How Bobbi Brown Went From Vogue Makeup Artist to Building a $160M Brand at 63

27:00Yeah, right. Yeah. And I mean, it's just having these talk. I mean, I work, I've worked with Lynette, who's come in with me for, you know, a decade at least. And, you know, there's been different parts of our relationship where we're like, okay, what's working, what's not. And it's gotten to a point now that it's like we could just say to each other. So we could just say, you know, and she's like, you're right, I forgot, you know, or Bobby, it's too much. You got to take a break, you know, so that's important. But again, you guys are 22 years old, so it takes a while. And I want to walk back to so four years into the business, you guys are approached by Estee Lauder to sell for$74 million.

27:41What did that process look like? Is that something that you are proud of doing that you regret doing? I don't regret it at all. And, you know, I don't even regret how tough it was at the end. It's been an incredible journey. And, you know, I was, you know, incredibly close to Leonard Lauder. He was my mentor. And I got to have lunch with him before he passed. And so I'm really lucky about that. But, you know, I wasn't we weren't for sale and we got a call that, you know, they that Leonard wanted to meet us and buy us. And it wasn't a big corporation back then. So it was very different. And I don't regret any of it.

28:19I learned a lot. It was incredible experiences. And I get to take all my experiences into what I'm doing now, which is great. And you signed a 25 year non-compete as part of the sale. What did that look like? And what was that process like? Well, I'll never forget the day my husband said, we've agreed on the terms. You know, there was a buyout period after, I think it was a 25 year buyout period after the sale, meaning, you know, to give me incentive to keep working. And when he said there's a 25 year non-compete, I remember counting on my fingers because I'm not good at math or science and saying, oh, I'll be 60.

28:57I'm not going to work when I'm in my 60s. No big deal. And guess what? When I left Estee Lauder, I was 59.9 years old. And so I had four and a half years left on my non-compete. So I had to wait four and a half years before I launched the next beauty brand. And what did you do during that time? Well, I first bought a charm for my necklace with an ampersand. And I put on the back of it the date my non-compete would be up. So I have that. That was before I got the fuck necklace. But I wore that. It's got my children, my grandchildren, and my ampersand. And then I spent two days not knowing what I was going to do, and then I did a bunch of projects.

29:37I did. My husband and I opened a hotel in Montclair called The George. We opened a photo and TV studio. I did a wellness brand. I did a Lord & Taylor. I did a Just Bobby shop. So I just kept doing things until Jones Road. You are too good at the game. They had to get her out for 25 years is crazy. And then the fact that you go back and now have a company that's bigger, if not just as big as Bobby Brown before is crazy to me. So I want to talk about the iconic moment of yours that stood out to me. So the Jones Road, What the Foundation, that went totally viral in 2022, with Meredith Duxbury when she posted a negative review using her signature technique, where she applied 10 times the normal amount of the product.

30:25You then responded with your own video of applying the foundation the same way, and you got 4.8 million views on TikTok. Right. Well, I'll tell you what happened. So, you know, we launched the What the Foundation, which, of course, I named WTF, What the Foundation. After we pulled it back, because when we tried to ship it, it didn't ship well, we had to reorganize it. So we finally launched. And I remember I was going in the city for something. And my son called me, says, Mom, I have bad news. I said, What? He said, There's an influencer on TikTok who has been trashing the foundation and everyone is agreeing with her.

30:59It's a nightmare. And I'm like, hold on. And I looked at it and he said, come in. We need to reeducate people how to use it. And we did. I went back in and I would do a whole bunch of TikToks. You know, if you are someone that likes a natural no makeup makeup, you'll love this. If you're someone that likes a heavy, you know, I think I said it nicely. I didn't say cakey, but a heavy full coverage. You're not going to like this. And this is how much you use. And I was so tired at this point at the very, he said, all right, we're done. And I said, I've won more. And I literally took the jars and I put my hands in it.

31:31And I said, I'm as a makeup artist, I love to learn new things. So I'm going to try this technique I just learned. And I put it on my face and I started cracking up. And I said, stop. And I left. And I called my youngest son and I told him about it. And he says, Mom, you cannot go up against a TikTok star. And so I called Cody, who was then the head of marketing, and I said, Cody, you can't put it up. He said, too late, mom. Train has left the station. And it went viral. And it was incredible to watch because everyone, the comments were, yay, Bobby Brown clapped back. And I didn't know what a clap back was, but now I do.

32:08and it was like yeah that's not how you do it and then all I all these newspapers all over the world were was writing this story because it was you know a lot of these influencer ruined people's launches and businesses and so it was it was a big you know viral moment fast forward to years later to many years later I was in London at a friend's restaurant and he said I'm giving you a heads up There's an influencer here that you might know. We're in London. And it was Meredith. So I got up and I walked over to her and I just said, hi, I'm Bobby. And she just was so sweet and nice. We didn't mention anything about the foundation gate, but it was a nice moment to just go over and say hi.

32:52And I want to know, what has it been like launching a brand in a completely different decade? Would you say that there's lessons that you're still learning from your previous brand? Or have you had to rewrite a new playbook? Well, I take all the knowledge of what I learned and I know very quickly what I need to do and more importantly, what I don't need to do. Because, you know, I'm very scrappy minded. So I do things that are simple and make sense. And I don't like to waste time or money on things that don't make sense. And everything has changed. And probably the best thing about me is I don't live in the past.

33:29I think about what's happening now and going forward. I don't think I think like an old person. I think I think like a young person. And that's probably a big secret of it. And I and things are changing. I mean, things that worked five years ago when we launched Jones Road aren't working now. And so, well, first of all, TikTok isn't working the way it did three years ago. So, you know, we've had a shift on a lot of things and, you know, our audience, you know, the growth of our audience were women 40 to 60. And we are now shifted to, you know, really bring in more millennials. You guys are millennials or are you Gen Z?

34:08Yeah. So, you know, we're not targeting Gen Z, but there's no reason why you guys, you know, aren't the right people for the brand. But so that has, you know, shifted. But I just think I don't see age. So it doesn't matter if you're 20 or if you're 65 or 70. I think you still want to look like a better version of yourself. A hundred percent. And another thing I wanted to dive in on is the idea of a personal brand. So you have over a million followers across Instagram and TikTok. You've leaned very heavily into social media. How has that looked like for you? And what was your decision behind building kind of a personal brand on the Internet?

34:46It's really fun. I mean, it's weird. I just, it's not work to me and it's not strategic and I don't have a calendar of what should launch. I'm trying to get the two young book girls who are brilliant doing social to talk to my brilliant social girl. Everyone's around the same age, 23, by the way, to kind of coordinate who goes up when. Because sometimes like three things go up at once because everyone is using that, you know, 900 plus thousand, whatever. What am I now? And, you know, I repost friends things and I put things up. You know, I don't know. I just don't have a strategy. And so I think it's become very authentic of who I am.

35:25Because you were telling us you spend an hour in the mornings responding to your DMs. I do. I do. And I'm, you know, I'm working with, you know, a nutritionist who's helping me with my lifestyle things. and you know I said to her I said I get up in the morning I drink an AG1 downstairs I make a double espresso put no I'm not AG1 I'm sorry oh AG1 greens it's got all the vitamins in there and it alkalizes your system I'm also a health nut it alkalizes your system so when you drink coffee you don't get too acidic so I do that first and then I get back in bed which is a stupid thing to do with my espresso and my iPad I read the New York Post I sometimes read the times but that's mostly on the weekend and then I can't help it but I start looking on social media and see who I responded to last night that maybe got back to me so it's it's kind of social it's kind of creative and it's kind of work and I do it and on the way home in the car today I'll have to do it again because that's where I communicate with people that's how we connected was over DMs yeah same thing I saw something you did I said that's so cool I went up, looked at your new business, saw who you were.

36:37And I'm like, Oh my God, she's so cute. I think she's a perfect Jones road girl. And I said, I'd love to send you makeup. And you're like, okay, cool. And I was like, wow, she responded. That's so great. Cause not everyone responds. So do you still do a lot of cold DMing? Oh yeah. I mean, I always, I mean, I used to do it on like every fucking day and yes. And by the way, I also have, like, I see things that inspire me. I'll send things to my creative director who, by the way, she's now 27. So she's old. I send it to Aaron. I'll send it to my son and my daughter in law to Lynette, depending what it is.

37:11And sometimes I'll just say, ask me, cause I can't tell them why I sent it. And sometimes I'll tell people to order something like my product development girls order this. I want to see what it looks like. Yeah. I love that. Can we have a product development budget? Start ordering some fashion pieces. It sounds like you're on your way. Hopefully a couple of years down the line, a hundred percent. But I'm curious, like for you now, when you when you launched Jones Road, how did you think about like marketing budget, like allocating towards TikTok, towards other channels? How did you learn like, OK, in this day and age, this is how we're going to launch this this beauty brand?

37:46Well, we launched on Instagram. I we did not have a budget for anything. We're self-funded. My husband, you know, and I self-funded it and we paid ourself back within a month. yeah I mean so because it did you know the first year we thought we would do a million and we did 18 you know and it just kind of kept growing you know doubling and growing from there and you know we just you don't doesn't cost anything except a person doing it on Instagram we didn't have an age we don't have agencies we just do it ourselves you know meaning like I hire young people to do things and I you know I'm kind of like the leader of it all right That's not good.

38:25Can you edit that? Can you do that? It's really fun. And what's your guys' strategy now? Are you also in retailers? Is it mostly through online business? We're 90 % D to C and 10 % is our own freestanding stores. I'm only in one retail. We are only in one retail account and that's Liberty in London. So we've launched 10 stores. We're about to launch two more by September. so um and it's and every single store is profitable and it's a great place for people to come in and see jones road and everyone that goes in there especially the first time comes out with all the colors that are right for them on a piece of paper so when they go home and they ever want to order anything they have it and you said that the business is now doing better than bobby brown i don't know for sure it was just it's hearsay so i don't know and can you give us some insight into how the business is doing now?

39:18This October is five years. So our five year anniversary, we, it's going to be, I think, an epic, uh, end of the year because we have my memoir coming out. We have, uh, a range of lipsticks coming out. That is how I started the first company. So it's very full circle. I think we are the best season ever. And, um, a couple more stores. I think it's going to be an amazing end of the year. I mean, the business has done pretty fucking amazing. And, you know, it's we're not doing the double growth that we started with, but it's a very healthy number. And we're, we're very profitable and we don't owe anyone money.

39:57And really the only people that we have to like answer to is ourselves.

40:10and how did the growth look like year over year was there a moment where you felt like it clicked or what did that look like well the first year it clicked I mean you know when I was hoping for a million dollars and we did 18 and you know we started the business with two million dollars so um you know it's and we don't waste we don't waste money you know i don't i don't waste money we print it yeah no i don't know what my son and honestly i don't know what the cmo you know who was the head of growth you know and then the cmo and now the ceo what he spends on on ads you know we definitely spend good money on on ads digital ads so every once in a while we have a magazine ad or a newspaper ad.

40:56And it's really funny. Our creative director will like Google how to do it. It's really funny. Right. We've done it for Danny Sayo magazine for Masterclass in the New York Times. And I have those taped up on my walls. And what does the best for you guys? Is it Instagram, TikTok? Like when you think about kind of owned marketing? You know, I think it's not TikTok right now. You know, I think Instagram brings people in the stores like crazy. Digital ads, you know, bring people. I'm more recognizable now than I've ever been in my whole life. And I mean, I was on the Today Show for 14 years. I've been on Oprah.

41:29I've been in Vogue magazine. But now, you know, you probably you guys probably don't get as many of the ads, but people that watch cable TV, it's always on. So, you know, people of a certain age, wherever I go, they always come up to me. So, you know, now we're I you know, unfortunately, once you start talking about me, you're going to get hit and you're going to see me putting makeup Bond. I've seen it already and I want to keep seeing more. But I want to talk about also you have your memoir, Still Bobby, coming out this September. What made you decide to write a memoir? Well, I had no intention of writing a memoir.

42:04I wasn't interested. I wanted to do another makeup book. I wanted to do a young woman's makeup book, a teenage makeup book. I've had two and I thought it was time to redo it. But through someone I know, an agent came all the way out to Montclair, New Jersey and said, I want to do your memoir. I said, I'm not writing a memoir. I said, I'm too young. And she said, no, it doesn't have to be a memoir. It could be your story. You have a lot to teach and I want you to teach me, you know, and everyone else, you know, of different ages, all these things. And I started doing it. And, you know, when I think about how I've done everything, I don't usually think about it, but when I do think about it, I think about my grandparents, my Papa Sam that came over from Russia, how I was raised, my parents' divorce, my dad's work, my, you know, my mom's creativity, you know, her issues she had.

42:54And it's, so it became a memoir. And then talking about all the things I did from building a portfolio to, you know, starting a brand to starting another brand, you know, there's all those like things that you're like, Oh, it's like rivers, you know? Oh yeah. That's where it came from. And, you know, I know I'm not done and I know I've become like a, you know, a good example to people of a certain age that you don't have to stop just because you're 50 or 40 or 60 or 80. And I know you mentioned during that period of your non-compete that you worked on, you said some little projects, but I'd say they're anything but little.

43:32You and your husband transformed the once forgotten Georgian Inn in New Jersey into a boutique hotel. What drew you to that project? I had nothing else to do. I mean, seriously, it was literally the day I left the brand and he came in and he said, I bought this building. I'm either going to make it condos or I thought it'd be really fun for us to make a hotel. First time I ever said it, I'm like, okay. And so we dove in and, you know, I asked, I needed a team and an office. So I went to the Apple store. I hired a girl that was helping me that was brilliant as my assistant. And my husband gave me, you know, basically it was a storage closet as my first office.

44:11And we filled it with five people sitting around a table. Lynette was there. And eventually we got a real office. So I just, it was like, sounded interesting and fun. I love doing things I don't know how to do. And I love figuring it out. What do you think that that taught you about reinvention in business? You know, I it just honestly has taught me that you don't have to be highly educated, business school educated. You just have to be a combination of hardworking, have a vision, kind of understand the way things work and have a lot of common sense. And by the way, not be afraid of hard work.

44:50Everyone's like, it's so hard. It's so hard. I'm like, tell me what's not hard. Yeah. For anyone who wants to become an entrepreneur, what do you think are the most important traits or lessons that they should learn? You should get a job first. You should understand what it means to commute. You should understand what it means to arrive at nine o 'clock and, you know, work as late as someone tells you to. Because a lot of young people that start businesses, they don't understand those things. And I think it's really important. And was that something that you learned when you were early in your career?

45:23No, no, because I was a freelance makeup artist. So I never had a real job until I became part of Estee Lauder. Then I had a real job. So, you know, I was being a freelance makeup artist. You know, there's weeks you don't work, but I still had to take those weeks and work on getting work. So I just, that was my work. This is my promotion work. I need to put, you know, appointments on my calendar. So I have something to do and hopefully someone will hire me. And now that you're in a position where you're hiring people, what are some of the most important things that you look for? I look for positive energy.

45:59I look for people that are nice and are creative and hardworking. But honestly, you can't be a dick. It worked for me. You got to be nice. A kind of offbeat question, but I'm curious when it comes to success, what do you think is more important, luck or hard work? I think you need both. I mean, so many people work so hard and things just don't come together. And, you know, people that it's all luck and if they don't work hard, it doesn't last very long. So you kind of need everything. And is it luck that has made me successful or is it just I got lucky? I don't know. It's like the word luck is interesting because it's like it's not just lucky.

46:42There's also hard work. and there's, you know, there's brain power and, you know. Is there any advice you'd give to your younger self? I would definitely give my younger self three pieces of advice. I would say, first of all, learn how to chill, which I still haven't learned. I'm working on it. I would second say do more weights than cardio. A hundred percent. Why? Because when you get older, you need muscle on your body to feel good in your body and look good. It helps with metabolism, everything. And it was all about aerobics when I was a kid. And the third thing I would say is you're going to be fine.

47:21It's going to work out. And don't worry if it doesn't work out, you'll do something else. Not everything works out. Yeah. Because I also want to dive into, of course, starting a brand when you're 63 can seem super daunting. Why do you think that you decided to do that instead of retiring or relaxing? It is the worst word. Retiring needs to leave. What does retiring mean? Like, you know, you stopped working, but that doesn't like people that retire, they just decided to shift. I don't, you know, they all find something. I don't have anything. I like doing things that are interesting to me. I like my brain stimulated.

47:57I like the creative process, knitting and pickleball and golf. And my friends are playing cards, cards and Mahjong. I love you people if you're listening to me you're probably not listening to this podcast my friends your daughters might be but or your nieces but I just don't find it interesting you know I just find I like to be stimulated I like to you know I became the editor-in-chief of Yahoo Beauty when I didn't know how to type and I knew nothing because why not that sounded so interesting because I didn't know anything. And so I learned a lot. How did you get that job? I literally got a call from, it was when Marissa Meyer was running it.

48:43And I got a call from someone that reported to her, can we come see you? It was her and this guy named Sandy, who was their head of people. And from the second they walked in the door, Sandy and I became best friends. And I remember looking at him. I'm like, are you Jewish or gay? And he said, I'm both. And I'm married to a black man and I'm like I love you and we've been friends ever since I love that so much I feel like so many people struggle with like having the perfect life and you shared on your sub stack what do you call it wabu sabi I love that word what does that mean to you because I like things that are visually perfect because I've spent my life at photo shoots like watching stylists kind of zhuzh everything and I do it in my house and then every once in a while you realize some of the biggest messes are the most beautiful, like piles of kids shoes.

49:36You should drive me crazy. And then they all left the house and my house was clean. My, you know, everything looked great, but they were gone. And when they came home with their messy shoes with their friends, it was beautiful to me. I looked at it differently. So, you know, it's, I mean, I still struggle with not being perfect, but you learn to let go of certain things. How do you think people in like their 20s and 30s can incorporate this into like their everyday life? Well, it's funny. Some people are born and they don't care about piles and mess and other people like, are you organized? You need everything clear.

50:11You need your desk clear. I'm messy. You're messy. How about you? Super messy. Okay. Well then you're both good together. I need, I need clarity. I make my assistants clean out my closets and I actually hired an organizer to come in and even at work because, you know, like things are shoved in and, you know, my creative department has more like, you know, cameras and things and mics. I need it organized. I want to be able to see what I need. It's also an efficiency thing with me. I want to be able to go in and see where everything is. So, you know, we give away a lot of makeup. If I can't open up a cabinet and see where is what, then it just doesn't work.

50:49Yeah. I definitely would say that for business being organized and efficient is so, so important. And I would definitely say that's something we've both gotten a lot better at since we started in college, is realizing things need systems and processes. I love systems and processes. And I'm someone who there's nothing normal and systematic about me, but I am. It's very complicated. What would be your biggest interview tips for someone? To be on time. And if you are late, call or text and say it. and do your homework. I mean, I've interviewed people that have never gone into a Jones Road store and they were interviewing to work on the retail team.

51:31I, I, I just, it's like shocking to me and, and people I've interviewed for assistance that come in with a makeup that does not look like Jones Road, you know, and it's like, do your research and, you know, maybe it's not the right fit for you either by the way so and you know and I don't really like I don't interview like other people do I kind of just like asking questions about them that you're probably not allowed to ask but like are you married where you're from what did your father do like I want to know who the person is because everyone on their resume looks like they know what they're doing.

52:10And I could train. I just want the right kind of person that I could have a comfortable relationship with. How do those people often end up being like, what's your takeaway when you know you've had a good interview? Well, sometimes people think they had a good interview because I, because I sometimes really like someone a lot. And when they leave three or four other people that interviewed them didn't like them. And I'm like, okay, who's going to tell her? Because she probably thought I was going to hire her. Yeah. But, um, which I think my team should tell me before I interview them, like, like, you know, make it quick.

52:45Don't be that nice. Someone should definitely slide you a note before, like scratch an eyebrow or something to let you know. Yeah. So you knew that I knew that I liked this girl or whoever this last person was. Cause I said to my assistant, show them the creative, you know, studio down the block. Cause I thought, Oh, she, you know, might be a keeper and no one liked her. What are some of the hardest things that you feel like you have to deal with as an entrepreneur? Firing, things like that. Well, luckily, I don't have to fire. We have, you know, an HR person who's 30, by the way. I mean, I could use an older person in my office.

53:24But, you know, someone with more experience at some point. But the hardest things, you know, I think, I don't know. The hard things, I guess, are I work with a lot of people that are phenomenal at what they do. They don't have as much experience in other companies. And so they haven't all learned how to timeline the right way, how to process, how to think backwards. But I've tried to teach a lot of people and a lot of people, we've figured it out. So if someone's worth it, I will train them and we'll work together. How do you timeline backwards the right way? Just it's common sense. You know when something has to be due and then you know what has to be done and you figure out what the timelines are.

54:09OK, it's going to take us six months to get that. How are we going to launch that in February? And before that, like, how are we going to do this? Like, guys, what about getting the pictures for the long lead things? Like there's all that stuff. And so we're working towards that. And would you rather hire younger, inexperienced people and then train them or really experienced, rigid people? Oh, I would rather hire, I would rather have someone in between. But I love someone who is like wide eyed and excited and wanting to do something and believes in it. And I like, I'm happy to train the right people.

54:47But I could use a few people in a few positions that have a little bit more experience. However, I have hired a few people that had more corporate experience and it was like, didn't work. Well, I'm curious because, of course, you worked at Estee Lauder, which is such a big corporation. Were there any things you took away from there where you thought, OK, that did not work for me? I prefer doing this scrappier. How about having hiring consultants to prepare the meetings, the big meetings that cost enormous amount of money, that takes so much time? And by the time you have these meetings, you know, you've wasted so many hours and it just doesn't work.

55:29It just doesn't work. So I don't, we don't do things like that. And we don't have those kind of meetings. Do you guys have an all hands? We do. We do. I open the all hands. Um, and I try not to zone out or I always interrupt something. I bring someone in. I brought the list lipstick lesbians in the middle of an all hands. You brought the what? The lipstick lesbians? They're these two girls. They're married and they are like super influencers in the makeup world. They're called lip. That's their handle. Lipstick lesbians. They're amazing. And all the girls that work for me know who they are they follow them and in the middle of an all hands i brought them in i love it we how do you connect with those influencers do you dm people i was speaking at the makeup show and one another makeup bar so you've got to meet the lipstick lesbians and they just moved to our town so we connected and they came in and you know they become friends you bring the lipstick lesbians in the middle of it all hands like that's like a skip from the office you do realize oh our office is like the office i invite you to montclair new jersey and see exactly where we are and how we live our life and how few people work in the office.

56:33It's really cool. How many people are in the office? 40 maybe. Three days a week, but one of the days is usually, you know, 10 less people. And we buy everyone lunch every day when they're there. We have a manicurist, Rosa, who does people's nails. People bring their dogs. You know, we just have the greatest people that work there. I mean, I, you know, I cannot wait to get home when I'm away. Yeah, they're like my people. I just I can't describe it. That's incredible. I mean, you guys are doing so phenomenally well to have this kind of culture where you really love the people who work for you is amazing.

57:08I love the people. And it's, you know, a very chill place. And people are, you know, they just really care. You know, every once in a while we do hip hop classes. I bring someone in. I just have a new app, a hip hop app. I'm going to start doing it with everyone. So they have book clubs. They have all, I'm not on Slack. I hate Slack. They're all, they have like whole lives on Slack, book clubs and all sorts of things. I can't. It's one more. Yeah. Well, that, yes, I, I, I, I need a private lesson on Fia because I joined right away. And you know, like, do you find Hermes bags? You can find anything.

57:47I cannot find a black bucket bag size 30. And I've called the head of PR. He's like, no, can't find it. It's got to be there. We'll find it for you. We'll find it on Fiat. We're going to find it. Challenge accepted. Yeah, because I want it for my book tour. It's like it fits my iPad perfectly. Any last words of advice, whether it's a makeup tip or for an entrepreneur or someone going into the beauty industry? What advice would you give to women in their 20s and 30s? Well, first of all, don't worry. You know, you're going to figure things out. Like that's the easiest thing to say. But also don't be afraid to ask.

58:22Like so many young women are afraid to ask, you know, can you help me? Is this right? And just know that if something you're doing isn't working, do something else. I love that. Yeah. One of the other questions we didn't ask that I wanted to ask you was about self-care. Obviously, I would say that's become kind of a buzz word. But for young women who do want to invest in their appearance to feel and look good, what do you think are the most important things to take care of? I think there's nothing more important than exercise for anyone of any age. You know, I don't care if it's walking. I don't care if it's stretching, yoga, weights, to incorporate a healthy lifestyle with good food and good habits and paying attention to yourself when you are tired and exhausted and pushing yourself to just take a break, put your pajamas on and watch some dumb TV, get in bed, take a bath.

59:11So true. Yeah. I mean, no amount of makeup covers when you're exhausted. Oh, except if you're me. I'm pretty good at it. You should have seen the girls when they'd come in in the 90s from, you know, whatever they did the night before. And we had to get them ready. Oh, yeah, I got this. Really? Oh, my God. Pass her over this way. Wellness was not a thing. I was doing it when no one was. people thought I was I used to bring my food to work and people like what are you doing I had like carrots in a bag and some you know protein in a bag and there'd be like wait yeah you said you're a health nut I went back to school and got my degree as a health coach from Institute of Integrative Nutrition so I don't have any clients but I but I learned a lot I learned a lot about food and you know how important best pieces of advice on health well eat food that you doesn't have ingredients that you don't know like try to eat as much as possible of food that is good for your you know not just your brain your body but your looks you know it's real food you know and yeah and if and eat less of the bad stuff and don't eat don't eat processed stuff like you know don't eat processed not good for you simple i love it yeah okay well i think that was everything bobby brown thank you so much thank you thank you guys you're awesome