Dani Austin & Jordan Ramirez: How They Got To $40 Million+ A Year As Influencers

Episode 452: Shaan Puri (@ShaanVP) talks to Dani Austin and her husband Jordan Ramirez about working together, Dani's experience with hair loss and the business she created to solve it, how they monetize as influencers, and more. Want to see more MFM? Subscribe to the MFM YouTube channel here. Check Out Sam's Stuff: * Hampton * Ideation Bootcamp * Copy That Check Out Shaan's Stuff: * Power Writing Course * Daily Newsletter ----- Links: * Dani Austin * Dani Austin Ramirez Instagram * @thedaniaustin (TikTok) * Divi * @diviofficial (Instagram) * [email protected] (for employment opportunities) * Do you love MFM and want to see Sam and Shaan's smiling faces? Subscribe to our Youtube channel. ------ Show Notes: (01:40) - Introductions (07:40) - How Dani got into the influencer space (13:55) - Dani's hair loss (27:55) - Branding (30:00) - Mistakes influencers make (35:55) - Why does Jordan listen to the pod (40:10) - Advice for up and coming influencers (49:30) - How they make money (55:30) - User Generated Content (58:30) - What's next ------ Past guests on My First Million include Rob Dyrdek, Hasan Minhaj, Balaji Srinivasan, Jake Paul, Dr. Andrew Huberman, Gary Vee, Lance Armstrong, Sophia Amoruso, Ariel Helwani, Ramit Sethi, Stanley Druckenmiller, Peter Diamandis, Dharmesh Shah, Brian Halligan, Marc Lore, Jason Calacanis, Andrew Wilkinson, Julian Shapiro, Kat Cole, Codie Sanchez, Nader Al-Naji, Steph Smith, Trung Phan, Nick Huber, Anthony Pompliano, Ben Askren, Ramon Van Meer, Brianne Kimmel, Andrew Gazdecki, Scott Belsky, Moiz Ali, Dan Held, Elaine Zelby, Michael Saylor, Ryan Begelman, Jack Butcher, Reed Duchscher, Tai Lopez, Harley Finkelstein, Alexa von Tobel, Noah Kagan, Nick Bare, Greg Isenberg, James Altucher, Randy Hetrick and more. ----- Additional episodes you might enjoy: • #224 Rob Dyrdek - How Tracking Every Second of His Life Took Rob Drydek from 0 to $405M in Exits • #209 Gary Vaynerchuk - Why NFTS Are the Future • #178 Balaji Srinivasan - Balaji on How to Fix the Media, Cloud Cities & Crypto * #169 - How One Man Started 5, Billion Dollar Companies, Dan Gilbert's Empire, & Talking With Warren Buffett • ​​​​#218 - Why You Should Take a Think Week Like Bill Gates • Dave Portnoy vs The World, Extreme Body Monitoring, The Future of Apparel Retail, "How Much is Anthony Pompliano Worth?", and More • How Mr Beast Got 100M Views in Less Than 4 Days, The $25M Chrome Extension, and More

Speaker names marked ? are inferred from speaking time and the show’s known hosts — they are not voice-verified.

• 0:00Speaker 00

  Yeah, I mean, like, our first, like, full year, I think you already shared it. Well, you said twenty, it's forty, but, uh, yeah, we did about forty million dollars and then, um, you know, this year, we're on track to do thirty percent, thirty-five percent growth.

• 0:13Shaan Puri?

  Yeah.

• 0:13Speaker 00

  Um, it's, it's crazy.

• 0:24Shaan Puri?

  So we are here in the, uh,

• 0:27Speaker 00

  Shed.

• 0:28Shaan Puri?

  Yeah, the shed, yeah. Like, this studio, like, I'm looking at the video, it looks legit.

• 0:32Speaker 02

  Yeah.

• 0:33Shaan Puri?

  People don't know what's looks like from the outside. This is definitely like a sketchy, um, like, I've seen a Netflix documentary about a shed like this.

• 0:40Speaker 00

  Well, you got here five minutes later than we did. It was, it was like a hundred degrees in here.

• 0:43Shaan Puri?

  Right.

• 0:45Speaker 00

  I was like, this is gonna be a sweaty podcast.

• 0:47Shaan Puri?

  And this is, uh, you guys are different than, I would say, our normal guests, which are almost always like, I don't know, business, like, tech, software type of entrepreneur. Uh, y'all are entrepreneurs in a different way. And you're Instagram famous, so that's cool. That's amazing. Um, you tagged me in a story yesterday, and I gotta say, my wife has never looked at me that way before. She was like, oh, because she's never listened to one episode of this podcast.

• 1:12Speaker 00

  No way.

• 1:13Shaan Puri?

  We've done maybe four hundred episodes. She's not a podcast person in general, like, she doesn't listen to anyone's podcast.

• 1:18Speaker 02

  Yeah.

• 1:19Shaan Puri?

  But you would think maybe she'll listen to it. We got a little bit, well, there's just not a lot of, like, time to, like, do things like that.

• 1:25Speaker 02

  Yeah, I get it.

• 1:26Shaan Puri?

  But I think she'll listen to this one, so I'm excited because, uh, she's a fan of yours and, uh, and so we, and we hung out at dinner last night, got to know each other a little bit, so I'm excited. Maybe we'll do, like, you guys give, like, be like a sixty-second intro of who you guys are, what, why, introduce yourselves to the audience.

• 1:41Speaker 02

  Sure. Um, I'll go first. So my name is Danny Austin, and I started, uh, creating content online about ten years ago. I was actually living in Austin. I was at the University of Texas sophomore, like, just making videos on YouTube in my, in my dorm room. Um, you know, kind of just grew from there really fast, then got on Instagram, all the other platforms. We now run Divvy, which is a scalp care, uh, hair care product brand. Um, and we do that together. We have a lot of fun doing that. Honestly, online, we just share anything about our lives from, like, be having two kids under two to, um, you know, fast, or affordable fashion. Um, yeah.

• 2:23Speaker 00

  Yeah. We've kind of been doing that together for, you know, five years. So she's been online for 10 years. You know, we met, we didn't work together until we got married. I was in like Austin tech scene before we got married. And then, uh, you know, I was telling you last night, this just became a lifestyle and it was all consuming. And so she would be in like Turks and Caicos and I would be in a boardroom and I'd be like, oh my gosh, like what, what am I doing in my life? And so around 2018, we took the lead to work together, jumped into kind of like the influencer space, which we, it didn't have a name before that. It was just like, we created content and then I think the media started covering it a lot more. And then they labeled me an Instagram husband and then they labeled our, our industry, you know,

• 3:05Shaan Puri?

  How do you feel about that label?

• 3:06Speaker 00

  You know, it's fine. Like I'm, I'm glad that I did it.

• 3:09Speaker 02

  Wait, that's so not true. At first you made.

• 3:11Speaker 00

  Yeah, it's true.

• 3:13Speaker 02

  He'd go to that party and he'd be like, what are you doing? And he's like, uh, you never knew.

• 3:17Speaker 00

  Well, when you're coming out of college, like, you know, so much of your identity is wrapped up in your title, especially being here in Austin, Texas, like, you know, in the tech scene, it was like, oh, what startup are you part of? Do you all have funding? You know, what's your title? What employee number were you? And so I was still kind of caught up in that mindset. And then, you know, we jumped in together. It was like, I remember the first article that came out was by a writer named Taylor Lorenz. And she wrote an article about what is the Instagram?

• 3:39Shaan Puri?

  I got a history with Taylor Lorenz too. Yeah.

• 3:41Speaker 00

  Really? Yeah. Dude, it's crazy. A lot of people have a history with her now, but, uh, you know, she, so she, she wrote that article and she quoted me in it. And then I was like labeled the Instagram husband. But, uh, yeah, and so we, we did the influencer industry for five years together and just honestly created content together. And then COVID hit and, and brands started really investing in that space.

• 4:01Shaan Puri?

  We should also say how this came about.

• 4:03Speaker 00

  Yeah.

• 4:04Shaan Puri?

  You listen to the pod.

• 4:05Speaker 00

  Yes.

• 4:06Speaker 02

  He, he's a huge fan.

• 4:07Speaker 00

  I'm a huge fan.

• 4:09Shaan Puri?

  And so we, I didn't know that. I didn't know who you were at that time, but, uh, I did an episode where I was talking about creator businesses.

• 4:17Speaker 00

  Yes.

• 4:17Shaan Puri?

  So content creators who have now spun off businesses that are doing really well, that are not called Mr. Beast. It's like, okay, everybody knows Mr. Beast.

• 4:24Speaker 00

  Yeah.

• 4:25Shaan Puri?

  So who are the, uh, what are the other cool, cool examples? And we did like maybe five, six, seven examples and then. Danny with with Divvy was one of them. And so I guess you heard that.

• 4:36Speaker 00

  Yeah. Well, so like a couple nights before, I think I saw a tweet that you were doing and you were like, we're doing an episode on creator led businesses. And I think I like told you.

• 4:42Speaker 02

  You told me.

• 4:43Speaker 00

  I like rolled over.

• 4:43Speaker 02

  You're like, man, that'd be so cool. They mentioned Divvy one day.

• 4:45Speaker 00

  I follow you guys on Twitter and you know, like, I was like, oh, man, like, that'd be cool if they recognized Divvy. But we're in a niche, right? That is totally not your niche. Like, you know, you had you had no idea who Danny was. I last night Danny was like, watching the first couple of episodes of y'all's podcast. I was like, no, this is Sean. He's cool. And yeah, I was on a plane a couple of days later, listening to that episode. And then it was like, oh, have you ever heard of Danny Austin? You asked that to Sam and Sam was like, no. That was funny. And then it was like, uh, yeah, you talked about Divvy and I really appreciate that. So I sent a DM and I was like, hey, man, we'd love to come and share our story. It's very different than most of the businesses y'all cover, but.

• 5:22Shaan Puri?

  And let's play a little game. Uh, we went to dinner last night, Chinese restaurant. We ordered food. Let's see how well you know your husband. I don't know if he told you that. Sorry.

• 5:30Speaker 02

  He ate alligator. Oh, he brought it home. He ordered chicken. The busy order paid. He ordered alligator.

• 5:36Speaker 00

  I did order it and it was just kind of like a spur of the moment thing. There was a couple of things that were funny about this dinner.

• 5:41Shaan Puri?

  I think he was trying to impress us.

• 5:43Speaker 00

  No, I was not trying to impress you. This is funny though. Like, so Matthew booked the dinner and it was, uh, so Sam Ellinger used to play football at UT Austin. That's one of Matthew's really good friends. Matthew works for Danny and I. And I go, hey, find a cool restaurant in Austin that, you know, we can talk to these people. He books this like upstairs room. There's like a chandelier. It's a table for 16.

• 6:04Shaan Puri?

  There's five of us.

• 6:04Speaker 00

  Five of us. And they walk in, I go, Matthew, this is such a power move. And then on top of that, you know, the, I'm like, you know, we're all talking, so I don't know what to order. And then he's like, you should try the alligator. I was like, okay, I'll take the alligator. And they were like.

• 6:16Speaker 02

  And then he brought it home and woke me up and he was like, you gotta try this alligator. I'm like, I'm not touching that. Sorry.

• 6:21Speaker 00

  It really tastes like chicken. You should just try it.

• 6:24Shaan Puri?

  Okay, so you didn't try the alligator. Yeah, that was a crazy move. Uh, I gotta give you credit. I will never.

• 6:28Speaker 00

  Did you enjoy it?

• 6:29Shaan Puri?

  I'll never forget it. So I guess that's maybe a lesson to be learned.

• 6:32Speaker 00

  Yeah.

• 6:33Shaan Puri?

  You go to a dinner with somebody for the first time, order the weirdest thing on the menu. They.

• 6:36Speaker 02

  Never forget it.

• 6:36Shaan Puri?

  Forget it.

• 6:38Speaker 00

  That's awesome.

• 6:38Shaan Puri?

  So you guys, uh, you started doing this back in 2012, uh, right around 2012. You're in college at the time. What was, because you know Instagram had been out, YouTube had been out for maybe five years by that point, but it sounds like when you're talking about it, it was very early days back then. What was, what was working back then? How did like, what did you have a tiny following back then? Like, how did it, what were those early years like?

• 7:03Speaker 02

  So the backstory is my brother, Landon Austin, he's actually a musician and he started on YouTube. He just started posting covers of different songs. He had one video blow up because people thought that he was John Mayer.

• 7:15Shaan Puri?

  That's, yeah.

• 7:16Speaker 02

  It was actually covering Teyson Day's like Chocolate Rain song. Anyway, so that popped off. So my brother started to like kind of acquire this audience and he told me about the space, but I thought it was so weird. Like I'd walk by his bedroom and he'd be like talking to all of his imaginary friends and I just was, I was like, come on Landon, like you got to make some real friends. And so, but he ended up putting me in like a sibling tag, because tags were really popular on YouTube back then. You know, like the chubby bunny challenge or whatever tag. So he put me in a video and you know, in all the comments, it's like, your sister should start a channel or she should share how she did her makeup or where'd she get her top. And so my brother actually made my channel for me and I didn't touch it. We went home over winter break and we were so bored because you know, all of our friends are in Austin now and everyone's

• 8:01Speaker 02

  in college. And you know, I was just like, you know what, let's give this thing a shot. So my brother filmed and edited my first video. It was all like just affordable New Year's Eve outfits and it popped off. And within like three months, I had a hundred thousand followers and I just started kind of posting consistently. I knew of like a handful of girls out in Los Angeles that were doing this like full time and they actually had managers and there were agencies that were just dedicated like specifically to YouTube, which was like a totally different world. So within three months, I signed with a manager. And then every summer from then on out, I would just fly out to LA and do collabs because collabs were like, oh yeah, collabs were everything. They actually had just opened YouTube space in Playa Vista in Los Angeles as well. And they had this thing called the

• 8:45Speaker 02

  creator program where they only allowed, I think like 10 or 11 of us in. And creators of all sizes and we were for you had to collab with two other creators in the program in order to be able to use YouTube space. So like when you got to YouTube space, I mean, they had everything from like the, you know, a red camera. They had studios. They had, you know, editing bays, editing suites. They had all these classes you could take. So I would go and work for my manager from like, you know, nine to five and then from five to like nine, I would go to YouTube space and just collab, make YouTube videos, learn about how to edit and everything.

• 9:21Shaan Puri?

  And you're like 21 at the time?

• 9:22Speaker 02

  Yeah, I'm 21. No, I was 20. Actually, I was 19, 20. I couldn't drink.

• 9:25Shaan Puri?

  What were you doing when you're working for your manager? Well, just by day, like?

• 9:28Speaker 02

  So that's how.

• 9:28Shaan Puri?

  Coffee's and stuff or?

• 9:29Speaker 02

  Yeah, no, I mean, I was like, um, in on like all of the negotiations, like a lot of the creators were moving out to LA and the brands would come to the office and, you know, meet all the creators. And I honestly learned everything about like the backend of the business.

• 9:43Shaan Puri?

  Cause at that time, you weren't the star, but you were like.

• 9:45Speaker 02

  Exactly. Yes. And then like also being around all these creators, I would meet some of like the girls that I loved and then get their number and then we would collab and everyone was very, it was just very collaborative. Everybody's helping each other out. Um, so it was awesome. And but then I was able to kind of take all of that back to Austin and there really weren't a lot of, you know, YouTubers in Austin, which also kind of helped me because I felt like I was one of the only ones. And so, um, when I was, I did start kind of like pitching myself to brands. Cause like, I also signed with my manager, but she was, you know, managing girls that had over a million followers. I had maybe 150,000 at the time. Um, and so I started pitching myself to all these like startups in Austin. And what I found was what was happening was I was getting these brand deals or these partnerships. I would, you know,

• 10:30Speaker 02

  get to know them, pull them in and then forward them to my manager. And then I would look on YouTube and like all the other girls that were signed with her would be working with these brands and I wasn't. So I was basically just like funneling these brands to my manager. So I realized at that time, I was like, I'm not big enough for them to care.

• 10:46Shaan Puri?

  Right.

• 10:46Speaker 02

  So I need to get out of this contract and just kind of manage, manage myself and build my own team and like have people that actually care about what I'm doing. Um, so as soon as I could, I got out of that contract and ever since then, we've always kind of had like an in-house team, um, which we've learned a lot from that. But, um, but yeah, it's just kind of crazy how it's evolved.

• 11:05Shaan Puri?

  And so how, even when you were, so how big is the audience now?

• 11:08Speaker 02

  So now on Instagram, like total total on all of our platforms, we have probably over 2 million, 2.5 million.

• 11:14Shaan Puri?

  But the main one is Instagram now?

• 11:15Speaker 02

  Main one is Instagram, which is like the perfect platform for us. Um, most of our content is on Instagram stories. And the reason we like that is because it's kind of like reality TV where I wake up with my audience. Like, like literally when I wake up in the morning, I get on stories and I carry them throughout the entire day. And so it's just like the closest, I feel like people really feel like they're in our homes. You know, it's, it's very stripped down.

• 11:37Shaan Puri?

  Yeah, yeah, it's a lot more authentic.

• 11:39Speaker 02

  Yeah.

• 11:40Shaan Puri?

  Kind of like follow, follow my day. And so you, uh, you've done that. Now you also launched Divvy.

• 11:45Speaker 02

  Yes.

• 11:45Shaan Puri?

  And it's because that's kind of how we, where we initially found you guys. But I read this thread, I read the Twitter thread, somebody, somebody else had written about this. And they named five or six creators I'd never heard of that had businesses that were really big. It was like Divvy, uh, it's a, you know, this sort of like hair care product, whatever. And it was doing 40 million or something in revenue. I don't remember what the exact numbers were, but I remember being like, wow, that's like really significant and so cool. Like I never really, like, I'd never heard of that.

• 12:14Speaker 02

  Yeah.

• 12:15Shaan Puri?

  You hear the same three or four examples all the time when it comes to like, like Logan Paul in prime and Mr. Beast and whatever. Like especially in the tech world, we kind of hear the same, we're not like as deep in. So you only hear this, hear the same, you know, three or four examples every single time. So how did that come about? How'd you, when did you decide to, instead of posting for other people, like, let's create our own brand? And how'd you pick the product? How did you like, had you had the confidence to go for it?

• 12:38Speaker 02

  Yeah. So, um, there was definitely an era on Instagram where everything was perfect. You know, it's like back in the day of like posting the perfect selfie or the perfect like latte art, whatever it was. Um, and so I definitely played that game and it gets very exhausting. After a while, I started actually losing my hair when I was in college, whenever I was at UT. First it started with like just me being so stressed out because I'm. At UT, I'm flying to LA every weekend. I'm posting on these videos. I have like NutraGina is like, where is the brand deal? And I have like four exams the next day. So I'm stressed out all the time. Start pulling my hair, then I get hair extensions to try to like cover that up. That makes it worse. Then I bleach my hair. That makes it worse.

• 13:21Speaker 02

  When we get married, I think like a year in, I look in the mirror and I'm like, I literally have no more hair. I was like, I didn't even want to leave the house anymore. So Jordan.

• 13:29Shaan Puri?

  This is a dumb, I mean, are we talking a couple of strands of hair? What are we talking about?

• 13:32Speaker 02

  No, I mean like bald spots, like

• 13:33Shaan Puri?

  Patches.

• 13:34Speaker 02

  Like patches of hair.

• 13:35Shaan Puri?

  And it was stress driven?

• 13:36Speaker 02

  Stress driven and then hair extensions. So that's probably like more traction alopecia. So what happens when you put hair extensions in, like your hair can't withstand that weight. And instead of just losing hair where the hair extension is, with traction alopecia, you actually lose hair like around that whole surrounding area. So it was like multiple bald spots like all over. So Jordan, of course, my husband, he's like, wait, I don't get it. Like, why don't you just get a wig? All the Kardashians wear wigs. What's what's wrong with that? So he takes me to a wig shop in Dallas, like the first place he Googles. We walk in, it's like a Halloween store. Like the most expensive wig is like

• 14:09Speaker 00

  Probably called forty dollars. Bright neon yellow. I'm like, I don't know if this is gonna work.

• 14:13Speaker 02

  They're like plastic wigs. They're like, the most expensive one is like fifteen bucks. So I leave there like so defeated. I'm like, I'm always gonna be bald, you know? So we actually um learn about this like wig shop in Los Angeles, called The Wig Shop, actually.

• 14:27Speaker 00

  Yeah.

• 14:28Speaker 02

  Uh, from Jeffrey Star.

• 14:29Speaker 00

  I was gonna say Jeffrey Star.

• 14:30Speaker 02

  Jeffrey Star is another YouTuber. Anyway, long story short, we fly out there, find my first wig. I'm in wigs for a year and actually when I first got my first wig, I didn't tell anybody because I was so embarrassed. I was like

• 14:42Speaker 00

  We actually took a trip to Chicago with my parents and my sister-in-law and my brother and we didn't tell them the entire time. They go, oh, nice haircut. You know, like they had no idea.

• 14:51Speaker 02

  These things can look so real now. It's it's insane. So about a month into wearing it, I just felt like a fraud. I was like, I gotta tell people. I feel like I'm probably not the only female going through something like this. I think that like people will appreciate it and hopefully they'll be cool with it. So I Share that I was wearing wigs and it kind of just opened up this door of like all these females that are kind of going through the same thing, like this like hidden epidemic of hair loss.

• 15:21Shaan Puri?

  Yeah, my wife all the time after, uh, after we had our first baby, I think there's like a known kind of like postpartum.

• 15:27Speaker 02

  Oh, yeah.

• 15:28Shaan Puri?

  Like issue with, with hair losses. So she was talking about it all the time. And I was like, I was like, what do you mean? Like, it's nothing. Don't worry about it. She's like, no, look at this. And he's like, baby hair, whatever. And it really bothered her. And I didn't even think really even to try like what, what, what a solution look like. So.

• 15:43Speaker 02

  Yeah.

• 15:44Shaan Puri?

  Definitely have felt that.

• 15:45Speaker 02

  It can be very emotional, like especially for females, um, because there just weren't a lot of people talking about it. So, um, long story short, I took the year and wore wigs and I was like, you know, I'm just going to focus on my scalp health. I'm going to focus on my wellness, um, and really like give this thing like a hundred percent. So meanwhile, there was actually this trend, um, or I guess a hack online where a lot of women were using monistat to grow their hair back, which is so strange. But the reason that was working is because it has a lot of like anti fungal properties.

• 16:19Shaan Puri?

  What's monistat? Tell Sean, Danny, you gotta tell him. Know about or no? No, you shouldn't know about it. Is it a good thing that I don't know a lot of this? This is good clickbait. Tell him.

• 16:29Speaker 02

  Okay. So all the guys on the podcast are going to be like, what?

• 16:31Shaan Puri?

  By the way, we always joke. Explain. We always joke that we have four female listeners. Hopefully that'll change after this episode.

• 16:37Speaker 02

  Four female listeners, we're all like dying inside laughing right now.

• 16:40Shaan Puri?

  Their face right now.

• 16:41Speaker 02

  So monistat is what people, what females use for yeast infections.

• 16:45Shaan Puri?

  Okay, gotcha.

• 16:46Speaker 02

  And so a lot of women were using this on their scalp though, and it's helping their hair grow. And people are taking before and after pictures and it's like insane. So the reason that's working is because it has these anti fungal properties in it, which nowadays, you know, they always tell you, don't wash your hair. It's not good for you. So a lot of females are using, um, dry shampoo. And so they're putting all this dry shampoo, all this product that's just like sitting on your scalp, blocking your follicle. And so your hair doesn't really have like a fair chance of growing. So when they're using monistat, you know, it's kind of like detoxifying. It's getting rid of all that product buildup and your hair is growing. So the only thing with that is you shouldn't be using it long term. It's just like, has a lot of harmful things in it. So my goal was to find a more natural way to essentially accomplish the same thing.

• 17:28Speaker 02

  So I would like get into my bathroom and I studied bio at the University of Texas. I was going to-

• 17:33Shaan Puri?

  So did I. They don't teach you anything. I learned photosynthesis for like seven years.

• 17:38Speaker 02

  Yeah, exactly.

• 17:39Shaan Puri?

  They don't teach you anything about the human body. She can hang with the chemist.

• 17:42Speaker 02

  I can hang now.

• 17:43Shaan Puri?

  She can hang. She's like, okay, I remember that.

• 17:44Speaker 02

  I kinda, I kinda get it, but uh-

• 17:46Shaan Puri?

  It's amazing how much you learn when you really need to learn versus like by major.

• 17:50Speaker 02

  Now I wish I really would have paid attention because I think it really would have benefited me, but-

• 17:54Shaan Puri?

  Could have known.

• 17:55Speaker 02

  Anyway, so um, so you know, I'm like a little chemist in my, in my bathroom. I'm getting all these ingredients from online, Whole Foods, all over the place. And just making my own scalp serums and I would, you know, share on YouTube, like this is how I make it. This is where you ordered this and then mix it this way. And, and then people started asking, they're like, hey, can you just like ship it to me?

• 18:13Shaan Puri?

  Right.

• 18:14Speaker 02

  And so I go to Jordan, I'm like, I really think this could be a thing. A lot of people-

• 18:18Shaan Puri?

  We're not gonna ship them a Petri dish. When was this like, couple of years ago or?

• 18:20Speaker 02

  This was uh, 2019.

• 18:23Shaan Puri?

  Uh, no, they probably, yeah, 2019.

• 18:24Speaker 02

  2019.

• 18:25Shaan Puri?

  2019.

• 18:26Speaker 02

  Um, and so that's kind of like where the idea originated from. And it was totally clean, so it's something that people could use every day and not feel like it's gonna be harmful. So we had a lot of like eucalyptus, uh, natural ingredients, hobo oil. Um, but there were a lot of things I wanted to put in it that I just didn't have access to. So long story short, found partners, found a great chemist. And then came out with our first product, which was a scalp serum. And to be honest, I did not think that it would pop off at all. I really was just like, I wanna serve my audi- I've been very like service driven with all of my content. I'm like, I just really wanna serve people because I feel like if I serve them, they'll come back. So that was really just like the heart behind it. But what happened was a lot of people were buying it for like their day were down the street. Or their mom, or their husband, and people started taking like before and after pictures.

• 19:11Speaker 02

  We never asked for before and after pictures, but I feel like that's kind of what made it blow up.

• 19:15Shaan Puri?

  Right. It's the best marketing there is, right? A before and after.

• 19:17Speaker 02

  Yes. People started sending in their before and afters and like, so then I would start sharing them, you know, left and right. And I mean, every day I'm probably tagged in like 15 before and afters, even to this day.

• 19:27Shaan Puri?

  So were there not scalp serums before that? Or there were, but they just weren't-

• 19:32Speaker 02

  You know, I think it was just such a new, like a niche, like, you know, putting something on your scalp, like a skincare routine, like creating that scalp routine was very new. People weren't really thinking about it. So I'm sure that there were scalp serums out there. Uh, but I don't think people were educated about like how to use them or why they were important. Um, so our biggest thing is just like, if you're taking care of your skin, like you should be taking care of your scalp. It's kind of like an extension of, you know? And so, um, so I think once people kind of understood how to use it, then they went to Divvy first because we were also one of the only like clean scalp serums out there.

• 20:03Shaan Puri?

  Gotcha. So the business launches when?

• 20:06Speaker 00

  Twenty twenty.

• 20:08Speaker 02

  Twenty twenty.

• 20:08Speaker 00

  Uh, no, twenty twenty one, twenty twenty one, October twenty twenty one.

• 20:11Shaan Puri?

  So we're not even two full years in and it's exploded. So I don't know how much you guys typically share. Do you guys share revenue stuff or not really?

• 20:20Speaker 00

  Yeah, I mean, like our first like full year, I think you already shared it. Well, you said twenty, it's forty, but, uh, yeah, we did about forty million dollars. And then, um, you know, this year we're on track to do thirty percent, thirty-five percent growth.

• 20:33Shaan Puri?

  Yeah.

• 20:33Speaker 00

  Um, it's, it's crazy.

• 20:35Shaan Puri?

  And that's mostly from kind of the power of your community? Or that's that plus a bunch of other marketing that you have to do? Or how, how does the business grow?

• 20:43Speaker 02

  I mean, how much?

• 20:44Shaan Puri?

  That probably exceeded your expectations. I mean, that would exceed anyone's expectations.

• 20:47Speaker 00

  Yeah, I always say like when we launched the product, we thought that we were launching it for like ten percent of Danny's audience. Like we were like, hey, these people need to be served. Danny, you know, acquired this audience. They want a resource. And it just grew so far beyond that. And a lot of people think that, you know, Divvy, um, is all Danny's audience that's buying it. And, you know, she's only made up about fifteen percent of the overall revenue. And so it was just a product that I think took off and worked. It was just right place, right time. It was like during the era of the skinification of the scalp is like what the beauty gurus call it.

• 21:20Shaan Puri?

  Damn, I missed that whole era.

• 21:21Speaker 00

  Yeah, you missed the era. Well, it's here. It's now.

• 21:23Shaan Puri?

  I don't have a skincare routine either, so I, I need to catch up. I need to start with skin, move to scalp.

• 21:27Speaker 00

  I gave you two boxes.

• 21:28Shaan Puri?

  Yeah, I know.

• 21:29Speaker 00

  You're, you're in it now. Um, and so, yeah, it's, it's just been wild. I mean, we, we never expected.

• 21:34Shaan Puri?

  And so did you guys look at like other creator led businesses? Like who was the inspiration that you're like, oh, you know, if we do this well, this could be like, you know? Whatever.

• 21:44Speaker 02

  Yeah.

• 21:45Shaan Puri?

  Skims, or this could be like the Kylie's Kylie's lip thing or whatever.

• 21:48Speaker 02

  I mean, we've always admired the Kardashians in a business sense and like how they've how they've like used their reality TV to grow all these businesses and like we, one thing we love about them is like how they all support each other. It's like an ecosystem, like you're using, you know, Kylie's makeup and then you're wearing Kim's skims. And so we always loved that aspect of what they do. But I mean, in terms of like our inspiration, to be honest, everyone in our space was just launching clothing lines. Um, so it was totally different.

• 22:17Speaker 00

  Yeah, it was very, very different.

• 22:19Shaan Puri?

  Were you tempted to do that too?

• 22:20Speaker 02

  A hundred percent. Jordan was like, please don't, please don't. The returns are insane. My parents, my dad actually has a showroom at the Dallas World Trade Center in Dallas. So he, um, you know, sells wholesale, you know, Nordstrom, all these boutiques. My dad always told me, he's like, the one thing I ask you is please don't get in the fashion industry. It's just,

• 22:41Speaker 00

  Yeah.

• 22:41Speaker 02

  it's, it's a lot. And so, um, but one thing I knew that I wanted, if I ever did launch a business, I wanted to have something that could be on subscription. And so a lot of my ideas were mainly tech at first. Um, I never really thought of like,

• 22:54Shaan Puri?

  Like what? Like what would it have?

• 22:55Speaker 02

  Uh, you know, some service that you could get. I had, I honestly didn't have like a, what?

• 23:00Speaker 00

  Like you,

• 23:00Speaker 02

  We had this.

• 23:01Speaker 00

  There's like one, yeah, there was one time where she like wanted to launch her own app because she felt like, you know, she could build a better community, like through a different platform than Instagram and, and, and we tried it. We called it, what did you call it?

• 23:12Speaker 02

  The Sassy Club.

• 23:13Speaker 00

  The Sassy Club at the time. And it was like, we use this, uh, this third party app system and we drove a large part of our community to it. And we tried to do like more, the whole concept was like, let's meet in real life with our audience. And so it was like, we'd do meetups and stuff like that. And that was just really hard.

• 23:29Speaker 02

  It was kind of like a Bumble.

• 23:31Speaker 00

  Right. Yeah. It was kind of like a Bumble. And so we tried that, you know, it, it was pretty difficult. And then

• 23:35Speaker 02

  It was, it was difficult to manage like the in-face interactions.

• 23:40Speaker 00

  Yeah.

• 23:40Shaan Puri?

  Now let me ask you a question. I just hired a guy, paid a guy $5,000 to do a couple of like one-on-one like workshops with me. And it was all about this idea of personal branding. Which honestly, a pretty lame phrase in general. Like I cringe that I even did all this, but I'm putting it out there. In the spirit of authenticity. So I pay this guy. Why did I pay this guy? Well, this podcast itself has gotten pretty popular. But uh, I've always had this problem, which was just like, um, you see some people and their brand is so clear. It's like, uh, there's this guy who this guy named Pomp and Pomp is all about Bitcoin. He's the Bitcoin guy. Yeah. Like you know him about, but you know, because of Bitcoin, he talks about Bitcoin, everything he loves, you know, every fourth word needs to be Bitcoin.

• 24:25Speaker 03

  Yep.

• 24:26Shaan Puri?

  And then you have like, um, Tim Ferriss, who's, uh, you know, the four hour work week guy or the four hour body, four hour chef. He's the four hour guy. He's all about kind of life hacking your way there. And so you, you go down the list and a lot of people who have built good online followings, they have a clear kind of like, they're the blank guy or they're the blank gal, whatever. Like that's what they're known for. And for me, I've always been like, well, I don't know about the business, business guy. That doesn't sound very like specific or focused. And I was like, oh, I've gotten pretty far without that, but maybe I, maybe somebody can help me kind of sharpen this. So this guy who I hired, he works with like, you know, like Jay Shetty and like, um, a bunch of people who are like that, like, uh, the guy who did Quest Bar thing.

• 25:08Shaan Puri?

  Yeah. Tom, whatever, Bill U. Um, and he's like, yeah, you know, like Jay Shetty, his story is, he was like, kind of like in and out of trouble, then decided to go be a monk. And he was a monk and then he like got kicked out of the monastery because a monk came to him was like, you know, you are like, there's something bigger in store for you. So he decided to make his life mission to bring ancient monk wisdom in a modern way to the world or whatever. I butchered that, but something like that. Yeah, he is consistent, man. He's doing it every day. I just knew him as like the blue eyed Indian guy. Like, you know, that's what stood out to me. Like the guy's got blue or green eyes. Yeah. But I was like, okay, I see how I see the value in if you really like sharpen this, like whatever your brand is all about.

• 25:51Shaan Puri?

  But then I've met people who are maybe like you, who, um, you probably never hired a consultant or like did a brand workshop or like, sat down with a piece of paper and like tried to architect. It seems like it kind of happened organically and naturally for you. So I have two questions for you. One, do you think you have like a focus like that, like the blank? Yeah, you are the, you know, just like the Bitcoin guy. Do you have like a thing that's like, our brand is, is about this word or these three words or whatever. Do you have something like that?

• 26:19Speaker 02

  Um, so when I started going through my hair loss, I think it was the first time that I kind of felt like I had that thing. Like I was kind of like the wig influencer for a while and then kind of like the hair loss influencer. I mean, as cliche as it sounds, I feel like, like I think our biggest thing is we've always just been very authentic and like goofy. Um, and we've kind of, I feel like what we've done is figured out how to collide those worlds of like being professional, but also getting, you know, taking your heels off, getting back home, just like, and being real about what it's like having two kids. Like you're in heels, changing diapers, kids peeing all over you. Um, but like, I would say it, it took like 10 years for people to kind of,

• 27:04Speaker 02

  I've never had, you know, this persona or this video pop off and go viral and then everyone knows who I am. Like I've never had that moment. It's just been like very gradual of, but I, but I totally feel what you're saying. Like I, I still go through those times where I'm like, okay, who am I?

• 27:19Shaan Puri?

  Yeah, what's my identity?

• 27:20Speaker 02

  What's my identity? Like what do, and I, I do feel like there are some bloggers out there that are so good at like, okay, when you think of Chick-fil-A, you think of this one person, or when you think of like this one brand, you think of it.

• 27:32Shaan Puri?

  Dude, that should have been mine. Chick-fil-A. You're a genius. You've been in front of me the whole time.

• 27:36Speaker 02

  Yeah. And it's like, and so I do try to find those things that like, okay, when in Dallas, when people go here, like, are they gonna, what brands are they thinking of when they think of Danny? You know, but it's, it's challenging because also like, I'm very, you know, one day I want to be doing this. One day I like to like kind of shift and be on my toes and so.

• 27:53Shaan Puri?

  What do you think people get wrong when they try to build a following? Not like the people who are just obviously bad, but let's say people who have the potential or could be working out. What do you think are the mistakes that those people make that like?

• 28:05Speaker 02

  They're trying to be perfect all the time and it's so unrelatable. I think like one of the biggest reasons that like people can relate is because we have made so many mistakes and we share them and like there's times when we get online and we're like, man. That was bad. We should have done that. Like, there was example, a small example, but I was, uh, cutting up like fruit for my daughter Stella's lunch and I'm cutting the grapes wrong, you know, like where they can choke on grapes and like had no idea like my mom never cut my grapes. So like, I didn't know there was anything wrong, but you know, like the DMs start flooding and the Facebook groups are popping off. And he's like, cutting the grapes wrong.

• 28:40Speaker 02

  Like, you're influencing all these moms to cut grapes wrong. And I'm like, oh, my gosh, I didn't know. Like, so you know, you get on, you're like, guys, I'm so sorry. Like, I made a mistake. Let me like, teach you the right way to to cut grapes instead of like deleting the content and being embarrassed about it. And so it's like.

• 28:54Speaker 00

  I think you cut them wrong the second time, too.

• 28:56Speaker 02

  I did, I did, I did. Um, but yeah, so I just feel like I have a lot of girlfriends like in Dallas that are, you know, trying to do something similar and they're trying so hard to just be perfect all the time. And it's not really.

• 29:06Shaan Puri?

  You said the word relatable. I think that's a key, uh, key thing. Like, we had the comedian Hasan Minhaj. I don't know if you know him. He's on Netflix or something like that. He came on and, um, and I was asking him something about, because we do this, like, we're doing these live podcasts now sometimes. So we're doing one this Saturday here in Austin. And so I had asked him, I was like, hey, I'm going on stage, kind of like stand up comedy. There's gonna be whatever, like, thousand people in the audience. How do I, you know, any, what would you say, like, first five minutes? How can I set a good tone here? And he goes, um, he gave me two pieces of advice. He goes, first, make it clear that you are there. So he's like, talk about the room. Talk about the person in the front row. Talk about, you know, the city that you're in and like, what has been like for

• 29:48Shaan Puri?

  you to be there? Like, just make it cool. Like, give them the fact that you're there and everybody will be present together when you do that. And he goes, the second thing is, uh, low status. I go, low status? He goes, yeah, like, people make this mistake a lot, that they try to be high status. They're like, uh, I want your approval, so I'm gonna present a version of myself that is high status. When in actuality, the way people relate to you and like you is doing something low status. So making fun of yourself, showing a weakness, being vulnerable, saying something that's, makes you look bad, not great, or like embarrassing to you. And so he's like, you know, comedy is actually a low status art form, not like, not high status, which is what you're like. If you go at a conference, you go on stage, uh.

• 30:33Shaan Puri?

  It's typically gonna be all high status stuff. People trying to say things that show how important they are and how smart they are in their resume and all that. Basically, that's not how people relate to you. And so what you're saying kind of reminds me of that is like a, uh, doing things that are showing the, the, showing some of the flaws almost. Not just because they're there, but like it actually helps. It actually builds that relatability.

• 30:54Speaker 02

  I know, I, I, I agree. I mean, I feel like the times that we connect with our audience the most is like in those goofy times when I'm running around with no pants on and like. We're like, oh, I relate, same thing, you know?

• 31:05Speaker 00

  I think there's like a, there's like a pushback on like A-list celebrities even towards influencers because it's like, I don't understand. Like this is not relevant to my life at all, what the Kardashians are doing and the private jets and all this stuff. And like, I think that that's where people feel at home, you know, is, is in these kind of like relatable moments, which is what I told Ben, you need to do. I feel like y'all do this so well on the podcast is like, you're not trying to be this business guru expert. You're just kind of talking about everyday people's business and your thoughts on it. You're kind of riffing and I think that, you know, I told Sean, I was like, I think he just needs to do more. He needs to get on Instagram stories, need to get on YouTube. That was my advice to him.

• 31:41Speaker 02

  Are you on Instagram?

• 31:42Shaan Puri?

  So I went non-private, like, you know, I'm on Twitter for the first time. Yes, I'm now not private.

• 31:47Speaker 00

  When we DM'd him, it was private. I was like, what's this guy doing?

• 31:49Speaker 02

  Yeah.

• 31:50Shaan Puri?

  Yeah, I didn't bother with Instagram, but, but.

• 31:53Speaker 00

  What did your, your, your fancy branding coach tell you?

• 31:57Shaan Puri?

  So what he was saying was, so they did this, they did a great exercise, actually. Um, I kind of want to like package this thing up so more people can do this. I think it's a, it's a pretty useful thing, but what he says is he was like, you know, you want to figure out your signature stories. Uh, first, so he's like, don't try to get to the endpoint of, oh, I'm known for X. He's like, go look at yours, the signature stories that made you, you. So like, what were the moments of your life that kind of defined who you were? Times you either made a key decision in life or you, which could have just been like, no more. Like, I'm not doing this ever again. Or, uh, you know, so some people have that, they give up alcohol or something.

• 32:34Shaan Puri?

  It's like, that becomes their brand, but it's like, the signature story is the rock bottom story that they, when literally they were so embarrassed at something that they did or felt. And then they decided, never again. Or it could be a signature story where, you know, they went from kind of being, you know, shy to actually give it out there, being more confident. And what, what changed? So you find your signature stories that kind of reveals what you're going to be, what you're going to end up being known for. The mental shortcut people will need to make when they're trying to think about who's that guy? Oh, he's the guy who blah, blah, blah, blah. That's their, that's their story. The second thing he said was, he was like, you gotta figure out what you said something about like serving. He's like, basically people will come to your content because they're, they're trying to change the way they feel.

• 33:19Shaan Puri?

  So you gotta know that you're not giving information, you're giving a transformation of like, you know, emotion, how, how somebody feels. So he's like, what transformation do they get when they come to your content? That you give them better and more consistently than anybody else. If you do that, you win. And so you gotta figure out what is that change? So like with the pod, for example, we talk about business ideas or like, we'll show you an under the radar business you never heard of, that's really interesting, crushing it. But like, let me ask you, I, I bet, I bet you, I bet your answer will match what I think it is, which is why do you listen to the pod? What do you, what do you feel when you, when you listen to it?

• 33:53Speaker 00

  I think it's like education meets inspiration. Like I think I walk away being like, oh, cool, new idea. Like I want to, you know, I want to learn more about that, or I, I feel like I can, you know, go do this in our business, right? And I think that that's what you guys do really well, whether it's like just sharing ideas or, you know, uncovering these things we've never heard of, but it's done in a relatable manner. Whereas like, I think that that's why it's inspiring is because you're not doing this in like this, I'm up here, you're down here type of way. It's kind of like, hey, we're all here and we can all do it. Right.

• 34:24Speaker 02

  More tangible.

• 34:25Speaker 00

  It's more tangible. It's very relatable. Like I think that there's very strong parallels between what I've seen in like Danny's content and the way that she relates to her audience and what you guys are doing with your audience.

• 34:33Shaan Puri?

  Well, we call it the girl next door. We, we don't want to be a supermodel. We want to be the girl next door. You're still trying to be hot, but you're being like relatable hot.

• 34:42Speaker 02

  I can glam up, like I can get there, but yeah, you are the girl. I love that.

• 34:45Speaker 00

  How have people like, do you, what are your experiences like in real life when you meet people who listen to the pod?

• 34:52Shaan Puri?

  Uh, it's probably like what you feel, which is that they know you. They're like, like, you know what I mean? But I really know you.

• 34:59Speaker 02

  Like we're friends.

• 35:00Shaan Puri?

  Yeah, like, like in Instagram, like daily vlogging, kind of like through an Instagram story is kind of the same way. It's like the same. I know you, your kids, I know what your house looks like. I know, like, on my way here, I was asking my wife, I was like, I was like, I don't follow them on Instagram. Like, I don't know their stories. Though I know they're like, oh, their mom is like involved in it. They got two kids. Like, there's like all these little things that are known about your life, the inside of your life. And so I think like, that's what you guys do on the podcast, a different podcast is like, such a long form conversation.

• 35:29Speaker 00

  Right.

• 35:30Shaan Puri?

  Unedited, unscripted. So you get to know someone's personality and we, I usually do the pod with my buddy Sam and Sam, like, it's kind of like two friends hanging out, kicking it. And so you, you get the, like, the, what we found was that the two transformations people get, the two feelings that they get consistently is we're like their entrepreneurial friends. It's almost like, they got to hang out with their two guy friends who are like super into business, nerding out about business stuff. It's like, they kind of got to have the hangout without like, going and having the friends and doing the hangout like themselves. Cause it's like, oh, I was driving somewhere and I just listened.

• 36:00Speaker 00

  Right.

• 36:00Shaan Puri?

  But I kind of got my hangout fix. And the second is like motivation or like the inspiration, like the juice to be like, I'm probably not going to go do any of the things you mentioned on this podcast specifically. But just hearing about stories of people doing interesting things made me want to go do more interesting things or maybe if they're doing well, it made me want to go crush it in my field too. So, once we realize that, it's like, oh, okay. That's very different than, people come to me for this specific information or the specific help. Uh, because it's like, yeah, there's some of that, but it's not the main thing that gets people attached.

• 36:32Speaker 00

  I told, I told Ben this, um, you know, but I, I said, the biggest pitfall from here is you got to stay humble and you got to stay consistent. Because I think that what happens in this era, and, and you saw it a lot with the early TikTokers that blew up during COVID is they moved in these big houses, right? You know, and then they would sign with these managers and then they're all, and all these commercials and the very thing that made them relatable and tangible during those times.

• 36:56Speaker 02

  Was dancing alone in their bedrooms.

• 36:57Speaker 00

  Was dancing alone in their bedrooms. Now they're in mansions and it just loses the same. Sentiment, right? And I think that that's the pitfall of anyone really in like the entertainment industry. But like, anyone who's built their brand off of authenticity is like losing that, right? So it'd be like you guys, you know, becoming jerks, you know, or douchey. And then like, no one wants to hang out and they're like, oh, well, now they're just pompous. Or even like, you have to protect yourself, you know, in our world, we have to protect ourselves from the sponsored things of like, oh, they're just bought now. You know, like, I don't trust them anymore. You know, I, I, I don't believe that they're saying this for just genuine reasons. It's not Sam and, you know, kicking it.

• 37:32Shaan Puri?

  And so you probably get this question a lot. It's the same question we get a lot, which is like, if you were just starting out today, what would you, what would you do, right? If you were 21 now, what would you, where would you start? Uh, we get that on the business side. What would you say your, your answer to that is on the content side? Would you, would you start on TikTok? Would you go to Instagram? Like, what type of content would you do? Cause like, you had said one thing that was actually very, very interesting to me. Your first video, you said was like affordable New Year's year, New Year's Eve outfits. That's kind of amazing because that's a great, like, almost like title. Like, it seems like from the beginning, you had a good sense of like what content will work.

• 38:07Speaker 02

  Right.

• 38:08Shaan Puri?

  Not everybody has that. Like, I think most people would have tried something that's like not bad.

• 38:12Speaker 02

  I would say with like any platform that I started on, I mean, I would probably start on TikTok now just because I feel like it's the easiest to go viral. Instagram is so tough. Um, but I do feel like YouTube's like kind of coming back a little bit.

• 38:24Speaker 00

  Yeah, I heard vlogging's coming back.

• 38:25Speaker 02

  Vlogging, um, long form, but I honestly wish I wouldn't have started out with the trends, like chasing the trends. I really wish I would have liked, just like found something really unique and honed in on that. Cause I feel like I was like trend chasing for so long. And then I would have some video pop off, but that was just because it was trendy and no one actually wanted to get to know me more.

• 38:46Shaan Puri?

  Right.

• 38:47Speaker 02

  Um, so I wish I would have just like kind of been more unique, which I think kind of just goes back to like, what does Danny actually want to share? Like, what is she really passionate about? I would mix in a little bit of that, like I, since I was studying biology and kinesiology, I would, you know, mix in a little bit of like what I was learning in my classes. But then the next video was a trend. You know, and so that's the same thing that I feel like a lot of TikTokers get caught up in. You know, they're just doing all these trendy videos and then they have a meetup and like no one comes because nobody really knows them. And nobody actually like connects with them. Um, and then too, like, I think branding as characters within your content is so important. Like you said, my mom's in a lot of content, so I had this idea to call my mom.

• 39:26Shaan Puri?

  What's her character?

• 39:27Speaker 02

  So yeah, her character is, we call her tornado. And that's the rea- the reason we call her tornado is because she is a tornado when she walks in the room. Like right now, if she was in this room, she'd be dusting off your leaves over there. She'd be fixing all the light bulbs. My mom has so much energy and I didn't really know how to like communicate that to the audience. So my first step was like, we call her tornado. And the second step is every time she comes over, we're showing her up on a chair dusting things off and like.

• 39:53Shaan Puri?

  Doing tornado things.

• 39:54Speaker 02

  Doing tornado things, pulling me out, out of my comfort zone, just like being a tornado. And so, um, and then, you know, Jordan's, Jordan's character is like every single day he gets up at the same exact time. He wears, you know, he gets dressed up every single time I'm running around the house, just like chaos. So we all have our certain characters and I didn't really learn how important that was up until like probably like three or four years ago.

• 40:17Shaan Puri?

  And how did you learn that? You just sort of like.

• 40:19Speaker 02

  Because people started forgetting who we were. And so I, I had to like create a way where people like when they, when they, you know, were missing it. Like what did they associate our family with and like how, how could they remember us throughout the day? And so, um, so like tornado was, was a like, was kind of huge for us. I feel like that was, not only that, but it was like very relatable because, you know, just even before we had kids, like the content we were creating. I'm like, who relates to this? We're traveling all over the world, taking outfit pictures. You know, like this is not.

• 40:46Shaan Puri?

  It doesn't make sense.

• 40:47Speaker 02

  And honestly, it was exhausting for us because it wasn't even like relatable for, for us, you know? And so as soon as we kind of like settled down and we had kids and I was like, okay, we have to figure out a way to make our everyday life interesting.

• 41:00Shaan Puri?

  You're like, so we bought our nice house and then we.

• 41:03Speaker 02

  Yeah.

• 41:04Shaan Puri?

  In a relatable house and then we go sleep in the nice house.

• 41:07Speaker 02

  No, I honestly, I know people that do that. Like I know influencers that have second houses that literally just film there.

• 41:13Shaan Puri?

  Our middle class house.

• 41:14Speaker 02

  No, or I know influencers that literally will like, they'll take a Chanel bag to dinner, but they'll like switch it with like an Amazon one before, when they take the photo. And it's like. Um, but no, I feel like what's so like unique about us too is like that we kind of live our lives just the way we were raised. Like with the same family values that we were raised with. We're not shared to, we're not scared to share that with our, with our audience.

• 41:38Speaker 00

  Yeah, I mean, I would say like everything you said a lot about like characters. This is like who they are, you know, and it was just like, how do we kind of like tell it from all of these different angles? And it just fit, you know, like every family is a story, right? And I think that that's where a lot of the creativity seeped into what we did, right? And why it was hard to do what we did is we had to find what made our, our family unique and almost produce it like a reality TV show. And I think that that, I mean, I don't want to say that we were the first, but I think that that's what we saw the medium of Instagram stories as. Like a lot of, I think influencers in like the 2019 era, when it came out, we were like, oh my gosh, like, how am I going to do this? Cause they're not super personable and we, you know, with your YouTube background, we were like, oh man, this is like our platform to shine.

• 42:20Speaker 00

  And it was, it was so fun. So what I'm pushing you to do is like, show your wife, show your kids, like show the behind the scenes of like, what is happening in Sean's life beyond just this podcast. Like that's what I think.

• 42:30Speaker 02

  And it doesn't even have to be family. It could be like your producer or your assistant or whoever it is. Like my, my brother now has an assistant. Her name's Katie and she shows up like three days a week and she is, everyone like loves her on the content. And now because they love her and because she's a character, they go out and do these crazy things that they probably would have never done. That's just so much more entertaining now because there's another character involved.

• 42:52Shaan Puri?

  And so who's, are you just like selfie with the camera? Do you have somebody who?

• 42:57Speaker 02

  This guy.

• 42:58Speaker 00

  Hello, my name's Jordan.

• 43:00Speaker 02

  This guy, I mean, yeah, it's, we do have a content creator now that we actually just hired.

• 43:05Speaker 00

  Yeah, he works with like reels, cause those are, that's a different.

• 43:08Speaker 02

  That's a whole nother beast. So, you know, he's been helping out a little bit, but like, we kind of just enjoy doing ourselves.

• 43:13Speaker 00

  There's a lot.

• 43:13Shaan Puri?

  I talked to another woman who listens to the pod, Rebecca Zemirolo, you know, she's like a YouTuber. She's got like 10 million subs on YouTube. And when I called her, she was. Basically like, yeah, downstairs right now is like the camera crew. They basically live in our house. And she's like, my dog has a channel that's got like 300,000 subs. Like, we have our gaming channel. We have our, she does like kind of kids like roleplay content or something like that.

• 43:39Speaker 02

  Yeah.

• 43:40Shaan Puri?

  Story, kind of like, oh, yeah, let's like treasure chest in the backyard. Let's go do whatever. And so they not only, each one, not only as a character, each one got their own sub channels, has their own following, and then they have a camera crew that was like just there all the time. I was like, man, that's, you know, like stressful or like just, it's like a lot like.

• 43:57Speaker 02

  It's like reality TV.

• 43:58Shaan Puri?

  It's like, you know, famous people, they have trouble when they go out because they're like, ah, I keep getting stopped. But almost like influencers have it in the house. It's like, I never get to just not.

• 44:07Speaker 00

  Yeah.

• 44:07Shaan Puri?

  Have you said the same thing?

• 44:08Speaker 00

  Yes. Oh, my gosh. It's, it's hard and I love our team to death, but you know, it's, it's hard when your job is to live your life. You know, your job is to, to experience life, to capture it in a very raw stripped down way. But you know, when there's crews and there's teams, it's, it's sometimes counterproductive to what you're trying to do it. And so, you know, the reason I think that the husband and wife dynamic works so well in our niche is because it's just us hanging out, you know? And it's like.

• 44:33Speaker 02

  It's the best content there is.

• 44:35Speaker 00

  Danny had a bin in her life that was like falling around. It wasn't her husband. It's like, it's all about the dynamic, right? And so like I, you know, it's funny. I always advocate for like the best producer for a content creator is going to be the husband. In fact, I think that the most successful, uh, couples in our niche have that husband, wife dynamic where they're creating content together.

• 44:53Speaker 02

  It is funny. We have our, so we do have a team and they come over like four days a week. But they, they meet in our upstairs playroom. And so they're not the ones actually filming the content, but they're there.

• 45:04Speaker 00

  Truly, it's, it's, as we had more kids, it was like, okay, we're just going to put this ball pit in here. Okay, here's Stella's table. And so Stella will walk in and just be playing there.

• 45:12Speaker 02

  But the amount of times that we've tried to, you know, get a workspace or get an office, it just like, doesn't work. Cause they do have to be there because like, if, if we're going into an office every day, that's not relatable anymore.

• 45:24Speaker 00

  Right.

• 45:24Speaker 02

  And there's also like nothing, I don't know.

• 45:26Speaker 00

  It's truly one of the most like, like technical nuances that's difficult about our industry. Um, is like, how do we position our team? Where do we put them? And then like Danny can't, you know, you can't just say, hey, Danny, come to the office and do a try on haul. All the clothes are in the, the closet, right? But so it's always the trade off of, okay, do we have people in our house? What do we do?

• 45:46Speaker 02

  Yeah, we're still figuring it out.

• 45:47Speaker 00

  Still figuring it out.

• 45:49Shaan Puri?

  And for the like Instagram, kind of like sponsored content or like brand deals.

• 45:56Shaan Puri?

  Tell me a little bit about those. So how how those kind of like changed over time? What? What it, what is like working the best or what works?

• 46:04Speaker 02

  Yeah.

• 46:05Shaan Puri?

  What doesn't work anymore or doesn't work at all when people try it?

• 46:07Speaker 02

  Yeah. So I mean, brand deals started out as, you know, here's a product, go make a YouTube video, include it for 20 seconds, put the link in there. And like at first I was such a sellout because you know, like you're, I'm 20 years old. I'm like, I'm just trying to pay my rent. Like I'll do, I'll do anything that I can do to just like get by. And so, and then I think you get to a point where you're like, wait, like people really trust me. Like this is like some responsibility. So I kind of like took this approach where I pictured myself like, you know, shopping with them and then purchasing something, then trying it. And then them being like, what the heck, Danny? Why'd you recommend this? So I really started to take like more responsibility and like, wait, I am a resource. Like I gotta serve these people. And not only that, I have to find the best deals.

• 46:50Speaker 02

  Not only that, like I need to go after these brands and beg them for better promo codes that like they can't get anywhere else. So it kind of became like competitive with myself.

• 46:58Speaker 00

  Yeah, we kind of became like, like a, like a QVC always going to have the best deal. And so we tried to adopt that mentality in-house. You know, I always describe it as like a, like a, like a triangle. Like at the top is the audience and like, as long as we're prioritizing them first, everyone's happy. At the bottom left is like our business, which we have to take care of. We run a team. And then on the right is like the brand we're serving. And we found that every time we try and flip the triangle a different way. So if we put the brand at the top, then the audience is like, you don't actually like this product. And everything kind of just crumbles. And the, the, I would say like this year in particular, COVID especially, it was like, there was just this like craze for promo codes, like because what the shopping was happening so much through Instagram,

• 47:39Speaker 00

  that we found our edge to be like, hey, let's get the best deal that you're not going to find anywhere else, you know, in the country. And it kind of, I mean,

• 47:48Speaker 02

  Yeah. But I think what works a lot for us is to not just go a hundred percent on brand deals, but to also couple that with affiliates. So when I post, you know, LTK? So when I share something that I

• 48:00Shaan Puri?

  Like to know, right?

• 48:01Speaker 02

  Like to know it, yes. So Like to Know is basically a platform where, you know, anything I swipe up to, you can make commission off of it. But the best thing about LTK is I can share things that I genuinely bought. Like this top right now, I got from Target. I purchased it. I get to go tell people, okay, it kind of fits a little tight in the shoulders. Maybe go a size up. You know, here's the link. Make sure you order it in white because that's about to sell out, whatever it is. And so that's like super authentic, super real. People know that you're making commission off of it. They don't care because you're just providing them like a lot of value. So that's like 50% of how we monetize. And then the other half is, you know, through brand deals where I feel like if you have a really strong affiliate base, like you can get

• 48:41Speaker 02

  really picky with the brands that you're you're choosing. So we got super picky like the past couple of years. And and then it got to a point where like, okay, we're getting brand deals. We got affiliates. Now let's go after those brands that have never given promo codes or never given deals. Let's fly out there and like meet with them in person and like beg them for promo codes. So one of those examples was Free People, you know, girls love Free People. Been wearing Free People for years. They never do promo codes. They rarely do. They'll go on sale, but never do like a discount code. So we begged them forever to get a code. Finally got a code. You know, within the first hour, we pushed seven figures because people are like, and not only that, but because we I had worn it for years and people had seen these, you know, these specific crop tops

• 49:24Speaker 02

  that I've been wearing for so long. It was like the most like genuine authentic push and it like benefited the brand, benefited us, benefited the audience. Everyone's happy.

• 49:34Shaan Puri?

  And so what's the juiciest brand deal you've ever had? Where you were like, wow, they're gonna pay us that? Like, that's a stupid amount of money. Or like, you know, we can make this book. You don't have to say the name of the brand, or you could just describe.

• 49:46Speaker 02

  You're gonna say it?

• 49:47Speaker 00

  I know what you're gonna say. I think you say it.

• 49:51Speaker 02

  Stanley.

• 49:52Speaker 00

  Yeah.

• 49:52Speaker 02

  Stanley, Stanley, the cups.

• 49:55Shaan Puri?

  Giant water.

• 49:56Speaker 02

  Yeah, so fun fact, we were like the first.

• 49:58Shaan Puri?

  Why are those like so popular?

• 49:59Speaker 02

  We were the first to share them.

• 50:01Speaker 00

  Yeah.

• 50:01Speaker 02

  First bloggers.

• 50:02Shaan Puri?

  Influenced my life.

• 50:04Shaan Puri?

  And I was like, this is humongous. This is a giant, giant cup.

• 50:07Speaker 00

  It's, it's a great product, you know, they are owned by PE. Um, and so we flew up to Seattle and we were like, guys, listen, because they really hit that like Utah Mormon market really well. Yeah, it's a great market. Um, and then they saw that that was working, that the president is a guy named Terrence. He's actually a phenomenal like marketer. He was the one who put Post Malone and Crocs and like, kind of like reverse Crocs trajectory to being like a cultural icon. And so he, uh, I think had noticed Danny and was like, hey, you know, like I, there's something about this mom market that's working with Stanley. Um, you know, flew us up there and, uh, it was, it was hard. They still haven't given us a, a code per se on the Quencher, have they?

• 50:47Speaker 02

  Not on the Quencher. We have a code on every other product but the Quencher.

• 50:50Speaker 00

  Yeah, that's, it's hard, but yeah, they, um, they've been good. They've been awesome to us.

• 50:55Speaker 02

  We have some special things coming out with them. We're excited about it.

• 50:58Speaker 00

  We're excited.

• 50:58Shaan Puri?

  Amazing. So pain points, right? So like you talked about how Divvy was born out of a pain point that you had.

• 51:04Speaker 02

  Yeah.

• 51:04Shaan Puri?

  Um, I'm curious, as you guys are trying to run this kind of influencer business plus Divvy, like, have you felt any pain points that you're like, God, I wish, I wish somebody just made this easier or made this better?

• 51:15Speaker 02

  Hiring people easier.

• 51:16Speaker 00

  Yeah.

• 51:17Speaker 02

  Wait, this is kind of random, but like content creation at weddings?

• 51:21Shaan Puri?

  Content creation at weddings.

• 51:22Speaker 02

  Yes. So I feel like now brides really want like TikToks or Reels or just like iPhone photos. They don't want to like hire this photographer and wait, you know, two months before they get their photos back. So at my wedding, I just hired someone to like take an iPhone and like take iPhone video walk around.

• 51:40Shaan Puri?

  That's a good idea. That's a great idea.

• 51:43Speaker 02

  Take photos and I just paid them like hourly, but I feel like you could get like a pretty good team that like, you know, they take all this. The nice thing is you get your content the day after the wedding. Cause like the biggest bummer is you go to your honeymoon, you don't have any pictures.

• 51:56Shaan Puri?

  They'll have to post, yeah.

• 51:56Speaker 02

  Then they post and like people are gonna pay for that because it's their. For one day.

• 52:00Shaan Puri?

  A normal videographer, I think is like 10 grand.

• 52:03Speaker 02

  Oh, yes. And sometimes I don't even like, I like the iPhone.

• 52:07Shaan Puri?

  The, yeah, cause those are like, like you said, like my sister-in-law just got married like a few months ago. She just now got like the first cut of the wedding video. And then that doesn't look like what content looks like nowadays.

• 52:17Speaker 02

  Exactly.

• 52:18Shaan Puri?

  It looks like this like archaic, like looking thing. It's like, nice.

• 52:22Speaker 02

  Yeah.

• 52:22Shaan Puri?

  But it's like, if you posted this, it's like, okay, grandma, like, you know what? This is not like.

• 52:26Speaker 00

  They would rather had like five TikToks and like six Instagram.

• 52:29Shaan Puri?

  Yeah, that like felt like the fun of the party, you know, was captured.

• 52:32Speaker 02

  I think the reason we've noticed that is because Jordan films a lot of our content and we've, we've been to a lot of weddings where the next day the bride is like reaching out to me like, hey, can you send me that reel that you posted? Or, uh, your stories for the day? And we're like, oh, they already expired. Like they're, they're done for, you know?

• 52:47Speaker 00

  And there's so many like content creators now that I feel like don't want to be influencers. They're just like content creators, like they'll just create content for other people. I think someone's gonna, that's always been a great idea you had.

• 52:56Speaker 02

  Thank you. If I had more time.

• 52:58Shaan Puri?

  I like, I like that one a lot. And that's cool, cause that could just be like local franchises, right?

• 53:02Speaker 02

  Exactly.

• 53:03Shaan Puri?

  You could, uh.

• 53:04Speaker 02

  You just train someone how to do it.

• 53:05Shaan Puri?

  You could just start that business and then be like, I'm looking for an operator in Nashville. We need an operator in Florida.

• 53:11Speaker 00

  Yeah.

• 53:11Shaan Puri?

  Who's gonna be able to do these like dispatch content creators?

• 53:14Speaker 00

  And they go in and then they like cut it all up and then they have it to you by midnight.

• 53:18Speaker 02

  Yeah.

• 53:18Shaan Puri?

  Who did you, you said there's a bunch of content creators that don't want to be influencers. So who are they? What are they, what are they doing?

• 53:23Speaker 00

  Yeah, I would say like, we've seen this a lot with like Divvy. It's, it's called UGC now, so it's like, uh, user generated content. So there's like a whole, yeah, there's like a whole economy now of, they're not getting paid like as a brand deal to promote it on their own stories. It's like, you know, hey, we'll pay you $2,000 for four videos with our brand a month. And so these brands will have, uh, 10 UGC creators on standby on retainer, you know? And they use that content for ads. And so what is happening is like our, like our UGC content at Divvy is performing the best over any type of like branded asset. And so it makes it sort of feel like a lot of people are using the brand in, in an organic ways. And they, they are, but it's a whole other new class.

• 54:08Speaker 00

  And I was like, oh my gosh, people are doing that? Like, that's insane.

• 54:11Shaan Puri?

  Yeah, we pay for our brand, we pay like. Between one and $2,000 to a handful of creators for this exact thing. And it's like, they don't have a following.

• 54:21Speaker 02

  Yeah.

• 54:21Shaan Puri?

  They're just like, good at creating this content. And they're like, wow, you know, I get free product and I get paid to do this. Like, this is amazing. And I don't even need to be famous. Like.

• 54:31Speaker 02

  I felt the hit even with my brand deals. Like, we don't get a lot of those opportunities more because they, they used to come to me and they used to say, we'll pay you X amount. But now I guess we're too expensive or something. We never hear, hear from them anymore.

• 54:42Speaker 00

  Well, it's kind of shifted to like, that's interesting part about like how the influencer industry shift is it's, it always kind of goes in waves, right? But it's like moving from like back to mass marketing where it's like as many people as possible are using and talking about your product at the same time. And so.

• 54:57Speaker 02

  That's how it goes viral on TikTok.

• 54:58Speaker 00

  So it goes viral on TikTok.

• 55:00Shaan Puri?

  So where does Divvy go from here? So you guys are at this level now. You, are you guys, you have like a retail distribution too, right?

• 55:06Speaker 00

  Yeah. So last year we did about eight percent of our revenue from retail, but we are scaling in Ulta. So we're hoping to be in all doors of Ulta by the end of this year. Um, I don't know. Danny's always been big on like not taking investors, so we didn't do that at the front end. Um, and so we're kind of like, we own our own destiny at this point. Um, I think that we're very passionate about the mission of Divvy. Like it's hard to create an influencer brand that people don't think you just slapped your name on it, right? So we really wanted to create a product that is more and bigger than Danny. And so the products have to be really good. Um, and so we're really focused right now on innovation. We're trying to patent some of our technologies.

• 55:47Shaan Puri?

  By the way, why is it called Divvy? What's the name?

• 55:49Speaker 00

  Yeah, you answer this. I always forget.

• 55:51Speaker 02

  So it's just like divvying up attention to like each area of your life, like overall better lifestyle and overall wellness.

• 55:58Shaan Puri?

  But is it one of those things where it just sounds cool? Then later you're like, what's the meaning? Or you're like.

• 56:02Speaker 00

  I always.

• 56:02Speaker 02

  Honestly, you don't even want to know. It was just so hard to trademark.

• 56:06Speaker 00

  Yeah, I was like. She gets mad when I say this, but I was like, yeah, it's the third name. All the others.

• 56:11Speaker 02

  It was like the 30th name.

• 56:14Shaan Puri?

  It's a good name.

• 56:15Speaker 00

  Yeah, it's good.

• 56:16Speaker 02

  Yeah, now I like, I love it now, but.

• 56:19Shaan Puri?

  And so you're going into retail, you hired up a bunch of people, you said.

• 56:23Speaker 00

  Yeah.

• 56:23Shaan Puri?

  What else is like, what's the next unanswered question for you guys? What are you trying to figure out next?

• 56:27Speaker 00

  I would say like, you know, last year was very difficult, uh, just because like it was kind of Danny and I running everything. We've now, like you said, hired like this suite of VPs. But see the next biggest challenge for us is like, we're kind of setting the stage for in 2024 to go international, um, which some companies have done really well and other companies have really bought.

• 56:49Shaan Puri?

  Yeah.

• 56:49Speaker 00

  Um, and it's been just like a, a money pit. And so that's probably the next frontier for us. And, you know, we would like to do it without having to raise additional capital. We've done everything thus far ourselves, um, which is very unique.

• 57:01Speaker 02

  I mean, the best part is like our audience is kind of built in. So when we launch something, people tell me that day if they like it or not, or that day what they want more of. And so, you know, our sequence or what we've launched, we only have four SKUs right now, has just been like listening to our audience. And that's the biggest, one of the biggest things is can you sell international? And so, so we're definitely working on that. And then just like a lot of other SKUs in the pipeline, since we only have four SKUs, we have a lot.

• 57:27Speaker 00

  Product development's been the hardest thing to learn for us for sure.

• 57:29Speaker 02

  Oh, a hundred percent.

• 57:31Shaan Puri?

  And so there's like that, uh, company like Seed Beauty that was doing stuff for, I forgot who Kylie or something like that.

• 57:37Speaker 02

  Yeah.

• 57:37Shaan Puri?

  There's like these companies that are behind a lot of influencer brands. Like, uh, I know like the prime drink or whatever, there's like these guys behind it.

• 57:45Speaker 00

  Totally.

• 57:45Shaan Puri?

  They have their own company. They do like multiple brands out of that. Did you guys work with somebody like that? Or did you do your own sourcing and manufacturing?

• 57:51Speaker 00

  We found a manufacturer and that's pretty much it.

• 57:55Shaan Puri?

  And like formulation, how'd you do that? You went to like a formulation house or whatever?

• 57:59Speaker 00

  Kind of the same. Yeah. Like manufacturers usually have chemists in-house. And so we, we found one, um, and it, it, they developed our serum. Um, and luckily we just picked one right. That's a very hard world to navigate too, I've learned. Um, I think we totally got lucky with our manufacturer on the first one because there's a lot of bad manufacturers out there and you don't know until six months later, right? And so picking the good ones has been hard. But yeah, other than that, I mean.

• 58:22Speaker 02

  We have two in-house chemists now.

• 58:24Speaker 00

  Yeah, we have two in-house chemists. We, we, again, with the influencer business, like Danny learned so much from having a manager. We've always just tried to be entrepreneurs in-house and bring in-house, which is usually longer. You make more mistakes. It's harder. But I mean, I think that we like where we're at, where we didn't have a Cody or someone come in and say, just slap your name on this because we're able to listen to our audience, develop the products that we know that they want. And, uh, but yeah, it's more challenging for sure.

• 58:50Speaker 02

  I didn't see him at all last year.

• 58:51Speaker 00

  Yeah, I was like, I'm like, I have a life now. I play paintball now. So like, I'm, I'm good now, but

• 58:56Shaan Puri?

  Paintball round?

• 58:57Speaker 00

  I play paintball now, so.

• 58:59Speaker 02

  Yeah. And it's also the first time now we have like our four VPs when we walk into a room and we're like, hey, we have an idea. Can we do this?

• 59:06Speaker 00

  That's the political process of how we get things done. And now there's process everywhere. Whereas like, you know, if we have an idea today and the content side, we're like, okay, let's make it happen, you know? And it's just, it's becoming a real company, which is, it's cool, but it comes with

• 59:18Speaker 02

  Yeah, I have to be careful. Jordan tells me when we walk into the office, he's like, you can't just walk into the office and tell them what you want.

• 59:22Speaker 00

  Or they don't like something. Like we've been working on this product for eight months. It's like, yeah, I don't really like it. You know, it's like, wait, wait, just don't say it.

• 59:28Shaan Puri?

  Just crushing hopes and dreams.

• 59:30Speaker 02

  Sorry.

• 59:30Shaan Puri?

  Do you think you'll be doing content in like five years, 10 years?

• 59:33Speaker 02

  A hundred percent. I'm obsessed. I'm obsessed with my job. Like I love creating content. Yeah. Yeah. I don't even think of it as a job, but it's, it's honestly like, so I, I think it like, our relationship, I feel like is always really healthy. Whenever we're like creative together and creating things together. And I think we love doing that.

• 59:54Shaan Puri?

  Instagram therapy, basically.

• 59:56Speaker 02

  Yeah.

• 59:56Speaker 00

  Pretty much.

• 59:56Shaan Puri?

  Keeps you guys connected.

• 59:58Speaker 00

  Well, if you work with your wife, like you, I feel like you have to work through so much more conflict than if you have nine to fives. Like, I mean, we, yeah, it's, it's, it makes our relationship stronger and in a

• 1:00:07Speaker 02

  And we have something like a, a larger goal and then, you know, um, but we'll see like how it evolves with involving our family, like our kids. That's something I still haven't really figured out. Um, and that's what's so great about working with Jordan is like, if we ever didn't want to share our kids or go down that path, like him and I can just take over again. Um, and then also having Divvy, we don't have to rely on, on sharing the entire family. Um, but no, I think it's something that we'll probably always be doing.

• 1:00:34Shaan Puri?

  Yeah, we're on Instagram.

• 1:00:36Speaker 02

  Yeah. So people can find us on Instagram under Danny Austin. Um, and then Divvy, diviofficial.com.

• 1:00:42Speaker 00

  Yep.

• 1:00:43Speaker 02

  Um, and then Instagram, divvyofficial.

• 1:00:45Speaker 00

  Yep.

• 1:00:46Shaan Puri?

  And what about you? Where's your Instagram?

• 1:00:47Speaker 00

  Oh, I don't.

• 1:00:48Shaan Puri?

  You don't even have one?

• 1:00:49Speaker 00

  I don't have one.

• 1:00:49Shaan Puri?

  Dude, you got a spinoff character, man, like.

• 1:00:52Speaker 00

  It's so much effort that I, I, I couldn't, I couldn't. It would cause conflict in our marriage to try and do both, like.

• 1:01:01Speaker 02

  It's true.

• 1:01:01Speaker 00

  Yeah, I'm a great supporting actor.

• 1:01:03Shaan Puri?

  That's hilarious.

• 1:01:04Speaker 00

  Amazing.

• 1:01:05Speaker 02

  If people want to come work for you, how would they mind you?

• 1:01:07Speaker 00

  Yeah, yeah.

• 1:01:07Shaan Puri?

  If you want.

• 1:01:08Speaker 00

  Yeah, if, uh, if you guys want to come work for Divvy, email [email protected] and it'll get to me.

• 1:01:14Shaan Puri?

  Yeah. Awesome. Well, thanks for doing this. I know this is, uh, definitely you were probably like, what the heck is this podcast? Who are these guys? But, uh, you know, I appreciate you coming on.

• 1:01:23Speaker 00

  It's fun. It's fun.

• 1:01:23Speaker 02

  Yeah, things are happening.

• 1:01:25Shaan Puri?

  Right on.