Phoebe Gates & Sophia Kianni On Advice For Young Entrepreneurs, & How To Build The Start Up Of Your Dreams

25:14100%. But the problem is we only skewed where we were like had blinders on. We're like, we can't hire anyone our own age. Like we can't hire anyone younger than us. We only need to hire people who have eight plus years of experience and then we had to just open it up and realize oh wait there's actually really great people everywhere at every age and we need to like why are we doing that we made that mistake yeah in enthusiasm and like a figure it out can do attitude like sometimes these older people like i'd be careful i'm really young sorry you know sometimes people come and they're used to having these big teams and groups and assistants and people that report to them and all this and then you get to an environment that's a new company a new startup.

25:51It's like, where's all my people? It's like, no, we need you to be scrappy, buddy. We need you to like get it together. And I think that in relation to what you're talking about with Dear Media specifically, I've had much greater luck personally with younger people who are enthusiastic about the business, who get the vision, who are passionate about it, who are excited to stay after and get with the community and the group. And I would take that kind of attitude over experience any day because you can always get to the experience stuff later as the business matures. I was going to say, I think really just to get to the essence of your question, which is just what it's like being a young woman in tech.

26:27My comment was more towards like the people that we encountered who were asking really inappropriate questions, like what's going to happen to your company when you have kids or asking things of that nature, which were really inappropriate. And I think we're only asked of us because we were young women or asking, is this really your main commitment? Are you really going to be working on this company? Like, do you want to be influencers? Is that what this is about? And I think that that's that is really what I was getting at. And there was definitely like a specific archetype of that type of person.

27:00But you're right. I mean, I think that type of bias can come from women. It can come from men. But it's just important to know, like, there are totally people who might have a preconceived notion of you because of the way you look, because of the way that you present online. what's important is to find the people who don't believe that who don't have those preconceived notions and then to know that they're the people that you want on your team and so i think it's not worth a second of our time it's not worth a second of anyone's time trying to convince someone to believe that they're worthy when that comes from within and it comes from people who actually are also worthy of your respect quick break to talk about one of our favorite partners one of our favorite supplements, and that is Armra Colostrum.

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32:28And don't forget the limes. Please enjoy responsibly. A straw tequila, 40 % alcohol per volume, Diageo, New York, New York. I think we need to give some hot tips of when people are in an interview. I don't think it's appropriate to ask personal questions about, is that appropriate or am I like dated? to ask, what are you going to do when you have kids? That feels like a really intense question to be asking in a job interview. You're looking at me for this? Yeah. No, they're talking, she's talking about when you were pitching, right? No, you're, oh, the investors asked you. I thought you were saying the people that you were hiring.

33:06I was like, wow, that's still an intense question though, as an investor, you don't think so? No, it's inappropriate for sure. For sure. Let me just blankly say that. But we in our lane face this kind of stuff too like i remember with when whenever we like oh you guys are a couple what happens if you do this oh yeah they've asked us what happens if you get divorced you know i think i was like don't worry i'll handle it but one thing that i agree with you on completely is it is a complete waste of time to try to convince those kind of people with those thought patterns like they just i i don't speak ill of them i don't think that they're the wrong like that they are bad ideas i just think they're not the right fit and they're in there and they're not your people, right?

33:46Go to the people that are your people that get it, that are excited about it. They're going to be true partners that believe in you as an individual and as operators and as partners. Whenever we're met with those kinds of conversations, no matter what kind of resume or background or achievements the person has, I write them off and say, let's go to the next one. Yeah. You know what I mean? Exactly. That's crazy that they are saying that to you as investors. I think asking about kids, you're like, let me get through today. I mean, we're like 23, like 22. Jesus Christ. It's just like, let me get through this episode.

34:17That's like a lot. How did you pitch Sarah and Kris Jenner? How did you approach them? How did you pitch them? Give the audience some tips on how to pitch as you've pitched to two of the strongest female founders out there. Yeah. I mean, I think for us, it was really about both Sarah and Kris are very involved in fashion and they both deeply understood and had a love for secondhand and vintage shopping. So for example, Kris Jenner has Kardashian Closet. So she's actually been in the vintage space for years. And so I think for us, it was really speaking to her as for like thinking about the concept of, okay, imagine someone is shopping on a website and then that item is available on Kardashian Closet for a fraction of the price.

35:04It's a no brainer that someone would want to purchase the secondhand item that is almost the exact same condition, but a lower price. And then I think for us, it was also about explaining that we had thought through like the unit economics of the business and that it was an affiliate model, that there was other companies that had operated in a similar fashion and that they were able to become profitable, had multi-billion dollar acquisitions. And so we really just walked them through the business plan. We walked them through it as though they were a consumer. And they both were like, this is a product that makes sense.

35:34And this is something that we would use. And we love secondhand fashion. We understand. I mean, it's projected to grow to want to say like over 40 billion by 2028, like the online secondhand fashion industry. And so they believed in our vision and also this longer term vision of really what we wanted to build and what we want to build is this AI shopping assistant where it can accompany you on your journey. And the core question we're trying to answer is, should I buy this, which is something that everyone thinks. And so I think that us explaining to them, like, this is where we're starting and this is where we see the business growing.

36:07Like, we want this to be an AI shopping assistant. Anytime someone is thinking about making a purchase, it should inform them on whatever it is they care about. Starting first with price, which is the thing that most consumers care about the most. Starting with price and then continuing to expand to whatever else it is that consumers care about. For example, if I asked my shopping assistant something and I asked, like, should I buy it? If it's according to my preferences, it should tell me no at a certain point. And so I think that that's where we want the technology to go. Like, that's where we want this company to continue to grow.

36:40And so I think for us, it was just really about giving them like the honest picture of where we wanted to see things going and where we were starting. And they both got it, to your point. The other thing is like to back up, like they were not our first pitches, right? Like practice, practice, practice. Our first pitch, like if I think about it for too long, I could cry. Luckily, it was like a friend of a friend who worked at a firm and he was willing to take a call with us like kindly. We pitched for 35 minutes. We did not let this guy talk. We both answered the same questions. We talked over each other.

37:10It was horrible. And then after that, luckily, we had someone else in the room. We had recorded it for our mentor and they said, this is trash. And we quickly learned to then find, you know, people who raised capital before and we'd say, hey, could we please get on a 30-minute call with you and we will do our pitch for you. And then just at the end, can you just give us 10 minutes of raw, honest feedback of what you thought about our pitch, what was good, what was bad. And so we did that probably like 30 times with like family, friends, anyone we could get connected to who'd raised before completely outside of our space.

37:43And we wouldn't even ask them for feedback on the product, but feedback on, okay, how was our pace? Did we talk too fast? Did we talk over each other? Okay, what are questions we should watch out for. And so by the time we're going to like these people that we knew were like are like, you know, we really want these people to invest. We already had like practice and taken all of like the missteps. The deck had completely transformed itself. And through that process, we'd like learned, OK, this is what the product is going to look like. And here's where, OK, Sophia is best at answering this question.

38:10I'm best at answering this question. Here's how we actively explain like the vision and the business model. Did you pitch to your dad and what did he tell you to do? So I actually, I had talked to my dad early on, but it was really important for me not to raise for my family because I wanted to go out, kind of like Sophia had said, like proving myself. Totally makes sense. And so I really wanted to go out and have like a blue chip investor that would put money behind Fia that was respected in the tech space. So that was really, really important for us. Now on those practice pitches, 100%, I pitched my mom and dad.

38:41But again, they're my parents. I know, but don't they like give you like all this, like it only should be 10 minutes or do they have this feedback? They were too nice to me, to be honest. They're too nice. But I do remember after like some first like tough pitches where like we got really honest feedback, people were like, we're not interested. Like I called my mom like crying one time and she was like, girl, this is business. You better like, I'm here to support you. I love you. But like, if you want to do business, like you got to take some no's and you should not be crying after a no. You should be going to your next call.

39:08Like you should have these back to back. And I was like, whoa, I'd never like really seen that side of my mom because you have to imagine like she grew up in Dallas. She went to Duke. She was one of two women in her entire four years who was doing computer science at that time. She goes to Microsoft and is the boss of tons and tons of people. And so I hadn't really seen like this business side of her. I'd heard her voice on meetings and calls, but she's always been my mother. And so I hadn't like seen that side of her. And to get that feedback, I was like, you know what? You're right. Like, if I don't want to get rejected, then why am I pitching something that's going to be hard to get like, you know, that's going to be tough.

39:39A business, you're supposed to get a bunch of no's. That's the reality. And so I think learning to take that and then be like, OK, what about that pitch do we need to adapt? I think that's really good advice that your mom said. I just want to know when you did your pitch to Sarah and Chris, how refined was it? So you mentioned the first pitch was 35 minutes. You said you guys were talking over each other. What does the pitch look like when it's nice and refined and edited down? Oh, my God. Completely different. I mean, are we talking 10 minutes? Are we talking 15? Like five. We were like a well-oiled machine.

40:11We had like a 10-page deck. We were super succinct. I had one slide. Phoebe had another slide. We had like a Google doc in the back of questions that they might ask us, like talking points that we wanted to hit. By the end of it, we were like deck and pitching GPT, basically. But I think that that's what we realized was that ultimately, I mean, raising capital is a really big deal and you need to be super prepared and you need to want to do it. And so I think we we in the beginning were kind of like, oh, like, what are we doing? Oh, we don't know for raising. Yeah. You should not talk to investors unless you're raising.

40:47It's a waste of everybody's time. Yeah. And so once we were like, OK, we want to raise this money. We want we know we want this much. Then we could be really, really diligent in saying, like, we want to raise this much money. It's all going to go towards these expenses. And like, here's how it's going to generate ROI for the business. Like we had a super I feel like I've wiped it out of my memory now because it was such an intense period of time. But we spent weeks preparing. And then when we were like, OK, hey, today's the day we're starting the fundraise. Then we were really intentional about like banging out all the pitches, taking the no's, no sweat, continuing on until we were like, this is the group of people that we want to rock with.

41:24You have been told how many no's? I mean, like the majority of my life is no's. I mean, I think like any - I said no to you. Any entrepreneur - For 10 years. I think like - You had to refine your deck for me. You know, there's like two common themes of doing this show for 10 years. If I'm speaking to this audience and aspiring business creators or entrepreneurs, one, first, you have to launch fast and get it out there. And you have to get the feedback and be willing to take it either from friends or colleagues or even customers. And you have to be willing to adjust. You're never launching a perfect thing, as you guys know.

41:57It's just impossible. And the other thing is you just have to get very comfortable with no's and failures. I mean like if I ever was going to write a book it would primarily be all of the no's and failures and hurdles to get to where we've gotten to I mean like that's just the I think that the one problem that I have with school yeah is it's this past one problem I have a lot of problems but like the big problem I think school is it's great to be educated and to get an incredible education and if you can do it in a prestigious place where you can make connections even better if you can get it paid for by your parents, even better.

42:31But a lot of these places, they teach you this kind of, it's all about achieving all the time. When you fail, it's a failure. Most of creating a business and most of doing anything in life is constant failure. And then you work through that to get to that gem of success. And I think school sometimes doesn't do a good enough job of hardening people to that reality. So when I see young people, I got no and I cried and I quit. I'm like, Like, well, like the first, like you're going to get a hundred other no's, right? Like that's just, that's par for the course. That's normal. You want the no's. That's how you refine.

43:02You guys feel like you always both know when you're like, okay, we're doing something wrong. We need to like pivot the business. Or has there ever been like moments where you guys are like, you disagree on that? Like, what does that look like? I'm super curious. I think that we've gotten so many no's and we've had to pivot the business so many times. It's a part of it. It's a part of, it's a part of refining and editing. You know what it is, is I think if you have the perspective of most of the time, it's going to not be right and it's just a constant improvement then you don't really look at it as like oh it's a it's a failure it's just more like that's it's just like part of it like if you want to create a beautiful piece of art like you start and it's not like it's not just perfect at first like it just it takes constant iterations also with relationships and you guys know this with friendships too it's constant you're constantly editing like imagine if you got into an intimate relationship with you know a partner and you had one fight like oh this thing's a disaster let's like throw it away that's just like it's we wouldn't be co-founders we fight every day we We just have a system to it now.

43:53We fight every single day. We do? Yeah, of course. Every day. What did we fight about today? I don't know. You were yelling about me about the chili pad got, or the eight sleeve had got, you know, like a dog peed on or something. Sophia, what did we fight about today? If I was running late. That's okay. I think the veneer of perfection is a real hindrance to people in life in general, taking it in business and personal relationships and raising children. A lot of parents, especially if they want to paint this perfect picture of figuring, there's so many things that you learn as a new parent. Like, okay, I did that wrong.

44:27Or you feel bad about this. It's a constant iteration. I think that you guys should write a book about your journey of your company in the moment and call it the burnouts and write a book on everything you guys are learning. Because I think that people need to hear more from really young female founders who are going through this process. I think you guys would be the perfect people to write this book I feel like we need a book we'll do it dear media let's do it yeah do a book do a book that like shows the process because I think of course you guys are going to be successful you are successful I see huge things for you guys but I think people would love to see the process you know we did do a book publishing deal and we made it a bestseller maybe we should get into the publishing world Sam maybe that's where all these authors come now to promote their books anyway what are you talking about dear media did that yeah oh okay but i'm thinking now maybe i'm like margo take no i should have maybe we should have a publishing deal if you guys do a publishing arm we'll do it i i really could like see a book in your future okay so how is gen z responding to what you guys are doing are they loving watching this through the podcast like are you guys talking about it on the podcast or how are they responding to everything you're doing i mean i think it's been really exciting that like i want to say two days after we launched we hit like number 21 on the top shopping charts and we've pretty much like consistently stayed in the top 100 since then and honestly we had no idea whether or not when we launched anyone would download it like we were genuinely so scared we thought okay maybe we'll get a couple hundred people to download it off of instagram and so i think seeing that thousands of girls are now downloading it they're reaching out to us and they're also giving us advice like candidly they're telling us where's this buggy we this.

46:15I don't like this. Like, I think that for us, it's like this is the very beginning and we're constantly learning. And for us, it's really just been about understanding that we want to grow with our audience. That's why we started the podcast the exact same time that we launched the company, because exactly like what you were saying, we wanted people to be with us from the very beginning. And so the hope is that in a year, in two years, the company is completely different. Like the product has totally evolved. It's become so much better. And we're so thankful to the girls who who reach out to us, who tell us what's horrible.

46:47Like that's really what has been super helpful is we now have thousands of data points to be able to better understand people's behavior, seeing where they're purchasing, where they're falling off. So it's been awesome. And we just want to continue to learn and to realize where we can improve and deliver the best experience possible for girls who want to shop smarter. It's also funny, this industry is kind of antiquated. Shopping really hasn't changed since we moved online and we got like Net-A-Porter, which is amazing. And we got like Amazon, but like there's nothing that tells you if something's a good deal or not.

47:15There's no tool that actually delivers to you personalized shopping recommendations or insights or deals unless you're going to go out and hire a personal shopper. So the fact that this audience like there isn't that much that's actually built for this girl. Like we look at girls as society who love to shop. We kind of look down on it as like kind of a pesky behavior instead of being like there are some girls who are actually really damn good shoppers. They're always getting the best deal. they're shopping really smart oh what if we could just make a tool that makes that easier so you don't have to spend like two hours searching for your spring fling dress because you have so much other shit to do like so that for us is kind of exciting because i think that even when we're like okay that feature wasn't that great okay that's buggy we got to improve that okay we need to add you know image search we need to add price drops like this audience is hungry to have these new things because they're already naturally doing it in their own workflows and just checking to see if that item is dropped in price themselves.

48:07How does one prep for their first interview on a mic with the matriarch, Kris Jenner? Crying, a lot of crying. Yeah, whoa. Like that is, poor Margot sitting there like, oh, that was the worst weekend ever. Sometimes I think it's good to throw people in the deep end. Like, I mean, I think like you start with Kris Jenner. It's like you guys started with like the best. It's like, I think it causes you to level up in every area with who you're interviewing. I think it causes you to just kind of get pushed in. What do you guys do to prep? I mean, we literally spent the entire weekend thinking, what are the best questions we can ask?

48:45If she responds like this, what's a good thing for us to share? What's a good follow-up question? Is she wearing a caftan? We had no idea what she was going to wear. I mean, I think for us, we just, it was the same philosophy as the raise. It is always better to be overprepared. and we were as prepared as we could have been. And we went in and she was incredible. She was so sweet, so delightful and so genuinely interesting, had such good advice. We honestly didn't ask maybe like 90 % of the questions. We had so many questions we wanted to ask, but it was like, because there was such an organic dialogue, it really felt like we were just talking to a mentor and someone who genuinely wanted to help us.

49:25And so I think that it was, we over-prepared and I think that made us feel confident going in. But once we were actually doing the interview, it just all really flowed organically. Like she made it easy. She's so major. I love her. What was some advice that she shared that really resonated with you guys? The biggest one that I really took away was she said that she's involved in none of their creative process. Like when Skims is created, when Kly's Lipkirt is created, she's not involved in any of that. Like her kids ask her to leave the room. They kick her out when anything creative is going on.

49:57but then she's brought back in when a contract needs to be redlined to make sure there's a way out for the girls that i've been talking to michael about this that is creative yeah deal yeah that's true my i said to michael yesterday i said the the thing that you're so good at is you're so creative with the deal and you it's it's it's unbelievable to me how creative you get with a deal so i would what do you mean by that like how like michael we need a little yeah walk us through a deal. I'm not going to. No, Michael, give it. We're going to call Michael when we get to know next time. Give us some advice.

50:29I don't know if that, I mean, listen, that's a very nice compliment and when she said it to me, I've like been thinking about it. I just, I think, well, I just, I think that people have creative brains in different ways. Yeah, so Chris is creative. I don't see how to take some of the things she takes out of her mind with her brand or her business on the product side or even on the visual and like make, you could not get me to do, it wouldn't work. My brain doesn't work that way. But I could see how you can weave different pieces and different parts of either entities or machines or capital or structures together that create opportunities, I think, to create bigger wins for either those pieces being put together or greater opportunity.

51:11We give an example. No, I'll give you an example. So say someone wants to come do a podcast at Dear Media, okay? Michael's brain is 30 steps ahead. The podcast to him is like, it's like a tentacle off the octopus. I don't look at like... Do you know what I mean? No, that's not a good example. Oh, nevermind. I think it's more of like... What's a good example? Do a good example. Come on. There's so many things I could say right now. Give a good example. I think my brain works in a way of like, how do you unlock new capital resources or new opportunities by weaving different agreements and different pieces of different businesses together so that one plus one equals six or four instead of two.

51:51Okay, so you have the burnouts. What are you doing? Like, what are you thinking? So like, I don't like I'm not interested in talking to you guys about your show and your ad inventory. Like, that's where I start because like most people like come to a podcast business and they go like, what are you gonna do to sell my ads? Well, that's boring. I could do that in my sleep. Like, I'm not gonna be an asshole. But like, we've done that for years. I know how to do it. I used to do it for Lauren and I like that. To be honest, selling ads for shows is pretty easy. Getting premium rates and getting them to the right place.

52:13So the market digests them is also easy. My thing for you is I want to know how there's a brand that exists beyond this. And if there's a book at some place and if there's a business that get weaved and if the success of that show leads to more opportunities that then unlock other opportunities, I want to think down the line of that because for you, you guys can go and take your show and the numbers of your show and take it to different places that'll promise you all sorts of different things based on what the show is doing. But a lot of these people are very short-sighted in taking something and turning it into a much greater brand or business.

52:47And they're also not thinking about other things that exist adjacently that they can marry to that thing to make it more valuable and more worth your time. Like what would a bigger brand look like? Well, for me, it's like, and again, like not being so familiar with your existing business, I imagine, and we never, again, like never talked, but I imagine most people would say, okay, like you're going to do this and then we're going to put you in this agreement and it'll be a year or two and we're going to take this amount of percentage and like we're going to sell these and and like and like their their value prop is we'll probably feature you on some of our channels so like get you help you go it's like okay great like very standard basic stuff every company does that my thing is like the the conversation starts with the intention around like what you want to do in five or ten years and then what pieces i need to bring to you so that it's even worth it for you to give me a piece of your revenue like everybody that i talk to in my current role in my job already has a business.

53:42They already have a media brand. They already have a personality or a platform. For me to just say, give me a piece of that. Nobody wants to do that. They would come to someone like me because I can add enterprise value to the thing that they ultimately want to build on the line by also providing them growth. And so my perspective is like, I need to deliver on that and bring you something that is that before I even think about the other stuff. Because if not, a year will go by in your contract and the show will grow and you'll be looking at another place that'll do something else but for a greater amount of money and to me that's like i don't want to play that game with people i don't know if that makes sense excuse me i said my example was the example i don't know i said the podcast is a tentacle but it starts with like listen i like an octopus like i'm super up front with people and i'm like i'm gonna take a piece of your business and they're like well that sucks right that's your first reaction it's like why would i do that and i go but i'm gonna take your business from being worth x and turn it into X plus Y, Z, whatever.

54:41And so then you look at it like, oh, that's like a much more interesting thing for everybody. So you're willing to do something like that with an individual like myself or someone else because there's like a real value prop as opposed to like, let me leech on to what you're already doing, right? And is that structured as like equity or is like a rev share? It depends. Like it could be, it's different for everybody. Like some people want to go into IP. Some people want to go into products. Some people want to build a business. Some people want to start creating other things. Like the point is, is like, how do you take pieces together that are out there floating around, put them together in a creative way so that everybody together now has a huge win and also a huge thing to strive for.

55:19Right. But I think what Lauren was like referencing to me in terms of the way my brain works in agreements is I just start from the perspective of like, what are the pieces that need to be added in here? And then a lot of times people say like, oh, that's not possible. Or you got to carve this or you got to change that. And I'm like, no, no, no. There's a way to make this work together and kind of like supersede and get past a lot of those kind of like blocks. Quick break to talk about Fatty 15. I love being early to the party sometimes and we have been very early to the Fatty 15 party, but now it's time for you to join as well if you haven't.

55:53Here's the thing. Fatty 15 is a single ingredient supplement that is made of just C15. It is completely natural. I've been taking it for months and months now with stellar results. If you're not familiar with C15, C15 is the first essential fatty acid to be discovered in 90 years. And get this, studies have confirmed that it's three times better, broader, and safer than omega-3s. The origin story is that Fatty15 co-founder, Dr. Stephanie Van Watson, who's been on this show twice now, I highly suggest you check out those episodes, discovered C15 as the first essential fatty acid to be found in over 90 years while working with the U.S.

56:25Navy to continually improve the health and welfare of aging dolphins. Yes, the Navy works with dolphins. I was surprised too. Again, check out those episodes. we tell the whole story there. But let's keep this moving. If you want to get sciency about it, studies show that C15 works by strengthening our cells, improving our mitochondrial function, and protecting us against damaging free radicals. The result, better long-term metabolic, liver, and heart health. It ends up that many of us are deficient in C15, which results in weaker cells that make less energy and quit working earlier than they should.

56:53All of that makes us age faster, sleep poorly, feel sluggish. If this sounds familiar, it may be because you're deficient in C15. So like I said, ever since I discovered this product, I've been taking it daily. It's one of my go-tos. I can't live without it. I just did an episode recently on my morning cocktail. This is one of them. It's in there every single day. And of course, we have an incredible offer for our listeners and viewers. Fatty15 is on a mission to replenish your C15 levels and restore your long-term health. You can get an additional 15 % off their 90-day subscription starter kit by going to fatty15.com slash skinny and using code skinny at checkout.

57:25Again, that's fatty15.com slash skinny. one of the most asked questions i get when i do a q a on instagram story is what prenatal i use and what postnatal i'm using and most of you guys know it if you listen to the show so i use ritual i've used ritual for all three of my pregnancies they are amazing most prenatal vitamins aren't even clinically tested and i am not into this because this is one of the most crucial phases of human development. So what Ritual does is it closes the gaps and it sets a new standard, which is awesome. So the one that I took when I was pregnant with Bond was the Ritual Essential Prenatal Multivitamin.

58:05And you can expect all the things in it. It has methylated folate, which is so important if you listen to the Gary Brecka episode. It has biotin and vitamin D. And Moms Taking Ritual had overall lower cortisol levels during pregnancy than a leading prenatal. So they really designed this for moms in mind. I noticed they're really easy to swallow too. It's not getting stuck in your throat. It doesn't give you like weird burps and everything is designed to be well absorbed. You can go on their site and see where everything's from too. If you're pregnant or you're postpartum, check them out. Don't settle for less than evidence-based support.

58:42Get 25 % off your first month at ritual.com slash skinny. Start ritual or add essential prenatal to your subscription today. That's ritual.com slash skinny for 25 % off. So I was introduced to the RealReal because I started selling my clothes on the platform. And then once I started selling my clothes, I went on and became a full-on shopper. The RealReal has it going on. It's attainable luxury that upgrades your personal style. So they have everything from brands like Gucci, Fendi, Prada. I have gotten some amazing pieces on there like vintage or maze. I have found a wallet from Celine on there.

59:20I've even found like a beautiful Chanel bag that I could not find on any other site. I like how everything is authenticated so you know it's real. And resale is also amazing for the planet. I like to use the RealReal when there's a piece that I can't find anywhere that's sold out everywhere, I usually find it on their site. I also am someone who sells on the RealReal. So if you want to sell your clothes, you should also check it out as well. It's great for both. If you're looking for a dress for like a fancy occasion, or maybe you're looking for a poolside, like a really great slide, they really have it all.

59:58I shop and sell the RealReal, which is great because I can use my earnings for something special that I want that I've been coveting. I've even found something for Zaza on there. The RealReal is the world's largest and most trusted resource for authenticated luxury resale. With thousands of new arrivals daily, no one does resale like The RealReal. And now get $25 off your first purchase when you go to therealreal.com slash skinny. That's therealreal.com slash skinny to get$25 off. Start shopping now at therealreal.com slash skinny. Make sure skinny is all lowercase. How is my skin? You know what?

1:00:36This sunscreen, it's caffeinated, it's mineral, and it does not pile under makeup. I applied it today with a damp beauty blender before I got my glam done, and it lays so nicely under like a foundation or a concealer. But here's the thing that I like the most about it. So when I'm off work and when I don't have to do podcasts or Instagrams or content, or I just can just be comfortable, I can wear this caffeinated sunscreen and I still get a really nice tint and a protection. And it looks like my skin is all one even tone, which is nice without all the makeup. It's not like a foundation. It's like The caffeine tightens your skin.

1:01:22It gives you a nice even tone and it just gives you a little bit of color. So what I like about this sunscreen is the versatility. So you can wear it when you're off and you're running around and you're running errands and wear it with nothing over it. Or you can wear it like I'm wearing today right now with foundation and concealer over it. So it works both ways. I will wear this when I'm going to the gym in the morning and just wear it throughout the day with nothing else or I will wear it with a full look. I created this sunscreen because I couldn't find a mineral-based sunscreen with caffeine in it.

1:01:56Caffeine tightens the skin, it shrinks the pores, and I just like how it lays on the skin. And I mixed it with a mineral sunscreen and then we made it SPF 40. So it's a real treat. I think that you guys will absolutely love it. It just comes out in a pump, fits in your handbag, and it can go through the airport. You can shop this at shopskinnyconfidential.com and it's the caffeinated SPF. Also, if you're like me and you go through sunscreen quickly, you can subscribe and the sunscreen will get delivered straight to your door so you don't have to worry about it. That's shopskinnyconfidential.com.

1:02:34To round this out, that's what Kris Jenner does. Yeah. So maybe she's not creating the lip kit, but she's creating. no but the red lines are because she sees a bigger puzzle than other people yes it's a puzzle that's a good word and that's a good way like i look at almost as like i used to play video games when i was a kid and you have to like put these things together like these are the it's it's seeing the puzzle pieces and how like maybe seeing a path that other people don't look at i don't know if and it's just a it's a more of it's a different kind of creativity what else did you learn from chris any other noteworthy things we're all going to go listen to the episode but what else did you learn?

1:03:08I think the other thing that ended up, we didn't even realize, we didn't know that this was going to go super viral, but it has gone super viral, is there was this point in the podcast where she said one of the biggest pieces of advice she has for people is to keep a clean car. And she said having a clean car is just so important and you're able to think better. When you're in an environment that's positive and you're spending so much time in it, it ultimately makes you function more effectively. And she was basically saying she wishes that she could see people's cars while it's someone she's interviewing because she judges people really heavily based on whether or not their car is organized.

1:03:49Because she was like, I can tell so much about a person depending on how well they maintain their car. And then all these people were basically duetting the sound being like, oh my God, I'm going to clean my car now because Kris Jenner is judging me. And so I think that was honestly super interesting, but people like really, really resonated with it. So if you doesn't know how to drive, I don't know how to drive. I was like, I don't even drive. Just send that clip to Lauren. I do have a pristine car. My car is pristine. Sometimes though, I have a plate with old eggs. Okay. Because I eat a lot in the car because I'm very busy at this moment.

1:04:25So sometimes there's... The fact that you could look these two young women in the face and say you have a clean car. I'm going to send you a picture of my car. This is psychopathic behavior. Wait, what do you think her car looks like? It looks like an old plate of eggs from two days ago that she forgot in the backseat with makeup and stuff everywhere. Right now there's a mango plate. Sometimes there's things like that, but the car is clean. I think that Kris Jenner is referring to like there's stuff everywhere. There is stuff everywhere in your car. I'm going to send you guys a picture of the car.

1:04:59I'm not worried about it at all. My car in college was a mess. It was a mess. I think Kris Jenner would like to get in my car. And by the way, Sophia has no idea how to drive. Yeah, I've never driven a car in my life. I was like, such good advice. I don't have a car. I don't drive. If Kris Jenner got in your old plate egg car. First of all, I'm going to be like Sophia. I'm not really like a big driver. I don't want to drive. I want to be driven. I want to putz around. I want to be leisurely. I don't really want to drive. So that's number one. So basically it's your car that's dirty because you're driving me around in it.

1:05:30Oh wow. She really turned that. I love that spin. Now that. Oh my God. That was the art of the deal right there. She's good. She's really good. You know what? I'm moving this. Your car is disgusting. Moving on. He's like, your car is so messy. And you're like, it's your car. Unbelievable. We have a lot of questions from the audience. They're rapid fire, but you don't have to go like super rapid. Like they're just quick little questions. Guilty pleasure. You guys are very driven. You're very ambitious. I can tell. There's got to be a guilty pleasure. is it a martini it's a martini for me to be honest is it a chocolate mushroom what's the what's the guilty pleasure probably a martini like a manhattan for me would be it okay honestly i love temptation island i love salacious stupid dumb tv she loves like reddit like gossip threads is definitely yours i think it's temptation island i've watched every single season i know oh my god it like finally got on netflix i was like everyone is so behind like this is where it is i like i i love temptation do you guys rot or do you marinate wait what's the difference well i marinate so i like instead of rotting in bed and like laying there i like to habit stack it with like a it's the same thing a sheet mask a bed tray a plowman's lunch it is the same thing yes i do that like i'll you said i'll put like temptation island in the background and then i'll like right answer my emails or something she marinated yeah no i marinate it's very different i just got this bed or not i just got this table michael doesn't know about it because i'm about to give birth so there's this table that you can get i'll send you guys the link it's white it's really cute and it like rolls to your bed do you know what i'm talking about and on it I have my whole setup my coaster with my tea with my oh my god I want this it's really great it's like it's like 150 and it just goes over your bed and then you can roll it away when you're ready to go to sleep but I love a bed tray like a good bed tray where you can put newspapers on the side you don't read okay come on books I actually really like that idea a lot my night sin is a disaster.

1:07:45Wait, what's your guys' guilty pleasure? My guilty pleasure? Well, right now or when I'm not pregnant. What is my guilty pleasure? My guilty pleasure is a margarita, skinny, half-rim salt. I don't feel guilty about any of my pleasures. Freezing cold. Chips, salsa, guacamole, marination in bed. What's my guilty pleasure? Video games. I play video games, but I don't know that I'm so guilty. I need something to zone out. Oh, I like housewives too. Okay. We got your guilty pleasures. One thing in your closet you'll never delete. My mom, when she was pregnant with me, gained literally 80 pounds. And she used to have these old coats that were like custom made from when she was working at Microsoft like early, early on.

1:08:27And she ended up giving them to me because she can't wear them anymore. Best thing ever. It's like this suede coat. I wear it all the time. That is such a good one. That's a good one. That's a really good one. Okay, so one thing in my closet I would never delete. okay honestly my mom came to help me with like cleaning and organizing my apartment and I have all these old clothes from Stanford like you know frat party outfits and stuff and I was like honestly I mean what if I go out sometime and she was like you will literally never wear these tank tops ever again and I was like but it it's a it reminds me of a good time so also I feel like you guys need to keep the Stanford merch oh definitely don't throw away the Stanford merch It's a good memory.

1:09:07Yeah, it's really cute. Favorite piece of advice that you've gotten from anyone? You guys have been around some really incredible people. You're both incredible. What's the piece of advice? The universe winks at you. Sarah Blakely told us that. And I think that's the biggest thing. Like, like the universe, like sometimes things will like happen for a reason, whether you're religious or not. But like the universe will kind of like give you signs of like, OK, you're on the right track or you're not on the right track. so like you know when I'm I'm doing something having like a lucky number that I look out for or something like that and I kind of notice like if I'm feeling really good about something or I'm really enjoying the work I'm doing like that's the universe like winking at me and being like oh like this is your passion I love that because my mantra is everything's happening for you whenever some Michael comes to me I tell him that and that's really I feel like that's the same vibration of the universe is winking.

1:10:00It's the same kind of vibe. What's yours, Sophia? I mean, it was really interesting because both Whitney and Sarah said the same thing, which was essentially you need to trust yourself. And both of them basically had moments in their careers where they tried to hire more experienced people, people who were the industry experts, and they tried to listen to them. And ultimately, they realized at a certain point, you're the founder. You need to trust your gut and you're the one who needs to keep your foot on the gas pedal at all times. And I think that was honestly really, really good advice because it's so easy to get in cycles of self-doubt or thinking about, did I make the right decision or not?

1:10:38But ultimately it was basically like what Sarah said of if you really are in a state of paralysis, ask the universe for a sign. And then when you get that sign, I mean, she's shared all these stories with us of all these times where she didn't know what she wanted. And then she got really clear and she worked on her mindset and she set an intention like she knew what she wanted and then like she asked the universe for it and then felt like it was received and so I think it was just really validating to hear that for both of them especially because they're so similar to us like young women who started these companies who have now become super successful like they're who we want to be for them both to say that the biggest thing that stuck out to them was that they needed to believe in themselves honestly made me feel a lot more confident in and actually trusting our own decisions.

1:11:21You guys are on a great path. I see big things. What's the weirdest DM you've ever received? Lil Uzi asked me to go go-karting with him. So we went go-karting and it was a great time. Who is Lil Uzi? He's a rapper. You don't know him? I know, guys. I listen to Bossa Nova. Stan Getz. Do you know Stan Getz? No, you guys don't. You guys are like, who the fuck is... Are you familiar with Iron Maiden? No, I'm just kidding. Yes. Lil Uzi, so he's a rapper. Yeah, he's so big. Did you go go-karting with him? Oh, we did. We went go-karting with him. And was he fun? It was so fun. Did he like try to date you?

1:11:57No. It was genuinely a go-karting invitation is the craziest thing about it. It was not a slide in. I don't know about that. I swear to God. A go-karting invitation. I swear to God. I'm serious. He was dating someone. Okay. We all went go-karting with a group of friends. Okay. Hilarious. We lost badly, but it was really hilarious. I've never seen a guy ask a girl on a go-karting date platonically. he did he has a giant diamond in his forehead also i gotta go google him he's so cool you gotta go google stan gets though because it's really great music to work too i think you'd like you can listen to some stan gets bossing over in the morning and then maybe end your day with some little uzi no you know who little uzi is i do not but but i will after this i will get out of this and i will google him perfect and i will be blasting some little uzi in the are you guys in the retirement home right now with us you know what i just proved my old white guy yeah he did it's chill what's the weirdest dm you've ever received sophia it was like the chief brand officer or an executive uh i'm not going to say the name of the dating company but like one of the biggest dating companies in the world cold dm'd me and asked are you currently in a relationship if not i think i have someone who could be your soulmate like something so weird and so crazy and I'm like in a relationship right now.

1:13:19I like me and my boyfriend are dating. You haven't even told me this or what? I didn't tell you this. Well, because I received this DM and it's a couple months after like me and my boyfriend have been dating and I'm just like, this is so weird. Like, no, that's not how we're going to find our soulmate either. So I obviously like I don't respond because I'm like, I'm very, like I love my boyfriend. Things are going awesome. But I was like, how many people are receiving this DM? Because this is just so bizarre. It was just very bizarre. Maybe he's copying and pasting it or maybe it was geared towards you.

1:13:46did you put it on scene no i just like left it it's still there in my request you ever put it on scene i know i actually turned my red receipts off putting it on scene sometimes this is a little hot tip for all the girls listening if i were you guys i would be using that scene button like no tomorrow really why because it's amazing it's like seen it moved on next well i like that if you want to get a guy don't don't like act like you haven't read it like you know how you can see like put it on scene i've done that on text yeah see or you turn your red receipts on i would be if i were dating right now you did she ever leave you on red yes it drives me fucking nuts i'll be in a fight once again and i'll be like i know you see i've seen you see this no it's still to this day i don't pick up his calls all the time.

1:14:38You guys, don't take advice from us. We are very toxic. No, I got in trouble by a lot of people on the podcast because of how toxic I can be. Mel Robbins came on and there's like a clip that went viral. It's basically like us being toxic and that whole community, you know, but then again, we're still married. Three kids, 20 years of relationship. You got to keep it spicy. I think it's fun. If you want to get a guy, guys, put it on red. Turn on your red receipts right now. I'm going to put you on red. See how you like it. Oh my God. That doesn't hurt my feelings because I know that I, That's not going to work.

1:15:08We'll see. Oh, you're going to turn the tables on her. Biggest ick in business before you go. Biggest ick on when you present the deck. When they've said they've never used ChatGBT before. I'm like, what the hell are you doing with your time then? That's crazy. You're writing every single email by hand. I've had people say, no, I love writing emails. Huh? No, you need to help you. Wait, I am writing every email by hand. What? Wait, what? Explain it to me. I'm the ick. You go on ChatGBT and you have it help you write emails and then you edit it to make it sound like you or you can train ChatGPT to write like you.

1:15:40Like they have a whole like GPT like store and they're all free where you can do like professional email writers and you like click on one of those and then you paste in like, you're like, oh, respond to this email and say da da da. It spits out a response for you and then you adapt it to your tone and then you respond to the person. Wait, I feel like that sounds like more work than the way I email because I only email a sentence. That's also true. Lauren has had the same auto responder saying she's out of the office taking time for herself for three years guess what I am not gonna waste time in my inbox yep so she does she everyone emails her she doesn't respond three months go by on red she responds and goes team what are we doing about this it was taken care of a month ago we did it the point though I did it see how that happens I didn't I didn't respond it takes care of itself because I didn't respond see how that works what I will say is this incessant need to respond to every email I go in text and emails and I just delete a lot of the time and then if it filters back up it's important but if it doesn't come back it must not be important but my question for you is when you're are you doing this with every email that you get only the ones that are like important no only like the non-important ones got it like if it's a really important email I'm handwriting it like I'm sitting down doing it But if it's like a template, like, you know, I need to send a certain email, then I'll use ChatGPT to help me out.

1:17:00Okay, I need to get in on that. You need to show me how to do that. I use ChatGPT for my medical ailments. What does that mean? What do you mean? Well, like, you know, we don't have time for this. I'll be like, I'll throw my back out. Instead of going to the doctor, be like, tell me what to do and give me a recovery protocol. Go to the doctor too. Do both. And then I'll ask the doctor what they think of the protocol. And then you'll talk to me and it's an inner monologue narration. Great. Poor ChatGPT. Ask it. Put in your guys' text. the most fun thing to do with chat is to put in your text and then ask it to analyze the relationship.

1:17:27Oh, you want to know something cool? Woo! Like, is he like, are we meant to be like, I see, I love this. I've got all my girlfriends. The brokers out there aren't going to like this, but I was buying this property the other day for something and I didn't use a broker and I never done that and I asked ChatGPT what to do if you're not using a broker and how to negotiate and how to do it. He said he'd never use a broker again. And it's fucked up for brokers. But like, but honestly, like I was like, oh, that's all you got to do? Okay. Well, I mean, if chat gpt is that good i don't need a husband let's see if chat gpt can do a couple things i can do i think you guys should upload your texts and ask it to psychoanalyze your relationship i think if it said you guys aren't toxic then you could go back to those tiktoks and be like chat gpt says we aren't toxic we make a blanket statement that honestly people should probably not like take full relationship advice and when everyone says should we work together i say absolutely well you guys know there's toxic things that happen within the friendship when you're working together.

1:18:21I'm sure. Maybe there's not. I've had fun talking to you guys today. We've had so much fun. I need to hear your biggest ick in business. I mean, honestly, I think my biggest ick is a lot more simple, but I hate when I have really clearly communicated something to someone for them to do like a very specific thing. And then they either will do it in a way that doesn't make any sense, or they will not do it and do other things that are not a priority. She means when people don't listen to her. That's what she means. When anyone doesn't listen to her. No, but you seem very literal and articulate with what you need.

1:19:00And when it's not done right, I see what the ick is there. I mean, I feel like I really love clearly communicating as much as I can of like, okay, here's exactly, it's like it needs to be done at 12 p.m. It should look like this. And then if it's like 1230 and then I haven't received anything and then I receive something where it clearly goes against bullet point three and five, then I think it's also about, not about like following instructions, but more, I think a really incredible trait for people to develop is asking questions. Like if you're confused about something, like you should ask questions.

1:19:38Like I think the worst thing that someone can do is like pretend like they have everything figured out and then to do something when you could have just like clarified and asked a question and then prevented like a miscommunication. And I also think that like deadlines are important. This literally feels like a personal attack to someone who's listening. You better watch out, Sophia. This feels very targeted. This feels so targeted. I can't wait to hear off air what it is. Watch, it's me. It's not you. And wait till you have kids and you give them really specific things. That was a very specific example you gave.

1:20:11I like it. I like it. I'm thinking of a very specific recent. I can see that. 12 p.m. was also the very specific example she's giving. And you ignored bullet points three and five. Put it on your Instagram stories. Crop that clip. Where can you download what you guys are doing? Where can you find your podcast? All the things. Tell us. Go to Fia.com. You're going to download us as an app. And then you're going to add Fia to your Safari. And click allow for us to be able to follow you around on every shopping website to give you the best deal. and also I'm gonna get my vest for you guys we're gonna do it right after this we're gonna get you that damn vest be sure to give the critical feedback on the vest that's everyone's job the vest is cute and where can we find you on your new podcast at the burnouts on every social media channel congratulations guys thank you for having us on we also learned a lot from you guys thank you guys so much for having us on