Speaker 1: I find that to be a really interesting anecdote because
15:49
Speaker 1: you hear so many people, particularly online, saying go all in,
15:54
Speaker 1: no plan B, and it's really it seems like a
15:58
Speaker 1: really personal decision. It's not It can be the right choice,
16:01
Speaker 1: but it's not always.
16:03
Speaker 3: Yeah, no, it's not. I mean, especially too. I mean
16:07
Speaker 3: I think everyone sort of financial situation is different, you know,
16:11
Speaker 3: especially I was single. You know, I wasn't married, I
16:14
Speaker 3: didn't have a dual income and there were just a
16:17
Speaker 3: lot of different, you know, considerations that I needed to make.
16:21
Speaker 1: But I knew that at.
16:22
Speaker 3: Some point I was going to need to go all
16:24
Speaker 3: in because it really is hard to give a business
16:28
Speaker 3: or project air shot if you're not focused on at
16:32
Speaker 3: one hundred percent.
16:34
Speaker 1: You must have been so excited to put in your
16:36
Speaker 1: two weeks.
16:38
Speaker 3: I know it was like, Yeah, it was like it
16:41
Speaker 3: was just so exhilarating.
16:43
Speaker 1: Because you put so much on the horizon. Yes, exactly exactly.
16:49
Speaker 1: You mentioned that you launched the company at an economically
16:52
Speaker 1: uncertain time, and given that you were straddling the world
16:57
Speaker 1: of finance and what you were building, how did you
17:00
Speaker 1: avoid getting spooked? Yeah?
17:03
Speaker 3: I mean, you know, it's interesting because I think I
17:07
Speaker 3: got spooked definitely after I left my job. After that
17:12
Speaker 3: first order came in, I was like, Okay, well, when's
17:15
Speaker 3: the next order going to come in? And there was
17:17
Speaker 3: definitely a period of time where there was just like
17:20
Speaker 3: nothing going on. There were no orders, there was no movement,
17:24
Speaker 3: and I did get spooped out. I remember I had
17:26
Speaker 3: like an intern at the time, and we were both
17:28
Speaker 3: kind of like, Okay, this is weird. What are we
17:30
Speaker 3: supposed to do? And you know, especially in the beginning.
17:34
Speaker 3: It takes time to ramp things up, and I think
17:38
Speaker 3: it's so important too for so many brands to kind
17:41
Speaker 3: of figure out you got to test and learn with
17:43
Speaker 3: a lot of marketing because a lot of things are
17:46
Speaker 3: not going to work. But then once you find what
17:49
Speaker 3: starts to work, and you continue to sort of build
17:52
Speaker 3: the momentum on that, that's when sort of, you know,
17:56
Speaker 3: the wheels start moving. But there was a period in
17:59
Speaker 3: which they were and I was definitely spooked.
18:02
Speaker 1: How long was it not moving for?
18:04
Speaker 3: I remember like it really wasn't moving for like a
18:07
Speaker 3: period of like four to six months, and then it
18:12
Speaker 3: started moving a bit and started.
18:14
Speaker 1: Moving some more, but it wasn't.
18:17
Speaker 3: Happening at a pace that felt like it was gonna,
18:22
Speaker 3: you know, really turn into a viable business until we
18:26
Speaker 3: started to crack the code on a few marketing strategies
18:29
Speaker 3: and then from there, I mean, it just it took off.
18:36
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Speaker 1: percent off plus free shipping. Green chef dot com slash
20:34
Speaker 1: pretty smart fifty and use code pretty smart fifty to
20:37
Speaker 1: get fifty percent off plus free shipping the number one
20:40
Speaker 1: meal kit for eating well. I was reading that thirty
20:46
Speaker 1: five percent of startups fail because of lack of market demand,
20:51
Speaker 1: so people either don't need or want what the startup
20:55
Speaker 1: is selling and such a key element of growth is
20:59
Speaker 1: understand your buyer and developing products that they actually want. Yeah,
21:05
Speaker 1: And on the other hand, sometimes people don't know what
21:08
Speaker 1: they want, and you were one of the first clean
21:11
Speaker 1: brands out there, people didn't necessarily know that they needed
21:14
Speaker 1: or wanted that. I mean, there's a producer of music,
21:17
Speaker 1: producer Rick Rubin, who launched a book a few months
21:20
Speaker 1: ago on innovation and creativity, and he always says, don't
21:23
Speaker 1: listen to your customer. They don't know what they want
21:25
Speaker 1: until they see it. So there's so much sort of
21:29
Speaker 1: different advice out there. I'm wondering where you fall on
21:32
Speaker 1: the scale. Yeah, totally.
21:35
Speaker 3: I mean I definitely had a product that either people
21:39
Speaker 3: wanted or didn't know they needed, and so my job
21:46
Speaker 3: was to one educate I had. I remember I used
21:49
Speaker 3: to like, I was like hustling so hard. I used
21:53
Speaker 3: to go to like every Sepphor store before they would open.
21:56
Speaker 3: I would train all the cast members. I was like
22:00
Speaker 3: going to every trade show, Like I was just out
22:02
Speaker 3: there educating on our products, educating on clean, educating on
22:06
Speaker 3: the why it's different, who it's for, all of that stuff.
22:10
Speaker 3: So education was definitely a big part of it. And
22:13
Speaker 3: then number two was just building the brand awareness because
22:17
Speaker 3: I knew that when people became aware of Briogio and
22:20
Speaker 3: educated on the why, like the conversion was just there.
22:24
Speaker 3: And ultimately that's what happened. But I was missing those
22:27
Speaker 3: two ingredients for a while, and that's what I had
22:29
Speaker 3: to double down on.
22:32
Speaker 1: Were you willing to forego all your sleep? Is that
22:34
Speaker 1: what happened?
22:35
Speaker 3: Yeah? Pretty much. I mean I just remember it was
22:38
Speaker 3: like it was crazy, but that's what you do when
22:40
Speaker 3: you're building, like you just you're giving it all you have,
22:45
Speaker 3: like there's nothing that's beneath you or you just you
22:50
Speaker 3: literally give it all you have. You put it all
22:53
Speaker 3: on the line.
22:54
Speaker 1: I was reading that in twenty fourteen, you were the
22:57
Speaker 1: youngest black woman to ever launch a line at Sephora.
23:01
Speaker 1: That statistic, Like, I was happy for you, but it
23:03
Speaker 1: was kind of a bummer of a statistic, to be honest.
23:07
Speaker 1: Do you remember where you were and when you found
23:10
Speaker 1: that out for the first time and what did that
23:13
Speaker 1: milestone mean to you?
23:15
Speaker 3: I do remember, because there was some sort of press
23:21
Speaker 3: that we were doing and we had to fact check it,
23:23
Speaker 3: so I needed to like run it up the flagpole
23:25
Speaker 3: at Spot and they like fact checked it, and I
23:28
Speaker 3: was like, I mean it was it was monumental. Yeah,
23:33
Speaker 3: And I just knew though that this was the start
23:39
Speaker 3: of so much change just just in general. Clean you know,
23:44
Speaker 3: black owned brands in prestige, Like I knew that I
23:49
Speaker 3: wasn't going to be the last.
23:52
Speaker 1: I knew that.
23:53
Speaker 3: And also too, I felt even more pressure to be
23:57
Speaker 3: successful because I'm like, wow, if I'm success, and retailers
24:01
Speaker 3: are going to take more bets on founders of color
24:04
Speaker 3: and so you know, ultimately that's what has happened, which
24:08
Speaker 3: is incredible, but it definitely made me feel that much
24:12
Speaker 3: more responsible for making you know, the retailers that took
24:17
Speaker 3: a bet on me proud.
24:19
Speaker 1: There are a lot of black owned brands in Sephora now,
24:22
Speaker 1: I mean they're part of the fifteen percent pledge too,
24:24
Speaker 1: which Aurora Jane started. I know that's she's your friend.
24:28
Speaker 1: So it's it's really pretty amazing that you started that pipeline.
24:34
Speaker 3: Almost Yeah, yeah, definitely, And you know, now I believe
24:40
Speaker 3: it or not, I actually invest in over thirty percent
24:43
Speaker 3: of the black founded brands at Sephora, and that's been
24:47
Speaker 3: a big part of you know, my motivation and passion
24:52
Speaker 3: is like how do I carry that torch and help
24:55
Speaker 3: to support other people? So I do a lot of mentoring.
24:58
Speaker 3: I'm in the Sephor Accelera program. I teach actually finance
25:02
Speaker 3: and ops for the up and coming brands, but then
25:05
Speaker 3: also investing and giving capital I think is so so important.
25:10
Speaker 2: That's so cool.
25:11
Speaker 1: I didn't know you did that.
25:12
Speaker 3: Yeah.
25:14
Speaker 1: So one thing I realized with selling my card deck
25:17
Speaker 1: is that if a product is on a retail shelf
25:20
Speaker 1: and it doesn't sell immediately, they're kind of done with you.
25:24
Speaker 1: It's a it's a brutal business retail. So what are
25:27
Speaker 1: a few things that you did besides education to ensure
25:32
Speaker 1: that you were maximizing your retail footprint and really attracting
25:35
Speaker 1: these in store buyers.
25:38
Speaker 3: Yeah, I mean what you said is so true. And
25:41
Speaker 3: you know, starting out, it's so important that you drive
25:45
Speaker 3: you know, traffic to your priority retailers. So even though
25:48
Speaker 3: I had briogio dot com, my retailers came first. I
25:51
Speaker 3: wanted them to get the sale before I got the sale.
25:55
Speaker 1: So it which is just for everyone out there. You
25:57
Speaker 1: make less money on the retail sales. So it's an
26:00
Speaker 1: interesting thing definitely. But you know, the volume and scale
26:04
Speaker 1: that you can have if you, you know, really become
26:06
Speaker 1: successful with a retailer is you know, incredible. So really
26:11
Speaker 1: knowing what your priorities are supporting the retailers also knowing
26:16
Speaker 1: what levers work in their environment, like some retailers, you know,
26:21
Speaker 1: sampling is huge, or some retailers, you know, social and
26:24
Speaker 1: TikTok moves the needle, or some retailers investing in like
26:30
Speaker 1: really incredible visual merchandising moves the needle. So really understanding
26:34
Speaker 1: what levers you know drive your retailer is important. You said,
26:39
Speaker 1: creating a product isn't rocket science, but it does take
26:42
Speaker 1: a ton of perseverance, dedication, and focus. If you have
26:46
Speaker 1: those three things, anything is possible. So I think focus
26:50
Speaker 1: is hard because the nature of launching something can pull
26:52
Speaker 1: you in so many different directions, and you also get
26:55
Speaker 1: a lot of unsolicited feedback. I can only imagine what
26:59
Speaker 1: you dealt with because I have one little card game,
27:02
Speaker 1: and the amount.
27:03
Speaker 3: Of feedback I received from people who I've never watched something,
27:07
Speaker 3: it's unbelievable.
27:09
Speaker 1: So how did you determine whose opinions matter and whose
27:15
Speaker 1: opinions don't? I mean, I've got to tell.
27:19
Speaker 3: You, And I don't know if it's just because of
27:22
Speaker 3: the nature of my product and business, but I've really
27:25
Speaker 3: felt like everyone's opinions matter, Like I remember like going
27:30
Speaker 3: on support dot com looking at every review and being like, Okay,
27:35
Speaker 3: five out of ten people said this, I need to
27:37
Speaker 3: go to the lab and we've got to fix this,
27:40
Speaker 3: or you know, the retailer made a comment about something,
27:43
Speaker 3: or even one of my employees made a comment about something.
27:46
Speaker 3: And while you can't please everyone, I've always taken note
27:50
Speaker 3: and like sometimes it's like someone's like, oh, this cat
27:53
Speaker 3: bothers me and I'm like, okay, noted, and am I
27:57
Speaker 3: going to fix the cap? Not immediately, but I feel
28:01
Speaker 3: like I need to listen because if it becomes a trend,
28:04
Speaker 3: then it's my responsibility to look into it. So I
28:07
Speaker 3: basically listen to everything, but where I see sort of
28:10
Speaker 3: momentum and the feedback, that's when I'll put it into action.
28:15
Speaker 1: I've always loved the Hillary Clinton quote about taking criticism
28:19
Speaker 1: seriously not personally. Yeah so good. So the perseverance part
28:28
Speaker 1: launching something you hear NO a lot. I was on
28:31
Speaker 1: TikTok the other day and I heard this guy say
28:33
Speaker 1: no stands for next option, and I was like, that's
28:37
Speaker 1: sort of clever. I like that one. What happens when
28:41
Speaker 1: you hear no? What do you immediately think?
28:43
Speaker 3: I mean, I just feel like there's always a way
28:45
Speaker 3: I mean, I always want to understand, like why is
28:48
Speaker 3: it a no. So if it's a retailer and they're like,
28:52
Speaker 3: we're just not taking on any new brands right now, I'm.
28:55
Speaker 1: Like, oh, but why is that the case?
28:57
Speaker 3: And it's like, oh, we don't have enough shelfs and
29:00
Speaker 3: I'm like, well, what about online placement until you get
29:02
Speaker 3: shelf space, Or if they're like, oh, it's because we
29:07
Speaker 3: don't have enough open to buy dollars to place an order,
29:10
Speaker 3: well maybe we can do consignment and I'll only get
29:13
Speaker 3: paid when you get paid, Like they're just they're just,
29:16
Speaker 3: I feel like, always a solution. And then if you
29:20
Speaker 3: come up with every creative idea to sort of you know,
29:26
Speaker 3: counteract someone's no, then sometimes I'm like, you know what,
29:30
Speaker 3: maybe this just isn't meant to be and like I
29:32
Speaker 3: can't see it right now, but I'll see it later.
29:35
Speaker 3: Like I've had those instances where it was just a
29:37
Speaker 3: hard no for no reason, and then I look back
29:39
Speaker 3: at it and I'm like, oh, my gosh, I'm so
29:41
Speaker 3: glad we didn't do that. They actually saved me.
29:45
Speaker 1: So you sold your stake in the company and you
29:50
Speaker 1: weren't super public about it. You were very low key,
29:53
Speaker 1: talk to me about your decision.
29:57
Speaker 3: Yeah, I mean, we had been scaling the business, you know,
30:02
Speaker 3: tremendously over the years, and in twenty nineteen, we took
30:06
Speaker 3: on a private equity investment with a firm called VMG
30:11
Speaker 3: and they were such great partners to me for a
30:14
Speaker 3: lot of different reasons. Obviously, they helped put money into
30:17
Speaker 3: the company to help us continue to grow, but they
30:20
Speaker 3: also helped me build out a management team for the
30:23
Speaker 3: first time because I didn't know at the time what
30:25
Speaker 3: I didn't know, and bringing on people that could help
30:29
Speaker 3: fill those gaps was so monumental to the business. And
30:34
Speaker 3: I think what a lot of people don't realize, especially
30:37
Speaker 3: when you have businesses that are inventory intensive, so much
30:42
Speaker 3: of your capital, your dollars, are actually sitting in a
30:45
Speaker 3: warehouse in the form of inventory, and you can't turn
30:49
Speaker 3: it into cash until you sell the inventory. So when
30:52
Speaker 3: it comes to things like hiring people, paying people, investing
30:56
Speaker 3: in marketing, office space, all those other things, you got
31:00
Speaker 3: to make sure that you have the cash to do
31:02
Speaker 3: that readily available. And so oftentimes, you know, entrepreneurs will
31:08
Speaker 3: continue to raise money up until some point, or they'll
31:12
Speaker 3: bring on a strategic partner that can help provide them
31:16
Speaker 3: a capital base and hopefully provide other synergies to help
31:20
Speaker 3: them to continue to scale without you know, the pressure
31:24
Speaker 3: of being diluted as an entrepreneur. You know, I've heard
31:28
Speaker 3: so many instances in which I've met you know, founders
31:31
Speaker 3: that have built these incredible companies and you come to
31:35
Speaker 3: find that they only own five ten percent of this
31:39
Speaker 3: incredible business that they get their entire life into. And so,
31:44
Speaker 3: you know, I think selling a business or even raising
31:47
Speaker 3: money is a very personal decision. But we made a
31:50
Speaker 3: really great decision and found a partner that's so synergistic
31:54
Speaker 3: with what we do. Our core focus is hair care,
31:57
Speaker 3: and it's really really been fantastic.
32:00
Speaker 1: I know that one of your considerations was like you
32:03
Speaker 1: really didn't want the product and the quality to change
32:05
Speaker 1: in any way.
32:07
Speaker 3: Yeah, I mean that's super important, and that's why I think,
32:10
Speaker 3: you know, if you're making the decision to sell your company,
32:14
Speaker 3: you know, making sure that you have those aligned values
32:17
Speaker 3: and for me, product quality, putting the customer first, you know,
32:21
Speaker 3: innovation and hair like have your laundry list. It's like
32:25
Speaker 3: going into a marriage, right, It's like, Okay, if I'm
32:27
Speaker 3: going to marry this person through the things that like
32:31
Speaker 3: have to be true, and then these are the things
32:33
Speaker 3: that don't have to be true because I can live
32:36
Speaker 3: with them. Like the same thing is so important when you're,
32:40
Speaker 3: you know, deciding on who you're going to sell your
32:42
Speaker 3: company to.
32:44
Speaker 1: So I was on a plane a few years ago, coincidentally,
32:47
Speaker 1: and across the aisle was Conan O'Brien and he was
32:52
Speaker 1: like sleeping most of the play. And then before we
32:55
Speaker 1: got off, I was like, I have to ask him
32:56
Speaker 1: a question, and we were like, Conan, if you were
32:59
Speaker 1: to do it all over again, what would you do?
33:02
Speaker 1: Would you do anything differently? And he thought about it
33:05
Speaker 1: for a second and he was like, I wouldn't do
33:07
Speaker 1: it. It was too hard, and he laughed. And I don't
33:12
Speaker 1: believe him, Like I think, you know, he loved his career.
33:17
Speaker 1: But I do think that that's a very common feeling
33:21
Speaker 1: that people have when they do something big, because there's
33:26
Speaker 1: so much hardship and sacrifice that it requires. And so
33:31
Speaker 1: the latter part of this conversation, I really want to
33:34
Speaker 1: focus on how you feel and what you're thinking about
33:39
Speaker 1: in hindsight, and so I know that manifestation is something
33:46
Speaker 1: that is close to your heart. And there's this Ariana
33:49
Speaker 1: Huffington quote that life is a dance between making it
33:52
Speaker 1: happen and letting it happen. I'm dying to know how
33:56
Speaker 1: you think about what you're willing to let happen versus
33:59
Speaker 1: make happened, because you're such a doer. That is such
34:02
Speaker 1: a good question, and I feel like I was really
34:06
Speaker 1: faced with this for the first time in a profound
34:09
Speaker 1: way when I built out my leadership team at Briogio,
34:14
Speaker 1: Because there was one point where I was overseeing sales, marketing,
34:19
Speaker 1: HR operations, finance, technology, I mean, you name it, and
34:25
Speaker 1: I just you know, had my hands on everything, and
34:27
Speaker 1: I had a way of doing things.
34:29
Speaker 3: And when you hire people at the executive level, you know,
34:34
Speaker 3: part of being able to set them up for success
34:38
Speaker 3: is building trust and letting them do it their way.
34:43
Speaker 3: So I had to really back off and empower my
34:47
Speaker 3: team because if I didn't, they were not going to
34:49
Speaker 3: stay right. You know, you have to hire talented people
34:53
Speaker 3: to do what they do best. And so that was
34:55
Speaker 3: really the first time where I was like, you know,
34:57
Speaker 3: I got a let go. I got to trust they've
35:00
Speaker 3: got it. If someone fumbles, it's okay. We'll figure it
35:04
Speaker 3: out together. But I know that that's hard for a
35:07
Speaker 3: lot of entrepreneurs, but it was really pivotal for me
35:11
Speaker 3: and the brand to be able to, you know, have
35:14
Speaker 3: a talented team lead the future of the company.
35:19
Speaker 1: On a scale of one to ten, when you look back,
35:23
Speaker 1: how hard was it all?
35:25
Speaker 3: It was very hard. It was very, very very very hard.
35:30
Speaker 3: Probably the hardest thing I've done in my life, probably
35:32
Speaker 3: the hardest thing I will do in my life. I mean,
35:36
Speaker 3: it's still hard. It is definitely intense. I mean it
35:40
Speaker 3: is like life's boot camp spiritually, mentally, physically, all of
35:45
Speaker 3: the above.
35:46
Speaker 1: Would you do it over again?
35:49
Speaker 3: You know, knowing that again that everything worked out for
35:55
Speaker 3: the best.
35:56
Speaker 1: Yes, I would. And I'll tell you too.
36:00
Speaker 3: It's so interesting because I used to tell people, especially
36:03
Speaker 3: I remember when I first started my business, I really did.
36:07
Speaker 3: I felt like I was in I don't know, if
36:08
Speaker 3: you're familiar with the term flow state. You were just
36:12
Speaker 3: going and you're going with such passion and vision and
36:17
Speaker 3: belief that all the right doors open up, all the
36:21
Speaker 3: wrong doors closed. And I remember, like I even stunned
36:24
Speaker 3: myself sometimes I was like, how the heck did I
36:26
Speaker 3: do that? Like, is this really happening, so, like you know,
36:33
Speaker 3: and so that was pretty cool to watch.
36:36
Speaker 1: So you launched Nancytwine dot com, which is a content
36:40
Speaker 1: site dedicated to sharing your expertise on leading, learning and
36:44
Speaker 1: living an inspired life. And I think you could have
36:49
Speaker 1: done so many different things, and you decided to go
36:53
Speaker 1: all in on this, and I'm wondering why you wanted
36:55
Speaker 1: to launch it.
36:57
Speaker 3: Yeah, I mean, well, first of all, I'm still you know,
37:00
Speaker 3: full time founder and CEO with Briogio, which is my passion.
37:06
Speaker 3: But I've also been very passionate and intentional about leveraging
37:11
Speaker 3: my success and my abundance to help other people. Like
37:15
Speaker 3: I feel like it's something that I've been called to do.
37:17
Speaker 3: It's something that's very important to me. I don't think
37:21
Speaker 3: I would feel right if I didn't allocate part of
37:24
Speaker 3: my time to help other people, whether it's financially or
37:27
Speaker 3: through mentorship. And one of the things that I've actually
37:31
Speaker 3: found that has been a bit difficult, like most people,
37:34
Speaker 3: is scaling my time. I do have a lot of
37:36
Speaker 3: people who reach out to me for mentorship and advice,
37:40
Speaker 3: and I try to help as many people as I can,
37:42
Speaker 3: but I can't help everyone. And part of what I
37:45
Speaker 3: wanted to do with Nancy Twine was to really sort
37:48
Speaker 3: of dive into a lot of the most commonly sort
37:52
Speaker 3: of asked questions in themes and things that people ask
37:57
Speaker 3: for my perspective on to actually memorialize my perspective through
38:04
Speaker 3: the art form of article writing, which is a little
38:08
Speaker 3: old school, but I love writing, and I love the
38:12
Speaker 3: fact that I don't have to limit myself to you know,
38:16
Speaker 3: one hundred and sixty characters or you know, a caption bandwidth,
38:20
Speaker 3: that I can really pour it out and have something
38:24
Speaker 3: that people around the world can have access to. And
38:27
Speaker 3: so that was the first part of the inspiration. But
38:30
Speaker 3: the second part of the inspiration that I think really
38:34
Speaker 3: hits home to me is that one of the lessons
38:38
Speaker 3: I had to learn the hard way is that you
38:41
Speaker 3: cannot be successful as an entrepreneur if you pour yourself
38:47
Speaker 3: into your business or your company and you don't create
38:51
Speaker 3: the balance to create that space of self care for yourself,
38:56
Speaker 3: because you will get to a point where your business
38:59
Speaker 3: will suffer and you as a person will suffer. And
39:03
Speaker 3: I see so many entrepreneurs, especially female entrepreneurs, that are
39:08
Speaker 3: trying to juggle everything and they're putting themselves last, and
39:12
Speaker 3: it's actually not helping them, it's hurting them. And part
39:15
Speaker 3: of what I want to do with this content, while
39:18
Speaker 3: most of the content is focused on entrepreneurism, is to
39:23
Speaker 3: really put out content that helps to support this three
39:26
Speaker 3: sixty of what it means to be sort of a
39:29
Speaker 3: well rounded entrepreneur so that you can get the most
39:32
Speaker 3: out of your business but also feel your best doing it.
39:36
Speaker 3: And that's why on the site, you know, we talk
39:38
Speaker 3: about topics of health and wellness, personal relationships, personal finance
39:44
Speaker 3: because a lot of people's business p and ls are
39:47
Speaker 3: looking good, but their personal balance sheet is not looking
39:51
Speaker 3: so good. It happens a lot, and really just talking
39:55
Speaker 3: about sort of you know, entrepreneurism from a more dynamic
39:59
Speaker 3: per perspective. And I'm really really excited for what's ahead.
40:04
Speaker 1: I am too. I've been reading a lot of the
40:05
Speaker 1: articles one launch today that I really loved. It's very
40:09
Speaker 1: esthetically beautiful too, which just like adds sort of like
40:13
Speaker 1: a sparkle on top. But one of the things that
40:16
Speaker 1: has come up on the site a few times in
40:18
Speaker 1: different ways is really creating your best reality, and it
40:23
Speaker 1: seems that you feel like it's through intention and action
40:26
Speaker 1: So what's the best actionable advice on how to set
40:30
Speaker 1: intentions and follow through? And I asked this with a
40:33
Speaker 1: caveat because I think manifestation has become such a buzzword
40:37
Speaker 1: in our sort of zeitgeist and you live it. So
40:42
Speaker 1: what is the actionable advice?
40:45
Speaker 3: Yeah, I mean the actionable advice and just you know,
40:48
Speaker 3: bringing some perspective, like, so often we just get bogged
40:52
Speaker 3: down and trying to be productive and get things done
40:56
Speaker 3: and check things off the list, and oftentimes we are
41:00
Speaker 3: not setting intention about what we want the outcome of
41:03
Speaker 3: our actions to look like. And just this simple task
41:08
Speaker 3: of defining what north Star success looks like subconsciously will
41:14
Speaker 3: guide your actions and ultimately the outcomes towards that. I
41:18
Speaker 3: like to use the analogy of you know, if you're
41:21
Speaker 3: trying to drive to a business meeting, you don't just
41:24
Speaker 3: get into your car and start driving. You make sure
41:28
Speaker 3: that you know the address and you put it in
41:30
Speaker 3: the GPS system and you let that GPS system guide
41:33
Speaker 3: you there. And the same thing is true about setting intention.
41:37
Speaker 3: You need to know where you want to go in
41:40
Speaker 3: order to make sure that you're taking the right steps
41:42
Speaker 3: and also being aware of what's happening around you, right,
41:46
Speaker 3: because you may be in a room and you're like, wait,
41:49
Speaker 3: I heard that person say that she's a publisher. One
41:51
Speaker 3: of my goals this year, I want to be intentional
41:54
Speaker 3: about writing my book. Let me talk to her. So
41:56
Speaker 3: it even helps to there's actually, like I forget, there's
41:59
Speaker 3: like a nerve in the brain actually that gets activated
42:04
Speaker 3: when you come in contact with things that are relevant
42:08
Speaker 3: to something that you set as an intention.
42:10
Speaker 1: Oh, that's very cool. Do you feel like there has
42:14
Speaker 1: been specific ways that you've reinvested in yourself? Yeah.
42:18
Speaker 3: I mean I think reinvesting comes into a lot of
42:22
Speaker 3: different forms, you know, for me and I'm sure you too.
42:25
Speaker 3: So much of being able to maximize your day and
42:28
Speaker 3: being productive is having the energy. So it's investing in
42:32
Speaker 3: eating right, exercising, carving out the time to do meditations, affirmations,
42:37
Speaker 3: whatever it is you need to show up as your
42:40
Speaker 3: best self. I also, you know, invest a lot of
42:44
Speaker 3: time and just talking to people. You Know, sometimes I'm like, oh,
42:48
Speaker 3: I really don't feel like going to this dinner, and
42:50
Speaker 3: then at the end of the night, I'm like, I'm
42:52
Speaker 3: so glad I went to that dinner. I got like
42:54
Speaker 3: four nuggets that are going to inspire X, Y and Z. Yeah,
42:59
Speaker 3: and so you know, part of being able to invest
43:03
Speaker 3: in yourself in the right way again comes down to
43:05
Speaker 3: really knowing, like how do you want to show up
43:08
Speaker 3: and where are you trying to go?
43:10
Speaker 1: I feel that way about almost any dinner that I
43:13
Speaker 1: am like gratefully invited to. I'm always so tired at
43:17
Speaker 1: the end of the day, and I come home so
43:19
Speaker 1: much more energized. Completely.
43:22
Speaker 2: Yeah.
43:23
Speaker 1: I also wanted to go backwards for a second when
43:26
Speaker 1: you were talking about self care. Was that something that
43:28
Speaker 1: you experienced personally or something that you see often You
43:32
Speaker 1: were saying, you see a lot of founders put themselves last.
43:35
Speaker 1: Is that coming from like a personal pain point or
43:37
Speaker 1: is it something you've seen.
43:38
Speaker 3: It's actually come from both. It was definitely a personal
43:40
Speaker 3: pain point for me, where oh my gosh, Like you know,
43:44
Speaker 3: I wasn't sleeping enough, I wasn't eating right, I wasn't exercising.
43:50
Speaker 3: I just I wasn't even making time for friends and family.
43:53
Speaker 3: I had a lot of relationships that were on the
43:55
Speaker 3: rocks because I wasn't showing up as a good friend
43:58
Speaker 3: because nothing came before my business. And I hear that
44:01
Speaker 3: so often from other especially female entrepreneurs, and it doesn't
44:06
Speaker 3: need to be that way, and you will not sacrifice
44:09
Speaker 3: your success by putting other areas of your life first
44:14
Speaker 3: when you need to. You can only boost your success
44:16
Speaker 3: by doing that.
44:18
Speaker 1: So I forgot what I was chatting with my mom about,
44:21
Speaker 1: but she said something like, I'm a CEO, and I
44:24
Speaker 1: was like, no, you're not. You sell mortgages, you don't.
44:28
Speaker 1: You're not a CEO of a company. And she's like,
44:31
Speaker 1: who do you think runs this whole house and family?
44:33
Speaker 1: I am totally, like I've produced the whole thing. I'm
44:36
Speaker 1: totally a CEO. And so I asked this question with
44:41
Speaker 1: the sort of that lens, because I think you probably
44:44
Speaker 1: have great advice for founders, but for anybody who isn't
44:48
Speaker 1: a founder and is a self starter in their life,
44:50
Speaker 1: even what tactical advice do you have for being in
44:54
Speaker 1: the trenches day in and day out.
44:57
Speaker 3: One of the things that I've had to really get
45:00
Speaker 3: better at is making sure that I maximize my day,
45:04
Speaker 3: because when you're in the trenches, you need to get
45:07
Speaker 3: a lot done, and you've got to be super protective
45:10
Speaker 3: of your time. One of the techniques that I've been
45:12
Speaker 3: using is time blocking. So it's literally being intentional about
45:17
Speaker 3: like every half hour one hour time block throughout my
45:20
Speaker 3: day so that I don't find myself like scrolling on
45:23
Speaker 3: Instagram for a half hour during the middle of the
45:25
Speaker 3: day or getting distracted by something. I feel like, when
45:29
Speaker 3: you're in the trenches and you have things to do
45:31
Speaker 3: and people are dependent on you, you have to make
45:35
Speaker 3: sure that you're using your time well. And part of
45:37
Speaker 3: time blocking, too is making sure that you're carving out
45:40
Speaker 3: that space to do what you need to do for you,
45:43
Speaker 3: Otherwise it's going to go to the bottom of the
45:45
Speaker 3: list and probably is not going to happen.
45:48
Speaker 1: You have a polite way to say no, I'm still
45:51
Speaker 1: trying to figure it out. It's hard, you know.
45:55
Speaker 3: Again, I have a lot of people who reach out
45:57
Speaker 3: to me who are starting beauty brands that want to
46:01
Speaker 3: get my advice in perspective, and I really do. I
46:04
Speaker 3: want to help as many people as I can, but
46:06
Speaker 3: I don't always have the capacity to review someone's business
46:10
Speaker 3: plan or to spend an hour with them on the phone,
46:12
Speaker 3: and so sometimes I have to let people down and
46:15
Speaker 3: just say I don't have the capacity right now. But
46:18
Speaker 3: I wrote a really relevant article on the site that
46:21
Speaker 3: you may want to check out, or if I know
46:24
Speaker 3: someone who has similar expertise, expertise and capacity, I'll point
46:30
Speaker 3: them their way.
46:31
Speaker 1: I'm still trying to figure it out too, Okay, I
46:34
Speaker 1: do a little rapid fire. So I always think of
46:37
Speaker 1: networking as relationship building. What is your best tip for
46:41
Speaker 1: relationship building?
46:43
Speaker 3: So I think for relationship building, you have to remember
46:45
Speaker 3: it is a two way street. If you're going to
46:48
Speaker 3: ask someone for their time or their help, ask how
46:52
Speaker 3: you can help that other person.
46:54
Speaker 1: What is the best negotiation tactic that you've learned throughout
46:58
Speaker 1: the years.
47:00
Speaker 3: I think it's been when you come to the negotiation table,
47:05
Speaker 3: make sure you build in all of that other person's
47:09
Speaker 3: concerns or doubts into your ask. So just like make
47:13
Speaker 3: the yes for them, like drunk the yes.
47:17
Speaker 1: That's like the first thing they teach you in debate too,
47:20
Speaker 1: is like make the alternative argument. Yes, what is something
47:24
Speaker 1: we should know about our hair that we probably don't.
47:28
Speaker 3: A lot of people don't realize that your diet and
47:31
Speaker 3: what you ingest affects your hair growth and hair health.
47:36
Speaker 3: Which is why for people that maybe don't eat certain
47:40
Speaker 3: types of foods or just aren't following a very healthy diet.
47:43
Speaker 3: Taking a supplement is really important.
47:46
Speaker 1: That's a great call. I wouldn't have thought of that.
47:49
Speaker 1: A beauty splurge you cannot live without. Okay.
47:52
Speaker 3: I'm a sucker for massages, and there's like this two
47:56
Speaker 3: hour massage at the Mandarin Oriental that is so damn
48:00
Speaker 3: I'm expensive, but it's like the best.
48:03
Speaker 1: An item on your bucket list that you want to
48:06
Speaker 1: get this year, or something you want to do not
48:08
Speaker 1: necessarily get.
48:10
Speaker 3: I really want to go on an African safari and
48:12
Speaker 3: I'm trying to make it happen.
48:14
Speaker 1: What is a book that changed your life, something you
48:17
Speaker 1: think everybody should read.
48:19
Speaker 3: Oh, my gosh, The Four Agreements changed my life and
48:23
Speaker 3: crazy story. Someone randomly sent me the book, no name,
48:29
Speaker 3: no note, The book was just sent to me. I
48:31
Speaker 3: still have no idea who it's from. And I brought
48:35
Speaker 3: it with me on vacation a few years back and
48:37
Speaker 3: it was transformative.
48:39
Speaker 1: That is so spooky in the best way. Yeah, Okay,
48:43
Speaker 1: we're going to do a pretty smart question, so you
48:45
Speaker 1: just let me know when to stop stop. Okay, what
48:52
Speaker 1: is the biggest sacrifice you've had to make on your
48:54
Speaker 1: path to achievement?
48:56
Speaker 3: Wow? I mean, it's definitely been brioshi and it's been
49:00
Speaker 3: sacrificing so much. And I'm not saying this is a
49:04
Speaker 3: good thing, but I definitely, you know, sacrificed aspects of
49:08
Speaker 3: my self care. I sacrificed some friendships. I sacrificed being
49:15
Speaker 3: able to travel and do fun things, you know, for
49:19
Speaker 3: the sake of creating success with my business.
49:23
Speaker 1: My hope is that you're able to sort of play
49:25
Speaker 1: catch up on some of those things in the coming years.
49:28
Speaker 1: But I know what you mean. Yeah, the last question
49:31
Speaker 1: is what's the smartest decision you've ever.
49:33
Speaker 3: Made along those lines, like honestly betting on myself. You know,
49:39
Speaker 3: I invest in a lot of brands and businesses and
49:42
Speaker 3: all sorts of things, but I still think number one,
49:46
Speaker 3: the best bet that you can make is on yourself.
49:49
Speaker 3: And when I decided I wanted to start Briogio, that
49:52
Speaker 3: was the best decision I've made.
50:00
Speaker 2: I want to thank the people that make the show possible.
50:03
Speaker 1: Colleen O'Neill, Jill Salama, Karrie O'Keefe, and Phil speed Tech. Okay,
50:08
Speaker 1: you know what time it is. Today's a good day.
50:11
Speaker 1: To have a good day.
50:12
Speaker 2: I'll see you next week.