Laney Crowell: The Knicks Opportunity Everyone Missed… How I Got My Beauty Brand Into The NBA! Saie CEO

26:40I mean, I built, say, from my bedroom for two years, those first two years. 2019 happened. So we've already kind of gone through the girl boss era. Like, Emily Weiss is, like, in the headlines. I actually worked at a direct to consumer darling. So I kind of got my start in the US because I managed like an$18 million budget for marketing. I was in the head of marketing seat for a direct to consumer darling. And like my goal was to be Emily Weiss. I thought she was the coolest, sexiest person ever. You guys have obviously a lot of parallels. She raised a million dollars to launch. You raised a million dollars to launch.

27:10She started a blog. You started a blog. But like you really prioritize building, say, the brand versus building your personal brand. Was that intentional or was that something that you always wanted to do, but it just like you didn't have the bandwidth. Shout out to Emily for being, I think, an expander to so many women, showing them that they can do it. When I think a lot of us, myself included, like I did not think of myself as a founder. People always think I left Estee Lauder thinking that I was going to start a brand. And that is absolutely the farthest thing that I didn't even occur to me that I could start a brand.

27:44I did think about the fact that I did not want my name as part of the brand, because if you ever sell your company, you then sell your name. And I'm not a makeup artist. I am just somebody who loves makeup and, you know, I'm the ultimate consumer. So for me, I was building this brand for consumers and for the community. I did not have any time to do anything. I mean, now I'm able to go on podcasts and able to do this stuff, which I love and is fun. But no, that's a more recent thing that I've had any bandwidth to even like post an Instagram. And I think the pressure has differed a lot, right? Like I think now being a founder-led brand is so important and people want to know who is behind Say or behind any brand.

28:27Do you have certain boundaries of things that you're like, I won't talk about this, but I will absolutely talk about this? Maybe not on the Say channel, but on Lainey's personal channel? I really see my channels as an extension of the brand. Like I see my channels as people getting to see a different view into the brand, to see behind the scenes to see. It was funny, the other day I was so sick and I had the craziest week of just back to back to back to back. And I felt like I was going to fall over. I was so tired and exhausted and just not feeling good. And so I was like laying in bed with an IV in my arm.

29:05Chloe on my team who helped see, she came in and we were like laughing. We're like, Like, that's what we should have filmed. This is what is happening. Like, this is, you know, really that, like, story behind how it all gets built, I think, is so interesting. And I love telling it. And I just see my channels as a way to continue to be a channel of audience awareness, to storytelling a different and more interesting way sometimes. I'm so interested when you're building, like, a luxury brand, right? Like those moments of the IV in your arm or like wanting to pull your hair out because you're exhausted.

29:41How often do you really experience moments like that? Because from the outside, it doesn't obviously look like that. The reason why you probably don't see more of that online is honestly because we move so fast as a company. We call it Say Speed because when people get to Say, they're like, what's happening? And it's because we're just moving so fast. Like, speed has been such a differentiator for us and such an important part of our success that, like, there's no way I could document everything that's happened in one week. You said earlier that you didn't really think of yourself as a founder.

30:17So you leave Estee Lauder. Yes. What was that moment then that made you want to put yourself through this battlefield that is being a founder? I was just so inspired by the community that I had built through the blog that I had started to have this conversation around beauty being better and what that meant. And it was a really small niche community, but like they were so mighty and they were so invested and they were like, you are the person to launch this and here's exactly what it should look like. And that's where the name of the brand comes from for, if you didn't know that, it's where Say comes from.

30:52It's from You Say It, We Create It. when I was starting Say, I just kept going back to the conversations that I would have with the community of like, well, they said this and they said that. And I'm like, oh, Say, this is for all of those people saying that they want clean makeup that really performs, that is truly good for their skin, that is at a nice price point. So I really want to break this down because I think there's going to be a lot of people listening to this that have the idea maybe. Yeah. Did you feel though that that founder instinct inside of you was there, but you just didn't think there was the opportunity?

31:31Or did you have to grow into knowing that you are the founder archetype? I think I've always had entrepreneurial spirit. And my parents were not entrepreneurs. There was nobody around me my entire life that was like, oh, that's what this is. Or, oh, people start businesses, like simple things like that. That was not what my community is surrounding looked like. I have never felt more like myself than I do now. And I think that's because of the opportunity to be a founder. You also did a very interesting thing to launch your brand, which was go into mascara, which is crazy. I know. Let's break this down from a personality standpoint, though.

32:10Like, did you take risks? Did you always go against the grain as a child? Or like, did you see a white space in mascara and you were like this is the product or this is what my community is asking for the community asked for it it was the first product they wanted they wanted a super clean nourishing mascara that didn't fall under their eyes i had no idea that that was a product that you wouldn't normally launch with until i think my friend celia at vogue like asked me that in the launch interview she was like so nobody does this and i was like what nobody does this but i think you said that you're dyslexic i don't know if you share that i do um I also am dyslexic and I think that that is part of one of our superpowers is that we don't see risk we don't really see some of those like risk opportunities that other people might be really obvious to them I don't really see them I say things all the time and my team will be like oh that's a big goal and I'm like is it I think we can do that no problem what's something from your past life of Estee Lauder or the blog or building all the companies that you had for other people that you didn't realize was a secret weapon when you were starting to build, say, but like really helped you at those beginning stages?

33:20When I worked at Estee Lauder, I was like a, I don't want to say fish out of water. It was more like a, what's that saying? Like a round peg in a square hole. Yeah. Me and my ex-fiance. Yeah. So I realized when I left that that training was so major and just put me so far ahead of anybody else in the industry because I've been trained by the best of the best. And there was these really like hair pulling out moments where I would have to do 25 decks to show that we should launch an Instagram when nobody even cared about Instagram. and I would find it so frustrating because I like to move really quickly.

34:02I'm a really quick decision maker and I had to prove my point and I had to prove it over and over again and I had to refine and that was exactly the skill I needed for fundraising. Okay, let's talk about fundraising. I was actually going to go into something that we're going to get into after, but one thing I found fascinating listening to you on other shows with is that you said there was not an option to not raise money per se because you always wanted a big brand. Do you still believe that you can't build a big brand without venture capital today in beauty? I mean, look, I was really clear on the vision per se when I launched.

34:38And I think that's like my number one tip for people is like, just have a really clear vision for what it is that you're building. Have that North Star for yourself, for your brand, and just go for it and don't stop. And I knew that I wanted, say to make a difference. I wanted, say, to completely move the needle in terms of how people were formulating products, how they were treating the environment, the list goes on. And so to be that size, I knew I needed money for inventory. I knew I needed money for marketing. I knew I needed a team. I think if you want to get big and get big fast, which product market fit and timing is so important, I think having some funding is nice.

35:20I think if you could get that from alone, even better. Well, especially in today's market with dupe culture, it's like you have to move quickly because people will be coming up your behind. Obviously, I'm a fan of venture capital. I invest a lot into companies, so I love it. But I do think there's the other side of venture capital where there can be cons. Learning what you've learned over the roadmap of raising money, what would you highlight to people about some of the cons of raising venture capital? I think you really want to understand equity and what that means and what you're giving away.

35:53And for me, that was something that took me a really long time to understand. And I had already given away equity at that point when I fully grasped what I had given away, not just in terms of venture, but also in terms of employees and stock options. And I'm a really generous person. I'm always like, yeah, let's go, whatever. I just want to go. And I wish I had taken a step back there and like really, truly understood what I was doing in that moment. venture capital is great because generally it's pretty hands-off so i think that that is wonderful and i think that it gives brands an opportunity to grow really quickly i think it gives opportunity to the people who are able to raise it i think a con of venture capital is that so little of it is given to women so four percent of venture capital money is given to women i think it's even less if you take out ai i think mira if you take mira out i think it goes down to 2.9 percent I think that's a con, that there's bias to it.

36:52What is the best way to raise money or ask for money? To be really prepared about what your worth is, how you're going to create profitability, how you're going to get to scale quickly, and what the moat is around your business. I think if you can say that really easily and quickly to people, I think they're going to just see the opportunity and want to invest and not miss the boat. I think if you have any wishy-washiness to your pitch, I think that if you're not clear on how you're going to get to profitability and how quickly you're going to get there. I think that's a big problem. I think that you want to do your diligence.

37:27Like I'll talk to people who are starting businesses because I love to mentor. I love to help people who have a dream of starting a business. And they'll be missing huge chunks of their business plan. They won't have a marketing plan. They won't have any information as to what makes their formulas proprietary. things that to your point about duping, I'm like, but anybody could do this tomorrow and it would be the same. Have you ever turned down an investor that wanted to invest and you just got bad vibes and that was enough for you to not put them on your cap table? No. And I wish that I hadn't.

38:03I definitely have investors that, you know, I was just trying, I was a first time founder. I'd never raised money before. I was raising money post those big checks. Like DTC was dead when I was raising. And so people were not investing those big dollars like they had been before. For me, I was just kind of not desperate, but like I was trying to get the deal done. Take me back to the hardest rejection that you faced raising venture capital, because you're going to get rejected, right? Like people aren't going to understand your vision. I had so many rejections. I don't know what the hardest one was.

38:44I remember being rejected so many times that I felt like I was so tired I couldn't walk home at the end of the day. Like I would get off the subway and I would honestly like I would get off and I can even like picture the street that I had to walk down because I would look down it and I'd be like I don't even know how I'm going to get home because I'm so exhausted from having gotten 10 no's or whatever it was in that day. What did you do to get home? there was a bodega that had a sparkling water that I really liked. And so that would, I would go in and I'd buy the sparkling water and that would be like the thing that would get me home.

39:18You are such an iconic like Estee Lauder Vogue girl. Like you're like, I have a sparkling water, bitch. I'd be having like a cocktail Averro Spritz. Okay. I think people don't fully realize how important your brand and clean beauty is. In Europe, more than 1300 ingredients are prohibited. In the U.S., they have only banned 11. Yep. Does that frustrate you or motivate you? You know, I have to admit, I don't think so much about banned ingredients. We have a very extensive list. Let's say we have over 2 ,000 ingredients that we don't use. More than the Europe. Yeah. We work with this incredible toxicologist.

39:56And she, you know, there's a lot of ingredients we don't use just because they could irritate your skin. And as somebody who has extremely sensitive skin and extremely acne-prone skin, we formulate our products so that the person with the most sensitive skin can use them. We get emails from people saying, I have eczema, I can't wear any makeup, and then I discovered say, and now I can wear makeup again. And so my goal is that our products are formulated for that most sensitive skin type, and then anyone can use it and enjoy it. And we formulate it to have incredible finishes and be dewy and gorgeous and create butterflies and all those things.

40:32But, you know, we are product developer called it the Olympics of product development, I'd say, because it takes so long to develop our products. I was tickled the other day because someone went into Sephora with the Yuka app. Are you familiar with the Yuka app? Wait, but for people that aren't familiar with the Yuka app, can you explain what that is? Okay, so it's an app that I think it was started for food and then it branched into beauty. And it gives ratings as to the ingredients that are in products and if they're going to irritate your – potentially irritate your skin. And the Yucca app was not created, did not exist to my knowledge when I started Say.

41:08So I did not formulate for this purpose. But Say has the highest Yucca rating out of any brand of Sephora. And that's just because we are so committed above and beyond with our ingredients. You are definitely not a trend follower. Like you are an innovator thought leader. Yeah. Who have been the expanders in your life? And how important is that to curate, whether it's socially or in person, like who is expanding your life and not contracting it? Oh my gosh. I think that's the number one most important thing. I think that I have moments all the time. I had one recently where I was like, I'm not thinking big enough.

41:48And that's because I don't have people around me that are showing me how big I can think. And someone was asking the other day, they're like, how'd you get started? And I was like, oh, I moved to New York. I didn't know anybody. I got my first job at Lucky. And then I was like, oh my gosh, I remembered. I had read Lucky every single month for years before I moved to New York. I had no idea. I didn't know a single person in editorial. I had no idea I was going to get that job. I remember that first month or two that I was there they're like we want to photograph you to be a lucky girl and I was in the pages of lucky magazine and it was that aha moment of like oh my god anything is possible and I think the biggest problem for me and for other people is that you don't know what you don't know and that's why I give that shout out to Emily Weiss of like thank you for being that expander to all of us, you know, taking those moments of realizing that maybe you don't have an expander around you in that moment, you don't have someone to look at.

42:56I recently was talking to one of my investors who led this unbelievable life-changing conference for CEOs. There was only 20 of us. They, the majority of them were companies that are much bigger than mine. And I was like, she was like, what's your goal of this conference? And I was like, my goal is to be around expanders. That's all I want to get from these three days is I just want to be around people that have achieved what I want to achieve and more. This is so important to talk about because I think this is the mindset of the consumer to be an expander. Because what essentially you're saying, if I'm breaking it down, is like sharing your life, sharing your success, and the people in the receiving end need to be in the mindset of receiving that expansion, right?

43:44But a lot of people look at other people's success, other people's joy, other people's opportunities as like, well, I don't have that. And it almost becomes something that, not that it becomes competition, but it's almost like - Jealousy. Jealousy. So if someone's sitting in that mindset where they look at people that they could see as an expander and they see jealousy, are there things that they can do to change that mindset? Well, Gabrielle Bernstein says it best. She says that is driftwood. And so anytime you look at something and you're like, why do they have that? And I don't have that. That's actually your moment to say, oh, that means it's coming for me.

44:23So if I ever feel that like little ping of like, oh, like, I wish I had that. I'm like, oh, no, that's just a sign that it's coming. And it completely, it's like a complete 180 to shift your energy. How do you curate your feed socially to be consuming content, staying on top of pop culture trends, knowing who the new influencers are, but also allowing you to create more than you're consuming? I recently bought a second phone that I put my social on and I leave that in my office during the week so that I'm not scrolling outside of the office. I think it's a really tough balance when you're a socially first brand because I get so much inspiration from social and I love it too.

45:03Like I've always loved social. So I love seeing what people are doing. I love seeing the trends. I love seeing all of it. But when I find myself scrolling too much, like I have to shut it down because I realize that it's taking away from me being creative in other ways and having those big ideas. Like I have my big ideas usually when I'm on a walk or not when I'm scrolling. Would you classify yourself with the word aggressive? Yeah, I would. I think that like when I think about myself in work and it's I think a big part of why I feel so comfortable at work is because I get to be my true self there and being I know what I want.

45:41I make fast decisions and you don't really get to do that socially as much. And people I'd have it be normal. I had Harley Finkelstein on the episode president of Shopify and he said being a founder is a personal development journey just disguised as entrepreneurship. 100%. And it's interesting because I would also describe myself as very aggressive. I played sports really competitively. Even the Family Foundation my husband and I just set up when we got married is like, we're really going to be investing in sports because we believe that that fundamentally leads to entrepreneurship. All the things you just said.

46:16But I think, especially in this era that we live in with like, I hate to categorize by generation because I think there are outliers for both millennial and for Gen Z. But I'm interested for someone that grew up in the hustle culture, New York City, like wanting to push each other to be the best that we can be. How do you instill that culture in an 80-person team with say, well, you bring people from a different generation along with you that maybe didn't grow up with that? I mean, I hire very specifically for grit and for resilience and for personality. And there's someone that just joined our team.

46:51Her name's Kendall. And she emailed the team. She said, I come back from my semester abroad at 9. My flight line lands at 9 a.m. I can be in the office at 10.30. She was an intern. And I was like, this is it. That's like the energy you want. Do you think you can identify that in an interview? No, I don't. And I'd say we do often a lot of dating before we marry. We'll have someone join part-time. We'll have them join as a consultant before they join full-time, specifically for that reason. Now that I have someone in the chair who's built a multi-hundred million dollar brand, do you believe this thing is true that the team that takes you from like zero to five, five to 15, 15 to 25 is not the same team that will take you to the next iteration of your business?

47:35Yeah. People love to talk about that. And I think that it is pretty narrow-minded. I have lots of people that say, Erin, Michael, Sarah, like lots of people, Lauren, who have been at year one and they have made the conscious decision to grow with the brand and be indispensable. And I think that, you know, that is totally feasible and if not a benefit to the brand because they are part of the soul of the brand. They say is just as much their brand as mine. I think that there have also been people that didn't grow with the brand and that's okay too. Maybe they just prefer wanting to be at a smaller company, which I get that.

48:22When you have to let go of an employee, do you do it like fire fast? Or what's your mentality for being able to like make these really tough decisions? I have gotten much better at that. And I think when you know, you know, and it's better for everybody. I got the advice once that like, if you're unhappy, it probably means they are also. So don't we want everyone to feel good and be happy? And I think you can do anything with kindness. You know, there was somebody who wasn't the right fit anymore for the team. And it would have been really easy for me not to have that conversation. And I was like, no, I want to have that conversation.

49:00Like, yeah, sure, I could not have it. But is that the right thing to do? Am I going to sleep okay tonight knowing that I didn't have that? And for me, that's always my North Star. It's like, am I happy with the person that that implies that I am? Every now and then, I hear something and my reaction is pure shock. Wait, people aren't already doing this? If you make a rent or a mortgage payment every single month, and there's a way for you to get rewards back for that payment, why would you not be doing that? Our sponsor, Built, lets you earn points on rent and mortgage payments to use towards flights, hotels, lift rides, and Amazon.com purchases.

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52:09Wow! I am clear in the rest of the day. Disney and Pixar's Hoppers, now available on Disney+. Rated PG. Love having successful moms on the show because this is something I hopefully want to be in the foreseeable future. What would you say to the person listening that's nervous that kids could get in the way of building a brand as big as you have with say? I think it makes you better. I think that when you are a mom, I think you, again, like the clearer you can get, the better you're going to be at anything. And when you become a mom, you become so clear on what you want. Because if you don't really want it, you're not going to do it.

52:45First of all, when you're a mom, your capacity for everything just grows. Your capacity to love grows. Your capacity to empathize grows. Like all of you grows in my mind. You become really good at multitasking on every level. And that, to me, those are all incredible qualities in a leader. Did you know that before you started having children and started your business? or is that something you had to prove to yourself? I don't remember being like super concerned about it. Like I knew that I could do anything. But also I had my mom as a example. You know, she had me and my sister, we traveled the world.

53:20Like I think more about that. I'm like, how did they travel the way they traveled? Like we were on boats, we were on trains, we were like in the most exotic places in the world. And my mom didn't wink an eye while having the incredible career she had. What is your dynamic like with your husband as someone who's obviously built like such a huge brand. My husband is also an entrepreneur. And for me, that has been such a blessing because he had been through everything before. And so not only was he like amazing to, like I asked him something the other day. I was like, hey, has this happened to you before?

53:56And like, I want to say like 99 % of the time he had experienced it before. So he was like, has been an amazing sounding board in that way. I think he has built a company that also has similar values. So that's been really helpful of like, okay, we both are value-driven companies. I think also like as we were talking about like highs and lows, like I remember a moment that I was just like taken to the ground on. Like I was just devastated, heartbroken. And he was like, well, your heart, you feel this way because it's biblical. and you will get through this moment but like right now like just feel it and like that could not have been there could not have been a better answer in that moment of like yeah it feels like a big deal because it is and he had experienced it before and knew what a big deal it was so I don't really remember what we're talking about but he has been just in a lot of ways my partner When people say like, oh, you don't have a co-founder.

55:01Like my husband, I think in a lot of ways has been. Do you believe that the most important decision that you will make is who you marry? Yes, I do. 100%. And like I never wanted to agree with that statement because to me it felt like it was placing just too much power on someone other than me. And as an independent person, I didn't like that concept. but I think that I've just seen so many of my friends and their relationships and the different ways that it can go. And I feel like just, I can, I also feel like I've had moments where I've been like, where would I be if I had been with that ex versus where I am now?

55:43And I'm like, oh my God. That's my nightmare. It is my nightmare. How do you own a room? How do you walk into a room and own it? Like, what are the exact things that you're doing? So I have a mantra and it's to be the energy that you want to see in the room. And I developed that mantra because I don't know if you heard about this book that was written by, I think it was a woman who had a really bad accident and she was in the hospital and she couldn't speak and people would enter the room and she could see a light around them. And that light was represented their energy. And it was so impactful for her when somebody would come in the room with really good energy versus if someone would come in the room with bad energy.

56:35And as somebody who was injured and recovering, like that energy would completely change the way that she felt. And she wasn't even able to communicate it until after she got better. But I was like, when I read that, and I was like, oh, wow, that's how important our energy is. It actually is surrounding all of us. We just can't see it. And I think everybody reacts to that energy, even subconsciously. Yeah, I always say like, I the only reason I'm sitting here is because I attracted what I wanted to get. Like, I'm not the smartest person ever. But because I was happy and energetic, people were like, I want to help this person.

57:14You know, you can't help yourself. Yeah. Okay, Lainey, we have to end with some rapid fire because we've been talking for over an hour. Oh my God. What is the last thing you put on your credit card? I put a bottle of water, which is so unlike me. I never leave the house without a reusable water bottle, but I left the house at 4 a.m. this morning to come see you. And I forgot my water bottle. So I got a water bottle and I got a banana and it was$23. No, it's disgusting how expensive the airport is. I cannot. I was going to ask what's the last most expensive thing, but would it be that? I'm kidding.

57:44What is the last most expensive thing? I had been looking for a specific watch. I'm not wearing it right now, so I can't show it to you, but I've been looking for it for over a year. And it's a vintage Piaget watch that I found. Actually, a friend of mine found it in London, and I had wired that money within 10 minutes. I'm obsessed with that answer. I'll show you a picture of it. Yeah. Do you collect watches? I love watches. Yeah. Okay. This wasn't on the sheet. But let's get into it. But let's get into it. You can only pick one for the rest of your life. Watches or Birkins? Watches. Oh, okay.

58:22Yeah. Okay. That's how serious we're talking. Yes. What is your credit card and why? I have an American Express and I don't know why. Good travel. No, I just think because credit cards have become a status symbol and a question I get all the time hence like doing this for the community I actually have a really good answer to it go I don't even know where my wallet is everything is on my phone and I have credit cards on there yeah this one's hard favorite beauty brand that isn't yours oh my gosh I have I mean I'm a beauty lover this is a really tough one for me right now I'm going to say um Sophie Povett I her skincare is made for acne prone sensitive girlies like me and I use her entire routine.

59:07I love it. You can only leave the house in one makeup product. What is it? Glowy super gel all over. I put it on the other day. I didn't I had time to do glowy super gel and brush my brows and I looked sick. Love it. Okay. You can only pick one. A good blowout or a facial? Blowout. I love how fast your answers are. Oh, yeah. I'm super decisive. Okay. Someone said that to me today. They're like, they're like, wow you make decisions really quickly and i was like i have made 10 decisions and already learned from my mistakes from them yeah before you've made one yeah okay gua sha or lymphatic drainage massage lymphatic drainage love yeah i kind of stopped doing gua sha and i i regret it but i i have abandoned my gua sha routine i used to be really diligent i used to do it on me during meetings.

59:57I stopped doing it, but I love, love, love a lymphatic massage. How often? I wish I could get one tonight. I have a good girl. Yeah. Can I see her? Yeah, I can text her for you. She's actually amazing. Let's see. People don't want to see my face without a gua sha, I gotta say. Like, I have a really round face that is, it's not a vibe. Okay, I have a really toxic brain, which I feel like you don't. Do you have a really positive brain? No, I'm a glass half empty person. Yeah. Okay. So same. And I will tell myself things like people hate me. People don't want to see me succeed. So every single day I do these HSR love notes.

1:00:32Okay. It's almost like an affirmation, but I just wanted to brand it myself. I love it. If you could only say one HSR love note for the rest of your life to yourself to get through anything, what would it be? I mean, the first thing that came to my mind was you can do anything. Yeah. I say it to my kids all the time too you guys can do anything you just have to work really hard i love that yeah did your parents tell you that they didn't tell me that they but they a hundred percent instilled that in me i feel like my dad i always think about this the other day i feel like my dad raised me and my sister like boys not on purpose but i think he just treated us like boys in the sense of like Like, it didn't really occur to us that things weren't available or on the table or on the menu for us.

1:01:24And if you could title this season of your life, what would it be called? Oh, I think it's my favorite. Yeah, I'm having the time of my life. I'm so happy. Yeah. My kids are the best. My business is the best. My friends are amazing. I live in this incredible place. I love everyone I work with. Life is good. I love that. We need more people to share that. Lainey Crowell. Yes. Where can people find you and how can HSR help you right now? So, well, I mean, I would love for everyone to try Say. My favorite thing about Say is that when people use it, they text me or DM me and they go, my entire makeup bag is now Say.

1:02:04Like once you discover our formulas, you just can't stop. And I want everyone to have products that make their skin feel their best and even get better. Where can people find you? Oh my gosh, Sephora. We're exclusive at Sephora nationwide in Canada. Your sister can get us there too. Sephora.com and sayhello.com. Yeah. You know, I know you're such a founder. It didn't even cross your mind to be like at Lainey Crowell on Instagram. People are like, at Maggie Sellers on Instagram. You're like, go to Sephora and buy my product. Well, you'll tag me at Lainey in this content. Of course. Thank you so much for coming on Hot Smart Rich.

1:02:39We absolutely love you. And I can't wait for everyone to hear your story. I feel like we were like just getting in our room. Like, is it really over? Okay, fine. I was, you know, I just landed. It took me a second, but like now we're in it. You smashed it. You'll be back for part two. Okay, great. In. Done.

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