SHE TURNED $67 INTO AN 8-FIGURE BUSINESS 🤯

29:51You start with the soap. Talk about product diversity. How many products are in the business right now? Because a lot of times people will come out with six products, but there's only one that sells. Obviously you have the soap. When did you decide to say, OK, you know what, let's introduce the audience to this? So my customers actually told me what they wanted and I listened to them. So in the beginning, we had the Yoni washes. We had the citrus detox gel, vitamin C. And as soon as I realized there was a need for me to make more products, such as something for skin care, hyperpigmentation. last year I did a video on TikTok about HS, which is an inflammatory skin condition where you have like abscess and cysts all over your body.

30:35And it's nothing, it's not really a cure for it, but you know, holistically you can cure a lot of things, but sometimes modern medicine will tell you that you, there's no cure for it. So not to say that my products are a cure for something, but I realized that they can help significantly with it. So with the vitamin C wash, I made a video on TikTok and I said, hey, if you have HS, you need to use this product because we have the results. And I did a video before and after of someone who had HS and it went viral. I think got like 12 million views within like the first week. And when I realized, hey, that was a product I wasn't even promoting like that.

31:10It was just on my website. That product sold out. We couldn't even keep it in stock. And another thing, like you said, how do you realize what to put out there? The customers will tell you, but you also got to tell them what they need. I'm telling them, hey you need this for this reason they might not even think that they need it they might might even have the issue but they're going to find a reason to discover a new product because people are naturally curious they want to know how can i reach this level of hey i'm not perfection but people want to be completely satisfied with themselves internally and externally so you may not have dark spots but you might want to perfect what you have already you may not have vaginal odor but you might just want to always have a fresh vulva so i'm telling them what they need I'm telling them how to use products that they've never tried before.

31:53And because I have such a cult-like community, especially on TikTok and Instagram, my customers, they vouch for it. They'll be in the comments like, y 'all, I promise you, this changed my life. Like, this is the thing. This is the product. And that type of community is really authentic, especially on TikTok, because the girls trust authentic and real videos. And the reviews are there. So I tell them and then they tell me. so what is the um what is a ph balance anyway like what exactly is the ph balance and why is it become such a big issue like everybody's talking about like ph balances and being thrown off and stuff like that like is there something environmental that has changed or has this always been an issue and just people are just talking about it now okay so well i'm 31 years young right i'm i'm i'm young and turned but i think that ph balance has always been a thing But it has been it was a taboo before I started so when I started no one was talking about stuff like this openly I had to kind of break the mold and I had to embarrass myself You know, I had to talk about stuff that was like Girl, you're gonna say that out loud But I had to because I knew if I didn't nobody else was gonna do it And I was open to it.

33:03I'm like, hey, I know i'm not the only one that experienced my ph being thrown off and As soon as you start to connect with somebody On that level they start to trust you and they start to tell you what's going on with them So as soon as I started that type of conversation people were like, yeah, like i've been dealing with bv i've been dealing with yeast infections And a lot of women don't know that your ph is supposed to be between like 3.6 4.5 Like within that range because that's where bacteria can grow Um, that's when you realize you might have an odor you might have a discharge that might be Really pungent, but they don't know how to identify what that is because some women don't have access to go to the ob-gyn Some women didn't have access to have the at-home test kits They're just trying to wash it off and sprinkle it with strawberry milkshake body washes and it's throwing them off even more Like a lot of women didn't know you're not supposed to use fragrance down there You're not supposed to use your man's body wash and soap bars that are antibacterial that have a high ph Because you don't know better you can't do better So I was open to and willing to tell them better ways to handle things And I wasn't an expert in it but with time and with me investing in myself and my business I was able to learn so much more about it and share it with my community like on my website I have a blog.

34:18I talk about postpartum care. I talk about Feminine wellness. I talk about how your relationship can throw off your ph balance You know, I talk about all those things And I keep it diverse because not every story is the same and not every solution is the same So as soon as I was able to talk about that very openly people realize you know what? my ph might be thrown off because i started to wear this swimsuit and while i was wearing panties that was silk and that's supposed to just be for for fun i'm not supposed to be having on panties all day you know you need cotton and um wash your bathing suits once wash your bathing suits wash your bathing suits and wash your underwear before you put them on like small things like that like washing out the store out the store that's important just put them on because people are trying on underwear in the store exactly and you don't know what their vulva has been through and you're just connecting it with yours that's a lot so we don't know what your vote has been through you don't know what it's been through so yeah that's important i'm thinking like now you got me back in my health class i'm thinking labia major labia minor i'm thinking all these things that you know the anatomy no i had to i was teaching kids i was like for eight years i taught health no joke wow i got the i saved it toward the end of the year because i knew kids wanted to talk about that yes it was like the reproductive unit sex ed unit and so we have to explain the menstrual cycle all these things oh that makes me so happy especially as a man a black man most importantly that you know yeah no because it's important like you like when you're intimate with your partner they may not even know where things are so when you're telling them or you're communicating and you're noticing that you might be off or you're noticing that you might not be happy with certain things yeah they don't know because they were never taught so i have this webinar that I have been working on called what mommy never taught you for men and women hey this is the anatomy and this is what it's supposed to smell like and this is what it's supposed to look like you know it's a fact when I would teach younger I had an all girls class but I had mixed classes as well at 13 14 they just knew that they were getting their period they really didn't understand what was happening inside their body they didn't understand what a discharge was they didn't understand what the the cycle was they didn't understand tissue being none of those things they just knew that hey at once a month i get it so i get what you're saying i want to talk about how you leverage social media to help with that education process right because obviously tiktok has helped and other social media website was that a conscious effort to be vulnerable on on social outlets and see the feedback and then okay we've got this community let's build within yeah um so when i first started i wanted to tell my business and i'm a very uh private person by nature.

36:57But I didn't mind telling my business in that way because I knew what I was trying to do with my business. And when I was able to share, hey, y 'all, like I was experiencing my pH being thrown off and it was like... If your best finance people are doing expense reports, chasing receipts, or spending time on month-end close, it's time to get Brex AF, a gentic finance that eliminates that work before it starts. Learn more at brecks.com slash AF. Discover a spectacular island destination with crystal blue seas, endless sunshine, and the cool Bahamian breeze. Bahamar, located in Nassau, Bahamas, offers your choice of three luxury hotels, over 45 fine dining and nightlife venues, John Batiste's all-new jazz club, the Caribbean's most luxurious casino, and one-of-a-kind experiences for the entire family.

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39:40The Hartford makes it easy to get a customized quote for your business. The right coverage helps protect your livelihood. Protect what you've built. Get a quote today at thehartford.com slash small business. That's thehartford.com slash small business. It wasn't frequent, but it was frequent enough for me to be like, if it's twice a year, that's too much. Like, I don't want to deal with that. Like, I didn't care to deal with it. And when I started to tell my peers at school and we started, we started like, I don't remember what was the chat in college, but it was like a chat where you could talk to all of your classmates.

40:18And we started a chat. We started, I don't know if I can say, can I say Kochi? Sure. We started a vulva chat. We were talking about vulva. We're talking about a vulva in my communication class. And we would talk about all the things that we were going through, like our cycles. and when our cycles came on, it was amazing. I had built a beautiful community. It was about seven of us, you know, but it was strong enough for the word to spread. Like, y 'all, we have a vulva community on campus. What's the wildest question? Because I'm going to tell you my wildest question. I did the same thing. I said if kids weren't comfortable asking questions, I left a box in the front of the class and they could leave a question in there and the next time we came to class, I would answer it.

40:59I'm going to tell you my wildest. What was yours? Oh, man, it's so... Oh, you got to pull out Roll the decks. Let's see. You want me to start? Let's start. I got to say. I laughed after class. She said, Mr. Millings, if a girl has a yeast infection and a boy has oral sex with her, can he have a yeast infection in his beard? Oh, actually, that's a really good question. It was a great question. I had never thought of it. And I was technically, yes. right because if we're talking about where or it was crabs actually it was crabs oh it was crabs it wasn't euthanxia it was crabs okay yeah and i was like well it the follicles of hair depending on the hair strength so i'm like yeah maybe possible he can wildest yeah yeah that is actually wow that's intense okay um what was the wildest question someone asked me you know so i get so many crazy questions i really have to think about that because like they might sound crazy but they might sound normal to me so can i have sex while i have bv i get questions like that um can i can i have oral sex if i have bv or like am i can am i can my partner give me bv through sex like stuff like that it's not crazy but it's pretty normal yeah um i know i've had some crazy questions i just can't think of them right now but we'll come back to yeah i've had some crazy questions because people people ask me questions like they have There's no shame in my DMs.

42:30You know, people don't care. They will say anything to me. And I'm like, what? But I love that they feel so comfortable talking to me about stuff. And they know that I'll give them an answer because I try my best to answer DMs. I try not to be Beyonce to the internet. But as many times as I can, I'll try to answer and give them real feedback. So TikTok. You do TikTok Shop? Yes. Explain that for people that are not even familiar with TikTok Shop. and how has your experience been with TikTok Shop and how are you going about utilizing it? TikTok has made my business soar for sure. Outside of our Shopify platform, TikTok has made our business soar.

43:13So what I do on TikTok is, TikTok has this affiliate program where you can make videos, you can add a shopping cart at the bottom of the video, a yellow shopping cart, you can tag your product and in the first five seconds of you promoting the product, you need to show the product and you need to capture their attention within the first five seconds. That is something that I have learned through trial and error with me being invited to dinners and me getting awarded at TikTok for a performance so well. Now on TikTok, you have to be able to catch their attention very quickly. That's very difficult to do when it comes to selling a product.

43:50You have to have a hook. And I'm really good at creating a hook. like is your vulva darker than usual? People are like, excuse me? But it is a really good way to interact with people. And as soon as I do that, I go into the education of the thing. Now with TikTok, with the affiliate program, you can give affiliates about 10 to 20 % of commission if they make a really good video, depending on what your numbers are like, you know, what your overhead is like. And of course, TikTok has to get their share. but we offer 20 per video for affiliates and we also have an affiliate community and that's we have a discord group where they'll submit videos we'll give them our feedback and then they'll just put it on the website i mean put it on tiktok testimonials testimonials they'll do review videos they'll be um get ready with me videos those diverse kinds of videos are about storytelling are important on tiktok because it's not just sell sell sell people want to know a story people want to know what happened when you use the product why should i use it there's so many other variations of my product on tiktok so why should i trust this one as opposed to another one so they're basically going into detail about how impactful it is why they want to use that as opposed to something else um the packaging the shopping experience all those things going to play and most importantly the reviews on tiktok how how much has tiktok grown your business So I was just looking at the analytics.

45:17TikTok has grown my business 32 % just within this year. And that's just TikTok? That's just TikTok. You do live streams on TikTok? I do live streams on TikTok. We go live twice a week. Selling live? Yep. I sell live on TikTok. Explain that for people that don't know. So on TikTok live, I am able to sell my entire catalog. I'm able to do flash sales. I'm able to do giveaways. and I'm able to interact and be very personal with my audience. And of course, you're talking to a phone, but you're also talking to thousands of people who aren't trusting you with something as sensitive as their vulva. So on TikTok Live, I'm able to figure out what they want me to talk about by asking them like, hey, y 'all, it's Jalisa.

45:58We're on Live, the best feminine wellness brand in the world. Listen, y 'all, I have something really big I want to share with you guys. We have our OG Yoni Wash. Now, if you're a sensitive girl, you may not want to use it. We do have a sensitive option for you. Do I have any sensitive girlies in the building if I see comments? Okay, put a yellow heart in the chat if you're a sensitive girl I see the chat being flooded with yellow hearts Well, i'm talking about sensitive yoni washes for the next five minutes And i'm going to offer a flash sale and i'm going to offer them. Hey y 'all if you get this i'll give you free shipping I'm, just letting them tell me what they want And as soon as they're communicating with me i'm on it.

46:31My team is on the back end We're looking at the analytics. We're looking at what people are saying what they want us to talk about And i'm also doing education. So I do this thing on live where I bring out miss pearl, which is a Like a a vulva and it shows the entire anatomy of it And i'm telling them how to wash and what to wash and what to lift up and what to cleanse And as soon as they see that and i'm giving them education But also selling and also telling them stories about myself and about my friends they're locked in they're ready to buy because What better way to sell a product than by telling a story?

47:03and tiktok live has transformed my business because people are just there to buy. A lot of people, they may watch, but they're there to buy. It's almost like QVC. Yeah. Talk about the other forms of marketing, because shout out to our Poor Mons family. I watch Lex and Dre talk about Salt Exo all the time. And that was such an authentic partnership because they were salt-based. Before. Before, they were salt-based. That was a crazy... I'm like, wait. I'm so happy that we're talking because I hear about it all the time watching them and obviously it was an organic relationship talk about how that came about and how you're using influence to influence yeah shout out to my girls at poor mind yeah drea and lex for sure so my friends sent me a video they were talking about feminine hygiene and what products they use an authentic video and she sent me a screenshot i mean i screenshot a video she's like they're talking about sodic so on the podcast i was like what and um they asked me to come on the show like a few months later and we just connected you know how sometimes you meet people and it's just it just worked and they are hilarious and they are really really awesome business women and i've they we have similar stories in terms of how we bootstrapped our business and how we grew from the ground up and so we just connected and the partnership became so authentic because they love the product and they used it and sometimes when you have partnerships they don't really use the product you can tell they're talking about it from firsthand experience.

48:28I had to kind of sway Lex into wanting to use it because she was using another brand and she's dedicated. I mean, you would think that she made Salt XO the way she rides for Salt XO. That partnership came from just us having a conversation and they love my passion. They were like, girl, the way you talk about these products, I'm about to use these products right now. So as soon as I left, I left them with a package. I left them with three months supply of Salt XO. I'm like, as soon as they use it one time, I know they'll love it. And as soon as I launched that interview with them I asked them like hey like can we do like a long-term partnership but I'm look I'm looking for exclusivity I don't want you promoting any other wellness brands on this podcast and they were like you know we never did anything like that before like we usually keep it diverse I'm like nah I don't want it I want it I want all of it and we were able to work it out and it has been such a blessing because they have a different audience than us and so many people have told me like the way salt xo was represented on poor minds i had to buy i just had to see what it was about like some people are interested just to see what is the hype about and they realize it's not hype it is a authentically great product it's nothing else that i need to do at that point you know yeah so um talk about creating a community because you know you said you have the salt bays so you have people that's affiliates so what's the what's the game plan about you know creating that community so when i created my community it was organic they wanted a name for themselves they actually asked me to name them like can we have a name because when i first started saltic so we would sell out within the first five minutes remember i was telling you we only were able to do a drop once a month yeah and people would pull over on the side of the road people would stop teaching their class in the middle of class.

50:13Hey, y 'all, we got to do the Salt XO restock. It was a big thing. And that's not any exaggeration. So when people realize how difficult it was to have access to Salt XO, they realized, oh, this is an exclusive community. And people love to feel exclusive. Like, hey, I got the drop. You didn't get the drop. And that worked in our favor for a little while because people felt like they were a part of something that Nobody could really put their hands on, you know, it was very rare for someone to be able to buy all that that was in their cart So as soon as I realized that people felt like hey I want to be a part of the salt or soul community because we're elite, you know, we're different They kind of made a made a name for themselves and as time went on I was able to realize the more that I pour into them and make them feel that i'm listening and make them feel that we are a part of a girls girl community They don't mind promoting the brand for free.

51:08I don't have, Salt-Axel grew without any ads. I just started ads maybe two years ago. That is six years of organic marketing. That's just from my customers being able to promote it because they realized that it wasn't a lot of products on the market that could do what Salt-Axel was doing. It was neutralizing odor. It was bringing back their confidence. And you were sharing this product with young girls who were just starting their cycle. You were sharing this product with women who had dealt with BV silently, who couldn't have intercourse and want to be confident doing it because they didn't want to keep taking pills and probiotics.

51:45It was kind of just giving them that reverse effect. What is BV? So it's bacterial vaginosis. Bacteria vaginosis. You know about bacterial vaginosis? Yeah. So what is bacteria vaginosis? That is when. Yeah. It's basically when it's an overgrowth of bacteria inside of your ecosystem. And essentially it creates this odor where it's like very fishy, fishy, fishy odor, very pungent. Yes. Very pungent. You walk in and can knock you out like you sit down and like the air rise. Yeah, it's intense. And it's a it's very common. It's very good. That's a discharge. Yes. It's like a gray milky discharge that happens when you have bacteria vaginosis.

52:24We're going to say that leaks from the vaginal canal. OK. You see what I'm saying? Vaginal opening. OK. So how you feel about, because like most people learn about all of this stuff through music. So it's been like kind of. Shamed like fish, the fish thing has become a popular lyric for men to describe women like, you know, like smell like fish, whatever. What level of psychological shame do you think that that plays because it has such a stigma, especially just the fish thing? that's that's been yeah that's been 30 years ago people talk about you yeah as a kid like that's a thing that's been a thing for that's been a thing what so have you like is it like an education of like look this is what this is this might not be something this is something that you need to you know get attention for it's not like something that's wrong with you like talk about that because some people might just think like something's wrong with me like yeah my my community they call me mama salt.

53:28And the reason why they call me that is because I am very nurturing to my community. I talk to them with love. I don't shame them. And I think that they love that because sometimes you'll be promoting a product and it's like, oh, if it's saying that it's like, hold on. Like this is a very sensitive topic for me. And this is something I've been dealing with silently, something that I didn't want to tell anybody. So when I'm trying to learn about a new product, I want to be able to soften the blow. So I soften the blow with them with education. I soften the blow with telling them about me. You know, sometimes you got to tell a little bit about you so people can open up.

54:03And with the whole fish thing, yeah, it's funny. Ha ha. But at the end of the day, you might be crying on the inside. So, you know, it's tough. So I try to educate them as much as possible, not just about the product itself, but about your water intake, your diet what are you using are you peeing after sex like are you taking probiotics are you making sure that an apple yes like does that work that's well i wouldn't say pineapple is the end all be all but you need to have a you need to have a really good probiotic and so some probiotics have pineapple in it um but that whole like eat the pineapple tastes better if you have bv it ain't it ain't gonna do nothing that bv gonna permeate through it'll permeate through for sure what about like when cardi b was saying that she was talking about um drinking the pedialyte to get wet i remember that after maturation no she was saying that she was she was saying after no she was saying that she was showering with um what was it it was uh she was using something like that you cook with traditionally but she was like she's she's like it's a dominican like caribbean thing like no just dominican maybe that's what she said i don't know i don't know about that but she said caribbean that's what that's her words um to do what yeah to to clean Was she douching?

55:22Perhaps. Not a turkey basis. It was a liquid. Oh, I don't know. Maybe she was douching. There's all kinds of remedies. I just stick to Salt-X-O. That's all you know. That's all I know. Salt-X-O. Where are you from? I'm from Miami. Where's your family from? You're black American? Oh, yeah. My dad is from Dominica, and my mom is American. Okay. Dominica actually has one of the largest amounts of people that live to be 100 years old. Wow, yeah, my dad is 89. Okay, he's what? Yeah, he's old. He's old. You gonna get to 100? He's old, yeah, because my grandmother was 109. Yeah. So. Yeah, they have a lot.

56:01Yeah, they have longevity. My sister lives from there, so I learned that. Like, centenarios, I think they call it, something like that. But they have, like, percentage-wise. Yeah. They might be number one. It's like them, Japan. They eat well. They're one of the top countries. They eat very well, and I grew up eating very well. Like, it was kind of annoying because I want to have chicken nuggets and fries. my dad's like I'll make you chicken nuggets I'm like I don't want that but it worked out in my favor we had like an oki tree we had all kinds of stuff oh yeah you uh you talked about being bootstrapped and there's advantages that come with it right like yeah obviously you make the decisions you're agile you can adjust have you have people approached you about investing in the company have people approached you about maybe buying the company you know that's a touchy subject yeah and how how have those conversations gone if they have happened and obviously i don't feel like that was a thought process to begin but has that crept into your mind as you so yeah i've had a few people want to purchase salt i've had a few meetings that they were like hey i want to buy this business um and i've had a few investor conversations but i just never if your best finance people are doing expense reports chasing receipts or spending time on month-end close It's time to get Brex AF, a gentic finance that eliminates that work before it starts.

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58:43PayPal Open, built for all business. Visit PayPalOpen.com to get started. That's PayPalOpen.com. Make it a summer of life at Credit Union 1 Amphitheater. Get four lawn tickets for just$99 and see Evanescence on July 8th, John Mellencamp on July 11th, The Black Crows and Whiskey Myers on July 24th. NEO and Akon on July 28th. Avenged Sevenfold and Good Charlotte on July 30th. And many more. Get your friends and grab tickets now at creditunion1amp.com. When you're building a small business, every day brings new challenges and opportunities. More than 1 million small business owners across America trust the Hartford to help protect what they have built.

59:36Because no two businesses are alike, the Hartford makes it easy to get a customized quote for your business. The right coverage helps protect your livelihood. Protect what you've built. Get a quote today at thehartford.com slash small business. That's thehartford.com slash small business. I just never put the trigger on it. I haven't. I'm open to it now because of the way that we're growing now. I'm like, okay, well, I'll be open to it because I want Salt XO to be global. So I'm open to bringing on those partners. But before I get into business with anyone, I want to make sure that Salt XO is already built out to sell, if everything.

1:00:14So I want to make sure all of my back end is perfect before I bring on anyone, especially with the investment that I'm expecting. Like I'm not expecting$100 ,000. I'm expecting a couple mil. Yeah. And you've never taken money. I've never taken money. I'm completely bootstrapped. so I don't owe anybody I don't have any debt so salt and so is it's healthy right now thank you Jesus but I also feel that um I'm ready now before I was fearful because like I said I didn't know about how to build a business I learned I never had a mentor my mentors were on YouTube and just affiliate myself with the right people but I've learned all this stuff on my own now I feel like i'm ready i've learned enough to be able to discern okay well when i what i do with this money i know what i like i know where it can go so i'm ready now for sure you talked about b2c and like so where are people buying the product are they buying it online are you you in big box retailers so we are on amazon prime we are on tiktok and we are on shopify we are not in stores right now no physical store no physical stores i had a few um offers from a lot of major retailers that want to salt in the stores.

1:01:24But what a lot of people don't know is if you are a bootstrap brand, it is very challenging to navigate in those stores because you have to pay for the storage. You have to pay for the losses. You also have to pay for shelf space. And in the event that those products don't sell in the timeframe, you have to buy that. And you're also, your money is also tied up. I'm big on, I don't want my money tied up, especially for long durations of time. So let's just say you have an order, they purchase an order for a million bottles. You're not getting that money until maybe 60, 90 days later. So all of that money is tied up and you have to basically work in a deficit.

1:02:05Now that's not the case for everyone, but for a lot of bootstrap brands, it can put you in a sticky situation. So I've been really good with having the mindset that the tortoise the tortoise run the race i'm not it's a marathon so okay you have a website people buying it from the website directly you have the tiktok shop people are clicking a link in the affiliates and then you said amazon yeah amazon prime amazon prime and then what else that's it shopify amazon prime and tiktok so like the percentage wise what's the percentage of like 10 percent here 20 percent there like what's what's the percentage of people that actually buy like from those different places so am so tiktok and shopify they're neck and neck right now so half and half our amazon store we just got on amazon we're probably like seven eight months old on amazon um so we're still building that like we're still growing it's really healthy but we're still growing that out but amazon and but tiktok and shopify are our main main that's your main thing yeah and amazon is growing rapidly actually so we just actually sold out of our product our yoni gel on tick on amazon recently so have you done physical pop-ups or like oh absolutely so we're actually on a wellness tour right now um i have you're gonna be an investor's right yes i'm excited you're gonna have a booth at investors yes i have a booth uh one of the biggest booth if not anything yeah the biggest actually the biggest yeah yeah is it the biggest it is potentially it has the potential to be yeah Yeah, yeah.

1:03:42It's going to be a thing. It's going to be a big thing. I've seen the location. You've been to InvestFest before? Yes, absolutely. So you know the landscape of everything. I was there last year. What'd you think? I went to support my friend. I love InvestFest. Who's your friend? It's a special friend? A colleague of mine. Okay. But, yeah. A colleague, a colleague. Okay. You have it. Yeah, yeah. Earn your love. Okay. So, all right. I'm sorry. So, talk about, You say you're doing in-person pop-ups. Yes. And then also, while you're in that, since we talked about it, talk about what you had planned for InvestFest.

1:04:18Okay. So for, okay, I'll start with the pop-ups that we're doing right now. So I'm on a wellness tour. Basically, I am showing women, most importantly, black women, an elevated experience through wellness. So a lot of women, a lot of women that I grew up with, we didn't have Pilates and matcha and yoga. We didn't have that. that wasn't a thing so i am introducing women to pilates yoga um small like hors d 'oeuvres like it's a very elevated experience we're working out because i want people to understand that wellness is not just about something that you do topically it's about the inside as well so we're working out we are connecting we're fellowshipping with new women we're making new friendships all of those things is really important at each event like each event i go to that i that i host for Salt XO, I say, hey, make sure you leave here with a number.

1:05:10Make sure you leave here with somebody. Put your phones down, connect, grow. Make sure that you're using Salt XO. And make sure you tell a person that may not know about what you're using. Tell somebody your hygiene routine. What are you using? That just makes them feel so connected because they're like, oh, I started using this because of this girl that I met at the wellness event. And it's really networking. And so the girls are promoting it for me. I maybe have 10 to 12 influencers at my event, but everybody else, they are supporters of the brand. And we just had an event here. I was telling you guys earlier in New York.

1:05:41We've never come to New York before. That event sold out in two hours. I was like, wow, there's a need that we are meeting and there's a demand there. So I'm really happy about what we're doing for the wellness community, about women, Black women feeling like, hey, I feel seen. I feel appreciated. I feel like this is a brand that cares about me outside of just wanting to sell me a product. so that's really important and so for invest fest we are bringing the same tools we're bringing the same tools there um making sure that women feel seen we're talking about wellness we're educating them through our booth education i can't give people too much is mama pearl gonna be there mama pearl is gonna be there i will i'm gonna be there we actually have a miss pearl mascot that i um that we just got it's so cute um we have a miss pearl mascot she's gonna be there and people can come up and identify like kind of pin the tail on the donkey, but we're going to do a pin the tail on that vulva.

1:06:39And it's going to be great. Like we're going to be teaching women about their bodies, what to use, what not to use and how to know when something might be off. And you're going to be speaking. Yes, I'm excited. I will be speaking. And it's such a beautiful full circle moment. Last year I was an attendee and this year we're a premier sponsor. So I'm really, really happy about that. If you need me to get back in my health teacher bag, you just let me know. Don't worry about it. We would love to have - We would love to have an educated black king on the platform. We can go from ovaries for low being, we can do the whole thing.

1:07:08I love that you, like, seriously, this makes me so happy. She's playing. No, I'm so happy because I don't have those conversations with men. Like, usually I have to talk to it about, like, my girlfriends. But to have a man so educated in that and I don't have to tell you, hey, this is the vulva and this is the labia. This is the majority. You're like, I know that already. So, I love that. All right. Last thing I got. Okay. entrepreneurship motherhood two different things yeah equally i mean important not equally important important we talk about balance in this world obviously as an entrepreneur as a ceo as a founder how how are we managing are there routines right because a lot of people are doing it they're gonna watch you yeah and say like oh wait again i feel seen by what you're saying yeah it's tough I actually just I just had a nice little cry last night.

1:07:57It's tough. I am I'm on the go a lot. Transparently, I'm on the go. I am working. I am building something for my boys. But what makes me feel happy about it is because I'm building something that they're going to be proud of. So the only way they're able to live the life that they live right now is because I'm doing what I'm doing. And I think that my purpose and my obedience to what I'm supposed to do is connected to them as well. So if I say you know what i'm not going to work this weekend It's like almost a domino effect So i've just learned to kind of mesh them and make time for them In the best way I know how so last week, for example, I went to arizona I took my team out for a company retreat for wellness.

1:08:39We didn't work I just spoiled them rotten for a week in arizona. We had like a mansion on the mountaintop And the day a day later I just said hey y 'all have to leave a little earlier because I got to go to my babies I have a three-year-old and I have a seven-year-old And I took them as soon as I landed. I took them to a resort I had to fly out three days later But i'm making time And in those moments where i'm making time my phone is down. I'm intentional i'm talking to them I'm interested in them and they know it and I also communicate with them and let them know. Hey y 'all like what i'm doing I'll bring my son to the warehouse.

1:09:11He's so happy. He's like mommy. I love what you do I love this place And he's been able to see me from the ground up. My baby was with me I was making soap with him on my hip in my garage when I first started Salt. So he's very in tune with what's going on. But I think it's very important to not just turn your goals into something that's like, okay, well, you feel bad about it. I don't feel bad about it. Yes, I have moments of feeling like, dang, I miss my babies. But I'm going to work. I'm going to fulfill this purpose that I have over me because at the end of the day, when they get older, I want them to do the same.

1:09:46I don't want them to feel like, hey, you know what? I don't maybe not want to do this because of this reason. Now there will be time for me to sit down somewhere, but I'm young and I'm ready to work and I'm eager. And it's so much more for me to learn and to grow. So I'm, I'm in a season of if I have to make time, I'm going to make time, even if it's two days and I'll come right back home to them. But I'm just, I'm just immersing them in my life. It's harmony at this point. I don't know if it's balanced, but it's just harmony. Yeah, it works. There you have it. Well, tell the people where to follow you, where to get the products, everything, all the information.

1:10:20Yeah. So you can follow me at salt.xo on Instagram. My personal IG is jalisa.xo, saltxo.com. We are SaltXO on TikTok for the best feminine wellness in the world. Shop SaltXL. There you have it, ladies and gentlemen. We'll see you guys next week. Peace. Peace. Ernest, what's up? Look, building wealth isn't just about making money. It's about knowing where your money is working for you. That's why we partnered with Empower. empower is all about helping you invest well so you can go out and live a little their free empower personal dashboard gives you a complete view of your financial life in one place track your net worth monitor your budget analyze your investments set retirement goals and more you've worked hard for your money now make sure it's working hard for you download the empower personal dashboard or visit empower.com not an empower client paid or sponsored The game started.

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