Trinny Woodall: How She Went From Drug Addict To Building A $300m Business Empire!

26:12You know, they've gone. Nothing is going to bring them back. They have gone. But it leaves more questions. And then you look at your part in something. You know, and that's every person who has had somebody commit suicide at some stage will say, was it anything I could have done to stop it? You know, that's the first thing. For sure. If you love somebody.

26:45And the more I have learnt about suicide, the more that you know that when people talk about wanting to kill themselves.

27:00I'm not saying it happens less frequently than people who don't. But once somebody makes a decision that that's what they're going to do, they don't talk about it. You know. And you'd like to feel you'd pick up on it. But I think it's the hardest lesson to learn. But when you then come across people where you feel that you now pick up on those not saying things, that there's a lot of internalising going on and should you be reaching out and just talking, getting them to talk. Because people get themselves to a stage where they feel it's the only solution. And what's staggering is Johnny had hypervigilance around his children because he had been in the Israeli army and he was paramedic.

27:58And he had a really tough situation. And he had from a post -traumatic stress disorder which wasn't acknowledged, you know. It wasn't diagnosed until about 20 years later. But one of the things was hypervigilance around his children. So he had, he was always so, you know, worried for their welfare. So you kind of have this thing of where you get to in your brain when you are so worried about your children that you can convince yourself the best thing for your children who you love profoundly is that you're not in their life anymore.

28:42And that is something that is so important that we can help people who get to that situation. That they don't get to that final part of that situation.

29:10And it's understanding what to recognize, it's understanding, you know. And it's very important that we can help people very hard to recognize. You know, I didn't recognize. And there were lots of details of it which could have really upset me, you know, of things that were done wrong, just what just like police stuff that was done. You know, lots of things which you could hold on, you can hold on to lots of things.

29:48But you kind of have to let go. When I see people who have family who have died and they want to hold on to things or get this thing, you know, it's like all those things you might hold on to will prevent you to go through the process of grieving because it will hold you in this place and time and you won't just be sitting with that. You know, and you won't be able to work through. And you know, when somebody dies, you need to work through these stages and acknowledge these stages but not get stuck in something which eats you up. So even though there were all these things, that kind of could have eaten me up.

30:30I sort of knew and I had a very good there's a wonderful one called Julius Amio and she wrote this too, shall pass, and another book called Griefwerks, I don't know if you've ever had her on your podcast, she's an incredible Grief counsellor. And I saw her straight away, she came to my house when I knew and I hadn't yet told Lina.

31:03Because the first thing is you need to find the words what to say.

31:10She was a friend of my sister and she gave me words. It's like you just feel so. Like this.

31:21I'm at a good place with it now and I think that final thing was the moment I have by myself when Lina went off and for a week and I just, I thought I can't bury. I'm totally, you know, this is eight years later. But things take time. So interesting with how the process of grief that those first sort of eight years where you kind of compartmentalize or it's not the right time to address it yet because there's other things going on. And then eight years later how it can show up in a moment of like solitude and in a moment of space and come out. It's interesting because I think there's so many of us whether it's the grief of losing someone or the grief of some other form of trauma that we have it compartmentalized and it might be impacting our lives in ways we don't understand.

32:12I hear there's a lot when I speak to people about, you know, their mood or, you know, they were a slightly different person through that period but until they were able to kind of sit down and confront it and go through the process of grief they didn't realize that they had changed them in some way. Eight years later you have your moment. 53 years old you start training. Yeah. Big smile on your face. Mm -hmm. You know, starting a business like that at 53, a lot of people have a stigma or a stereotype that you can't start a business in midlife. You know, you shouldn't be doing that at that point or that, you know, you won't be able to raise, you know, all of those kind of stigmas around starting a business in midlife.

32:58Crap. Crap, yeah. Turtle crap. I started a business at 16 called, what was I first business? Bose on the mission. When I was at school, I saw hair bows. I know. And then I started a business at 53. So it's like, there's no other way to put it that ages is a number. It is just a fucking number. And you can either mention that number endlessly or you can look at what energy do you have at that moment in time to execute on your dream? That's all it's, that's all you need. Energy. All you need, well, you need a lot. But you know, you need to feel that, you need energy, passion, drive, relentlessness, perseverance, resilience.

33:43Pick yourself off and just get fucking on with it. You need all of those things. But you need the energy so that you jump out about in the morning and you are on it. Did it take time for you to cultivate that in the passing after joining past? Was there like a, do you know what I mean? Because I did, I did already two before and for that, I was, you know, I did 18 hour days for two and a half years. It's like it, you know, it's in me that. I've been a graft for quite a long time. So you've been mulling this idea for many, many, many years. And then you finally put it into action. I heard you say I started pitching in 2014 and it took me three years to launch.

34:22Yeah. I'd say pitching in 2013, I think. And what were you pitching? I was pitching. What was the elevator pitch? The elevator pitch was to create portable, cream based, personalized makeup for women, 35 plus. And how was that pitch received? I did 48 pitches before one person bit. I must have sent 300 emails. What kind of negative feedback did you get? Oh, I had lots. I had, you don't have enough followers. Fine. I had like, I think 50 ,000 followers. I had your two old start of business. I had, who's going to really run the business? Classic. Oh, that's a nice little backhand. Love that one.

35:14You live in this never -lance. Not like it's never going to happen, but it's never going to happen. But you don't put words to either. You sit like this place. And I had that feeling. I thought, I'll be able to ever get it. But I thought I'm never going to give up. So they're both sat side by side. Really started. Why didn't you give up? Because I knew it was a fucking good idea. And I knew it would work. I just had to find the right people who would get it. But if I'm telling you, everyone's telling you to. I don't care if everyone's telling me, no, I know. And I know enough. And I believe in myself enough to know.

35:41I know it's a good idea. I just know it. I just got to find somebody who has the vision to understand it. How do you know it, though? Because I know women. Because I've made over 5 ,000 women in my life. Because I know what women miss. I know the frustration. They feel that the beauty counter. I know that some of them don't want to admit they don't have to do a smoky eye. I know that some women feel stuck. But they don't know how to articulate. How do I do it again? Because I don't want to seem silly in front of my friends. I know that some women feel just... They could never do that. Was it expensive to start the business?

36:18Yes. What were the personal sacrifices? There are financial ones. And there are friendship ones. Did you have to sell any tables? Let's start with the financial. No, but I sold my house. You sold your house? Yeah, I sold my house. And I kind of... Why? Because I couldn't afford to stay in it. I had debt. I had a big mortgage. I had kind of... When I separated with Johnny, I'd wanted to get this house. That I bought that would enable me to walk my daughter to school. I just wanted this thing. Like desperately. So I bought this house with a really big mortgage. And I did alone. And I did it from scratch.

36:55And it was my dream every single little element of this house I built. Did that make you sad? That realization, because it seemed like a dream. The idea that I would have to leave the house was something I thought about every single day of six months and thought, what can I do to prevent it? Because I worked this hard for so long. To have this house. I've always wanted to own a house. You know. But once you let go of it, it's just a fucking house. And you think there's a bigger picture. And the bigger picture, maybe could buy me five house. But the bigger picture is... That there is a bigger picture.

37:36Not even to look to the stage where you might be able to buy it. A nicer house. But it's like... I was on a mission, Stephen. I was on a mission and I thought, I've got to make it happen. I can't not do this. There was no turning back. I couldn't not start the business. So then it was, what did I have to do to start the business? Because first of all, I sold all my clothes. I did the sale. And I went on to Emily's list. And I... Emily's list is this. And I was renting out the house. So I didn't care who came to my house. I had like a thousand people coming in my house, buying clothes. So I raised in two sales, 60 grand.

38:09Because I used to borrow... I used to follow Gary Vinacheck. And Gary was always like, what the fuck can you sell in your house? You know, you can sell your trainers. You went and spent a fortune on those people who were saying, oh, I'm winging to Gary and Gary's saying, sell something. Everyone has something they can sell. Well, how much do you want the business? How much do you want to be successful and start the business? What are you prepared to give up? Look at the long -term gain. Was there any doubt, even a whisper of doubt? I say this in part because I look back on when I start my business.

38:36I was keeping diary entries. Yeah. And I was... I feel the same as you. There was no going back. There was definitely not a plan B. My parents went to the beginning of the year. There's no plan B. I'm shoplifting pizzas at this point to pay myself. I'm like, I can only go forward, right? I haven't paid my rent in three months. I've rented only 150 pounds in Rushholm. Yeah. But then I... So I recount that moment of my life is... I zoom in on the tan... tenacity and this certainty and this conviction. Yeah. But then I look at these diary entries. And on this day, I'm like doubting myself a little bit.

39:06It didn't last. Yeah. But there was a day where it was like a rocky... For sure. You know, and that's for sure. It's not all like the thing is, the overarching theme is, I can't go back. Yeah. It shouldn't negate the fact you're going to have doubts. You're going to question, you know, it's like, there's something somebody will believe in it. But there was like, another ten meetings and nobody has. You know, you think... Yeah, yeah, yeah. And also, at the end of an investor present, when you present to investors, the real questioning of your integrity over your idea is how much you decide what was the last meeting they had in the room, which they brought to that advice to your meeting on a totally different business to kind of talk about the market.

39:50Or, I mean, a amount of times I've talked about, like, you know, it's about growth. It's not about retention. It's about 70 % new customers, 30 % retention. And I was always saying, no, it's 60 % retention, 40 % growth. But saying this when Casper mattresses was going high fly was like, nobody wants to listen. I know now why they didn't invest, because their whole thing was growth, retention, fuck it. You know, and it's like, retention is everything. You've got to download growth. You've got to have new customers. But if you don't have the bedrock of retention, the kind of classic, you know, like companies that don't do any publicity, like five guys, or some companies that haven't done much publicity, they're relying on the customer loving it.

40:31They're relying on getting new customers from their customers. You know, they're relying on the most classic word of mouth moment. But you've got to build a company on cement. And I felt at the time, these guys looking around, they're building it on quicksand. You've got to then leave that investor meeting and think, what do I take away? That's good advice. So the advice I took away to myself was, if I'm in a room of predominantly men, I want to go in and a female trait to me, as you want to paint me in tie -packs, you want to bring somebody into your universe and you want to show them everything.

41:08So they don't have one thing they can hone in on to make sense of your business and join the dots. You don't give them the dot -joiner. So therefore, the thing I learnt was to go in and say, look, we're starting with this. And from this, I'm going to give you this. And then we'll get to that. And they're like, okay, and they... It's not men or slow and women are faster. It's like there is a fundamental difference in how people need information to live to them so they can absorb it, go, yeah, that ticks my box, and then be ready to listen to the next bit of information. And that I didn't know. I didn't know into the 10th pitch.

41:45And then in the 10th pitch or whatever, halfway through my pitching, I kind of thought, actually, what am I not doing right here to convey? Because if I believe this is a good idea, if I believe it has legs, what am I not getting through to them that I need to? And that's the vision of the future, kind of. It's a bit of a vision of the future. It's like there's a real classic that if you are a woman, generally men, if it's for dominant emails, they will ask, how do you protect your downside? And if I'm a man sitting here, they will say, how do you maximize your upside? It's a classic, all right.

42:17So when then... So just to explain for people that don't understand, downside is basically like... How do you... How do you get your risk? Yeah. So, you know, how do you protect your risk? You know, what happens if you have a problem with the product? What happens if you can't find the customer? What happens if blah blah blah? And maximizing the upside is how you're going to scale. How you're going to bake that business bigger. So I thought I was like, okay, all right. So then when they would start to get to that little thing, I would say, you know what? These three ways, like any business, is what I'll be doing.

42:49Now, let us focus on how I'm going to maximise the upside. And just kind of gently, not insultingly. Sometimes I was a little bit, you know. So you became aware of their prejudice, and would counteract it before they kind of had a chance to use that as a way to... Yeah, you kind of want to bring in a conversation. Well, it took me a while, Stephen. It took me because I had never gone to, you know, when I did investor presentations in 99, I did five and I got it, you know, in those two of them invested. It was a very different time and pitching a concept. How did you counteract the prejudice that you knew was existing in those pitch boardrooms?

43:30Or did you? How did you deal with that? It's not cool because there's a part of me that thought, like I went to one and he said, I love the idea, but it will only be successful if you do it for millennials or Gen Z, because they're the only people who are going to buy like that because women of your age don't have to buy makeup online. Okay. And at the time, 26 % of people bought beauty online, all right. And of that 26 % maybe 15 % were in the demographic that I said. But I said, I'm providing personalization that will make a woman and I will talk to women in a way of a language they understand to think actually maybe if I went online, I'd be better diagnosed than if I went in store because she has this personalization.

44:16And then when it launched and those very first few people who had never shot for makeup online did it and thought, this is better than me going to be Jones. It was like spread the word, spread the word. And it built itself at that time when the man from this VC was saying that. And I was like, I left the room and I thought I actually would not want this person to invest in my business anyway. So there is that maturity you can get of thinking because you've got to also, you know, when you're going for money, you very much feel the powers in their hands and there's got to be something you bring into the room where you think, do I want these people to invest in my business and to get to a stage where you're the one in a way on the back because you're wanting the cash, how can you then say to yourself, turn it around, you know, do I want these people in the business?

45:07Have they got something to contribute? And asking them questions like, what will you contribute? What do you do for your other VCs? I've spoken to a few, you know, you have this big thing saying that you get the CMOs together and whatever. But do you actually do that? And how does that happen to you? How much is this business worth in your perspective? Don't give out valuations. I read 180 million online. It's doing well though. Yeah. What can you tell me about the scale of the business just to give us an inclination? We've grown over 100 ,000 a year. About five years. Five years. Yeah, we did 50 something million last year.

45:53We are, we're 780 countries. We started a skincare year and a half goats now 38 % of my revenue. So it's growing quite quickly. It has a highest retention. So when I look at the business and I look at retention of products, for me, the value of the business and look at what product basis there are. So that to me is an exciting place of business going to. We're localizing in different countries. So there's one thing to be sold internationally. But then when you localize, it takes a lot of personalization across different countries. Yeah, it does. And so we did it when we're about 50 % in the UK.

46:38And then we're about 23 % in Australia with 10 % in America. That is a fantastic business. And I would like to invest. When you think about your character traits and what you bring to the business, what is that and how has that led the business to become successful? Because I think in founders, we talked earlier about focusing on the thing you're good at. Yeah. What is the thing that Trini is good at in this business? I think I'm good at understanding how women react to things and what they want and how you speak to somebody so they can hear it. I think that's probably what I know better than anyone else in the company.

47:14How would you speak to someone so that they hear it? Well, years ago I did Oprah. I know Oprah taught me a lot. And she is an amazing woman. But when I used to do her shows, we would tell her stuff because we'd just done a book and it would become a number one time special in America. And it was like, she helped us do that. But she would tell them stuff, I'd said. And then she would repeat it three times within that half an hour. She just repeated, repeated. And I said, after I was over, you always repeat. She said, because it registers, they get reminded, they remember. So that sense of you say something and you say it three times in maybe three different ways so that by the end of that conversation somebody walks away with a new thought in their head.

48:03So there is that. And I don't consciously do that anymore. I think at the beginning I probably did because I remember what she said and then it got into a habit. But and it's also remembering who to speak to. Because when you speak, when I do my contribution to to Trinny London on social, I could be speaking to many different women. I could be speaking to a nurse on 18th -round a year who saves up every month to buy one thing. And I could be speaking to somebody who could buy 10 things and choose to spy us. So it's quite a broad remit. But they all realize because of what I was talking about, the importance of actually buying things that really work for your skin and not wasting your money and not putting things on that are bad for your skin.

48:51I don't mean bad like green. I mean, don't do anything for your skin or just understanding what you should use is not what your best friend should use. And because I had very bad acne. I mean, like when you talked about your turning off the light, I used to decide what restaurant or I go into. Like if I was going out as an 18 -year -old and I had this lighting, I would literally say, can we go to another restaurant? Because you would see my acne postures coming down and I would go like, I'd literally see, I'd be like this for dinner. So that obsession with my skin and the effect it gave on my confidence and was a lot of what I put into when we look at what ingredients we're going to use and how we're going to use them.

49:32And we have a lab in England. You know, I'm proud of the fact we have a lab. We make things from scratch. We're not like, hey, let's put a label on here and say, Trinny London, you know. Are you proud of the business? Very. Are you proud of yourself?

49:48Yes, I am when I remember to be. I mean, I get... When I remember to be. No, like... You've crossed your arms. Look at the body language. No. I am. I don't... It's very easy to... Well, I never get to play this conceit. Many people are proud for me and I sometimes find that challenging. It's like I want to move to a conversation on. Why? I don't know. I can't answer it. And it's just a thing. You know, but I'll have good friends of mine who've known me a long time. Who will just say, you know, very lovely things about having grown the business? I often... How do you feel on this one? Because we got discussed it together.

50:31Yeah, no, no, no. Because we must go through the same stuff. I do. I'm asking questions, but I... But you ask me. Okay, so give me your feedback. Well, when someone gives me a big compliment at the same time, they're also reminding me of everything I could lose. And so I think my natural way of dealing with things is to... As you've kind of described, is that forward motion? That forward motion makes me feel stable. Yeah. So whenever someone comes to me and gives me a compliment about something I've achieved, it's... I always say, like, chaos is stability and stability is chaos. It's a moment of stability that I don't like.

51:01Like, just the idea of a... Yeah. Creates a stability that I don't like. I want chaos. I need that forward motion to feel stable. It's a weird one because it's like a lot of people would disagree with what you're saying in terms of, you know, sort of a self -worth guru who's saying you've got to... You've got to, you know, take a step to... A lot of friends would say, ''Train, you need to take a moment to acknowledge how far you've come.'' And I think what you're saying is... I'm just trying to grasp exactly your thing of the chaos and stability. And I think... I can explain that now. Yeah. Okay.

51:36So when Olympians go to the Olympics, they come back, even if they want a gold medal and they fall into a depression, I think they call it gold medal depression, the stats around it are alarming. I think everyone asked what's... Where it said, ''Up to 80 % of Olympians post the Olympics feel that way.'' I think that humans, most of us anyway, maybe that's why we're in these buildings with these amazing technology, have it within us to need to... It goes back to what I said before we start recording about progress. Yeah. We need a sense of forward motion. We don't... The opposite of what we don't want is completed goals, abundant resources, and nothing to strive for.

52:08Mm -hmm. So maybe because I'm particularly... I was particularly insecure as a child, I need... I get my worth from the sense of forward motion and accomplishment. The thought of stopping and being done is a form of psychological chaos. Yeah. It's a form of purposlessness. Yeah. And so I think stability is actually the forward motion, the chaos, the uncompleted goals, the striving. That's when I feel most stable. Okay. And when you remove that, something to strive for, I feel... Which people would call stability, I feel chaos. Yeah. But also, I think for me and you, there is something where our work is...

52:45I know it for me anyway, is inherently linked at deep, deep level to our sense of self -worth. Yeah. And so... Yeah, it's quite... I feel deeply uncomfortable when I get a compliment about the work we do or when people say that to me, I'll use your pause for a second and just think about how far you've come. Yeah. It's robbing me of something. Yeah, it's like... It is... When will enough be enough?

53:15I don't know if enough should never ever be enough. I don't know if you should always have a little bit. I don't know. Because you see you live in chaos. So I ask you that question, when will enough be enough? When will enough be enough for you? That humble ton song, I will never be sad, is fired. I always think about that. Well, I get back to what I said. There's no such thing as enough. It might not mind. Yeah, so when will enough... Answer your question. When will enough be enough? It will never be because enough is always going to mean forward motion. So, and progress. Enough. Yeah, it's going to be enough.

53:48And success to me is forward motion and progress. So success can't therefore possibly be any destination. It is the forward motion progress. It is forward motion. It is a challenge. It is autonomy. It is a meaningful goal to strive towards. And it's doing it with people I love. Yeah. That's success for me. Okay. And so I need challenge. I need forward motion with people I love. High degree of self control. Yeah. It's your life breath. Yeah. And then I'll die some day, as I'm doing it. Yeah. It is life breath. Yeah. Q1 is often when businesses start implementing new systems and processes in hopes of creating efficiencies for the year ahead.

54:24And over the course of my career, I've learnt just how crucial having the right systems in places, one which has helped me across many of my investments is net suite. They're also a sponsor of this podcast. Net suite is the number one cloud financial system through their streamlined platform. You'll find all of your accounting financial management inventory and HR in one place. Their technology has been a real game changer, especially for my team at Flight Studio. As over the last year, we've moved out of startup mode and into scale at mode. We no longer have to juggle multiple systems and having everything together has reduced the number of manual tasks and errors.

54:59Over 41 ,000 businesses have chosen to future proof their business with net suite. So if you'd like to learn how it can help your business, head to netsweep .com slash Bartlett and free download the CFO's guide to AI and machine learning. That's netsweep .com slash Bartlett. Really is. What is success to these days? Like what does success mean for you? People ask me that all the time as well. But I mean, it's such a, when you hear that question, I think, oh fuck. Make it specific. Like two generalistic. So, what's, if I, let's look, look at the next decade of your life. Okay. If I say, if we meet again in 10 years time and it's a new say to me, that was a successful decade.

55:38All right. That's a good way. Okay. Next 10 years successful decade. The one thing, this is the only thing where I will bring age into it. All right. Is I am 59. So, when I'm 69, do I want to be working so hard that I sort of miss friends birthdays and don't get to, you know, take part in life of things outside of our work? Because that's a big one. Like when you're in your 20s and 30s, you can kind of like all your friends are doing that too, you know, and in that same space. So, it doesn't matter if you say, look, in a month we'll get together or we'll go for a weekend somewhere because you're all doing it.

56:20So, it's like you're on this thing together. But when you're me, probably of my friends, maybe 80 % of them, their life is slightly different from what I'm doing right now. So, and that element of that friendship and those connection with people is fundamentally crucial to our feeding ourselves, you know. And there's always that guy who, not head of American Express, but he's like, you know, will I be remembered for how hard I worked, you know, on the graves? And there's that classic corny thing of like, well, they remember how hard I, you know, it's like they won't. But whenever I read that, I think, but they just had a nine to five job and this is a passion.

56:59You know, I always say that. I think this is so different because this is, because if I, if it was just a job, I'd probably say, you know, I should slow down a bit, whatever, but I travel the world. I help a lot of people around the world. I meet a lot of, I was in Birmingham. What about work life balance training? Yes, but this is the thing. It's like, I don't see my job as job and then there's work life balance because there's areas of my job, which should be sociable things. I meet people, I have conversations with women every day, you know, on this, you know, social media thing, which is now a few, a few million people.

57:38I have these women who know me really well. It's so interesting how you think, oh, but I haven't seen, you know, I have my friends who have known me since I've been my teens. But I have these women who are part of the Trinity tribe. They could be anywhere in the world, but they know me so well that like I might do a little live and they'll DM me, say, Trinity, I sense this this morning, are you okay? Do you need to take a breath? You know, and then when I shared this, you know, that John had died and so, you know, they sent, thousands of messages and I read, I read everything to people sent because if people make the effort to write a message, and on my Instagram, I respond to everything, you know, I, we have a team of 11 people who we had like 12 ,000 comments a week for Trinity London stuff.

58:27But I do all my Instagram because that's the beating heart of the women in my life and the feeling, people are feeling, you know, whatever you have a business, you need to understand, what is the feeling people are feeling? So in England, we have a big cost of loan crisis. I still want to give people quality products that are premium. So with all these things going on, how do I sense check this thing? How do I adapt the conversation so that it still is relevant to their life? And they're just, so going back to this work like balance, like they help me to sit for a second and like one of them sent this message three days, they said, Trinity, you have to remember to feel what you're going through right now because you don't usually, you just rush her it and you need to do it.

59:25It's all I've never met before ever. Okay. But they're just incredible women. And so my, when you, when you talk about a business, all right, you talk about starting a business. My business is this passion for these women to feel great and are sort of, you know, you always have these, what's your vision board and what's your mission as a company, but it's literally to leave woman feeling better about herself than before she came into contact with me with fearless with the podcast with Trinity London with what happens. That's my mission. I am here for a mission. I know that sounds like whatever, but I am, I know I am, you know, I know I am, I know that when, like, I know that during COVID, when there were people feeling in a full family of people, fundamentally so alone as women.

1:00:17I knew how important it was that we should get out and we should chat to each other. I knew it was just to like really chat, really like share the shit, share the feeling so they could go me to me to, you know. So it's 69 then you're saying that you're going to slow down and retire and have pinnacle orders on the beach. No, I didn't say that at all. Did I ever say that? So 69. No, so you just had to me in the next 10 years and what success look like it's that this community grows because the more women who feel like this would tell more women and I would like at the moment maybe we have a million women and I would like that to be in the next 10 years 15 million women actually so that I'm going to put that number out there.

1:00:57I'm going to now remember it. I'd like that many women because if you can get to that many women. But then how are you going to I said that because you talked about changing the balance a little bit so you could be there for your social connections a bit more. Yeah, your friends. Yeah, if you've got a goal of 15 million women. So how am I growing this business where I have people in place who can do things that I can do better than me so that you can go and do so I can do even more of what only I can do yet in the business in the business. Because at the moment I did this thing the other day and I did this thing with my CEO and a former and I did like three on six five days a year.

1:01:34All right, and we divided up because we need to like see because people it's very difficult to get meetings in. So it was like okay, there are six full days a year I do board meetings. There are 12 days a year I do investor stuff. So we added a little laugh or whatever and it ended up to more more than the days of the year. Okay, because I haven't taken that one holiday. So Jane says to me, lovely Jane, she goes, Trini, this we have to change. So she said, okay, what do you not have to do? You know, how could we move to a place slowly where you don't do this, you do this and you do this so much.

1:02:11But it's like you must talk tons of people about when you have your best ideas. All right, we have our best ideas when we are not first removed from the chaos because you love this chaos, but we're we're removed enough that things have the room to bubble to the top. So I do Michael's car map every morning. All right, and I just started doing this other one on the the one with a half bowl in or something. You know that really good one and there's this guy David G and it was discussed at our Massachusetts State Hospital, there is some research that you listen to his meditation for 59 days and it changes your neuro pathways like ketamine might.

1:02:49Okay, it's really I'm anywhere I'm day 43. Okay, quite into it. But when I give myself that little space, the really good ideas for the business come up and the more I'm just doing running the business running the business, the less we're going to have a pose. And I need to give the business the best of me. So it's 69. Do you think you're going to be working less differently? differently more space for more creativity. Yeah, and you know, just saying yeah, I'll take a Friday off and go and go for a weekend somewhere and things like that. Yeah, because you know, I will do you be able to go for a weekend without thinking about the business.

1:03:27Yeah, I did actually can I just tell you for the first time in five years, I went away for five days, two weeks ago, and I only did like eight emails, which was just great. You wrote this wonderful book, Fearless, it's really, really surprising. It's surprising. Did we do it yet? Yes, I went through it. And I read the entire section on life, the other sections about beauty and style, a little bit more. But I read everything in the life section about that's where I got some of those quotes from in the stuff about imposter syndrome and self belief and all of those things. It is a life advice book.

1:04:03It is a beauty advice book. It is a style advice book. And it's just a gorgeous coffee table style. Have you seen the thing is this is me, okay? You're dispassion. Yeah, because I hate looking at pictures of myself. So the whole point of doing this book was to say, you hate looking at pictures of yourself. I hate fucking little bit of my is I just do. So this is the book you have on your coffee table. You see, so nice. Like, just it will make you pick it up more because this bias to have my face on the front. This is not bias. No, that is beautiful. And it's a nice little message as well. Yeah, exactly.

1:04:40To have a statement about yourself. Yeah. You know what's funny, when people come on the show and they have a product, I often try and spend some time talking about their products and stuff. But the thing in this case is having got to understand you and what drives you and having felt how authentic and deep your passion is. There is no need that all the products is just a byproduct of exactly that what we've just experienced. So it's funny because I hear you're how deeply passionate and obsessed you are about your mission as you call it. And I just believe the product because I know where it's coming from.

1:05:16And that's the most important thing. It's coming from a deep sense of mission that is so unbelievably authentic that starts sounds like in your childhood with a battle with your own skin issues and acne. And in the byproduct of that authentic mission is these wonderful products which are taking the world by storm. What what what have I got in front of me here? Okay, so every part of the city. I'm just giving you I'm going to give you the quick headlines so you can go back to your girlfriend and you can have knowledge. Let's just close off on this. The book is available in September. Yes. Fab, so everyone can go prove to that now.

1:05:45Yeah, wonderful. So highly recommend everybody goes and prove it is it because it's beautiful book. Thank you very much. So fundamental skincare whatever age you are or skin color you are or anything is you should clean your skin properly. Okay. You should wear SPF every day. Whatever your melanin levels. Yeah. Cancer being the primary cause but other aesthetics as well. You should do something that regenerates your skin and retinoids can do that. And exfoliants can exfoliate your skin. And you should keep your skin even so vitamin C. Okay. So those kind of me are the show stoppers in a routine.

1:06:27What if I don't because I'm guilty as charged all above. If you don't, genes might make you think I don't need to. I'm fine. But I look at your skin and I'm going to come over now. Oh no, don't call me a fuck. Because I do this look at me and I close my eyes because I need to feel your skin without judging you by looking at you. Okay. So what I do is I just have a feel and I feel so first thing I feel immediately is the congestion you have here right in the center. A lot of people like women will have congestion here because they don't like to get their hair wet when they wash their face. You have congestion here.

1:07:03Sure, it's not muscle or something. It's not muscle at all. I know the difference down here. And this is not like that's beard. You see, but this is congestion under the skin because you have an oily skin. So you have this a vicious gland that can sometimes get blocked under the skin. It doesn't become a spot but it's congested. So that's there. All right. So exfoliant. You're going to use. I do get a lot of spots there. Okay. Well then you're going to use find your balance. And in fact we've got to get you to find your balance. Then I go around here.

1:07:30Then I feel your lymph. Whenever you're feeling blocked doing this tiny movement here releases your lymph nodes and you go around the back. She's massaging my face for you when like listening to somebody doing it. It's feels really good. I know it's like your face like going round your ears. I agree to disagree. Okay. And then you go down and you want to kind of go down to your clavicle release. This is all like a channel for all your lymphs. So if you ever get a blocked face or you get dark circles, you do this kind of getting it down. Ah, that's why women always do that thing on Instagram with the, yeah, with the sting.

1:08:02So you're oilier here. Thank you. You've got a slight dark circle. Yeah, it's unslapped. Yeah. And you've got hydrated skin but blocked skin. So for me, the best thing you would do with your skin is you would externally hate those things. You need to slosh off dead skin cells and you need to clarify your skin. You need to get your pores, get the congestion out. So that means drinking water. It means having an exfoliant, a liquid exfoliant. So there are, we sell tiptoe in there. You don't have a sensitive skin. So you would use one called find your balance, which I'm going to give you. Okay. Okay.

1:08:39And then afterwards, use a moisturizer called Niacinamide. It's called energize me and has something called Sasinic Acid in it. Sasinic Acid is like, it's an ingredient that goes into your cell and goes like this. So when you put that on, your skin will wake up. You'll feel an alertness to your skin. And then you'll feel you get off a flight and you'd feel I don't look tired because you have a lot. You need to touch your face. A lot of people just don't touch their face enough. You need to get the oxygen to your face. You know you go to the gym and the oxygen goes around your body and your lymph system works.

1:09:10And you get this feeling of a liveness. But we just leave our face alone. So you do this. You don't do it with me. Just do it with me. Get your fingers like this. Like that. So it's like you've got a scissor and do friction like this. Up, down, up, down, then go left and right. Up, down like that. Okay. And then you want to get your hands here. And you want to lift your cheekbones like this. Fast one, two, three, four, five, six, seven. Feel the energy. Lever, clop, clop, clop, clop, clop, clop, clop, clop, clop, clop, clop. Okay. Just let go. Now do you feel there's movement or rush in your face?

1:09:47Yeah. That's your lymph. Your lymph is like your host pipe around your face. And if you put a sort of foot on the host pipe, it stops. You need this to move around. If it's moving around, it's releasing the toxin. Take them down here at the moment. It's leaving them on your skin under your skin. So it's cleaning out my face. Yes, you want it to be moving. So it was just three things then. So tell me to put this. So if you had three things you would use. Yeah, three products I would use and then sort of three principles towards skin, good skin care. Okay, you use better off, which is a Clients1.

1:10:18You go in the shower and you put this on your face. Yeah, it's aHA and PHA. It's got gentle exfoliating acids. Okay. Okay. Then find your balance, which is an exfoliant, which is not there. Okay. I'm going to get for you. I don't know. We'll get that for you. And energise me, which you don't have. There's three things is what you're going to use. Okay. Your girlfriend, we use a longer routine. I don't know what she looks like or skin tone, but she'll probably have the retinols and she'll have the vitamin Cs and a few other things. But you just need three things. So that's the products. And then in terms of the personal routines, you said drink water, sleep.

1:10:52Sleep. And then massage my face. Yeah. Got it. Okay. I'm looking forward to it. I've always kind of procrastinated on skin care routine stuff, because if it's not easy, you'll get it. If it's by the sinkhole, pick it up. Yeah. Okay. We'll just like, we'll cement it down with a boot hack. Cool. Okay. So we have a tradition where the last guest leaves a question for the next guest. Not knowing who they're going to be leaving it for. Yeah. The question left for you is, what's the one thing that gives you the most healthy pleasure in life? And how can you commit to harness more of it? Going down a ski slope at 83 kilometres an hour.

1:11:31But the thing is, I just feel responsibly now that I can't do that anymore. Why? Because it's very dangerous. It's like I... But it is... it's a guilty pleasure. Because I love it. I love the speed. I love the like, I'm just in control. Win through my hair. You know, it's the only sport I know how to do. I'm shitted every other sport. Sounds like the way you live life. Yeah. Probably. In control, high speed. Win through your hair. Probably. Good men. So I can't leave one for somebody else now. Yeah. Thank you. Thank you so much. Thank you for the inspiration. You truly are an inspiration. Tremendously, tremendously so.

1:12:09And I'm going to make you feel uncomfortable. You should be so proud of how far you've gone. You must be so proud. Take some time to just breathe in and enjoy it, Trinny. You're going to regret it. I appreciate you so much. Thank you for being here. Thank you for coming and doing this. And thank you for creating a real business that's inspiring so many people just through its existence. But also inspiring them to be better and to feel better about themselves through the wonderful products that you've made. And I highly recommend that everyone goes and gets this book. It's more of Trinny, the Trinny that I'm sure you've loved in this conversation.

1:12:39And these products, I mean, they speak from themselves because, as I said, you know exactly where they've come from. So thank you.

1:13:08Q1 is often when businesses start implementing new systems and processes in hopes of creating efficiencies for the year ahead. And over the course of my career, I've learnt just how crucial having the right systems in places, one which has helped me across many of my investments is NetSuite. They're also a sponsor of this podcast. NetSuite is the number one cloud financial system through their streamlined platform. You'll find all of your accounting financial management inventory and HR in one place. Their technology has been a real game changer, especially for my team at Flight Studio. As over the last year, we've moved out of startup mode and into scale at mode.

1:13:43We no longer have to juggle multiple systems and having everything together has reduced the number of manual tasks and errors. Over 41 ,000 businesses have chosen to future proof their business with NetSuite. So if you'd like to learn how it can help your business, head to netsuite .com slash Bartlett. And free download the CFO's guide to AI and machine learning. That's netsuite .com slash Bartlett.