[{"_1":2,"_3":-5,"_4":-5},"loaderData",{"_5":6,"_7":8},"actionData","errors","root",{"_138":-5,"_139":-5,"_140":141,"_142":143,"_144":145},"routes/clips.$id.$slug",{"_9":10,"_11":12},"clip",{"_13":14,"_15":16,"_17":-5,"_18":19,"_20":-5,"_21":22,"_23":24,"_25":26,"_27":28,"_29":30,"_31":32,"_33":34,"_35":36,"_37":38,"_39":40,"_41":-5,"_42":-5,"_43":-5,"_44":45,"_46":-5,"_47":48,"_49":50,"_51":-5},"canonicalUrl","https://howleaderslead.com/clips/3066/show-your-team-that-mistakes-are-part-of-the-process","id",3066,"title","Show your team that mistakes are part of the process","subtitle","transcript","WEBVTT\n\n1\n00:00:00.000 --> 00:00:05.040\nHow do you create a culture where people feel safe to experiment and, and to\n\n2\n00:00:05.040 --> 00:00:05.200\nfail?\n\n3\n00:00:05.200 --> 00:00:10.240\nIt's a bit of trial and error, right? Where I have to then own my mistakes\n\n4\n00:00:10.240 --> 00:00:11.120\npretty publicly,\n\n5\n00:00:11.120 --> 00:00:18.160\nor I have to own my missteps, but also create a bit of a casual environment so\n\n6\n00:00:18.160 --> 00:00:18.400\nthat\n\n7\n00:00:18.400 --> 00:00:23.440\nI mean it on a call today. I, I can't remember what I said, but I said\n\n8\n00:00:23.440 --> 00:00:25.920\nsomething and, and I said,\n\n9\n00:00:25.920 --> 00:00:29.970\nsorry if I came off wrong, and my, you know, head of creative started laughing\n\n10\n00:00:29.970 --> 00:00:30.480\nand said,\n\n11\n00:00:30.480 --> 00:00:36.320\nyeah, it came off so wrong. I'm so mad at you. And the whole team laughed and\n\n12\n00:00:36.320 --> 00:00:37.280\nthe, the idea is that\n\n13\n00:00:37.280 --> 00:00:43.240\nyou're just yourself, you're earnest, you, you own what you do, but also that\n\n14\n00:00:43.240 --> 00:00:44.240\nwe're in an environment\n\n15\n00:00:44.240 --> 00:00:48.440\nwhere people are really loving and kind to one another. And so you just model\n\n16\n00:00:48.440 --> 00:00:50.080\nit really, but it\n\n17\n00:00:50.080 --> 00:00:55.120\nis a bit of trial and error because I think perfection is boring. And I think\n\n18\n00:00:55.120 --> 00:00:56.720\nthere's a lot of beauty\n\n19\n00:00:56.720 --> 00:01:01.380\nin the imperfection, but also I have a team of rock stars so they all want to\n\n20\n00:01:01.380 --> 00:01:02.640\nbe perfect. They\n\n21\n00:01:02.640 --> 00:01:08.000\nall want to everything to go right the first time. So you have to just continue\n\n22\n00:01:08.000 --> 00:01:08.400\nto have those\n\n23\n00:01:08.400 --> 00:01:14.440\nconversations and also when things don't work, you learn so much. And I think\n\n24\n00:01:14.440 --> 00:01:15.600\nthat people forget\n\n25\n00:01:15.600 --> 00:01:19.710\nthat. It's not just when things work that you learn. It's also when things don\n\n26\n00:01:19.710 --> 00:01:20.880\n't work. And so\n\n27\n00:01:20.880 --> 00:01:26.880\nthen I will constantly reinforce this is great. We learned our consumer doesn't\n\n28\n00:01:26.880 --> 00:01:28.000\nlike that color.\n\n29\n00:01:28.000 --> 00:01:31.280\nOkay, we're never making a color like that again, or we're not making it in\n\n30\n00:01:31.280 --> 00:01:32.320\npressons or\n\n31\n00:01:32.320 --> 00:01:37.770\nwhatever, you know, and so, but again, you don't know until you have the data\n\n32\n00:01:37.770 --> 00:01:38.560\none way or the other\n\n33\n00:01:38.560 --> 00:01:41.760\nthat things are working or not working. And so I think it's a constant\n\n34\n00:01:41.760 --> 00:01:42.560\nreinforcement.\n","pretty_transcript","start_time",1854439,"end_time",1957179,"keywords","Mistakes, culture, failure, imperfection, learning","slug","show-your-team-that-mistakes-are-part-of-the-process","origin","cms","mux_playback_id","JMNNGeuD02nrpqM02NsEpLryDh5L2v8BC9aKYjJOa2OWA","mux_asset_id","FWjAO102fEzPhU01JTiwGY22A8Em00ae00tDoZYAUdT9WrY","leader_id",247,"episode_id",399,"updated_at","2025-10-02T15:57:58.000000Z","meta_title","meta_description","og_image_media_id","web_url","https://www.howleaderslead.com/clips/3066/show-your-team-that-mistakes-are-part-of-the-process","og_image_url","leader",{"_13":36,"_102":103,"_104":105,"_106":107,"_25":108,"_109":110,"_61":111,"_58":111,"_112":113,"_68":114,"_39":115,"_116":-5,"_41":-5,"_42":-5,"_43":-5,"_117":118,"_90":119,"_44":120,"_121":122,"_123":124,"_46":-5,"_125":126,"_127":128,"_94":129,"_51":-5},"episode",{"_13":38,"_15":52,"_27":53,"_17":54,"_55":56,"_18":57,"_20":-5,"_58":59,"_60":-5,"_61":59,"_62":-5,"_63":64,"_65":66,"_67":-5,"_68":-5,"_69":70,"_71":72,"_73":74,"_35":36,"_39":75,"_41":-5,"_42":-5,"_43":-5,"_76":77,"_78":79,"_80":81,"_82":83,"_84":-5,"_85":-5,"_86":87,"_88":89,"_90":-5,"_46":-5,"_91":92,"_93":-5,"_94":-5,"_51":-5},"og_image_media","Work on yourself","work-on-yourself","Listen to this leadership podcast with Sarah Gibson Tuttle, CEO and Founder of Olive & June and discover the power of self-awareness, especially in big career changes.","summary","

As a kid, she had to hide her favorite red nail polish from her parents. Today, she’s the founder and CEO of Olive & June, a $100 million nail polish brand.

But in between, Sarah Gibson Tuttle had to navigate a career she wasn’t really passionate about … and find the courage to chase a big idea.

In this episode, she shares:

the untold stories behind the brand’s rise
how she turned frustration into innovation
why her ability to work on herself has helped her build a more collaborative, company

","WEBVTT\n\n1\n00:00:00.000 --> 00:00:04.080\nSo at some point I turned around and I said, as much as I love my clients, do I\n\n2\n00:00:04.080 --> 00:00:05.280\nreally love this life?\n\n3\n00:00:05.280 --> 00:00:09.200\nIs this really what I was destined to do? I wasn't thinking about disruption.\n\n4\n00:00:09.200 --> 00:00:12.940\nI was thinking, what am I going to do with the rest of my life? I love this. It\n\n5\n00:00:12.940 --> 00:00:14.240\n's like a therapy session.\n\n6\n00:00:14.240 --> 00:00:23.840\nSo here you are, you're running this wildly successful brand.\n\n7\n00:00:23.840 --> 00:00:29.680\nOlive in June that's pulling in close to $100 million in revenue a year.\n\n8\n00:00:29.680 --> 00:00:34.480\nBut as I understand it, you weren't allowed to even paint your nails as a kid.\n\n9\n00:00:34.480 --> 00:00:37.280\nYou know, what do your parents think of all this now?\n\n10\n00:00:37.280 --> 00:00:43.880\nI'm sure it's wild because my dad did not let me paint my nails as a kid. You\n\n11\n00:00:43.880 --> 00:00:45.120\n're right. And\n\n12\n00:00:45.120 --> 00:00:51.650\nI used to have a box of nail polish under my beds, secretly hidden. And I would\n\n13\n00:00:51.650 --> 00:00:52.640\npaint my nails\n\n14\n00:00:52.640 --> 00:00:57.200\nwhen he was away on business trips. And so and red was especially his least\n\n15\n00:00:57.200 --> 00:00:58.320\nfavorite color.\n\n16\n00:00:58.320 --> 00:01:03.120\nSo that was my go to and continues to be my go to. So you know, I think it's\n\n17\n00:01:03.120 --> 00:01:04.560\nbeen a wild journey.\n\n18\n00:01:04.560 --> 00:01:09.680\nThey now talk about nails as if, you know, this was this was something they've\n\n19\n00:01:09.680 --> 00:01:10.560\nalways loved about\n\n20\n00:01:10.560 --> 00:01:14.640\nme. But we all know the truth. And I keep telling that I keep telling the truth\n\n21\n00:01:14.640 --> 00:01:16.880\nas much as people\n\n22\n00:01:16.880 --> 00:01:20.830\nwill listen. I guess that's when they say success has many fathers or many\n\n23\n00:01:20.830 --> 00:01:21.920\nmothers or however you\n\n24\n00:01:21.920 --> 00:01:26.880\nwant to think about it. You know, exactly, exactly. As we're doing this podcast\n\n25\n00:01:26.880 --> 00:01:27.600\n, you know,\n\n26\n00:01:27.600 --> 00:01:33.120\nHalloween's coming up. What's the most popular nail polish colored for the for\n\n27\n00:01:33.120 --> 00:01:34.240\nthe October season?\n\n28\n00:01:34.240 --> 00:01:38.720\nYou know, it's so funny is that the seasons change probably about a month or\n\n29\n00:01:38.720 --> 00:01:39.920\ntwo before the\n\n30\n00:01:39.920 --> 00:01:44.390\nclothes change, like the nail seasons change. And so we start seeing darker\n\n31\n00:01:44.390 --> 00:01:46.480\ncolors pop up in August.\n\n32\n00:01:46.480 --> 00:01:50.430\nAnd no one's ready to wear those clothes because it's too hot out still. But\n\n33\n00:01:50.430 --> 00:01:51.200\npeople are ready for\n\n34\n00:01:51.200 --> 00:01:55.680\nthose nails. So you'll see we have a ton, Halloween's a huge nail season. So we\n\n35\n00:01:55.680 --> 00:01:56.720\nhave a ton of designs\n\n36\n00:01:56.720 --> 00:02:02.320\nthat are out across our retailers, everything from bats to literally cats\n\n37\n00:02:02.320 --> 00:02:03.920\nhanging upside down to\n\n38\n00:02:03.920 --> 00:02:10.240\nblood drip. I mean, Halloween is very, very big in nails. I love it. You know,\n\n39\n00:02:10.240 --> 00:02:12.160\nI want to get into\n\n40\n00:02:12.160 --> 00:02:15.460\nhow you're how you're leading Olive and June will do that in a few moments. But\n\n41\n00:02:15.460 --> 00:02:16.000\nyou know,\n\n42\n00:02:16.000 --> 00:02:20.800\nwant to stay stay on your childhood a little bit longer here. Can you tell me\n\n43\n00:02:20.800 --> 00:02:21.840\nanother story from\n\n44\n00:02:21.840 --> 00:02:25.950\nyour your upbringing that shaped the kind of leader you are today? I love this.\n\n45\n00:02:25.950 --> 00:02:26.400\nIt's like a\n\n46\n00:02:26.400 --> 00:02:33.280\ntherapy session early early on this Tuesday. I'm known for being a great shrink\n\n47\n00:02:33.280 --> 00:02:33.280\n.\n\n48\n00:02:33.280 --> 00:02:41.840\nFantastic. You know, my childhood was pretty idyllic from what I knew of it.\n\n49\n00:02:41.840 --> 00:02:42.080\nYou know,\n\n50\n00:02:42.080 --> 00:02:48.160\nI look back and my dad's pretty tough and and he can be a very explosive person\n\n51\n00:02:48.160 --> 00:02:49.200\npersonality wise.\n\n52\n00:02:49.200 --> 00:02:53.180\nSo I look back and I have I'm raising my daughter in a bit of a different style\n\n53\n00:02:53.180 --> 00:02:55.280\n. But I was really,\n\n54\n00:02:55.280 --> 00:03:02.560\nI had the best older brother and I was a really pretty happy kid. I always felt\n\n55\n00:03:02.560 --> 00:03:03.280\na little bit,\n\n56\n00:03:03.280 --> 00:03:09.020\nyou know, I don't know if it was insecure, but for sure kind of scared of\n\n57\n00:03:09.020 --> 00:03:10.160\nthings. And I don't know\n\n58\n00:03:10.160 --> 00:03:13.610\nwhere that really that comes from because my parents taught me every single day\n\n59\n00:03:13.610 --> 00:03:14.560\nor every week of my\n\n60\n00:03:14.560 --> 00:03:17.860\nchildhood that I could do anything I put my mind to. But I always felt a little\n\n61\n00:03:17.860 --> 00:03:18.640\nbit like kind of\n\n62\n00:03:18.640 --> 00:03:23.350\nnot put together and nails has always been my go to when my nails were done\n\n63\n00:03:23.350 --> 00:03:25.360\nwhen they were painted.\n\n64\n00:03:25.360 --> 00:03:30.960\nI felt like I could take on the world. And so it was everything from sneaking\n\n65\n00:03:30.960 --> 00:03:31.680\nmayonnaise,\n\n66\n00:03:31.680 --> 00:03:37.120\nyou know, my parents and my dad was away and completely avoiding his rules to\n\n67\n00:03:37.120 --> 00:03:39.360\nwhen I got to\n\n68\n00:03:39.360 --> 00:03:43.870\nmy first job in finance, my weekly manicure was the only thing that made me\n\n69\n00:03:43.870 --> 00:03:44.560\nfeel like\n\n70\n00:03:44.560 --> 00:03:48.380\nI know what I'm doing in this job because I was a philosophy major, a theater\n\n71\n00:03:48.380 --> 00:03:48.880\nminor,\n\n72\n00:03:48.880 --> 00:03:53.840\nand I had no idea what I was doing at JPMorgan when I when I started there. So\n\n73\n00:03:53.840 --> 00:03:59.580\nnails has always been this through line for me of when I felt insecure, when I\n\n74\n00:03:59.580 --> 00:04:00.400\nfelt like I wasn't\n\n75\n00:04:00.400 --> 00:04:06.140\nsure, you know, what to wear or how to act if my nails were done, I felt really\n\n76\n00:04:06.140 --> 00:04:06.720\nlike a full\n\n77\n00:04:06.720 --> 00:04:12.000\nperson and I could do anything. That's amazing. So your passion for nails goes\n\n78\n00:04:12.000 --> 00:04:17.440\ngoes way, way back and is just kind of rooted in your DNA. I don't even think I\n\n79\n00:04:17.440 --> 00:04:18.080\nknew that it\n\n80\n00:04:18.080 --> 00:04:21.200\nwas if that makes sense. Like it was something that was a kind of a coping\n\n81\n00:04:21.200 --> 00:04:22.560\nmechanism for me that I\n\n82\n00:04:22.560 --> 00:04:26.560\nand I just also thought like it's just nails. Like that's what I think I\n\n83\n00:04:26.560 --> 00:04:27.280\nthought when I was\n\n84\n00:04:27.280 --> 00:04:31.070\ngrowing up, I wasn't a big makeup person or hair. I mean, it was always nails\n\n85\n00:04:31.070 --> 00:04:31.520\nfor me.\n\n86\n00:04:31.520 --> 00:04:36.480\nBut when I look back, it's so obvious what I what a thread it was for me in\n\n87\n00:04:36.480 --> 00:04:37.440\norder to feel\n\n88\n00:04:37.440 --> 00:04:41.920\nlike my best self. And it's what I love about this business because I get to\n\n89\n00:04:41.920 --> 00:04:42.560\ngive that to\n\n90\n00:04:42.560 --> 00:04:46.720\neveryone everywhere at an affordable price. And I feel so proud of that.\n\n91\n00:04:46.720 --> 00:04:51.520\nAnd you know, you you really didn't get into the nail business right away. As\n\n92\n00:04:51.520 --> 00:04:52.000\nyou mentioned,\n\n93\n00:04:52.000 --> 00:04:56.320\nyou started out in finance and you you as I understand it, you spent you spent\n\n94\n00:04:56.320 --> 00:04:56.960\n10 years as\n\n95\n00:04:56.960 --> 00:05:02.960\nan equity trader starting at JPMorgan Chase and then later at Morgan Stanley.\n\n96\n00:05:02.960 --> 00:05:07.600\nTell us that story. How do you how do you get into that aspect of the world of\n\n97\n00:05:07.600 --> 00:05:08.640\nthe business world?\n\n98\n00:05:08.640 --> 00:05:13.350\nIt's kind of boring. My dad was in finance. So finance felt like, you know, the\n\n99\n00:05:13.350 --> 00:05:14.000\nnext logical\n\n100\n00:05:14.000 --> 00:05:17.950\nstep all of his friends are in finance. And my mom was in medicine. So her\n\n101\n00:05:17.950 --> 00:05:19.280\nwhole world was medicine.\n\n102\n00:05:19.280 --> 00:05:25.070\nAnd so it was one of the other, I think in my mind. And medicine was and I mean\n\n103\n00:05:25.070 --> 00:05:26.400\n, even though I brought\n\n104\n00:05:26.400 --> 00:05:31.360\nup blood dripping nails, blood and medicine are not for me. So on nails, yes,\n\n105\n00:05:31.360 --> 00:05:32.320\nbut not not\n\n106\n00:05:32.320 --> 00:05:36.720\nis my job. It was kind of boring. It was like, well, he he was doing this. I\n\n107\n00:05:36.720 --> 00:05:37.840\ndid a summer internship\n\n108\n00:05:37.840 --> 00:05:41.120\non the floor of the soccer exchange. And I loved it. I think my personality was\n\n109\n00:05:41.120 --> 00:05:41.920\nreally well suited\n\n110\n00:05:41.920 --> 00:05:46.450\nfor something that's fast paced, that's demanding that you have to make people\n\n111\n00:05:46.450 --> 00:05:47.520\nhappy. All those\n\n112\n00:05:47.520 --> 00:05:54.150\nthings I thrive in. And so I started interviewing in college my senior year for\n\n113\n00:05:54.150 --> 00:05:55.040\njobs in finance.\n\n114\n00:05:55.040 --> 00:05:59.570\nAnd I got a job as an equity sales trader at JP Morgan. And really what that\n\n115\n00:05:59.570 --> 00:06:00.720\njob is, is\n\n116\n00:06:00.720 --> 00:06:04.840\nservice and clients. It's really making people happy. You are, it's very\n\n117\n00:06:04.840 --> 00:06:05.760\nsimilar to what I do\n\n118\n00:06:05.760 --> 00:06:09.710\ntoday. But it's just in a different realm where you're making sure their trades\n\n119\n00:06:09.710 --> 00:06:10.240\nare correct,\n\n120\n00:06:10.240 --> 00:06:13.690\nyou're making sure they have all the research. You're just, it's just client\n\n121\n00:06:13.690 --> 00:06:14.560\nservice in a different\n\n122\n00:06:14.560 --> 00:06:19.280\nway. And so I did that. And I think in some ways, I was on autopilot, because\n\n123\n00:06:19.280 --> 00:06:20.320\nthis is what my dad\n\n124\n00:06:20.320 --> 00:06:24.930\nhad done. It felt really comfortable. I was doing really well at it. I was\n\n125\n00:06:24.930 --> 00:06:26.560\ngetting promoted. And so\n\n126\n00:06:26.560 --> 00:06:30.340\nat some point, I turned around and I said, as much as I love my clients, do I\n\n127\n00:06:30.340 --> 00:06:31.680\nreally love this life?\n\n128\n00:06:31.680 --> 00:06:36.320\nIs this really what I was destined to do? I don't know. I got a C minus and\n\n129\n00:06:36.320 --> 00:06:37.520\nintro to econ twice. It\n\n130\n00:06:37.520 --> 00:06:40.650\nfeels like I probably wasn't. I really thought to myself, what do I want to be\n\n131\n00:06:40.650 --> 00:06:42.160\ndoing with my life?\n\n132\n00:06:42.160 --> 00:06:47.780\nAnd that's where I started to really think about and soul search, what was\n\n133\n00:06:47.780 --> 00:06:48.400\ngoing to be next.\n\n134\n00:06:48.400 --> 00:06:52.960\nSo like you were in this high pressure environment, though, I mean, the finance\n\n135\n00:06:52.960 --> 00:06:54.480\nworld equity trading,\n\n136\n00:06:54.480 --> 00:06:58.430\nthat's a lot of pressure that you're feeling every day. You know, what do you\n\n137\n00:06:58.430 --> 00:06:59.280\nthink that that really\n\n138\n00:06:59.280 --> 00:07:04.160\ntaught you that you carried into this next world that you moved into?\n\n139\n00:07:04.160 --> 00:07:07.610\nHigh standards for sure, which of course my family had already taught me that.\n\n140\n00:07:07.610 --> 00:07:08.080\nSo that was\n\n141\n00:07:08.080 --> 00:07:12.850\na lesson I already knew, but then I knew it acutely. But everyone I was working\n\n142\n00:07:12.850 --> 00:07:13.920\nfor or with had\n\n143\n00:07:13.920 --> 00:07:18.110\nincredibly high standards and was performing at an incredibly high level. And\n\n144\n00:07:18.110 --> 00:07:20.320\nso, and also time,\n\n145\n00:07:20.320 --> 00:07:24.890\nright? Where if you're trading a stock, if one of my hedge fund clients was\n\n146\n00:07:24.890 --> 00:07:26.400\nsending me an order to\n\n147\n00:07:26.400 --> 00:07:31.200\nbuy or sell shares of a stock, it's milliseconds. It's seconds that you have to\n\n148\n00:07:31.200 --> 00:07:32.720\nget that done potentially\n\n149\n00:07:32.720 --> 00:07:36.940\nor you have to watch it super carefully over a period of time. And so you're\n\n150\n00:07:36.940 --> 00:07:37.920\nreally thoughtful\n\n151\n00:07:37.920 --> 00:07:43.400\nof what time means and what, you know, now fast to market makes a total sense\n\n152\n00:07:43.400 --> 00:07:45.520\nto me. But I understand\n\n153\n00:07:45.520 --> 00:07:50.580\nacting under pressure and under a time constraint. And so I think, over arch\n\n154\n00:07:50.580 --> 00:07:51.680\ningly, all of it was\n\n155\n00:07:51.680 --> 00:07:55.940\ncustomer service, but it was also customer service at such a high level that,\n\n156\n00:07:55.940 --> 00:07:57.360\nand with such high stakes,\n\n157\n00:07:57.360 --> 00:08:03.410\nthat you learn, you learn what pressure looks like and you learn to either love\n\n158\n00:08:03.410 --> 00:08:05.280\nit or hate it. I\n\n159\n00:08:05.280 --> 00:08:09.680\nI particularly like pressure. I think I, I perform very well under pressure\n\n160\n00:08:09.680 --> 00:08:11.520\nbetter than when there's\n\n161\n00:08:11.520 --> 00:08:14.400\nlack of pressure, frankly, which I see in my daughter and I'm like, Oh,\n\n162\n00:08:14.400 --> 00:08:15.280\ngoodness gracious.\n\n163\n00:08:15.280 --> 00:08:21.280\nSo like, you know, you're in this high pressure job, was there ever a moment or\n\n164\n00:08:21.280 --> 00:08:22.320\nwas there ever a\n\n165\n00:08:22.320 --> 00:08:26.400\ntime where, you know, you thought, Oh my God, I've screwed up so bad. Can you\n\n166\n00:08:26.400 --> 00:08:27.680\ntell us that story and\n\n167\n00:08:27.680 --> 00:08:33.100\nhow you got or how you survived? I mean, so many. There was one time with one\n\n168\n00:08:33.100 --> 00:08:33.680\nof my hedge fund\n\n169\n00:08:33.680 --> 00:08:38.390\nclients where I talked not talked back to them, but I pushed back. I thought\n\n170\n00:08:38.390 --> 00:08:38.960\nthey were being\n\n171\n00:08:38.960 --> 00:08:43.100\nreally aggressive about what they thought their execution should be. And we got\n\n172\n00:08:43.100 --> 00:08:43.840\ninto it. And I\n\n173\n00:08:43.840 --> 00:08:48.240\nremember I had to talk to my boss later, because they went to my boss and said,\n\n174\n00:08:48.240 --> 00:08:48.880\nI didn't, I didn't\n\n175\n00:08:48.880 --> 00:08:53.770\nlike how that went down. You know, it's an interesting thing, because you're\n\n176\n00:08:53.770 --> 00:08:54.480\nbalancing\n\n177\n00:08:54.480 --> 00:08:58.430\nyou the external client, but you're also balancing your internal team, right?\n\n178\n00:08:58.430 --> 00:09:00.080\nAnd how much importance\n\n179\n00:09:00.080 --> 00:09:04.840\ndoes your client get versus your team? And I think about that a lot today. I\n\n180\n00:09:04.840 --> 00:09:05.120\nmean,\n\n181\n00:09:05.120 --> 00:09:09.070\nI defended myself, obviously. And I think there was better ways I was a bit\n\n182\n00:09:09.070 --> 00:09:09.600\nreactive,\n\n183\n00:09:09.600 --> 00:09:14.490\nwhich I get from my dad, speaking of our therapy session. But you know, I think\n\n184\n00:09:14.490 --> 00:09:15.360\nwhen I think a lot\n\n185\n00:09:15.360 --> 00:09:20.800\nabout I was I was highly protective of my team and of their execution and of\n\n186\n00:09:20.800 --> 00:09:21.680\nwhat they had done\n\n187\n00:09:21.680 --> 00:09:25.840\nwith the trade. And so I really had to learn the balance of internal versus\n\n188\n00:09:25.840 --> 00:09:27.440\nexternal. And today,\n\n189\n00:09:27.440 --> 00:09:31.390\nwe still think about that, right, where it's our manufacturer versus our head\n\n190\n00:09:31.390 --> 00:09:32.320\nof ops or, you know,\n\n191\n00:09:32.320 --> 00:09:37.210\nthere's always people on both sides of a conversation or a disagreement or, you\n\n192\n00:09:37.210 --> 00:09:37.760\nknow,\n\n193\n00:09:37.760 --> 00:09:42.560\nhopefully not a blow up. But you know, anything below that is normal. And so\n\n194\n00:09:42.560 --> 00:09:43.440\nreally being thoughtful\n\n195\n00:09:43.440 --> 00:09:50.450\nof both parties and how do you bridge the gap when you have when you're kind of\n\n196\n00:09:50.450 --> 00:09:51.360\nfar apart on both\n\n197\n00:09:51.360 --> 00:09:57.100\nsides of that, you know, disagreement? So you go from like getting C minuses\n\n198\n00:09:57.100 --> 00:09:58.160\nand econ to\n\n199\n00:09:58.160 --> 00:10:02.870\nto getting into this world and actually being quite successful at it. But so so\n\n200\n00:10:02.870 --> 00:10:04.000\nwhen was this\n\n201\n00:10:04.000 --> 00:10:07.950\nwhen was this moment that you had where you said, Hey, you know, it's time for\n\n202\n00:10:07.950 --> 00:10:09.600\nme to walk away and\n\n203\n00:10:09.600 --> 00:10:14.040\nstep into something new. I think the entire journey every year or two, I\n\n204\n00:10:14.040 --> 00:10:14.800\nthought to myself,\n\n205\n00:10:14.800 --> 00:10:18.350\nwhat what am I going to do with the rest of my life? I never really thought of\n\n206\n00:10:18.350 --> 00:10:19.440\nit as a long-term\n\n207\n00:10:20.400 --> 00:10:26.480\ncareer. I think, but it was it was it was a decade long. And you know, I can\n\n208\n00:10:26.480 --> 00:10:28.480\nagain, I did pretty well\n\n209\n00:10:28.480 --> 00:10:32.430\nat it. I was not the best person on that trading desk by far. But you know,\n\n210\n00:10:32.430 --> 00:10:33.840\nagain, you get promoted\n\n211\n00:10:33.840 --> 00:10:39.280\nenough and you do well enough that you're doing okay in a cutthroat world. But\n\n212\n00:10:39.280 --> 00:10:41.280\nprobably right\n\n213\n00:10:41.280 --> 00:10:46.730\naround like the seventh or eighth year in, I thought, I love making people\n\n214\n00:10:46.730 --> 00:10:48.160\nhappy. But this\n\n215\n00:10:48.160 --> 00:10:51.290\ndoesn't feel like I don't I'm not excited to read the Wall Street Journal. I'm\n\n216\n00:10:51.290 --> 00:10:52.080\nnot excited to\n\n217\n00:10:52.080 --> 00:10:56.080\ncome to work. I'm waking up thinking, can I sleep in today? Can I say I'm sick?\n\n218\n00:10:56.080 --> 00:10:58.880\nAnd it just when I'm\n\n219\n00:10:58.880 --> 00:11:03.520\nthe when I'm a bad version of myself, when I'm someone who doesn't want to do\n\n220\n00:11:03.520 --> 00:11:05.440\nwhat's in front of\n\n221\n00:11:05.440 --> 00:11:08.750\nme, I know I'm in the wrong place. And that could be in a friendship, it could\n\n222\n00:11:08.750 --> 00:11:09.600\nbe in a relationship,\n\n223\n00:11:09.600 --> 00:11:14.550\nit could be at work. I'm very aware that when I start to disengage, something\n\n224\n00:11:14.550 --> 00:11:15.440\nis amiss. And it\n\n225\n00:11:15.440 --> 00:11:18.220\ndoesn't mean you just give up, right? I mean, that was seven or eight years in\n\n226\n00:11:18.220 --> 00:11:18.800\nand I was there\n\n227\n00:11:18.800 --> 00:11:23.080\nfor a decade. But I knew I had to start figuring out what my next step was\n\n228\n00:11:23.080 --> 00:11:24.640\ngoing to be. I just had\n\n229\n00:11:24.640 --> 00:11:29.720\nno idea. I was completely lost. By the way, I was I just was getting married\n\n230\n00:11:29.720 --> 00:11:31.440\nfor the first time. I\n\n231\n00:11:31.440 --> 00:11:35.390\nwas kind of going through that journey. And then I was not happy in my job. And\n\n232\n00:11:35.390 --> 00:11:36.080\nthen I was not happy\n\n233\n00:11:36.080 --> 00:11:39.400\nin my marriage. And then it was like, Oh goodness, like there's a tidal wave\n\n234\n00:11:39.400 --> 00:11:41.760\ncoming at me. But I did\n\n235\n00:11:41.760 --> 00:11:46.880\ntake two or three years to say to myself, Okay, I need to change the course of\n\n236\n00:11:46.880 --> 00:11:49.120\nmy life. And do\n\n237\n00:11:49.120 --> 00:11:54.060\nsomething that really fulfills me and makes me feel just excited to be at work\n\n238\n00:11:54.060 --> 00:11:55.200\nevery day. Because I\n\n239\n00:11:55.200 --> 00:11:59.900\ngiven it again, close to a decade, and I wasn't really happy. So I think it was\n\n240\n00:11:59.900 --> 00:12:00.880\na slow to answer\n\n241\n00:12:00.880 --> 00:12:05.630\na question. I think it was a slow evolution, but also a number of external\n\n242\n00:12:05.630 --> 00:12:07.120\nfactors that were pushing\n\n243\n00:12:07.120 --> 00:12:12.640\nme to realize that maybe New York and finance, and frankly, my relationship,\n\n244\n00:12:12.640 --> 00:12:13.760\nall of it was kind of\n\n245\n00:12:13.760 --> 00:12:19.200\nnot working for me. And so you know, you you had this early on passion for the\n\n246\n00:12:19.200 --> 00:12:21.280\nfor the nail business.\n\n247\n00:12:21.280 --> 00:12:26.180\nAnd you know, so tell me how you thought about, you know, going into that\n\n248\n00:12:26.180 --> 00:12:27.920\nindustry. And you know,\n\n249\n00:12:27.920 --> 00:12:31.640\neverybody talks about the importance of disrupting categories. You know, how\n\n250\n00:12:31.640 --> 00:12:32.640\ndid you think about\n\n251\n00:12:32.640 --> 00:12:37.680\ndisrupting that category? It's so funny because disrupting wasn't even part of\n\n252\n00:12:37.680 --> 00:12:38.640\nthe like the\n\n253\n00:12:38.640 --> 00:12:42.980\nlexicon at that point. You know, I wasn't thinking, I wasn't thinking about\n\n254\n00:12:42.980 --> 00:12:44.800\ndemocratization. I wasn't\n\n255\n00:12:44.800 --> 00:12:48.750\nthinking about disruption. I was thinking, what am I gonna do with the rest of\n\n256\n00:12:48.750 --> 00:12:50.800\nmy life? And I was\n\n257\n00:12:50.800 --> 00:12:55.220\ninterviewing for jobs in LA, and I was sitting in a dry bar, which is a hair\n\n258\n00:12:55.220 --> 00:12:56.400\nblowup bar for those who\n\n259\n00:12:56.400 --> 00:13:00.660\ndon't know it. And it was in its heyday. So it was when everybody loved dry bar\n\n260\n00:13:00.660 --> 00:13:01.760\n. And I sat in that\n\n261\n00:13:01.760 --> 00:13:05.930\nchair, and I thought, this is the best experience I've ever had in a space.\n\n262\n00:13:05.930 --> 00:13:07.040\nLike, I just love there's\n\n263\n00:13:07.040 --> 00:13:10.370\ncookies, and there's this and there's that. And so, and then I went to get my\n\n264\n00:13:10.370 --> 00:13:12.000\nnails done for this same\n\n265\n00:13:12.000 --> 00:13:14.900\ninterview, because I was in LA interviewing. This is where the driver was, this\n\n266\n00:13:14.900 --> 00:13:16.000\nis where they started.\n\n267\n00:13:16.000 --> 00:13:22.000\nAnd then nails on appointment experience was so starkly different than what the\n\n268\n00:13:22.000 --> 00:13:22.640\nwhat the\n\n269\n00:13:22.640 --> 00:13:26.090\ndriver experience had been. And I thought, why don't they have this for nails?\n\n270\n00:13:26.090 --> 00:13:26.960\nAnd that I think\n\n271\n00:13:26.960 --> 00:13:30.520\nsat in my head for a period of time, because I was so focused on getting into\n\n272\n00:13:30.520 --> 00:13:31.600\nentertainment and\n\n273\n00:13:31.600 --> 00:13:35.320\nchanging my life. And I love TV. And so this was gonna be the new, the new my\n\n274\n00:13:35.320 --> 00:13:36.080\nnew life was gonna be\n\n275\n00:13:36.080 --> 00:13:40.710\nentertainment. And then at some point I was on vacation and my mind got to take\n\n276\n00:13:40.710 --> 00:13:41.600\na breath. And I\n\n277\n00:13:41.600 --> 00:13:47.590\nremember sitting on a, you know, on a, you know, a pool chair by the pool and\n\n278\n00:13:47.590 --> 00:13:49.440\nthinking, wait a second,\n\n279\n00:13:49.440 --> 00:13:53.740\nI'm gonna do this. Like, this is, I've always loved nails, you know, it all\n\n280\n00:13:53.740 --> 00:13:55.120\nstarted to click.\n\n281\n00:13:55.120 --> 00:14:00.960\nAnd so I think that, you know, I don't, these ideas for me don't happen\n\n282\n00:14:00.960 --> 00:14:02.640\nimmediately. They take,\n\n283\n00:14:02.640 --> 00:14:06.800\nthey take time to marinate a bit. And that's something about my personality\n\n284\n00:14:06.800 --> 00:14:07.520\nthat I'm, that I'm\n\n285\n00:14:07.520 --> 00:14:12.000\nnow acutely aware of that I take a minute. I got to reshape things a few times.\n\n286\n00:14:12.000 --> 00:14:13.200\nI have to really\n\n287\n00:14:13.200 --> 00:14:18.940\nbe thoughtful of what's, what's going on and not rush to a decision. And so it\n\n288\n00:14:18.940 --> 00:14:20.160\n's a little indecisive\n\n289\n00:14:20.160 --> 00:14:24.430\nLibra in me, but it also leads the best decisions. And so I had that like bold\n\n290\n00:14:24.430 --> 00:14:25.680\nmoment. But after\n\n291\n00:14:25.680 --> 00:14:30.240\nI've been marinating on it for a bit. For anyone who, who hasn't heard of Olive\n\n292\n00:14:30.240 --> 00:14:31.520\nand June, tell us\n\n293\n00:14:31.520 --> 00:14:35.880\nabout the product you offer and what makes it so special. Absolutely. And so\n\n294\n00:14:35.880 --> 00:14:36.720\nfor anyone who's\n\n295\n00:14:36.720 --> 00:14:40.480\nnever heard of it, Olive and June started as a nail salon chain. And so that's\n\n296\n00:14:40.480 --> 00:14:41.360\nwhere the dry\n\n297\n00:14:41.360 --> 00:14:46.270\nbar of it all came in. It started as a nail salon in 2013. And then we, we\n\n298\n00:14:46.270 --> 00:14:47.680\nsubsequently launched a\n\n299\n00:14:47.680 --> 00:14:51.890\nproduct line. But Olive and June is your best friend for all things nails. The\n\n300\n00:14:51.890 --> 00:14:52.880\nidea is that\n\n301\n00:14:52.880 --> 00:14:58.660\nnails is this category and beauty, but also in personal care that feels a bit\n\n302\n00:14:58.660 --> 00:14:59.520\nlike a mystery to\n\n303\n00:14:59.520 --> 00:15:04.060\nthe consumer. And we want to debunk everything for you. We, I love being people\n\n304\n00:15:04.060 --> 00:15:05.040\n's best friends,\n\n305\n00:15:05.040 --> 00:15:09.780\nso it works out quite well for my personality. But I love nails. And I know\n\n306\n00:15:09.780 --> 00:15:10.400\nthat, you know,\n\n307\n00:15:10.400 --> 00:15:15.060\nthere's that is something like 96 or 98% of women feel better when their nails\n\n308\n00:15:15.060 --> 00:15:15.760\nare done.\n\n309\n00:15:15.760 --> 00:15:19.840\nSo I wanted to give that to everyone. And so it started as a nail salon\n\n310\n00:15:19.840 --> 00:15:23.920\nchain that we then launched products off of. And the reason we launched\n\n311\n00:15:23.920 --> 00:15:24.720\nproducts was not so\n\n312\n00:15:24.720 --> 00:15:29.360\nwe could have like the best blue in our polish line. It was really so that you\n\n313\n00:15:29.360 --> 00:15:30.080\ncould be able to\n\n314\n00:15:30.080 --> 00:15:34.680\nget a salon quality manicure or pedicure at home. So you were able to at an\n\n315\n00:15:34.680 --> 00:15:36.480\naffordable price point,\n\n316\n00:15:36.480 --> 00:15:41.920\nreally get what people were getting in salons, what paying 80, 90, $100 for.\n\n317\n00:15:41.920 --> 00:15:43.200\nAnd it's been incredible\n\n318\n00:15:43.200 --> 00:15:47.150\nto see the growth, because what we launched as like our original Mani system\n\n319\n00:15:47.150 --> 00:15:48.160\nkit, which is everything\n\n320\n00:15:48.160 --> 00:15:53.600\nyou need to get a salon manicure at home has now expanded to products across\n\n321\n00:15:53.600 --> 00:15:54.560\nthe sub categories,\n\n322\n00:15:54.560 --> 00:15:59.350\nwhether that be press ons, obviously classic polish and multiple lines, gel,\n\n323\n00:15:59.350 --> 00:16:00.720\netc. And so what\n\n324\n00:16:00.720 --> 00:16:06.160\nwe've been able to do is really to bring back the word from before, democratize\n\n325\n00:16:06.160 --> 00:16:07.120\nthat in salon\n\n326\n00:16:07.120 --> 00:16:13.360\nexperience for everyone everywhere. And it's been incredibly rewarding to be\n\n327\n00:16:13.360 --> 00:16:14.240\neveryone's best friend\n\n328\n00:16:14.240 --> 00:16:18.190\nfor all things nails, because not only have we had a ton of innovation in the\n\n329\n00:16:18.190 --> 00:16:19.040\nspace and change the\n\n330\n00:16:19.040 --> 00:16:23.440\ncategory, because before all of in June, DIY was basically not part of nails.\n\n331\n00:16:23.440 --> 00:16:24.960\nIt was it was a\n\n332\n00:16:24.960 --> 00:16:29.430\nforgotten piece for the consumer. And now we've led the at home Manny\n\n333\n00:16:29.430 --> 00:16:31.600\nrevolution, nail revolution.\n\n334\n00:16:31.600 --> 00:16:36.690\nBut in addition, we've been able to innovate, obviously every product, every\n\n335\n00:16:36.690 --> 00:16:37.920\nproduct is better,\n\n336\n00:16:37.920 --> 00:16:43.010\nit works it lasts longer, etc. But we've also been able to take education and\n\n337\n00:16:43.010 --> 00:16:44.000\ncontent and really\n\n338\n00:16:44.000 --> 00:16:48.480\nput it on top of the product so that you're not lost in the category anymore.\n\n339\n00:16:48.480 --> 00:16:49.120\nNot only do you have\n\n340\n00:16:49.120 --> 00:16:53.340\nthe best products that last longer than the competition, but you also have this\n\n341\n00:16:53.340 --> 00:16:54.000\neducation.\n\n342\n00:16:54.000 --> 00:16:57.680\nAnd we do it in in a ton of different ways, whether sometimes it's long form,\n\n343\n00:16:57.680 --> 00:16:58.240\nsometimes it's\n\n344\n00:16:58.240 --> 00:17:02.350\nreally snackable content. But in a way where if your best friend was talking to\n\n345\n00:17:02.350 --> 00:17:03.360\nyou about how to do\n\n346\n00:17:03.360 --> 00:17:07.820\nthis, that's the voice that you're receiving it in. And you actually call it a\n\n347\n00:17:07.820 --> 00:17:09.120\nuniversity, right?\n\n348\n00:17:09.120 --> 00:17:13.320\nWe do all of university, you know, all of is my great grandmother and June is\n\n349\n00:17:13.320 --> 00:17:14.400\nmy grandmother.\n\n350\n00:17:14.400 --> 00:17:17.850\nSo it was named after these incredible women in my family who've inspired me.\n\n351\n00:17:17.850 --> 00:17:18.640\nAnd we say all of\n\n352\n00:17:18.640 --> 00:17:23.580\nyou a lot, because obviously it's it's the slang for I love you. Oh, that's\n\n353\n00:17:23.580 --> 00:17:25.280\ngood. And so then all\n\n354\n00:17:25.280 --> 00:17:31.200\nof university is is a key part of of our lives at Olive and June. I love the\n\n355\n00:17:31.200 --> 00:17:32.160\nbackground on the name,\n\n356\n00:17:32.160 --> 00:17:35.740\nbut that name is strange. I mean, you know, it's not something you'd naturally\n\n357\n00:17:35.740 --> 00:17:37.120\ncome up with. It,\n\n358\n00:17:37.120 --> 00:17:41.600\nyou know, we're in a hell of that name come from, you know, but now I get it.\n\n359\n00:17:41.600 --> 00:17:43.600\nIt's so funny because\n\n360\n00:17:43.600 --> 00:17:47.050\npeople people have always said, well, you didn't put anything nail in it. And\n\n361\n00:17:47.050 --> 00:17:48.080\nyou didn't put anything\n\n362\n00:17:48.080 --> 00:17:51.550\nsalon in it. And it's not it's not obvious, right? Like some of the other\n\n363\n00:17:51.550 --> 00:17:52.880\nbrands out there. And I\n\n364\n00:17:52.880 --> 00:17:57.250\nsaid to everyone and I got pushed back constantly. And I said, if, and they're\n\n365\n00:17:57.250 --> 00:17:57.920\nlike, they're not going\n\n366\n00:17:57.920 --> 00:18:00.380\nto know what it is. I said, if they don't know what it is, then I haven't done\n\n367\n00:18:00.380 --> 00:18:01.040\nmy job right,\n\n368\n00:18:01.040 --> 00:18:06.170\nbecause Apple is computers and et cetera, et cetera. So if you can't figure it\n\n369\n00:18:06.170 --> 00:18:06.720\nout,\n\n370\n00:18:06.720 --> 00:18:11.760\nthen I have not done my job correctly. Yeah, well, I love it. I love the story\n\n371\n00:18:11.760 --> 00:18:12.240\nabout it. You know,\n\n372\n00:18:12.240 --> 00:18:16.190\nyou know, it's important for for for leaders to have truth tellers around them.\n\n373\n00:18:16.190 --> 00:18:16.480\nYou know,\n\n374\n00:18:16.480 --> 00:18:19.940\npeople tell it to them the way how they at least think it is. And as I\n\n375\n00:18:19.940 --> 00:18:21.520\nunderstand it, your your\n\n376\n00:18:21.520 --> 00:18:26.080\nhusband didn't think Olive and June was a very good idea. How'd you resolve\n\n377\n00:18:26.080 --> 00:18:26.800\nthat one?\n\n378\n00:18:26.800 --> 00:18:30.750\nHe's one of my best friends. He's also my ex husband now. So no, but that's not\n\n379\n00:18:30.750 --> 00:18:30.960\nwhy.\n\n380\n00:18:30.960 --> 00:18:36.400\nDon't worry, everyone. David did not just stumble upon the reason why. But he\n\n381\n00:18:36.400 --> 00:18:37.120\nis one of my best\n\n382\n00:18:37.120 --> 00:18:41.330\nfriends. And he to this day tells everyone, which I love, he's like, I didn't\n\n383\n00:18:41.330 --> 00:18:42.320\nthink it was a great\n\n384\n00:18:42.320 --> 00:18:46.850\nidea. Makes me laugh. And it's why we're such good friends still. And why most\n\n385\n00:18:46.850 --> 00:18:47.680\nof my friends,\n\n386\n00:18:47.680 --> 00:18:52.160\nI would say, if not all, are no people. I don't want to be surrounded by yes\n\n387\n00:18:52.160 --> 00:18:53.360\npeople to your point.\n\n388\n00:18:53.360 --> 00:18:58.940\nI don't want to be with people that just yes me or just tell me what I want to\n\n389\n00:18:58.940 --> 00:19:00.080\nhear. Because I think\n\n390\n00:19:00.080 --> 00:19:05.680\nlife's perspective and and creating something really special for people is\n\n391\n00:19:05.680 --> 00:19:07.760\nabout collective thought.\n\n392\n00:19:07.760 --> 00:19:12.080\nAnd and again, to that point of marinating ideas and letting them root letting\n\n393\n00:19:12.080 --> 00:19:12.400\npeople\n\n394\n00:19:12.400 --> 00:19:16.040\nruminate over them and going back and forth. And I like people that make me a\n\n395\n00:19:16.040 --> 00:19:16.720\nbetter version of\n\n396\n00:19:16.720 --> 00:19:23.280\nmyself. So my ex husband included. And so I, I, I like that I seek that in my\n\n397\n00:19:23.280 --> 00:19:24.080\nrelationships in my\n\n398\n00:19:24.080 --> 00:19:28.050\nlife. So when you get feedback like that, that from a no person or somebody\n\n399\n00:19:28.050 --> 00:19:29.120\ntells you, this is not\n\n400\n00:19:29.120 --> 00:19:34.270\nthe way they go. And you know, how do you process it to either stay on course\n\n401\n00:19:34.270 --> 00:19:35.600\nor make a necessary\n\n402\n00:19:35.600 --> 00:19:40.640\npivot? What's what's your decision making process? My decision making process,\n\n403\n00:19:40.640 --> 00:19:42.000\nI filter everything\n\n404\n00:19:42.000 --> 00:19:46.720\nobviously through my own, you know, the information I have and my gut and my\n\n405\n00:19:46.720 --> 00:19:47.920\ninstinct. But I would say\n\n406\n00:19:47.920 --> 00:19:53.660\nthat I will really weigh what people say if they are valued people in my life,\n\n407\n00:19:53.660 --> 00:19:54.960\nright? Obviously,\n\n408\n00:19:54.960 --> 00:19:58.910\npeople say things to you all the time. And not everyone is a valued point of\n\n409\n00:19:58.910 --> 00:19:59.760\nview. And you have to,\n\n410\n00:19:59.760 --> 00:20:03.990\nyou have to be able to discern between a valued point of view and just a point\n\n411\n00:20:03.990 --> 00:20:05.840\nof view. But\n\n412\n00:20:05.840 --> 00:20:09.850\nfor those that are valued point of views in my life, I really sit with what\n\n413\n00:20:09.850 --> 00:20:11.280\nthey've said. And I\n\n414\n00:20:11.280 --> 00:20:16.360\ntry to adjust if I think that they're, if there's there's merit to it. Often\n\n415\n00:20:16.360 --> 00:20:17.440\nthere is. Again, I\n\n416\n00:20:17.440 --> 00:20:22.400\nsurround myself with some pretty impressive, smart, curious people that, and I\n\n417\n00:20:22.400 --> 00:20:23.280\nasked them their\n\n418\n00:20:23.280 --> 00:20:28.720\nopinions on purpose. One of our advisors of Brian Sugar, who I talk about a lot\n\n419\n00:20:28.720 --> 00:20:29.440\n, who's the founder\n\n420\n00:20:29.440 --> 00:20:36.080\nof pop sugar. And he has a, he has a fund now called I believe sugar. He, I\n\n421\n00:20:36.080 --> 00:20:38.960\nremember said to me,\n\n422\n00:20:38.960 --> 00:20:43.920\ndon't go into retail. You're going into retail too fast. And the price of your\n\n423\n00:20:43.920 --> 00:20:44.960\npolish is too high\n\n424\n00:20:44.960 --> 00:20:50.960\nat 12 or $14. I ignored him on retail because I thought he was wrong. And I\n\n425\n00:20:50.960 --> 00:20:51.680\nagreed with him on\n\n426\n00:20:51.680 --> 00:20:56.570\nthe price of the polish and we lowered it to $8 and he was spot on correct. And\n\n427\n00:20:56.570 --> 00:20:57.680\nso I tried to,\n\n428\n00:20:57.680 --> 00:21:01.680\nwhat I did is I went to the market and I looked at where things were selling\n\n429\n00:21:01.680 --> 00:21:02.240\nand who was I trying\n\n430\n00:21:02.240 --> 00:21:05.990\nto compete with and all of these things. And I, what I realized is that all the\n\n431\n00:21:05.990 --> 00:21:06.800\nmajor names,\n\n432\n00:21:06.800 --> 00:21:09.980\nall the household names, they're all at retail, but they're all at lower price\n\n433\n00:21:09.980 --> 00:21:11.200\npoints. So I was\n\n434\n00:21:11.200 --> 00:21:16.160\nable to take the feedback and then do my own research. And often I take the\n\n435\n00:21:16.160 --> 00:21:17.280\nadvice. I mean,\n\n436\n00:21:17.280 --> 00:21:21.830\nI, again, I, I try to really be, it's, Olive in June is not the Sarah Gibson\n\n437\n00:21:21.830 --> 00:21:22.800\ntitle company.\n\n438\n00:21:22.800 --> 00:21:26.480\nIt's Olive in June for a reason. I'm creating it for the community. So to take\n\n439\n00:21:26.480 --> 00:21:30.430\nfeedback, whether it be from a great advisor or community or anyone in between\n\n440\n00:21:30.430 --> 00:21:31.600\nis so critical\n\n441\n00:21:31.600 --> 00:21:36.480\nto our success. Hey, everyone. It's cool. Stay tuned to the very end of the\n\n442\n00:21:36.480 --> 00:21:37.200\nepisode because\n\n443\n00:21:37.200 --> 00:21:41.570\nDavid and I have a brand new format that we're introducing in this week's\n\n444\n00:21:41.570 --> 00:21:42.880\nepisode of How Leaders\n\n445\n00:21:42.880 --> 00:21:46.470\nLead at the very end of the episode. He and I are going to debrief some of the\n\n446\n00:21:46.470 --> 00:21:47.120\nconcepts\n\n447\n00:21:47.120 --> 00:21:50.400\nthat he talks about with Sarah Gibson Tuttle. So stay tuned because we're just\n\n448\n00:21:50.400 --> 00:21:50.800\ngoing to get\n\n449\n00:21:50.800 --> 00:21:54.640\nright into it after his interview with Sarah Raphs. Watch to the very end.\n\n450\n00:21:55.680 --> 00:22:00.190\nYou started this business like any solopreneur, you know, you're doing\n\n451\n00:22:00.190 --> 00:22:01.760\neverything by yourself.\n\n452\n00:22:01.760 --> 00:22:07.500\nWhat's been the hardest thing for you to give up? Because you've had to scale\n\n453\n00:22:07.500 --> 00:22:08.240\nthis business now\n\n454\n00:22:08.240 --> 00:22:11.360\nto where it's a hundred million dollar brand. What's been the hardest thing for\n\n455\n00:22:11.360 --> 00:22:11.920\nyou to give up? You\n\n456\n00:22:11.920 --> 00:22:15.120\ntalked about how you surrounded yourself with great people. You know,\n\n457\n00:22:15.120 --> 00:22:17.520\neverything, everything,\n\n458\n00:22:17.520 --> 00:22:21.470\neverything is hard to give up? No. Some things are easy to give up. I love\n\n459\n00:22:21.470 --> 00:22:23.120\ngiving up operations.\n\n460\n00:22:23.120 --> 00:22:25.680\nSo that's totally fine. I'm happy to give up, you know,\n\n461\n00:22:25.680 --> 00:22:33.760\ndie lines and projects like that on inserts. But no, I think the hardest thing\n\n462\n00:22:33.760 --> 00:22:34.640\nis that\n\n463\n00:22:34.640 --> 00:22:38.750\nthere's creative that goes out that I don't always agree with. Like, I don't\n\n464\n00:22:38.750 --> 00:22:40.000\nalways like it.\n\n465\n00:22:40.000 --> 00:22:44.480\nOr I don't personally think it's the right creative. But the thing is, is that\n\n466\n00:22:44.480 --> 00:22:44.800\nyou're\n\n467\n00:22:44.800 --> 00:22:48.250\nbuilding this for a community of people. You're not building it for yourself.\n\n468\n00:22:48.250 --> 00:22:49.840\nAnd I always say\n\n469\n00:22:49.840 --> 00:22:53.840\nto our team, we're here to serve the customer. This is not, community is not\n\n470\n00:22:53.840 --> 00:22:54.720\njust a word at all.\n\n471\n00:22:54.720 --> 00:23:00.880\nIn June, it's the heart and soul of our business. And so we have to create lots\n\n472\n00:23:00.880 --> 00:23:01.680\nof different things\n\n473\n00:23:01.680 --> 00:23:06.390\nfor lots of different people. So everyone feels seen and loved by the brand.\n\n474\n00:23:06.390 --> 00:23:07.600\nAnd so there's often\n\n475\n00:23:07.600 --> 00:23:10.350\ntimes where a creative direction is something that our team is really\n\n476\n00:23:10.350 --> 00:23:12.240\npassionate about. I don't,\n\n477\n00:23:12.240 --> 00:23:16.870\nI don't see it. It doesn't. But then I'm like, I'm just an N of one. That's\n\n478\n00:23:16.870 --> 00:23:18.400\nvery hard for me.\n\n479\n00:23:18.400 --> 00:23:20.720\nBut it has resulted in some of the most\n\n480\n00:23:20.720 --> 00:23:26.480\ninteract, engaged with creative. And so I have to remember that and take a step\n\n481\n00:23:26.480 --> 00:23:27.200\nback. And we\n\n482\n00:23:27.200 --> 00:23:32.640\nhire amazing people to do their jobs, let them do it in the best way possible.\n\n483\n00:23:32.640 --> 00:23:33.520\nAnd see what the\n\n484\n00:23:33.520 --> 00:23:37.760\nresults are. It's a creative person. And I work in the marketing world myself.\n\n485\n00:23:37.760 --> 00:23:38.480\nYou know, when you\n\n486\n00:23:38.480 --> 00:23:42.720\nsee some something that goes out that it doesn't meet what is your standards,\n\n487\n00:23:42.720 --> 00:23:44.480\ndoesn't that just eat\n\n488\n00:23:44.480 --> 00:23:49.900\nat you? And you know, how do you put it in the parking lot? A lot of a lot of\n\n489\n00:23:49.900 --> 00:23:50.560\nwork. I mean,\n\n490\n00:23:50.560 --> 00:23:55.980\nI work on myself. I try not to react as much. I mean, again, I kind of alluded\n\n491\n00:23:55.980 --> 00:23:56.800\nto it. My dad's\n\n492\n00:23:56.800 --> 00:24:01.170\na pretty explosive person. So there's a lot of reaction and reactive tendencies\n\n493\n00:24:01.170 --> 00:24:01.840\nthat I have.\n\n494\n00:24:01.840 --> 00:24:08.210\nBut I work really hard not to have an immediate reaction and let things sit\n\n495\n00:24:08.210 --> 00:24:08.960\nwith me because\n\n496\n00:24:08.960 --> 00:24:13.910\noften I come to the place where everybody else is. Sometimes it's a little late\n\n497\n00:24:13.910 --> 00:24:14.640\nand it's maybe a\n\n498\n00:24:14.640 --> 00:24:20.530\nday or two later or six months later, but I get there. And so I have forced\n\n499\n00:24:20.530 --> 00:24:22.080\nmyself to kind of\n\n500\n00:24:22.080 --> 00:24:29.880\nretrain myself to allow for that in our working environment. And frankly, I\n\n501\n00:24:29.880 --> 00:24:31.920\nlove it. It's benefited\n\n502\n00:24:31.920 --> 00:24:36.530\nthe business so much. And so I think when you see the results, right, when you\n\n503\n00:24:36.530 --> 00:24:37.440\ntake a step back\n\n504\n00:24:37.440 --> 00:24:41.680\nand you say, okay, I don't love this. Let's see how it goes. But then the\n\n505\n00:24:41.680 --> 00:24:43.440\nresults are explosive.\n\n506\n00:24:43.440 --> 00:24:45.920\nBy the way, even if they're not explosive, they could be explosive to the\n\n507\n00:24:45.920 --> 00:24:46.800\ndownside. But that's\n\n508\n00:24:46.800 --> 00:24:50.030\nokay too, because you've learned something. Once you get the learnings, but\n\n509\n00:24:50.030 --> 00:24:50.960\nespecially when they're\n\n510\n00:24:50.960 --> 00:24:55.590\npositive, you realize like, oh, I don't, well, first of all, I don't know\n\n511\n00:24:55.590 --> 00:24:56.880\neverything, which you\n\n512\n00:24:56.880 --> 00:25:01.840\nkind of already know, but it's a good humbling moment. But also, I am not, you\n\n513\n00:25:01.840 --> 00:25:02.720\nknow, I'm an\n\n514\n00:25:02.720 --> 00:25:06.670\nend of one. I am our core customer, right? I am the core customer of all. In\n\n515\n00:25:06.670 --> 00:25:07.440\nJune, I do my own\n\n516\n00:25:07.440 --> 00:25:12.520\nnails. I'm obsessed with nails. I, you know, I stress and I think about my\n\n517\n00:25:12.520 --> 00:25:13.760\ncolor for the next\n\n518\n00:25:13.760 --> 00:25:17.950\nmanicure and next pedicure. But I'm still an end of one. And so in this\n\n519\n00:25:17.950 --> 00:25:19.520\ncommunity, to your point,\n\n520\n00:25:19.520 --> 00:25:23.470\nat, you know, close to $100 million in revenue last year, think of how many\n\n521\n00:25:23.470 --> 00:25:24.640\nbottles of nail polish\n\n522\n00:25:24.640 --> 00:25:30.160\nat $8, $9 that is. So if that's the case, then I, there's so many people in our\n\n523\n00:25:30.160 --> 00:25:30.880\ncommunity that we\n\n524\n00:25:30.880 --> 00:25:36.240\nare here to serve. Yeah, and you've had explosive growth and it really took off\n\n525\n00:25:36.240 --> 00:25:38.000\nin, in, in 2020,\n\n526\n00:25:38.000 --> 00:25:42.210\nwhere I think you grew your business 16 times, you know, and, and launching\n\n527\n00:25:42.210 --> 00:25:43.680\nyour at-home kid just,\n\n528\n00:25:43.680 --> 00:25:48.700\njust before cilantro down before, before COVID, you know, how much of that\n\n529\n00:25:48.700 --> 00:25:50.160\nsuccess you credit to\n\n530\n00:25:50.160 --> 00:25:55.600\npreparation versus just good fortune? I always think good fortune is important.\n\n531\n00:25:55.600 --> 00:25:56.240\nI always think\n\n532\n00:25:56.240 --> 00:26:01.130\nyou have to time it right. Things have to go your way. You, you have to have\n\n533\n00:26:01.130 --> 00:26:02.320\nluck in some capacity,\n\n534\n00:26:02.320 --> 00:26:05.560\nbut you have to be prepared for that luck. Obviously we launched that Manny\n\n535\n00:26:05.560 --> 00:26:06.400\nsystem a year\n\n536\n00:26:06.400 --> 00:26:11.890\nbefore COVID hit. And so luckily we had the right product, but to grow 16 times\n\n537\n00:26:11.890 --> 00:26:13.040\nin a year from,\n\n538\n00:26:13.040 --> 00:26:18.410\nyou know, 2 million to 32 million in product sales was insane. And so, and then\n\n539\n00:26:18.410 --> 00:26:18.880\nto continue\n\n540\n00:26:18.880 --> 00:26:23.860\nto grow after that, you do need the wind at your back. And so I'm grateful for\n\n541\n00:26:23.860 --> 00:26:25.280\nthat. But I think\n\n542\n00:26:25.280 --> 00:26:29.230\nthe reality is if we hadn't had the right products, if they hadn't been true\n\n543\n00:26:29.230 --> 00:26:30.320\ninnovation, if they,\n\n544\n00:26:30.320 --> 00:26:34.880\nwe hadn't gone live every day for, yeah, I think it was something like,\n\n545\n00:26:34.880 --> 00:26:41.410\nI don't even know 40, 50 days, like in a row, because people were just sitting\n\n546\n00:26:41.410 --> 00:26:41.840\nthere with their\n\n547\n00:26:41.840 --> 00:26:44.930\nboxes and they didn't know what they were doing. And then continuing to have\n\n548\n00:26:44.930 --> 00:26:46.000\nlong and short-form\n\n549\n00:26:46.000 --> 00:26:50.480\ncontent and really supporting people, it would have been a flash in the pan.\n\n550\n00:26:50.480 --> 00:26:51.600\nAnd that's why we've\n\n551\n00:26:51.600 --> 00:26:56.610\nbeen able to scale to close to 100 last year, be the only, you know, beauty\n\n552\n00:26:56.610 --> 00:26:57.520\ncompany that got\n\n553\n00:26:57.520 --> 00:27:02.230\na fully acquired last year, which was really a proud moment for us, because we\n\n554\n00:27:02.230 --> 00:27:03.520\nnot only were\n\n555\n00:27:03.520 --> 00:27:08.960\nprepared, but then we had incredible execution and support for our community.\n\n556\n00:27:08.960 --> 00:27:09.760\nAnd we've always\n\n557\n00:27:09.760 --> 00:27:13.720\nput the community first. We've never made it about us. It's always about their\n\n558\n00:27:13.720 --> 00:27:14.480\nexperience,\n\n559\n00:27:14.480 --> 00:27:18.860\ntheir journey. You know, and during COVID, and I think you alluded to this, you\n\n560\n00:27:18.860 --> 00:27:19.840\nwent live on\n\n561\n00:27:19.840 --> 00:27:24.240\nInstagram, 57 days in a row to teach people at home. I mean, that's impressive.\n\n562\n00:27:24.240 --> 00:27:25.920\nAnd what did that\n\n563\n00:27:25.920 --> 00:27:30.400\nseason teach you about staying connected to your customers? I have always,\n\n564\n00:27:30.400 --> 00:27:31.600\nbecause of my background,\n\n565\n00:27:31.600 --> 00:27:37.490\nbeen a customer service person. So it was just, it reiterated to me what people\n\n566\n00:27:37.490 --> 00:27:38.480\nneed in life,\n\n567\n00:27:38.480 --> 00:27:44.670\nwhich is a pep talk. They need to feel like they can do anything. And we are\n\n568\n00:27:44.670 --> 00:27:46.320\nhere as a brand\n\n569\n00:27:46.320 --> 00:27:50.480\nwith incredible products. But also we are here with that pep talk. We are here\n\n570\n00:27:50.480 --> 00:27:51.520\nto say you can do\n\n571\n00:27:51.520 --> 00:27:54.970\nthis. It's not that hard. You just need to know a few things and you need the\n\n572\n00:27:54.970 --> 00:27:56.000\nright products. And\n\n573\n00:27:56.000 --> 00:28:00.760\nthen you're going to get this $40, $80, whatever it is, manicure at home. And\n\n574\n00:28:00.760 --> 00:28:01.520\nyou're going to have\n\n575\n00:28:01.520 --> 00:28:08.140\ndone it yourself for $1, right? So it's just that people need the support and\n\n576\n00:28:08.140 --> 00:28:09.760\nthe pep talk in order\n\n577\n00:28:09.760 --> 00:28:14.890\nto get the confidence to try something. And so it really reiterated that for me\n\n578\n00:28:14.890 --> 00:28:16.000\n. It solidified\n\n579\n00:28:16.000 --> 00:28:21.760\nit for me. It didn't teach me anything new, but it was a nice reinforcement for\n\n580\n00:28:21.760 --> 00:28:22.240\nwhat\n\n581\n00:28:22.240 --> 00:28:26.800\nmy vision was for the business and how to grow it. And now you have this\n\n582\n00:28:26.800 --> 00:28:28.400\nmassive following on social\n\n583\n00:28:28.400 --> 00:28:33.430\nmedia, but sales obviously drive your business. How do you think about\n\n584\n00:28:33.430 --> 00:28:35.680\nconverting all the followers\n\n585\n00:28:35.680 --> 00:28:41.520\nin this, this, you know, the community you have on social media into customers?\n\n586\n00:28:41.520 --> 00:28:48.530\nI actually don't think about social as an ROI as ROI. I don't think about it as\n\n587\n00:28:48.530 --> 00:28:49.760\nhow do we convert?\n\n588\n00:28:49.760 --> 00:28:54.890\nI think about it as how do you inspire? How do you educate? How do you make\n\n589\n00:28:54.890 --> 00:28:57.200\npeople happy? Because I\n\n590\n00:28:57.200 --> 00:29:00.770\nbelieve I'm like a field of dreams person for those who have seen that movie.\n\n591\n00:29:00.770 --> 00:29:01.600\nIf you build it,\n\n592\n00:29:01.600 --> 00:29:06.160\nthey will come. It's like my favorite thing to think about. But I believe that\n\n593\n00:29:06.160 --> 00:29:07.280\nthe more we\n\n594\n00:29:07.280 --> 00:29:13.600\ninspire, delight, educate, you know, make you happy, you will try our products.\n\n595\n00:29:13.600 --> 00:29:14.960\nSo to me,\n\n596\n00:29:14.960 --> 00:29:22.380\nsocial is not a conversion metric or funnel. It is about just being a joy and a\n\n597\n00:29:22.380 --> 00:29:23.200\nlight in people's\n\n598\n00:29:23.200 --> 00:29:29.210\nlives so that when they're next at Target, Walmart, Walgreens, etc, that they\n\n599\n00:29:29.210 --> 00:29:30.080\nsay, oh,\n\n600\n00:29:30.960 --> 00:29:37.840\nthat brand is so cute. Or I saw that nail art or oh, they may be laugh or oh, I\n\n601\n00:29:37.840 --> 00:29:38.480\nsaw someone talking\n\n602\n00:29:38.480 --> 00:29:42.150\nabout how great those pressons are. And so they grab it and they try it. I love\n\n603\n00:29:42.150 --> 00:29:43.680\nit. You know,\n\n604\n00:29:43.680 --> 00:29:49.420\nhow do you, how's AI impacting your business, Sarah? What's funny is that we\n\n605\n00:29:49.420 --> 00:29:51.280\nkind of love AI\n\n606\n00:29:51.280 --> 00:29:56.800\nat Olive and June. We use it really to help structure our thinking, whereas\n\n607\n00:29:56.800 --> 00:29:57.200\nsometimes you\n\n608\n00:29:57.200 --> 00:30:01.650\nwant to do a plan for a strategy and you can just put what your thought is an\n\n609\n00:30:01.650 --> 00:30:02.960\nAI and just they can\n\n610\n00:30:02.960 --> 00:30:06.910\nactually just give you the template for what you have to fill out, which is so\n\n611\n00:30:06.910 --> 00:30:07.760\nhelpful because\n\n612\n00:30:07.760 --> 00:30:11.710\nsometimes you're just stuck on how to even structure something. So it's not\n\n613\n00:30:11.710 --> 00:30:12.800\naffecting, I would say,\n\n614\n00:30:12.800 --> 00:30:15.790\nlike our core business. Like I don't see, I mean, they're not making nail\n\n615\n00:30:15.790 --> 00:30:16.960\npolish instead of us,\n\n616\n00:30:16.960 --> 00:30:22.540\nbut I do find it to be a helpful tool in some of the operations or structural\n\n617\n00:30:22.540 --> 00:30:24.240\npieces of our business.\n\n618\n00:30:24.240 --> 00:30:27.690\nSometimes you're stuck on a creative idea and you just ask like, what brand\n\n619\n00:30:27.690 --> 00:30:28.320\nshould we collaborate\n\n620\n00:30:28.320 --> 00:30:30.990\nwith? Doesn't mean we're going to reach out to those brands, but it gives you\n\n621\n00:30:30.990 --> 00:30:31.920\nsomething fresh to\n\n622\n00:30:31.920 --> 00:30:37.360\nthink about because my team is incredibly talented, but we get tired. And so it\n\n623\n00:30:37.360 --> 00:30:38.480\n's a nice to have,\n\n624\n00:30:38.480 --> 00:30:43.190\nnot a have to have for us, but I truly understand what it's doing to the\n\n625\n00:30:43.190 --> 00:30:45.200\ncreative field. And I'm\n\n626\n00:30:45.200 --> 00:30:49.160\ndeeply sympathetic to that. So I think it's a, it's a balance for everyone on\n\n627\n00:30:49.160 --> 00:30:50.160\nhow they bring it into\n\n628\n00:30:50.160 --> 00:30:54.640\ntheir business. I've heard you say that perfection is boring. You know, how do\n\n629\n00:30:54.640 --> 00:30:55.520\nyou create a culture\n\n630\n00:30:55.520 --> 00:31:01.690\nwhere people feel safe to experiment and to fail? It's a bit of trial and error\n\n631\n00:31:01.690 --> 00:31:02.880\n, right, where I\n\n632\n00:31:02.880 --> 00:31:08.460\nhave to then own my mistakes pretty publicly, or I have to own my missteps, but\n\n633\n00:31:08.460 --> 00:31:10.720\nalso create a bit\n\n634\n00:31:10.720 --> 00:31:16.240\nof a casual environment so that it made it on a call today. I can't remember\n\n635\n00:31:16.240 --> 00:31:17.920\nwhat I said, but I said\n\n636\n00:31:17.920 --> 00:31:23.060\nsomething. And I said, sorry if I came off wrong. And my head of creative\n\n637\n00:31:23.060 --> 00:31:24.880\nstarted laughing and said,\n\n638\n00:31:24.880 --> 00:31:30.640\nyeah, it came off so wrong. I'm so mad at you. And the whole team laughed. And\n\n639\n00:31:30.640 --> 00:31:31.760\nthe idea is that\n\n640\n00:31:31.760 --> 00:31:37.870\nyou're just yourself, you're earnest, you own what you do, but also that we're\n\n641\n00:31:37.870 --> 00:31:38.640\nin an environment\n\n642\n00:31:38.640 --> 00:31:43.090\nwhere people are really loving and kind to one another. And so you just model\n\n643\n00:31:43.090 --> 00:31:44.160\nit, really,\n\n644\n00:31:44.160 --> 00:31:49.120\nbut it is a bit of trial and error because I think perfection is boring. And I\n\n645\n00:31:49.120 --> 00:31:50.480\nthink there's a lot\n\n646\n00:31:50.480 --> 00:31:55.400\nof beauty in the imperfection, but also I have a team of rock stars. So they\n\n647\n00:31:55.400 --> 00:31:56.880\nall want to be perfect.\n\n648\n00:31:56.880 --> 00:32:01.790\nThey all want to everything to go right the first time. So you have to just\n\n649\n00:32:01.790 --> 00:32:02.800\ncontinue to have those\n\n650\n00:32:02.800 --> 00:32:08.910\nconversations. And also, when things don't work, you learn so much. And I think\n\n651\n00:32:08.910 --> 00:32:10.080\nthat people forget\n\n652\n00:32:10.080 --> 00:32:14.260\nthat it's not just when things work that you learn. It's also when things don't\n\n653\n00:32:14.260 --> 00:32:15.360\nwork. And so\n\n654\n00:32:15.360 --> 00:32:21.260\nthen I will constantly reinforce, this is great. We learned our consumer doesn\n\n655\n00:32:21.260 --> 00:32:22.400\n't like that color.\n\n656\n00:32:22.400 --> 00:32:25.850\nOkay, we're never making a color like that again, or we're not making it in\n\n657\n00:32:25.850 --> 00:32:26.720\npressons or\n\n658\n00:32:26.720 --> 00:32:32.640\nwhatever. And so, but again, you don't know until you have the data one way or\n\n659\n00:32:32.640 --> 00:32:33.440\nthe other that things\n\n660\n00:32:33.440 --> 00:32:37.440\nare working or not working. And so I think it's a constant reinforcement.\n\n661\n00:32:37.440 --> 00:32:40.960\nYou know, one of the things I've noticed just in this conversation, sir, is you\n\n662\n00:32:40.960 --> 00:32:42.400\nseem to have a very\n\n663\n00:32:42.400 --> 00:32:48.240\nhigh self-awareness. And you know, and you have a process that you use to\n\n664\n00:32:48.240 --> 00:32:49.760\nreally, you know,\n\n665\n00:32:49.760 --> 00:32:55.650\nassess where you are at now in your career, in your business, and then what you\n\n666\n00:32:55.650 --> 00:32:56.480\nneed to do to\n\n667\n00:32:56.480 --> 00:33:04.260\nsharpen your own ex. I think I was raised with a healthy amount of feedback. So\n\n668\n00:33:04.260 --> 00:33:04.960\n, and I have an older\n\n669\n00:33:04.960 --> 00:33:09.950\nbrother who loves to tell me, he's talk about a no person. So, I get a lot of\n\n670\n00:33:09.950 --> 00:33:11.280\nfeedback. And then\n\n671\n00:33:11.280 --> 00:33:14.460\nagain, like, like we said, I surround myself with people that are not yes\n\n672\n00:33:14.460 --> 00:33:17.600\npeople. But I enjoy\n\n673\n00:33:17.600 --> 00:33:23.190\ngrowing. So, I would say that I read a ton, I research a ton, but I also go to\n\n674\n00:33:23.190 --> 00:33:24.800\nregular therapy.\n\n675\n00:33:24.800 --> 00:33:31.840\nI really try to be aware of what I've done. And also, I welcome, I tell my\n\n676\n00:33:31.840 --> 00:33:32.480\nfriends, like,\n\n677\n00:33:32.480 --> 00:33:36.480\nyou can tell me anything. Like, if I've done something that has hit you wrong,\n\n678\n00:33:36.480 --> 00:33:36.960\ntell me.\n\n679\n00:33:36.960 --> 00:33:42.580\nI think that the only way that you become the best version of yourself is if\n\n680\n00:33:42.580 --> 00:33:43.200\nyou,\n\n681\n00:33:43.200 --> 00:33:48.180\nit's not just one thing or one process. It's if everyone in your life plus is\n\n682\n00:33:48.180 --> 00:33:48.720\ngiving you the\n\n683\n00:33:48.720 --> 00:33:54.160\nfeedback plus, you're open to it and you're showing that you're open to it. I\n\n684\n00:33:54.160 --> 00:33:56.880\nalso think that one\n\n685\n00:33:56.880 --> 00:34:01.310\nthing that sometimes people don't realize is when someone's giving you feedback\n\n686\n00:34:01.310 --> 00:34:01.840\nor they're\n\n687\n00:34:01.840 --> 00:34:06.190\nfrustrated with you, personal, professional, anything, if you show that you\n\n688\n00:34:06.190 --> 00:34:07.600\nwill accept it,\n\n689\n00:34:07.600 --> 00:34:12.590\nthey feel more comfortable in the future to give you more. And ultimately, that\n\n690\n00:34:12.590 --> 00:34:14.640\n's sometimes the biggest\n\n691\n00:34:14.640 --> 00:34:20.980\nhurdle or roadblock for you if you, if you're defensive or you don't, don't\n\n692\n00:34:20.980 --> 00:34:22.240\nhear them. Because\n\n693\n00:34:22.240 --> 00:34:25.790\nthen they don't want to do it ever again. Well, I don't want to, I don't want\n\n694\n00:34:25.790 --> 00:34:26.560\nto work in an\n\n695\n00:34:26.560 --> 00:34:29.570\norganization where people feel like they can't tell me when, when I've done\n\n696\n00:34:29.570 --> 00:34:30.480\nsomething right or\n\n697\n00:34:30.480 --> 00:34:34.430\nsomething wrong. And I don't want to be in relationships, friendships, romantic\n\n698\n00:34:34.430 --> 00:34:35.040\n, otherwise,\n\n699\n00:34:35.040 --> 00:34:40.800\neven with my daughter, where she can't tell me how she feels. So I try to be as\n\n700\n00:34:40.800 --> 00:34:41.920\nopen as I can,\n\n701\n00:34:41.920 --> 00:34:45.430\nand then I find sometimes a little too much, right? Like, it's like, okay, I\n\n702\n00:34:45.430 --> 00:34:46.480\nget the feedback.\n\n703\n00:34:46.480 --> 00:34:50.880\nAll right. I'm just kidding. But it's, but I think it's really healthy. And so\n\n704\n00:34:50.880 --> 00:34:52.000\nit's not necessarily a\n\n705\n00:34:52.000 --> 00:34:58.530\nprocess, more so a lifestyle that I try to embody. Yeah. And one of the things\n\n706\n00:34:58.530 --> 00:34:59.680\nthat you mentioned,\n\n707\n00:34:59.680 --> 00:35:03.130\nyou said you do therapy and, you know, it takes a lot of courage A to do\n\n708\n00:35:03.130 --> 00:35:04.880\ntherapy. And then B,\n\n709\n00:35:04.880 --> 00:35:08.960\nyou know, the, do I think admit that you do therapy? Where does that come from?\n\n710\n00:35:08.960 --> 00:35:13.520\nI think it's great to do therapy. I think, you know, it's funny. I had someone\n\n711\n00:35:13.520 --> 00:35:13.920\nin my life\n\n712\n00:35:13.920 --> 00:35:17.680\nonce say that everyone knew, everyone who goes to therapy thinks they're better\n\n713\n00:35:17.680 --> 00:35:18.400\nthan everyone else.\n\n714\n00:35:18.400 --> 00:35:22.180\nAnd I was like, no, they don't. They in fact think they need more work than\n\n715\n00:35:22.180 --> 00:35:22.800\neveryone else,\n\n716\n00:35:22.800 --> 00:35:27.280\nwhich is why they're in therapy. As idyllic as my childhood was in my own brain\n\n717\n00:35:27.280 --> 00:35:28.240\n, when I look back,\n\n718\n00:35:29.040 --> 00:35:33.360\nyou know, I have a pretty complicated relationship with my father. I had some\n\n719\n00:35:33.360 --> 00:35:34.160\ninsecurities that I\n\n720\n00:35:34.160 --> 00:35:39.950\nthink I alluded to earlier. And I don't, I just, I think I inherently knew that\n\n721\n00:35:39.950 --> 00:35:41.200\nI had things to work\n\n722\n00:35:41.200 --> 00:35:46.160\non and things I wanted to work through. I've also been married twice. And so,\n\n723\n00:35:46.160 --> 00:35:47.040\nand divorced twice.\n\n724\n00:35:47.040 --> 00:35:51.930\nAnd so there's been a lot of life lessons for me along the way. And I've wanted\n\n725\n00:35:51.930 --> 00:35:53.120\nto make sure\n\n726\n00:35:53.120 --> 00:35:57.130\nthat I am always the best person myself so that I can live the best life, right\n\n727\n00:35:57.130 --> 00:35:58.240\n? I mean, I'm,\n\n728\n00:35:58.240 --> 00:36:01.690\nI want, I only get one shot. I want to, I want to live it to the best of my\n\n729\n00:36:01.690 --> 00:36:02.880\nability, but also,\n\n730\n00:36:02.880 --> 00:36:10.680\nand my daughter is 10. How do I model for her? What real growth and evolution\n\n731\n00:36:10.680 --> 00:36:11.440\nlooks like?\n\n732\n00:36:11.440 --> 00:36:16.150\nYou don't have to be stuck in time and be this one person. It's important for\n\n733\n00:36:16.150 --> 00:36:17.760\nher to know that\n\n734\n00:36:17.760 --> 00:36:24.400\ngrowing and evolving is frankly a gift that we get in life. We get that gift to\n\n735\n00:36:24.400 --> 00:36:25.120\ngrow and evolve.\n\n736\n00:36:25.120 --> 00:36:30.560\nYou're not born as one person and you can never change. And so use that gift.\n\n737\n00:36:30.560 --> 00:36:32.000\nLook at it as a gift.\n\n738\n00:36:32.000 --> 00:36:36.480\nLook at it as great fortune to use your words. I love that. You know, there's\n\n739\n00:36:36.480 --> 00:36:37.120\nbeen so much\n\n740\n00:36:37.120 --> 00:36:39.520\nthere. And I want to have some fun with you with my lightning round of\n\n741\n00:36:39.520 --> 00:36:40.640\nquestions. So are you ready\n\n742\n00:36:40.640 --> 00:36:43.760\nfor this? Here we go. Here we go. Here we go. Here we go. The three words that\n\n743\n00:36:43.760 --> 00:36:45.200\nbest describe you.\n\n744\n00:36:45.200 --> 00:36:50.700\nLoyal, loving, enthusiastic. If you could be one person for a day beside\n\n745\n00:36:50.700 --> 00:36:52.080\nyourself, who would it be?\n\n746\n00:36:52.080 --> 00:36:58.160\nI really, really want to come back as my great grandmother Olive because I\n\n747\n00:36:58.160 --> 00:36:59.440\nnamed Olive in June\n\n748\n00:36:59.440 --> 00:37:02.330\nafter them because I was obsessed. And it was a lightning round, but I'm just\n\n749\n00:37:02.330 --> 00:37:02.720\ngoing to say one\n\n750\n00:37:02.720 --> 00:37:07.030\nmore thing. I was obsessed with my grandmother June my whole life. And then I\n\n751\n00:37:07.030 --> 00:37:07.600\nrealized recently,\n\n752\n00:37:07.600 --> 00:37:11.280\nwell, I was told recently by my godmother that actually it's Olive who I embody\n\n753\n00:37:11.280 --> 00:37:13.280\n. And so now I\n\n754\n00:37:13.280 --> 00:37:17.230\nreally want to come back and live life as her because she had one beer and one\n\n755\n00:37:17.230 --> 00:37:18.080\ncigarette every\n\n756\n00:37:18.080 --> 00:37:21.340\nday and she was life of the party. And so I just I want to live that life for a\n\n757\n00:37:21.340 --> 00:37:21.680\nday.\n\n758\n00:37:21.680 --> 00:37:28.240\nI love it. Your biggest pet peeve. I really don't like when people say I tried\n\n759\n00:37:28.240 --> 00:37:28.720\nmy best.\n\n760\n00:37:28.720 --> 00:37:32.000\nI just don't I don't. Of course you did. We don't need to say it.\n\n761\n00:37:32.000 --> 00:37:36.480\nWho would play you in a movie? My friends would say either Scarlett Johansson\n\n762\n00:37:36.480 --> 00:37:37.360\nor Emily Blunt,\n\n763\n00:37:37.360 --> 00:37:42.340\nwhich I'm fine with both. They're both icons. I would be too. Well, maybe not\n\n764\n00:37:42.340 --> 00:37:42.880\nme, but if I were\n\n765\n00:37:42.880 --> 00:37:47.840\nyou, I'd like that. And I agree. I've heard you're a huge Taylor Swift fan.\n\n766\n00:37:47.840 --> 00:37:49.280\nWhat's your favorite\n\n767\n00:37:49.280 --> 00:37:55.100\nTaylor era and why reputation? You know, I am a I also took the Harry Potter\n\n768\n00:37:55.100 --> 00:37:56.480\nquiz. I'm a Slytherin\n\n769\n00:37:56.480 --> 00:38:00.240\nfor which I don't present as a Slytherin for those who know, if you know, you\n\n770\n00:38:00.240 --> 00:38:01.280\nknow, but I but\n\n771\n00:38:01.280 --> 00:38:08.320\nI am a Slytherin and Taylor's reputation era is so badass. But I think showgirl\n\n772\n00:38:08.320 --> 00:38:08.800\nis going to be my\n\n773\n00:38:08.800 --> 00:38:11.920\nnew faves. So we'll see. We'll see when that comes out. What's the one thing\n\n774\n00:38:11.920 --> 00:38:12.720\nyou do just for\n\n775\n00:38:12.720 --> 00:38:18.460\nyou? Every night that I'm not out, you know, but if I'm home, I get into my bed\n\n776\n00:38:18.460 --> 00:38:19.040\nafter I put my\n\n777\n00:38:19.040 --> 00:38:22.990\ndaughter down. I get into my bed and I just tick-tock and I just scroll tick-t\n\n778\n00:38:22.990 --> 00:38:24.320\nock. Sometimes I read,\n\n779\n00:38:24.320 --> 00:38:28.590\nbut mostly I tick-tock and it's just I get to be in this comfy bed in my comfy\n\n780\n00:38:28.590 --> 00:38:29.520\npajamas, having just\n\n781\n00:38:29.520 --> 00:38:33.520\nshowered and I'm just relaxed. And that is the best thing that I do for myself.\n\n782\n00:38:33.520 --> 00:38:34.560\nBesides your your\n\n783\n00:38:34.560 --> 00:38:40.100\nfamily, what's your most prized possession? My great great grandmother, Olive,\n\n784\n00:38:40.100 --> 00:38:41.040\nhad an engagement\n\n785\n00:38:41.040 --> 00:38:45.680\nring. Like I was her engagement ring and I received it from my godmother when\n\n786\n00:38:45.680 --> 00:38:46.800\nmy grandmother passed.\n\n787\n00:38:46.800 --> 00:38:50.400\nAnd so I turned it into a necklace. Actually, I just took it off last night\n\n788\n00:38:50.400 --> 00:38:52.080\nbecause I had physical\n\n789\n00:38:52.080 --> 00:38:56.030\ntherapy, but I wear it almost every day. And so it's her engagement ring on a\n\n790\n00:38:56.030 --> 00:38:56.960\nnecklace. And it's,\n\n791\n00:38:56.960 --> 00:39:01.380\nI love it so much. If I turn on the radio in your car, what would I hear? I've\n\n792\n00:39:01.380 --> 00:39:01.920\nalready mentioned\n\n793\n00:39:01.920 --> 00:39:06.640\nTaylor Swift, but if it's to give another answer, Eminem is my favorite. So\n\n794\n00:39:06.640 --> 00:39:08.400\nkick-tock and Eminem,\n\n795\n00:39:08.400 --> 00:39:13.290\nno wonder you're on Trid. No wonder you're kicking butt. What's something about\n\n796\n00:39:13.290 --> 00:39:14.160\nyou that few people\n\n797\n00:39:14.160 --> 00:39:19.600\nwould know? Did I ever chill? I think I give a very enthusiastic high energy. I\n\n798\n00:39:19.600 --> 00:39:21.760\nthink I act that\n\n799\n00:39:21.760 --> 00:39:27.520\nway, but I do relax a lot. I am calmer than I appear. Great. Well, we're out of\n\n800\n00:39:27.520 --> 00:39:28.400\nthe light of your\n\n801\n00:39:28.400 --> 00:39:35.010\ngreat job. And so you talked about your young daughter. How do you lead at home\n\n802\n00:39:35.010 --> 00:39:36.640\n, Sarah? I really\n\n803\n00:39:36.640 --> 00:39:43.740\ntried to be, first of all, I'm a person who believes in structure boundaries\n\n804\n00:39:43.740 --> 00:39:45.680\nand, you know,\n\n805\n00:39:45.680 --> 00:39:51.870\nmaking sure that my daughter knows what success looks like. So I can be, I\n\n806\n00:39:51.870 --> 00:39:53.760\nwouldn't say strict,\n\n807\n00:39:53.760 --> 00:39:56.800\nbut I can be pretty strict on certain things. And then on other things I'm\n\n808\n00:39:56.800 --> 00:39:57.760\ncompletely unstructed\n\n809\n00:39:57.760 --> 00:40:01.800\nabout. So, and I'm really fun. So, you know, you have to have the right manners\n\n810\n00:40:01.800 --> 00:40:03.040\n. You have to\n\n811\n00:40:03.040 --> 00:40:07.280\nspeak to people and look them in the eye. You have to be a person who reads and\n\n812\n00:40:07.280 --> 00:40:08.000\nis curious in the\n\n813\n00:40:08.000 --> 00:40:12.940\nworld and works really hard. And so all of those things matter. And then what I\n\n814\n00:40:12.940 --> 00:40:14.080\nalso try to do is\n\n815\n00:40:14.080 --> 00:40:18.470\nmake her life as fun as possible and filled with as much joy as possible. We're\n\n816\n00:40:18.470 --> 00:40:18.880\nseasoned\n\n817\n00:40:18.880 --> 00:40:24.620\npass holders at Disneyland. We go often, you know, we really, I try to make\n\n818\n00:40:24.620 --> 00:40:25.520\nsure she has\n\n819\n00:40:25.520 --> 00:40:30.960\na huge social life. And I do a lot, you know, I volunteer at the school. Like I\n\n820\n00:40:30.960 --> 00:40:32.000\nreally try\n\n821\n00:40:32.000 --> 00:40:36.400\nto make her life be, to understand that structure is really important and it's\n\n822\n00:40:36.400 --> 00:40:37.360\nhealthy and it's,\n\n823\n00:40:37.360 --> 00:40:42.160\nit helps you be the best version of yourself while also having as much fun as\n\n824\n00:40:42.160 --> 00:40:43.120\npossible.\n\n825\n00:40:43.120 --> 00:40:49.200\nI am lucky because I work from home. So I'm able to structure, we have a remote\n\n826\n00:40:49.200 --> 00:40:49.760\ncompany. So I'm\n\n827\n00:40:49.760 --> 00:40:54.020\nable to structure my life a bit so that I can prioritize her. And my parents\n\n828\n00:40:54.020 --> 00:40:55.040\nweren't able to do\n\n829\n00:40:55.040 --> 00:40:59.460\nthat. And so I really try to take advantage of that while also instilling the\n\n830\n00:40:59.460 --> 00:41:00.640\nvalues that my\n\n831\n00:41:00.640 --> 00:41:03.440\nbrother and I grew up with that I really deeply appreciate.\n\n832\n00:41:03.440 --> 00:41:08.490\nYou know, you talked about, you know, life and part of the joy of life is\n\n833\n00:41:08.490 --> 00:41:09.360\nevolving and\n\n834\n00:41:09.360 --> 00:41:14.400\ncontinuing to grow and making the most of that. It is, can you share with us\n\n835\n00:41:14.400 --> 00:41:15.520\nwhat your, your dream\n\n836\n00:41:15.520 --> 00:41:22.060\ncome true story would be in life or all of in June or both? You know, how you\n\n837\n00:41:22.060 --> 00:41:22.800\nlook at it? What's\n\n838\n00:41:22.800 --> 00:41:28.220\nyour dream come true? All of in June is part of it? Well, I will say, and I\n\n839\n00:41:28.220 --> 00:41:29.360\nthink this is part of\n\n840\n00:41:30.240 --> 00:41:34.230\nwho I am. I have a ton of gratitude. And so I already feel like I'm living my\n\n841\n00:41:34.230 --> 00:41:34.880\ndream life.\n\n842\n00:41:34.880 --> 00:41:41.980\nI don't, I'm so grateful for all the success of all of in June. And, and I'm, I\n\n843\n00:41:41.980 --> 00:41:43.440\n'm, I'm so thankful\n\n844\n00:41:43.440 --> 00:41:47.260\nfor it. And for my daughter, and I think, you know, I'm obsessed with her. So I\n\n845\n00:41:47.260 --> 00:41:49.520\nfeel very happy.\n\n846\n00:41:49.520 --> 00:41:53.470\nAnd I do feel like I'm living a dream life. But for all of in June to be the\n\n847\n00:41:53.470 --> 00:41:53.760\nnumber one\n\n848\n00:41:53.760 --> 00:41:59.760\nnail brand in the world is my, is the reason why after selling a business and,\n\n849\n00:41:59.760 --> 00:42:00.720\nyou know,\n\n850\n00:42:00.720 --> 00:42:05.610\nall of the success that that comes with that, I am still day in, day out, 24\n\n851\n00:42:05.610 --> 00:42:07.280\nseven founder CEO\n\n852\n00:42:07.280 --> 00:42:11.020\nand not leaving the business because I love my job. And because there's so much\n\n853\n00:42:11.020 --> 00:42:11.440\nleft,\n\n854\n00:42:11.440 --> 00:42:14.680\nwe have so much left, like, I don't want to leave it on the field, right? I\n\n855\n00:42:14.680 --> 00:42:15.760\nwant to play the game.\n\n856\n00:42:15.760 --> 00:42:19.920\nAnd so I get really excited to build all of in June into the number one nail\n\n857\n00:42:19.920 --> 00:42:20.880\nbrand in the world.\n\n858\n00:42:20.880 --> 00:42:25.120\nSo that's my, that's my, that's probably the one dream that I haven't gotten.\n\n859\n00:42:25.120 --> 00:42:29.070\nWell, you, you're, you're on your way. And you know what they say about\n\n860\n00:42:29.070 --> 00:42:29.280\nbusiness,\n\n861\n00:42:29.280 --> 00:42:32.900\nI always say the best thing about business is the unfinished business. And, and\n\n862\n00:42:32.900 --> 00:42:33.600\nthat's what seems\n\n863\n00:42:33.600 --> 00:42:37.590\nto have you excited is, is that, that pursuit of that number one goal. Last\n\n864\n00:42:37.590 --> 00:42:39.360\nquestion here.\n\n865\n00:42:39.360 --> 00:42:43.030\nWhat's one piece of advice you'd give to anyone who wants to be a better leader\n\n866\n00:42:43.030 --> 00:42:43.360\n?\n\n867\n00:42:43.360 --> 00:42:49.370\nYou can't escape hard work. Hard work and putting in the time and putting in\n\n868\n00:42:49.370 --> 00:42:49.840\nthe effort\n\n869\n00:42:50.880 --> 00:42:55.440\nputting in the research, nothing can be done without true hard work. No matter\n\n870\n00:42:55.440 --> 00:42:56.800\nwhat it looks\n\n871\n00:42:56.800 --> 00:43:01.240\nlike or appears or someone tells you, it is always about grinding to get the\n\n872\n00:43:01.240 --> 00:43:02.240\nbest answer.\n\n873\n00:43:02.240 --> 00:43:07.030\nThat's, that's great advice. And I want to thank you, Sarah, for, for taking\n\n874\n00:43:07.030 --> 00:43:08.000\nthe time to,\n\n875\n00:43:08.000 --> 00:43:11.950\nto be on this show and to share your insights and congratulate you on the\n\n876\n00:43:11.950 --> 00:43:12.880\nphenomenal success\n\n877\n00:43:12.880 --> 00:43:18.080\nthat you've had. And, and I love it that we haven't seen anything yet.\n\n878\n00:43:18.800 --> 00:43:23.120\nWe haven't. And I'm honored to be here. You're truly, I love your podcast. So I\n\n879\n00:43:23.120 --> 00:43:24.400\n'm very honored to be a guest.\n\n880\n00:43:24.400 --> 00:43:35.840\nDavid, I loved this episode with Sarah Gibson Tuttle. She is so amazing, so\n\n881\n00:43:35.840 --> 00:43:36.880\namazing. In fact,\n\n882\n00:43:36.880 --> 00:43:41.590\nthat I just sent her a DM on Instagram and told her how incredible I thought\n\n883\n00:43:41.590 --> 00:43:42.480\nthis interview was.\n\n884\n00:43:42.480 --> 00:43:47.280\nAnd she actually just responded. So I'm curious, David, what's your reaction to\n\n885\n00:43:47.280 --> 00:43:48.080\nyour conversation\n\n886\n00:43:48.080 --> 00:43:50.240\nwith Sarah? I mean, you never met her before. What did you think?\n\n887\n00:43:50.240 --> 00:43:54.950\nNo, I think Sarah is incredible. I particularly loved her last answer, which is\n\n888\n00:43:54.950 --> 00:43:55.520\n, you know,\n\n889\n00:43:55.520 --> 00:43:59.120\ndon't underestimate the power of just hard work. You know, I think so many\n\n890\n00:43:59.120 --> 00:43:59.760\npeople just want\n\n891\n00:43:59.760 --> 00:44:03.760\nthings so fast so quickly. And, you know, they think they can get there for the\n\n892\n00:44:03.760 --> 00:44:04.800\n, you know,\n\n893\n00:44:04.800 --> 00:44:09.690\n30 to 40 hour work week working virtually, but they don't realize just how you,\n\n894\n00:44:09.690 --> 00:44:10.000\nif you,\n\n895\n00:44:10.000 --> 00:44:13.960\nyou really want to move up and, you know, achieve everything you can possibly\n\n896\n00:44:13.960 --> 00:44:14.400\nachieve,\n\n897\n00:44:15.120 --> 00:44:19.070\nyou got to put the hard yards in, you got to put the work in. And I love that.\n\n898\n00:44:19.070 --> 00:44:19.680\nShe's obviously\n\n899\n00:44:19.680 --> 00:44:25.420\ndone that. She had vision for something different and she's pursued it and she\n\n900\n00:44:25.420 --> 00:44:27.280\n's not stopping.\n\n901\n00:44:27.280 --> 00:44:30.880\nShe's got goals and I love that. I do too. And if you'll notice,\n\n902\n00:44:30.880 --> 00:44:36.480\nmy nails are painted with Olive and June nail polish. So quite apropos for this\n\n903\n00:44:36.480 --> 00:44:36.960\ndebrief\n\n904\n00:44:36.960 --> 00:44:40.450\nconversation that we're going to have. I love some of the themes that Sarah\n\n905\n00:44:40.450 --> 00:44:41.280\ntouched on and that\n\n906\n00:44:41.280 --> 00:44:45.280\nyou two kind of discussed in the episode. So I want to just dive into what some\n\n907\n00:44:45.280 --> 00:44:46.160\nof those themes were\n\n908\n00:44:46.160 --> 00:44:49.610\nso that we can give people listening to the episode something really tangible\n\n909\n00:44:49.610 --> 00:44:50.800\nthat they can take away\n\n910\n00:44:50.800 --> 00:44:54.470\nto apply to their own leadership, to their own life, and to their own career\n\n911\n00:44:54.470 --> 00:44:55.200\njourney.\n\n912\n00:44:55.200 --> 00:44:58.720\nYou know, David, it was really obvious to me after listening to this interview\n\n913\n00:44:58.720 --> 00:44:59.600\nthat Sarah is the\n\n914\n00:44:59.600 --> 00:45:04.030\ntype of founder and leader who really knows herself. She knows how she tends to\n\n915\n00:45:04.030 --> 00:45:05.280\nmake decisions and,\n\n916\n00:45:05.280 --> 00:45:09.350\ntherefore, she knows how to manage herself well so that she can show up for her\n\n917\n00:45:09.350 --> 00:45:09.680\nteam.\n\n918\n00:45:10.240 --> 00:45:14.080\nAnd David, it's great when you work for a leader with high self-awareness,\n\n919\n00:45:14.080 --> 00:45:18.360\nbut there are a lot of leaders listening to this podcast who don't work with\n\n920\n00:45:18.360 --> 00:45:18.960\nleaders\n\n921\n00:45:18.960 --> 00:45:22.630\nwith high self-awareness. In fact, they work for people that lack self-\n\n922\n00:45:22.630 --> 00:45:23.840\nawareness and\n\n923\n00:45:23.840 --> 00:45:28.160\nI'm curious, your perspective on what to do in that scenario when the person\n\n924\n00:45:28.160 --> 00:45:28.640\nthat you're working\n\n925\n00:45:28.640 --> 00:45:33.200\nwith or for lacks self-awareness. Well, I think first of all, you need to do\n\n926\n00:45:33.200 --> 00:45:34.080\nyour job really well\n\n927\n00:45:34.080 --> 00:45:38.230\nso you have credibility. You know, once you have credibility, then you may have\n\n928\n00:45:38.230 --> 00:45:39.120\nthe opportunity\n\n929\n00:45:39.120 --> 00:45:44.240\nto actually opine on what your boss could be doing better. But I think once you\n\n930\n00:45:44.240 --> 00:45:45.120\nreally do\n\n931\n00:45:45.120 --> 00:45:49.250\nstart putting some points on the board and you become very valuable to the\n\n932\n00:45:49.250 --> 00:45:49.840\ncompany,\n\n933\n00:45:49.840 --> 00:45:55.760\nvaluable to that leader, you're inevitably going to have some opportunity to be\n\n934\n00:45:55.760 --> 00:45:57.440\nable to coach the\n\n935\n00:45:57.440 --> 00:46:03.520\nperson that you work with. And my belief has always been, as a team member,\n\n936\n00:46:03.520 --> 00:46:04.720\nyour job is to make your\n\n937\n00:46:04.720 --> 00:46:09.520\nboss better. Your job is to make your boss better, your company better. And so\n\n938\n00:46:09.520 --> 00:46:10.480\nwhen you have those\n\n939\n00:46:10.480 --> 00:46:14.710\nopportunities to do it, you should take them. And I think the best way to earn\n\n940\n00:46:14.710 --> 00:46:15.680\nthe credibility\n\n941\n00:46:15.680 --> 00:46:21.120\nto help your boss become better is to do your job extremely well and become so\n\n942\n00:46:21.120 --> 00:46:21.760\nvaluable that\n\n943\n00:46:21.760 --> 00:46:25.050\nthat person really needs you. And so when you have something to say, they're\n\n944\n00:46:25.050 --> 00:46:26.160\ngoing to listen to them\n\n945\n00:46:26.160 --> 00:46:30.240\nto you unless they're toned death. And sometimes that's a situation that does\n\n946\n00:46:30.240 --> 00:46:31.840\nexist where just people\n\n947\n00:46:31.840 --> 00:46:34.560\nleaders are in jobs. Maybe they shouldn't be in. They're probably not going to\n\n948\n00:46:34.560 --> 00:46:35.280\nget to a higher\n\n949\n00:46:35.280 --> 00:46:39.230\njob because they are toned death. They don't have high enough self-awareness.\n\n950\n00:46:39.230 --> 00:46:40.080\nBut you know,\n\n951\n00:46:40.080 --> 00:46:46.000\nI think if you're a really good member of the team, you know, you try to help\n\n952\n00:46:46.000 --> 00:46:46.720\neverybody get\n\n953\n00:46:46.720 --> 00:46:50.990\nbetter around you. I love that. I love that. And that that theme of just really\n\n954\n00:46:50.990 --> 00:46:52.160\nknowing yourself\n\n955\n00:46:52.160 --> 00:46:56.380\ncomes up a lot in the episode. And I love when Sarah talks about that moment\n\n956\n00:46:56.380 --> 00:46:57.360\nthat she realized\n\n957\n00:46:57.360 --> 00:47:02.160\nthat she was in the wrong role. She worked in finance for 10 years. And until\n\n958\n00:47:02.160 --> 00:47:02.640\none day,\n\n959\n00:47:02.640 --> 00:47:07.040\nshe kind of finally admitted to herself that she didn't like her life or in the\n\n960\n00:47:07.040 --> 00:47:07.600\nway that\n\n961\n00:47:07.600 --> 00:47:11.350\nit was shaping up. And she didn't like the work that she was doing. And she had\n\n962\n00:47:11.350 --> 00:47:12.400\nthe self-awareness\n\n963\n00:47:12.400 --> 00:47:18.560\nand willingness to admit that and make that pivot. And so obviously she pivoted\n\n964\n00:47:18.560 --> 00:47:19.440\n. And now she's\n\n965\n00:47:19.440 --> 00:47:23.760\nrunning this $100 million nail brand. You know, cool. I think one of the things\n\n966\n00:47:23.760 --> 00:47:24.800\nthat's interesting\n\n967\n00:47:24.800 --> 00:47:28.480\nabout that, and I write it about it in my book called Taking People With You.\n\n968\n00:47:28.480 --> 00:47:30.560\nAnd we teach it at the,\n\n969\n00:47:30.560 --> 00:47:34.740\nyou know, in all of our leadership programs, is you need to know yourself to\n\n970\n00:47:34.740 --> 00:47:35.520\ngrow yourself.\n\n971\n00:47:35.520 --> 00:47:41.360\nThe only way you can ever grow is to really know who you are and know what your\n\n972\n00:47:41.360 --> 00:47:42.320\ncapabilities are.\n\n973\n00:47:42.320 --> 00:47:47.120\nAnd no, frankly, in the case of what she's talked about, if you happen to be\n\n974\n00:47:47.120 --> 00:47:47.440\none of these\n\n975\n00:47:47.440 --> 00:47:51.680\nleaders has low self-awareness, you learn that you've got low self-awareness\n\n976\n00:47:51.680 --> 00:47:52.240\nand you need to\n\n977\n00:47:52.240 --> 00:47:57.840\nmove it up the ladder. But, you know, I think she understood the importance of\n\n978\n00:47:57.840 --> 00:47:58.800\ndoing what you love.\n\n979\n00:47:58.800 --> 00:48:04.080\nAnd she was very good at what she did. You know, she was doing well. But, you\n\n980\n00:48:04.080 --> 00:48:04.160\nknow,\n\n981\n00:48:04.160 --> 00:48:10.720\nshe didn't have that positive buzz you got to have when you go to work. She\n\n982\n00:48:10.720 --> 00:48:11.440\nwasn't like,\n\n983\n00:48:11.440 --> 00:48:15.390\nas Warren Buffett, you know, says tap dancing to work. You know, she's going\n\n984\n00:48:15.390 --> 00:48:16.160\nthrough the motions.\n\n985\n00:48:16.160 --> 00:48:21.600\nAnd she knew that life could be more than that. And, you know, I love how she\n\n986\n00:48:21.600 --> 00:48:23.360\npursued her passion.\n\n987\n00:48:23.360 --> 00:48:27.680\nFor people listening who might be in a similar spot of thinking about\n\n988\n00:48:27.680 --> 00:48:28.800\ntransitioning in their\n\n989\n00:48:28.800 --> 00:48:34.880\ncareer, how do you do that well so that you don't earn bridges or create\n\n990\n00:48:34.880 --> 00:48:36.400\ntension with the company\n\n991\n00:48:36.400 --> 00:48:40.450\nor industry that you're leaving? It's very important to try to grow where you\n\n992\n00:48:40.450 --> 00:48:41.520\n're at first.\n\n993\n00:48:41.520 --> 00:48:45.900\nYou know, look where you're at and say, \"Hey, you know, these are the things I\n\n994\n00:48:45.900 --> 00:48:46.640\nwant to do. Can\n\n995\n00:48:46.640 --> 00:48:50.320\nI do it at this company?\" And then, you know, go to whoever you work with and\n\n996\n00:48:50.320 --> 00:48:51.440\ntry to pursue that\n\n997\n00:48:51.440 --> 00:48:56.330\nopportunity if it's there. If it's not there, I always feel like, you know, you\n\n998\n00:48:56.330 --> 00:48:56.960\nneed to be doing\n\n999\n00:48:56.960 --> 00:49:00.910\nyour job well enough to where you can actually have a communication with the\n\n1000\n00:49:00.910 --> 00:49:02.000\nperson that you work\n\n1001\n00:49:02.000 --> 00:49:05.710\nfor. And you kind of let them know what your frustrations are or what you want\n\n1002\n00:49:05.710 --> 00:49:06.480\nto do with your\n\n1003\n00:49:06.480 --> 00:49:11.250\nlife. And they hear that and you make sure that they do hear that. And they\n\n1004\n00:49:11.250 --> 00:49:12.480\neither try to help you\n\n1005\n00:49:12.480 --> 00:49:17.300\ndo it at your company or when it's time for you to move on, you know, it's not\n\n1006\n00:49:17.300 --> 00:49:18.560\na real big surprise,\n\n1007\n00:49:18.560 --> 00:49:22.510\nyou know, because you've been honest with them about, you know, how you're\n\n1008\n00:49:22.510 --> 00:49:23.200\nfeeling about the\n\n1009\n00:49:23.200 --> 00:49:26.680\ncompany and what you really want to do in your life. So, you know, I say you\n\n1010\n00:49:26.680 --> 00:49:27.840\nnever really surprise\n\n1011\n00:49:27.840 --> 00:49:31.860\npeople. And then when you leave, make sure you're leaving and going to a place\n\n1012\n00:49:31.860 --> 00:49:32.720\nthat's going to help\n\n1013\n00:49:32.720 --> 00:49:36.800\nyou pursue your passions and it's going to help you grow yourself, you know. So\n\n1014\n00:49:36.800 --> 00:49:37.920\n, know yourself so\n\n1015\n00:49:37.920 --> 00:49:41.460\nthat you know how to grow yourself and know where to go. So, you move with\n\n1016\n00:49:41.460 --> 00:49:44.080\npurpose. Don't move,\n\n1017\n00:49:44.080 --> 00:49:49.520\nyou know, just to move. You know, very few people change their lives by just\n\n1018\n00:49:49.520 --> 00:49:50.640\ncrossing the street\n\n1019\n00:49:50.640 --> 00:49:55.380\nand doing a job somewhere else with just maybe a little bit more money. You\n\n1020\n00:49:55.380 --> 00:49:57.840\nknow, that's really\n\n1021\n00:49:57.840 --> 00:50:01.430\nshouldn't be the reason why you move. You should move when you know that you\n\n1022\n00:50:01.430 --> 00:50:02.400\ncan make a quantum\n\n1023\n00:50:02.400 --> 00:50:06.640\nleap in your learning and in your growth. And I always feel like the biggest\n\n1024\n00:50:06.640 --> 00:50:08.000\nthing you can do\n\n1025\n00:50:08.000 --> 00:50:13.730\nis is when you're you're not growing, try to figure out how you can grow where\n\n1026\n00:50:13.730 --> 00:50:14.480\nyou're at and if you\n\n1027\n00:50:14.480 --> 00:50:18.430\ncan't go grow where you're at, go somewhere where you can. I love it. That's a\n\n1028\n00:50:18.430 --> 00:50:19.600\ngreat dovetail into\n\n1029\n00:50:19.600 --> 00:50:23.820\nthis final kind of theme and concept that I want to debrief with you, David.\n\n1030\n00:50:23.820 --> 00:50:24.720\nSarah shares in the\n\n1031\n00:50:24.720 --> 00:50:30.160\ninterview that something like 96% of women feel better about themselves when\n\n1032\n00:50:30.160 --> 00:50:31.520\ntheir nails are done.\n\n1033\n00:50:31.520 --> 00:50:36.960\nAnd honestly, I agree. So, before this episode, I literally painted my nails so\n\n1034\n00:50:36.960 --> 00:50:37.600\nthat I talk\n\n1035\n00:50:37.600 --> 00:50:41.750\nwith my hands so that when you see my hands, I'll look put together because my\n\n1036\n00:50:41.750 --> 00:50:43.360\nnails are done and\n\n1037\n00:50:43.360 --> 00:50:47.640\nI feel a little bit more elevated and chic because I painted my nails. And I\n\n1038\n00:50:47.640 --> 00:50:49.200\nthink that what she's\n\n1039\n00:50:49.200 --> 00:50:53.920\nreally getting at is is the little things that you can do on a personal level\n\n1040\n00:50:53.920 --> 00:50:54.800\nthat boost your\n\n1041\n00:50:54.800 --> 00:50:59.090\nself-esteem and confidence and help you show up in a way that's more positive\n\n1042\n00:50:59.090 --> 00:50:59.840\nso that you can\n\n1043\n00:50:59.840 --> 00:51:03.600\ncontribute in a more meaningful way to the people around you. So, David, I want\n\n1044\n00:51:03.600 --> 00:51:04.880\nto know, is that\n\n1045\n00:51:04.880 --> 00:51:08.830\nsomething that leaders need to be thinking about? And is it important? And what\n\n1046\n00:51:08.830 --> 00:51:09.200\nare some of the\n\n1047\n00:51:09.200 --> 00:51:13.910\nthings you do to boost your self-esteem? Well, first of all, I love the fact\n\n1048\n00:51:13.910 --> 00:51:15.200\nthat she understands\n\n1049\n00:51:15.200 --> 00:51:20.240\nthat. She understands the power of nails. She understands that you feel better\n\n1050\n00:51:20.240 --> 00:51:20.800\nbecause you've got\n\n1051\n00:51:20.800 --> 00:51:26.320\nthose white nails with that white sweater and your white earphones. And that's\n\n1052\n00:51:26.320 --> 00:51:26.960\nwhy she has so\n\n1053\n00:51:26.960 --> 00:51:31.680\nmany different colors. That's why she has seasonal nails. That's why Halloween\n\n1054\n00:51:31.680 --> 00:51:32.640\n's a big period for\n\n1055\n00:51:32.640 --> 00:51:37.280\nit because she knows people like to lift themselves up and lift other people up\n\n1056\n00:51:37.280 --> 00:51:38.240\nand create almost\n\n1057\n00:51:38.240 --> 00:51:43.820\nconversations around their nails. And I see that happening all the time with\n\n1058\n00:51:43.820 --> 00:51:45.280\nwomen that I happen\n\n1059\n00:51:45.280 --> 00:51:49.790\nto have the opportunity to hang around. You know, they like looking nice, they\n\n1060\n00:51:49.790 --> 00:51:51.520\nlike being on trend,\n\n1061\n00:51:51.520 --> 00:51:56.130\nand I think that's really powerful. So, you know, what do I do to lift myself\n\n1062\n00:51:56.130 --> 00:51:56.880\nup? I mean,\n\n1063\n00:51:56.880 --> 00:52:01.940\nI don't know. I guess probably the most important thing I do is try to stay in\n\n1064\n00:52:01.940 --> 00:52:03.120\nshape. I think it's\n\n1065\n00:52:03.120 --> 00:52:10.300\njust when I work out every day, I really enjoy that and it picks me up and I\n\n1066\n00:52:10.300 --> 00:52:11.600\nlike having my\n\n1067\n00:52:11.600 --> 00:52:16.360\nwhoop watch because I like to see my progress. I like to understand what my\n\n1068\n00:52:16.360 --> 00:52:17.440\nperformance is.\n\n1069\n00:52:17.440 --> 00:52:24.000\nAnd so because I'm regular and disciplined on this front, I'm constantly making\n\n1070\n00:52:24.000 --> 00:52:24.720\nprogress that's\n\n1071\n00:52:24.720 --> 00:52:32.520\nreflected in my whoop. And so that lifts me up. And I'll tell you the other\n\n1072\n00:52:32.520 --> 00:52:34.400\nthing that I have a\n\n1073\n00:52:34.400 --> 00:52:40.410\ngreat appreciation for is being dressed properly. You know, I like to wear\n\n1074\n00:52:40.410 --> 00:52:42.640\nthings that are stylish,\n\n1075\n00:52:42.640 --> 00:52:47.600\nlook good, and do the best I can with what little I have.\n\n1076\n00:52:47.600 --> 00:52:55.840\nI love that. It feels almost silly for me to say, but it actually makes a real\n\n1077\n00:52:55.840 --> 00:52:56.720\nimpact in the way\n\n1078\n00:52:56.720 --> 00:53:02.220\nthat I show up and the attention that I have to share with the people that I\n\n1079\n00:53:02.220 --> 00:53:03.520\nwork with and with the\n\n1080\n00:53:03.520 --> 00:53:08.560\nactual work that I'm doing. When I look good by painting my nails or for you\n\n1081\n00:53:08.560 --> 00:53:09.920\nwearing something\n\n1082\n00:53:09.920 --> 00:53:13.720\nnice and entrant, you feel good. And when you feel good, you're more fun to be\n\n1083\n00:53:13.720 --> 00:53:14.080\naround.\n\n1084\n00:53:14.080 --> 00:53:18.970\nEveryone has a better time. And ultimately, the product that you produce is\n\n1085\n00:53:18.970 --> 00:53:19.840\njust going to be better.\n\n1086\n00:53:19.840 --> 00:53:23.520\nYou know, if you talk to anybody in the fashion industry or the clothing\n\n1087\n00:53:23.520 --> 00:53:24.240\nindustry,\n\n1088\n00:53:24.240 --> 00:53:28.280\nyou know, what do they tell you to buy? They tell you to buy stuff that you\n\n1089\n00:53:28.280 --> 00:53:29.520\nfeel confident in.\n\n1090\n00:53:29.520 --> 00:53:36.290\nAnd so I think that that's something that, you know, people should constantly\n\n1091\n00:53:36.290 --> 00:53:37.120\nbe working on\n\n1092\n00:53:37.120 --> 00:53:41.070\nis their confidence level. You know, you should be working on something that\n\n1093\n00:53:41.070 --> 00:53:42.000\nmakes you feel good,\n\n1094\n00:53:42.000 --> 00:53:47.610\nmakes you project, makes you have this sense of confidence that can inspire,\n\n1095\n00:53:47.610 --> 00:53:49.040\nassuming you have\n\n1096\n00:53:49.040 --> 00:53:56.840\nconfidence. I always say confidence goes along with confidence. You can't have\n\n1097\n00:53:56.840 --> 00:53:58.320\nthe confidence\n\n1098\n00:53:58.320 --> 00:54:02.660\nwithout the confidence. But if you have that, then I think you should be\n\n1099\n00:54:02.660 --> 00:54:03.920\nlooking for ways to lift\n\n1100\n00:54:03.920 --> 00:54:08.480\nyourself up. Hey, Olive and June started out as an in person nail salon. And\n\n1101\n00:54:08.480 --> 00:54:09.440\nnow Sarah Gibson\n\n1102\n00:54:09.440 --> 00:54:14.390\nTuttle is growing it to over $100 million. And that is a whole heck of a lot of\n\n1103\n00:54:14.390 --> 00:54:15.200\n$8 bottles\n\n1104\n00:54:15.200 --> 00:54:19.590\nof nail polish. So don't ever underestimate what feeling good about yourself\n\n1105\n00:54:19.590 --> 00:54:20.720\ncan do for a business.\n\n1106\n00:54:20.720 --> 00:54:25.610\nAnd how about the Olive and June story? She names it out for her grandmother\n\n1107\n00:54:25.610 --> 00:54:26.000\nand great\n\n1108\n00:54:26.000 --> 00:54:30.470\ngrandmother and, you know, I thought it's sort of a clunky brand name, but it\n\n1109\n00:54:30.470 --> 00:54:31.360\nseems to be working\n\n1110\n00:54:31.360 --> 00:54:38.800\n$100 million in bed. Absolutely. David, thanks so much for the debrief. I\n\n1111\n00:54:38.800 --> 00:54:39.520\nreally enjoyed\n\n1112\n00:54:39.520 --> 00:54:43.250\nI always enjoyed talking to you, especially when I'm so obsessed with the\n\n1113\n00:54:43.250 --> 00:54:44.560\nperson that you interviewed.\n\n1114\n00:54:44.560 --> 00:54:50.300\nWell, we try to have people that on the show that everybody's obsessed with,\n\n1115\n00:54:50.300 --> 00:54:50.720\nbut I'm really\n\n1116\n00:54:50.720 --> 00:54:54.820\nglad you love Sarah. Well, that does it for today's episode of How Leaders Lead\n\n1117\n00:54:54.820 --> 00:54:56.080\n. Be sure to tune in\n\n1118\n00:54:56.080 --> 00:55:00.360\nnext Thursday for David's conversation with Nick Green. He's the co-founder and\n\n1119\n00:55:00.360 --> 00:55:01.840\nCEO of Thrive Market,\n\n1120\n00:55:01.840 --> 00:55:04.400\nand you are going to love this episode.\n","is_pinned",false,"pinned_at","is_featured","featured_at","mix_url","https://chtbl.com/track/DCB44F/traffic.megaphone.fm/DVL3162527636.mp3","dx_media_id",2497,"video_media_id","thumbnail_image_media_id","published_date","2025-10-02","itunes_episode_id",259,"youtube_id","oSInOGuSAJM","2025-10-02T15:48:45.000000Z","dx_url","https://dnl.nyc3.cdn.digitaloceanspaces.com/uploads/YL6Fqphhl83J4QEn0WZRrzg6N4ETl3r2bzziKqxl.mp3","dx_filename","YL6Fqphhl83J4QEn0WZRrzg6N4ETl3r2bzziKqxl.mp3","dx_mux_playback_id","7Zb2lQf01nbeVAcvotfdg93b01601Qb1c5BKH65p9Upxno","dx_waveform_url","https://dnl.nyc3.cdn.digitaloceanspaces.com/uploads/waveforms/2497.json","video_url","video_mux_playback_id","duration",3304742,"thumbnail_url","https://img.youtube.com/vi/oSInOGuSAJM/maxresdefault.jpg","thumbnail_image_url","dx_media",{"_13":66,"_95":79,"_96":77,"_97":-5,"_31":81,"_33":98,"_99":-5,"_100":83,"_86":87,"_101":-5},"video_media","thumbnail_image_media","filename","url","status","QteeQnePwql5x8pkebrzvj36AcTeW1mSr01PpXiaqDIg","mux_upload_id","waveform_url","preview_media_id","first_name","Sarah","last_name","Gibson Tuttle","job_title","Olive & June, Founder and CEO","Sarah Gibson Tuttle, Olive and June, beauty, CEO, Founder, nail polish, entrepreneur","external_links","https://www.linkedin.com/in/gibsontuttle,https://www.instagram.com/gibsontuttle/?hl=en",0,"image_media_id",2493,2492,"2026-07-20T20:42:53.000000Z","send_push_notification_at","image_url","https://dnl.nyc3.cdn.digitaloceanspaces.com/uploads/etivXXiTzgQbkGQKU20vOg7Glz3hsSzKVyJXQkvI.png","https://dnl.nyc3.cdn.digitaloceanspaces.com/uploads/jc8zRXRMnBO2ugZGYtf0Md0f6JwmGaLb5TfB06SZ.png","https://www.howleaderslead.com/leaders/247/sarah-gibson-tuttle","industry_id",4,"industry",{"_13":122,"_133":134,"_135":137},"industries",[132],"image_media",{"_13":113,"_95":131,"_96":118,"_97":-5,"_31":-5,"_33":-5,"_99":-5,"_100":-5,"_86":-5,"_101":-5},{"_13":114,"_95":130,"_96":119,"_97":-5,"_31":-5,"_33":-5,"_99":-5,"_100":-5,"_86":-5,"_101":-5},"jc8zRXRMnBO2ugZGYtf0Md0f6JwmGaLb5TfB06SZ.png","etivXXiTzgQbkGQKU20vOg7Glz3hsSzKVyJXQkvI.png",{"_13":122,"_133":134,"_135":136},"name","Retail and E-commerce","pivot",{"_35":36,"_121":122},{"_35":36,"_121":122},"user","token","favorites",[],"collections",[],"env",{"_146":147,"_148":149,"_150":151,"_152":153,"_154":155},"GOOGLE_CLIENT_ID","644017954836-qpllhu38r0tsrtfq85ukntcvsb0akbht.apps.googleusercontent.com","APPLE_CLIENT_ID","com.howleaderslead.webapp","APPLE_REDIRECT_URI","https://www.howleaderslead.com/auth/apple-callback","APP_URL","https://howleaderslead.com","GTM_ID",""]