Your Setbacks Are Setting You UP for Something Better | The Mel Robbins Podcast [ENCORE]

Order your copy of The Let Them Theory 👉 https://melrob.co/let-them-theory 👈 The #1 Best Selling Book of 2025 🔥 Discover how much power you truly have. It all begins with two simple words. Let Them. — Today's episode will get your head spinning, open your heart, and inspire you to take the leap into something bigger. It doesn’t matter how young or how old you are. You are meant to go big, to swing for the fence, and to do something no one has ever done before. No more small plans. You have something big to do. And there’s no better person to inspire you to make big plans than my friend and IT Cosmetics Founder, Jamie Kern Lima (@jamiekernlimaofficial). Jamie went from serving up stacks of pancakes at Denny’s to creating a product that would help millions of women around the world feel confident in their own skin. Today you’ll hear the story of how she transformed the beauty industry, created the most successful product launch in QVC history, and ultimately sold IT Cosmetics to L’Oreal for 1.2 Billion dollars (becoming the first female CEO at L’Oreal in their history). If you think Jamie had it easy on the way there, you’d be wrong. And you won’t have an easy time either, but so what? Her story is a rollercoaster of rejection and disappointment, fear, self-doubt, and near bankruptcy. But when you’ve got big plans, you just keep going. Jamie never lost faith, and today she is teaching you how to never give up on your big plans either. This is an encore episode with new and exciting insights from me at the top of the episode. You keep asking about how to tap into your purpose, and it starts with deciding the next right step. Xo Mel In this episode, you'll learn: 00:00 Intro 05:22 Introducing today’s guest- my good friend, Jamie Kern Lima. 10:27 Jamie learned this important skill while working as a server at Denny’s. 12:55 Never disregard the seasons of your life that feel setbacks. 14:18 Here’s how Jamie defines life’s purpose. 21:15 The moment where Jamie knew she was meant to do something meaningful. 23:13 Not sure what your purpose is? Think about what you struggle with. 27:07 This is the biggest reason we talk ourselves out of following our dreams. 29:19 But how do you get started when you don’t even know what to do? 33:22 Ever had a gut feeling? Hear Jamie define intuition and how to tune in. 38:12 Try going through your day this way and build your intuition muscle. 40:54 Two reasons why we go through horrible, unspeakable times. 42:11 This was the biggest rejection moment that inspired Jamie to keep going. 44:48 Listen to the “no” or listen to the “knowing.” You get to choose. 48:02 How do you determine the NEXT right step? 52:05 Jamie lands a ten-minute do-or-die spot on QVC after multiple rejections. 58:52 Here’s how all that rejection became Jamie’s strength. 1:03:54 Does your purpose have to be part of your job? 1:07:09 Why rejection is really protection. #goals #dreams #chaseyourdreams — Follow Mel: Instagram: https://www.instagram.com/melrobbins/ TikTok: http://tiktok.com/@melrobbins Facebook: https://www.facebook.com/melrobbins LinkedIn: https://www.linkedin.com/in/melrobbins Website: http://melrobbins.com​ — Sign up for Mel’s newsletter: https://melrob.co/sign-up-newsletter A note from Mel to you, twice a week, sharing simple, practical ways to build the life you want. — Subscribe to Mel’s channel here: https://www.youtube.com/melrobbins​?sub_confirmation=1 — Listen to The Mel Robbins Podcast 🎧 New episodes drop every Monday & Thursday! https://melrob.co/spotify https://melrob.co/applepodcasts https://melrob.co/amazonmusic — Looking for Mel’s books on Amazon? Find them here: The Let Them Theory: https://amzn.to/3IQ21Oe The Let Them Theory Audiobook: https://amzn.to/413SObp The High 5 Habit: https://amzn.to/3fMvfPQ The 5 Second Rule: https://amzn.to/4l54fah

• 0:03Speaker 1

  Summer is supposed to be this awesome time where we relax, we dial it down. If you're lucky and you can get to the beach, that's fantastic or a pool. But when I'm at the beach, you know what I'm thinking about? My frickin' future. And the endings and the beginnings. And today I want to throw how you believe in yourself in the middle of all these endings and beginnings. And how do you believe in yourself when you haven't even started taking the action? My guest today, she's a super close friend of mine. And she is somebody you want to hear from right now. Hey, it's Mel. I there are so many times that I sit down and start talking to you, and I just wish I could see you. I wish you were here with me so that I could see you as we're having this conversation. One of these days, maybe we need to do the podcast live so that I could see you.

• 0:52Speaker 1

  Or maybe we could organize a walk where we could walk and talk because that's always been my vision for the Mel Robbins podcast. Now, when you and I met on Monday and we talked last time, it was all about graduation. That was the theme. Do not give up on your dreams. Graduation, failure's not an option. Absolutely love that conversation. And I want to talk about it again. Not that exact thing, but about the future because it's in the air. This time of year, everybody is thinking about the future. And some of you are thinking about the immediate future, the future that's right in front of you. And you're super excited about it. You know what your plans are. You know what you're doing. That is so awesome. But there's so many of you that are looking out into the near future, and you're freaking out.

• 1:39Speaker 1

  Like, for example, I was just talking to my daughter this morning, and she picked up the phone. We were on FaceTime and she had just gone for a run. I'm like, how are you doing? She's like, I'm totally stressed out. And I'm like, what's going on? She's like, I gotta pack up this thing. My roommates are signing leases, the lease is going to end. And I'm I'm I'm thinking, your lease ends in three months. Like, why are you freaking out about this today? Why? Because she's thinking about the future. And she's starting to get nervous about all the stuff that needs to happen. And she's starting to doubt how it's going to happen and freaking out about it. And it's kind of everywhere. Maybe just in the Robins household, but here's another example of it. Everywhere I go with our son Oakley, who's a rising senior in high school now.

• 2:28Speaker 1

  I bet you can guess the question that adults ask him. So do you know what you're doing next year? Referring to college. Like it's an obsession with adults. Where are you going to college? What are your plans? What are you going to study? And at that age, I would think 99% of us are like, I don't have a fucking clue what I'm going to study. I'm going to college to help me figure out. If you're the kind of person that came out of the womb into the world, knowing your life's mission, like our daughter did, who wants to be a singer-songwriter, boom, good for you. The rest of us morons are figuring it out for our entire lifetime. And so every time somebody asks me, so does Oakley know what he's doing next year? I say, yeah, he's got four schools that he's super interested in.

• 3:14Speaker 1

  He's got one that he's going to apply ED, but honestly, he'd be happy at any of them. There's my answer. When somebody asks Oakley that, there's something interesting that I notice. He always starts out with the school that he knows he's going to get into. Now, of course, there are no guarantees, but based on his grades and based on just kind of how things are, pretty sure he's going to get in. But there's a small hesitation before he tells them the school he wants to ED to that hesitation is because it's a reach. And so that hesitation hiding in it is a small kernel of doubt. Should I say this? Do I really believe that I can get in there? Do I have the right to apply to that school? Should I even think that I'm in within the thing? And I think every one of us has an example of that in our life, right?

• 4:01Speaker 1

  Where if you look out to the immediate future, there's probably something going on with you or somebody in your life where there is this uncertainty. And that uncertainty can come up as a hesitation or a holding back or being kind of quiet or shy about what you're thinking about, or it can come across as like a total freak out. Like you're already worried about something that is about three months or a year away, and you're working yourself into a tizzy. What's needed in both situations is believing in yourself. Because when you can believe that you're going to figure out the whole thing about moving out of your apartment. And I think why our daughter is so triggered is because she's not signing a lease in Boston. She's doing something totally different.

• 4:46Speaker 1

  And so seeing her roommates sign leases for apartments in Boston certainly makes her reflect about the fact that she's not planning on doing that. She's got something else going on. And so the freak out is also about do I believe that it's going to work out? Am I making the right decision? And I talk a lot on this podcast episode about action, right? I'm always like, this is not a listening podcast, you guys. This is a this is an action podcast. You got to do something. And I also believe that when you take action, the belief catches up. But it sure is a hell of a lot easier if you can believe in yourself along the way. And that's what I want to talk to you about today. How do you believe in yourself? Especially in a moment like right now where the future is right in front of you and it is swirling with endings and with beginnings.

• 5:36Speaker 1

  That's always how I feel in the summer, right? Summer is supposed to be this awesome time where we relax, we dial it down. If you're lucky and you can get to the beach, that's fantastic or a pool. But when I'm at the beach, you know what I'm thinking about? My frickin' future and the endings and the beginnings. And today I want to throw how you believe in yourself in the middle of all these endings and beginnings. And how do you believe in yourself when you haven't even started taking the actions? How do you believe in yourself when you don't know how this thing is going to turn out that you really want to do? Well, my guest today, she's a super close friend of mine. And she is somebody you want to hear from right now. Who am I talking about? I'm talking about none other than Jamie Karnlima.

• 6:23Speaker 1

  She's the founder of It Cosmetics, which she started in her living room. And she sold it to L'Oreal for a billion dollars. And here's the thing that I love about Jamie. Jamie is the queen of learning how to believe in yourself. Because when she started It Cosmetics, she was not some influencer with Daddy's Money. No, no, no, no, no, no. She didn't get a degree in how to start a company. She was a waitress at Denny's with terrible skin rosacia, like the bright pink kind of breakouts all over her cheeks. And it was that rosacea that and that hardworking work ethic from being a Denny's waitress that made her create her own foundation. And that was the beginning of this billion-dollar company that she created in her living room, it cosmetics. And I know you're going to love hearing from her, which is why I am so excited that you're here to talk to us about your journey.

• 7:14Speaker 1

  You are one of my favorite human beings of all time. I cannot thank you enough, Jamie, for being here as my friend and for being here as the professor on the topic of purpose and learning how to believe in yourself. Ladies and gentlemen, let's give a big warm Mel Robbins podcast. Welcome to Jamie Kern Lima.

• 7:33Speaker 0

  Mel, thank you. Thank you for having me. This is going to be fun and real and raw. And I can't wait. And I hope it just adds so much value to everyone listening. So I'm grateful to be here. Thank you.

• 7:42Speaker 1

  There's no question because you know, you have those friends in your life that you don't see very often. But every time you do, it's like no time has disappeared, and you just have this like kind of twinkle on your skin because you just love being with this person. I love you so much, Jamie. I'm actually mad at you that you live so far away from me. So maybe we should just start right there.

• 8:07Speaker 0

  I love you. Thank you. I feel the very same way. And one of the things I want to share, I know we're going to dive in deep on purpose. By the way, I love purpose professor. I'm like, yeah, let's do it. Let's do it. Because it's one of our biggest life questions. How do I find my purpose? Um, but I just want to say Mel is something really important to me that I didn't want to leave her thoughts saying you can edit this out if you don't like it. But everybody listening needs to know this. You are one of the rare human beings that is the same off air behind the scenes in your everyday life as you are in all the public things. You know what I mean? And you and I have both met so many celebrities and so many people with millions and millions of followers, and it's very rare. They're the same. And I just one of the things I love so much about you is you are even more funny, even more intelligent and brilliant and kind and raw and real in real life.

• 8:59Speaker 0

  So that congruency is like one in a billion. And I love you, and I'm just grateful to be here for you. Wow.

• 9:06Speaker 1

  Okay.

• 9:06Speaker 0

  Just

• 9:07Speaker 1

  that. I think the

• 9:07Speaker 0

  episode's over now.

• 9:09Speaker 1

  No, we got to go back in time because you know, I think one of the reasons why I wanted to have you on is because the entire mission of this show is to empower and inspire you listening to us right now to create a better life, whatever that means for you to take the simple steps that sometimes feel impossible to pursue your dreams, to improve your health, to create greater connections, to believe in yourself. And Jamie truly is not only the professor of purpose, but her life story is a demonstration in cultivating belief. Belief in your ideas, belief in your intuition, belief in God, belief that things will turn out.

• 9:58Speaker 1

  And so I want to go back in time. Because, you know, I've heard you on the stages that you speak around the world, talk about how you started as a waitress in Denny's. And then from waitressing at Denny's, pursued a dream that you had of being on television. And as a fellow former waitress, I would love to start there.

• 10:24Speaker 0

  Yeah, waitress at Denny's, um, full uniform name tag to prove it. Oh, I

• 10:30Speaker 1

  forgot they had uniforms.

• 10:31Speaker 0

  Full uniform. Uh what was your favorite thing on the menu? Oh gosh, I love the pancakes. You know what? Just like simple. Um, it's so funny how our steps are ordered, I think, in life. And so often I remember being a waitress at Denny's. I remember feeling, and and maybe um maybe someone uh listening to us can relate to this right now. You have this feeling inside of you like there's something more I'm supposed to do, but you don't know what it is yet, and you doubt it might be possible. And I remember being waitress at Denny's and just feeling like I have these big dreams, but not quite knowing like how do I believe I'm worthy of them yet? And um, it was this big season in my life. Uh at the same time, Mel, the kitchen at the Denny's I worked out was a disaster. Like they would take an hour to get pancakes out.

• 11:17Speaker 0

  So I learned to talk to people so that they wouldn't leave. They often did leave. Um, or they'd throw like a dime and a penny on the table and leave. As your tip is if it's your fault. Yeah, if food were uh. But it's so funny how, you know, years later, when I ended up launching my own business, I'm like, oh, I've got to get the operations right, or nothing else matters. You know, it's just those little things we learn along the way. Um, but yeah, after after that, I I um I thought my whole life I would I would have a talk show. I watched Oprah in my living room growing up. So I thought for sure I would share other people's stories with the world. So I went into uh, you know, did all the jobs, saved up all my money to to pay through, uh pay for school and and um push grocery carts and the grocery parking lot, slice meat in the deli, all those fun jobs, and then found myself in my and what I thought was my dream job, working in TV news, and I thought this is it, right?

• 12:12Speaker 0

  And what I didn't realize was I was about to enter this huge season of setback in my life of self-doubt. Uh I have a skin condition called rosacea. And for me, it started getting really red, really bumpy. Uh, and I would be anchoring the news live, thinking like, you know, okay, this is it, this is it. And I started hearing in my earpiece uh from my producer, there's something on your face, there's something on your face. You need to wipe it off. You need to, and I was live on television, right? And I would glance down during the commercial break, and I saw, oh, the makeup is breaking up on my face, and these big red bumps are coming through. And it started this season that felt like setback. Um, but so often in life that the seasons that feel like setbacks are are actually set ups for what we're called to do.

• 12:58Speaker 1

  Okay, stop right there. Did you hear that? The seasons of your life that are setbacks are often set ups for what you're called to do. I want to just make sure everybody heard that. And I want to take a highlighter and also highlight something that you said about being a waitress at Denny's, and it's this. You said our steps are ordered. So can you explain what that means, particularly to somebody who's listening?

• 13:32Speaker 0

  Yeah,

• 13:33Speaker 1

  who may feel like I know I'm meant for something greater. Yes. Why the hell am I at this step? And this does not feel like it is like on the path of where I'm supposed to go.

• 13:43Speaker 0

  So, what

• 13:43Speaker 1

  do you mean by the fact that our steps are ordered?

• 13:46Speaker 0

  Yeah, I believe, you know, everything in life is happening for us, even when it doesn't make sense. Can

• 13:54Speaker 1

  we

• 13:54Speaker 0

  just, what do you mean happening

• 13:55Speaker 1

  for us? So, to somebody that's like really in it, James.

• 13:59Speaker 0

  Yes, yes.

• 14:00Speaker 1

  What does that mean? Let me frame

• 14:03Speaker 0

  it around our topic of purpose, right? So often people feel empty because they feel like, oh, my purpose needs to be some job. It needs to be my job, or it needs to be this this grand thing I haven't figured out yet. But for those of us that have accomplished a goal we always dreamed of, we get to it and we're like, oh, this isn't it, right? It's never, in my opinion, purpose is never this this big goal necessarily. Purpose is so often when we're able to serve the person we once were, or serve in a way for something we've gone through. And here's what I mean. Um, I think our purpose can be like, oh, wow, I went through a really freaking hard season in my life, and I now am actually realizing I'm born to be a generational cycle breaker in my

• 14:54Speaker 1

  family.

• 14:56Speaker 0

  That is an incredible purpose, right? Purpose can be like, oh, I've been having a hard season for a long time. And when I actually just take a minute and say hi to someone else who's lonely, maybe it's like in this in the coffee line at Starbucks, maybe it's the neighbor down the street, whatever it is, you feel in your gut a sense of fulfillment, like a sense of alignment when you're doing something in your purpose. And I think that the big mistake people make is they think it's this end goal, right? A lot of times when people uh hear my story and they're here, oh, Denny's waitress builds billion-dollar company, they think my purpose was to be some big entrepreneur. It wasn't. It wasn't.

• 15:41Speaker 0

  What was it? In the journey of how I did it, yeah, I took this massive risk, right? Taking my makeup off on national television when I was told not to. Um, and and being brave enough to be seen and helping other women realize uh that they're worthy and enough exactly as they are, seeing them as who they are. To me, that is my purpose. And in doing that, um, it just a byproduct of that with it cosmetics is we built a company with millions and millions and millions and millions of customers. Uh, and what's wild is five percent of our customers actually have skin issues, like I do. Ninety-five percent don't. It's just that they felt seen and connected with something that spoke to their soul, right?

• 16:26Speaker 0

  For me, being willing to say, here I am exactly as I am, no makeup and you know, all my skin issues. Um, I think people connected with that, that feeling of of, oh, I'm enough exactly as I am. You know

• 16:40Speaker 1

  what else I think is a really important part of your story. It is waitressing. Yeah, it's pushing carts in a supermarket. Yeah, it's working in the backhouse of a restaurant. That's my story too. Helping my best friend on her paper route, uh, bussing tables. And I think when you work in retail or you work in a service job,

• 17:02Speaker 0

  yeah, and

• 17:03Speaker 1

  you feel at times invisible, you start to realize how important it is to treat everybody with respect and kindness. Yes. That there is no work that is beneath you. And when you can bring that level of service to the job that you have right now, even if you hate it, even if treat people treat you like garbage, even if the the back of the house is not getting those pancakes out on time and people are angry. If you can bring a sense of grace and service and just humility to those roles, I think it changes how you show up when things start working out because you don't ever forget what it's like to be treated like shit.

• 17:45Speaker 0

  Yes.

• 17:46Speaker 1

  Because somebody was mad that their pancakes weren't out on time.

• 17:49Speaker 0

  Yes. Yes. And also you and I have had this experience where we've truly gotten to see and be almost every type of person and every type of environment. And so now it's like whether it's me building a business or you building one of the top shows in the world, one of the top shows in the world. Um, I feel part of that was like, oh, we understand who who's listening and watching you right now. I understand who real people are who built, you know, who bought who bought my products. And yeah. And so when you mentioned steps are ordered, it's like, you know, no matter where you are in your life right now, what you're going through, I believe every piece of it, whether it's, oh, someone just, you know, cut me off in a parking lot and screamed at me, or oh, whatever it might be you're going through, all of those things are happening for you.

• 18:39Speaker 0

  I believe so that you're amassing this toolbox of understanding and getting strong enough and equipped enough for the purpose you

• 18:46Speaker 1

  step into. Amazing. So, professor of purpose, Jamie Kern Lima, right there. That's your takeaway number one. The steps are ordered. Believe in that. And this moment is helping you. It's giving you something. So that is one major tool that you used along the way. Let's go back to that moment because I think you were 28 years old, right? When you're sitting on television in Seattle,

• 19:09Speaker 0

  yeah.

• 19:09Speaker 1

  You are a local news acre, you're living the dream, you're on your way, and you are now starting to have this nightmare happen. Yes. Where your rosacea is breaking through on camera in front of everybody. Yeah. The makeup that they put on you.

• 19:25Speaker 0

  Yes.

• 19:26Speaker 1

  And you've got people in your ear telling you there's something wrong with your face. Yes. And you're realizing holy cow, the makeup that they've put on my face cannot cover the rosacea and the skin issues that I have. So what do you do in that moment? Well, the first thing I did was start freaking

• 19:46Speaker 0

  out, right? And I like literally I started entering this season of self-doubt where I would be live on the air, uh, anchoring the news, thinking thoughts in my head, like, oh, am I gonna get fired? Are viewers changing the channel right now? Like, am I costing the The company ratings, right? So it was this.

• 20:02Speaker 1

  Could you

• 20:02Speaker 0

  feel

• 20:02Speaker 1

  those moments when you could feel like the makeup not kind of like disappearing? Like there were moments when I used to be a commentator for CNN. I was pre-menopausal where I could feel the hot flash coming.

• 20:15Speaker 0

  Yeah. I didn't feel it until they said it in my ear and in my earpiece. And then what would start to happen was I would get so nervous and stressed out because I kept trying to cover it during commercial breaks. I could feel my heartbeat in my ears. So I remember what I remember is like anchoring the news live and you're, and sometimes you have to be happy, tell this happy story, or or you're serious telling. And I just remember my heart beating in my ears, hoping people weren't turning the, you know, changing the channel. And it started this this thing where I, you know, would spend what, you know, it's funny, I was I was um anchoring the news, and people think when you're doing that, you must have all this money, but you really don't get paid much at all. And I took my little paycheck that I had and started spending it on um department store makeup, uh, professional artistry makeup, drugstore makeup.

• 21:03Speaker 0

  I couldn't find anything that worked. And I had this idea one day, like, oh, if I can't find anything that works for me, uh, there's probably a whole lot of other people out there that feel like makeup doesn't work for them. And it was sort of this idea where I was like, if I could figure out how to make something that worked for me, um, it'd help a whole lot of people. And that was my my knowing or this this this gut feeling. But then my head Mel was like, oh, but you got no money, you got no connections, you know, no one in the beauty industry, you're unqualified. So I sat in this place, right? And I just want to, we're talking about purpose. I had this gut feeling, like I was supposed to go for this thing, but then my head was like, oh, but here's all the reasons why you're not qualified to do it, plus you're in your dream job, right? And I sat between those two.

• 21:49Speaker 0

  And it wasn't until I had this big, big aha moment of why I needed to do it that pushed me over the edge.

• 21:55Speaker 1

  Okay, so what is the aha moment?

• 21:57Speaker 0

  Yes. So so I realized one day, I'm like, this makes no sense. There are thousands of makeup companies out there. How does nothing work for me, right? Then I had this moment where I realized I've never seen a model with bright red, bumpy skin saying, you know, selling makeup. Like uh you always see these photoshopped, airbrushed models. And I realized, Mel, like, wow, my whole life, I've actually loved those beauty commercials and I love seeing the magazines and I always aspired to look like them, but but deep down inside, they always made me feel like I wasn't enough. And I had this moment, I was literally on the news set when this happened where I was like, wait a minute, what if it's not just about launching a makeup product? Like, like, what if I could actually figure out how to do it, which I had no idea how, and I had no money.

• 22:47Speaker 0

  It was like, what if I could actually launch a product that works for me? And what if I actually put real people as models, like every age, shape, size, skin tone, skin challenge? What if I use them as models, call them beautiful and mean it for every little kid out there who's about to start doubting themselves and every grown woman who still does, and that deep source of pain from from how I was feeling not enough, and what could I do about it? That in my opinion is one of the strongest ways to find your purpose. It's it's what has just destroyed you or hurt you that you've maybe made it through. Yeah. And how can you now use that making it through to help someone who's going through it? Okay.

• 23:30Speaker 1

  That's like a mic drop moment from our professor of purpose, Jamie Kernlima. So again, I like to unpack these things to make sure this is a this is a I always say this is not just a listening podcast, it's a doing podcast. And I want to make sure nobody's left behind.

• 23:47Speaker 0

  Yes.

• 23:48Speaker 1

  And there was billions of dollars worth of wisdom that you just dropped. And so I want to try to unpack it for anybody that is listening to this and you have this sense that you're made for more. So one of the things that I heard is look in your life and see what problems or frustrations or things that you're struggling with that feel like a setback. And Jamie gave you the example of the rosacea on her skin and her inability to find something that actually could help her solve this issue of being able to cover it up so that she could do her dream job. And that setback is a setup for something new. And then get out of your own sort of selfish or self-loathing or the self-excuses and the self-pity and remind yourself that there are 8 billion people on this planet now.

• 24:40Speaker 1

  There are other people that are dealing with this.

• 24:43Speaker 0

  Yeah.

• 24:44Speaker 1

  And that if you can figure out how to put your energy into making this better for yourself, and you bring other people into the fold with you, you now have something that's worth working on because it helps you, and it's gonna help other people. And I also want to point something out that Jamie will not tell you, but I sure as hell will. And that is that this was about 14 or 15 years ago. So we're talking 2007, 2008, correct? In my opinion, Jamie Kern Lima is the reason why we have this real beauty movement. There always has to be the first person, and she was it. So when you look around the the internet and social media and you see people doing naked faces, that was not something people did in 2007.

• 25:35Speaker 1

  It was all airbrush, it was all perfection. That was the beauty standard. There were no plus size or curvy models. That was not a thing back then. And so you've got a woman who is sitting in Seattle who has no experience and no money deciding that she is going to not only figure out how to create a makeup line for people who have issues with their skin, but that she's going to do something nobody has ever done, which is put real normal people like you and me into her campaigns when she finally gets us figured out. And she's gonna show people what her skin actually looks like in order to sell it. I mean, that was a revolutionary idea.

• 26:22Speaker 1

  She was the first, and I'm telling you this because you could be the first. You have something inside of you that is a problem, something that you can solve. And you could be the first to change the way that people think about an issue. And so, Jamie, let's pick up the story because how do you go from this aha moment, like, oh my God, oh my god, oh my God, to doing something? Yeah. Because I think some of us have aha moments, right? Yep. And then we don't do anything. Yes, because

• 26:57Speaker 0

  we doubt them. We doubt him. We think, like, oh, someone's already done it. Yes. Or oh, whatever. First of all, if you're out there right now and you think, oh, you have an idea or or a way you want to show up in the world, or or or someone else you, you know, uh you want to help, but you think, oh, someone's already done it. Literally, there's only one of you in the entire universe, which by definition means no one has ever done it the way you're gonna do it. So when I launched this, say that again,

• 27:20Speaker 1

  Jamie, for the people that are like, whoa, whoa, whoa, kids,

• 27:23Speaker 0

  calm down. Uh I will wait. Jamie just said something. I was doing my dishes. Say that again. Talk about the fact that this matters. This is huge because I think the biggest reason we talk ourselves out of things is we think, oh, someone's already done it.

• 27:38Speaker 1

  Yes.

• 27:38Speaker 0

  Someone's already done it before, you know, who must be smarter than me or more talented or more whatever it is than me. And what I have learned and then proven, and I want to tell you too about all I'm gonna get so excited. Well, because no, when you do this thing, like don't be shocked then when there's millions and millions of rejections and people don't get it, right? Um, uh uh because it's never been done before, right? Oh, yes. Because there's only one of you, there's only one of you doing it the way you're gonna do it. But but just to recap that, there is literally only one of you in the entire universe, right? And so if you are gonna show up to this world authentic, that means whatever you do, if it's authentic to you, it's actually by definition, it's never been done before. Right. And so when you show up that way, don't be surprised if not everyone gets it right away.

• 28:28Speaker 0

  Or, you know, in my case, all the experts I put on pedestals all said no, that this idea of of how I wanted to um connect with women, they thought it wouldn't work and they thought I wouldn't therefore make them any money. Um, but can I ask you a question real quick? How did you go from

• 28:44Speaker 1

  the aha? Yes to starting. So what did that look like? Like, because I think like if you're in this space where you know, let's just use an example. You've never actually you don't know the fur, you you you have this thing about catering that you just can't get it out of your head. You want to do these events, you want to, you've never actually done this because you had never done anything with makeup. You had no idea what you were doing.

• 29:12Speaker 0

  Yep.

• 29:12Speaker 1

  You have an idea and you have an aha moment. What was the first thing that you did to start to make this real? So leaning on that, why I

• 29:23Speaker 0

  had to do it and why it felt like it was gonna be part of my purpose was a big thing that helped me actually take the risk, quit my job.

• 29:31Speaker 1

  Wait, you quit your job because you had an aha moment? Yeah, it was deep. I was like, if I had What did it feel like?

• 29:37Speaker 0

  It felt like um, it felt like if I didn't do it, I would wake up the rest of my life with this pain in my gut, this longing knowing I was created for more. Um, it felt like if I didn't do it, I would have the pain of regret.

• 29:54Speaker 1

  And

• 29:55Speaker 0

  if I did do it, I might have the pain of failure and maybe the pain of embarrassment. And then maybe the pain of, oh wow, that wasn't, that doesn't feel like it went how I thought it was. You know, I knew it was this big risk. I knew I was leaving what I thought was my dream job. Why did you have to quit your job? Just curious. It was literally from day one, I was all in. Like it was, I dove all in. I knew if I was gonna do this, I needed to just go all in on it. Um, and you know, I started, I do not recommend this, but I started working like 100 hour weeks from the beginning. I was so freaking passionate about it. Like I couldn't stop thinking about what if I can actually figure this out. What if I can literally because it was it became a big thing? So did you have

• 30:40Speaker 1

  any savings? Like, do you have a little bit of a little sick? Because you

• 30:43Speaker 0

  didn't pay yourself for the first three years that you did this. First three years. So basically, my husband and I wrote this business plan, right? Um, quit our jobs, dove all in in our living room. We poured all of our savings into it. I thought, Mel, and this is this is for someone watching us right now. I know this. I thought if I can figure the product out, it's gonna be huge. Right. And then I realized, like, oh, being an entrepreneur or or or launching a dream is not always that easy. We put every penny we had into it, and I once we actually created a product by and we were scrappy. If you're not gonna do it. And how did you create a product? Like you're in your kitchen buying stuff at the grocery store. How does this even work? Okay, so no, so first, um, I love that, you know, technology is right there, right?

• 31:29Speaker 0

  So researching how our makeup formulations made, who makes them, what are the FDA regulatory compliance, all the unsexy stuff I know nothing about, just diving into the research phase of how does this happen? And then what I learned is that uh manufacturers are our makeup company's closest held secrets, right? Like closest held secrets, they won't disclose who they work with, but a lot of these big manufacturers work with all the top brands that you see or a handful of them. Gotcha. So I started.

• 31:57Speaker 1

  So are you saying that all of the brands and top brands that you see are basically manufactured by a handful of companies? Yes, handful of

• 32:05Speaker 0

  companies, and then some do it in-house as well. Gotcha. Um, so what I did was scrappy. I walked into a Sephora, I wrote down the name of every single brand in there, went home. You know, I had no money, right? Cold call, every single brand and saying, like, oh, um, I'm looking for really great manufacturer. Could you let me know who you man you and then they hang up on me? You know what I mean? One after another after another after another. And I got this really small brand in a totally different kind of positioning where the girl who answered said, Oh, here's who we use, they're in New York City, blah, blah, blah. So that was my first manufacturer. Reached out to them, had a meeting in person, uh, had no money, poured this idea out to them. They took a risk making me samples. Uh, and that's how it started, was just really being scrappy and and trying to figure it out.

• 32:53Speaker 0

  All of our money had went into uh the product development formula and the advisory board of the product. Yeah. And I thought, okay, now we have a product that works for me, right? This was after hundreds of formula iterations. I thought that was gonna be it.

• 33:07Speaker 1

  So is this like year one or year two? Like, how long did this take? Yeah, it took a good first year to get that product. And then what I started

• 33:14Speaker 0

  doing was sending it to everyone I thought was just gonna believe in me instantly. So I sent it to Sephora and Ulta Beauty and all the department stores and all of the online retailers, QVC, which is you know, live television shopping channel. And I thought, oh my gosh, this is gonna be huge. Every single one of them said no after no after no after no. And to your point, it became three years of not being able to pay myself, three years of hundreds and hundreds and hundreds of no's of crying myself to sleep at night. Were you and your husband

• 33:45Speaker 1

  like fighting like crazy, like you should go back to work, you should, but why do we do that? Like, were you like doing that?

• 33:49Speaker 0

  You want to know what it was? We still believed in it, but we weren't sure how we were gonna make it. It was like friends and family that were like, uh, wait, you quit your job. Are you sure you should have quit your job? Or wait, you still haven't made any money? Like it's been three years, right? So you hear all of this, the voices get so loud. Yeah. Um, the loudest though, were my own self-doubt. You know, sometimes we take a chance and go for something because our gut is telling us to do it, and then all of a sudden you face all this opposition and you start to question, is my gut wrong? Is my knowing wrong? And there were so many times where I would literally get this another brutal no from you know, Sephora or QVC or whoever it was, and I would just literally cry myself to sleep. Um, I would pray about it and be like, God, I feel like I'm supposed to be doing this, but nothing is

• 34:39Speaker 1

  going right. So let's just pause in that moment. Because I get a lot of questions from listeners who the things that have happened in their past, yeah, they don't know how to trust their intuition. Yeah. And I get a lot of questions about decision making and how to truly, in a situation like this, where you are burning through your entire life savings. Yeah. You have left your dream job. You have gotten no after no after no after no after no. How do you stay connected to your intuition in a situation like that? What tool do you have or what advice can you give to somebody who's having trouble hearing what the right decision is in that kind of situation?

• 35:34Speaker 0

  Yeah.

• 35:35Speaker 1

  So I think that

• 35:37Speaker 0

  intuition is like a muscle that we build um over time. And I think it's a lifelong journey that, you know, to really learning how to hear it and to trust it. And one of the greatest tools, I think, is to uh go back, think back to times in your life where maybe you had this gut feeling to do something and everyone around you said, don't do it. So you listen to them, you didn't trust yourself, and then think about what happened, right? And then similarly go back to a time where everyone was like, oh, uh-uh, no way, no way. And you're like, but I love him. I don't think he's lying. I think his phone really did break five times every weekend. He didn't disappear his phone. Like, right, think about like that situation when everyone was telling you something and and and you didn't listen, or even your gut was telling you, right?

• 36:28Speaker 0

  And you didn't listen, and you think back to those times and you start to develop pattern recognition of how it felt in moments in your life when you trusted yourself or didn't, and what happened, and you get better attune to what that feels like. So what does it feel like for you in both situations?

• 36:46Speaker 1

  Like, can you describe what it feels like for you when you're like, yep, nope, that's a no.

• 36:50Speaker 0

  Yes. And what does

• 36:51Speaker 1

  it feel like for you when you're like, I'm sticking with this?

• 36:53Speaker 0

  Yeah, often it's the tiniest of feelings in my gut, right? Some people describe it as like a still small voice. I pray about it. I ask God to give me the answers and I try to live the answers. Do you feel the

• 37:05Speaker 1

  answers that God gives you? Like, is that what happens for you when you do this? Like right now, when I look at you,

• 37:10Speaker 0

  right?

• 37:11Speaker 1

  Like I

• 37:11Speaker 0

  know you're a beautiful soul, right? I just know it. You know it. You feel it. Like I feel like you have good, like you're good. You know what I mean? It's a feeling, right? And and we get these feelings, but so much around us is so loud.

• 37:27Speaker 1

  You

• 37:27Speaker 0

  know, and we just learn over time. And by the way, not to go, this could be a whole other episode, but especially as women, from the time we're young, we learn not to trust ourselves. We we we walk in to our parents fighting and we go, is everything okay? They're like, everything's great, everything is great, right? To protect us, we start to learn to doubt ourselves. Right. But you know, or you know, especially as young girls, you learn to make decisions by consensus often with your friends and making other people happy, making other people happy. Uh people pleasing, we're rewarded for for pleasing everyone else and and almost ignoring what we feel. So, so if you're someone who's an adult right now, going, I don't even know how to hear my own gut or trust myself.

• 38:12Speaker 0

  That's why we've been trained out of learning how to do it, right? So it takes intentionality and really um deciding, oh, you know what? I'm gonna put in some time, even if it's five minutes a day, just to thinking about moments in my life where I trusted myself where I didn't. Um, and if you don't remember any of them, start now. You know what you just inspired me to think about?

• 38:37Speaker 1

  I don't even know if it's possible to do this. But imagine if you could go through the rest of today and only make decisions that align with what you truly want.

• 38:51Speaker 0

  If you

• 38:52Speaker 1

  don't want to go to that party tonight, don't go. If a friend asks you something and you feel obligated out of guilt to lend them that thing, don't actually lend them the thing. Yeah. Eat what you want to eat tonight for dinner. Don't just go to wherever your friends want to go. Like, I think that would be a real eye-opening experiment if you were to do that.

• 39:15Speaker 0

  And you start building that muscle, right? And the more you do that, some people don't even pay attention to what they actually want to eat for dinner. They're just like, what sounds good to everyone? But to your point, when you start paying attention, then you also start building that knowing of hearing your own knowing. Do you think

• 39:30Speaker 1

  it's possible to discover your unique purpose in life if you are not connected and listening to your intention and intuition,

• 39:42Speaker 0

  I mean. And your own intuition. Here's how I think it's I think it's way more likely. And and you're gonna actually discover more than one purpose

• 39:51Speaker 1

  often

• 39:52Speaker 0

  if you're really tuned in to your intuition and and and you're intentional about it. But what I'll say for someone who feels like they can't hear their Gut, but they still want to find their purpose. Um, uh, a friend of mine, Rory Vaden says that you're you're your best position to serve the person you once were, right? Um, uh Trent Shelton, our friend says, says one day the things you're going through right now will be the things you made it through.

• 40:20Speaker 1

  Yeah.

• 40:20Speaker 0

  And what I would say to someone listening right now is look at something in the past that has broken your heart that has caused you grief that has been something uh that you care deeply about, whether it's positive or negative that you've gone through, something you care deeply about, um, or maybe pain you've gone through, something you have made it through. I believe often when we go through the hardest times in our life, yeah, it's for one of two reasons. What are they? It is to either equip us with the strength we need to carry the weight of our success that's to come, to carry the weight of our purpose that's to come, or we've gone through these horrible, unspeakable times, things we would never want to happen to us again in our life, because we're actually gonna get our greatest source of fulfillment and purpose by one day helping someone else who's going through

• 41:15Speaker 1

  them. And I love that saying that you're best equipped to help the person you used to be. Yes,

• 41:23Speaker 0

  yes. So

• 41:24Speaker 1

  let's go to that moment, Jamie. You're three years in.

• 41:27Speaker 0

  Yeah.

• 41:28Speaker 1

  You've burned through the money. Yes. You have been told no by everybody. And even though you have leveraged all of the steps that were ordered along the way, and like an amazing Denny's waitress, you can talk to anybody. You can hustle, you can figure it out. Yeah. You have nothing but closed doors in front of you. Yes. And a ton of product and no money.

• 41:52Speaker 0

  Yes.

• 41:52Speaker 1

  What is the turning point?

• 41:53Speaker 0

  Yes.

• 41:54Speaker 1

  Why did you not give

• 41:55Speaker 0

  up? Yeah.

• 41:56Speaker 1

  So

• 41:56Speaker 0

  two big things happened. The first uh was in the form of a crazy painful rejection. So I thought, Mel, um, so we got a call from a big potential investor and very famous for launching all these sort of unknown brands and making them big products we all buy in grocery stores, and you know, and I thought, and they got a hold of our product. And I thought, like, oh, if they invest, then A, I'm not gonna go bankrupt. B, like they we can leverage their their clout to get in these stores that keep telling me no. Like I had this whole scenario planned out that was like this pretty woman moment, right? Where I was like, oh, he's gonna save the day. And so we started taking meeting after meeting, uh, and and we it got down to the final meeting with this huge investment firm. And uh it was in person. My husband and I actually flew to the meeting, and the head guy was about three feet from me.

• 42:45Speaker 1

  Yeah,

• 42:46Speaker 0

  and his whole team was there, who was awesome. I just presented our whole future product pipeline. And he says, you know, you should be so proud of this product you're created. You've created it's really, really good. Uh, but it's a no, we're gonna pass on investing in it cosmetics. And I was like, okay, can you tell me why? Because I'm so used to hearing no. And

• 43:06Speaker 1

  I was like, okay, even though really I was devastated. But well, yeah, because they just led you on and you just went through it, and this was supposed to be the meeting

• 43:14Speaker 0

  where they're like, let's do this. And I was so hopeful and I was so desperate.

• 43:18Speaker 1

  Yeah.

• 43:18Speaker 0

  And um he says, he got very quiet and he says to me, Do you want to know? You know, do you I said, I said, can you tell me why? And he says to me, Do you want me to be uh really honest with you? And I said, Yes, please. And he got really quiet, and he's like three feet from me in person, and he says, I just don't think women will buy makeup from someone who looks like you with your body and your weight. And when he said that to me, and this is why it was such a big moment for me. When he said that to me, first of all, a lifetime of body doubt and self-doubt. Like I remember it flooding my body all at once. And when I looked at him, I actually felt no anger toward him. I felt like I was almost like staring my own fear um straight in the eye. But when he said those words to me, Mel, and this is what this is when we talk about purpose and intuition, he said, I just don't think women will buy makeup for someone who looks like you with your body and your weight.

• 44:14Speaker 0

  The second he said that, I felt this feeling in my gut, like I can remember it like it was yesterday. This like strong feeling that said he's wrong. Like I felt it, right? And I didn't know how I was gonna prove it, but I felt that feeling. And what I realized later when I look back at that moment, this guy, this dude gave me a no, but God gave me a knowing in that moment, in that moment. And I believe every one of us has had someone tell us we're not the right fit or no, or you don't have what it takes. Sometimes we're the ones telling ourselves that I don't love you anymore. Yes, yes, right. But if if you get still and you learn to hear your knowing, I believe which one you listen to. If you listen to the no, all the no's, all the rejections, all the self-doubt, or you get still and listen to you, you're knowing, whether that's from your own intuition, from your creator, from the universe, whatever speaks to you, but we all have it.

• 45:10Speaker 0

  We all have it. And I believe our our our life and our purpose and and our entire destiny comes down to which one we listen to. Do you listen to the no, or do you listen to the knowing? Okay,

• 45:21Speaker 1

  I promised a master class. That right there is worth a billion dollars. In life, are you gonna listen to the no? Or are you gonna listen to the knowing inside of you? That's it. Yeah. As somebody who loves you and is your friend, when you shared that story with me and hearing you tell it again right now. I literally go, I'm gonna kill that motherfucker.

• 45:56Speaker 0

  I I go, I have that my knowing goes,

• 45:59Speaker 1

  oh yeah. Oh, yeah. You think, okay, okay. Yeah. Okay. Let me let me show you. Like it's that like I get that sort of mojo thing going when somebody says no like that at a moment like that. It's like, I'll show you.

• 46:15Speaker 0

  Yeah.

• 46:16Speaker 1

  And I guess I just got in this moment, sort of this wake up call that my knowing often feels like, I'll show you.

• 46:24Speaker 0

  Yeah.

• 46:25Speaker 1

  You missed out. You'll be sorry. What is yours sound like? And it's almost

• 46:30Speaker 0

  always true. That's almost always true, right? What is yours sound like? So is yours like, or is it more of like I mean, in that case, I was devastated and at the same time had the strong, it's it was just a piece. Honestly, in that moment, it was a piece he's wrong, and that didn't make sense in my head. Why? Because I had had three years of hundreds of rejections. And this is the thing, right? Uh Jay Z says the genius thing we did was we didn't give up. That's it, like one of my favorite quotes of his. In that moment, everything told me to give up, Mal. I mean, it was hundreds of rejections. And now it felt what felt like my last hope of desperation told me something totally different. No, because not only do I not believe in anything you're doing necessarily, but I actually just think you're personally not the right fit.

• 47:16Speaker 0

  Like women just won't buy makeup from it was just like, oh my gosh, it was like all of these no's everywhere. And and and I want to share that because you know, it's easy for someone to go, oh wow, she built a billion-dollar company. She must have just got lucky, or maybe she just had so many connections, or we always think, but but really what it comes down to sometimes in this case, that big moment for me, do you listen to the no's or you listen to the knowing, right? Yeah. And and and I made that decision that day to trust the knowing, to trust myself. I kept feeling like I was supposed to keep going. I didn't know how, right? And what do you

• 47:53Speaker 1

  do when you don't even know the next step? So you got this kind of, you know, jerk who's like, yeah, they're not gonna buy it because of your body type and this, that, and the other thing.

• 48:01Speaker 0

  You're like, yeah,

• 48:01Speaker 1

  you're wrong,

• 48:02Speaker 0

  motherfucker.

• 48:02Speaker 1

  But

• 48:02Speaker 0

  what do you do next? And and so the next right step, the next thing that feels right when you can't even see how the happy. How do you even determine what the next right step is? Yeah, you just get for me. I just get still. I pray, I pray, you know that. Yeah, I pray. Uh, and I just, but whether for you, you know, listening, it's prayer or it's the universe or or your intuition. When you get still,

• 48:25Speaker 1

  all you can

• 48:25Speaker 0

  do is try to

• 48:26Speaker 1

  listen,

• 48:27Speaker 0

  right? And and try to live that answer, whatever it is, and take that next right step. And I just felt I just had this knowing I was supposed to keep going. And even when it didn't make sense, and and you know, I remember crying myself to sleep. I remember writing in my journal, um, know your why, then fly, girl, fly.

• 48:46Speaker 1

  And

• 48:46Speaker 0

  I read those words every day till I didn't need the reminder. Um, I would Google stories of people that had gone through thousands of rejections who no one would know that they went through them because they're so successful today, or you know, and I just kept trying to sort of build this toolbox with things I could lean on. Um, but I And

• 49:04Speaker 1

  how did how did QVC come about? Because you built it cosmetics and it became because of you, the most successful beauty brand on all of QVC. You did over a thousand appearances.

• 49:20Speaker 0

  Yeah.

• 49:20Speaker 1

  So how did you even get on to QVC? Because that in and of itself is no small feat.

• 49:28Speaker 0

  Yeah. Well, you know, they're their head guy uh of beauty who's like a legend had said no to me many times. No, you're not the right fit. Uh, and I happen to be at this this big beauty expo.

• 49:38Speaker 1

  And was this before or after this guy was like, no, we're not investing after. After. So she has now gotten three years of no's. Yeah. They're almost out of money. Her intuition is knowing that she's gonna fly girl fly. So she is still showing up to a beauty expo where I want you to understand in the business world, it's It's like going to a convention where everybody that you have ever fooled around with who has then broken up with you is attended. So everybody that has said no to her. You know, she walks in and it's like, oh, here's this chick again. The it chick, right? Yep. The it cosmetics person that has been sending me the stuff and calling me, and we have told her no, do not make eye contact.

• 50:25Speaker 1

  So you are now I left this thing. This describes

• 50:28Speaker 0

  it exactly. Yes. You fooled around with who broke up with you, and they're like, oh, don't make eye contact. No, it's that.

• 50:34Speaker 1

  This chick again with the with the skin with the okay. Yeah. So you're at this thing. You've been told no by the big, big, big, big big person. It's been three years. So we're talking like 2011, 2012 ish. What do

• 50:46Speaker 0

  you do? So I uh so you you get this three foot table, right? It's a huge convention. There's 6,000 women at this convention. Wow.

• 50:55Speaker 1

  They're

• 50:55Speaker 0

  walking up and down it, and it's every

• 50:57Speaker 1

  beauty brand in the world. Are they buying it for their stores or no? So what it is,

• 51:01Speaker 0

  it's it was this big um cosmetic executive women award show. And why you're there is you are you get a three foot table, you're demonstrating your product. You're hoping that someone who walks by either wants to carry your product in their stores or all the press is there, they cover your product, or there's also you can win some big award. So I'm there, and and then all the brands you can imagine, right? Are there and there's 6,000 women walking. And when I got there, I saw QVC had this huge booth in the background, and you're not allowed to leave your table, right? And I couldn't afford to get kicked out. Um, but I just kept having this feeling like, okay, I've called them a million times. They've told me no forever, but I've never like met anyone in person, right? So I kept trying to sneak away from my table.

• 51:47Speaker 0

  And every time I got over there, the buyers would would be mobbed with people. I eventually got over there, made my way to one of the buyers, introduced myself, poured my heart out, like was I remember sweat just dripping through my clothes because I was freaking out down to no money. Yeah. Um, I'll cut a real long story short, but she gave me her card. Um, and uh, you know, it's like when someone says, Oh, DM me on Instagram, you don't know if they meet you, they really mean it. Then you're on your Instagram checking your DMs and you're like, oh, they still haven't replied. And I thought, is that what it's gonna be like? But she actually meant it. And I I flew out, had a meeting with her. We got a yes, my first big yes for one shot on QVC. And what it meant, Mel, was I was gonna get this 10 minute segment live on the air, live in front of a hundred million homes, and I either had to sell enough product to hit their sales goal, yeah, um, or not come back.

• 52:42Speaker 0

  We were only doing one to two orders a day on our website. Okay, and one to two orders a day, everybody. Yep.

• 52:48Speaker 1

  After

• 52:51Speaker 0

  almost four,

• 52:51Speaker 1

  yeah, three years of this. Yeah.

• 52:54Speaker 0

  This is

• 52:54Speaker 1

  barely

• 52:55Speaker 0

  keeping the lights on. Um so now you get this,

• 52:58Speaker 1

  you get your shot. Like there are those moments in life. Yes. You're at bat. Yep. And you got to be ready for those.

• 53:06Speaker 0

  Yeah.

• 53:07Speaker 1

  And so put us right there with you. What happened?

• 53:12Speaker 0

  Yeah. What happened was I was about to learn one of the greatest life lessons I've ever learned to this day. Um, and here's what I mean by that. So I found that I get one shot. And uh then I learn it's consignment, which means they uh so first of all, I had to sell over 6,000 units of our concealer in this 10 minute window to hit their sales goal or not come back, which was about like 130,000, 140,000 a product in a 10 minute window. I also

• 53:40Speaker 1

  want to point out to everybody that's 10 years of sales on her website at the current amount. So in 10 minutes, everybody. Yeah, she on live television has to move 10 years worth of volume she was selling on her website at that time. In one shot. In one shot. And she'd never done this before. I realized you were a television anchor, but this is a totally different thing.

• 54:03Speaker 0

  Well, QVC, it's I mean, you know, it's unlike stores where you can walk in and there's thousands of products in one space, their one minute of airtime can get one product. So you're competing with the volume of like Apple iPhone or Dyson Vacuum. You have to hit these highest sales goals. Yeah. And what I quickly learned was the offer was consignment, which meant I wasn't guaranteed to be paid for it. I had to figure out um how to get a loan to cover the cost of manufacturing uh 6,000 units of product, shipping it in, going through legal, going through QC, going through all of it. And then I learned if I go on air and it doesn't sell, I have to take it all back. Oh my god, and therefore go out of business, right? So you should never ever ever accept a purchase order.

• 54:50Speaker 0

  You can't afford to lose uh ever. But at this point, it was like, I think I'm I don't know what else to do. This is it. This is the shot. This is it. And so here's what happened. We went to 22 banks uh that all said no, and they probably should have. Um, the 23rd bank, which was California Bank and Trust and uh gave us a loan that covered our very first um purchase order and a little bit more. So I took the little bit more, we hired third party consultants. I'm like, I'm going all in. I want to do the best 10 minutes I could possibly do. I I want to, I want to have no regrets. And they all told me the same thing, which is which is if you want a chance at making it, here's what you need to do. You need to use this type of model to demonstrate your product, which is flawless skin, early 20s, all the same skin tone.

• 55:39Speaker 0

  And I'm like, okay, but that's inauthentic. That's not why I'm building this brand. I'm like, what if I put models in their 70s and then and someone with hyperpigmentation and someone with acne and and what if I take my own makeup off on national TV and I could prove live how the product works, and they were mortified. And here's the thing, Mel, they wanted me to win. Like they were giving me the best advice that they know how. And I this had never been done. So we're is this 2011? This is 2010. Yeah,

• 56:09Speaker 1

  so 1010,

• 56:10Speaker 0

  everybody.

• 56:11Speaker 1

  So this was not something people did. Like we're talking about the person who changed the industry right here, and this is the moment you're hearing it. And everybody that were the quote experts were saying no. And this goes back to one of the major takeaways that you were learning from our professor of purpose, Jamie Kern Lima. And that is there's a huge difference between a no and a knowing.

• 56:33Speaker 0

  Yeah.

• 56:34Speaker 1

  And if you're the only you that will ever exist, your knowing is the unique difference that you're gonna make in this world.

• 56:45Speaker 0

  Yes.

• 56:45Speaker 1

  And in this moment, with one shot to go, everything on the line, alone from one out of 23 banks that was willing. She said no way to the fricking experts. And she listened to her knowing. So when you walked into QVC with normal human beings, no flawless models, no one with perfect skin, all ages, all body types. Yep. Yep. Did people say, wait, you can't take them on the air, or was there any like were people like, oh, she's got this is just gonna be terrible. Like, what was that like when you walked in? Did they even know you were gonna

• 57:22Speaker 0

  take your makeup off? Um, I let them, yeah, I let them know I wanted to. And QVC was great, you know. The here's the thing about QVC is like they want everyone to be their authentic selves. It's just this has never been done this way before. Okay. And I wish I could say it was easy for me to just go, I'm just gonna go with my knowing. But the truth is, I flew out there a week early, Mel. I sat in a rental car in the parking lot, cried every day. I actually second guessed myself. I'm like, if I do it, maybe I'll do it their way first, then I'll make money, then I'll do it my way. Uh, but I know that you know, authenticity, you can't fake authenticity and authenticity alone doesn't automatically guarantee success. But what I do know is inauthenticity guarantees failure every time. Okay,

• 58:04Speaker 1

  everybody stop the professor classes and sessions. You hear that? That inauthenticity, being fake, trying to do something everybody else's way, because that's just you're too insecure to do it your way.

• 58:18Speaker 0

  Yeah,

• 58:18Speaker 1

  that never guarantees success.

• 58:20Speaker 0

  Yeah.

• 58:21Speaker 1

  Authenticity, your knowing, your special spin on things.

• 58:27Speaker 0

  Yeah,

• 58:28Speaker 1

  that is the pathway to purpose and success.

• 58:30Speaker 0

  Yeah,

• 58:31Speaker 1

  there is no other way.

• 58:32Speaker 0

  Yep.

• 58:32Speaker 1

  And so after a week of crying in your rental car in the parking lot at QVC, you were like, I'm going with the knowing. I'm going with the knowing. And so tell us about that first appearance. You're standing there on a television set, there's a bazillion cameras, the lights are bright. Yeah, you got your models there. Yeah, you're taking the risk of your lifetime on live television in front of a hundred million homes. Yes, you were doing something that has never been done on television before. Yeah, I

• 59:00Speaker 0

  remember literally I wore two pairs of spanks, Mel, not because I cared how I looked, but like I was so freaked out. Like my hands were shaking, and I was sweating through my clothes. So I had on double spanks under my dress, and I remember the moment the the camera went live, right? And there's a big countdown clock on the floor that started at 10 minutes. And by the way, a minute or two before I went on to the set, I learned you're not guaranteed your 10 minutes. Why? If you are a minute or two into your cell and you're not hitting numbers, they know by the second your clock, you might think you have eight minutes still to go, and your clock will jump to one or jump to two minutes left. Because your

• 59:37Speaker 1

  product's a flop. Yep, exactly. And you're a flop. So you literally are racing against the clock to be successful out of the gate. So what did you do to like hook everybody? Did you take your makeup off right away? Did you like

• 59:49Speaker 0

  what did you do? So I first of all I go out of the, you know, I go live, I remember it's like 959, 958, 95, and I'm like, and I remember I had practiced in my bathroom mirror, right? So many times. If I had known the high five habit, then I would have been way more confident. But I was practicing in the bathroom mirror this demonstration a million times on my wrist, how our concealer doesn't crease and the best two selling concealers crease. And I'd done this demonstration like this where I show it and they all start to crease. So I'm holding my wrist up, trying to do this as we go live to show that, but my but my hands like this now. And it was never like shaking when I was doing an amazing thing. Meaning

• 1:00:25Speaker 1

  it wouldn't bend everybody. Like she was so anxiety

• 1:00:28Speaker 0

  ridden that she's

• 1:00:30Speaker 1

  sweating through her two pairs of pangs, spanks, and her wrist will not bend. So she cannot demonstrate that her product won't crease. Yes. And the host grabbed my wrist and was like, Thank you, sugar.

• 1:00:40Speaker 0

  And she took over. And then I remember my bright red bare faced before shot coming up on national television. I remember walking over to our models, real women, all shapes, sizes, skin tones, skin challenges, calling them beautiful, meaning it. Do you did you take so when did you take your makeup? When she grabbed your hand and said, Thank you, sugar. Yeah, yeah. Did that wake you up? Or were you like I well, I don't, it was like out of my body. I was like, So do you did you

• 1:01:07Speaker 1

  like just then take your makeup off?

• 1:01:08Speaker 0

  Well, they did a whole bare face before shot of me for that show. I have I've taken it off live a million times since that first show. It was like, yeah, bareface before shot and then the after. Um, and I remember walking over to the I remember we were, gosh, six or seven minutes in. I didn't know how we were doing, but I knew we weren't cut yet. Um, and then it got down to like a minute left, and the host said, uh, the deep shades almost gone, the tan shades almost sold out. And I was like freaking out. And I remember literally right at the 10 minute mark, this giant um sold-out sign came up across the screen. And I start crying on national television.

• 1:01:44Speaker 1

  Oh, I love you.

• 1:01:45Speaker 0

  They cut from me and went to like Dyson Vacuum or something. Um, and I remember my husband came rushing through the double doors of the studio, and I and he's like has his arms up and I'm just sobbing and I'm like, real women have

• 1:01:59Speaker 1

  spoken. And

• 1:02:00Speaker 0

  I'm just like crying. And I thought he was gonna give me a hug or be all excited, and he just looked at me and he's like,

• 1:02:06Speaker 1

  We're not going bankrupt. And I was like,

• 1:02:11Speaker 0

  And I just that one airing, which was September of 2010, uh, became five more that year, then 101 the next year. And then I did 250 live shows a yeah um myself, direct live on on QVC year after year. So we built the biggest beauty brand in QC's history. And the only reason that I share that is because it was years of no, and you're not the right fit. And and and what I love for for anyone listening who needs to hear this is no one can tell you you're not the right fit. No one. And you can get all the no's in the world, but you have your knowing. And and and and by the way, I believe this, Mel. I believe even when you trust your knowing, and then it seems like it was wrong and things don't go your way over and over and over.

• 1:02:57Speaker 0

  Like I look back at those moments, right? I really wanted that investor to invest in us. Thank God he didn't. When I say everything's happening for us, what I mean is like if he I was so desperate that if he would have invested in us then, I probably would have given him the majority of the company for probably almost no money. Right, right. By the time many years, six years later, after that day, six years later, when um L'Oreal bought this little company and started in my living room for 1.2 billion dollars cash. It was still our I was the largest shareholder. Paula and I were largest shareholders. And I look back and it's like, oh gosh, thank God all the no's happened when they did, even when they sucked, even when it felt like it wasn't fair.

• 1:03:45Speaker 0

  Um, and I can look at that in many scenarios. Sometimes we don't have some big positive outcome, but we learn a purpose through a no. Right. Right? We learn a calling through a no. Um, we learn a lesson, we build strength, we build resiliency, we appreciate the beautiful moments so much more when we've gone through the tough ones. So have you ever seen that investor since I

• 1:04:09Speaker 1

  have not seen

• 1:04:10Speaker 0

  him?

• 1:04:10Speaker 1

  Uh the day that we of course I asked the petty question.

• 1:04:14Speaker 0

  I'm like, have you ever like seen him to like twist the little knife

• 1:04:17Speaker 1

  in there?

• 1:04:18Speaker 0

  So uh I heard from him one time, ever again, and it was six years later, the day that L'Oreal announced the deal. So because they're a public company, they announced um, you know, that they had acquired at cosmetics, maybe the first woman to hold a CEO title of a brand in their 107-year history. They did the big press release. So

• 1:04:38Speaker 1

  that's kind of surprising. 107 years, L'Oreal, a makeup company. You're it's take it took them that long to have the first female CEO of a brand.

• 1:04:47Speaker 0

  I hope they have many more now. That is my prayer. Yeah,

• 1:04:50Speaker 1

  yeah. You were you were the trailblazer there too. It's uh

• 1:04:54Speaker 0

  it's been, yeah, so many things. It's been a journey. And here's the thing, Mel. It was another woman inside L'Oreal. It was Carol Hamilton, who was head of luxury for North America. She'd been there, gosh, 30 plus years, and she championed

• 1:05:07Speaker 1

  for

• 1:05:07Speaker 0

  me to keep my CEO title, all the things. Like it was another woman saying, Oh, and and it's funny because I actually think she should have been the first woman. You know what I mean? And I think again, um, there's an example, by the way, of I believe I'm not gonna speak for her. I believe she knows. This is my opinion. I think she probably knows she should be the first female CEO. But look how she used what she went through to then boom be a purpose and of service and help make sure that I kept my CEO title. Um, you know, everything we go through. Um, but so they announced it, right? So all of a sudden it was a homepage Wall Street Journal, the press everywhere. And that was the first time and only time since that I heard from that potential investor. And what did he say? He said, Congratulations on the L'Oreal deal.

• 1:05:53Speaker 0

  I was wrong, is what he said. And wished me the best of luck. And uh that's a big deal

• 1:05:58Speaker 1

  to

• 1:05:59Speaker 0

  admit you're wrong. It is. Um, and uh, and so when you speak about petty, so I what I did say to him was thank you, but what I wanted to say, like

• 1:06:11Speaker 1

  what if you want to say?

• 1:06:12Speaker 0

  So in that moment, here's what I thought about. I I thought about um do you remember the movie Pretty Woman where where like she goes in the store and they wouldn't help her and then she goes back?

• 1:06:22Speaker 1

  Remember when she goes back?

• 1:06:23Speaker 0

  Yes. So I wanted to say to him, big mistake.

• 1:06:26Speaker 1

  Huge, huge.

• 1:06:28Speaker 0

  I can give you 1.2 billion reasons why it was a huge mistake. Um, but I didn't. I wouldn't have wanted to be him in that situation. You know, we probably would have been one of the most successful investments in his firm's history, you know. And so listen, it wasn't uh reject. I always say rejection is God's protection

• 1:06:48Speaker 1

  so often,

• 1:06:49Speaker 0

  you know. There's

• 1:06:50Speaker 1

  another one, everybody. Rejection is God's protection.

• 1:06:54Speaker 0

  Yeah.

• 1:06:55Speaker 1

  It's a good way to frame it. And I think when you look in the rear view mirror, you know that all the rejections you faced, especially in relationships

• 1:07:05Speaker 0

  were there to

• 1:07:06Speaker 1

  protect you. I think the true thing that you've taught me through your story and through the example that you continue to set, Jamie, is that true power and and grace and grit and belief is about seeing that in front of

• 1:07:26Speaker 0

  you,

• 1:07:27Speaker 1

  not behind you. That the rejections that you're facing right now that you can look ahead and realize it's protecting you in this moment. Um I had like a couple other questions that I wanted to ask you. Because after doing something so extraordinary, and you also have made a huge difference in uh women's lives around the world because you are extraordinarily philanthropic. 40 million dollars worth of product and monetary donations to people that are struggling with cancer. And what is next for you? Because you are right now in the middle of figuring out on this next leg of the journey called life, what your purpose is and what your next thing is going to be.

• 1:08:26Speaker 1

  What tools are you using or how are you thinking about it? And it's really important topic because so many people, particularly after the last three years, have had a profound life change thrust on them. Yes. And they're looking ahead at an open road, wondering what their purpose is gonna be, what they're going to do. Can you just speak to that person for a minute about how you're going about figuring it out?

• 1:09:03Speaker 0

  Yeah. So one thing I just want to um remind everyone to Mel, because I think people put so much pressure on themselves that their purpose has to be their job

• 1:09:13Speaker 1

  or their

• 1:09:14Speaker 0

  next job. And a lot of times we can be doing a job that's fine. And and and maybe for family reasons, we need that health coverage and we need that paycheck. And and and your purpose can be found in the things you do outside of that, right? There's a lot of ways uh to listen to that knowing and your gut, and and then when it feels right, you know that's aligned with with who you're born to be and how you're born to um show up in the world. And so for me right now, um, you know, there's that famous saying, just because you can, should you, right? There's a big part of me now with all these, you know, could I go launch a bunch of businesses? Yes, right. Um, and would I feel drawn to?

• 1:10:00Speaker 0

  Is is literally because here's the deal. Yes, I've built a billion dollar business. Yes, I have other companies I invest in. You also are married and

• 1:10:10Speaker 1

  you have two beautiful children. Yes,

• 1:10:12Speaker 0

  it's

• 1:10:12Speaker 1

  not a good thing. And you're incredibly uh devoted to your family.

• 1:10:18Speaker 0

  Well, and here's the thing is like that's all part of my story. But when I when I when I look at my real story, it it means the part that ties deeply to my purpose. Like my real story is a girl who went from not believing in herself to learning how to. And so when I wake up in the morning and I think about the things I've done so far, the things I hope for my kids for, it is is and how I built a billion dollar business. It was really through seeing women, helping them see themselves and believe in themselves and believe they are worthy and enough. And that's what makes like that's what fires me up every morning. So when I think about what I'm stepping into next,

• 1:11:01Speaker 1

  yeah,

• 1:11:01Speaker 0

  um, you know, I wrote Believe It, um, which is about my book about how to go from underestimated to unstoppable, donated all the proceeds, I'm donating all the proceeds from 100%. Um I funded leadership. Hold on, hold

• 1:11:12Speaker 1

  on. Um, let's just underscore that. So she writes a New York Times bestseller, donates all the proceeds from the book.

• 1:11:20Speaker 0

  Yeah. To

• 1:11:21Speaker 1

  nonprofits, just donate some. Yeah. And the book is just um it's incredible.

• 1:11:27Speaker 0

  Thank you.

• 1:11:28Speaker 1

  It's like a little manual that you should have on your bedside table because Jamie will be smiling at you.

• 1:11:34Speaker 0

  Yeah,

• 1:11:34Speaker 1

  and you'll see that you're not alone, that we're in this together. And her example of learning how to go from doubting herself to believing in herself is the journey that each and every one of us is on.

• 1:11:50Speaker 0

  Yeah.

• 1:11:50Speaker 1

  And so you're kind of in this soup of knowing that this is the area where you want to focus the impact, but you're not being a very, very, very good friend of yours. I know that you're not, it's still a fuzzy target, so to speak, as our friend Dean would say, it's a fuzzy target. If somebody kind of has a sense that there's something more, but they don't quite have their, they haven't had that aha moment yet that you had almost 14 years ago sitting on that television set. Yeah, I'm gonna make makeup and I'm gonna bring real women and I'm gonna show my skin and I'm gonna solve this problem. I'm gonna make people think that they're beautiful because they are beautiful no matter what they're about, and you did it. You did it. But if you're in the soup, and you don't have the vision yet, is there an exercise or something that you would recommend that we all do while we're waiting for that clarity and that epiphany to strike?

• 1:12:48Speaker 0

  Yeah. Two things. One, waiting for it to be perfect can be the lowest vibration, big biggest excuse,

• 1:12:54Speaker 1

  uh,

• 1:12:55Speaker 0

  number one reason why people just never try and never get started. So I don't think I think it's rare to ever have complete clarity, like this is exactly perfect for, and that's why, you know, I think I think uh two things. I think just taking a step and seeing how it feels is good, tuning into your knowing. I also think, you know, Dean. So so you mentioned our friend Dean, who was saying it's the fuzzy target. You know, he he was saying something to me recently about, you know, almost like when you're about to aim a bow and arrow and you're about to let go of the arrow, he's like, you can aim and and turn it and twist it a few times before you let go of the arrow. It's okay to wait a little bit and just make sure you're gonna aim at the right thing. Um, you know, so this year, for example, um, I've kind of been doing that.

• 1:13:42Speaker 0

  I've been saying, how do things feel? You know, I have the gift and blessing of being here with you right now. How does this mean feels amazing? So does this mean you you're gonna do a talk show? Maybe, maybe you could you can teach me all the ropes, Mal, and then um. Partly, I am a failed talk show host. Uh okay, that don't even know. That is true. My

• 1:14:02Speaker 1

  talk show got canceled. Why? Mm-hmm. Because uh I can tell you I go ahead. Go ahead. Well, I was gonna apply the lessons from Professor Purpose, but I'd like to hear you tell me why.

• 1:14:14Speaker 0

  I think our steps are ordered. Why? I think because you're gonna own all of what you're doing and make it so much bigger than anyone else who owned it could have made it. So uh by that definition, I think you're the most successful talk show host. That's the first thing. Um at least in the podcast. But no, I love I think it's all gonna be the same. I think a show is a show. You know what I mean? It's the world's changing so rapidly. Um, and uh, and I love too that you can do this show on your terms,

• 1:14:48Speaker 1

  right?

• 1:14:49Speaker 0

  You can do it on your terms, and that's why it is so huge,

• 1:14:52Speaker 1

  because it's on your terms. Well, like you, and maybe this is one of the reasons why we have become such dear friends in such a short period of time. And I often say on the show that I truly believe that the best years of your life and the best friendships that you'll have are on the road ahead. But a lot of the reason why we connected so profoundly, even though we are different in many, many ways, is that it goes back to the Denny's waitress. Like at my core, I am still the waitress making money, waiting tables at the Red Rooster Tavern on Scenic Drive in North Muskegon, Michigan. Same as you stalling because the fryer has now broken and the fried perch is not coming out, and I'm talking to the tourist from Chicago, and I'm treating everybody kindly, and I know that all I want to do is impact people's lives that are just got their head down and they don't feel very seen or heard, and I want to make them know that they have it within them to tap into this incredible power inside them to create whatever they want in life.

• 1:16:04Speaker 0

  Yes.

• 1:16:05Speaker 1

  And it starts with believing that you can and having somebody like you on who is demonstrated that's really important for people to hear.

• 1:16:16Speaker 0

  You know, on that topic of friendship, I love so much that you are the friend that people need to your audience, like and and what I mean by that, and I'm honored to be the friend for this episode with you to everyone. And and what I mean by that, Mel, is I think you and I love each other for who we authentically are. The Denny's waitress, the red rooster move, right? And we also are friends that that um help pull each other into who we're becoming. Yes. And I think so often, and that's why I love um and your show also, as you know, of course, but I just want to call it out that your show can be this for people who feel like how do I find those friends that pull help pull me into my future because so often the people around us, while they might mean really, really well and love us dearly, pull us into our past, or for their own comfort zone, want us to stay the person we were or are.

• 1:17:10Speaker 0

  And it's so important because we're talking about purpose, yeah, to try and and and add friends to your circle who who truly want the best for you, not just what they think is the best for them in you, but like want the best for you and you do that for me. I do that for you. Yes. This show, your show, I know does that for people as well. And so um, honored to be part of that. Thank you.

• 1:17:34Speaker 1

  Um, I want to just highlight one final thing, and then I have a surprise to tell um you listening to us right now. Yes, we have a surprise for you. It's really exciting with Professor Purpose over here. Um I I'm having like a menopause moment where like the drawbridge is open in my brain, and now the drawbridge is not closing and connecting the shots

• 1:17:59Speaker 0

  on this profound thing that I wanted to say.

• 1:18:02Speaker 1

  So let me see if I can you say order this hardly, hardly, but I appreciate you saying that. Um I think one of the things that I've learned, and it took me a long time to learn this is that there is so much success and happiness to go around. And when you lift other people up, yeah, and you reach out for help that um your success comes faster and it's richer. Yes, both emotionally and in terms of monetarily. And um, I just remembered what I wanted to say, and it's this, and it goes back to purpose, it goes back to that knowing and staying connected to your intention and this unique thing that you have to give to the world. It is not only your responsibility in life to stay connected to your knowing, it is your responsibility to advocate for it because only you have seen it in your heart and mind.

• 1:18:59Speaker 1

  Of course, your family says no. They don't even know what they're you're talking about, because they only know the person that you've been in the past. Of course, the investor is gonna say no. Why? Because they only know what they know. Your knowing is yours.

• 1:19:17Speaker 0

  Yeah.

• 1:19:17Speaker 1

  And you have to stay connected to it, and you have to keep describing it or advocating for it or explaining it to people so that they can see it too. And it's not until you demonstrate what you see in your own heart and mind by continuing to walk toward it, continuing to talk about it, continuing to believe in it, that it will become a reality. And that's why people say no, because it's your knowing, not theirs. And so, in a weird way, a ton of no's or a lot of friction or bumping up against things as you're trying, and you can't understand why don't people get this? Why isn't this working? It's because it's your knowing, not theirs.

• 1:19:59Speaker 0

  Mm-hmm.

• 1:20:00Speaker 1

  Yeah. Amazing. Okay. So the surprise. Okay. So my Jamie Kern Lima has just given you a freaking masterclass. She puts you in the seat next to her as we have driven down a 15 year journey in her life. And just insight after insight after insight. And I'm really excited because Jamie also wanted to talk to you. And I know you're going to have a bazillion questions. And so here's how we're going to do this. Just go to the comments. And in all caps, and we will put this in our um description below in all caps. Just say question for Jamie. Question for Jamie. I love it.

• 1:20:46Speaker 1

  And we are going to consolidate all of your questions. And we're going to have Jamie back. And we are going to do an episode where literally a woman who went from starting this company in her living room all the way to selling it for 1.2 billion dollars. And who has demonstrated what it looks like to tap into your knowing, to just turn those rejections into protection, to keep stepping in an ordered way through her life. She is going to be here at zero cost for you to answer your questions because that is who Jamie Kern Lima is. That is why I love you.

• 1:21:31Speaker 1

  I love you. You're just the freaking best. And in case nobody else has told you, I want to just make sure that we end by saying that I love you. I know Jamie

• 1:21:44Speaker 0

  does too. Yeah, I love you also. And um and you're worthy of your greatest hopes and your wildest dreams and all the unconditional love in the world and and your purpose and worthy of grace. You know, the grace that you want to give yourself on this journey, and we're all in it together. That's the beauty and power of your show, also. Like we're all in it together.

• 1:22:03Speaker 1

  We are.

• 1:22:03Speaker 0

  Yeah, we are. Well, we believe in

• 1:22:06Speaker 1

  you. So uh get out there and do it.

• 1:22:14Speaker 1

  Oh, one more thing. It's the legal language. This podcast is presented solely for educational and entertainment purposes. It is not intended as a substitute for the advice of a physician, professional coach, psychotherapist, or other qualified professional. Hey, it's Mel. Thank you so much for being here. If you enjoyed that video, by God, please subscribe because I don't want you to miss a thing. Thank you so much for being here. We've got so much amazing stuff coming. Thank you so much for sending this stuff to your friends and your family.

• 1:23:05Speaker 1

  I love you. We create these videos for you. So make sure you subscribe.