How One Idea Became an $80 Million Female Health Tech Company | Crystal Etienne

27:31I didn't want to move there because I don't like San Francisco. I would just get on the plane and go every single week. And by the time that that program ended, I had 15 term sheets from investors. and then I had one from an investor overseas in the UK who actually had become my investor at that time and they didn't want anyone else in the deal. So I had to turn down the other 15, that reason why I decided to go into the program and then I took the one deal. Talk about the process, right? We always hear the phrase that the most disrespected woman on the planet is a black woman, especially when it comes to VC.

28:10Talk about some of the struggles that you saw, you faced during that process that almost made you say, I'm not doing this no more? Yeah. So the VC world, because once I decided if I'm going to raise funds, I got to research like what's entailed with it, everything. So I completely understood it the second time around, not the first time, but the second time it's a business transaction. So unfortunately in society, people don't like doing business with black women. It don't matter what we say, what we do, how we look like when it comes to being a business woman we are just not respected for some reason so I'm showing up at the table with say seven million dollars worth of sales and they're telling me no and I'm like aren't like what I researched was like isn't the whole purpose for you to make money like you have to make your LPs back money so I'm showing you I have an audience and I had already had my audience I knew exactly who my audience was at that time I had clicked off all the boxes.

29:09Whereas if I was a white woman or a white male, you know, you could raise with nothing. Just a just a simple idea. A black woman just can't do that. So I had met James from Black Ops and he said, you know what? He said, he said, I used to be like you because I'm walking in there like I know this. I know that I know this. and he said you know what he said just just make them feel like they're on top of the world and i said i don't know if i could do that like i really don't but he said no i didn't think i could do it either and he said how you do it is even if you know it don't say it and just tell him that is a good idea like oh like even if you know it i did that and it worked but why is a black woman do i have a even oh say that again even if you don't know it say so even if you do know it okay act like you don't know so say if you say something to me and i know exactly what you're talking about and you're explaining to me in detail most times people will be like oh i know that already you can't do that as a black woman like in the vc world i have to sit there and say oh that's a good idea okay you know what i think i'm gonna try that like why that's a good idea that's so that's i mean it's ridiculous right the numbers are there but this is part of the game that nobody sees right because a lot of times we we don't even we don't see we don't hear the stories of black women in the vc world and trying to raise funds you said something interesting about your audience and you knew exactly who that was and it made me think well i feel like your audience is everybody every woman is that your audience so who who was the target audience that you're telling to to the vcs yeah so when i first launched i thought it was gonna be millennials millennials hate my product because it's thicker my product um audience is moms with teen and tweens parents teens and tweens okay yeah it's teen and tweens and i figured that out within the first six months so were you always like was the product ever like branded as a black company or no so nobody i always say it in the background it was just ran like corporate it was a real corporate like what I knew like just run it when you negotiate when you talk about it nobody even knew that crystal etienne was the founder so you know I didn't do it on purpose like I just didn't want to I wanted to run it as a not focus on me but more of the product so you were able to um sell to everybody yeah I could sell that right but the I know who my audience is who's your audience runs race I'm white women yes okay and I always wanted it to be black women but with black women I'm a black woman I had a daughter like you gotta talk to us differently like a black woman is not going to like you tell a black woman okay put your daughter in the pool with that swimwear with her period a black woman's gonna be like I gotta try this out first like even me I ain't throwing my daughter you know with that but a white woman will she's like this gonna save the day and this is how it is I would because I was just different with my daughter.

32:15Even when it comes to like women's health, like it's just different. Like a black woman, when I gave my daughter birth control pills when she was going to college, some of my friends was like, you feel like I'm promoting it. But it's like, no, I ain't promoting it. Like, no, I want to make her and set her up for success. Like my daughter just graduated law school. She ain't never been pregnant because I had those conversations with my daughter and she's, you know, was on birth control pills, like, at that time. But a black woman and white women, we just, I don't know, it's just different. It's just different.

32:53And, like, we just want to protect our daughters more. I don't want to say white women don't want to protect their daughters because they do. But black women, we just, like, we can't throw our daughters, we just can't throw you out there to the wolves. We got to test it first. So it's a different conversation that would have to be said. And the reason why I think the white women are more of my customer base is because what I did in the beginning when you asked me about my competitor, like being where they were, it was like I went out where they were. And then in like promotion and all that, did you use like white women as like models and stuff like that?

33:28Oh, no, I used everybody. Yeah. Because I wasn't like, like the white women just came to me. I didn't ask for them. Like, I love them that they there. And I would love black women to really like talk to their, you know, daughters about their health much earlier or their period or their personal care and hygiene. We just like it's just like shunned like to talk about. Yeah, I have the conversations. Yeah, some people do. But the majority, you know, does not. It's like, I don't want to talk about it. It's like talk to dad. He's the health teacher. All right. That's your health teacher. Yeah. I mean, it's cool, though, because, again, it makes the conversation even more comfortable.

34:05Right. Because it can come from mom or it can come from dad. And so it makes my daughter like, hey, I can go to both of you for this. That's understandable. Hey, dad, I need you to go here to get this. So that's great. I want to go to the name change, right? Because Panty Brow was the name. But at what point is it now when you're raising or trying to raise, you change the name? After I raised. After you raised. So after I raised, it got real. Yeah. So why did you change it? And how do we get to the name? So after I raised, when you raise a fund, deals close, you know, wires start coming in. Like the pressure comes on now.

34:42And I don't ever feel pressure for nothing, but I felt pressure like the next day after that first wire came through. I said, OK, like I knew what I was getting into. It's a it's a business deal. So now it ain't just me. It's literally not just me. It's like now there's a board that even though I controlled the board, like I negotiated very well. My attorney was really good, negotiated. I still control the board. But it's still you still you have an obligation and a judiciary duty like to do certain things. Like when you take someone's money is not borrowing money from your aunt, your mama. It is a business deal and that a lot of people don't understand.

35:21um also so changing the name was because when you raise funds you are basically telling the world and telling your vcs and all their lps that gave them the money i'm going to scale this and i'm going to make you a return they're not giving it to you you know to just sit it there and not do nothing so you have to start scaling so um the the word panty actually is like offensive in some countries because at first I was like, no, like this is because we've never had a problem. No one's ever complained about the name, like our customers or anything. So I was like, we're going to lose everything that I've built up like over these last three years.

36:02Well, it was like three and a half years at that time. We're going to lose everything. And I don't want to change the name. And then I was talking to my investors, my investors that were in and they was like, you know what? Just like think about it, but we need you to change your name. And then I really thought about and I said you know what like I'm all fair game I really thought about it I said you know what as long as we don't lose nothing then let's change it and then that's when I change it to Ruby Love. And you talked about having VCs but a lot of times when people raise capital they lose equity in their company and so how did you go about that right like you don't want to dilute yourself to the point where you don't have control of the own the thing that you built yeah How was that for you?

36:44So two things. One, I'm a solo founder. So right off the back, I have the edge there. Solo founder. If you are two partners, you start off with 50-50. So right there, you're diluted way down. But the most important is not the dilution. It's actually the board that most people don't understand is who controls that board. Because that's when you see founders getting fired and things like that or saying they step down, whatever they want to call it. It's fired, though. like if you control the board and the vote is always in your favor you still got to discuss it but as far as like the equity part of it that really is not a big deal but i didn't lose that much equity because i already had i negotiated because i i bootstrapped it like i already bootstrapped it to i think at that point we was at like 12 million dollars so am i gonna give you 50 of my company like why would i do that he went into the negotiation knowing that this is the number whether it was 20 percent 30 this is what it is okay it was a 500 ,000 legal bill like to negotiate like that whole entire thing but it worked at all the way in the end even to this day it worked out in my favor so did you have another round of raising after that no that was just the first round that was it yeah in 2019 okay so um and then you invest you have a you have So let's talk about that.

38:04When did that start? And how is that going for you? Yeah. So after my company was like all set up, like I had like 54 employees, like everything. I put the operation like in sound, like where it just operates. I think me and my husband was just like, you know what? Like this is like messed up. Like what happened to me? like all these years, like building this quick scaling company, it's like really messed up. And then we were like, we know what? We want to help people. We want to help black women that are being ignored. And that's when we just said, we're just going to put our own personal wealth.

38:41We don't have no LPs, nothing. We use our own money. Like most of the people that are giving out money, it's not their own. It's not their money. It's LPs. But we use our own funds to do that. And how much money have you invested so far? So we invest all the time. We invest either a thousand to$25 ,000. dollars like because we get you like at the like the we call it soil you know it has like pre-seed we live under pre-seed because some people just don't some people just don't understand it and i my goal and his goal was to get take that black woman and like really show her like everything i told y 'all of protecting yourself early and not just thinking this your mom is money so we invest um and just in black women black women period like to do it um like in not even just like monetary ways like we just invest a lot of our time and everything into black women has anything worked out so far no because everything is all new okay yeah we just started that in 2020 i think okay so no 2021 actually well fundamentally what are you looking for and when you're investing right is it obviously you said black women number one Yeah.

39:53But what what are you looking for inside of these companies to say, all right, this is worth an investment. And once you've made that, do you stick with them in the sense of like a mentorship? Yeah. So we do mentor as far as like what we're looking for. We're looking for a company that you believe that can scale because you can scale anything like it could it could be a paperclip and that could be scaled. It's the person and how you go about executing that. That's what people don't understand. It ain't really about the idea. It's about like what you do with the idea. Like if I could scale underwear, you know, with a hole in it, like anything could be done.

40:32So what are some of the biggest mistakes that you think people make when they're trying to get VC money? They think it's a loan. They treat it like a loan. I get that all the time, especially like the level of the women that we like want us to invest. Like they don't know anything. So that's what we started noticing. I would have people cry on a phone to me like, oh my God, when I tell them your business is not scalable right now, they don't get the right now. So they think it's a loan. That's one of the mistakes that they made. The second one is they just take it personal where you shouldn't take it personal.

41:08Like anything in business, you cannot take that personal. Personal is personal. Business is business. and those are two of the biggest mistakes that especially black women that we make when it comes to to vc we've heard both sides of the coin right where it's you know what if you don't have to take anybody's money don't because you you don't want to have to answer to someone and then obviously there's the other side where it's like well if you want to scale and to grow not because you need the money but because you want to expand you do it does that in between phase was like, what am I supposed to do?

41:44So I noticed plenty of people who listen to the show and they try to add that phase, talk about the pros and cons of doing both. Cause you've done both, right? You've had the business without it, try to get it. And obviously you've had the business with the funds raised. And then I also have the business without the VCs either. So there is no in between stage. It's either, are you able to and willing to deal with what it is to scale your business? There is no in between. You're either going to take it or you're not. I actually feel a lot of people would be like, oh, but you had a$15 million deal.

42:17Like, you know, what are you complaining about? Like, why you don't have VCs anymore? Like, why did you get all your shares back? Like, why did you do that? Why'd you do it? I feel like if I didn't have VCs, my business revenue would be over 200 million at this point because of where I was. I was already on a fast, fast, fast, fast. I feel like VC for me, for my particular situation, was a hindrance. Why? Because we were ready so fast and so scaling. And it was a very, it was already, you know, when you like you think about everything, like before you do it, like that's where the grind. You have to answer the people now.

42:59Answer the people and you have to do certain things. So now I had to hire a big C-suite. We're paying people. Everybody in the C-suite is getting over$200 ,000. If you would have told me that prior, I'm like, oh, no. Like, I can't do that. So that's one. It's a lot of time consuming. You got to have board meetings. And board meeting ain't just like getting in a board room and just like sitting talking about stuff, you have to prepare for that. You have to literally now, I have 54 employees, now I'm responsible for 54 employees that really, I would say that probably half of them wasn't even needed at the time.

43:39When you get into VC, they don't tell you. It's like this unspoken thing, like where it's, they don't tell you and it's not said, but it's like, okay, I gotta do it. Cause it has to be done. I have the money. And now you also feel like, and I'm very frugal, like when it comes to like money, so I don't even spend. And that's one of the problems that me and my VCs actually had. Like my, my partners, my investors is that, yeah, okay, I have the money, but that's not relevant to us. Like VCs go based on, most of the world goes based on everything on data. And sometimes data is good. Don't get me wrong.

44:19But sometimes data is not the answer. Like, it's just not. It's like real life, real grind, like in this. And sometimes I would ask them, like, are you over there across the seas? Like, are you in this building every day? Are you receiving these emails every day? And it's not. So it's a grind. So VC money is not for everybody. Everybody wants it. Everybody literally wants it because they want the headline. but if you think past the headline and you look under the headline is not for everybody could be hindered it sounds like from your experience that taking the VC almost stopped a little bit of the innovation from you right like you you lost a little bit of the the grind that got you to this point never lost the grind it was the grind with the trying to explain it and then now taking time to do that and then like second guessing yourself because you have someone you have their money and you're like okay I want to do the right thing because I want to do the right thing by my investors and I want to do the right thing by myself and I want to do the right thing by my customers and that when you put all of that together it's a lot for people to deal with past the headline so you wouldn't have done it no that's why I got all my shares back no okay so you saw your your path to 200 million it's it slowed you down where is that path now so what i did last year was um i decided you know what like because we were going for so many years we were scaling so fast there were things that first of all my vc should have told me we were still running our own vc firm i mean our own fulfillment um center like in our building first thing they should have told me was like don't run a fulfillment center i don't even know we were in a fulfillment business, but you know when you just keep going?

46:10You know that story when I told you I was going home, picking up my son, going to do the things? All I did was just hire new people to do that, but I should have outsourced that to a 3PL. So last year, in 2022... 3PL? A 3PL. What's that? So a 3PL is where they actually ship your stuff out for you. We don't do no shipping in the building no more, since last year. I scaled that out to a 3PL, which should have been done, especially at the rapid rate that we were shipping, we've never had enough people to like actually get it out. If you look at our reviews, all of our bad reviews are based on people not getting their item.

46:47It's not on the product. It's like, I didn't get my stuff on time, which is people say, oh, that's good. Those bad reviews are good. But no, it's like you have to figure that out. But if I would have went to a 3PL years ago, say like in 2016, 17, even when I was only shipping maybe 10, 20 items out, that should have been done right off the back. And then I also would have not spent so much on payroll because payroll is the biggest expense. That was one. So I had to scale it back in order to prepare it to be sold eventually. So there was so much stuff. I had to outsource customer service. One point we had eight people in customer service, service, a customer service department handling customer service.

47:32There's no company that should be handling customer service. You should manage customer service, but you only need like one or two people. But we were actually having a full customer service outsource it because now you're just managing a company. That was another thing I did. So I did all of this last year and I scaled the company back. We actually stopped advertising in June of 2000, no, like May of 2022. Up to this day we still do not advertise right now i scaled it all the way back so it's where to know well we built up over the years built up uh almost a million subscribers yeah so that's the data yeah so they so it's a subscription-based service it's not subscription-based oh subscribers we have a subscription like for a product but it's not like our biggest thing it's just people we just have a customer base we have a large customer base so how do you this is that's a lot a lot of people um and this is worldwide right yes we sell globally this is global so like when do you add a new product because that obviously we add them already so this is it yeah we would innovate to a different category underwear swimwear activewear yeah after where it was recently added where was that at it no that was all done in like the first year okay so you have all those three products and we just selling those yeah it wasn't three products we have a lot of products one of our biggest items is actually our first period kit after like our actual like our swimwear and our underwear as our first period kit so it's a kit um where parents could talk to their kids when they first get their period that is like one of our big big products do you are you in schools no so i did no retail i was asked to do retail and i did it once i was in macy's once i pulled my stuff out because i was making way more money online retail is just like retail is for branding back then I didn't think like that so it's all online really no marketing and it's super successful yep this is rare it is rare but it's doable there's a lot of work but it's doable um okay so all right so your plan is to sell a company?

49:45Absolutely. And you have a timeframe? So back then when I first raised the funds, it was, you know, they give you seven to 10 years, but now like I'm preparing it, scaling a company and then preparing it to sell it is two totally different things. So yes, like now at this point of view, somebody was to ask me today, like in the next couple of years, because I just put everything operationally sound like the way a company that is going to get acquired should be i just did that last year okay and um what's the rationale for wanting to sell it um okay so i think every company and black people gonna kill me because we know how we feel about it but i think that every company the majority i would say 98 of companies if you are really trying to build generational wealth and a legacy, you need to sell it.

50:45Most people, especially us as black people, feel a legacy is I'm going to pass it down to my kids. I'm going to do this. How can we have anything if you sell everything? Right. What people don't understand, I actually explained this to people that I mentor too. Do you really think that the Hiltons is running the Hiltons still? But we still think of them as running it. No, it was just a legacy. Like, that's what you're known for. And they're going on living their life and doing other things. Like, every time a Black person, especially a Black woman, sells her business. We've just seen it happen this year.

51:20Every single time it happens, we're all mad. When in reality, we really should be congratulating that Black woman. Because that's another one of us being able to build that legacy and generational wealth. like at this point now we ain't going to be the Mary Kellers where you forget that we created the sanitary pad it's like no I made that like I I created that and now my kids and my grandkids and this is able to live off of that legacy and that's what people don't understand and I think it's because people don't understand like how VC works how getting a company acquired works or getting it to IPO works they just don't understand that and that's where the um I don't want to call it ignorance, but that's where the knowledge needs to be taught.

52:07And anybody that I mentor or I talk to, I explain that to them and then they finally get it. They're like, oh, like if I think about it like that, now I actually get it. It's not like you leaving the Black people behind. It's actually like, no, like I'm doing this for us because we sold it. Now I could cash out. And that legacy is always, you will never lose the founder title. I'm only losing the CEO title. and the CEO title is a lot of work. Who wants to do a lot of work? If you think about, say, a Jamaican restaurant, just one Jamaican restaurant, they be slaving in here. That's why they mad every time you go to a Jamaican restaurant.

52:48They got an attitude. That means the food's good. Yes, but if they actually took that one Jamaican restaurant and scaled it into 10 and then made it a franchise and then somebody brought that one day, you still always will be their founder. Unfortunately, our kids, they don't want that. Kids, they don't want to work that hard. And I don't blame them. What's your exit plan? That's important. The exit plan is important. Never enter before you know how to exit. So have you had offers along the way? I've had offers last year. They were lowball because my revenue went down because I stopped advertising.

53:23And I had to scale it back. But the reason why I had to do it is because I kept going for years. It was very transactional. Like the company, we got all those sales because it was very, very transactional, but it wasn't prepared to really be like operational sound to prepare for sale. So I did, but they gave low offers because like the revenue went down because I scaled back. Any of the people or the companies that offered you surprised you at all? Or was it like your competitors that you knew were watching you and watching the growth? No, no. It was just companies that just come out of the woodworks.

53:56So we had two offers for like to buy it, but it's low balls. I know it's worth way more than that. And you offering it at a time when like I'm scaling it back. So all we have to do is just scale it back up. We actually ran out of cash. Like most people don't even say that. Like the company ran out of cash. How did that, so how did that happen? Operation is expensive. Like to do all those things that I need, like it is a, it is a lot of money. Like, so first of all, if you running your own fulfillment center, we have a 10 ,000 square foot warehouse. else we had to move that whole entire thing to a 3pl that's expensive with trucks you don't even that one caught me by surprise of how much it was so it's a it costs a lot of money whereas money that you were using for advertising now you got to use it for this like this is business it ain't personal like i always tell people like my personal life is a okay like i ain't got no problems i ain't got no financial problems i ain't got no issues at all like i am personally good but when you ask from my business?

54:56I'm like, oh, Lord, like, take me away. And people can't even get that. Like, how is, like, your business aggravating you, but your personal life is good? Again, because it's business. So when you run out of cash from a business standpoint, I mean, that could affect the personal, right? No. I mean, if I run out of cash, right? Like, our business runs out of cash. A business. Our business runs out of cash, right? And I got to go home and I have a wife. Like, you have a husband. Like, how are these, I mean, y 'all doing this together. You gotta pay yourself. How are these conversations going at home?

55:31Well, you always gotta make sure you can pay yourself. So running out of cash, we still have a big audience that we still are selling. It's just not being scaled the way it was. Like, that's what people don't understand. Yes, you do run out of money, but every day there are still sales being made. Now you just have to reorganize finances. You gotta cut your payroll down. You gotta do things like that. And those are things that people don't understand. Like we literally ran out of cash, but we are operationally and we are still in a good position. And then we also have great brand equity and great branding.

56:06Whereas we built up a business. I literally built up a business that people want to buy. So we ain't never bad. It's just you might have a headache some days like, oh, Lord. But as long as you can keep the lights on and make your payroll, you know, and get your orders out, because it's a consumer product, it's not service. As long as you can do that, then you're good. You still have a business. And it's still, if I was to shut the business down tomorrow, which it wouldn't, but say if I did, somebody still would want to buy it because of the brand equity that is there. We base. Yes. So it's, yes, when you hear people run out of cash, yeah, they ran out of cash.

56:44But was your business in a sound position to keep going to keep bringing in cash? so um you live in a eight million dollar estate i do so yeah talk about the challenges of that oh so that's my personal life that's where that challenge comes from it's a lot most people be like oh my god like i want to you know i want to i want to live in a mansion and i love it me and my husband have lived in that's what we do we flip mansions right so living them to maintain in the middle of life. My taxes is$100 ,000. Our landscaping bill last year was like$300 ,000. It's a lot. So me and him always ask people like, do you want, like, I know you want to live here.

57:29I know it look nice. I know you want to drive the Maybach like he does, but do you want to maintain that? It's tough. Everybody always want it, but they don't want to know what comes with it. But for us, that's a business too. Like we live in the mansion The mansions take way longer to sell than how people flip houses. It takes way longer. We buy them for cash. We fix them up really fast. And with mansions and estates, you can't just put cheap stuff in there. You got to get the good stuff. A refrigerator is like$30 ,000 to go in. So we just have an eye for it. We love to do it. And then we just like living well.

58:11So you got the wolf pines in there? We have wolf in our last mansion. This one we did Viking and True. Oh, Viking. yeah 30 ,000 hours for the freeze it's a lot so good it's a fact i've seen it so so y 'all have out that this is part of the real estate portfolio are y 'all doing that specifically in new york or y 'all throughout the office new york okay long island long island that's not that bad and it's a hard market long island is a hard market um because your money is sitting there like we just pay cash for it so like we have money just like sitting there but like if you pay four million dollars or something in cash and you could get back eight nine million dollars it's okay to sit and wait for that for like two years so what made you want to get into that market of flipping mansions um i just always liked real estate my grandmother in the 80s which when i was younger i didn't realize it my grandmother black woman was buying and selling houses in queens and long island which for in the 80s was like not easy to do and she owned 23 houses at one point and I just loved it like going with her like a fixing up the house and things like that what I didn't like I would never be a landlord because that instant dealing with her when I was younger like as a young child turned me off from tenants like I called all types of names from her tenants collective rent so I would never be a tenant i know a lot of people flip and they want to do the airbnbs i know that my personality is not for tenants so the easiest way to do that is to do what i like and i like i've always loved mansions in the states so why not do that so you're selling to the one percent yeah pretty much that's why it takes like a year or two to sell yeah so do you have a team that helps you run away these or you just you're doing this yourself you're running oh no no no not for No, no, no.

1:00:05We have people that we call in, like, real contractors. Yeah, well, you tell them where the states, with these towns, especially in Long Island, no, you got to do everything right. You got to get permits. You get an extension. You can't just, like, throw the walls up. No. They will come and tell you to take all your walls down because I think they're, my husband told me it can't be, like, PVC. It has to be, like, a particular type of pipes and stuff like that. So, no, we have people that come in that we hire companies to do that, that we've been dealing with over the last couple of years, though.

1:00:31okay so what's next what's next for you uh next uh year or two i know obviously planning to sell your company so you're working on that but yeah any other initiatives anything else that you guys are working on looking forward to yeah so preparing for the sale in the next couple of years to keep flipping mansions and estates um probably our next one though we're probably gonna live in that one and then do another one because it's the first one we lived in through construction um and then And the next thing is we took our investment firm and now made it a brunch. Black Women Conversations, that actually scaled up real quick.

1:01:07Like we just even just we just went on Instagram with that maybe in like April. And we almost have like 10 ,000 followers for that. That is bringing a group of because I have high end friends and I have low end friends. So bringing a bunch of women at different levels because at every level, everybody still always got the same problem, especially as a black woman. As a black woman or a black man, we all usually have the same problem. I don't care how much money you make or what level of status you add. We still deal with the same stuff. And it's been working. We've done my team. I have a small team for that that handles like the social media and the operations for that.

1:01:42We do the brunches and we do them at my house. We say high income and relaxed income. Yes. Never low. Yes. Just relaxed. Yeah. Well, thank you. It's a great conversation. how can people follow you or social your website or any of that information? Yeah so my company is rubylove.com my Instagram is IamCrystalEtienne but bear with me on that one because I only got on like a year and a half ago I think and I'm just even learning Instagram and then our investment firm if people are interested for me and my husband to look at their company or if they want to be invited to the brunch they could go to Black Women Conversations or CajunCold.com.

1:02:25Yeah, and all y 'all competitors out there that end with an X, stop playing. You know who you are. Who we love, that's the brand. Exactly. Sure. Well, thank you guys for rocking with us. We'll see you next week. Peace. Peace. 14 years in prison for killing a young woman. A 15-year sentence for a crash that caused three deaths. 12 1⁄2 years for killing a child and critically injuring her mother. All true stories. all caused by marijuana-impaired drivers. No matter what you tell yourself, if you feel different, you drive different. So, if you're high, just don't drive. Brought to you by NHTSA and the Ad Council.

1:03:09You know Roald Dahl. He thought up Willy Wonka and the BFG. But did you know he was a spy? In the new podcast, The Secret World of Roald Dahl, I'll tell you that story and much, much more. What? You probably won't believe it either. Was this before he wrote his stories? It must have been. Okay, I don't think that's true. I'm telling you. The guy was a spy. Listen to The Secret World of Roald Dahl on the iHeartRadio app, Apple Podcasts, or wherever you get your podcasts. You know, we always say new year, new me, but real change starts on the inside. It starts with giving your mind and your spirit the same attention you give your goals.

1:03:49Hey, everybody. It's Michelle Williams, host of Checking In on the Black Effect Podcast Network. And on my podcast, we talk mental health, healing, growth, and everything you need to step into your next season, whole and empowered. New year, real you. Listen to Checking In with Michelle Williams from the Black Effect Podcast Network on the iHeartRadio app, Apple Podcasts, or wherever you get your podcasts. The Volkswagen Beetle started out as Hitler's dream car. It wound up as a beloved hippie icon and the best-selling car of all time. How did that happen? I'm Jacob Goldstein. And I'm Robert Smith.

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