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[00:01:34.640 --> 00:01:38.160] Yeah, like you really have to adjust your thinking.
[00:01:38.160 --> 00:01:48.480] You have to adjust your plan because, like, you know, if your goal, oh, I don't want to be in debt, I don't want to be in debt, then you really have to have a entrepreneur.
[00:01:52.320 --> 00:02:01.000] You're listening to Side Hustle Pro, the podcast that teaches you to build and grow your side hustle from passion project to profitable business.
[00:02:01.000 --> 00:02:03.960] And I'm your host, Nikayla Matthews Okome.
[00:01:59.840 --> 00:02:05.400] So let's get started.
[00:02:07.640 --> 00:02:08.280] Hey, friends.
[00:02:08.280 --> 00:02:09.880] Hey, welcome, welcome back to the show.
[00:02:09.880 --> 00:02:18.840] It's Nikayla here, and you are in for a treat in an awesome, vulnerable, real conversation with Makeda Gibbons today.
[00:02:18.840 --> 00:02:20.920] So let me get right into her bio.
[00:02:20.920 --> 00:02:30.840] Makeda Gibbons is the founder and CEO of Brown Sugar Babe, a fast-growing fragrance brand known for its natural, high-quality fragrances and body care.
[00:02:30.840 --> 00:02:38.600] Dubbed the internet's favorite body oil, the brand has captivated audiences through its social virality and devoted following.
[00:02:38.600 --> 00:02:42.280] For Gibbons, fragrance has always been deeply personal.
[00:02:42.280 --> 00:02:56.200] First, as a way to stay connected to her mother while growing up in Trinidad, and later as a source of comfort during her career as a loan officer at Bank of America, where she relied on scent to ease stress and ground herself.
[00:02:56.200 --> 00:03:03.800] Frustrated by the lack of luxurious, clean fragrances, she began crafting her own oil-based blends and sugar scrubs.
[00:03:03.800 --> 00:03:11.480] What started as a personal passion quickly gained traction with friends and colleagues clamoring for her creations.
[00:03:11.480 --> 00:03:21.880] Recognizing the demand, she turned her hobby into a business, officially launching Brown Sugar Babe in January 2019 with zero outside investment.
[00:03:21.880 --> 00:03:36.760] Under Gibbons's leadership, Brown Sugar Babe has grown into a multi-million dollar brand, beloved for its rich, long-lasting scents, commitment to natural ingredients, and authentic engagement with the fragrance community.
[00:03:36.760 --> 00:03:44.440] As the brand expands beyond body oils, Makeda is set to introduce home fragrance products, a retail space, and more.
[00:03:44.440 --> 00:03:50.400] Further solidifying Brown Sugar Babe's place in the luxury self-care space.
[00:03:50.400 --> 00:03:59.440] With an unwavering commitment to quality and innovation, she continues to position Brown Sugar Babe as a standout in the beauty industry.
[00:03:59.440 --> 00:04:14.320] And, guys, what I love about Brown Sugar Babe and Makeda's story is just how transparent she is about her numbers, about growth, about what it looks like to self-fund and what that really requires and entails.
[00:04:14.320 --> 00:04:17.520] And so, we just really talked for real on this episode.
[00:04:17.520 --> 00:04:18.800] So, I hope you enjoy it.
[00:04:18.800 --> 00:04:20.800] Let's get right into it.
[00:04:23.360 --> 00:04:24.000] All right.
[00:04:24.000 --> 00:04:26.640] So, Makeda, welcome, welcome to the guest chair.
[00:04:26.640 --> 00:04:28.400] Thank you so much for being here.
[00:04:28.400 --> 00:04:28.960] Awesome.
[00:04:28.960 --> 00:04:29.920] Thank you for having me.
[00:04:29.920 --> 00:04:31.920] I appreciate you inviting me.
[00:04:31.920 --> 00:04:34.560] I'm so glad we're able to make this happen.
[00:04:34.560 --> 00:04:43.360] As I was talking about before we jumped into recording, you know, I love when I'm able to truly experience a brand before I talk to the founder.
[00:04:43.360 --> 00:04:49.200] It just adds a whole new level of just appreciation for your origin story.
[00:04:49.200 --> 00:04:53.600] So, I know that you were not always a founder of Brown Sugar Babe.
[00:04:53.600 --> 00:04:58.960] So, tell us, where did the journey start for you with side hustling?
[00:04:58.960 --> 00:05:03.120] So, I have always had an entrepreneurial spirit.
[00:05:03.120 --> 00:05:14.400] I've had at least three businesses prior to this one, and I've always kept a main job as well as doing something on the side to supplement income.
[00:05:15.200 --> 00:05:32.440] In 2018, is when I think I started to take my passion for this particular business seriously and really applying myself to the process, but I also kept my main thing, my main gig at Bank of America.
[00:05:32.760 --> 00:05:38.920] So, tell us about your road to Bank of America because that's a very high-profile company, very impressive.
[00:05:38.920 --> 00:05:40.280] What was your role there?
[00:05:40.280 --> 00:05:44.600] And what was your background prior to starting your fragrance brand?
[00:05:44.600 --> 00:05:51.400] Yeah, so I started initially with Bank of America and I want to say 2005.
[00:05:51.640 --> 00:05:55.960] I was an insurance agent for their home loans department.
[00:05:55.960 --> 00:06:02.920] And so, we wrote the insurance policies for homeowners who came on with a mortgage.
[00:06:02.920 --> 00:06:10.440] After that department, I left for a little while and then I came back in Bank of America's credit card department.
[00:06:10.920 --> 00:06:18.120] And so, I started kind of a trajectory from there in the financial services space in the bank.
[00:06:18.120 --> 00:06:22.600] After the credit card department, I got promoted to loans.
[00:06:22.600 --> 00:06:28.440] So, I was a loan officer at the time that I left, and I left in 2022.
[00:06:28.440 --> 00:06:35.320] But for the most part, I've always kind of dabbled, like my brain has always been in the financial space.
[00:06:35.640 --> 00:06:42.840] Before that, I owned an insurance agency and you know, some other things, but yeah, so finance has always been my thing.
[00:06:42.840 --> 00:06:43.400] Interesting.
[00:06:43.400 --> 00:06:45.480] Well, that certainly helps with starting a business.
[00:06:45.480 --> 00:06:46.920] We'll get into that.
[00:06:46.920 --> 00:06:55.240] But you also have this creative side, and you are far too creative to just be in a cubicle in finance.
[00:06:55.240 --> 00:07:00.920] So, tell us how fragrance played into your corporate job while you were there.
[00:07:00.920 --> 00:07:02.120] How you used it?
[00:07:02.600 --> 00:07:11.080] It was the catalyst because the job was actually well, the job of a loan officer is very, very stressful.
[00:07:11.080 --> 00:07:20.160] Um, from dealing with the client to, you know, trying to make sure that you hit your goals, um, you know, and all of those things.
[00:07:14.840 --> 00:07:26.960] And so, trying to do that, I had to find a very easy way to decompress.
[00:07:26.960 --> 00:07:30.640] And one of the ways that I did that was with fragrance.
[00:07:30.640 --> 00:07:42.160] And I would have, you know, in my little cubicle, I would have like a bottle of oil or perfume or something, rub it on my hand, and I'm on a call and I would rub it into my hand, smell it.
[00:07:42.160 --> 00:07:49.680] And I would immediately just kind of, you know, unclench my jaw and, you know, sit into my space.
[00:07:49.680 --> 00:07:50.240] Yes.
[00:07:50.560 --> 00:07:51.840] So smart.
[00:07:51.840 --> 00:07:53.360] Oh, that just reminds me.
[00:07:53.360 --> 00:07:58.400] Literally before this interview, I was telling my husband, like, he had just made some eggs.
[00:07:58.400 --> 00:08:03.040] And I'm like, you know, you got to wash out this pot because that's not the flavor.
[00:08:03.040 --> 00:08:06.400] That's not the scent vine that I need right now in the house.
[00:08:06.400 --> 00:08:07.680] Because, you know, we work from home.
[00:08:07.680 --> 00:08:10.240] I'm like, we got to, you know, get that out of here.
[00:08:10.240 --> 00:08:14.400] So scents and just your environment is so, so important.
[00:08:14.800 --> 00:08:15.520] Important.
[00:08:15.520 --> 00:08:18.080] Were you making those yourself?
[00:08:18.320 --> 00:08:19.120] I was.
[00:08:19.120 --> 00:08:19.600] Yeah.
[00:08:19.600 --> 00:08:22.720] So fragrance has always been a part of my story.
[00:08:22.720 --> 00:08:25.440] I am originally from Trinidad and Tobago.
[00:08:25.440 --> 00:08:25.920] Oh, yes.
[00:08:25.920 --> 00:08:27.280] Island girl.
[00:08:27.280 --> 00:08:28.400] Island girl.
[00:08:28.400 --> 00:08:34.160] And so my mom left when I was like maybe five or six or something like that.
[00:08:34.160 --> 00:08:37.840] And I remember her leaving articles of clothing.
[00:08:38.320 --> 00:08:44.720] And it used to really soothe me to just smell her clothing while she was away, you know.
[00:08:45.040 --> 00:08:48.960] And from then, I knew fragrance was powerful.
[00:08:49.280 --> 00:08:57.840] And I would use her clothing to, like, if I'm upset or if I felt like it, and you know, those are like, that's getting into the formidable years, right?
[00:08:58.160 --> 00:09:04.600] And so I would use her clothing to just kind of calm myself, kind of the same thing, you know.
[00:09:04.920 --> 00:09:07.960] That's kind of how my love affair with fragrance started.
[00:09:07.960 --> 00:09:14.120] And it inserted itself into my life in different ways, you know, throughout my early adulthood and things like that.
[00:09:14.120 --> 00:09:20.680] But when I really needed it, that's when I started paying attention to the benefits of it.
[00:09:20.680 --> 00:09:21.400] Ooh.
[00:09:21.720 --> 00:09:23.720] So she left to come to the U.S.
[00:09:24.040 --> 00:09:24.760] U.S., yes.
[00:09:25.080 --> 00:09:27.880] And then was able to re you were able to reunite.
[00:09:28.840 --> 00:09:30.600] I didn't know we had so much in common.
[00:09:30.600 --> 00:09:31.640] A similar story.
[00:09:31.640 --> 00:09:34.440] My mom, when I was six, I had moved to the U.S.
[00:09:34.440 --> 00:09:35.320] for a nursing program.
[00:09:35.400 --> 00:09:36.200] Where are you from?
[00:09:36.200 --> 00:09:37.160] I'm from Jamaica.
[00:09:37.160 --> 00:09:41.960] So yeah, until I was, no, she moved when I was five.
[00:09:41.960 --> 00:09:46.520] And then, you know, we were able to all come up a year later when I was six.
[00:09:46.520 --> 00:09:48.040] So talk about sacrifice, right?
[00:09:48.040 --> 00:09:55.560] That early picture of a mom, you know, taking this big leap because she knew that opportunities were coming.
[00:09:55.560 --> 00:10:00.840] And you might not have realized it then, but it also is playing into your entrepreneurial journey.
[00:10:00.920 --> 00:10:01.480] Absolutely.
[00:10:01.800 --> 00:10:06.280] Being able to assess when risk is worth it, when there's a lot on the line, but it's worth it.
[00:10:07.000 --> 00:10:21.800] Yeah, very cool parallel because someone who feels safe in spaces, they, you know, that could work to their detriment where they are complacent and, you know, that kind of vibe.
[00:10:21.800 --> 00:10:27.480] But like me, I've always seen the women in my life take risk to make things happen.
[00:10:27.480 --> 00:10:28.120] Yeah.
[00:10:28.120 --> 00:10:29.480] Exactly, exactly.
[00:10:29.800 --> 00:10:36.120] And so now you have these associations with scents, which I think we all do, right?
[00:10:36.120 --> 00:10:38.760] We know what someone smells like.
[00:10:38.760 --> 00:10:44.720] It is comforting to have someone's shirt, for example, when you're in home with them and or a family member.
[00:10:44.720 --> 00:10:46.560] So you've had that connection.
[00:10:44.440 --> 00:10:51.360] Now you're working in corporate space and you're using that to soothe your nervous system.
[00:10:51.680 --> 00:10:55.120] When do you start to make products for other people?
[00:10:55.440 --> 00:11:00.240] So it started because obviously the scent started permeating the office.
[00:11:00.240 --> 00:11:00.640] Yes.
[00:11:00.880 --> 00:11:15.680] And so my co-workers, even like my family and friends, would, and my thing, my shtick is I love a fragrance that has a great siage, great performance.
[00:11:15.680 --> 00:11:16.880] It throws.
[00:11:17.200 --> 00:11:19.440] And so that's what was happening.
[00:11:19.440 --> 00:11:22.720] And everybody would be like, I need some of that.
[00:11:22.720 --> 00:11:23.440] I need some of that.
[00:11:23.440 --> 00:11:34.480] And so I started making it into products that you could use in your everyday life, like sugar scrubs, body oils, which were on the body oils now because I've perfected it a little bit.
[00:11:34.800 --> 00:11:35.440] Yes, you have.
[00:11:35.440 --> 00:11:36.240] Yes, you have.
[00:11:36.240 --> 00:11:37.760] We'll talk about it.
[00:11:39.440 --> 00:11:50.240] But yeah, so it started where, and then it got to be so much that I was like, okay, I have to start charging for this because I was just doing it in small batches for myself to use.
[00:11:50.240 --> 00:11:59.040] And then as it kind of started snowballing, I started buying bigger batches and I started mixing a little bit more and so on.
[00:11:59.040 --> 00:12:01.760] And that's, you know, here we are.
[00:12:01.760 --> 00:12:02.720] Here we are.
[00:12:02.720 --> 00:12:08.160] And how did you get into the combination, the mixing of it, all the science behind it?
[00:12:08.160 --> 00:12:14.400] Because obviously you have to think about, okay, does this scent change when it's in this container?
[00:12:14.400 --> 00:12:19.360] And how do you start to learn all of that on your own while working a full-time job?
[00:12:19.360 --> 00:12:21.520] YouTube University.
[00:12:21.840 --> 00:12:23.600] Shout out to YouTube.
[00:12:23.600 --> 00:12:25.200] YouTube University.
[00:12:25.600 --> 00:12:27.200] I also read a lot of books.
[00:12:27.200 --> 00:12:30.000] I read a lot of, you know, industry books.
[00:12:30.840 --> 00:12:38.600] I've taken a couple of courses, not like certifications or anything, but I've taken a couple of courses on how to do certain things.
[00:12:38.600 --> 00:12:42.040] But the jump off was YouTube University.
[00:12:42.040 --> 00:12:42.600] Yes.
[00:12:42.600 --> 00:12:42.920] Yeah.
[00:12:42.920 --> 00:12:47.000] And then when I started taking it seriously, I started, I was like, okay, I need to be more official.
[00:12:47.000 --> 00:12:58.520] So I always love when people talk about just how much you can learn on your own and you don't need permission or any certification to just learn, practice, and get really good.
[00:12:58.520 --> 00:13:02.120] And YouTube University being out there is amazing.
[00:13:02.120 --> 00:13:07.320] And it's also funny because a lot of times people hold things to their chest, me included, right?
[00:13:07.560 --> 00:13:11.880] In terms of like, oh, I'm working on this thing, but if I tell anybody else, then they're going to do it.
[00:13:11.880 --> 00:13:14.120] But honestly, there's room for everybody.
[00:13:14.120 --> 00:13:21.960] And no one's going to, no one's going to take it as seriously as you, you know, and even other people who are taking it as seriously.
[00:13:22.680 --> 00:13:23.160] You know what I mean?
[00:13:24.680 --> 00:13:27.480] Yeah, you're always going to have your own sauce.
[00:13:27.480 --> 00:13:28.120] Yes.
[00:13:28.120 --> 00:13:33.480] I think that there is space for everyone to do anything that they want.
[00:13:33.960 --> 00:13:42.440] And I think that the way that I think of and execute something is always going to be different and wonderful.
[00:13:42.440 --> 00:13:45.560] Like somebody else could do the exact same thing that I'm doing.
[00:13:45.560 --> 00:13:48.920] And I think my spin on it is always going to be my spin on it.
[00:13:48.920 --> 00:13:50.360] Always your spin.
[00:13:50.600 --> 00:13:51.080] Yeah.
[00:13:51.480 --> 00:13:59.800] And in order for them to just live their life copying you, they would literally just have to sit up on your page, just like talking to you every day, like, oh, she made this.
[00:13:59.800 --> 00:14:05.160] Now let me try to make it, you know, like it's impossible for them to truly recreate.
[00:14:05.160 --> 00:14:08.200] I think there are different passion levels.
[00:14:08.200 --> 00:14:15.600] And so I think that my passion for what I do is going to be totally different and it's going to show in the work.
[00:14:14.840 --> 00:14:17.360] Yes, absolutely.
[00:14:17.680 --> 00:14:25.200] So, as you started to sell these fragrances, when did you put up a website and start to do online orders?
[00:14:25.200 --> 00:14:29.040] So, this was, I want to say, April of 2019.
[00:14:29.040 --> 00:14:34.000] I made the leap and I created a Shopify site.
[00:14:34.000 --> 00:14:35.600] Didn't know what I was doing.
[00:14:35.600 --> 00:14:37.840] I didn't know how to fulfill an order.
[00:14:37.840 --> 00:14:39.120] I had to read.
[00:14:39.120 --> 00:14:41.760] I had to do in addition to my job.
[00:14:41.760 --> 00:14:42.000] Right.
[00:14:42.080 --> 00:14:50.160] I was going to say, you said you made the leap, but you're actually still at work, but you made the leap to start to side hustle officially into a practice.
[00:14:50.160 --> 00:14:51.040] Yes, correct.
[00:14:51.040 --> 00:14:51.680] Yeah.
[00:14:51.680 --> 00:14:54.320] So, I started a Shopify site.
[00:14:55.120 --> 00:15:04.000] That beginning stage is really, really weird because, like, I'm trying to find my aesthetic and my space in that community.
[00:15:04.000 --> 00:15:08.080] And it took so many tries for me to say, okay, this is who we are.
[00:15:08.080 --> 00:15:10.240] This is how I want to present to the world.
[00:15:10.240 --> 00:15:16.480] This is how I feel like the babes would receive this, you know.
[00:15:16.480 --> 00:15:18.320] And it takes a while.
[00:15:18.320 --> 00:15:24.000] I look back on some of our first labels and I cringe.
[00:15:24.720 --> 00:15:39.040] I have a story about how it was almost launch time, and I, it was at Kinko, well, Kinko's FedEx Kinko's, and that's where I actually printed our first labels from FedEx Kinko's.
[00:15:39.040 --> 00:15:40.480] And they were so ugly.
[00:15:41.280 --> 00:15:43.840] Were they still the like the brown gold?
[00:15:43.840 --> 00:15:45.440] Like, no, no, no, no.
[00:15:45.600 --> 00:15:47.120] No, it was so ugly.
[00:15:47.120 --> 00:15:49.840] It was like a craft paper type of vibe.
[00:15:49.840 --> 00:15:50.400] Okay.
[00:15:50.400 --> 00:15:56.160] And I actually spent time like the brown sugar babe that you see before you today.
[00:15:56.160 --> 00:16:03.880] I took some like time off and mentally like, Makeda, how do you want to present to the world?
[00:16:04.200 --> 00:16:08.520] And I crafted this thing, but I wanted to start it.
[00:16:08.520 --> 00:16:10.120] I think that's the hardest part.
[00:16:10.120 --> 00:16:11.560] Starting is the hardest part.
[00:16:11.560 --> 00:16:12.920] And then I made it pretty.
[00:16:12.920 --> 00:16:13.480] Exactly.
[00:16:13.480 --> 00:16:14.840] Starting is the hardest.
[00:16:14.840 --> 00:16:18.920] And then continuing to keep going is the next hardest part.
[00:16:18.920 --> 00:16:22.360] But I saw something the other day that was like, starting is not the hardest part.
[00:16:22.360 --> 00:16:23.880] I'm like, yes, it is.
[00:16:24.360 --> 00:16:26.520] Because you can really talk yourself out of it.
[00:16:26.520 --> 00:16:27.640] Like, this is ugly.
[00:16:27.640 --> 00:16:28.440] I can't sell this.
[00:16:28.440 --> 00:16:29.400] Nobody wants this.
[00:16:29.400 --> 00:16:30.680] But tell me something.
[00:16:30.680 --> 00:16:34.360] Do you think your customers cared about that first packaging?
[00:16:34.360 --> 00:16:35.160] No, they didn't.
[00:16:35.160 --> 00:16:36.760] Just wanted what was inside.
[00:16:36.760 --> 00:16:37.160] Yeah.
[00:16:37.480 --> 00:16:43.480] And I have people that are still a part of the community now that were when I began.
[00:16:43.480 --> 00:16:46.280] And they look back and they're like, oh my God.
[00:16:46.280 --> 00:16:49.800] Like, obviously everybody sees the transition.
[00:16:49.800 --> 00:16:50.280] Yes.
[00:16:50.280 --> 00:16:52.280] But it's like, it was a leap.
[00:16:52.280 --> 00:16:56.840] It was like a like ugly duckling times 10.
[00:16:56.840 --> 00:17:00.520] And it turned into a swan, like really, really truly.
[00:17:00.520 --> 00:17:04.360] And see, I can't even picture that because I've only seen you as the swan.
[00:17:04.360 --> 00:17:07.560] I encountered your brand as the swan.
[00:17:07.560 --> 00:17:11.640] And that's why it's important to remember and even scroll back sometimes, right?
[00:17:11.640 --> 00:17:16.360] Scroll back in people's Instagram because you'll see the old.
[00:17:16.520 --> 00:17:18.360] No, no, archive it.
[00:17:19.320 --> 00:17:21.080] It's going to inspire other people.
[00:17:21.080 --> 00:17:21.960] And I mean, it doesn't.
[00:17:22.360 --> 00:17:23.320] What's someone going to say?
[00:17:23.320 --> 00:17:25.400] Oh, no, she started out with uglier packaging.
[00:17:25.400 --> 00:17:26.520] I'm not buying from her.
[00:17:26.840 --> 00:17:27.800] Gosh.
[00:17:27.800 --> 00:17:30.360] But the product sold, you know, the product sold.
[00:17:30.360 --> 00:17:38.680] But I was like, you, the vision that I had, I had, I literally started this business with $300.
[00:17:38.680 --> 00:17:39.080] Yes.
[00:17:39.080 --> 00:17:40.440] $300.
[00:17:40.440 --> 00:17:46.240] And I obviously didn't have the budget for the pretty things in the beginning, but you know.
[00:17:51.920 --> 00:17:54.720] What did fulfillment look like for you?
[00:17:54.720 --> 00:17:59.360] Literally doing it all yourself, or did you bring in family, loved ones?
[00:17:59.680 --> 00:18:00.960] A little bit of both.
[00:18:01.520 --> 00:18:03.520] So in the beginning, it was just me.
[00:18:03.520 --> 00:18:08.560] I made the product, I marketed, I fulfilled, I did everything.
[00:18:08.560 --> 00:18:14.400] And it was such a rush to get like four orders in a week.
[00:18:14.400 --> 00:18:21.280] Now we get 10,000 orders per month, plus like it's like 12, 13,000 orders per month.
[00:18:21.280 --> 00:18:22.000] Wow.
[00:18:22.000 --> 00:18:29.600] And I'm about to order after this episode because, you know, researching the episode, I'm like, no, let me restock on this, this, this.
[00:18:31.360 --> 00:18:47.360] Yeah, there's a, I think there's a video somewhere, it might be on Instagram of me like strapping in some of the pack like four boxes that over a week, because I used to fulfill like once per week because, you know, I had, you know, my job.
[00:18:47.360 --> 00:18:56.720] And it was like a, I put the seatbelt on the four boxes and I'm like driving around so proud with it's funny.
[00:18:57.040 --> 00:18:57.840] Oh my gosh.
[00:18:57.920 --> 00:18:59.680] I was like, oh, I'm doing something.
[00:18:59.680 --> 00:19:00.160] Little did you know.
[00:19:00.240 --> 00:19:02.080] I'm doing that with these four boxes.
[00:19:02.080 --> 00:19:02.640] Yep.
[00:19:02.640 --> 00:19:03.840] Little did you know.
[00:19:03.840 --> 00:19:05.520] So you mentioned the marketing.
[00:19:05.520 --> 00:19:09.360] What were you doing in the early days to market the business?
[00:19:09.360 --> 00:19:12.720] It was a lot of trial and error.
[00:19:12.720 --> 00:19:18.400] For example, I would do a lot of shows like pop-ups.
[00:19:18.400 --> 00:19:21.520] Like, I really wanted to get it into people's hands.
[00:19:21.760 --> 00:19:23.600] Like, that was my main focus.
[00:19:23.600 --> 00:19:28.960] Like, that was the only strategy I had was to get it into people's hands, let them try it.
[00:19:29.280 --> 00:19:40.040] And one big secret, I don't know, you know, if you're going to ask this later, but one big thing I think a lot of founders could benefit from: make sure there is a budget to give away stuff.
[00:19:41.320 --> 00:19:53.880] Make sure there is a budget to give away stuff because at the end of the day, like you, if you don't have a name for yourself, you're going to have to prove to people, hey, this is something that you want.
[00:19:53.880 --> 00:20:00.680] And the only way for them to do that with no risk is for you to have a budget to, yeah.
[00:20:00.680 --> 00:20:02.040] That's such a good tip.
[00:20:02.040 --> 00:20:15.240] And when you say, I just needed to get it into their hands, I understand you because you guys, once you get one of these body oils into your hands, and once you smell this, you're like, oh, okay.
[00:20:15.480 --> 00:20:17.480] Ask me what's going on here.
[00:20:19.400 --> 00:20:21.160] I need some more of this.
[00:20:21.160 --> 00:20:25.240] Let me tell you, your team was so gracious enough to send me some.
[00:20:25.240 --> 00:20:29.160] And I didn't have the one before.
[00:20:29.160 --> 00:20:29.800] What is it?
[00:20:29.800 --> 00:20:30.440] Wild.
[00:20:30.680 --> 00:20:31.160] Why is it?
[00:20:31.240 --> 00:20:31.960] Wild card.
[00:20:31.960 --> 00:20:32.600] Wild card.
[00:20:32.600 --> 00:20:35.400] I was going to say wild card, but for some reason, I was like, wait, is it wild card?
[00:20:35.400 --> 00:20:36.280] So wild card.
[00:20:36.520 --> 00:20:38.440] Obviously, I know that's the best seller.
[00:20:38.440 --> 00:20:39.400] I wanted to try it.
[00:20:39.400 --> 00:20:41.480] So, you know, I'm rushing every day.
[00:20:41.480 --> 00:20:43.800] I'm rushing to daycare to drop off my daughter, right?
[00:20:43.800 --> 00:20:46.280] Just looking all types of ways.
[00:20:46.280 --> 00:20:50.120] And, but I'm like, let me just dab on a bit of this, just make myself feel put together.
[00:20:50.120 --> 00:20:51.160] I don't think much about it.
[00:20:51.160 --> 00:20:53.640] I dab it on, you know, it melts and it's nice.
[00:20:53.640 --> 00:20:58.760] It's, it's like when you first smell it, it's, it's bold, but then it doesn't overpower you.
[00:20:58.760 --> 00:21:00.760] So you forget you have it on.
[00:21:00.760 --> 00:21:05.080] So I go into daycare and they're like, oh, mom, you smell amazing.
[00:21:05.720 --> 00:21:06.680] I'm like, really?
[00:21:07.000 --> 00:21:07.640] Oh, wow.
[00:21:07.640 --> 00:21:08.040] Thank you.
[00:21:08.040 --> 00:21:11.640] And in my head, I'm like, I need about five more bottles.
[00:21:11.640 --> 00:21:12.280] Yeah.
[00:21:11.920 --> 00:21:14.680] Yeah, yeah, I need about five more bottles.
[00:21:14.680 --> 00:21:15.360] Yeah, yeah.
[00:21:15.680 --> 00:21:25.200] So, once you get it into people's hands, you will immediately see the ROI of having given those for free.
[00:21:25.200 --> 00:21:27.600] Yes, absolutely, immediately.
[00:21:27.600 --> 00:21:39.600] Did you ever feel though, like, okay, this particular show wasn't worth it, or how did you start to decipher what was worth your time when it came to pop-ups and fees for booths and things like that?
[00:21:40.400 --> 00:21:42.400] It was a lot of trial and error.
[00:21:42.400 --> 00:21:47.040] One really, and I'm not sure where you are, but like I'm in New York City.
[00:21:47.040 --> 00:21:48.080] You're in New York City, okay?
[00:21:48.400 --> 00:21:57.840] So, here in Atlanta, there's uh this space called Pond City Market, and they always they're they really pour into small businesses.
[00:21:57.840 --> 00:22:03.040] And so, for the summertime, they have a series of like make it's called makers market.
[00:22:03.040 --> 00:22:12.160] So, I, you know, the year that I kind of started with that plan, I made sure that we were there as many times as possible, you know.
[00:22:12.160 --> 00:22:20.800] And there was a time too that I was selling out of my trunk, like I was literally like carrot, like I would make the small batches and I would have it in the truck.
[00:22:20.800 --> 00:22:25.360] People would place their orders and I would drive it to them, meet them somewhere, pick it.
[00:22:25.360 --> 00:22:35.520] So, I did everything that I could possibly do to make sure it was easy for people to get the products after they heard about it, or you know, but yeah.
[00:22:35.840 --> 00:22:43.760] And for product-based business owners who are listening to this, how did you measure the success of a particular market?
[00:22:43.760 --> 00:22:49.280] Did you pay attention to the order volume after the event?
[00:22:49.600 --> 00:22:50.480] I did.
[00:22:50.480 --> 00:22:58.000] Um, and it would be a situation where days after they're like, Hey, we need, I need some more of this.
[00:22:58.000 --> 00:23:04.520] Obviously, in the marketing process, you have your literature and contact information, QR codes, and all of that.
[00:23:04.840 --> 00:23:11.320] I would kind of look at the analytics over the month that we did something or and then see the growth from there.
[00:23:11.320 --> 00:23:17.480] But it's kind of like mushroomed after a certain point because it was like, okay, here we go.
[00:23:17.880 --> 00:23:30.920] You know, and then like we would go to these markets and then immediately after, like maybe days or you know, weeks after, you just kind of see the chart, like the analytics going up and up and up and up.
[00:23:30.920 --> 00:23:32.280] Yeah, nice, nice.
[00:23:32.280 --> 00:23:32.920] Yeah.
[00:23:40.840 --> 00:23:44.120] Let's talk a little bit about investment into the business upfront.
[00:23:44.120 --> 00:23:52.200] While you were side hustling, before you were full-time with it, like what did it really cost to build this business from scratch?
[00:23:53.480 --> 00:24:00.760] Okay, so I mentioned earlier that this initially started with a $300 investment.
[00:24:00.760 --> 00:24:08.360] After one of my paychecks from Bank of America, I paid all my bills and I had $300 left over.
[00:24:08.360 --> 00:24:16.600] And I bought more raw materials than I had ever did because I wanted to start really taking this seriously.
[00:24:16.920 --> 00:24:21.640] And from there, obviously, like every month I didn't have the ability to do that.
[00:24:21.640 --> 00:24:27.240] So I started putting things on like my credit cards, which, you know, everybody's financial habits are different.
[00:24:27.240 --> 00:24:29.240] So, you know, I'm not here to tell anybody.
[00:24:29.240 --> 00:24:31.160] But I had a couple of credit cards.
[00:24:31.160 --> 00:24:33.240] My sister had a credit card.
[00:24:33.240 --> 00:24:40.760] When I decided that, okay, we need to start doing ads, we need to start like improving the packaging.
[00:24:40.760 --> 00:24:45.360] So we basically self-funded everything.
[00:24:44.840 --> 00:24:49.600] So we didn't take any loans, we didn't take any, you know, all of that stuff.
[00:24:49.920 --> 00:24:55.040] So every dollar that we made, we reinvested it back into the business.
[00:24:55.040 --> 00:25:01.040] Like there were, I think for the first two years, I didn't really pay myself anything.
[00:25:01.360 --> 00:25:04.560] I just lived off of my salary.
[00:25:04.560 --> 00:25:07.680] So yes, two years of investment.
[00:25:07.680 --> 00:25:09.280] This is really good information.
[00:25:09.280 --> 00:25:13.280] So you were reinvesting into the business.
[00:25:13.280 --> 00:25:16.800] And what were you starting to see on the revenue side?
[00:25:16.800 --> 00:25:20.160] Were you profitable but still investing back?
[00:25:20.160 --> 00:25:23.040] Or were you still not yet seeing a profit?
[00:25:23.040 --> 00:25:23.920] The first option.
[00:25:23.920 --> 00:25:27.120] So for the first two years, I started reinvesting.
[00:25:27.120 --> 00:25:32.800] And there was a point of no return where like I maxed out all of my credit cards.
[00:25:32.800 --> 00:25:35.440] And I was like, it's time to go.
[00:25:35.440 --> 00:25:39.680] It's time to like really push this forward because of the potential.
[00:25:39.680 --> 00:25:45.280] So just to give you an example, like the first full year of sales was 2019.
[00:25:45.920 --> 00:25:50.640] And I think the revenue was 6K.
[00:25:50.640 --> 00:25:52.640] If I'm, yeah, about 6K.
[00:25:52.640 --> 00:25:53.680] $6,000.
[00:25:54.480 --> 00:25:55.360] $6,000.
[00:25:57.120 --> 00:26:03.280] The second year, it was $24,000.
[00:26:03.600 --> 00:26:06.640] Third year, $300,000.
[00:26:06.960 --> 00:26:07.520] What?
[00:26:07.840 --> 00:26:10.320] What do you attribute to that leap?
[00:26:10.320 --> 00:26:19.200] So I'm going to say this, but I want the people listening to really do their work before deciding to do this.
[00:26:19.520 --> 00:26:24.800] I started working with influencers in the second year.
[00:26:24.800 --> 00:26:31.880] Influencer marketing is a hornet's nest of success.
[00:26:29.760 --> 00:26:35.800] It could literally push you forward in a way that you're not ready for.
[00:26:36.440 --> 00:26:44.680] Listening to your community and formulating based on their desires is what I did, as well as influencer marketing.
[00:26:44.680 --> 00:26:52.920] When I started working with influencers, I saw a huge, huge, huge, huge growth spurt.
[00:26:53.080 --> 00:26:54.360] And it's still happening.
[00:26:54.360 --> 00:27:02.360] And there was a point where, like, we would beg influencers to work with us, and now they're like beating down our door, trying to work with us.
[00:27:02.360 --> 00:27:02.840] Yeah.
[00:27:03.160 --> 00:27:07.800] Why do you think it's a hornets nets of success?
[00:27:08.440 --> 00:27:11.880] Because there's good and bad with everything, right?
[00:27:11.880 --> 00:27:17.560] Social media is a very useful tool, but when they're for you, they're for you.
[00:27:17.560 --> 00:27:21.160] But when they're against you, baby.
[00:27:21.480 --> 00:27:22.440] You're going down.
[00:27:22.760 --> 00:27:24.040] You're going down.
[00:27:24.920 --> 00:27:25.960] You're going down.
[00:27:26.120 --> 00:27:27.480] But it's wild.
[00:27:27.480 --> 00:27:28.840] It's wild.
[00:27:28.840 --> 00:27:29.240] Yeah.
[00:27:29.560 --> 00:27:32.360] Very, like I said, cautionary tale.
[00:27:32.360 --> 00:27:33.880] Like, it's really useful.
[00:27:33.880 --> 00:27:35.560] It is really, really useful.
[00:27:35.560 --> 00:27:38.520] But you have to be careful what you ask for.
[00:27:38.520 --> 00:27:45.720] I still work with so many influencers, but it's like one person, like, it's like the mob mentality.
[00:27:45.720 --> 00:27:53.480] Like, if something happens, like if somebody's package is messed up or something like that, it's just like, woo!
[00:27:53.480 --> 00:27:54.440] Wow.
[00:27:54.440 --> 00:27:58.120] So tell us about when you started working with influencers.
[00:27:58.120 --> 00:28:09.240] I'm assuming, correct me if I'm wrong, that you were offering product, and were you asking them to review it, or were you just saying, Here's some product if you like it, share it, that kind of approach?
[00:28:09.240 --> 00:28:10.440] It was a mixture.
[00:28:10.440 --> 00:28:12.280] It was a mixture of both.
[00:28:12.320 --> 00:28:16.560] Um, like some of them reviewed it, and it just kind of caught on, honestly.
[00:28:16.560 --> 00:28:25.040] Like, that's the virility, the viral type, yeah, a vibe that happens when somebody really likes something and they have a lot of followers.
[00:28:25.360 --> 00:28:27.600] It starts, you know, a wildfire.
[00:28:27.600 --> 00:28:37.520] But it's a mixture of both where we ask them, they review it, yet good or bad, and sometimes they purchase and talk about it on their own.
[00:28:37.520 --> 00:28:39.840] And it just kind of depends, yeah.
[00:28:39.840 --> 00:28:42.960] Yeah, because I remember I think it was Melissa, Mrs.
[00:28:43.200 --> 00:28:46.000] Kevin stage talking about, I think, rich auntie.
[00:28:46.000 --> 00:28:48.320] And I'm like, oh, I know, I love the names too.
[00:28:48.560 --> 00:28:50.240] So, you're really good at naming.
[00:28:50.240 --> 00:28:54.080] So, the mixture of the naming plus the scent makes it memorable.
[00:28:54.080 --> 00:29:00.640] So, to this day, you know, I was always like, oh, I still need to buy, I need to go check out Rich Auntie because we all relate to that, right?
[00:29:00.640 --> 00:29:03.040] That's what we want to be: aspire to be the rich auntie.
[00:29:03.280 --> 00:29:05.280] Absolutely, absolutely.
[00:29:05.280 --> 00:29:14.800] And that was a part of my strategy too: being intentional about the cultural aspect of fragrance for our community.
[00:29:14.800 --> 00:29:15.360] Yeah.
[00:29:15.600 --> 00:29:25.920] And when you say it can go either way, have you had an experience where someone just tried to take your brand down, or you just have seen that happen to other people?
[00:29:25.920 --> 00:29:29.200] Um, I wouldn't necessarily say take it down.
[00:29:29.200 --> 00:29:37.440] I think negativity has a propensity to spread faster than positivity.
[00:29:37.680 --> 00:29:38.720] That's so true.
[00:29:38.720 --> 00:29:39.200] Yeah.
[00:29:39.200 --> 00:29:39.680] Yeah.
[00:29:39.920 --> 00:29:48.080] Um, and so with one person that has a very big audience saying something negative, it could spread really fast.
[00:29:48.080 --> 00:29:51.200] And it's not necessarily that they're trying to take us down.
[00:29:51.520 --> 00:29:56.480] I think the world today uses social media for almost everything.
[00:29:56.480 --> 00:29:56.880] Yeah.
[00:29:56.880 --> 00:30:03.400] You know, and so that could be, you know, and doesn't necessarily think about the consequences, exactly.
[00:30:03.640 --> 00:30:10.680] But you know, thank goodness you're covered and you have way more support than you know, detractors.
[00:30:10.680 --> 00:30:12.680] So, let's talk a little bit about.
[00:30:12.680 --> 00:30:21.720] So, we talked, we're talking about finances, profitability, and by the third year, you saw that leap, but you're also investing more in ads as well, right?
[00:30:21.720 --> 00:30:22.760] Investing more in ads.
[00:30:23.080 --> 00:30:26.120] And were you paying some of your influencer campaigns?
[00:30:26.120 --> 00:30:27.000] Oh, absolutely, yeah.
[00:30:27.000 --> 00:30:29.320] I don't, yeah, I pay, yeah, we pay.
[00:30:29.400 --> 00:30:34.360] Um, I wanted to see if I could actually find the numbers like the exact same thing.
[00:30:35.080 --> 00:30:36.520] Yeah, yeah, that'll be okay.
[00:30:37.320 --> 00:30:39.800] And we appreciate you sharing this, yeah.
[00:30:40.120 --> 00:30:44.040] Um, so year one, it so I stand corrected.
[00:30:44.040 --> 00:30:52.600] So, year one, the total, this was 2019, total $405.92.
[00:30:52.600 --> 00:30:54.120] Wait, what was that?
[00:30:54.440 --> 00:30:55.880] No, that was just sales.
[00:30:55.880 --> 00:30:59.640] I'm just sharing the sales, okay, okay, okay, okay, yeah.
[00:30:59.640 --> 00:31:06.280] 2020, our total sales, $2,618.
[00:31:06.280 --> 00:31:14.600] Okay, okay, um, 2021, $14, about $300.
[00:31:14.600 --> 00:31:38.160] Okay, 2022, $24,312, 2023, $376,722, and 2024, $1,100, da-da-da-da.
[00:31:38.320 --> 00:31:39.560] Nice.
[00:31:40.760 --> 00:31:54.240] Well, first of all, I want to thank you because I don't think anyone has ever read out their numbers and shown us that progression of time, investment, and the growth that can happen with intentional marketing and strategy.
[00:31:54.240 --> 00:31:56.640] And at what point did you leave your job?
[00:31:56.640 --> 00:31:57.600] Just a year.
[00:31:58.080 --> 00:31:59.440] A year 2022.
[00:31:59.440 --> 00:32:01.120] So 2022.
[00:32:01.920 --> 00:32:06.720] And that's when you saw the 300,000 year in 2023 the next year.
[00:32:07.040 --> 00:32:08.880] And let me actually do this.
[00:32:08.880 --> 00:32:11.280] This is post this, these numbers.
[00:32:11.280 --> 00:32:12.000] I apologize.
[00:32:12.000 --> 00:32:13.920] It was from Black Friday.
[00:32:13.920 --> 00:32:15.120] Black Friday only.
[00:32:15.120 --> 00:32:15.520] Okay.
[00:32:15.520 --> 00:32:16.080] Black Friday.
[00:32:16.080 --> 00:32:16.480] Yeah.
[00:32:16.480 --> 00:32:16.720] Okay.
[00:32:17.600 --> 00:32:17.920] Yeah.
[00:32:18.800 --> 00:32:20.160] I posted a trajectory.
[00:32:20.160 --> 00:32:24.080] So these numbers were from every year on Black Friday.
[00:32:24.080 --> 00:32:25.360] Oh, even better.
[00:32:25.360 --> 00:32:29.120] That's even like, so you did a million off of Black Friday.
[00:32:29.120 --> 00:32:30.960] Yes, in last year.
[00:32:30.960 --> 00:32:31.760] Nice.
[00:32:32.000 --> 00:32:32.800] What?
[00:32:33.120 --> 00:32:33.520] Yes.
[00:32:34.640 --> 00:32:45.680] Looking back at the journey so far, what do you really think it has shown you as far as scrappiness and also resilience?
[00:32:46.000 --> 00:32:55.680] I think this journey solidified for me that life gets better in personal and in business.
[00:32:56.320 --> 00:33:01.040] I have had my fair share of misfortune.
[00:33:01.040 --> 00:33:08.960] And, you know, while you're in the middle of something, it seems so like the world is going to end.
[00:33:08.960 --> 00:33:14.960] But one message that I would love to share with small business owners is keep going.
[00:33:15.280 --> 00:33:21.760] Make sure that you have the right people around you to speak life into your plans and life into you.
[00:33:22.080 --> 00:33:25.120] Motivation is not always going to get it.
[00:33:25.120 --> 00:33:32.760] Discipline is going to take you way farther than discipline or that motivation can ever take you.
[00:33:29.920 --> 00:33:35.400] Be disciplined, stick with your plan.
[00:33:35.560 --> 00:33:38.120] Like, don't change with the winds.
[00:33:38.440 --> 00:33:42.600] A lot of people told me, Makeda, you need to do body butters.
[00:33:42.600 --> 00:33:43.800] Makeda, you need to do this.
[00:33:44.760 --> 00:33:46.120] This was my plan.
[00:33:46.680 --> 00:33:47.880] This was my plan.
[00:33:47.880 --> 00:33:58.120] And I may add other things later, but I wanted to get really, really good at this thing before I pivoted to do any other products.
[00:33:58.120 --> 00:34:04.600] It is easy to start to get distracted by what's trendy, to kind of float in the wind, especially when times are hard.
[00:34:04.600 --> 00:34:11.720] You're like, well, maybe if I did this, maybe if I posted more reels, maybe if I start doing this, my brand would do better.
[00:34:12.040 --> 00:34:26.120] But sometimes you really just have to stick with the discipline piece of what you know works and have that tunnel vision, even when it's tempting to be like, well, so-and-so looks like they're being successful doing this and that.
[00:34:26.120 --> 00:34:35.000] And of course, you have to do competitive research, but it is a delicate balance between getting swept away by watching other people.
[00:34:35.000 --> 00:34:35.320] Yeah.
[00:34:35.320 --> 00:34:48.600] And pivoting doesn't necessarily mean changing what you offer, it means pivoting the way that you think, the way that you present your product to the world, pivoting how you interact with your audience.
[00:34:48.600 --> 00:34:51.000] All of those things could mean pivoting.
[00:34:51.000 --> 00:34:58.360] But if you know in your heart that this is what you're supposed to be doing, stay there.
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[00:37:51.480 --> 00:37:58.360] Speaking of that, how are some of the ways you prepared to leave your job at Bank of America?
[00:37:58.360 --> 00:38:01.880] One of the things, or I did quite a few things to prepare.
[00:38:02.520 --> 00:38:18.520] I started saving a crazy amount of money and I started applying for a lot of credit cards because I knew that that would, you know, being in a job would actually give me a better advantage.
[00:38:18.760 --> 00:38:28.200] I started looking for health insurance and really doing budgets, and that prepared me for leaving.
[00:38:28.200 --> 00:38:31.800] But all in all, it really is a leap.
[00:38:31.800 --> 00:38:42.600] You really do have to leap and trust that all of your preparation is going to, you know, give you a soft landing when you, you know, make the switch.
[00:38:42.920 --> 00:38:46.800] You mentioned a credit card and self-funding with the credit cards.
[00:38:46.800 --> 00:38:51.120] Can you talk a little bit more about that and about even carrying debt?
[00:38:51.120 --> 00:38:56.640] Because at times we're not used to that feeling of carrying a balance in this way.
[00:38:56.640 --> 00:39:03.920] And self-funding sometimes looks like carrying things on your credit card when that's supposed to be taboo and a no-no.
[00:39:03.920 --> 00:39:08.720] But sometimes that's what it takes when you're not going the traditional route and you are bootstrapping.
[00:39:08.720 --> 00:39:10.480] So tell us more about that.
[00:39:10.480 --> 00:39:21.840] So I will say I really had a psychological or a physical reaction to having to spend as much as I did on my personal cards.
[00:39:21.840 --> 00:39:25.680] So it was a combination of my sister, God bless her.
[00:39:25.680 --> 00:39:29.760] I think she had a credit card that was like maybe a $30,000 limit.
[00:39:29.760 --> 00:39:34.640] And I had some that was, I think, a total of like $25,000.
[00:39:34.640 --> 00:39:51.760] And when we started having the conversation about really taking things seriously, I really had to have counsel, like physical, like therapy counseling to really take the lead to say, I am about to carry X amount of debt on my personal credit cards.
[00:39:51.760 --> 00:39:57.920] And I don't know how I'm going to deal with it if this thing doesn't work out like I want to.
[00:39:57.920 --> 00:40:06.400] So I had to really do therapy, like go to a therapist and talk to her about my fears about maxing it out.
[00:40:06.880 --> 00:40:08.400] Thankfully, it worked out.
[00:40:08.400 --> 00:40:24.960] And, you know, like I have zero debt now, but, you know, you really like, if you are not born with a silver spoon in your mouth, you're going to have to take on some debt if you want to grow as organically, I should say, as you want to.
[00:40:24.960 --> 00:40:34.920] I mean, everybody's goals are different, but for where I wanted to go, I knew I had to spend $1,000 a day on ads, you know, like meta ads and things like that.
[00:40:34.920 --> 00:40:36.760] And I didn't have that in capital.
[00:40:36.760 --> 00:40:44.440] So I had to mentally, you know, resolve with myself: okay, you're about to do this on credit card sis.
[00:40:45.080 --> 00:40:46.680] Yeah, you're preaching to the choir.
[00:40:46.680 --> 00:40:55.000] This conversation is so relevant because even me, I've paused my meta ads because I'm just like, why am I putting more on my credit?
[00:40:55.000 --> 00:40:56.360] My credit card, right?
[00:40:56.680 --> 00:40:57.560] But you're right.
[00:40:57.560 --> 00:41:00.040] Like, you have to keep spending money to make money.
[00:41:00.040 --> 00:41:07.800] Like, even though it feels uncomfortable to carry, sometimes carry over based on the line to the line of work that I'm in.
[00:41:07.800 --> 00:41:11.000] Like, you know, I have 60 days or 30-day windows.
[00:41:11.000 --> 00:41:14.680] I know revenue is coming, but it doesn't always hit monthly.
[00:41:14.680 --> 00:41:15.080] Monthly.
[00:41:15.320 --> 00:41:19.320] When people are like, don't carry a balance, that doesn't happen in this world.
[00:41:19.640 --> 00:41:21.320] So you have to move forward.
[00:41:21.960 --> 00:41:29.800] Takes a hit, you know, if because I generally didn't carry balances because, again, I live in the finance, I worked in a financial space.
[00:41:29.800 --> 00:41:34.280] So I knew, you know, paying off, if use your credit card like a debit card.
[00:41:34.280 --> 00:41:41.000] Basically, don't spend money unless you have the money to pay it off by the due date or by the cycle date.
[00:41:41.000 --> 00:41:41.240] Right.
[00:41:41.560 --> 00:41:48.120] And so being in that space, like I, it was like a really like monopoly.
[00:41:48.120 --> 00:41:53.640] Like I was really plotting on my cards and really strategizing.
[00:41:53.880 --> 00:41:54.920] The plot is real.
[00:41:54.920 --> 00:41:56.120] The plot is real.
[00:41:56.440 --> 00:41:57.960] Listen, listen.
[00:41:58.120 --> 00:41:58.760] I will put you know.
[00:41:59.160 --> 00:42:00.760] I'm going to put this here.
[00:42:01.400 --> 00:42:04.840] And the meta ads, I have a card that gives me four 4x points for those.
[00:42:05.400 --> 00:42:05.640] Yeah.
[00:42:05.640 --> 00:42:05.880] Yeah.
[00:42:05.880 --> 00:42:06.360] Yeah.
[00:42:04.800 --> 00:42:07.240] Specifically, yeah, yeah, yeah, yeah.
[00:42:07.240 --> 00:42:10.520] Like, you really have to adjust your thinking.
[00:42:10.520 --> 00:42:19.200] You have to adjust your plan because, like, you know, if your goal, oh, I don't want to be in debt, I don't want to be in debt, then you really have to have a bad person.
[00:42:19.440 --> 00:42:28.240] Become an entrepreneur, go get angel investors that are going to take, you know, a percentage of your business.
[00:42:28.240 --> 00:42:29.360] And that is one thing.
[00:42:29.360 --> 00:42:32.400] Like, I'm not very versed in how that works.
[00:42:32.400 --> 00:42:34.720] So, I didn't even touch it in the beginning.
[00:42:34.960 --> 00:42:38.240] But, because you do have to have a proof of concept, obviously.
[00:42:38.240 --> 00:42:41.600] And I didn't because this is the first time, you know.
[00:42:42.240 --> 00:42:49.360] So, going into debt for your business is a real, a real psychosis.
[00:42:49.360 --> 00:42:53.680] Like, it's, it's, it's, yeah, yeah.
[00:42:53.680 --> 00:42:54.640] So, yeah.
[00:42:55.200 --> 00:43:00.320] You know, I recently met someone who actually counsels people.
[00:43:00.320 --> 00:43:08.080] She is a therapist, trained us and degreed as a therapist, but then realized that she needed to teach people financial therapy.
[00:43:08.080 --> 00:43:17.440] Like, she needed to provide that service because we have so much to unlock around the money shame that comes with that and all of those different things.
[00:43:17.440 --> 00:43:19.280] So, I'll try to find her name.
[00:43:19.280 --> 00:43:23.280] I don't know why it's escaping me, Asia with a J Asia Evans.
[00:43:23.280 --> 00:43:23.520] Yes.
[00:43:23.520 --> 00:43:26.320] And her Instagram is Asia Therapy, y'all.
[00:43:26.320 --> 00:43:27.440] A-J-A.
[00:43:27.440 --> 00:43:30.400] So, shout out to Asia to unpack these topics.
[00:43:30.400 --> 00:43:38.240] So, I really appreciate how candid you're being around the topics of money because we all need to talk about it a little more bit more because you're not alone.
[00:43:38.240 --> 00:43:43.120] You're not crazy if you have to self-fund in ways that don't always feel comfortable.
[00:43:43.120 --> 00:43:43.440] Yeah.
[00:43:43.440 --> 00:43:53.280] And I think, you know, culturally speaking, that stigma needs to have more conversation because we're all out here going, clocking into a job.
[00:43:53.280 --> 00:43:55.760] We're all out here doing things for money.
[00:43:55.760 --> 00:43:57.600] Why aren't we talking about it more?
[00:43:57.600 --> 00:44:01.320] Like, there's no, if you don't have any, let's talk about how to get some.
[00:43:59.680 --> 00:44:04.600] Let's talk about how to pivot your life, pivot your thinking.
[00:44:04.760 --> 00:44:21.560] How, and I know there's things out there for, but I think that shame needs to go away because, like, I'm not about to wave a flag with how much money I have in the bank, but I do want to have the appropriate conversations about how do I get out of where I am if I'm not happy with financially.
[00:44:21.560 --> 00:44:22.360] Exactly.
[00:44:22.360 --> 00:44:25.560] And how do we move through uncomfortable seasons?
[00:44:25.560 --> 00:44:30.120] Because, you know, something I have to realize is these corporations, even the U.S.
[00:44:30.120 --> 00:44:31.320] government, right?
[00:44:31.320 --> 00:44:35.480] Will they treat that like it don't exist?
[00:44:35.480 --> 00:44:36.040] Right.
[00:44:36.040 --> 00:44:38.280] And not to say, right?
[00:44:38.920 --> 00:44:49.000] But not to say that we should do that, but who am I to look at it like I always have to have a zero balance when I am building something too?
[00:44:49.000 --> 00:44:52.600] Like, I am just, I'm, I'm the Amazon, I'm me, myself alone.
[00:44:52.600 --> 00:44:53.400] I am doing it.
[00:44:53.400 --> 00:44:53.800] Absolutely.
[00:44:53.800 --> 00:44:59.560] You know, so why do I have different expectations from the companies who've done it for centuries?
[00:44:59.560 --> 00:45:05.640] This is Netflix, everybody, you know, has started earnings report, not profitable, not profitable.
[00:45:05.640 --> 00:45:06.520] You know what I mean?
[00:45:06.520 --> 00:45:07.720] So, absolutely.
[00:45:07.720 --> 00:45:22.920] And it's not to say your business is always like that, or guys, that my business is always like that, but there are seasons, like I said, if I'm over-indexing on monetization models that involve cyclical payments, where you know, these things it feels uncomfortable for me.
[00:45:22.920 --> 00:45:25.320] This is a part of the process, that's how we need to look at it.
[00:45:25.640 --> 00:45:27.560] This is a part of the growth strategy.
[00:45:27.560 --> 00:45:36.200] This is a part because you know, like the first time I paid a $50,000 invoice, I had to go lay down.
[00:45:36.640 --> 00:45:37.960] Yes, I had to go down.
[00:45:38.120 --> 00:45:43.080] Talk about when you pay taxes, you gotta go lay down.
[00:45:43.280 --> 00:45:45.920] Yes, yes, yes, yes.
[00:45:46.160 --> 00:45:47.360] You have to go lay down.
[00:45:44.360 --> 00:45:51.760] And again, my therapist said, if that's what you need to do, go do it.
[00:45:51.920 --> 00:45:56.720] Do what you have to do to get through what has to happen, you know?
[00:45:57.360 --> 00:46:06.560] But yeah, I money, I don't think we should shy away from money talks, especially if you are wanting to elevate yourself or your brand, you know, to a normal.
[00:46:07.200 --> 00:46:09.520] I'll find a way to do more of those talks, you guys.
[00:46:09.520 --> 00:46:11.360] But we do have to, we're going to shift off of this.
[00:46:11.360 --> 00:46:13.120] But yes, you know, this has been incredible.
[00:46:13.120 --> 00:46:14.000] I'm learning.
[00:46:14.000 --> 00:46:17.280] I'm being poured into by talking to you.
[00:46:17.280 --> 00:46:19.040] So thank you so much, Machbita.
[00:46:25.920 --> 00:46:31.120] Before we go into the lightning round, I'd love to talk a little bit about more of your secret sauce, right?
[00:46:31.120 --> 00:46:37.440] So something I love about your fragrances, you always say like, this has notes of this, this reminds you of this scent.
[00:46:37.440 --> 00:46:40.160] When did you start doing that aspect of it?
[00:46:40.160 --> 00:46:48.480] And why did you start to do that when you're like, okay, this will remind you of, and I don't speak French, I don't know how to say the fancy.
[00:46:49.440 --> 00:46:54.400] But yes, the like wild card is reminiscent of what's it called?
[00:46:54.480 --> 00:46:55.120] Baccarat rouge.
[00:46:55.120 --> 00:46:55.520] Baccarat.
[00:46:55.600 --> 00:46:56.080] Barrett Rouge.
[00:46:56.240 --> 00:46:56.480] Okay.
[00:46:56.480 --> 00:46:57.200] 540.
[00:46:57.200 --> 00:46:57.680] Yeah.
[00:46:58.000 --> 00:47:01.280] So that goes back to earlier in our conversation.
[00:47:01.280 --> 00:47:04.400] I talked about listening to the community, right?
[00:47:04.400 --> 00:47:09.520] And being an online retailer, I don't want to invent, reinvent the wheel.
[00:47:09.520 --> 00:47:16.960] I want to do what people know, but add my own spin, make it better, however you want to, you know, put that.
[00:47:16.960 --> 00:47:17.280] Yeah.
[00:47:17.280 --> 00:47:24.960] Being an online retailer, you have to be very descriptive about fragrances because, I mean, that's the whole point, right?
[00:47:24.960 --> 00:47:28.000] You people want to know what they're buying, what it's going to smell like.
[00:47:28.000 --> 00:47:35.240] And I always try to amplify the notes that people love in the popular perfumes.
[00:47:29.680 --> 00:47:35.480] Yes.
[00:47:35.960 --> 00:47:37.480] So that it lasts longer.
[00:47:37.480 --> 00:47:42.040] It's, you know, more, you know, it's stronger.
[00:47:42.040 --> 00:47:42.760] It smells stronger.
[00:47:42.760 --> 00:47:43.960] It lasts longer on your skin.
[00:47:44.040 --> 00:47:45.320] So on and so on and so on.
[00:47:45.320 --> 00:47:49.080] So how I got there was by listening to our community.
[00:47:49.080 --> 00:47:54.600] We have a Facebook group with about 20,000 members.
[00:47:54.600 --> 00:48:01.720] And listening to them is a crucial part of our success.
[00:48:01.720 --> 00:48:02.920] Ooh, I love that.
[00:48:02.920 --> 00:48:04.120] Having a Facebook group.
[00:48:04.120 --> 00:48:05.960] At what point in your journey did you start that?
[00:48:05.960 --> 00:48:07.640] Was that from the first year?
[00:48:07.640 --> 00:48:10.760] That was probably year two or year three, maybe.
[00:48:10.760 --> 00:48:12.600] And then don't quote me, but yeah.
[00:48:12.840 --> 00:48:14.680] Okay, I love that.
[00:48:15.000 --> 00:48:29.560] I remember, so you guys, you know, I went to Essence Fest in 2024, and there was one day, well, every day, when you walked onto the floor with all the exhibitors and brands where it just smelled incredible.
[00:48:29.560 --> 00:48:30.440] I'm like, what?
[00:48:30.440 --> 00:48:31.720] Where is that coming from?
[00:48:31.720 --> 00:48:38.520] And lo and behold, I'm in this long 180 buck with, by the way, the most beautifully designed bag.
[00:48:38.520 --> 00:48:41.160] So I wanted a bag, and that's how people are at Essence Fest.
[00:48:41.160 --> 00:48:43.560] Like, you want the bag, but they come for the bag.
[00:48:43.560 --> 00:48:44.600] They come for the bag.
[00:48:44.600 --> 00:48:46.360] Look, people are dense about those bags.
[00:48:46.360 --> 00:48:47.480] I cannot hang.
[00:48:47.480 --> 00:48:49.480] I'm like, can I buy a bag somewhere?
[00:48:49.480 --> 00:48:52.680] I cannot hang.
[00:48:52.680 --> 00:48:54.440] But anyway, I digress.
[00:48:55.000 --> 00:48:59.720] Your bags are beautiful, and you had that place smelling incredible.
[00:48:59.720 --> 00:49:03.800] What was your approach when you went into exhibiting at Essence Fest?
[00:49:04.120 --> 00:49:10.600] We actually had a commercial-grade diffuser in our booth.
[00:49:10.600 --> 00:49:11.080] Yeah.
[00:49:11.080 --> 00:49:17.600] So we put like and we changed it out throughout the three days, yeah, three days that we were there.
[00:49:18.160 --> 00:49:23.840] So that was like an automatic, uh, you know, um, attraction for everything.
[00:49:24.000 --> 00:49:26.160] Yes, yeah, that was a cheat code, yes.
[00:49:27.120 --> 00:49:29.600] I love that, and then I noticed those are sold out.
[00:49:29.600 --> 00:49:30.320] Are they coming back?
[00:49:30.320 --> 00:49:32.880] The diffusers, they are, they are.
[00:49:32.880 --> 00:49:59.840] Um, so we have we were working on some of them right now as far as like the oils, but like once we launched it, it zapped, and then I'm trying to work with our supplier, but the tariffs really stunted my ability to because it would have not been profitable for us to um restock when it when you know when it went out of stock.
[00:49:59.840 --> 00:50:09.600] Um, because it's a new product, um, I tried to estimate how I thought, you know, how I thought it would have gone, but as per usual, it sold out.
[00:50:09.600 --> 00:50:12.000] Um, but I'm working on it right now, okay.
[00:50:12.000 --> 00:50:15.360] And speaking of tariffs, how what's your approach right now?
[00:50:15.360 --> 00:50:16.480] How are you thinking about it?
[00:50:16.480 --> 00:50:20.480] Like, is it something you're like, we're just gonna have to eat this again?
[00:50:20.480 --> 00:50:25.600] Maybe you know the margins will be slimmer, but we hope that it will get better in the future.
[00:50:25.600 --> 00:50:28.320] Like, how are business owners thinking about this?
[00:50:28.960 --> 00:50:38.240] So, I had some forethought last year, and I'm stocked up on a lot of the packaging because mainly what's being affected is our packaging.
[00:50:38.240 --> 00:50:42.240] Okay, and so we bought a whole lot of it last year.
[00:50:42.560 --> 00:50:55.920] My desire is not to increase our prices, but I think at some point, if it continues to go up and down like it has, we may have to bump a little bit.
[00:50:55.920 --> 00:51:04.200] Um, however, it I think there was an announcement like a couple of days ago that he brought it back down, if I'm not mistaken.
[00:51:04.520 --> 00:51:13.800] Um, so I'm trying to do everything that I can right now to like, you know, purchase as much as I can that I stock up on a lot of things that we get from there.
[00:51:13.800 --> 00:51:19.800] So it's affected us already because there were things that were on the way.
[00:51:19.800 --> 00:51:30.760] Um, and when it got to the U.S., they held it hostage and you know, requested additional payments, you know, before it got delivered.
[00:51:30.760 --> 00:51:32.440] So it is what it is.
[00:51:32.440 --> 00:51:37.960] Unfortunately, I don't even want to say this is the cost of doing business because it's not, but it's not to serve.
[00:51:37.960 --> 00:51:38.440] Yeah.
[00:51:38.440 --> 00:51:39.000] Yeah.
[00:51:39.480 --> 00:51:40.840] But I want to serve my people.
[00:51:40.840 --> 00:51:43.720] So we have to kind of bring those diffuses back, girl.
[00:51:43.720 --> 00:51:44.840] Yes, yes, yes, yes.
[00:51:44.840 --> 00:51:46.520] I want my home smelling like that.
[00:51:46.520 --> 00:51:48.760] The whole esports floor smelled.
[00:51:49.080 --> 00:51:50.920] So you got to tell me exactly what you used.
[00:51:51.000 --> 00:51:51.800] We'll talk offline.
[00:51:51.800 --> 00:51:55.080] I'm like, tell me which one that works.
[00:51:55.080 --> 00:51:56.040] All right.
[00:51:58.280 --> 00:52:01.240] So now we're going to jump into the lightning round.
[00:52:01.240 --> 00:52:03.560] You just answer the very first thing that comes to mind.
[00:52:03.560 --> 00:52:04.360] You ready?
[00:52:04.360 --> 00:52:05.160] I am.
[00:52:05.160 --> 00:52:14.120] What is a top resource, not Google or YouTube, that is helping you in your business these days that you can share with the Side Hustle Pro audience?
[00:52:14.440 --> 00:52:15.800] Shopify.
[00:52:15.800 --> 00:52:21.880] For product-based businesses, Shopify is a monster of a resource.
[00:52:21.880 --> 00:52:23.400] Yes, ding, ding, ding.
[00:52:23.400 --> 00:52:25.800] Shopify, it is it, y'all.
[00:52:25.800 --> 00:52:26.680] Like, yeah.
[00:52:26.680 --> 00:52:27.160] What else?
[00:52:27.400 --> 00:52:27.640] What?
[00:52:27.640 --> 00:52:28.840] I don't know what else y'all using.
[00:52:28.840 --> 00:52:29.880] It's Shopify.
[00:52:29.880 --> 00:52:30.520] All right.
[00:52:30.520 --> 00:52:44.760] Number two, who is a non-celebrity, if possible, black woman entrepreneur who you admire and would want to trade places with for a day just to get some insights on how they're doing their stuff?
[00:52:45.040 --> 00:52:50.720] I don't know if she's an entrepreneur, but the business mind of Melanie Hopson.
[00:52:50.720 --> 00:52:54.160] I would love to just sit at her feet and just lean.
[00:52:54.160 --> 00:52:54.640] Yeah.
[00:52:54.960 --> 00:52:55.600] Oh, yes.
[00:52:55.760 --> 00:52:57.760] Oh, I need to reach out to her.
[00:52:57.920 --> 00:53:00.240] I selfishly like to hear what y'all say.
[00:53:00.240 --> 00:53:00.720] Yes.
[00:53:02.480 --> 00:53:07.760] Number three: what is a non-negotiable part of your day these days?
[00:53:08.080 --> 00:53:09.440] Working out.
[00:53:10.160 --> 00:53:11.360] When do you squeeze it in?
[00:53:11.360 --> 00:53:12.800] Is it a morning thing?
[00:53:12.800 --> 00:53:13.520] Morning.
[00:53:13.520 --> 00:53:15.840] If I don't do it in the morning, it's not going to happen.
[00:53:16.160 --> 00:53:18.240] So I wake up at like 4 a.m.
[00:53:18.240 --> 00:53:19.040] Nice.
[00:53:19.040 --> 00:53:27.280] And I get to the gym by like, no, I wake up at 4, leave at 5, and I'm there by 6, out by 7.
[00:53:27.280 --> 00:53:29.760] Do you have like a personal trainer or you just do your thing?
[00:53:29.760 --> 00:53:30.160] I do.
[00:53:30.160 --> 00:53:30.640] Oh, nice.
[00:53:30.640 --> 00:53:31.920] You have a personal trainer.
[00:53:31.920 --> 00:53:32.560] Yeah.
[00:53:32.880 --> 00:53:38.880] Speaking of that, now, what is a personal trait that you think has really contributed to your success?
[00:53:39.200 --> 00:53:40.720] I am very disciplined.
[00:53:42.160 --> 00:53:43.040] I can see that.
[00:53:44.320 --> 00:53:46.560] I am a very disciplined person.
[00:53:46.560 --> 00:53:53.760] Like, I'm, I don't waver when I know, you know, to do right, I do right.
[00:53:54.080 --> 00:53:54.960] Yes.
[00:53:55.520 --> 00:54:00.160] And again, motivated me to just do some things different.
[00:54:00.160 --> 00:54:04.560] I love having these conversations because it really truly does keep me going.
[00:54:04.560 --> 00:54:08.160] And I know you guys listening and watching, it keeps you going as well.
[00:54:08.160 --> 00:54:20.720] And then finally, last question: What is your parting advice for fellow women business owners who want to be their own boss, take it full time, but are afraid of leaving that steady paycheck?
[00:54:21.680 --> 00:54:22.160] Okay.
[00:54:22.480 --> 00:54:24.320] Preparation.
[00:54:25.200 --> 00:54:29.400] Front load all of your plans with preparation.
[00:54:28.080 --> 00:54:31.800] Research is a part of preparation.
[00:54:31.800 --> 00:54:33.560] Do your homework.
[00:54:29.120 --> 00:54:35.160] Be a student of your business.
[00:54:35.320 --> 00:54:41.000] Learn everything that you can about your business before you start.
[00:54:41.000 --> 00:54:57.960] I know that sounds like an oxymoron because obviously you can't learn everything, but do as much as you can to understand how your competitors work, how your industry works, get involved with, you know, trade organizations, things like that.
[00:54:58.360 --> 00:55:05.320] You'd be surprised at how much you learn by just being a part of these organizations and their email blasts and things like that.
[00:55:05.320 --> 00:55:07.800] So, no, that's really pertinent advice.
[00:55:07.800 --> 00:55:09.640] So, thank you for sharing that.
[00:55:09.640 --> 00:55:14.120] And, you know, before we wrap up, I'll let you tell everyone where they can connect with you.
[00:55:14.360 --> 00:55:18.040] I just want to add a caveat, and I really hope you enjoy this conversation.
[00:55:18.040 --> 00:55:21.000] Now, please do not blame us for your credit card debt.
[00:55:21.000 --> 00:55:23.880] Please do not go out here doing nice and wild, okay?
[00:55:26.280 --> 00:55:32.520] Take everything in context and just understand that we're saying to build your business strategically.
[00:55:32.520 --> 00:55:44.920] And if you're, if you recognize emotional barriers that are holding you back, do what you can to talk to someone and to work through those so you are not your own bottleneck holding yourself back.
[00:55:44.920 --> 00:55:51.400] All right, because it does take time, effort, and resources, and capital to grow.
[00:55:51.400 --> 00:55:57.800] And with that, where can people connect with you and Brown Sugar Babe after this episode?
[00:55:57.800 --> 00:56:03.320] We are on Instagram, Facebook, TikTok, uh, brown without the O.
[00:56:03.320 --> 00:56:08.040] So, B-R-W-N Sugar Babe on all platforms.
[00:56:08.040 --> 00:56:08.680] All right.
[00:56:08.680 --> 00:56:09.880] And there you have it.
[00:56:09.880 --> 00:56:11.240] This has been amazing.
[00:56:11.240 --> 00:56:15.600] You guys, this is my new best-kept secret that's keeping me smelling so so good.
[00:56:14.920 --> 00:56:20.960] That's making all the moms that daycare, making them say, Oh, that mom's always smelling great.
[00:56:21.280 --> 00:56:23.600] And now you know it as well.
[00:56:23.600 --> 00:56:25.120] So, I hope you enjoyed this episode.
[00:56:25.120 --> 00:56:28.000] Go out and get you some brown sugar babe body oil.
[00:56:28.320 --> 00:56:32.320] And with that, I'll talk to you next week.
[00:56:32.640 --> 00:56:35.680] Hey guys, thanks for listening to Side Hustle Pro.
[00:56:35.680 --> 00:56:40.400] If you like the show, be sure to subscribe, rate, and review on Apple Podcasts.
[00:56:40.400 --> 00:56:44.160] It helps other side hustlers just like you to find the show.
[00:56:44.160 --> 00:56:48.800] And if you want to hear more from me, you can follow me on Instagram at SideHustle Pro.
[00:56:48.800 --> 00:56:55.920] Plus, sign up for my six-foot Saturday newsletter at sidehustlepro.co/slash newsletter.
[00:56:55.920 --> 00:57:03.280] When you sign up, you will receive weekly nuggets from me, including what I'm up to, personal lessons, and my business tip of the week.
[00:57:03.280 --> 00:57:08.000] Again, that's sidehustlepro.co/slash newsletter to sign up.
[00:57:08.000 --> 00:57:09.520] Talk to you soon.
[00:57:13.360 --> 00:57:15.440] Ready to elevate your skincare?
[00:57:15.440 --> 00:57:22.960] Introducing Medicate, a clinically proven dermatologist-recommended British skincare brand known for age-defying results.
[00:57:22.960 --> 00:57:34.240] You may have heard about growth factors as the must-have anti-aging ingredient, and that's why Medicaid is excited about their latest innovation, the Liquid Peptides Advanced MP Face Serum.
[00:57:34.240 --> 00:57:44.960] This serum harnesses the power of Growth Factor Mini Protein, a cutting-edge technology that mimics natural growth factors but goes deeper, delivering visible, transformative results.
[00:57:44.960 --> 00:57:53.600] Studies show immediate improvement in expression lines in just 10 minutes and a significant decrease in deep set wrinkles after eight weeks of use.
[00:57:53.600 --> 00:58:03.000] The Liquid Peptides Advanced MP Face Serum not only reduces wrinkles, but also gives a filler-like effect, smoothing out your skin's appearance dramatically.
[00:57:59.840 --> 00:58:04.760] Visit medicate.us.
[00:58:05.160 --> 00:58:09.560] That's M-E-D-I-K and the number 8.us.
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Prompt 2: Key Takeaways

Now please extract the key takeaways from the transcript content I provided.

Extract the most important key takeaways from this part of the conversation. Use a single sentence statement (the key takeaway) rather than milquetoast descriptions like "the hosts discuss...". 

Limit the key takeaways to a maximum of 3. The key takeaways should be insightful and knowledge-additive. 

IMPORTANT: Return ONLY valid JSON, no explanations or markdown. Ensure:
- All strings are properly quoted and escaped
- No trailing commas
- All braces and brackets are balanced
Format: {"key_takeaways": ["takeaway 1", "takeaway 2"]}

Prompt 3: Segments

Now identify 2-4 distinct topical segments from this part of the conversation.

For each segment, identify:
- Descriptive title (3-6 words)  
- START timestamp when this topic begins (HH:MM:SS format)
- Double check that the timestamp is accurate - a timestamp will NEVER be greater than the total length of the audio
- Most important Key takeaway from that segment. Key takeaway must be specific and knowledge-additive.
- Brief summary of the discussion

IMPORTANT: The timestamp should mark when the topic/segment STARTS, not a range. Look for topic transitions and conversation shifts.

Return ONLY valid JSON. Ensure all strings are properly quoted, no trailing commas:
{
  "segments": [
    {
      "segment_title": "Topic Discussion", 
      "timestamp": "01:15:30",
      "key_takeaway": "main point from this segment",
      "segment_summary": "brief description of what was discussed"
    }
  ]
}

Timestamp format: HH:MM:SS (e.g., 00:05:30, 01:22:45) marking the START of each segment.

Prompt 4: Media Mentions

Now scan the transcript content I provided for ACTUAL mentions of specific media titles:

Find explicit mentions of:
- Books (with specific titles)
- Movies (with specific titles)  
- TV Shows (with specific titles)
- Music/Songs (with specific titles)

DO NOT include:
- Websites, URLs, or web services
- Other podcasts or podcast names

IMPORTANT: 
- Only include items explicitly mentioned by name. Do not invent titles.
- Valid categories are: "Book", "Movie", "TV Show", "Music"
- Include the exact phrase where each item was mentioned
- Find the nearest proximate timestamp where it appears in the conversation
- THE TIMESTAMP OF THE MEDIA MENTION IS IMPORTANT - DO NOT INVENT TIMESTAMPS AND DO NOT MISATTRIBUTE TIMESTAMPS
- Double check that the timestamp is accurate - a timestamp will NEVER be greater than the total length of the audio
- Timestamps are given as ranges, e.g. 01:13:42.520 --> 01:13:46.720. Use the EARLIER of the 2 timestamps in the range.

Return ONLY valid JSON. Ensure all strings are properly quoted and escaped, no trailing commas:
{
  "media_mentions": [
    {
      "title": "Exact Title as Mentioned",
      "category": "Book",
      "author_artist": "N/A",
      "context": "Brief context of why it was mentioned",
      "context_phrase": "The exact sentence or phrase where it was mentioned",
      "timestamp": "estimated time like 01:15:30"
    }
  ]
}

If no media is mentioned, return: {"media_mentions": []}

Full Transcript

[00:00:00.240 --> 00:00:02.160] Ready to elevate your skincare?
[00:00:02.160 --> 00:00:09.600] Introducing Medicate, a clinically proven dermatologist-recommended British skincare brand known for age-defying results.
[00:00:09.600 --> 00:00:20.880] You may have heard about growth factors as the must-have anti-aging ingredient, and that's why Medicaid is excited about their latest innovation: the Liquid Peptides Advanced MP Face Serum.
[00:00:20.880 --> 00:00:31.600] This serum harnesses the power of Growth Factor Mini Protein, a cutting-edge technology that mimics natural growth factors but goes deeper, delivering visible, transformative results.
[00:00:31.600 --> 00:00:40.240] Studies show immediate improvement in expression lines in just 10 minutes and a significant decrease in deep-set wrinkles after eight weeks of use.
[00:00:40.240 --> 00:00:49.600] The Liquid Peptides Advanced MP Face Serum not only reduces wrinkles but also gives a filler-like effect, smoothing out your skin's appearance dramatically.
[00:00:49.600 --> 00:00:51.840] Visit medicate.us.
[00:00:51.840 --> 00:00:56.240] That's M-E-D-I-K and the number 8.us.
[00:00:56.240 --> 00:01:00.640] Use code Podcast20 for 20% off your purchase today.
[00:01:01.280 --> 00:01:04.320] Race the runners, raise the sales, raise the sales.
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[00:01:06.400 --> 00:01:06.960] Over.
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[00:01:26.800 --> 00:01:29.760] Get started today at linkedin.com/slash campaign.
[00:01:29.760 --> 00:01:31.760] Terms and conditions apply.
[00:01:34.640 --> 00:01:38.160] Yeah, like you really have to adjust your thinking.
[00:01:38.160 --> 00:01:48.480] You have to adjust your plan because, like, you know, if your goal, oh, I don't want to be in debt, I don't want to be in debt, then you really have to have a entrepreneur.
[00:01:52.320 --> 00:02:01.000] You're listening to Side Hustle Pro, the podcast that teaches you to build and grow your side hustle from passion project to profitable business.
[00:02:01.000 --> 00:02:03.960] And I'm your host, Nikayla Matthews Okome.
[00:01:59.840 --> 00:02:05.400] So let's get started.
[00:02:07.640 --> 00:02:08.280] Hey, friends.
[00:02:08.280 --> 00:02:09.880] Hey, welcome, welcome back to the show.
[00:02:09.880 --> 00:02:18.840] It's Nikayla here, and you are in for a treat in an awesome, vulnerable, real conversation with Makeda Gibbons today.
[00:02:18.840 --> 00:02:20.920] So let me get right into her bio.
[00:02:20.920 --> 00:02:30.840] Makeda Gibbons is the founder and CEO of Brown Sugar Babe, a fast-growing fragrance brand known for its natural, high-quality fragrances and body care.
[00:02:30.840 --> 00:02:38.600] Dubbed the internet's favorite body oil, the brand has captivated audiences through its social virality and devoted following.
[00:02:38.600 --> 00:02:42.280] For Gibbons, fragrance has always been deeply personal.
[00:02:42.280 --> 00:02:56.200] First, as a way to stay connected to her mother while growing up in Trinidad, and later as a source of comfort during her career as a loan officer at Bank of America, where she relied on scent to ease stress and ground herself.
[00:02:56.200 --> 00:03:03.800] Frustrated by the lack of luxurious, clean fragrances, she began crafting her own oil-based blends and sugar scrubs.
[00:03:03.800 --> 00:03:11.480] What started as a personal passion quickly gained traction with friends and colleagues clamoring for her creations.
[00:03:11.480 --> 00:03:21.880] Recognizing the demand, she turned her hobby into a business, officially launching Brown Sugar Babe in January 2019 with zero outside investment.
[00:03:21.880 --> 00:03:36.760] Under Gibbons's leadership, Brown Sugar Babe has grown into a multi-million dollar brand, beloved for its rich, long-lasting scents, commitment to natural ingredients, and authentic engagement with the fragrance community.
[00:03:36.760 --> 00:03:44.440] As the brand expands beyond body oils, Makeda is set to introduce home fragrance products, a retail space, and more.
[00:03:44.440 --> 00:03:50.400] Further solidifying Brown Sugar Babe's place in the luxury self-care space.
[00:03:50.400 --> 00:03:59.440] With an unwavering commitment to quality and innovation, she continues to position Brown Sugar Babe as a standout in the beauty industry.
[00:03:59.440 --> 00:04:14.320] And, guys, what I love about Brown Sugar Babe and Makeda's story is just how transparent she is about her numbers, about growth, about what it looks like to self-fund and what that really requires and entails.
[00:04:14.320 --> 00:04:17.520] And so, we just really talked for real on this episode.
[00:04:17.520 --> 00:04:18.800] So, I hope you enjoy it.
[00:04:18.800 --> 00:04:20.800] Let's get right into it.
[00:04:23.360 --> 00:04:24.000] All right.
[00:04:24.000 --> 00:04:26.640] So, Makeda, welcome, welcome to the guest chair.
[00:04:26.640 --> 00:04:28.400] Thank you so much for being here.
[00:04:28.400 --> 00:04:28.960] Awesome.
[00:04:28.960 --> 00:04:29.920] Thank you for having me.
[00:04:29.920 --> 00:04:31.920] I appreciate you inviting me.
[00:04:31.920 --> 00:04:34.560] I'm so glad we're able to make this happen.
[00:04:34.560 --> 00:04:43.360] As I was talking about before we jumped into recording, you know, I love when I'm able to truly experience a brand before I talk to the founder.
[00:04:43.360 --> 00:04:49.200] It just adds a whole new level of just appreciation for your origin story.
[00:04:49.200 --> 00:04:53.600] So, I know that you were not always a founder of Brown Sugar Babe.
[00:04:53.600 --> 00:04:58.960] So, tell us, where did the journey start for you with side hustling?
[00:04:58.960 --> 00:05:03.120] So, I have always had an entrepreneurial spirit.
[00:05:03.120 --> 00:05:14.400] I've had at least three businesses prior to this one, and I've always kept a main job as well as doing something on the side to supplement income.
[00:05:15.200 --> 00:05:32.440] In 2018, is when I think I started to take my passion for this particular business seriously and really applying myself to the process, but I also kept my main thing, my main gig at Bank of America.
[00:05:32.760 --> 00:05:38.920] So, tell us about your road to Bank of America because that's a very high-profile company, very impressive.
[00:05:38.920 --> 00:05:40.280] What was your role there?
[00:05:40.280 --> 00:05:44.600] And what was your background prior to starting your fragrance brand?
[00:05:44.600 --> 00:05:51.400] Yeah, so I started initially with Bank of America and I want to say 2005.
[00:05:51.640 --> 00:05:55.960] I was an insurance agent for their home loans department.
[00:05:55.960 --> 00:06:02.920] And so, we wrote the insurance policies for homeowners who came on with a mortgage.
[00:06:02.920 --> 00:06:10.440] After that department, I left for a little while and then I came back in Bank of America's credit card department.
[00:06:10.920 --> 00:06:18.120] And so, I started kind of a trajectory from there in the financial services space in the bank.
[00:06:18.120 --> 00:06:22.600] After the credit card department, I got promoted to loans.
[00:06:22.600 --> 00:06:28.440] So, I was a loan officer at the time that I left, and I left in 2022.
[00:06:28.440 --> 00:06:35.320] But for the most part, I've always kind of dabbled, like my brain has always been in the financial space.
[00:06:35.640 --> 00:06:42.840] Before that, I owned an insurance agency and you know, some other things, but yeah, so finance has always been my thing.
[00:06:42.840 --> 00:06:43.400] Interesting.
[00:06:43.400 --> 00:06:45.480] Well, that certainly helps with starting a business.
[00:06:45.480 --> 00:06:46.920] We'll get into that.
[00:06:46.920 --> 00:06:55.240] But you also have this creative side, and you are far too creative to just be in a cubicle in finance.
[00:06:55.240 --> 00:07:00.920] So, tell us how fragrance played into your corporate job while you were there.
[00:07:00.920 --> 00:07:02.120] How you used it?
[00:07:02.600 --> 00:07:11.080] It was the catalyst because the job was actually well, the job of a loan officer is very, very stressful.
[00:07:11.080 --> 00:07:20.160] Um, from dealing with the client to, you know, trying to make sure that you hit your goals, um, you know, and all of those things.
[00:07:14.840 --> 00:07:26.960] And so, trying to do that, I had to find a very easy way to decompress.
[00:07:26.960 --> 00:07:30.640] And one of the ways that I did that was with fragrance.
[00:07:30.640 --> 00:07:42.160] And I would have, you know, in my little cubicle, I would have like a bottle of oil or perfume or something, rub it on my hand, and I'm on a call and I would rub it into my hand, smell it.
[00:07:42.160 --> 00:07:49.680] And I would immediately just kind of, you know, unclench my jaw and, you know, sit into my space.
[00:07:49.680 --> 00:07:50.240] Yes.
[00:07:50.560 --> 00:07:51.840] So smart.
[00:07:51.840 --> 00:07:53.360] Oh, that just reminds me.
[00:07:53.360 --> 00:07:58.400] Literally before this interview, I was telling my husband, like, he had just made some eggs.
[00:07:58.400 --> 00:08:03.040] And I'm like, you know, you got to wash out this pot because that's not the flavor.
[00:08:03.040 --> 00:08:06.400] That's not the scent vine that I need right now in the house.
[00:08:06.400 --> 00:08:07.680] Because, you know, we work from home.
[00:08:07.680 --> 00:08:10.240] I'm like, we got to, you know, get that out of here.
[00:08:10.240 --> 00:08:14.400] So scents and just your environment is so, so important.
[00:08:14.800 --> 00:08:15.520] Important.
[00:08:15.520 --> 00:08:18.080] Were you making those yourself?
[00:08:18.320 --> 00:08:19.120] I was.
[00:08:19.120 --> 00:08:19.600] Yeah.
[00:08:19.600 --> 00:08:22.720] So fragrance has always been a part of my story.
[00:08:22.720 --> 00:08:25.440] I am originally from Trinidad and Tobago.
[00:08:25.440 --> 00:08:25.920] Oh, yes.
[00:08:25.920 --> 00:08:27.280] Island girl.
[00:08:27.280 --> 00:08:28.400] Island girl.
[00:08:28.400 --> 00:08:34.160] And so my mom left when I was like maybe five or six or something like that.
[00:08:34.160 --> 00:08:37.840] And I remember her leaving articles of clothing.
[00:08:38.320 --> 00:08:44.720] And it used to really soothe me to just smell her clothing while she was away, you know.
[00:08:45.040 --> 00:08:48.960] And from then, I knew fragrance was powerful.
[00:08:49.280 --> 00:08:57.840] And I would use her clothing to, like, if I'm upset or if I felt like it, and you know, those are like, that's getting into the formidable years, right?
[00:08:58.160 --> 00:09:04.600] And so I would use her clothing to just kind of calm myself, kind of the same thing, you know.
[00:09:04.920 --> 00:09:07.960] That's kind of how my love affair with fragrance started.
[00:09:07.960 --> 00:09:14.120] And it inserted itself into my life in different ways, you know, throughout my early adulthood and things like that.
[00:09:14.120 --> 00:09:20.680] But when I really needed it, that's when I started paying attention to the benefits of it.
[00:09:20.680 --> 00:09:21.400] Ooh.
[00:09:21.720 --> 00:09:23.720] So she left to come to the U.S.
[00:09:24.040 --> 00:09:24.760] U.S., yes.
[00:09:25.080 --> 00:09:27.880] And then was able to re you were able to reunite.
[00:09:28.840 --> 00:09:30.600] I didn't know we had so much in common.
[00:09:30.600 --> 00:09:31.640] A similar story.
[00:09:31.640 --> 00:09:34.440] My mom, when I was six, I had moved to the U.S.
[00:09:34.440 --> 00:09:35.320] for a nursing program.
[00:09:35.400 --> 00:09:36.200] Where are you from?
[00:09:36.200 --> 00:09:37.160] I'm from Jamaica.
[00:09:37.160 --> 00:09:41.960] So yeah, until I was, no, she moved when I was five.
[00:09:41.960 --> 00:09:46.520] And then, you know, we were able to all come up a year later when I was six.
[00:09:46.520 --> 00:09:48.040] So talk about sacrifice, right?
[00:09:48.040 --> 00:09:55.560] That early picture of a mom, you know, taking this big leap because she knew that opportunities were coming.
[00:09:55.560 --> 00:10:00.840] And you might not have realized it then, but it also is playing into your entrepreneurial journey.
[00:10:00.920 --> 00:10:01.480] Absolutely.
[00:10:01.800 --> 00:10:06.280] Being able to assess when risk is worth it, when there's a lot on the line, but it's worth it.
[00:10:07.000 --> 00:10:21.800] Yeah, very cool parallel because someone who feels safe in spaces, they, you know, that could work to their detriment where they are complacent and, you know, that kind of vibe.
[00:10:21.800 --> 00:10:27.480] But like me, I've always seen the women in my life take risk to make things happen.
[00:10:27.480 --> 00:10:28.120] Yeah.
[00:10:28.120 --> 00:10:29.480] Exactly, exactly.
[00:10:29.800 --> 00:10:36.120] And so now you have these associations with scents, which I think we all do, right?
[00:10:36.120 --> 00:10:38.760] We know what someone smells like.
[00:10:38.760 --> 00:10:44.720] It is comforting to have someone's shirt, for example, when you're in home with them and or a family member.
[00:10:44.720 --> 00:10:46.560] So you've had that connection.
[00:10:44.440 --> 00:10:51.360] Now you're working in corporate space and you're using that to soothe your nervous system.
[00:10:51.680 --> 00:10:55.120] When do you start to make products for other people?
[00:10:55.440 --> 00:11:00.240] So it started because obviously the scent started permeating the office.
[00:11:00.240 --> 00:11:00.640] Yes.
[00:11:00.880 --> 00:11:15.680] And so my co-workers, even like my family and friends, would, and my thing, my shtick is I love a fragrance that has a great siage, great performance.
[00:11:15.680 --> 00:11:16.880] It throws.
[00:11:17.200 --> 00:11:19.440] And so that's what was happening.
[00:11:19.440 --> 00:11:22.720] And everybody would be like, I need some of that.
[00:11:22.720 --> 00:11:23.440] I need some of that.
[00:11:23.440 --> 00:11:34.480] And so I started making it into products that you could use in your everyday life, like sugar scrubs, body oils, which were on the body oils now because I've perfected it a little bit.
[00:11:34.800 --> 00:11:35.440] Yes, you have.
[00:11:35.440 --> 00:11:36.240] Yes, you have.
[00:11:36.240 --> 00:11:37.760] We'll talk about it.
[00:11:39.440 --> 00:11:50.240] But yeah, so it started where, and then it got to be so much that I was like, okay, I have to start charging for this because I was just doing it in small batches for myself to use.
[00:11:50.240 --> 00:11:59.040] And then as it kind of started snowballing, I started buying bigger batches and I started mixing a little bit more and so on.
[00:11:59.040 --> 00:12:01.760] And that's, you know, here we are.
[00:12:01.760 --> 00:12:02.720] Here we are.
[00:12:02.720 --> 00:12:08.160] And how did you get into the combination, the mixing of it, all the science behind it?
[00:12:08.160 --> 00:12:14.400] Because obviously you have to think about, okay, does this scent change when it's in this container?
[00:12:14.400 --> 00:12:19.360] And how do you start to learn all of that on your own while working a full-time job?
[00:12:19.360 --> 00:12:21.520] YouTube University.
[00:12:21.840 --> 00:12:23.600] Shout out to YouTube.
[00:12:23.600 --> 00:12:25.200] YouTube University.
[00:12:25.600 --> 00:12:27.200] I also read a lot of books.
[00:12:27.200 --> 00:12:30.000] I read a lot of, you know, industry books.
[00:12:30.840 --> 00:12:38.600] I've taken a couple of courses, not like certifications or anything, but I've taken a couple of courses on how to do certain things.
[00:12:38.600 --> 00:12:42.040] But the jump off was YouTube University.
[00:12:42.040 --> 00:12:42.600] Yes.
[00:12:42.600 --> 00:12:42.920] Yeah.
[00:12:42.920 --> 00:12:47.000] And then when I started taking it seriously, I started, I was like, okay, I need to be more official.
[00:12:47.000 --> 00:12:58.520] So I always love when people talk about just how much you can learn on your own and you don't need permission or any certification to just learn, practice, and get really good.
[00:12:58.520 --> 00:13:02.120] And YouTube University being out there is amazing.
[00:13:02.120 --> 00:13:07.320] And it's also funny because a lot of times people hold things to their chest, me included, right?
[00:13:07.560 --> 00:13:11.880] In terms of like, oh, I'm working on this thing, but if I tell anybody else, then they're going to do it.
[00:13:11.880 --> 00:13:14.120] But honestly, there's room for everybody.
[00:13:14.120 --> 00:13:21.960] And no one's going to, no one's going to take it as seriously as you, you know, and even other people who are taking it as seriously.
[00:13:22.680 --> 00:13:23.160] You know what I mean?
[00:13:24.680 --> 00:13:27.480] Yeah, you're always going to have your own sauce.
[00:13:27.480 --> 00:13:28.120] Yes.
[00:13:28.120 --> 00:13:33.480] I think that there is space for everyone to do anything that they want.
[00:13:33.960 --> 00:13:42.440] And I think that the way that I think of and execute something is always going to be different and wonderful.
[00:13:42.440 --> 00:13:45.560] Like somebody else could do the exact same thing that I'm doing.
[00:13:45.560 --> 00:13:48.920] And I think my spin on it is always going to be my spin on it.
[00:13:48.920 --> 00:13:50.360] Always your spin.
[00:13:50.600 --> 00:13:51.080] Yeah.
[00:13:51.480 --> 00:13:59.800] And in order for them to just live their life copying you, they would literally just have to sit up on your page, just like talking to you every day, like, oh, she made this.
[00:13:59.800 --> 00:14:05.160] Now let me try to make it, you know, like it's impossible for them to truly recreate.
[00:14:05.160 --> 00:14:08.200] I think there are different passion levels.
[00:14:08.200 --> 00:14:15.600] And so I think that my passion for what I do is going to be totally different and it's going to show in the work.
[00:14:14.840 --> 00:14:17.360] Yes, absolutely.
[00:14:17.680 --> 00:14:25.200] So, as you started to sell these fragrances, when did you put up a website and start to do online orders?
[00:14:25.200 --> 00:14:29.040] So, this was, I want to say, April of 2019.
[00:14:29.040 --> 00:14:34.000] I made the leap and I created a Shopify site.
[00:14:34.000 --> 00:14:35.600] Didn't know what I was doing.
[00:14:35.600 --> 00:14:37.840] I didn't know how to fulfill an order.
[00:14:37.840 --> 00:14:39.120] I had to read.
[00:14:39.120 --> 00:14:41.760] I had to do in addition to my job.
[00:14:41.760 --> 00:14:42.000] Right.
[00:14:42.080 --> 00:14:50.160] I was going to say, you said you made the leap, but you're actually still at work, but you made the leap to start to side hustle officially into a practice.
[00:14:50.160 --> 00:14:51.040] Yes, correct.
[00:14:51.040 --> 00:14:51.680] Yeah.
[00:14:51.680 --> 00:14:54.320] So, I started a Shopify site.
[00:14:55.120 --> 00:15:04.000] That beginning stage is really, really weird because, like, I'm trying to find my aesthetic and my space in that community.
[00:15:04.000 --> 00:15:08.080] And it took so many tries for me to say, okay, this is who we are.
[00:15:08.080 --> 00:15:10.240] This is how I want to present to the world.
[00:15:10.240 --> 00:15:16.480] This is how I feel like the babes would receive this, you know.
[00:15:16.480 --> 00:15:18.320] And it takes a while.
[00:15:18.320 --> 00:15:24.000] I look back on some of our first labels and I cringe.
[00:15:24.720 --> 00:15:39.040] I have a story about how it was almost launch time, and I, it was at Kinko, well, Kinko's FedEx Kinko's, and that's where I actually printed our first labels from FedEx Kinko's.
[00:15:39.040 --> 00:15:40.480] And they were so ugly.
[00:15:41.280 --> 00:15:43.840] Were they still the like the brown gold?
[00:15:43.840 --> 00:15:45.440] Like, no, no, no, no.
[00:15:45.600 --> 00:15:47.120] No, it was so ugly.
[00:15:47.120 --> 00:15:49.840] It was like a craft paper type of vibe.
[00:15:49.840 --> 00:15:50.400] Okay.
[00:15:50.400 --> 00:15:56.160] And I actually spent time like the brown sugar babe that you see before you today.
[00:15:56.160 --> 00:16:03.880] I took some like time off and mentally like, Makeda, how do you want to present to the world?
[00:16:04.200 --> 00:16:08.520] And I crafted this thing, but I wanted to start it.
[00:16:08.520 --> 00:16:10.120] I think that's the hardest part.
[00:16:10.120 --> 00:16:11.560] Starting is the hardest part.
[00:16:11.560 --> 00:16:12.920] And then I made it pretty.
[00:16:12.920 --> 00:16:13.480] Exactly.
[00:16:13.480 --> 00:16:14.840] Starting is the hardest.
[00:16:14.840 --> 00:16:18.920] And then continuing to keep going is the next hardest part.
[00:16:18.920 --> 00:16:22.360] But I saw something the other day that was like, starting is not the hardest part.
[00:16:22.360 --> 00:16:23.880] I'm like, yes, it is.
[00:16:24.360 --> 00:16:26.520] Because you can really talk yourself out of it.
[00:16:26.520 --> 00:16:27.640] Like, this is ugly.
[00:16:27.640 --> 00:16:28.440] I can't sell this.
[00:16:28.440 --> 00:16:29.400] Nobody wants this.
[00:16:29.400 --> 00:16:30.680] But tell me something.
[00:16:30.680 --> 00:16:34.360] Do you think your customers cared about that first packaging?
[00:16:34.360 --> 00:16:35.160] No, they didn't.
[00:16:35.160 --> 00:16:36.760] Just wanted what was inside.
[00:16:36.760 --> 00:16:37.160] Yeah.
[00:16:37.480 --> 00:16:43.480] And I have people that are still a part of the community now that were when I began.
[00:16:43.480 --> 00:16:46.280] And they look back and they're like, oh my God.
[00:16:46.280 --> 00:16:49.800] Like, obviously everybody sees the transition.
[00:16:49.800 --> 00:16:50.280] Yes.
[00:16:50.280 --> 00:16:52.280] But it's like, it was a leap.
[00:16:52.280 --> 00:16:56.840] It was like a like ugly duckling times 10.
[00:16:56.840 --> 00:17:00.520] And it turned into a swan, like really, really truly.
[00:17:00.520 --> 00:17:04.360] And see, I can't even picture that because I've only seen you as the swan.
[00:17:04.360 --> 00:17:07.560] I encountered your brand as the swan.
[00:17:07.560 --> 00:17:11.640] And that's why it's important to remember and even scroll back sometimes, right?
[00:17:11.640 --> 00:17:16.360] Scroll back in people's Instagram because you'll see the old.
[00:17:16.520 --> 00:17:18.360] No, no, archive it.
[00:17:19.320 --> 00:17:21.080] It's going to inspire other people.
[00:17:21.080 --> 00:17:21.960] And I mean, it doesn't.
[00:17:22.360 --> 00:17:23.320] What's someone going to say?
[00:17:23.320 --> 00:17:25.400] Oh, no, she started out with uglier packaging.
[00:17:25.400 --> 00:17:26.520] I'm not buying from her.
[00:17:26.840 --> 00:17:27.800] Gosh.
[00:17:27.800 --> 00:17:30.360] But the product sold, you know, the product sold.
[00:17:30.360 --> 00:17:38.680] But I was like, you, the vision that I had, I had, I literally started this business with $300.
[00:17:38.680 --> 00:17:39.080] Yes.
[00:17:39.080 --> 00:17:40.440] $300.
[00:17:40.440 --> 00:17:46.240] And I obviously didn't have the budget for the pretty things in the beginning, but you know.
[00:17:51.920 --> 00:17:54.720] What did fulfillment look like for you?
[00:17:54.720 --> 00:17:59.360] Literally doing it all yourself, or did you bring in family, loved ones?
[00:17:59.680 --> 00:18:00.960] A little bit of both.
[00:18:01.520 --> 00:18:03.520] So in the beginning, it was just me.
[00:18:03.520 --> 00:18:08.560] I made the product, I marketed, I fulfilled, I did everything.
[00:18:08.560 --> 00:18:14.400] And it was such a rush to get like four orders in a week.
[00:18:14.400 --> 00:18:21.280] Now we get 10,000 orders per month, plus like it's like 12, 13,000 orders per month.
[00:18:21.280 --> 00:18:22.000] Wow.
[00:18:22.000 --> 00:18:29.600] And I'm about to order after this episode because, you know, researching the episode, I'm like, no, let me restock on this, this, this.
[00:18:31.360 --> 00:18:47.360] Yeah, there's a, I think there's a video somewhere, it might be on Instagram of me like strapping in some of the pack like four boxes that over a week, because I used to fulfill like once per week because, you know, I had, you know, my job.
[00:18:47.360 --> 00:18:56.720] And it was like a, I put the seatbelt on the four boxes and I'm like driving around so proud with it's funny.
[00:18:57.040 --> 00:18:57.840] Oh my gosh.
[00:18:57.920 --> 00:18:59.680] I was like, oh, I'm doing something.
[00:18:59.680 --> 00:19:00.160] Little did you know.
[00:19:00.240 --> 00:19:02.080] I'm doing that with these four boxes.
[00:19:02.080 --> 00:19:02.640] Yep.
[00:19:02.640 --> 00:19:03.840] Little did you know.
[00:19:03.840 --> 00:19:05.520] So you mentioned the marketing.
[00:19:05.520 --> 00:19:09.360] What were you doing in the early days to market the business?
[00:19:09.360 --> 00:19:12.720] It was a lot of trial and error.
[00:19:12.720 --> 00:19:18.400] For example, I would do a lot of shows like pop-ups.
[00:19:18.400 --> 00:19:21.520] Like, I really wanted to get it into people's hands.
[00:19:21.760 --> 00:19:23.600] Like, that was my main focus.
[00:19:23.600 --> 00:19:28.960] Like, that was the only strategy I had was to get it into people's hands, let them try it.
[00:19:29.280 --> 00:19:40.040] And one big secret, I don't know, you know, if you're going to ask this later, but one big thing I think a lot of founders could benefit from: make sure there is a budget to give away stuff.
[00:19:41.320 --> 00:19:53.880] Make sure there is a budget to give away stuff because at the end of the day, like you, if you don't have a name for yourself, you're going to have to prove to people, hey, this is something that you want.
[00:19:53.880 --> 00:20:00.680] And the only way for them to do that with no risk is for you to have a budget to, yeah.
[00:20:00.680 --> 00:20:02.040] That's such a good tip.
[00:20:02.040 --> 00:20:15.240] And when you say, I just needed to get it into their hands, I understand you because you guys, once you get one of these body oils into your hands, and once you smell this, you're like, oh, okay.
[00:20:15.480 --> 00:20:17.480] Ask me what's going on here.
[00:20:19.400 --> 00:20:21.160] I need some more of this.
[00:20:21.160 --> 00:20:25.240] Let me tell you, your team was so gracious enough to send me some.
[00:20:25.240 --> 00:20:29.160] And I didn't have the one before.
[00:20:29.160 --> 00:20:29.800] What is it?
[00:20:29.800 --> 00:20:30.440] Wild.
[00:20:30.680 --> 00:20:31.160] Why is it?
[00:20:31.240 --> 00:20:31.960] Wild card.
[00:20:31.960 --> 00:20:32.600] Wild card.
[00:20:32.600 --> 00:20:35.400] I was going to say wild card, but for some reason, I was like, wait, is it wild card?
[00:20:35.400 --> 00:20:36.280] So wild card.
[00:20:36.520 --> 00:20:38.440] Obviously, I know that's the best seller.
[00:20:38.440 --> 00:20:39.400] I wanted to try it.
[00:20:39.400 --> 00:20:41.480] So, you know, I'm rushing every day.
[00:20:41.480 --> 00:20:43.800] I'm rushing to daycare to drop off my daughter, right?
[00:20:43.800 --> 00:20:46.280] Just looking all types of ways.
[00:20:46.280 --> 00:20:50.120] And, but I'm like, let me just dab on a bit of this, just make myself feel put together.
[00:20:50.120 --> 00:20:51.160] I don't think much about it.
[00:20:51.160 --> 00:20:53.640] I dab it on, you know, it melts and it's nice.
[00:20:53.640 --> 00:20:58.760] It's, it's like when you first smell it, it's, it's bold, but then it doesn't overpower you.
[00:20:58.760 --> 00:21:00.760] So you forget you have it on.
[00:21:00.760 --> 00:21:05.080] So I go into daycare and they're like, oh, mom, you smell amazing.
[00:21:05.720 --> 00:21:06.680] I'm like, really?
[00:21:07.000 --> 00:21:07.640] Oh, wow.
[00:21:07.640 --> 00:21:08.040] Thank you.
[00:21:08.040 --> 00:21:11.640] And in my head, I'm like, I need about five more bottles.
[00:21:11.640 --> 00:21:12.280] Yeah.
[00:21:11.920 --> 00:21:14.680] Yeah, yeah, I need about five more bottles.
[00:21:14.680 --> 00:21:15.360] Yeah, yeah.
[00:21:15.680 --> 00:21:25.200] So, once you get it into people's hands, you will immediately see the ROI of having given those for free.
[00:21:25.200 --> 00:21:27.600] Yes, absolutely, immediately.
[00:21:27.600 --> 00:21:39.600] Did you ever feel though, like, okay, this particular show wasn't worth it, or how did you start to decipher what was worth your time when it came to pop-ups and fees for booths and things like that?
[00:21:40.400 --> 00:21:42.400] It was a lot of trial and error.
[00:21:42.400 --> 00:21:47.040] One really, and I'm not sure where you are, but like I'm in New York City.
[00:21:47.040 --> 00:21:48.080] You're in New York City, okay?
[00:21:48.400 --> 00:21:57.840] So, here in Atlanta, there's uh this space called Pond City Market, and they always they're they really pour into small businesses.
[00:21:57.840 --> 00:22:03.040] And so, for the summertime, they have a series of like make it's called makers market.
[00:22:03.040 --> 00:22:12.160] So, I, you know, the year that I kind of started with that plan, I made sure that we were there as many times as possible, you know.
[00:22:12.160 --> 00:22:20.800] And there was a time too that I was selling out of my trunk, like I was literally like carrot, like I would make the small batches and I would have it in the truck.
[00:22:20.800 --> 00:22:25.360] People would place their orders and I would drive it to them, meet them somewhere, pick it.
[00:22:25.360 --> 00:22:35.520] So, I did everything that I could possibly do to make sure it was easy for people to get the products after they heard about it, or you know, but yeah.
[00:22:35.840 --> 00:22:43.760] And for product-based business owners who are listening to this, how did you measure the success of a particular market?
[00:22:43.760 --> 00:22:49.280] Did you pay attention to the order volume after the event?
[00:22:49.600 --> 00:22:50.480] I did.
[00:22:50.480 --> 00:22:58.000] Um, and it would be a situation where days after they're like, Hey, we need, I need some more of this.
[00:22:58.000 --> 00:23:04.520] Obviously, in the marketing process, you have your literature and contact information, QR codes, and all of that.
[00:23:04.840 --> 00:23:11.320] I would kind of look at the analytics over the month that we did something or and then see the growth from there.
[00:23:11.320 --> 00:23:17.480] But it's kind of like mushroomed after a certain point because it was like, okay, here we go.
[00:23:17.880 --> 00:23:30.920] You know, and then like we would go to these markets and then immediately after, like maybe days or you know, weeks after, you just kind of see the chart, like the analytics going up and up and up and up.
[00:23:30.920 --> 00:23:32.280] Yeah, nice, nice.
[00:23:32.280 --> 00:23:32.920] Yeah.
[00:23:40.840 --> 00:23:44.120] Let's talk a little bit about investment into the business upfront.
[00:23:44.120 --> 00:23:52.200] While you were side hustling, before you were full-time with it, like what did it really cost to build this business from scratch?
[00:23:53.480 --> 00:24:00.760] Okay, so I mentioned earlier that this initially started with a $300 investment.
[00:24:00.760 --> 00:24:08.360] After one of my paychecks from Bank of America, I paid all my bills and I had $300 left over.
[00:24:08.360 --> 00:24:16.600] And I bought more raw materials than I had ever did because I wanted to start really taking this seriously.
[00:24:16.920 --> 00:24:21.640] And from there, obviously, like every month I didn't have the ability to do that.
[00:24:21.640 --> 00:24:27.240] So I started putting things on like my credit cards, which, you know, everybody's financial habits are different.
[00:24:27.240 --> 00:24:29.240] So, you know, I'm not here to tell anybody.
[00:24:29.240 --> 00:24:31.160] But I had a couple of credit cards.
[00:24:31.160 --> 00:24:33.240] My sister had a credit card.
[00:24:33.240 --> 00:24:40.760] When I decided that, okay, we need to start doing ads, we need to start like improving the packaging.
[00:24:40.760 --> 00:24:45.360] So we basically self-funded everything.
[00:24:44.840 --> 00:24:49.600] So we didn't take any loans, we didn't take any, you know, all of that stuff.
[00:24:49.920 --> 00:24:55.040] So every dollar that we made, we reinvested it back into the business.
[00:24:55.040 --> 00:25:01.040] Like there were, I think for the first two years, I didn't really pay myself anything.
[00:25:01.360 --> 00:25:04.560] I just lived off of my salary.
[00:25:04.560 --> 00:25:07.680] So yes, two years of investment.
[00:25:07.680 --> 00:25:09.280] This is really good information.
[00:25:09.280 --> 00:25:13.280] So you were reinvesting into the business.
[00:25:13.280 --> 00:25:16.800] And what were you starting to see on the revenue side?
[00:25:16.800 --> 00:25:20.160] Were you profitable but still investing back?
[00:25:20.160 --> 00:25:23.040] Or were you still not yet seeing a profit?
[00:25:23.040 --> 00:25:23.920] The first option.
[00:25:23.920 --> 00:25:27.120] So for the first two years, I started reinvesting.
[00:25:27.120 --> 00:25:32.800] And there was a point of no return where like I maxed out all of my credit cards.
[00:25:32.800 --> 00:25:35.440] And I was like, it's time to go.
[00:25:35.440 --> 00:25:39.680] It's time to like really push this forward because of the potential.
[00:25:39.680 --> 00:25:45.280] So just to give you an example, like the first full year of sales was 2019.
[00:25:45.920 --> 00:25:50.640] And I think the revenue was 6K.
[00:25:50.640 --> 00:25:52.640] If I'm, yeah, about 6K.
[00:25:52.640 --> 00:25:53.680] $6,000.
[00:25:54.480 --> 00:25:55.360] $6,000.
[00:25:57.120 --> 00:26:03.280] The second year, it was $24,000.
[00:26:03.600 --> 00:26:06.640] Third year, $300,000.
[00:26:06.960 --> 00:26:07.520] What?
[00:26:07.840 --> 00:26:10.320] What do you attribute to that leap?
[00:26:10.320 --> 00:26:19.200] So I'm going to say this, but I want the people listening to really do their work before deciding to do this.
[00:26:19.520 --> 00:26:24.800] I started working with influencers in the second year.
[00:26:24.800 --> 00:26:31.880] Influencer marketing is a hornet's nest of success.
[00:26:29.760 --> 00:26:35.800] It could literally push you forward in a way that you're not ready for.
[00:26:36.440 --> 00:26:44.680] Listening to your community and formulating based on their desires is what I did, as well as influencer marketing.
[00:26:44.680 --> 00:26:52.920] When I started working with influencers, I saw a huge, huge, huge, huge growth spurt.
[00:26:53.080 --> 00:26:54.360] And it's still happening.
[00:26:54.360 --> 00:27:02.360] And there was a point where, like, we would beg influencers to work with us, and now they're like beating down our door, trying to work with us.
[00:27:02.360 --> 00:27:02.840] Yeah.
[00:27:03.160 --> 00:27:07.800] Why do you think it's a hornets nets of success?
[00:27:08.440 --> 00:27:11.880] Because there's good and bad with everything, right?
[00:27:11.880 --> 00:27:17.560] Social media is a very useful tool, but when they're for you, they're for you.
[00:27:17.560 --> 00:27:21.160] But when they're against you, baby.
[00:27:21.480 --> 00:27:22.440] You're going down.
[00:27:22.760 --> 00:27:24.040] You're going down.
[00:27:24.920 --> 00:27:25.960] You're going down.
[00:27:26.120 --> 00:27:27.480] But it's wild.
[00:27:27.480 --> 00:27:28.840] It's wild.
[00:27:28.840 --> 00:27:29.240] Yeah.
[00:27:29.560 --> 00:27:32.360] Very, like I said, cautionary tale.
[00:27:32.360 --> 00:27:33.880] Like, it's really useful.
[00:27:33.880 --> 00:27:35.560] It is really, really useful.
[00:27:35.560 --> 00:27:38.520] But you have to be careful what you ask for.
[00:27:38.520 --> 00:27:45.720] I still work with so many influencers, but it's like one person, like, it's like the mob mentality.
[00:27:45.720 --> 00:27:53.480] Like, if something happens, like if somebody's package is messed up or something like that, it's just like, woo!
[00:27:53.480 --> 00:27:54.440] Wow.
[00:27:54.440 --> 00:27:58.120] So tell us about when you started working with influencers.
[00:27:58.120 --> 00:28:09.240] I'm assuming, correct me if I'm wrong, that you were offering product, and were you asking them to review it, or were you just saying, Here's some product if you like it, share it, that kind of approach?
[00:28:09.240 --> 00:28:10.440] It was a mixture.
[00:28:10.440 --> 00:28:12.280] It was a mixture of both.
[00:28:12.320 --> 00:28:16.560] Um, like some of them reviewed it, and it just kind of caught on, honestly.
[00:28:16.560 --> 00:28:25.040] Like, that's the virility, the viral type, yeah, a vibe that happens when somebody really likes something and they have a lot of followers.
[00:28:25.360 --> 00:28:27.600] It starts, you know, a wildfire.
[00:28:27.600 --> 00:28:37.520] But it's a mixture of both where we ask them, they review it, yet good or bad, and sometimes they purchase and talk about it on their own.
[00:28:37.520 --> 00:28:39.840] And it just kind of depends, yeah.
[00:28:39.840 --> 00:28:42.960] Yeah, because I remember I think it was Melissa, Mrs.
[00:28:43.200 --> 00:28:46.000] Kevin stage talking about, I think, rich auntie.
[00:28:46.000 --> 00:28:48.320] And I'm like, oh, I know, I love the names too.
[00:28:48.560 --> 00:28:50.240] So, you're really good at naming.
[00:28:50.240 --> 00:28:54.080] So, the mixture of the naming plus the scent makes it memorable.
[00:28:54.080 --> 00:29:00.640] So, to this day, you know, I was always like, oh, I still need to buy, I need to go check out Rich Auntie because we all relate to that, right?
[00:29:00.640 --> 00:29:03.040] That's what we want to be: aspire to be the rich auntie.
[00:29:03.280 --> 00:29:05.280] Absolutely, absolutely.
[00:29:05.280 --> 00:29:14.800] And that was a part of my strategy too: being intentional about the cultural aspect of fragrance for our community.
[00:29:14.800 --> 00:29:15.360] Yeah.
[00:29:15.600 --> 00:29:25.920] And when you say it can go either way, have you had an experience where someone just tried to take your brand down, or you just have seen that happen to other people?
[00:29:25.920 --> 00:29:29.200] Um, I wouldn't necessarily say take it down.
[00:29:29.200 --> 00:29:37.440] I think negativity has a propensity to spread faster than positivity.
[00:29:37.680 --> 00:29:38.720] That's so true.
[00:29:38.720 --> 00:29:39.200] Yeah.
[00:29:39.200 --> 00:29:39.680] Yeah.
[00:29:39.920 --> 00:29:48.080] Um, and so with one person that has a very big audience saying something negative, it could spread really fast.
[00:29:48.080 --> 00:29:51.200] And it's not necessarily that they're trying to take us down.
[00:29:51.520 --> 00:29:56.480] I think the world today uses social media for almost everything.
[00:29:56.480 --> 00:29:56.880] Yeah.
[00:29:56.880 --> 00:30:03.400] You know, and so that could be, you know, and doesn't necessarily think about the consequences, exactly.
[00:30:03.640 --> 00:30:10.680] But you know, thank goodness you're covered and you have way more support than you know, detractors.
[00:30:10.680 --> 00:30:12.680] So, let's talk a little bit about.
[00:30:12.680 --> 00:30:21.720] So, we talked, we're talking about finances, profitability, and by the third year, you saw that leap, but you're also investing more in ads as well, right?
[00:30:21.720 --> 00:30:22.760] Investing more in ads.
[00:30:23.080 --> 00:30:26.120] And were you paying some of your influencer campaigns?
[00:30:26.120 --> 00:30:27.000] Oh, absolutely, yeah.
[00:30:27.000 --> 00:30:29.320] I don't, yeah, I pay, yeah, we pay.
[00:30:29.400 --> 00:30:34.360] Um, I wanted to see if I could actually find the numbers like the exact same thing.
[00:30:35.080 --> 00:30:36.520] Yeah, yeah, that'll be okay.
[00:30:37.320 --> 00:30:39.800] And we appreciate you sharing this, yeah.
[00:30:40.120 --> 00:30:44.040] Um, so year one, it so I stand corrected.
[00:30:44.040 --> 00:30:52.600] So, year one, the total, this was 2019, total $405.92.
[00:30:52.600 --> 00:30:54.120] Wait, what was that?
[00:30:54.440 --> 00:30:55.880] No, that was just sales.
[00:30:55.880 --> 00:30:59.640] I'm just sharing the sales, okay, okay, okay, okay, yeah.
[00:30:59.640 --> 00:31:06.280] 2020, our total sales, $2,618.
[00:31:06.280 --> 00:31:14.600] Okay, okay, um, 2021, $14, about $300.
[00:31:14.600 --> 00:31:38.160] Okay, 2022, $24,312, 2023, $376,722, and 2024, $1,100, da-da-da-da.
[00:31:38.320 --> 00:31:39.560] Nice.
[00:31:40.760 --> 00:31:54.240] Well, first of all, I want to thank you because I don't think anyone has ever read out their numbers and shown us that progression of time, investment, and the growth that can happen with intentional marketing and strategy.
[00:31:54.240 --> 00:31:56.640] And at what point did you leave your job?
[00:31:56.640 --> 00:31:57.600] Just a year.
[00:31:58.080 --> 00:31:59.440] A year 2022.
[00:31:59.440 --> 00:32:01.120] So 2022.
[00:32:01.920 --> 00:32:06.720] And that's when you saw the 300,000 year in 2023 the next year.
[00:32:07.040 --> 00:32:08.880] And let me actually do this.
[00:32:08.880 --> 00:32:11.280] This is post this, these numbers.
[00:32:11.280 --> 00:32:12.000] I apologize.
[00:32:12.000 --> 00:32:13.920] It was from Black Friday.
[00:32:13.920 --> 00:32:15.120] Black Friday only.
[00:32:15.120 --> 00:32:15.520] Okay.
[00:32:15.520 --> 00:32:16.080] Black Friday.
[00:32:16.080 --> 00:32:16.480] Yeah.
[00:32:16.480 --> 00:32:16.720] Okay.
[00:32:17.600 --> 00:32:17.920] Yeah.
[00:32:18.800 --> 00:32:20.160] I posted a trajectory.
[00:32:20.160 --> 00:32:24.080] So these numbers were from every year on Black Friday.
[00:32:24.080 --> 00:32:25.360] Oh, even better.
[00:32:25.360 --> 00:32:29.120] That's even like, so you did a million off of Black Friday.
[00:32:29.120 --> 00:32:30.960] Yes, in last year.
[00:32:30.960 --> 00:32:31.760] Nice.
[00:32:32.000 --> 00:32:32.800] What?
[00:32:33.120 --> 00:32:33.520] Yes.
[00:32:34.640 --> 00:32:45.680] Looking back at the journey so far, what do you really think it has shown you as far as scrappiness and also resilience?
[00:32:46.000 --> 00:32:55.680] I think this journey solidified for me that life gets better in personal and in business.
[00:32:56.320 --> 00:33:01.040] I have had my fair share of misfortune.
[00:33:01.040 --> 00:33:08.960] And, you know, while you're in the middle of something, it seems so like the world is going to end.
[00:33:08.960 --> 00:33:14.960] But one message that I would love to share with small business owners is keep going.
[00:33:15.280 --> 00:33:21.760] Make sure that you have the right people around you to speak life into your plans and life into you.
[00:33:22.080 --> 00:33:25.120] Motivation is not always going to get it.
[00:33:25.120 --> 00:33:32.760] Discipline is going to take you way farther than discipline or that motivation can ever take you.
[00:33:29.920 --> 00:33:35.400] Be disciplined, stick with your plan.
[00:33:35.560 --> 00:33:38.120] Like, don't change with the winds.
[00:33:38.440 --> 00:33:42.600] A lot of people told me, Makeda, you need to do body butters.
[00:33:42.600 --> 00:33:43.800] Makeda, you need to do this.
[00:33:44.760 --> 00:33:46.120] This was my plan.
[00:33:46.680 --> 00:33:47.880] This was my plan.
[00:33:47.880 --> 00:33:58.120] And I may add other things later, but I wanted to get really, really good at this thing before I pivoted to do any other products.
[00:33:58.120 --> 00:34:04.600] It is easy to start to get distracted by what's trendy, to kind of float in the wind, especially when times are hard.
[00:34:04.600 --> 00:34:11.720] You're like, well, maybe if I did this, maybe if I posted more reels, maybe if I start doing this, my brand would do better.
[00:34:12.040 --> 00:34:26.120] But sometimes you really just have to stick with the discipline piece of what you know works and have that tunnel vision, even when it's tempting to be like, well, so-and-so looks like they're being successful doing this and that.
[00:34:26.120 --> 00:34:35.000] And of course, you have to do competitive research, but it is a delicate balance between getting swept away by watching other people.
[00:34:35.000 --> 00:34:35.320] Yeah.
[00:34:35.320 --> 00:34:48.600] And pivoting doesn't necessarily mean changing what you offer, it means pivoting the way that you think, the way that you present your product to the world, pivoting how you interact with your audience.
[00:34:48.600 --> 00:34:51.000] All of those things could mean pivoting.
[00:34:51.000 --> 00:34:58.360] But if you know in your heart that this is what you're supposed to be doing, stay there.
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[00:37:51.480 --> 00:37:58.360] Speaking of that, how are some of the ways you prepared to leave your job at Bank of America?
[00:37:58.360 --> 00:38:01.880] One of the things, or I did quite a few things to prepare.
[00:38:02.520 --> 00:38:18.520] I started saving a crazy amount of money and I started applying for a lot of credit cards because I knew that that would, you know, being in a job would actually give me a better advantage.
[00:38:18.760 --> 00:38:28.200] I started looking for health insurance and really doing budgets, and that prepared me for leaving.
[00:38:28.200 --> 00:38:31.800] But all in all, it really is a leap.
[00:38:31.800 --> 00:38:42.600] You really do have to leap and trust that all of your preparation is going to, you know, give you a soft landing when you, you know, make the switch.
[00:38:42.920 --> 00:38:46.800] You mentioned a credit card and self-funding with the credit cards.
[00:38:46.800 --> 00:38:51.120] Can you talk a little bit more about that and about even carrying debt?
[00:38:51.120 --> 00:38:56.640] Because at times we're not used to that feeling of carrying a balance in this way.
[00:38:56.640 --> 00:39:03.920] And self-funding sometimes looks like carrying things on your credit card when that's supposed to be taboo and a no-no.
[00:39:03.920 --> 00:39:08.720] But sometimes that's what it takes when you're not going the traditional route and you are bootstrapping.
[00:39:08.720 --> 00:39:10.480] So tell us more about that.
[00:39:10.480 --> 00:39:21.840] So I will say I really had a psychological or a physical reaction to having to spend as much as I did on my personal cards.
[00:39:21.840 --> 00:39:25.680] So it was a combination of my sister, God bless her.
[00:39:25.680 --> 00:39:29.760] I think she had a credit card that was like maybe a $30,000 limit.
[00:39:29.760 --> 00:39:34.640] And I had some that was, I think, a total of like $25,000.
[00:39:34.640 --> 00:39:51.760] And when we started having the conversation about really taking things seriously, I really had to have counsel, like physical, like therapy counseling to really take the lead to say, I am about to carry X amount of debt on my personal credit cards.
[00:39:51.760 --> 00:39:57.920] And I don't know how I'm going to deal with it if this thing doesn't work out like I want to.
[00:39:57.920 --> 00:40:06.400] So I had to really do therapy, like go to a therapist and talk to her about my fears about maxing it out.
[00:40:06.880 --> 00:40:08.400] Thankfully, it worked out.
[00:40:08.400 --> 00:40:24.960] And, you know, like I have zero debt now, but, you know, you really like, if you are not born with a silver spoon in your mouth, you're going to have to take on some debt if you want to grow as organically, I should say, as you want to.
[00:40:24.960 --> 00:40:34.920] I mean, everybody's goals are different, but for where I wanted to go, I knew I had to spend $1,000 a day on ads, you know, like meta ads and things like that.
[00:40:34.920 --> 00:40:36.760] And I didn't have that in capital.
[00:40:36.760 --> 00:40:44.440] So I had to mentally, you know, resolve with myself: okay, you're about to do this on credit card sis.
[00:40:45.080 --> 00:40:46.680] Yeah, you're preaching to the choir.
[00:40:46.680 --> 00:40:55.000] This conversation is so relevant because even me, I've paused my meta ads because I'm just like, why am I putting more on my credit?
[00:40:55.000 --> 00:40:56.360] My credit card, right?
[00:40:56.680 --> 00:40:57.560] But you're right.
[00:40:57.560 --> 00:41:00.040] Like, you have to keep spending money to make money.
[00:41:00.040 --> 00:41:07.800] Like, even though it feels uncomfortable to carry, sometimes carry over based on the line to the line of work that I'm in.
[00:41:07.800 --> 00:41:11.000] Like, you know, I have 60 days or 30-day windows.
[00:41:11.000 --> 00:41:14.680] I know revenue is coming, but it doesn't always hit monthly.
[00:41:14.680 --> 00:41:15.080] Monthly.
[00:41:15.320 --> 00:41:19.320] When people are like, don't carry a balance, that doesn't happen in this world.
[00:41:19.640 --> 00:41:21.320] So you have to move forward.
[00:41:21.960 --> 00:41:29.800] Takes a hit, you know, if because I generally didn't carry balances because, again, I live in the finance, I worked in a financial space.
[00:41:29.800 --> 00:41:34.280] So I knew, you know, paying off, if use your credit card like a debit card.
[00:41:34.280 --> 00:41:41.000] Basically, don't spend money unless you have the money to pay it off by the due date or by the cycle date.
[00:41:41.000 --> 00:41:41.240] Right.
[00:41:41.560 --> 00:41:48.120] And so being in that space, like I, it was like a really like monopoly.
[00:41:48.120 --> 00:41:53.640] Like I was really plotting on my cards and really strategizing.
[00:41:53.880 --> 00:41:54.920] The plot is real.
[00:41:54.920 --> 00:41:56.120] The plot is real.
[00:41:56.440 --> 00:41:57.960] Listen, listen.
[00:41:58.120 --> 00:41:58.760] I will put you know.
[00:41:59.160 --> 00:42:00.760] I'm going to put this here.
[00:42:01.400 --> 00:42:04.840] And the meta ads, I have a card that gives me four 4x points for those.
[00:42:05.400 --> 00:42:05.640] Yeah.
[00:42:05.640 --> 00:42:05.880] Yeah.
[00:42:05.880 --> 00:42:06.360] Yeah.
[00:42:04.800 --> 00:42:07.240] Specifically, yeah, yeah, yeah, yeah.
[00:42:07.240 --> 00:42:10.520] Like, you really have to adjust your thinking.
[00:42:10.520 --> 00:42:19.200] You have to adjust your plan because, like, you know, if your goal, oh, I don't want to be in debt, I don't want to be in debt, then you really have to have a bad person.
[00:42:19.440 --> 00:42:28.240] Become an entrepreneur, go get angel investors that are going to take, you know, a percentage of your business.
[00:42:28.240 --> 00:42:29.360] And that is one thing.
[00:42:29.360 --> 00:42:32.400] Like, I'm not very versed in how that works.
[00:42:32.400 --> 00:42:34.720] So, I didn't even touch it in the beginning.
[00:42:34.960 --> 00:42:38.240] But, because you do have to have a proof of concept, obviously.
[00:42:38.240 --> 00:42:41.600] And I didn't because this is the first time, you know.
[00:42:42.240 --> 00:42:49.360] So, going into debt for your business is a real, a real psychosis.
[00:42:49.360 --> 00:42:53.680] Like, it's, it's, it's, yeah, yeah.
[00:42:53.680 --> 00:42:54.640] So, yeah.
[00:42:55.200 --> 00:43:00.320] You know, I recently met someone who actually counsels people.
[00:43:00.320 --> 00:43:08.080] She is a therapist, trained us and degreed as a therapist, but then realized that she needed to teach people financial therapy.
[00:43:08.080 --> 00:43:17.440] Like, she needed to provide that service because we have so much to unlock around the money shame that comes with that and all of those different things.
[00:43:17.440 --> 00:43:19.280] So, I'll try to find her name.
[00:43:19.280 --> 00:43:23.280] I don't know why it's escaping me, Asia with a J Asia Evans.
[00:43:23.280 --> 00:43:23.520] Yes.
[00:43:23.520 --> 00:43:26.320] And her Instagram is Asia Therapy, y'all.
[00:43:26.320 --> 00:43:27.440] A-J-A.
[00:43:27.440 --> 00:43:30.400] So, shout out to Asia to unpack these topics.
[00:43:30.400 --> 00:43:38.240] So, I really appreciate how candid you're being around the topics of money because we all need to talk about it a little more bit more because you're not alone.
[00:43:38.240 --> 00:43:43.120] You're not crazy if you have to self-fund in ways that don't always feel comfortable.
[00:43:43.120 --> 00:43:43.440] Yeah.
[00:43:43.440 --> 00:43:53.280] And I think, you know, culturally speaking, that stigma needs to have more conversation because we're all out here going, clocking into a job.
[00:43:53.280 --> 00:43:55.760] We're all out here doing things for money.
[00:43:55.760 --> 00:43:57.600] Why aren't we talking about it more?
[00:43:57.600 --> 00:44:01.320] Like, there's no, if you don't have any, let's talk about how to get some.
[00:43:59.680 --> 00:44:04.600] Let's talk about how to pivot your life, pivot your thinking.
[00:44:04.760 --> 00:44:21.560] How, and I know there's things out there for, but I think that shame needs to go away because, like, I'm not about to wave a flag with how much money I have in the bank, but I do want to have the appropriate conversations about how do I get out of where I am if I'm not happy with financially.
[00:44:21.560 --> 00:44:22.360] Exactly.
[00:44:22.360 --> 00:44:25.560] And how do we move through uncomfortable seasons?
[00:44:25.560 --> 00:44:30.120] Because, you know, something I have to realize is these corporations, even the U.S.
[00:44:30.120 --> 00:44:31.320] government, right?
[00:44:31.320 --> 00:44:35.480] Will they treat that like it don't exist?
[00:44:35.480 --> 00:44:36.040] Right.
[00:44:36.040 --> 00:44:38.280] And not to say, right?
[00:44:38.920 --> 00:44:49.000] But not to say that we should do that, but who am I to look at it like I always have to have a zero balance when I am building something too?
[00:44:49.000 --> 00:44:52.600] Like, I am just, I'm, I'm the Amazon, I'm me, myself alone.
[00:44:52.600 --> 00:44:53.400] I am doing it.
[00:44:53.400 --> 00:44:53.800] Absolutely.
[00:44:53.800 --> 00:44:59.560] You know, so why do I have different expectations from the companies who've done it for centuries?
[00:44:59.560 --> 00:45:05.640] This is Netflix, everybody, you know, has started earnings report, not profitable, not profitable.
[00:45:05.640 --> 00:45:06.520] You know what I mean?
[00:45:06.520 --> 00:45:07.720] So, absolutely.
[00:45:07.720 --> 00:45:22.920] And it's not to say your business is always like that, or guys, that my business is always like that, but there are seasons, like I said, if I'm over-indexing on monetization models that involve cyclical payments, where you know, these things it feels uncomfortable for me.
[00:45:22.920 --> 00:45:25.320] This is a part of the process, that's how we need to look at it.
[00:45:25.640 --> 00:45:27.560] This is a part of the growth strategy.
[00:45:27.560 --> 00:45:36.200] This is a part because you know, like the first time I paid a $50,000 invoice, I had to go lay down.
[00:45:36.640 --> 00:45:37.960] Yes, I had to go down.
[00:45:38.120 --> 00:45:43.080] Talk about when you pay taxes, you gotta go lay down.
[00:45:43.280 --> 00:45:45.920] Yes, yes, yes, yes.
[00:45:46.160 --> 00:45:47.360] You have to go lay down.
[00:45:44.360 --> 00:45:51.760] And again, my therapist said, if that's what you need to do, go do it.
[00:45:51.920 --> 00:45:56.720] Do what you have to do to get through what has to happen, you know?
[00:45:57.360 --> 00:46:06.560] But yeah, I money, I don't think we should shy away from money talks, especially if you are wanting to elevate yourself or your brand, you know, to a normal.
[00:46:07.200 --> 00:46:09.520] I'll find a way to do more of those talks, you guys.
[00:46:09.520 --> 00:46:11.360] But we do have to, we're going to shift off of this.
[00:46:11.360 --> 00:46:13.120] But yes, you know, this has been incredible.
[00:46:13.120 --> 00:46:14.000] I'm learning.
[00:46:14.000 --> 00:46:17.280] I'm being poured into by talking to you.
[00:46:17.280 --> 00:46:19.040] So thank you so much, Machbita.
[00:46:25.920 --> 00:46:31.120] Before we go into the lightning round, I'd love to talk a little bit about more of your secret sauce, right?
[00:46:31.120 --> 00:46:37.440] So something I love about your fragrances, you always say like, this has notes of this, this reminds you of this scent.
[00:46:37.440 --> 00:46:40.160] When did you start doing that aspect of it?
[00:46:40.160 --> 00:46:48.480] And why did you start to do that when you're like, okay, this will remind you of, and I don't speak French, I don't know how to say the fancy.
[00:46:49.440 --> 00:46:54.400] But yes, the like wild card is reminiscent of what's it called?
[00:46:54.480 --> 00:46:55.120] Baccarat rouge.
[00:46:55.120 --> 00:46:55.520] Baccarat.
[00:46:55.600 --> 00:46:56.080] Barrett Rouge.
[00:46:56.240 --> 00:46:56.480] Okay.
[00:46:56.480 --> 00:46:57.200] 540.
[00:46:57.200 --> 00:46:57.680] Yeah.
[00:46:58.000 --> 00:47:01.280] So that goes back to earlier in our conversation.
[00:47:01.280 --> 00:47:04.400] I talked about listening to the community, right?
[00:47:04.400 --> 00:47:09.520] And being an online retailer, I don't want to invent, reinvent the wheel.
[00:47:09.520 --> 00:47:16.960] I want to do what people know, but add my own spin, make it better, however you want to, you know, put that.
[00:47:16.960 --> 00:47:17.280] Yeah.
[00:47:17.280 --> 00:47:24.960] Being an online retailer, you have to be very descriptive about fragrances because, I mean, that's the whole point, right?
[00:47:24.960 --> 00:47:28.000] You people want to know what they're buying, what it's going to smell like.
[00:47:28.000 --> 00:47:35.240] And I always try to amplify the notes that people love in the popular perfumes.
[00:47:29.680 --> 00:47:35.480] Yes.
[00:47:35.960 --> 00:47:37.480] So that it lasts longer.
[00:47:37.480 --> 00:47:42.040] It's, you know, more, you know, it's stronger.
[00:47:42.040 --> 00:47:42.760] It smells stronger.
[00:47:42.760 --> 00:47:43.960] It lasts longer on your skin.
[00:47:44.040 --> 00:47:45.320] So on and so on and so on.
[00:47:45.320 --> 00:47:49.080] So how I got there was by listening to our community.
[00:47:49.080 --> 00:47:54.600] We have a Facebook group with about 20,000 members.
[00:47:54.600 --> 00:48:01.720] And listening to them is a crucial part of our success.
[00:48:01.720 --> 00:48:02.920] Ooh, I love that.
[00:48:02.920 --> 00:48:04.120] Having a Facebook group.
[00:48:04.120 --> 00:48:05.960] At what point in your journey did you start that?
[00:48:05.960 --> 00:48:07.640] Was that from the first year?
[00:48:07.640 --> 00:48:10.760] That was probably year two or year three, maybe.
[00:48:10.760 --> 00:48:12.600] And then don't quote me, but yeah.
[00:48:12.840 --> 00:48:14.680] Okay, I love that.
[00:48:15.000 --> 00:48:29.560] I remember, so you guys, you know, I went to Essence Fest in 2024, and there was one day, well, every day, when you walked onto the floor with all the exhibitors and brands where it just smelled incredible.
[00:48:29.560 --> 00:48:30.440] I'm like, what?
[00:48:30.440 --> 00:48:31.720] Where is that coming from?
[00:48:31.720 --> 00:48:38.520] And lo and behold, I'm in this long 180 buck with, by the way, the most beautifully designed bag.
[00:48:38.520 --> 00:48:41.160] So I wanted a bag, and that's how people are at Essence Fest.
[00:48:41.160 --> 00:48:43.560] Like, you want the bag, but they come for the bag.
[00:48:43.560 --> 00:48:44.600] They come for the bag.
[00:48:44.600 --> 00:48:46.360] Look, people are dense about those bags.
[00:48:46.360 --> 00:48:47.480] I cannot hang.
[00:48:47.480 --> 00:48:49.480] I'm like, can I buy a bag somewhere?
[00:48:49.480 --> 00:48:52.680] I cannot hang.
[00:48:52.680 --> 00:48:54.440] But anyway, I digress.
[00:48:55.000 --> 00:48:59.720] Your bags are beautiful, and you had that place smelling incredible.
[00:48:59.720 --> 00:49:03.800] What was your approach when you went into exhibiting at Essence Fest?
[00:49:04.120 --> 00:49:10.600] We actually had a commercial-grade diffuser in our booth.
[00:49:10.600 --> 00:49:11.080] Yeah.
[00:49:11.080 --> 00:49:17.600] So we put like and we changed it out throughout the three days, yeah, three days that we were there.
[00:49:18.160 --> 00:49:23.840] So that was like an automatic, uh, you know, um, attraction for everything.
[00:49:24.000 --> 00:49:26.160] Yes, yeah, that was a cheat code, yes.
[00:49:27.120 --> 00:49:29.600] I love that, and then I noticed those are sold out.
[00:49:29.600 --> 00:49:30.320] Are they coming back?
[00:49:30.320 --> 00:49:32.880] The diffusers, they are, they are.
[00:49:32.880 --> 00:49:59.840] Um, so we have we were working on some of them right now as far as like the oils, but like once we launched it, it zapped, and then I'm trying to work with our supplier, but the tariffs really stunted my ability to because it would have not been profitable for us to um restock when it when you know when it went out of stock.
[00:49:59.840 --> 00:50:09.600] Um, because it's a new product, um, I tried to estimate how I thought, you know, how I thought it would have gone, but as per usual, it sold out.
[00:50:09.600 --> 00:50:12.000] Um, but I'm working on it right now, okay.
[00:50:12.000 --> 00:50:15.360] And speaking of tariffs, how what's your approach right now?
[00:50:15.360 --> 00:50:16.480] How are you thinking about it?
[00:50:16.480 --> 00:50:20.480] Like, is it something you're like, we're just gonna have to eat this again?
[00:50:20.480 --> 00:50:25.600] Maybe you know the margins will be slimmer, but we hope that it will get better in the future.
[00:50:25.600 --> 00:50:28.320] Like, how are business owners thinking about this?
[00:50:28.960 --> 00:50:38.240] So, I had some forethought last year, and I'm stocked up on a lot of the packaging because mainly what's being affected is our packaging.
[00:50:38.240 --> 00:50:42.240] Okay, and so we bought a whole lot of it last year.
[00:50:42.560 --> 00:50:55.920] My desire is not to increase our prices, but I think at some point, if it continues to go up and down like it has, we may have to bump a little bit.
[00:50:55.920 --> 00:51:04.200] Um, however, it I think there was an announcement like a couple of days ago that he brought it back down, if I'm not mistaken.
[00:51:04.520 --> 00:51:13.800] Um, so I'm trying to do everything that I can right now to like, you know, purchase as much as I can that I stock up on a lot of things that we get from there.
[00:51:13.800 --> 00:51:19.800] So it's affected us already because there were things that were on the way.
[00:51:19.800 --> 00:51:30.760] Um, and when it got to the U.S., they held it hostage and you know, requested additional payments, you know, before it got delivered.
[00:51:30.760 --> 00:51:32.440] So it is what it is.
[00:51:32.440 --> 00:51:37.960] Unfortunately, I don't even want to say this is the cost of doing business because it's not, but it's not to serve.
[00:51:37.960 --> 00:51:38.440] Yeah.
[00:51:38.440 --> 00:51:39.000] Yeah.
[00:51:39.480 --> 00:51:40.840] But I want to serve my people.
[00:51:40.840 --> 00:51:43.720] So we have to kind of bring those diffuses back, girl.
[00:51:43.720 --> 00:51:44.840] Yes, yes, yes, yes.
[00:51:44.840 --> 00:51:46.520] I want my home smelling like that.
[00:51:46.520 --> 00:51:48.760] The whole esports floor smelled.
[00:51:49.080 --> 00:51:50.920] So you got to tell me exactly what you used.
[00:51:51.000 --> 00:51:51.800] We'll talk offline.
[00:51:51.800 --> 00:51:55.080] I'm like, tell me which one that works.
[00:51:55.080 --> 00:51:56.040] All right.
[00:51:58.280 --> 00:52:01.240] So now we're going to jump into the lightning round.
[00:52:01.240 --> 00:52:03.560] You just answer the very first thing that comes to mind.
[00:52:03.560 --> 00:52:04.360] You ready?
[00:52:04.360 --> 00:52:05.160] I am.
[00:52:05.160 --> 00:52:14.120] What is a top resource, not Google or YouTube, that is helping you in your business these days that you can share with the Side Hustle Pro audience?
[00:52:14.440 --> 00:52:15.800] Shopify.
[00:52:15.800 --> 00:52:21.880] For product-based businesses, Shopify is a monster of a resource.
[00:52:21.880 --> 00:52:23.400] Yes, ding, ding, ding.
[00:52:23.400 --> 00:52:25.800] Shopify, it is it, y'all.
[00:52:25.800 --> 00:52:26.680] Like, yeah.
[00:52:26.680 --> 00:52:27.160] What else?
[00:52:27.400 --> 00:52:27.640] What?
[00:52:27.640 --> 00:52:28.840] I don't know what else y'all using.
[00:52:28.840 --> 00:52:29.880] It's Shopify.
[00:52:29.880 --> 00:52:30.520] All right.
[00:52:30.520 --> 00:52:44.760] Number two, who is a non-celebrity, if possible, black woman entrepreneur who you admire and would want to trade places with for a day just to get some insights on how they're doing their stuff?
[00:52:45.040 --> 00:52:50.720] I don't know if she's an entrepreneur, but the business mind of Melanie Hopson.
[00:52:50.720 --> 00:52:54.160] I would love to just sit at her feet and just lean.
[00:52:54.160 --> 00:52:54.640] Yeah.
[00:52:54.960 --> 00:52:55.600] Oh, yes.
[00:52:55.760 --> 00:52:57.760] Oh, I need to reach out to her.
[00:52:57.920 --> 00:53:00.240] I selfishly like to hear what y'all say.
[00:53:00.240 --> 00:53:00.720] Yes.
[00:53:02.480 --> 00:53:07.760] Number three: what is a non-negotiable part of your day these days?
[00:53:08.080 --> 00:53:09.440] Working out.
[00:53:10.160 --> 00:53:11.360] When do you squeeze it in?
[00:53:11.360 --> 00:53:12.800] Is it a morning thing?
[00:53:12.800 --> 00:53:13.520] Morning.
[00:53:13.520 --> 00:53:15.840] If I don't do it in the morning, it's not going to happen.
[00:53:16.160 --> 00:53:18.240] So I wake up at like 4 a.m.
[00:53:18.240 --> 00:53:19.040] Nice.
[00:53:19.040 --> 00:53:27.280] And I get to the gym by like, no, I wake up at 4, leave at 5, and I'm there by 6, out by 7.
[00:53:27.280 --> 00:53:29.760] Do you have like a personal trainer or you just do your thing?
[00:53:29.760 --> 00:53:30.160] I do.
[00:53:30.160 --> 00:53:30.640] Oh, nice.
[00:53:30.640 --> 00:53:31.920] You have a personal trainer.
[00:53:31.920 --> 00:53:32.560] Yeah.
[00:53:32.880 --> 00:53:38.880] Speaking of that, now, what is a personal trait that you think has really contributed to your success?
[00:53:39.200 --> 00:53:40.720] I am very disciplined.
[00:53:42.160 --> 00:53:43.040] I can see that.
[00:53:44.320 --> 00:53:46.560] I am a very disciplined person.
[00:53:46.560 --> 00:53:53.760] Like, I'm, I don't waver when I know, you know, to do right, I do right.
[00:53:54.080 --> 00:53:54.960] Yes.
[00:53:55.520 --> 00:54:00.160] And again, motivated me to just do some things different.
[00:54:00.160 --> 00:54:04.560] I love having these conversations because it really truly does keep me going.
[00:54:04.560 --> 00:54:08.160] And I know you guys listening and watching, it keeps you going as well.
[00:54:08.160 --> 00:54:20.720] And then finally, last question: What is your parting advice for fellow women business owners who want to be their own boss, take it full time, but are afraid of leaving that steady paycheck?
[00:54:21.680 --> 00:54:22.160] Okay.
[00:54:22.480 --> 00:54:24.320] Preparation.
[00:54:25.200 --> 00:54:29.400] Front load all of your plans with preparation.
[00:54:28.080 --> 00:54:31.800] Research is a part of preparation.
[00:54:31.800 --> 00:54:33.560] Do your homework.
[00:54:29.120 --> 00:54:35.160] Be a student of your business.
[00:54:35.320 --> 00:54:41.000] Learn everything that you can about your business before you start.
[00:54:41.000 --> 00:54:57.960] I know that sounds like an oxymoron because obviously you can't learn everything, but do as much as you can to understand how your competitors work, how your industry works, get involved with, you know, trade organizations, things like that.
[00:54:58.360 --> 00:55:05.320] You'd be surprised at how much you learn by just being a part of these organizations and their email blasts and things like that.
[00:55:05.320 --> 00:55:07.800] So, no, that's really pertinent advice.
[00:55:07.800 --> 00:55:09.640] So, thank you for sharing that.
[00:55:09.640 --> 00:55:14.120] And, you know, before we wrap up, I'll let you tell everyone where they can connect with you.
[00:55:14.360 --> 00:55:18.040] I just want to add a caveat, and I really hope you enjoy this conversation.
[00:55:18.040 --> 00:55:21.000] Now, please do not blame us for your credit card debt.
[00:55:21.000 --> 00:55:23.880] Please do not go out here doing nice and wild, okay?
[00:55:26.280 --> 00:55:32.520] Take everything in context and just understand that we're saying to build your business strategically.
[00:55:32.520 --> 00:55:44.920] And if you're, if you recognize emotional barriers that are holding you back, do what you can to talk to someone and to work through those so you are not your own bottleneck holding yourself back.
[00:55:44.920 --> 00:55:51.400] All right, because it does take time, effort, and resources, and capital to grow.
[00:55:51.400 --> 00:55:57.800] And with that, where can people connect with you and Brown Sugar Babe after this episode?
[00:55:57.800 --> 00:56:03.320] We are on Instagram, Facebook, TikTok, uh, brown without the O.
[00:56:03.320 --> 00:56:08.040] So, B-R-W-N Sugar Babe on all platforms.
[00:56:08.040 --> 00:56:08.680] All right.
[00:56:08.680 --> 00:56:09.880] And there you have it.
[00:56:09.880 --> 00:56:11.240] This has been amazing.
[00:56:11.240 --> 00:56:15.600] You guys, this is my new best-kept secret that's keeping me smelling so so good.
[00:56:14.920 --> 00:56:20.960] That's making all the moms that daycare, making them say, Oh, that mom's always smelling great.
[00:56:21.280 --> 00:56:23.600] And now you know it as well.
[00:56:23.600 --> 00:56:25.120] So, I hope you enjoyed this episode.
[00:56:25.120 --> 00:56:28.000] Go out and get you some brown sugar babe body oil.
[00:56:28.320 --> 00:56:32.320] And with that, I'll talk to you next week.
[00:56:32.640 --> 00:56:35.680] Hey guys, thanks for listening to Side Hustle Pro.
[00:56:35.680 --> 00:56:40.400] If you like the show, be sure to subscribe, rate, and review on Apple Podcasts.
[00:56:40.400 --> 00:56:44.160] It helps other side hustlers just like you to find the show.
[00:56:44.160 --> 00:56:48.800] And if you want to hear more from me, you can follow me on Instagram at SideHustle Pro.
[00:56:48.800 --> 00:56:55.920] Plus, sign up for my six-foot Saturday newsletter at sidehustlepro.co/slash newsletter.
[00:56:55.920 --> 00:57:03.280] When you sign up, you will receive weekly nuggets from me, including what I'm up to, personal lessons, and my business tip of the week.
[00:57:03.280 --> 00:57:08.000] Again, that's sidehustlepro.co/slash newsletter to sign up.
[00:57:08.000 --> 00:57:09.520] Talk to you soon.
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