Top Entrepreneur Anjula Acharia: The #1 Skill That Makes People Say YES (Use THIS Strategy to Turn One Conversation Into Multiple Opportunities)

27:34The funny thing about Payal, when she came to me, she wanted to raise money. I was probably one of the few South Asian women at that time that had raised venture capital. So she was kind of came to me because I'd raised capital and she wanted help. And that's the journey that we sort of ended up going on to. But what was interesting was I said to her, I was like, where are you going to work with this idea? Once I committed to mentoring and helping out, I was like, where are you going to work? And she was like in Starbucks. And I was like, I have two desks in my office. You can have them. You know what I mean?

28:05And then she was with me every single day. And we were like, you know, kind of going through like it was just I was sitting at my desk. she was sitting at her desk and she'd be like, hey, Ange, what do you think about this idea? What do you think about that? So, but I, I loved every single minute of that experience. And I would say, you know, with Pyle and I, she always called me her mentor, but I would say we're like, she's, she mentors me now. She taught me how to pivot. I never knew how to pivot before I met her. Wow. Talk to me about, I want to talk about pivoting in a second. Talk to me about how you pick people you mentor, because I think it's important for people to hear that too, knowing that your mentor picks you but like what was it about pile what was it about other people that you've worked with that you went i'm going to put my time and energy into this person you know um with pile i just she always says this she goes you knew who i was before i knew who i was i just knew she was a star i just i it's that je ne sais quoi it's it's that it's that magic it's that essence i just knew she had all the combination she was charismatic she was fun she was smart she could figure things out I could see her brain work like I could it's so funny I was playing this game sequence with a bunch of my friends once and Paya walks in and she just like wins a game in one second we didn't even teach her how to play the game like and I was saying how did you do that she goes I don't know you told me I need to make a sequence and I did it she's just so brilliant like her brain is so brilliant and I saw that it's like I could literally see the will's turning in her mind so i think it's a combination of things and like i say it's very hard it's it's so instinctual like so much my career has been about instinct like and for me it's just instinct i wanted to talk about instinct because i love what you said about the idea that you never had a map yeah and never i completely agree with that for my life you probably never had one either you don't you don't get you don't do what i'm doing if there's no map for this because it didn't exist same with you like there's no map for this and there's not many case studies to be able to have a map, right?

30:03A map is when someone scaled a company from this to this and that to that, and it's been done before. But when you're doing things that you're kind of finding your own way, I love that you said you followed your instinct and you definitely, from the amount of time I've spent with you, I feel that with you and you always follow it regardless of what's going on. Talk to me about how you built up trust in your instinct because I think everyone's looking for a map. And what you said earlier, you said people need goals because you need something out there to drive you. instinct is you driving yourself from here it's almost like inside out rather than outside in where did you learn to find your instinct listen to your instinct drive from that instinct where did that come from the whole map plus piece i just didn't have a choice so then i had to make decisions through my life and they were i don't know they were just made through instinct because i didn't know how else to make decisions but one thing i will tell you which is a brilliant piece of advice that I've lived my life on.

30:59But it came later in life. So it doesn't answer your question exactly because I started working with my instinct way before this. But Jimmy Iovine always said to me, I said to him, you know, you're so brilliant at seeing around corners. How do you see around corners? How do you know what's coming next? And he looked at me and he said, it's the thing that you do. And I go, what do I do? I don't know what you do. What do I do? And he said, you use your ears in relation to your mouth. So you have two ears and you have one mouth. And I was like, okay. And he goes, I've watched you. You listen. You listen a lot.

31:35He said, you say a lot and you do a lot. He said, but you actually listen more than you do or say. And he was like, you have to listen to the constant conversations that are happening. So one of the other reasons why I invested in ClassPass, our dear friend, Rohan Oza, who we both know, he walked into my apartment one day and he was like, oh, I just went to SoulCycle. It's like amazing. And I was like, SoulCycle? What's SoulCycle? And he was like, you know what SoulCycle is? And everyone's quitting the gyms and going to SoulCycle. And I was like, oh, okay. And then it was at that time that people were literally quitting gyms and going to Barry's Bootcamp and going to these like appointment, you know, fitness classes.

32:13I was like, oh, that's so interesting. And everyone was like, I'm going to Pop Physique. I'm going to Barry's Bootcamp. I'm going to this, I'm going to that. so when Pyle came to me with this open table for classes that at that time the way people were finding classes where they were literally calling up the class provider really yeah like you would have restaurant like back in the day before there was open table or resi you would be calling up a restaurant right seeing what availability had so when Pyle I forgot I've got like completely it's crazy how quick things change so when Pyle said to me oh yeah you know it's basically a platform it's kind of like open table for classes that was exactly what she said to me.

32:49And literally like days before, Rohan had been in my apartment going on about everyone's going to classes. And then I just moved to New York and I was trying to find a gym and I was like, should I join Equinox? And everyone was like, no, no, no, just go to these classes, go to this, go to that. So again, that's just me listening. So when I made that decision to invest in Pyle, it was like me just doing a lot of listening and my instinct going, all the clues are telling you yes and there was another time that happened when i first started working with priyanka i signed her uh to a record label with jimmy irene and we were going to turn her into a pop star and you know we did a bunch of records and you know it just wasn't hitting it wasn't working as he kept telling me we were like 22 20 years too early that's what he said he was like the whole sort of south asian music scene he was like i get what you want to do but you're 20 years too early.

33:42He's probably right about that timeline, isn't he? Yeah, this was like nearly 20 years ago. So with Priyanka, like, so, you know, people were like, oh, well, that's done. Then that's not going to work. She should go back to India and whatever. And I was like, no, this woman is like one of our most celebrated actresses in India. Like, you know, she was incredible. And at that time, I started listening to conversations. What was everybody talking about? And everybody at that time was talking about how to get away with murder and Grey's anatomy and all of these like um uh scandal and all of these shows where you know they were they had these diverse female leads and it was like the golden age of television and television was coming back and you had academy award-winning actors acting in tv which was previous to that considered like down there you know what I mean so it was this huge cultural shift happening with television so you know I pitched Pri about doing a tv show and at first she was really like not into it she was like you know I'm a movie actress like you know we do movies and in her mind was tv and India was x but you know like I said we were in this like massive global shift where tv and was was in this different place so anyway I convinced her to uh to to go and we auditioned for Quantico and eventually she got it and that became her show.

35:02And that was an ABC drama where I'd convinced the casting director that this was her next female diverse lead. So, but again, if I hadn't been listening to what everyone was talking about, I wouldn't have had the instinct to go, we're not going to do any more music. We're going to go and hit television. You explained that so well. That is a great piece of advice because I always think about it as there's three types of people. there's the people that consume patterns there's the people who see patterns and then the people who create patterns and it's almost like most of us are just watching so we're watching the shows we're going to soul cycle yeah we're doing all the things but we're not noticing which the person above does where they're like oh i can see everyone's going soul cycle what you just said everyone's going soul cycle like there's patterns here and then you've got the people like yourself and pile and others who go and create patterns which is like oh okay we're going to build the thing that everyone will actually do this pattern through that we see yeah and most of us stay on like level one where we're like oh yeah i want to go soul cycle i want to drink matcha i want to whatever it may be but there's two levels above where someone's looking down going oh this is what i'm going to build and and that's great advice from the time that we've spent together you're just so good at convincing people of stuff like i feel like you're just you're so convincing you're but it's honest convincing like i don't think it's a i don't just think it's a fake technique.

36:19It's not like it's you're not like that. It's like it's very you're passionate about the stuff you do. By the way, I did fake it till I made it. OK, so talk to me about what are the skills that you need to persuade and convince people to see what you see? Well, so first thing I would say, anybody in life, in business should go to drama school. Right. And I don't mean drama school like that should be your degree. I mean, you should go to improv. Like if you have any form of anxiety at all, you need to get yourself into an improv class because improv, you know, improvisation is right. You just jump into a scene, right?

36:52So you and I would be in a scene and we'd just create a scene and we'd just go on the fly. And I wanted to be an actress. Like that's what I wanted to be. But it was really difficult for a brown girl in the nineties to be an actress in England. So I decided I didn't want to be poor. That was also a big driver for me. I was like, I don't want to be poor and be trying to go from audition to audition when it's very limited roles for me. So I want to be a rich businesswoman. I never actually decided at that point I wanted to be in the movies or in talent or anything like that. I just wanted to be in business.

37:25But one thing I will say to you is that whole like improv has just been amazing at just allowing myself to be thrown into any situation and be able to swim in it. like and if I didn't like know what I was doing I would fake it and I know there's a lot of controversy around that and I'm sure you guys have discussed it and I'm sure you've had people on your show say that's a terrible thing to do but I did fake it and it started with my body language it started with my the way I speak it started with all these you know small cues that you pick up from people like it's so funny like even just this like the way I'm sitting right now Like this is my innate comfort.

38:04I'm very comfortable with you. I'm sitting with all my body language open. My legs are crossed, however. But when I was, you know, in early business situations where I didn't feel confident, you know, how I'd want to be was like this. Like I would want to be all closed up, but I would force my shoulders back. I'd force my arms out. I would, you know, sometimes do this because that's just a sign of confidence. Like you feel good in your own skin. I felt it immediately when you did that. I was like, wow, that's crazy. It's so funny. I mean, I've also... it's ridiculous isn't it for women it's such an easy thing to do it's kind of like yeah i could take it or leave it like that's basically what i'm saying but the way to convince people was a couple of things like so you know i've raised a lot of money through my career for other people for myself for different projects i'm honestly i'm sort of a bit of a ultimate fundraiser and someone gave me this piece of advice very early on and they said if you want to raise money ask for advice and if you want advice ask for money and i use that through my whole life so i never again that's so good yeah if you want money ask for advice and if you want advice ask for money because basically you'll get the opposite yeah so now now now people are going to watch this and go oh she was selling to me that time okay there are times when i sold to people using that technique but the truth is like now i'm at this point where i can't help raising money like literally like I just talk to people they like offering me money all the time it's so insane for any venture any idea I'll go I had this idea and they're like do you want to raise money for that and I'm like no I don't raise money for that but the point is is like you've really just got to be so passionate and curious about what that person's interested in so I'm sorry I'm trying to go back to the question of how how are you convincing how am I convincing so first off I'll figure out what you're interested in like I will never talk to some someone about something that I don't think they're interested in.

39:56And I will also test things, right? So again, I'm a really good like body, what's that called? Body reader? No. Body language. Body language reader. Yeah. So like I can see immediately if I bring something up and you're not interested, your body language will tell me in a second, right? So first off, I know my audience. I read the room. I know my audience. And I will only talk about things that are relevant to that person. So once I know my audience and I know that person's interested, I just look for all the cues about what lights them up, what's interesting to them. And I only keep going on the things that I think they're interested in.

40:33So it's just a constant like checking in with your audience. I watch people sell and they'll just be like, okay, so I've got this idea and I want to do this. I'm going to do this. And this is this. And this is how much money it's going to make. And this is why it's so good. And blah, blah, blah. And they zero checked in with me. They're not even looking at me. I could be looking at my phone. I could be looking away, but they just keep going because they think that's their two minutes to get to me. And like, they're just going to keep going, keep going. And like, I wish they'd just stop and check in with me, say, does it even interest you?

40:59Or what do you think about that? Or whatever. So I think part of it is that. So I think it's just constantly checking in. And then I think it's just like being so curious. It's not a one-way conversation ever. And if it's a one-way conversation, you're in trouble. Like selling is not a one-way conversation. Like I remember when I first went for my first sales job, the woman interviewed me and she said, okay, I want you to sell me a movie. And I go, okay. She was like, I said, she goes, think of a movie that you've seen in the last month and sell it to me. And I go, okay. And I go, what kind of movies are you into?

41:37And she goes, I like thrillers. I like blah, blah, blah. And I go, okay, what kind of thrillers do you like? Like, what was the last story you watched that you loved? And she goes, how did you know how to do that? And I go, what do you mean? She goes, well, you asked me questions rather than to go, I saw this movie on Saturday and it was XYZ and it was so good and you should go and watch it. I was like, I don't know. I don't want to sell you something that's not interesting to you. Like I've watched quite a few movies in the last month. Any one of those could be good for you. So I think it's just being really curious about your audience too, and then approaching it with passion and seeing what lights their eyes up and seeing what they're passionate about.

42:11Yeah. I mean, the best case study of it is probably how did you connect with Priyanka? Because that was a vision you had for her to like, because, you know, like you said, Priyanka is an amazing, huge Bollywood actress at the time. And it's not easy to convince stars to come over and even want to attempt having a career here, let alone having a great career here. Yeah. Talk to me about that. Well, that's like such a funny story because that is nothing like what I just told you. because so what happened with Priyanka it's a funny story I saw her on tv at my mom and dad's house years and years before I was even in the business and I looked at her and something spoke to me is this Miss World or no no no she was in this movie called Bluffmaster and she was doing this hip-hop spook and I just saw on tv at my mom's house in England and I don't know this thing clearly it was my destiny because I just go to my mom oh who's that and my mom goes that's Priyanka Chopra and she's like this huge star in India blah blah and I just filed it away because I was in tech I was doing a bunch of other things I hadn't even founded Desi Hits at that point like it was way before and I just filed it away anyway years later I'm sitting in an office with Jimmy Iovine and we'd just done all the music for Slumdog Millionaire and it was top 10 in 10 countries and it was like this big global hit and he was so happy and he was like I listen to you and it worked and he was like he's it was just he's he's that guy he's like full of like life and ambition he was like what are we doing next and I just go Jimmy you know there's this woman Priyanka Chopra that I saw on TV ages ago and she's this huge star and blah blah blah and we start YouTubing videos of her and he goes can she sing and randomly at that time I was launching Lady Gaga in India and I was working with these two producers Salim and Suleiman and they had just recorded a demo with Priyanka randomly.

44:04Again, it was all destiny. I feel like this is all destiny. I said to them, oh, do you know Priyanka? And they were like, of course. And I was like, do you think she can sing? And they were like, actually, we just recorded this demo. So I go, do you mind sending it to me? And they were like, no, we can't really do that, blah, blah, blah. And I don't know, I convinced them because I'm convincing to send it to me. And I promised them it would only be me that would listen to it and maybe one other person. So I send it to Jimmy and he goes, well, she can sing. And he goes, let's just do it. And I go, what do you mean?

44:32Let's just do it. He goes, well, let's sign her. It's a record deal. And I go, I don't even know her. And through like different people, actually, I think it was through Salim, I got to her and I remember doing this phone call with her and it was the worst phone call ever. She was in this jungle recording this movie and she was in that very actor state of mind where she didn't want this young girl from America with this English accent trying to convince her to be a pop star. Like, she wasn't that, she wasn't the frame of mind she was in. So anyway, I was trying to convince her to be a pop star.

45:09And I was like, hey, look, I'd love to sign you. I'd love to bring you to America, blah, blah, blah. She barely said anything on that call. So I put the phone down. I called Jim and he goes, how did it go? I go, terrible. Like, I just talked and talked and talked. And, you know, I think she had very little to say to me. And anyway, I don't know. I get a call later from her manager at that time, Natasha Powell, and she was like, yeah, Priyanka's in. And I was like, what? She was like, Priyanka's in. And that was the one time that I feel like my sales was terrible. I didn't ask her any questions.

45:39I was so nervous to talk to her. And I just talked at her. But I don't know, something worked. it worked it worked it worked all these years later how does it feel you know when we think back to that little girl who was bullied for her culture for her background for how she looked and then to go on to work on helping that culture be so prominently displayed in so many different art forms whether that's music through slumdog millionaire or businesses like class bus or you know, Priyanka Chopra in movies and TV in America. Like, how does that feel now? You know, it's so funny. Someone said something to me the other day about this and they were like, oh, you were never trying to fit in.

46:20You wanted people to fit into your culture. Like I remember Lady Gaga, we put her in a sari. She came to India and she loved this sari. It was made by Thawnd Dhalani and she loved it so much that she turned it into four different costumes. times so she performed that eve she wore it in the day then she had a stylist chop it up and turn it into something else then they chopped it up again turned it into something else and at the end it was a bodysuit that she performed in and I remember she was coming off stage and she held my hands she goes how did I do and I was just like my god like how did you do you're amazing but I remember just being like she's here in India with me wearing a sari that's now turned into a bodysuit But it was just this evolution of this outfit was just kind of the evolution of my journey of bringing this culture to everyone.

47:15And I always believe that if celebrities, I do believe in celebrity endorsement, it works. If celebrities endorsed our culture, and I know a lot of people criticize me for this and say, you shouldn't need that endorsement from other people and you shouldn't need this. But when you've been bullied your entire life and called a packing and beaten up and spat on and all sorts of things, yeah you do I'm sorry I needed that and I just like in that moment just felt like I don't need it anymore now I'm good now I've got all of you guys to be in my culture versus me spending my whole life being in your culture you know what I mean and it's funny like I was talking to a friend of mine he was just saying to me like it's just amazing how you spent your life really bringing people into your culture versus trying to figure out how to be in theirs.

48:03Yeah. And I love that because I think that is the only way of doing it. And you want to be on the same page where your culture and someone else's culture is more evident. Like it's more present, whereas you're absolutely right. And I feel like for people in America, it was even harder. When I met, and you probably felt that, when I met South Asians in America, I realized that they'd had no representation. Whereas in England, we started to see things because of people like yourself and others we had things like bbc asia network we had uh artists that were rising we had all of that at that time at least and in america they didn't have that and they're only four percent of the population so it was such a small group of people that any room you walked into people didn't know whether you were what background you were from yeah right like being indian in england was still known but being indian here wasn't like people didn't really know what that was

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51:49Yeah, when we first came to America, one of the things that we noticed was you either had Indian kids that were mad into Bollywood and were really Desi, right? And they were called fobs, people called them fobs, fresh off the boat. And they were really Indian. And I wouldn't say that I really related to them because I was very British and also very Indian, but blah, blah, blah. Anyway, and then you had these kids that completely shunned the culture and just completely embraced American culture. And I was somewhere in between. And I wanted to find a pathway for them to meet in the middle. And They See Hits was very much about that.

52:27I was like, oh, these kids that like, you know, and if I'm mashing up like hip hop with Bollywood or I'm mashing up Bhangra with, you know, I don't know, whatever type of music, that's where that meeting happens. So that was really sort of an observation that I had very early on. And I wanted to bring those worlds together for even for Indian kids. Yeah. But knowing you, I know you don't feel the job is done. No, not at all. I mean, do you? No, definitely. Do you feel our job is done? No, of course not. Of course not. Yeah, no, I definitely don't think that our job is done. I mean, I won't until everything just feels completely normal.

53:06And I think we still see things that are South Asian and go, oh my God, look at that, look at that. You know what I mean? We're still like surprised when we see things. We shouldn't be surprised. We should feel completely integrated. And it's one. Yeah. What's a business skill that you think everyone listening should master if they want to be successful in business? I think really like learning to communicate ideas, you know, throughout my entire career and having people pitch to me and, you know, You have to become masterful at pitching your ideas in a way that is not boring, is not all consuming, which is not all about you.

53:43But again, going back to that thing I said to you about finding out what someone's interested in, you've just got to be really good at a two-way path. I think the biggest issue that I see young entrepreneurs or young people in business, they think everything is one way and it has to be a two-way highway. and then the other thing that I think people really need to juggle so you're you're interesting because I think you're part of this new group of what we call multi-preneurs where these so there used to be this whole thing that you do one thing you have one goal you pursue that one goal and do that one thing I think times have really changed I think the industry the industries have changed where you can now be doing multiple things so you're the CEO of Juni right you're a podcast host.

54:29You could tomorrow be an actor. You could be tomorrow, do a million things, right? But that doesn't mean you give up each thing to do that other thing. And I think that's the world we're in now where you don't have to give up what you were doing to become this new thing. You can do it all. I have a music label. I have an investment company. I, you know, do so I, I mentor people. I, I actually am a founder for two businesses. Like I do so many things. And I think that you also in this new world have to be used to being like a five lane highway. And I think people that are a five lane highway and have cars in different lanes going at different speeds and maybe one hasn't even started yet, be okay with that.

55:12Like don't, like this old rhetoric of you got to do one thing and you got to do that one thing and you got to have one goal and you got to be focused on it. You know, one of the failures I think I had, which again, Pyle taught me out of the whole pivot thing was like when I first started one of my companies, I was so adamant that I had to reach this one goal. And if I, you know, I couldn't pivot, I had to stay focused. And if I just stayed on that one thing, eventually it would work. Well, that's the biggest lie ever. That's not true at all. You have to read the room. You have to see what's going on around you and you have to pivot.

55:44You can't be focused on one thing all the time. So I think like being successful in today's world is really learning that. I would say be the five lane highway. Yeah, that makes a lot of sense. I feel like it's almost like you start with one thing that allows you to become somewhat, and that's the point, it's not becoming at the end of it, but it's like you build one thing somewhat substantiating who you are and what you're doing. And then you get this ability to spread yourself across these multiple things and become that multi-hyphenate. And I think you're right that that idea of just stay to one thing or just start with everything is also confusing.

56:20because if people just do seven things in the beginning, it's like, well, what are you communicating? What do you actually believe in? And what's working? So you're right. It's somewhere in the middle of like, I feel like that. Like I start, my world has been built in content and podcasting and social media. And now I have the ability to do lots of different things because of that. Or when you have an actor who becomes a very successful actor, now they have the ability to go and build a business or, you know, do something else. And so I think you're right. And by the way, to that point of a talent manager now, before, you know, you to talent managers that just managed an actor and getting that person jobs.

56:54Now, as a talent manager, you've got to be building businesses. You've got to be figuring out brand deals. You've got to be like doing so many things because, you know, I can't remember who just went out and said this. I think it was Sydney Sweeney recently. She was like, you know, the films don't pay the bills, you know, the films just don't pay the bills anymore. Like the whole industry, the movie industry was streaming and everything has changed, like residuals and royalties and all of those wiped out now like the way the business is is so different so that means you have to do like all these other things you know and what we've seen is like um you know huge stars making more money off like their beauty business than anything else right like so you look at someone like rihanna correct yeah you're like wow or what's her name um selena gorex i mean like actor singer entrepreneur rare beauty I mean like it's incredible and I think as a talent manager now like I mean I'm lucky because I came from that world my background was venture and venture capital and like and and founders and you know helping people build businesses and all of that and then prior to that my experience was in advertising and prior to that I was in sales so for me like as a talent manager I'm not struggling at all I'm actually really lucky and happy that I get to use all my school bases with talent but i think now like everybody has to be on this as i say five lane highway yeah how early did you get involved in bumble oh my god you know it's so funny you know everyone's posting those things right now about what were you doing in 2016 yeah well it's a crazy story because in 2016 both whitney wolf and i were on the l magazine's women in tech and i remember again that whole thing about listening and watching and observing i remember looking at her and reading about Bumble because we were both in that magazine and going, oh, that's like brilliant.

58:42Like she's brilliant. Like I, and actually much later on in the journey, when she wanted to expand to India was when, was when I got involved and Pri was the face of that. And it was amazing. Like what was interesting, it was all the other dating apps had been really unsuccessful in launching in India in getting the female demographic on, on the apps. And actually that's been the case for India in general, where whether it's Facebook, Instagram, whatever, all of these platforms have really struggled to get women onto the apps. So what she was already coming with was this very strong female story, which allowed that to happen.

59:18And you want to hear the funniest thing? Priyanka's brother met his wife on Bumble. No way. That's so cool. I love that. Yeah. That's awesome. What do you see? You gave this brilliant principle earlier of the question you asked Jimmy Iveen. I want to ask you, what do you see around the corner now? Like what are the patterns? What are the sequences you're noticing now that young entrepreneurs, entrepreneurs of all ages who are listening right now could be like, oh, she's just giving me an insight into what's happening. I mean, the thing is now it's all AI, right? That's the future. And I think what's super interesting and challenging and scary for a lot of people is I think a lot of these, the influence is going to go away.

59:58And I was working with this company that was telling me that they had tens of thousands of AI influencers that they spread across basically social media channels to sell products. So I feel like the future is really going to be in AI and how we consume based on AI influencers. And the thing is a lot of what you see, I don't know how much time you spend on Instagram or TikTok, but a lot of what you see is actually AI and you don't even know it, you know? I mean, I've seen some of those AI influencers. yeah it's scary how many followers they have already how many comments they get how real some of them look and at the same time you know they're not human but people are still following them and i find that fascinating well the reason that people still follow them is because they've hacked the algorithm and data and they know exactly what people are interested in again it goes back to like my whole thing like figuring out what someone's interested in before you try and sell them something, right?

1:00:52These AI influencers have all the data to know what people are interested in. So they'll serve you exactly what you're interested in. Scary world. What does that mean for the era of talent, celebrity, talent management? Like, do you plan on having an AI talent management company where you only manage AI people? You know what I would like to see? I would like to see a time when talent owns their data and talent that creates all of these AI influences, but also talent can create their own AI influences based on them, you know, whether it's their alter ego or whether it's actually them. I would just like to see models of ownership be created.

1:01:38This is coming, whether we like it or not, this is happening, right? So how do you get ahead of it? And how do you build for a future, you know, where that's going to happen? I mean, look, talent, if you think about it, is like in a really interesting place anyway, because you've got all these like A-list actors who, you know, didn't know that all these influencers were going to come along and destabilize their business, right? Like before it was like you were one of a number of actors who would get all of the endorsement deals. Now I have companies that tell me that they don't even want people to endorse their companies because they'd rather work with micro-influencers.

1:02:15Because that's how they actually see product move, you know, with very specific niche audiences that want those certain things. So I think the whole industry has kind of really been shifted from that perspective. So this is just another shift that's going to come along. But I think that, you know, smart actors are really going to figure out how to have ownership. and maybe they'll have a suite of their own actors. Maybe they'll create their own agencies of AI individuals based on a lot of their own data, you know? Absolutely. And so, yeah, all the founders out there or companies need to be thinking about the incorporation of AI in their talent strategy and their media strategy.

1:02:54Yeah. Yeah, and you're right. It's already here. I always think about that. People always ask me about it and I'm like... You know, it's kind of like the social media conversation we had 10 years ago. It was already there and it's going in that direction. So all we've got to do is learn how to use it more ethically, more safely, more securely, models of ownership, as you rightly said. That's how we have to think about it rather than this fear mongering of like, oh my God. And also how you can scale yourself, right? Like if like, let's just say, for example, you know, I'm an actress and people love me for my fashion.

1:03:27I could build a whole damn business on my fashion through AI and not even have to massively participate in that. Like, you know, I could, you know, whatever my interest is, whatever I want to do, I can build a business off of that with very little resource of myself using AI, like, and monetize that. So like, I think, you know, the most critical thing is just having for talent is to have really smart people around them that can help them figure out how they use what they have and use AI to scale it. Yeah. Out of all the businesses you've scaled, built, invested in, what has been the critical reasons for success or failure?

1:04:08It's always down to the founder. Really? Yeah. It's always down to that individual. Always. The founder is everything. like you know their instinct their um decision making their desire to shift or not shift or move their ability to raise money their ability to influence people yeah it's always the founder and that's the thing like often i've invested in founders where i've said i don't even think this is the right thing and actually jimmy taught me this they i've said to founders i don't think what you're building is the right thing, but I believe in you and you're going to be brilliant and you're going to do something amazing.

1:04:47And I just see that in that founder. When I first founded Desi Hits, this is such a crazy story. Jimmy gave me millions of dollars. And two weeks later, I've told this story a few times. I'm sitting at lunch with him and Jay-Z and he tells me the business is going to fail. And I said, oh, I was so embarrassed. You can imagine like sitting with Jay-Z and Jimmy Ivey and he tells you a business is going to fail. And I was like so embarrassed and flustered and surprised. And I didn't know what to say. And I just said, so why did you give me money then? And he goes, because you're an album, not a single.

1:05:18And he goes, this is your first single. It's not going to work, but that's okay. I want to be in business with you. Wow. So it comes down to the founder. It comes down to the talent. It's all about talent. Yeah. I mean, you've built these amazing relationships where it feels like so much incredible wisdom and also great mentorship. Yeah. People have taught you so much. Obviously, you're sharing. By the way, I'm in the market for a new mentor. I know I really have. so if there's anyone out there that wants to mentor me yeah i feel like i'm at a different stage of my life and i want a mentor really yeah the mentor has to pick you exactly that's why i'm putting it out there on the podcast yeah here we go we're gonna manifest i mean what a platform to put it out we're gonna manifest i love but that's such a great i mean even you saying that is so beautiful because it just shows just that coachability that humility that starting from the bottom that you know that that needs to be there constantly always yeah yeah always i mean that's the other thing when you think about the five line highway which is my new thing right now it's like you know all of those cars are going at different speeds but not all of those cars have a mentor you know have an instructor like yeah i'm doing new things all the time and i'm not afraid of that that's my you know i know i see that in you like you're doing new things all the time and i i watch you and i'm like i love that like you're starting a drink brand you know you're doing like this you're doing that and that's the thing i want to be surrounded by people that do that but then And that means I'm always doing something new and I need mentorship.

1:06:39Like, I don't think we'll ever be done there. Yeah, absolutely. And that's actually what creates so much joy in life because you're meeting new people, you're in a completely different room, you're in a completely different environment. And it's, I constantly like, one thing I sign off a lot of my stuff with is this is just the beginning. And I love repeating that to myself so many times because it's such a fresh, there's something about the beginning that is so exciting. yeah and it's like if you always stay connected to that feeling life just continues to not you don't get jaded you don't get bitter you don't get slowed you just constantly feel this zest for life and i feel that with you like as someone who's had so many successful business like even sitting with you today whenever we talk you're always just so passionate and excited about stuff and i'm like that's amazing to have had so much success but still be that way what do you think is the key to you not having become jaded or bitter with the business or sometimes people be like investors are like this and stakeholders like like what allowed you to rise above that negativity that's such a good question i mean don't get me wrong i want to be really clear because i don't want people to listen to me like she's always happy and blah blah blah not always happy like you know i have my d i've had moments of mass depression and i have had moments of having to pick myself up like off the ground having complete like feeling like i have nothing.

1:07:54And I'm happy to talk about those moments. In the joyous moments, I think it's just the excitement to do something new all the time. Like, by the way, you ask such deep questions. Like, yeah, I think it's just the desire to be doing new things and challenging myself, even though that is really scary. Like I have moments where you said something in a podcast about like, whenever you're doing something new, you feel like an imposter. I feel like an imposter most of the time because I'm always doing something new. So I always feel like, what right do I have to be in this room? What right do I have to be, you know, doing this?

1:08:27But then when I look at all the entrepreneurs, like, oh, this is it. I've got the answer to your question. What really, really inspires me is that you can topple massive industries and businesses with a new lens. So I always use Pyle as this example, right? Because she'll listen to this and be like, oh my god they're just talking about me um but we love you yeah seriously she disrupted a whole industry not because she knew the industry not because she had any experience in it but she had a different lens on it and that to me oh my god i've got goosebumps so exciting yes that you can topple a whole industry just because you have a different perspective on it that nobody else had and you're willing to go out on a limb and say it and do something about it yeah like how exciting is that Absolutely.

1:09:13Like think about all these like drinks that have come into the market, like, you know, and have just like my dear friend Rohan, like who founded Vitamin Water, right? Well, he was one of the founding team. So he like saw this opportunity to basically, you know, disrupt Coke and all their energy drinks and everything they were doing. And he did it. And he sold it to them for like$4 billion. Like, you know, Jimmy like disrupted sound with Beats headphones. Like, it's just like, to me, it's like, I think that's where all my energy is. comes from entrepreneurs that just have a completely different lens on life and go with it.

1:09:48And then you see them disrupt an entire industry. Like, how can that not excite you? By the way, last thing, with no experience. They do it with no experience. The amount of times I hear people say, my nephew said this to me, I just want to stay in this job for two more years so I get some experience so I can then go and do this. I said, do it now. I said, you don't need any more experience. Like you need a different lens. You need a different perspective. That's what's going to make you stand out. You don't need more experience. Yes, I remember reading, Salim Ismail wrote this book called Exponential Organizations.

1:10:20And it was in the early days of the rise of Uber, the rise of Airbnb. And he was talking about how Airbnb in its first five years or 10 years had access to more real estate than hotel brands that had been around for 50 years, to your point, or Uber had access to more taxis and drivers than taxi companies had for decades. And it was like instantly. You know, we used to say this thing in sort of like tech circles. We used to say this thing where, you know, Airbnb is the biggest hotel company with like no hotel. Yes, yes. And Uber's the biggest like transport company with no cars. Exactly. And ClassPass is the biggest fitness company with no gyms.

1:10:58Yes. Like we used to say this actually that came about when we started working on ClassPass. We were like, what is this going? What iteration of the world is this going to be? Oh, this is going to be the biggest fitness company with no gems.

1:11:56We'll see you next time.

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1:13:56you have this get up and go attitude what's been able to knock you down a failure you know i failed multiple times my first business they see hits i raised all that money for and jimmy irene got behind and told me it was going to fail but i didn't believe him when he told me that it did fail and i remember like you know i was living here in la at that time and i just you know i'd raised money from that was my first time raising real money and I'd raised so much money from people I was just really embarrassed to tell them it had failed and I was scared and I just saw myself as a complete failure and I thought no one would ever believe in me again like I thought I was done I thought it was over my career was over and I was going to go and have to get a job in I don't know McDonald's or something like I just didn't know what the future held after that and I was also going through a breakdown of my marriage.

1:14:46I was also gone through a journey of infertility and in every way, whether it was my business, whether it was my marriage, whether it was my body, I felt, and my sister got diagnosed with multiple sclerosis at that time and then later breast cancer. In every part of my life, I just felt nothing was working and I was a failure and I mean it just brings back so much emotion but like yeah I just felt like a total failure and then but I also was quite high in my profile like I was in magazines people were talking about me and I was doing podcasts like so I also felt like a massive imposter at that time because I was like I don't deserve any of these accolades you know I was billboard women in music I was this I was that.

1:15:30And I just held women in tech. And I was just like, I'd gotten really good at selling to a point where I didn't believe it myself. I hit rock bottom. I remember sitting in my closet in LA. I just crumbled to the floor and I prayed. I'd started going to this amazing church here. It was called One Church LA. It's now called Potter's House. And there was a pastor there, pastor toure who you met yeah yeah and um amazing and i always say like he like saved my life like i say at that time like he saved my life and i remember just praying and this is gonna sound crazy but i'd never heard god's voice before um ever and i i didn't think it was possible and i heard these words which were like nothing's going to change unless you change and i genuinely and I see this in a lot of young people they expect the whole world to change around them but I'm this and I'm that and they validate to themselves who they are and what they are and the reason why they shouldn't change but the whole world should change around them everyone's attitude should change like for them to be successful and I was one of those people I believed that I had this big profile yes my business has failed yes my marriage had failed yes my body had failed all these things in my life have failed but I had this profile so people should come to me and offer me jobs or whatever.

1:16:56And no one was coming. No one was coming to offer me a job. And then with my towel between my legs, I went back to Silicon Valley and started asking people for jobs. And by the way, at that point, I was also managing Priyanka, but she hadn't taken off. I spent like seven years, you know, working, working, working, and nothing had taken off. Everyone with any celebrity, everybody always thinks the moment they took off was the moment it started. But that's, you know, really not the case. Like, you know, you've got managers and talent working for years. And she was, you know, had this very successful career in India.

1:17:30So she was going back and forth. But I was sitting here, like, you know, banging away trying to make something happen. So anyway, it was a really, really tough time. I went back to Silicon Valley with my tail between my legs. And I just, I put my ego away. And I asked for jobs. And eventually, I got an entrepreneur in residence of Vonderkull Trinity Ventures and within a couple of months they offered me a partner role there which was amazing but in the meantime by the way everyone was offering me money which I had no idea people like what's your next business what's your next idea and I'd be like why would anyone trust me with money again yeah and everyone kept telling me that my failure was going to make me like like everyone in Silicon Valley was like what are you talking about like I was so I was so honest about my vulnerabilities I was like why would you give me money when I just had a failed business.

1:18:17They were like, did you not learn something from that? Your next one will be better. And you know, it's so funny, only years later. Yeah. Only years later when, oh, and then when Priyanka popped, I remember Jimmy called me and he goes, I told you you wrote an album. So the hardest thing is when it all comes at once. Like for me, like I was going through infertility. I was going through a broken marriage, trying to pull it together. Didn't work. who is someone I'd been with for like 19 years you know it wasn't like a short-term thing I'd moved from continents with that person and now we're amazing friends and we you know we still have an incredible relationship and then to have a business which was so publicly celebrated I think that's the hardest thing right when something's publicly celebrated and it's failing and you know it's failing before anyone else does and you're going out to all these events and everyone's treating you like this really successful person and you're like I feel like a complete failure right now.

1:19:13And yeah, it was just, it all came at once. And then I remember reading this beautiful quote and it said, sometimes you feel like you're buried, but actually you've been planted. And I definitely was planted. And I remember Pastor Ture talking about that, saying that you feel buried, but actually you're planted. And yeah, I reshifted everything. I let go of my ego. I asked people for things. I asked for help. I told people I was vulnerable. Like I put everything out there very honestly which like three months before I was a different person yeah but I decided to change because I'd got that message to change wow so I changed everything where did you start I started by asking people for jobs and then sadly you know I separated from my husband that was the first that was the separation I changed everything I uprooted everything um I lived in my friend's basement for three months.

1:20:11Everything changed, my surroundings, me, everything. I stripped myself down to nothing. I mean, that sounds like the most difficult and at the same time, as you said, planted moment, where you're literally going through this moment where you're stripping away, changing everything, which is so unsettling to the identity because you're like, wait, my self-worth was I was married. My self-worth was I was a successful entrepreneur. My self-worth was maybe I'd be a mom one day or you know whatever yeah and then all of a sudden all of that's changed because you got a shift and so you're like well who am I now I was so brave like I can't even believe I did it I literally changed everything but I got those words and honestly those words were not me like that wasn't me talking to myself that and there was only one other time that I feel like I've actually spoken to God God's spoken to me you know it hasn't happened again.

1:21:00I keep waiting for it to happen. Hasn't happened again. But yeah, it was a very clear message. Yeah. Well, you kept mentioning destiny earlier as well. And I was thinking that, you know, when you think about depression and destiny, it's interesting that you've had those points in your life where you've also been able to trace, oh, that was destiny, oh, that was destiny. I connected that. And it's interesting that sometimes the unlock to those are in your lowest moments, like the unlock of that destiny, the unlock of that growth. I used to have a mentor who'd always tell me, he'd be like, Jay, you'll realize your potential when you're in pain.

1:21:33Oh gosh. Yeah. And I'd be like, oh no, man, I'm like proactive. I'm like, I was like, oh, come on, man. Like I'm like organized. I don't need pain to be organized. I don't need pain to be, find my potential. I'm already winning. And then when I went through pain, I was like, oh, got it. Like he was so right that it was, it was pain that was the doorway to my potential. I didn't even know that I had a gear seven that I could lock into and I was in pain. And it's amazing because you think about it and you go, yeah, I thought I was going to break in that moment. And that break was my breakthrough.

1:22:02Like that moment that I thought everything was going to fall apart. That was the moment where everything start after change, after shift, not in a magical transcendental way, but in a way of like turning it around. Did you ever feel underestimated as a woman in business? And how did the infertility play into that world as well? because I know there's so much judgment and shame and guilt around that, both in our culture, both just in society in general. I've always felt underestimated, not in America. It's really weird. I felt underestimated my entire life, growing up in England and all of that, by family.

1:22:37I think my family really underestimated me because also I didn't do the whole, you know, very traditional for South Asians is I didn't do medicine. and I didn't, you know, I didn't do, you know, engineering. I didn't do all the traditional things that lead to success. So when I said I wanted to do a theater studies degree, everyone in my family looked like, oh God, she's going to really amount to nothing. You know, that was definitely something that was put on me. The only person that ever told me a counter story to that was my sister. My sister always believed in me and told me that I was going to be someone.

1:23:11That's got the chills. Yeah. Yeah. So, yeah, I always felt underestimated. I think I didn't feel that way moving to America. It's funny. You know, America is like, I love America, not right now with Trump, but in general, I love America. But I felt like this has really given me a place to, you know, I really believe in the American dream. Like, I think anyone can come here and succeed. And we've talked about this, like what we've done here, we don't think we could have done in England. from the infertility side you know it's been a really long journey like just beating myself up and you know it's so funny I was listening to Nick Jonas's song Gut Punch and there's a line in it it says where how could I be so mean to myself or something I've been so mean to myself about it I've felt like my body's completely failed me and people will say to me all the time I'm like, oh, you didn't want to have children.

1:24:07And I don't want to get into why I didn't have children or, you know, whatever. But yeah, it's been a tough journey. I think you just hit the nail on the head that we're all going through things, but it's how we talk to ourself when we're going through those things that makes all the difference. Yeah, oh my God, self-talk is everything. Yeah, because everyone we know in the world is going through something and it's how they talk to themselves about it that makes all the impact, makes all the difference. And I absolutely agree. to me it's one of the most important skills is being able to talk to yourself in a way that pushes you forward and keeps you grounded without over hyping yourself but hurting yourself and I think we kind of only know how to do both like I know how to hype myself up before this meeting or I need to hurt myself when I'm doing something wrong and we don't know how to help ourselves and actually have this healthy inner dialogue which is healing conversation and compassionate and empathetic and connected and but I have a question for you actually can I do this of course I don't know how you were raised exactly.

1:25:05I've heard some of your stories, but we generally were raised quite tough, right? Like all the racism I dealt with, I didn't come home and talk to my parents about it because they were dealing with it themselves. Right. And they didn't have the tools to deal with it themselves. So then, you know, I spent my whole life, all my relatives saying, oh, you're going to, you know, you're going to be the trashman. You're going to be this, you're going to be that, you're going to amount to nothing because I wasn't good at school. I was terrible at school. um so we've grown up with all of this like negative talk at us telling us that we're not going to amount to anything and here we are yeah amounted to quite a lot and done pretty well for ourselves right and and so now i'm like so confused about this yeah because i see all of these parents all my friends egging their kids on only giving their kids positive like all this good stuff and i'm like you know are they gonna have any grit are they gonna be able to survive in the real world like i know i'm so curious that's a great question and then i think of myself and i'm really good at talking to myself terribly like i'm really good at beating myself up i'm i'm the best at it right and if i don't do something the way my expectation of myself is i'll like really have a go at myself and but then i'm sometimes i wonder is that what makes me successful Is that what makes me driven?

1:26:23You know, so I'm curious, how does one deal with all of that? So I think a lot of successful people in the world today are successful because of their trauma. And what happens then is you can't even be happy in your success because you're doing it to prove someone else wrong, or you're doing it to prove yourself right, or you're doing it to show people what you could do. And I'm not saying you, I'm just saying in general. No, no, I'm definitely that person. No, no, no. And then what happens with that is you can't even be happy with your success because you you know this as well as I do, just because you now became successful, not everyone turns around who hated on you and goes, well done, you know, you really, no one's going to do that because everyone's busy living their own lives.

1:27:00Like no one really was anyway. So I think at one point that trauma has to transform into purpose, into mission, which is what yours is. You're being harsh on yourself. Like yours was always a mission. Oh no, I love to be myself up. Yours was always a mission. It was purpose-driven. You wanted to make a shift and a change for people that look like you and felt like you and came from where you were. But I agree with you. And that's what I was saying. the opposite of what we're seeing now is mollycoddling, hyping. And that doesn't do anything for you because now there's no challenge. And so what we really need is challenge, love, challenge, love.

1:27:31It's like when Jimmy saw you fail and you were already embarrassed and upset that you failed and he said, no, you're an album, not a single. That was love when you failed. So when we fail, you need to be held, but you still hold yourself to high standards. And so the way I look at it is we've got to help young people and everyone, but we have to help young people and ourselves hold ourselves to high standards and then have high grace when it goes wrong. Because if you don't have the high grace when it goes wrong, the best example of this was Roger Federer talked about this at Dartmouth at his commencement speech at the university.

1:28:06And he said that when I'm playing a point, it's the most important point in the world. He goes, as soon as I win or lose the point, it is the least important point in the world. Like I have to play the point, like my life depends on it. And as soon as that point is over, I'm going to move on to the next point. Because if I'm thinking about that last point, I'm not going to be able to play this point. And then I'm going to lose the next point again. And he was just like, that's the only way. And I think it's more about rather than hype and encouragement, it's more about teaching people to be present and teaching people to have high standards and then teaching people that, hey, if you failed once, like in Silicon Valley, well, I just want your next idea.

1:28:43Let's go. So I don't think it's like, oh, you're amazing. Don't worry. Like, you know, Jimmy wasn't like, you're amazing. You're so special. And this was just a tough moment. And it wasn't like, it was like, no, you failed, but let's go again. You know? And I think that's the mindset that we need is not mollycoddling and fake loving and over fake compassion, which only makes people weaker. Yeah. You know, and it would have done that to you. So anyway, I don't know if that makes sense, but. No, it does. I mean, it's a thing I, you know, I battle with also like, you know, my therapist always says to me, Angela, could you be more compassionate to yourself?

1:29:15And I'm like, but then would I have any ambition if I was more compassionate to myself? Like, I got to beat myself up when I fail so that I do better next time. Like, I don't know. It's just like - I get it. I get it. And I think, and that's what I'm saying. You have to have high standards. If you don't have high standards, you'll never achieve anything great. Yeah. But then you have to have high grace because that actually, what it does, what high grace does is your rebound times quicker. So if you have high standards, but then you have high hatred for yourself, you actually can beat yourself up for longer and kind of stay in that dark place whereas if you have a high grace period then you're like all right let's rebound like so you're rebut but i get what you're saying too like i have high standards i'm i'm harsh on myself i'm not i'm not easy on myself i've just learned to talk to myself as a coach and a mentor would talk to me not as a hateful person would talk to me yeah i think there's a difference in that it's like if my coach saw me perform badly i played a lot of sport growing up uh had a lot of coaches in other areas of my life, like my coaches would never just be like, you suck.

1:30:14You're the worst. Like they would never say that. But they'd be like, Jay, did you notice that you were one inch away from where it would have been great? They would point to the detail of improvement. They wouldn't point to like, oh, you suck. You're the worst. That was the worst performance. They would never say stuff like that. So I think it's being your own mentor, just as you would never have said that to Payal or never have said that to Priyanka or, you know, you would have just pivoted. Yeah. I mean, it's funny now, though. So now I'm with my fiance, Farhan Ahmed, who is running for assembly in District 66, New York City, by the way.

1:30:45Oh, wow. Amazing. That's incredible. But he's been a firefighter, as you know, for like 20, 20 years. And what's so interesting now, whenever like he's really shifted my perspective on life. Right. Because before I would be like really in the moment of like, oh, my God, I failed or this happened or that happened. And now like that saying of like, well, you're not we're not saving lives, you know. now that's really yeah now that's really meaningful like that whole phrase I mean he just retired to to run in politics but like prior to that like you know I spent we've been together like four years and you know four nights of every week I would just don't know if he's coming home the next day you know and every night before I'd go to bed I'd make him text me and tell me that he's safe so far but I didn't know waking up in the morning if he'd still be there like so it's a lot of anxiety.

1:31:37Yeah, a lot of anxiety. So that's actually sort of shifted a lot of my perspective on my anxiety about my failures or whatever. Like it's been a really meaningful journey. Yeah, that's beautiful. I love your relationship and I'm so happy to hear how he's having all this beautiful impact on you. It's nice. It's amazing to hear. And you've been amazing. I mean, talking to you about the wins, the successes, you've given great business advice. We've learned how to networked from you. We've learned how to be more convincing, persuasive. We've learned how to never give up. And at the same time, learned about the human behind all of it.

1:32:13We end every episode of On Purpose with a final five. These questions have to be answered in one sentence maximum. So Anjula Acharya, these are your final five. Oh my God. The first question is, what is the best advice you've ever heard or received? Yes. If you want to raise money, ask for advice and if you want advice ask for money I like that that's really I'm going to use that now question number two what is the worst advice you've ever heard or received to stay on one track one path and never pivot and you'll get to your goal eventually great answer question number three what's something that you used to value that you don't value anymore people's opinions no I I used yeah I used to really value what people would say about me and now I don't so much.

1:33:01Question number four, what's something that you didn't value before that you deeply value now? My alone time. Interesting. Yeah, my alone time used to scare me so much. I used to hate being alone and I think that's a lot of childhood trauma and a lot of things. So I used one sentence, but yeah, now I really love it. Now it's something I crave. That's a beautiful thing to get comfortable with, isn't it? It's taking me forever. Well, you're doing good. Yeah, finally. Yeah. Fifth and final question we ask is to every guest who's ever been on the show. If you could create one law that everyone in the world had to follow, what would it be?

1:33:36To approach everything with love and kindness. Yeah, the golden rule. I bet everyone says that right. No. No. Okay, good. Yeah. Imagine in the world how it would be if everyone approached everything with love and kindness. Totally. And I think that actually goes back to what we talked about. the reason why we struggle to approach other people with love and kindness is because we don't know how to be with ourselves with love and kindness. And because we're harsh on ourselves, we're harsh on everyone outside of ourselves. So all of that pain is coming from within. It's not coming from we hate everyone and we love ourselves.

1:34:10It's actually coming from - We hate ourselves. Exactly. And then we're putting it out there. And so that loving kindness requires, that's why that inner dialogue is so important. And so, Julia Acharya, you are amazing. Thank you so much. So are you. one of our heroes. I'm so grateful for you. I can't wait to see what you go off and do next. Can't wait for you to find your mentor through this. Usually people come on here trying to find a partner. You already have that. So I'm like, usually that's what people announce. Okay. Applications welcome. If you can mentor me, please reach out to On Purpose.

1:34:40I love it. I love it. What's the email? Yeah. Everyone who's been listening and watching, make sure you go and follow Ange on Instagram where she does share parts of her journey. And if you don't already, go and check out her businesses. We will put the websites and the links in the comment section. Should you wish to apply? Should you wish to ask her to be your mentor? Should you wish to do whatever you want to do? We will put them there so you can check them out. Ange, again, thank you so much for being such a dear friend and inspiration and being here with so much love and kindness as well and being so open.

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