# SHE TURNED $67 INTO AN 8-FIGURE BUSINESS 🤯

An episode of [Earn Your Leisure](https://invisiblenetwork.ai/podcast/1450211392), 2 Jul 2026, 1 h 00 min.

Audio: https://podtrac.com/pts/redirect.mp3/traffic.omny.fm/d/clips/e73c998e-6e60-432f-8610-ae210140c5b1/8dbc4f54-a337-4481-9ef2-b355012b0a3d/d9a47792-427a-49b7-9457-b47a015b5296/audio.mp3?utm_source=Podcast&in_playlist=eac4c628-29cb-469a-b5c8-b355012b0a48

Rashad Bilal: How do you turn a $67 investment into an 8-figure business? In this episode of Earn Your Leisure, we sit down with Jhalesa Seymour, founder and CEO of Salt.XO, to discuss how she built one of the fastest-growing feminine hygiene brands by solving a real problem, listening to customers, and creating a powerful community around her products. Jhalesa shares the strategies that helped Salt.XO scale—from leveraging TikTok Shop and mastering logistics to pricing products correctly, expanding into retail, building partnerships, and managing rapid growth. She also opens up about turning a side hustle into a full-time business, taking control of her own warehouse, and balancing entrepreneurship with motherhood. Beyond business, we have an important conversation about women’s health, pH balance, BV, and why these topics deserve more attention. Whether you’re an entrepreneur, e-commerce founder, or someone looking to build a brand from the ground up, this episode is packed with valuable lessons you won’t want to miss. #EarnYourLeisure #SaltXO #JhalesaSeymour #Entrepreneurship #Ecommerce #TikTokShop #Business #SmallBusiness #Startup #WomenInBusiness #BrandBuilding #Marketing #BusinessGrowth #FounderStory #FinancialLiteracy Call to action word - salt Michael MacDonald: Yes Warren buffet video Subscribe and watch more videos here: https://www.youtube.com/@EarnYourLeisure Join the EYL community for deeper training and a more detailed approach: https://www.eyluniversity.com Join the number one stock club in the world: https://www.ianinvest.com Invest Fest | August 7-9, 2026 Grab early bird tickets now: https://www.investfest.com See omnystudio.com/listener for privacy information.

## Transcript

[0:00] Speaker 1: Wellness is not just about something that you do topically.
[0:02] Speaker 1: It's about the inside as well. They're just trying to
[0:04] Speaker 1: wash it off and sprinkle it with strawberry milkshake body washes,
[0:08] Speaker 1: and it's throwing them.
[0:08] Speaker 2: Off even more.
[0:09] Speaker 3: How you actually got started.
[0:10] Speaker 2: I made that soap.
[0:11] Speaker 1: I gave it to my roommates and they were like,
[0:13] Speaker 1: what the heck did you put in this soap?
[0:15] Speaker 2: Because I smell like nothing and I taste like nothing.
[0:18] Speaker 4: How do you get your friends to buy in to
[0:20] Speaker 4: test it? Like we're talking about intimate parts of the body.
[0:23] Speaker 1: Nobody's gonna just hey, I'm going to just trust you
[0:25] Speaker 1: to put something on my volva. Word of mouth was
[0:27] Speaker 1: the thing. And I'm in college. Girls are active. They
[0:30] Speaker 1: want to be able to smell good. They want to
[0:31] Speaker 1: have that confidence. So as soon as they figured out, oh,
[0:33] Speaker 1: there's a girl on campus selling soap for your vova
[0:35] Speaker 1: that makes you smell for resh all day.
[0:37] Speaker 2: Oh it was crazy.
[0:39] Speaker 1: And with the whole fish thing, yeah, it's funny haha,
[0:42] Speaker 1: but at the end of the day, you might be
[0:43] Speaker 1: crying on the inside.
[0:45] Speaker 4: Talk about that period of time where this is now
[0:47] Speaker 4: something that has grown out of your control.
[0:49] Speaker 2: Being sold out is not an advantage.
[0:51] Speaker 1: It's actually a disadvantage because you could be making so
[0:53] Speaker 1: much more money.
[0:54] Speaker 3: How has your experience been with TikTok chob.
[0:56] Speaker 1: TikTok has made my business sore sotic so grew without
[1:01] Speaker 1: any ads.
[1:01] Speaker 2: I just started ads maybe two years ago.
[1:04] Speaker 1: That's just from my customers being able to promote it
[1:06] Speaker 1: because they realized that it wasn't a lot of products
[1:08] Speaker 1: on the market that could do what saltic Sol was doing.
[1:10] Speaker 1: As soon as they use it one time, I know
[1:11] Speaker 1: they'll love it.
[1:13] Speaker 3: All right, guys, welcome back, yol. We had a special
[1:16] Speaker 3: guest with us today, Jalisa Seymour. How you doing.
[1:20] Speaker 2: I feel good.
[1:21] Speaker 3: I'm good, Founder and CEO of salt XO.
[1:25] Speaker 4: Yeah right, yeah, I've been seeing that all over the place.
[1:28] Speaker 4: I'm so happy we get to talk to.
[1:29] Speaker 5: You today though.
[1:29] Speaker 2: Yeah, I'm excited.
[1:30] Speaker 5: Yeah.
[1:31] Speaker 3: Feminine hygiene brand is that the best way to describe it?
[1:36] Speaker 2: Hygiene?
[1:36] Speaker 3: Okay, and something that's been you've been tearing it up.
[1:39] Speaker 3: You've been going viral, social media, all of that stuff.
[1:42] Speaker 3: So congratulations, thank you. We're going to talk about your
[1:45] Speaker 3: journey and entrepreneurship. How this started, you know, outlook marketing
[1:49] Speaker 3: all that type of stuff. But first and foremost, thank
[1:51] Speaker 3: you for joining us.
[1:51] Speaker 2: Appreciate it, thank you, thank you for having me.
[1:53] Speaker 3: Yeah, so all right, can you give us a full explanation,
[1:57] Speaker 3: Like I said, feminine hygiene, but that's kind of broad ranging, right,
[2:01] Speaker 3: Can you tell us specifically what your products are, who
[2:05] Speaker 3: it caters to, and how how you actually got started.
[2:08] Speaker 1: So in college, I was using the regular products that
[2:13] Speaker 1: you're use in the store, right, and I realized those
[2:16] Speaker 1: products were really throwing me off. And when I realized
[2:19] Speaker 1: it was like it was thrown off my page balance
[2:22] Speaker 1: and I was trying to get to the root of it.
[2:24] Speaker 1: So I decided, you know what, let me just create
[2:26] Speaker 1: my own thing because I realized it wasn't my diet
[2:29] Speaker 1: like I worked out, I was healthy my whole life,
[2:31] Speaker 1: and something was off. So I did a little research.
[2:34] Speaker 1: My dad is my stepdad. He's a rosta, so he's
[2:37] Speaker 1: really big on holistic healing. He's healed himself, he's healed
[2:40] Speaker 1: me multiple times growing up. So he told me about
[2:43] Speaker 1: African soap, and when I was using African soap, it
[2:46] Speaker 1: just was a little too harsh for like intimate areas.
[2:50] Speaker 1: So I said, you know, what, Let me create something
[2:51] Speaker 1: similar to an African soap, but for your vova. And
[2:54] Speaker 1: so I started doing some research and understanding the impact
[2:57] Speaker 1: and the power of essential oils and that I went
[3:00] Speaker 1: to a local essential oil shop and I started putting
[3:03] Speaker 1: oils together and carry your oils together.
[3:06] Speaker 2: And I said, you know what, let me make a soap.
[3:08] Speaker 2: I made that soap.
[3:09] Speaker 1: I gave it to my roommates and they were like,
[3:12] Speaker 1: what the heck did you put in this soap? Because
[3:16] Speaker 1: I smell like nothing and I taste like nothing on.
[3:19] Speaker 5: The vova, on the vulva, on the volva. I was
[3:21] Speaker 5: a health teacher, so I understood exactly what you.
[3:23] Speaker 2: Just on your volva. You smell like nothing, tastes like nothing.
[3:26] Speaker 5: Now that tastes like nothing.
[3:27] Speaker 3: Thing.
[3:28] Speaker 5: Okay they've heard, yes, okay, ye ye.
[3:31] Speaker 1: Ye yeah yah, yeah, yeah yeah yeh okay yea yeah okay, gotcha.
[3:33] Speaker 1: And you can also do yourself assessments too, true, which
[3:37] Speaker 1: is important, you know, self assessments for.
[3:40] Speaker 3: Sample the product. Yeah you got the product.
[3:42] Speaker 2: You gotta samp product.
[3:43] Speaker 3: You gotta do that every now and there. So, okay,
[3:48] Speaker 3: how did you make it? You just randomly just started.
[3:51] Speaker 2: Like no, So I got this book, and it was
[3:54] Speaker 2: basically how to make Soap book, How.
[3:56] Speaker 1: To Make Soap, how to make Soap, like a one
[3:58] Speaker 1: on one instruction. M H and me YouTube In that book,
[4:03] Speaker 1: we were like locked in. And when I am locked
[4:07] Speaker 1: in on something, especially when I have an idea, I
[4:10] Speaker 1: dial in on it. It's very very hard for me
[4:12] Speaker 1: to shift gears. So I didn't have a background in that.
[4:15] Speaker 2: I was going to school.
[4:16] Speaker 1: I was actually in college. I was in my senior
[4:18] Speaker 1: year of college and I was studying organizational communication. So
[4:21] Speaker 1: I didn't have any idea about soaps and oils.
[4:24] Speaker 2: I just locked in. I just said, you know, let
[4:26] Speaker 2: me just learn this.
[4:27] Speaker 1: Understood that it was not just something that could benefit me,
[4:30] Speaker 1: it was something that could benefit so many other women.
[4:32] Speaker 3: And so I started to.
[4:34] Speaker 4: Dive into it because now, obviously I've been interested, but
[4:37] Speaker 4: I'm thinking it's one thing to trust yourself for the product.
[4:40] Speaker 4: So obviously you're the first test you tested. How do
[4:44] Speaker 4: you get your friends to buy in to test it?
[4:46] Speaker 4: Because that's not an easy thing to do, right, Like
[4:49] Speaker 4: we're talking about intimate parts of the body.
[4:52] Speaker 1: I mean that reaction, Yeah, and that's a big thing
[4:55] Speaker 1: because nobody's going to just Hey, I'm going to just
[4:57] Speaker 1: trust you to put something on my volva.
[4:59] Speaker 2: Absolutely, it's like girl like what.
[5:01] Speaker 1: And I was doing this at my dorm room at
[5:04] Speaker 1: the time, like I was making soap, Like I was
[5:06] Speaker 1: trapping out the dorm.
[5:07] Speaker 5: Room shout to you, yeah Florida, Yeah, yeah.
[5:09] Speaker 2: Yeah U CEF a u c F. So I think
[5:13] Speaker 2: that people trusted it because.
[5:16] Speaker 1: By my nature, they know that I don't play about
[5:19] Speaker 1: when I put something out there, it's going to be thorough.
[5:22] Speaker 2: And I was known for that, Like I was very thorough,
[5:24] Speaker 2: Like I was really good in school. I just I
[5:26] Speaker 2: showed up.
[5:27] Speaker 1: So I think my who I was just in real life,
[5:29] Speaker 1: they were like, okay, I'll trust itj Lisa puts it out.
[5:32] Speaker 1: I think y'all should trust it. So I started giving
[5:34] Speaker 1: it out to my roommates and then word spread. That's
[5:36] Speaker 1: really what really got me because when you when you
[5:39] Speaker 1: have a good product, of course you can advertise it,
[5:41] Speaker 1: but when you're starting out, you don't have advertising dollars.
[5:44] Speaker 1: Word of mouth was the thing. And I'm in college.
[5:46] Speaker 1: Girls are active. They want to be able to smell good,
[5:49] Speaker 1: they want to have that confidence. So as soon as
[5:51] Speaker 1: they figured out, oh there's a girl on campus selling
[5:53] Speaker 1: soap for your vova that makes you smell fresh all day.
[5:57] Speaker 2: Oh, it was.
[5:58] Speaker 3: Crazy bar soap, but liquids.
[6:01] Speaker 2: So it was bar soap. That's where I started. I
[6:02] Speaker 2: started bar soap. Yeah, so now we've transitioned to gels
[6:06] Speaker 2: and all those things.
[6:06] Speaker 5: But you took over the campus.
[6:08] Speaker 3: Oh for sure.
[6:09] Speaker 2: I was selling soap out of my backpack.
[6:11] Speaker 4: Well, you're an entrepreneur prior to that, because then I'm
[6:12] Speaker 4: trying to figure out how did you How did you
[6:15] Speaker 4: figure out what to charge based on you know, obviously
[6:18] Speaker 4: the overhead, the ingredients that you got to get.
[6:20] Speaker 5: How did that come about?
[6:21] Speaker 2: So I didn't have all those tools when I first started.
[6:23] Speaker 1: I mean I was I come from My grandfather was
[6:27] Speaker 1: a teacher, my grandmother was a librarian. My mom was
[6:29] Speaker 1: a radiologist. So all I had ingrained in me was
[6:32] Speaker 1: go to school, get a job, and secure your family.
[6:35] Speaker 1: It wasn't about being financially free. It was just about landload,
[6:39] Speaker 1: stand steady, and make sure that you're good. So I
[6:42] Speaker 1: had to learn all of these things the hard way.
[6:44] Speaker 1: So in the beginning, I was undercharging.
[6:46] Speaker 2: I didn't know.
[6:47] Speaker 1: I didn't know how to figure out what was my
[6:49] Speaker 1: overhead costs and all that stuff, Like I was just
[6:52] Speaker 1: winging it. But I realized, like I was just testing
[6:55] Speaker 1: the market. So I was saying, Okay, well what does
[6:56] Speaker 1: soap usually sell for? And I wasn't trying to go
[6:59] Speaker 1: too high above that. But I also knew I was
[7:01] Speaker 1: using essential oils that was pretty expensive, so I was like, okay,
[7:03] Speaker 1: I started off selling them for five dollars a bar,
[7:06] Speaker 1: which is kind of pricey. Yeah, for one salt bar,
[7:09] Speaker 1: and then of course, like a year later it went
[7:11] Speaker 1: to like sixteen dollars a bar. But yeah, in the beginning,
[7:15] Speaker 1: it was it was difficult for me to figure that
[7:16] Speaker 1: out because I didn't have anyone showing me guiding me
[7:19] Speaker 1: on how to figure out how to work those numbers.
[7:21] Speaker 2: It came with time, It came with mistakes. So that's
[7:23] Speaker 2: the way I was able to learn it.
[7:24] Speaker 3: So when does it turn to a company? So you
[7:26] Speaker 3: find a need as far as to effeminate hygiene, you
[7:31] Speaker 3: created a product, you start manufacturing it yourself. You're making
[7:35] Speaker 3: it yourself, right, at what point does it scale to
[7:38] Speaker 3: actually become like a company and not just a side
[7:40] Speaker 3: hustle that you just make, you know, on your free time.
[7:44] Speaker 1: Yeah, So when I started salt, it was it was
[7:49] Speaker 1: really about curiosity. I just wanted to do something that
[7:52] Speaker 1: would be able to help people. So I didn't really
[7:54] Speaker 1: see it as something that would be major. I saw
[7:57] Speaker 1: it as Okay, I'm going to do this little thing.
[7:59] Speaker 1: And the way I even started the business, it was
[8:01] Speaker 1: very small and I kind of I was like packaging it,
[8:07] Speaker 1: writing down notes. It was very homemade, very kind of
[8:10] Speaker 1: like etc. Style, like, hey, this will be like a
[8:12] Speaker 1: one to one thing. It wouldn't be that big. But
[8:15] Speaker 1: what turned it into a business was the demand for it.
[8:18] Speaker 1: So initially my thoughts was, Okay, this will be a
[8:20] Speaker 1: good idea, but the demand was so high that I
[8:23] Speaker 1: had to transition very quickly into making a business, and
[8:26] Speaker 1: that happened within the first six months of me starting out.
[8:28] Speaker 3: So how did you make it into it? Like, at
[8:30] Speaker 3: what point did you llc At what point did you
[8:32] Speaker 3: start putting labels on the products? At what point do
[8:34] Speaker 3: you stop making it yourself and look for a warehouse
[8:38] Speaker 3: where it's actually like that's that process.
[8:40] Speaker 1: So my brother was a chef and he basically told me,
[8:44] Speaker 1: he's like, hey, you need to go to sunbiz dot com.
[8:46] Speaker 1: Make this an LLC, and you need to make sure
[8:49] Speaker 1: that you get your EI in number because he was
[8:51] Speaker 1: he was just starting in college. He was like doing
[8:53] Speaker 1: meal preps and stuff like that, so he kind of
[8:55] Speaker 1: helped me understand what a LLC was and how to
[8:57] Speaker 1: start it off.
[8:58] Speaker 2: So I did that. I wanted some BIS and initially
[9:01] Speaker 2: I was about to pay for LLC.
[9:02] Speaker 1: I was about to pay like eight hundred dollars for
[9:04] Speaker 1: this package, and my brother was like, you don't have
[9:06] Speaker 1: to pay for that, like that's crazy. So when I realized, Okay,
[9:09] Speaker 1: well I'm going to start this LLC, I'm going to
[9:11] Speaker 1: do this, I got my EI in number, and I
[9:14] Speaker 1: believe it took me about three years to get a warehouse,
[9:18] Speaker 1: so that was like along the line. I was working
[9:20] Speaker 1: out of my garage, my apartment. That came further down,
[9:24] Speaker 1: But in the beginning, I just knew I had to
[9:26] Speaker 1: get LLC and I needed to get an accountant because
[9:28] Speaker 1: I was starting to gross a lot very quickly and
[9:32] Speaker 1: I didn't know what to do with it because I
[9:33] Speaker 1: had never seen anything like that before.
[9:35] Speaker 2: So that was like that was the first step.
[9:37] Speaker 1: And then once I had the LLC, it was pretty
[9:39] Speaker 1: easy because I wasn't doing too much. That required for
[9:43] Speaker 1: me to have like an operations manager and all those things.
[9:45] Speaker 1: It was just me and I had an assistant.
[9:48] Speaker 4: Yeah, sometimes when we create something, obviously you were solving
[9:50] Speaker 4: a problem, but you scale too fast, you can't meet
[9:53] Speaker 4: the demand. A lot of people go out of business.
[9:55] Speaker 4: Talk about that period of time where this is now
[9:59] Speaker 4: something that has grown out.
[10:00] Speaker 5: Of your control.
[10:01] Speaker 3: It was just you.
[10:02] Speaker 5: You were hustling out the garage. You might start have
[10:05] Speaker 5: to start hiring people.
[10:06] Speaker 4: Talk about that time period because a lot of people
[10:09] Speaker 4: get lost and they can't reach the man and they
[10:12] Speaker 4: can't scale at that speed, and then it's sold, but
[10:14] Speaker 4: not for you.
[10:15] Speaker 1: Yeah, so I started sort of so in twenty eighteen.
[10:19] Speaker 1: By twenty twenty, I believe that was when COVID HITEP.
[10:22] Speaker 3: Was that COVID twenty twenty.
[10:24] Speaker 1: COVID changed my life because we were an essential business
[10:30] Speaker 1: and I had to I went from making about six
[10:34] Speaker 1: hundred bars a drop to thirty thousand bars a drop,
[10:38] Speaker 1: and I was only able to do that with the
[10:40] Speaker 1: help of my soap manufacturer, which was he was just
[10:46] Speaker 1: all day, all night, We're in the warehouse cooking up soap.
[10:48] Speaker 1: And to do something at that level with no mentor,
[10:51] Speaker 1: with no real like guidance on how to do this.
[10:55] Speaker 1: We were just locked in making it happen. When I
[10:59] Speaker 1: was able to do that and I realized that demand
[11:01] Speaker 1: was so big and I didn't really have the manpower,
[11:03] Speaker 1: I brought my family, and my family came in. My
[11:06] Speaker 1: mom came in, my siblings I have. My mom has
[11:09] Speaker 1: five kids, so all of my siblings came in. And
[11:11] Speaker 1: that's how we are as a family. Like, all right,
[11:13] Speaker 1: let's lock in.
[11:14] Speaker 2: I hired. I got a few people from UCF.
[11:15] Speaker 1: I put out a Facebook ad like, hey, y'all, I'm
[11:17] Speaker 1: paying twelve dollars an hour. Can y'all come to the warehouse.
[11:20] Speaker 1: My dms were flooded. Absolutely. We have college kids who
[11:22] Speaker 1: don't have any money. They want to make some money.
[11:25] Speaker 1: Let's go, let's work. I went to the post office.
[11:27] Speaker 1: I put up an ad in the post office. Hey,
[11:29] Speaker 1: I'm hiring down the street. I had people come in,
[11:32] Speaker 1: we did on site interviews, and I put people to work.
[11:35] Speaker 1: And that's how I was able to not let my
[11:38] Speaker 1: business crush itself because the demand was so high. But
[11:41] Speaker 1: I was also able to maintain and sustain for a
[11:43] Speaker 1: very long time. The only issue with that is, when
[11:46] Speaker 1: you have a demand so high, you have to be
[11:48] Speaker 1: able to meet the shipping standards. That's what was a
[11:52] Speaker 1: that was a really real issue for me in the
[11:54] Speaker 1: beginning because the demand was so high and I had
[11:57] Speaker 1: such a small team and we weren't able to ship
[11:59] Speaker 1: out probably us within like.
[12:01] Speaker 2: Three or four days.
[12:01] Speaker 1: It would take us like a week a week and
[12:03] Speaker 1: a half for somebody to get their order. And I
[12:05] Speaker 1: think that was a time where it was really painful
[12:10] Speaker 1: for me because I had people like, oh, man, like
[12:12] Speaker 1: how long is it going to take for us to
[12:13] Speaker 1: get this? And they don't realize we're making this stuff
[12:15] Speaker 1: by hand. All the designs, everything was super meticulous. You're
[12:20] Speaker 1: not just buying a product and white labeling it like
[12:22] Speaker 1: I'm making this stuff. So it was a challenge in
[12:24] Speaker 1: the beginning. But I think what really held us together
[12:27] Speaker 1: is because the dynamic that we had at Saltic. So
[12:30] Speaker 1: it was like yo, we're going to get it done
[12:32] Speaker 1: or we're going to figure it out. Like there's no
[12:33] Speaker 1: other option, like get it done, figure it out. Plan
[12:36] Speaker 1: B is to make Plan A work Like that's it.
[12:38] Speaker 1: It has to work or it has to work. So
[12:40] Speaker 1: my team, I think I just built such a great culture,
[12:44] Speaker 1: and they saw me working and getting it from the
[12:46] Speaker 1: mud and like my passion for it, and they were like, yo,
[12:49] Speaker 1: whatever you need, let's rock. But in the beginning, it
[12:51] Speaker 1: was very challenging because I didn't have a lot of leadership.
[12:54] Speaker 1: I didn't have guidance. So I'm shipping out orders, I'm
[12:56] Speaker 1: doing stuff by hand. I'm going to the post office
[13:00] Speaker 1: writing out postcards by hand, you know, like everything.
[13:04] Speaker 2: I took the long way for everything.
[13:05] Speaker 1: Because I didn't know that there was expedited ways to
[13:08] Speaker 1: handle stuff.
[13:09] Speaker 3: You took the stairs and I took the stairs.
[13:10] Speaker 4: It was it originally limited drops, so it was like, hey,
[13:12] Speaker 4: we're going to drop the third Monday of the month.
[13:16] Speaker 2: I could only drop once a month.
[13:17] Speaker 5: Once a month.
[13:18] Speaker 2: My website was opened once a month.
[13:20] Speaker 1: Could you imagine the revenue that we could have had
[13:22] Speaker 1: if I had a website that was opened every day exactly.
[13:25] Speaker 2: And another thing I learned is being sold out is
[13:28] Speaker 2: not an advantage.
[13:29] Speaker 1: It's actually a disadvantage because you could be making so
[13:31] Speaker 1: much more money, you could be having access to so
[13:34] Speaker 1: many more customers. But because we had such a limited
[13:38] Speaker 1: stock and such a limited space to even fulfill these orders,
[13:41] Speaker 1: I had to pretty much put.
[13:43] Speaker 2: Like a bottleneck on my business.
[13:45] Speaker 1: And I'm just like dang, Like we did numbers, but
[13:47] Speaker 1: I could only imagine what we could have done if
[13:49] Speaker 1: I had the resources to really expand in the way
[13:52] Speaker 1: that I could have.
[13:53] Speaker 3: So logistics is an issue for a lot of people,
[13:56] Speaker 3: especially like people that's selling clothes, people that's selling you know, products,
[14:00] Speaker 3: like yourself with systems did you put in place and
[14:02] Speaker 3: mass logistics? What lessons did you learn about logistics and
[14:08] Speaker 3: talk about that? Give some lessons for entrepreneurs that's struggling
[14:11] Speaker 3: with that.
[14:11] Speaker 2: Yeah.
[14:11] Speaker 1: So in the beginning, I was doing everything in my
[14:14] Speaker 1: hand in terms of counting an inventory. But as I've grown,
[14:17] Speaker 1: I have brought on a logistics like a It's like
[14:22] Speaker 1: an inventory system. So they come out to the warehouse,
[14:25] Speaker 1: they measure it. They let you know how many products
[14:28] Speaker 1: you can fit on the shelf, how many that you
[14:30] Speaker 1: can fit on a palette. So right now, because we're
[14:34] Speaker 1: doing B to B and direct to consumer, I'm able
[14:38] Speaker 1: to have the products in my warehouse and as a
[14:41] Speaker 1: three pl so that I don't have to worry about
[14:43] Speaker 1: it too much. Like I don't have to worry about Okay,
[14:45] Speaker 1: if we're going out of stock. Everything is documented. So
[14:47] Speaker 1: I have a scanner, I have bar codes, and I
[14:49] Speaker 1: highly recommend like in the beginning stages you may not
[14:52] Speaker 1: be able to have barcols and all those things, but
[14:54] Speaker 1: as you grow, you need to have bar codes so
[14:56] Speaker 1: that you can scan your inventory as soon as it comes.
[14:58] Speaker 1: Because in the beginning I had a really hard time
[15:02] Speaker 1: tracking my inventory because things would get lost and I'm like, wait,
[15:05] Speaker 1: how do we sell out in thirty days? And I
[15:07] Speaker 1: thought I bought it for sixty It's like, oh no,
[15:10] Speaker 1: we had products going to this wholesale supplier. We had
[15:13] Speaker 1: products going here, but it wasn't being tracked properly. And
[15:15] Speaker 1: so I learned how to track.
[15:18] Speaker 2: With error.
[15:19] Speaker 1: But then as I grew, I was able to bring
[15:21] Speaker 1: on an affiliate partner that could help us like track everything, inventory,
[15:25] Speaker 1: scan it, you know stuff like that.
[15:27] Speaker 3: You said three PO Explain what that is?
[15:30] Speaker 1: So a three PO is basically a it's like an
[15:34] Speaker 1: outside source to fulfill your orders. I don't quick, okay,
[15:40] Speaker 1: I don't recommend it in the beginning because it's very
[15:42] Speaker 1: expensive to do. If you can do it by yourself
[15:46] Speaker 1: for as long as you can with the right resources,
[15:48] Speaker 1: I recommend it because it can get very expensive. Everything
[15:51] Speaker 1: is accounted for. You're paying for a box, you're paying
[15:54] Speaker 1: for mistakes, you're paying for storage. Now for three po
[15:57] Speaker 1: for us, I do that with TikTok and AM. Other
[16:01] Speaker 1: than that, we're shipping out orders at our warehouse. But
[16:04] Speaker 1: it's very helpful because I don't have to worry about
[16:08] Speaker 1: the errors and mistakes with shipping, with making sure it
[16:11] Speaker 1: gets to them properly.
[16:12] Speaker 2: That's all on them.
[16:13] Speaker 1: And so as I've grown, I realized the benefits of
[16:16] Speaker 1: having to outsource and delegate because in the beginning, I
[16:19] Speaker 1: was like, you know what, I wanted to hold it
[16:20] Speaker 1: so tightly to me, and I realized I couldn't grow.
[16:23] Speaker 1: I couldn't really scale in the way I wanted to
[16:25] Speaker 1: because everything was so close to me.
[16:27] Speaker 2: I had to let it go. I had to start
[16:29] Speaker 2: to distribute things. That way.
[16:31] Speaker 1: I was able to say, Okay, well, you know what,
[16:32] Speaker 1: if we can do these numbers, if we can grow
[16:34] Speaker 1: one x the next year, we can go three and
[16:36] Speaker 1: five and ten. Because it's better to ten x than
[16:39] Speaker 1: it is to two X.
[16:41] Speaker 4: You are in a space that it feels like we've
[16:43] Speaker 4: seen it become more popularized. Obviously, it's made a lot
[16:47] Speaker 4: of money, but it's become a little bit of crowded.
[16:50] Speaker 4: I wonder, as you're making this, what became the value
[16:54] Speaker 4: proposition to your audience? Right, Because, like I said, I've
[16:57] Speaker 4: heard about the brand before even meeting you, and so
[17:00] Speaker 4: it tells me that this isn't just a product.
[17:02] Speaker 5: There's like a loyalty base here.
[17:03] Speaker 4: Yes, what was the thing like, is there a metric
[17:06] Speaker 4: that you saw that said, okay, now that we're different,
[17:08] Speaker 4: this is why we're different.
[17:11] Speaker 1: So it wasn't okay. I didn't really have the proposition
[17:15] Speaker 1: in the beginning. It's so funny you mentioned that because
[17:17] Speaker 1: I did a fellowship program at Dartmouth for entrepreneurs and
[17:20] Speaker 1: they were talking about, hey, like what is your proposition?
[17:24] Speaker 2: Like what are you offering? What is your value proposition?
[17:26] Speaker 2: And I didn't. I didn't have that discovered until maybe
[17:29] Speaker 2: two years ago.
[17:30] Speaker 1: And so when I realized what set Saltic so apart
[17:33] Speaker 1: is because I am authentically doing this because I had
[17:36] Speaker 1: a need that needed to be met, and I knew
[17:39] Speaker 1: that the need that I wanted to be met. I
[17:40] Speaker 1: wanted to do it organically. I wanted to do it naturally.
[17:43] Speaker 1: This isn't like a hoax. You know, sometimes people build
[17:45] Speaker 1: a business because it's popping. You know, oh, I can
[17:47] Speaker 1: get some money from this really quick. I am devoted
[17:50] Speaker 1: to my brand. I am devoted to the power and healing.
[17:53] Speaker 1: I'm devoted to my skills and the gifts that God
[17:55] Speaker 1: gave me because I knew that this was just not
[17:58] Speaker 1: something I want to do for me. So when people
[18:00] Speaker 1: say like, Okay, well, you know you have brands copying you.
[18:03] Speaker 1: It's oversaturated, I'm like, not for me. I don't worry
[18:07] Speaker 1: about what the next man is doing, because I know
[18:10] Speaker 1: it's not always about like what God has for you
[18:12] Speaker 1: is for you. But when you have a gift and
[18:14] Speaker 1: you're executing it and you're not looking back and you're
[18:16] Speaker 1: not looking to the left of you, the side of you,
[18:19] Speaker 1: it doesn't even matter. Like, of course, competition and marketing
[18:22] Speaker 1: all that is important, like you should know what your
[18:23] Speaker 1: competitors are doing, but that's not my focal point. My
[18:25] Speaker 1: focal point is I want to make sure that my
[18:28] Speaker 1: salt base, my girls they know that the products that
[18:30] Speaker 1: they're using they're not compromised. We're good, and they love
[18:33] Speaker 1: that confidence because they know, like when they're using saltic
[18:35] Speaker 1: so I know my volva is going to be clean.
[18:38] Speaker 2: They don't have to worry about it.
[18:40] Speaker 1: That is a big thing to have to compromise on
[18:42] Speaker 1: a feminine wellness product product and to have to use
[18:45] Speaker 1: something else, and it throws you off. It just it
[18:49] Speaker 1: really can deteriorate your confidence as a woman. So when
[18:51] Speaker 1: I'm using saltic So, I feel confident because I know
[18:53] Speaker 1: when I step out, I'm good. And that's how other
[18:56] Speaker 1: women feel and that's why they they just they speak
[18:58] Speaker 1: so highly of the brand because they know the results
[19:00] Speaker 1: are there every single time.
[19:02] Speaker 4: You Uh, I mean I can hear the confidence. Yeah,
[19:04] Speaker 4: I can hear the hands on the bootstrapping. How are
[19:08] Speaker 4: you with delegation, because as an entrepreneurs CEO, as a
[19:12] Speaker 4: person that has had their hands printing on everything at
[19:15] Speaker 4: some point, like you can't do everything, how.
[19:18] Speaker 3: Was that for you?
[19:19] Speaker 1: You know, I'm so glad you answered you asked that
[19:21] Speaker 1: question because in the beginning, I think it was like
[19:24] Speaker 1: saltox So was eight years old, So it took me
[19:26] Speaker 1: about five years to delegate. Sadly, it took me a
[19:30] Speaker 1: long time, and like I was telling Rashad, I was
[19:34] Speaker 1: trying to figure out how to control and have everything
[19:37] Speaker 1: close to me because I felt like proximity. It was
[19:41] Speaker 1: in close proximity, then I was able to handle that,
[19:43] Speaker 1: I can control it. That was limiting me so much.
[19:46] Speaker 1: I wasn't able to grow as much as I wanted to.
[19:49] Speaker 1: And we were growing like we were doing numbers. But
[19:51] Speaker 1: like I said before, I wasn't able to see the
[19:54] Speaker 1: full fruit of it because I wanted to control. I
[19:56] Speaker 1: wanted to know what's going on over here and doing
[19:59] Speaker 1: jobs that that's not my job. My job is to
[20:01] Speaker 1: make soap, to be creative. My job isn't logistics and
[20:04] Speaker 1: operate in a warehouse and being a manager.
[20:07] Speaker 2: That's not my thing.
[20:08] Speaker 1: So as soon as I realized and I got a
[20:10] Speaker 1: team that was like holding my hand, Hey, I need
[20:13] Speaker 1: you to let us do our job and empower us
[20:15] Speaker 1: to do so because you hired me and you trust
[20:17] Speaker 1: me enough to do my job. And so I recently
[20:20] Speaker 1: started to let go more and more, and I just
[20:23] Speaker 1: realized the more I opened up my hand, the more
[20:25] Speaker 1: the blessing started to overflow. Because I realized as soon
[20:29] Speaker 1: as I started to be more open to ideas and
[20:32] Speaker 1: input my business, it just started to soar. I said,
[20:35] Speaker 1: you know what, y'all. I'm empowering y'all. Y'all roles, do
[20:37] Speaker 1: what you gotta do. I have a beginning of the
[20:41] Speaker 1: year interview with my team and an interview end of
[20:43] Speaker 1: year interview with my team. And at the beginning I
[20:45] Speaker 1: set the tone, Hey, this is what I expect. What
[20:47] Speaker 1: are your expectations? Let me know, and by the end
[20:49] Speaker 1: of the year, I want to make sure that they
[20:50] Speaker 1: were met or you exceeded them. And if you can't
[20:53] Speaker 1: do that, then I got to move on. Because my
[20:56] Speaker 1: team is the backbone of my business. So as soon
[20:59] Speaker 1: as I'm able to alligate with them and they know
[21:01] Speaker 1: my standard, they know how I like to have things done.
[21:04] Speaker 1: It's been it's been up.
[21:07] Speaker 2: It's been up.
[21:08] Speaker 3: Yeah, way up. So you talked about your warehouse a lot.
[21:14] Speaker 3: Explain that. Is that a warehouse that you share with
[21:16] Speaker 3: somebody else? Did you purchase a warehouse? Are you renting
[21:19] Speaker 3: space in the warehouse? Are you renting the whole entire warehouse? I? Yes,
[21:22] Speaker 3: talk about that. Yeah.
[21:24] Speaker 1: So I just recently got a warehouse in March of
[21:29] Speaker 1: this year, which was huge. It's a huge warehouse. We
[21:32] Speaker 1: are leasing it to own. So you have any whole
[21:35] Speaker 1: warehouse the whole warehouse, the whole warehouse.
[21:37] Speaker 3: How big is the warehouse?
[21:38] Speaker 1: Thirty thousand square feet? Yeah, so we went from ten
[21:43] Speaker 1: thousand square feet to the next year needing thirty thousand
[21:45] Speaker 1: square feet And this just happened last year.
[21:47] Speaker 3: So and where is it at.
[21:48] Speaker 2: This is in Orlando. So with my warehouse now we
[21:54] Speaker 2: are leasing to own.
[21:55] Speaker 1: I didn't want to purchase it outright because I just
[21:57] Speaker 1: the less responsibility when it comes the warehouse is the better, really,
[22:01] Speaker 1: because it's so much that goes into a warehouse, especially
[22:04] Speaker 1: with the insurance, the build out, the floor plan, like
[22:07] Speaker 1: the permits, It's a lot that goes into it. And
[22:09] Speaker 1: I didn't really want to put that on my back,
[22:11] Speaker 1: especially at scale. So I said, you know what, with
[22:13] Speaker 1: the contract, I'll just have it so that I will
[22:15] Speaker 1: rent to own within three years. If I want to
[22:17] Speaker 1: purchase it, i can, and if not, I'll just move on.
[22:20] Speaker 1: And it's more than likely I'll need a bigger space
[22:22] Speaker 1: by that time. But I wanted it to actually at
[22:24] Speaker 1: least be an option.
[22:25] Speaker 3: So all right, so you come in, you have the
[22:28] Speaker 3: first warehouse ten thousand square feet. You had that whole
[22:31] Speaker 3: thing by yourself. Yes, When did you realize that you
[22:35] Speaker 3: needed to move to thirty thousand square fee and talk
[22:37] Speaker 3: about the decision to rent to own as opposed to
[22:40] Speaker 3: just renting right, like financially, why do you want to
[22:44] Speaker 3: rent to own?
[22:45] Speaker 1: Okay, So last year, my business grew one hundred and
[22:49] Speaker 1: thirty seven percent in one year, and so I had
[22:53] Speaker 1: to buy another warehouse, like a mini warehouse next to
[22:56] Speaker 1: my warehouse, and it was about three thousand, thirty five
[22:58] Speaker 1: hundred square feet. We were busting at the scenes. I mean,
[23:02] Speaker 1: we had so many boxes and inventory just stacked up
[23:05] Speaker 1: so high. And I looked at my team, I said, yeah, guys,
[23:09] Speaker 1: it's go time, Like we can't buy another warehouse and
[23:12] Speaker 1: another warehouse, like we just need to have something that
[23:15] Speaker 1: we could grow in.
[23:16] Speaker 2: And it's so crazy because I just got this warehouse.
[23:19] Speaker 1: In March, and now we need another warehouse, like we're
[23:23] Speaker 1: gonna need when I have already forecasted that will need
[23:25] Speaker 1: more space, like very soon this march.
[23:28] Speaker 2: This March. Wo yeah, this March.
[23:30] Speaker 1: And so I said, okay, well, you know what, We're
[23:33] Speaker 1: gonna have to find a bigger space. And I think
[23:36] Speaker 1: that I'm glad. I'm really I'm really happy that I've
[23:39] Speaker 1: always been really in touch with how I manage money.
[23:43] Speaker 1: I've never been a person to just be really frivolous
[23:45] Speaker 1: with money, and that just goes to my upbringing. Like
[23:47] Speaker 1: my grandma was a librarian, but she also taught us
[23:49] Speaker 1: a lot about money and how to manage it at
[23:51] Speaker 1: a small scale. You know, I was able to save
[23:53] Speaker 1: five dollars for a month and I felt really happy
[23:56] Speaker 1: about that growing up because my siblings wouldn't trust me
[23:58] Speaker 1: to save up their money and the reason and I
[24:00] Speaker 1: just thought, Okay, you know what, let me just rent
[24:02] Speaker 1: to own because that financial responsibility to just buy it outright,
[24:06] Speaker 1: not only would it have tied up a lot of
[24:08] Speaker 1: my money, but it would have put us in a
[24:10] Speaker 1: position where if I wanted to grow, I would have
[24:13] Speaker 1: to sell it. I would have to rent it out.
[24:15] Speaker 1: And I didn't want that responsibility. A lot of that
[24:17] Speaker 1: responsibility is not mine to carry in this season. I
[24:20] Speaker 1: really just want to grow my business. I want to
[24:22] Speaker 1: grow the platforms that we're using and expand there. And
[24:26] Speaker 1: I just knew if I just decided to purchase that
[24:28] Speaker 1: it would have been another responsibility that I didn't really.
[24:31] Speaker 3: Care to have.
[24:32] Speaker 4: Really, you start with the soap, talk about product diversity,
[24:37] Speaker 4: how many products are in the business right now, because
[24:40] Speaker 4: a lot of times people will come out with six
[24:42] Speaker 4: products if there's only one in that seals obviously you
[24:44] Speaker 4: have the soap.
[24:44] Speaker 5: When did you decide to say, okay, you know what,
[24:46] Speaker 5: let's introduce the audience to this.
[24:49] Speaker 2: So my customers actually told me what they wanted, and
[24:52] Speaker 2: I listened to them.
[24:53] Speaker 1: So in the beginning, we had the Yoni washers, we
[24:56] Speaker 1: had the citrusy Talks, Jail Vitamin C and as soon
[25:01] Speaker 1: as I realized there was a need for me to
[25:02] Speaker 1: make more products, such as something for skincare hyperpigmentation. Last year,
[25:07] Speaker 1: I did a video on TikTok about HS, which is
[25:12] Speaker 1: an inflammatory skin condition where you have like access and
[25:16] Speaker 1: cysts all over your body and it's nothing.
[25:17] Speaker 2: It's not really a cure for it.
[25:19] Speaker 1: But you know, holistically you can cure a lot of things,
[25:22] Speaker 1: but sometimes modern medicine will tell you that you there's
[25:25] Speaker 1: no cure for it. So not to say that my
[25:27] Speaker 1: products are a cure for something, but I realized that
[25:30] Speaker 1: they can help significantly with it. So with the vitamin
[25:34] Speaker 1: C wash, I made a video on TikTok and I said, hey,
[25:37] Speaker 1: if you have HS, you need to use this product
[25:39] Speaker 1: because we have the results. And I did a video
[25:41] Speaker 1: before and after of someone who had HS and it
[25:43] Speaker 1: went viral. I think it got like twelve million views
[25:47] Speaker 1: within like the first week. And when I realized, hey,
[25:50] Speaker 1: that was a product I wasn't even promoting like that.
[25:52] Speaker 1: It was just on my website. That product sold out.
[25:55] Speaker 1: We couldn't even keep it in stock. And another thing,
[25:57] Speaker 1: like you said, how do you realize what to put
[25:59] Speaker 1: out there? The customers will tell you, but you also
[26:01] Speaker 1: got to tell them what they need. I'm telling them, hey.
[26:04] Speaker 2: You need this for this reason.
[26:06] Speaker 1: They might not even think that they need it, they
[26:08] Speaker 1: might even have the issue, but they're going to find
[26:10] Speaker 1: a reason to discover a new product because people are
[26:12] Speaker 1: naturally curious. They want to know how can I have
[26:14] Speaker 1: reached this level of Hey, I'm not perfection, but people
[26:18] Speaker 1: want to be completely satisfied with themselves internally and externally.
[26:21] Speaker 1: So you may not have dark spots, but you might
[26:24] Speaker 1: want to perfect what you have already. You may not
[26:26] Speaker 1: have vaginal odor, but you might just want to always
[26:29] Speaker 1: have a fresh VOVA. So I'm telling them what they need.
[26:31] Speaker 1: I'm telling them how to use products that they never
[26:34] Speaker 1: try before. And because I have such a cult like community,
[26:37] Speaker 1: especially on TikTok and Instagram, my customers they vouch for it.
[26:41] Speaker 1: They'll be in the comments like, y'all, I promise you
[26:43] Speaker 1: this changed my life, like this is the thing, this
[26:45] Speaker 1: is the product. And that type of community is really authentic,
[26:49] Speaker 1: especially on TikTok because the girls trust authentic.
[26:53] Speaker 2: And real videos and the reviews are there. So I
[26:57] Speaker 2: tell them and then they tell me.
[26:59] Speaker 3: So what is the what is a pH balance anyway?
[27:02] Speaker 3: Like what exactly is a pH balance? And why is
[27:05] Speaker 3: it become such a big issue, Like everybody's talking about
[27:09] Speaker 3: like pH balances and being thrown off or talking like that,
[27:12] Speaker 3: Like is there something environmental that has changed or has
[27:15] Speaker 3: this always been an issue and just people are just
[27:16] Speaker 3: talking about it now?
[27:18] Speaker 1: Okay, So well I'm thirty one years young, right' I'm young, interned,
[27:23] Speaker 1: But I think that pH balance has always been a thing,
[27:27] Speaker 1: but it has been It was a taboo before I started.
[27:29] Speaker 1: So when I started, no one was talking about stuff
[27:31] Speaker 1: like this openly. I had to kind of break the
[27:34] Speaker 1: mold and I had to embarrass myself, you know. I
[27:36] Speaker 1: had to talk about stuff that was like Croy, are
[27:38] Speaker 1: you going to say that out loud, but I had
[27:40] Speaker 1: to because I knew if I didn't, nobody else was
[27:42] Speaker 1: going to do it, and I was open to it.
[27:44] Speaker 1: I'm like, hey, I know, I'm not the only one
[27:46] Speaker 1: that experienced my pH being thrown off. And as soon
[27:49] Speaker 1: as you start to connect with somebody on that level,
[27:53] Speaker 1: they start to trust you and they start to tell
[27:54] Speaker 1: you what's going on with them. So as soon as
[27:57] Speaker 1: I started that type of conversation, people were like, yeah, like,
[28:00] Speaker 1: I've been dealing with BV, I've been dealing with East infections,
[28:03] Speaker 1: and a lot of women don't know that your pH
[28:05] Speaker 1: is supposed to be between like three point six four
[28:08] Speaker 1: point five, like within that range, because that's where bacteria
[28:11] Speaker 1: can grow. That's when you realize you might have an odor,
[28:14] Speaker 1: you might have a discharge that might be really pungent,
[28:18] Speaker 1: but they don't know how to identify what that is
[28:20] Speaker 1: because some women don't have access to go to the
[28:22] Speaker 1: OBGI in some women didn't have access to have the
[28:25] Speaker 1: at home test kits. They're just trying to wash it
[28:28] Speaker 1: off and sprinkle it with strawberry milkshake body washes, and
[28:31] Speaker 1: it's throwing them off even more. Like a lot of
[28:33] Speaker 1: women didn't know. You're not supposed to use fragrance down there.
[28:36] Speaker 1: You're not supposed to use your man's body wash and
[28:39] Speaker 1: soap bars that are antibacterial that have a high pH.
[28:43] Speaker 1: Because you don't know better, you can't do better. So
[28:45] Speaker 1: I was open to and willing to tell them better
[28:48] Speaker 1: ways to handle things. And I wasn't an expert in it.
[28:51] Speaker 1: But with time and with me investing in myself and
[28:54] Speaker 1: my business, I was able to learn so much more
[28:56] Speaker 1: about it and share it with my community. Like on
[28:58] Speaker 1: my website, I have a blog. I talk about postpartum care.
[29:02] Speaker 1: I talk about feminine wellness. I talk about how your
[29:06] Speaker 1: relationship can throw off your pH balance. You know, I
[29:09] Speaker 1: talk about all those things, and I keep it diverse
[29:11] Speaker 1: because not every story is the same and not every
[29:13] Speaker 1: solution is the same. So as soon as I was
[29:16] Speaker 1: able to talk about that very openly, people realize, you
[29:18] Speaker 1: know what, my pH might be thrown off because I
[29:21] Speaker 1: started to wear this swimsuit and while I was wearing
[29:23] Speaker 1: panties that was silk, and that's supposed to just be
[29:26] Speaker 1: for fun. I'm not supposed to be having on silk
[29:28] Speaker 1: panties all day. You know, you need cotton. And wash
[29:32] Speaker 1: your bathing suits before wash your bathing suits, washed bathing suits,
[29:35] Speaker 1: and wash your underwear before you put them on. Like
[29:37] Speaker 1: small things like.
[29:38] Speaker 3: That, like Washington store out the store them because.
[29:42] Speaker 1: People are trying on underwear in the store exactly and
[29:44] Speaker 1: you don't know what their vulva has been through and
[29:47] Speaker 1: you're just connecting it with yours.
[29:48] Speaker 2: That's a lot. So with this, you don't know what
[29:52] Speaker 2: it's been through.
[29:53] Speaker 5: So yeah, I'm thinking, like now you got me back
[29:56] Speaker 5: in my health class. I'm thinking, lad be a major,
[29:58] Speaker 5: lay be a minor. I'm thinking all these things.
[30:00] Speaker 2: Cubists that you know, the anatomy.
[30:02] Speaker 4: I was teaching kids, like for eight years I taught
[30:05] Speaker 4: health no joke. I saved it toward the end of
[30:08] Speaker 4: the year because I knew kids wanted to talk about that.
[30:10] Speaker 4: It was like the reproductive unit, sex ad unit, and
[30:13] Speaker 4: so we have to explain the mental cycle all these things.
[30:15] Speaker 1: Oh that makes me so happy, especially as a man,
[30:17] Speaker 1: a black man. Most importantly that you know, because it's important,
[30:21] Speaker 1: Like when you're intimate with your partner, they may not
[30:24] Speaker 1: even know where things are. So when you're telling them
[30:28] Speaker 1: or you're communicating and you're noticing that you might be
[30:31] Speaker 1: off or you're noticing that you might not be happy
[30:34] Speaker 1: with certain things. They don't know because they were never taught.
[30:37] Speaker 1: So I have this webinar that I have been working
[30:40] Speaker 1: on called what Mommy Never taught You for men and women. Hey,
[30:45] Speaker 1: this is the anatomy, and this is what it's supposed
[30:47] Speaker 1: to smell like, and this is what it's supposed.
[30:48] Speaker 3: To look like. You know, it's a fact.
[30:50] Speaker 4: When I would teach young girl, I had an all
[30:52] Speaker 4: girls class, but I had mixed classes as well. At
[30:55] Speaker 4: thirteen fourteen, they just knew that they were getting their period.
[30:58] Speaker 4: They really didn't understand what was happening their body. They
[31:00] Speaker 4: didn't understand what the discharge was, they didn't understand what
[31:04] Speaker 4: the cycle was, they didn't understand tissue being to none
[31:07] Speaker 4: of those things.
[31:07] Speaker 5: They just knew that hey, at once a month, I
[31:10] Speaker 5: get it. So I get what you're saying.
[31:12] Speaker 4: I want to talk about how you leverage social media
[31:15] Speaker 4: to help with that education process, right, because obviously TikTok,
[31:18] Speaker 4: teds Help and other social media website was that a
[31:22] Speaker 4: conscious effort to be vulnerable on social outlets and see
[31:26] Speaker 4: the feedback and then okay, we've got this community let's
[31:30] Speaker 4: build with them.
[31:30] Speaker 3: Yeah.
[31:31] Speaker 2: So when I first started, I wanted to tell my business.
[31:34] Speaker 1: And I'm a very private person, not by nature, but
[31:39] Speaker 1: I didn't mind telling my business in that way because
[31:41] Speaker 1: I knew what I was trying to do with my business.
[31:44] Speaker 1: And when I was able to share, hey, y'all, like
[31:47] Speaker 1: I was experiencing my pH being thrown off and it
[31:50] Speaker 1: was it was like it wasn't frequent, but it was
[31:54] Speaker 1: frequent enough for me to be like, if it's twice
[31:56] Speaker 1: a year, that's too much, Like I don't want to
[31:58] Speaker 1: deal with that.
[31:59] Speaker 2: Like I didn't care to deal with it. And when I.
[32:02] Speaker 1: Started to tell my peers at school and we started,
[32:05] Speaker 1: we also we started like a I don't remember what
[32:08] Speaker 1: was the chat in college, but it was like a
[32:10] Speaker 1: chat where you could talk to all of your classmates.
[32:13] Speaker 2: And we started a chat. We started I don't know
[32:15] Speaker 2: if I can say, can I say, kuci?
[32:17] Speaker 3: Sure?
[32:17] Speaker 2: We started we started a Volva chat. We were talking
[32:19] Speaker 2: about Bulba.
[32:20] Speaker 3: We're talking about Volva.
[32:21] Speaker 1: In my school, in my communication class, and we would
[32:25] Speaker 1: talk about all the things that we were going through,
[32:27] Speaker 1: like our cycles. And when our cycles came on, it
[32:30] Speaker 1: was it was amazing. I had built a beautiful community.
[32:33] Speaker 1: It was about seven of us, you know, but it
[32:35] Speaker 1: was it was strong enough for the word to spread, like, y'all,
[32:38] Speaker 1: we have a vulva community on campus.
[32:40] Speaker 4: What's the wildest like question? Because I'm gonna tell you
[32:43] Speaker 4: my wildest question. I did the same thing. I said,
[32:46] Speaker 4: if kids weren't comfortable asking questions, I left a box
[32:48] Speaker 4: in the front of the class and they could leave
[32:50] Speaker 4: a question in there, and then the next tund we
[32:52] Speaker 4: came to class, I would answer it. I'm gonna tell
[32:53] Speaker 4: you my wildless what what was yours?
[32:56] Speaker 3: Oh?
[32:56] Speaker 2: Man, it's so much you about to pull out the
[32:58] Speaker 2: roll of the decks. Let's see.
[32:59] Speaker 5: Let me start.
[33:00] Speaker 3: Let's start like I guess, say this young and I laughed.
[33:03] Speaker 4: After class, she said, mister Millings, if a girl has
[33:08] Speaker 4: a yeast infection and she has a boy has oral
[33:12] Speaker 4: sex with her, can he have an east infection.
[33:15] Speaker 5: In his beard?
[33:17] Speaker 3: Oh?
[33:18] Speaker 2: That's actually that's a really good question.
[33:19] Speaker 5: It was a great question. I had never thought of it.
[33:22] Speaker 4: And I was technically yes, right because if we're talking
[33:27] Speaker 4: about where it was crabs actually was crabs, all those crabs.
[33:31] Speaker 5: It wasn't ease infection, was crabs?
[33:33] Speaker 4: Yeah, And I was like, well it filcles of hair
[33:37] Speaker 4: depending on the hairstrain could tell.
[33:39] Speaker 5: I'm like, yeah, maybe possible. He can wildness.
[33:42] Speaker 1: Yeah, yeah, that is actually wow, that's intense. Okay, what
[33:48] Speaker 1: was the wildest question someone asked me? You know, I
[33:51] Speaker 1: get so many crazy questions. I really have to think
[33:53] Speaker 1: about that because, like they might sound crazy, but they
[33:56] Speaker 1: might sound normal to me. So can I have sex
[33:58] Speaker 1: while I have BV? I get questions like that, can
[34:03] Speaker 1: I can I have oral sex if I have BV?
[34:06] Speaker 1: Or like my can my partner give me BV through sex?
[34:10] Speaker 1: Like stuff like that. It's not crazy, but it's pretty normal.
[34:13] Speaker 1: I know I've had some crazy questions. I just can't
[34:15] Speaker 1: think of them.
[34:16] Speaker 3: Mother.
[34:17] Speaker 1: Yeah, I had some crazy questions because people people will
[34:19] Speaker 1: ask me questions like.
[34:22] Speaker 3: They have.
[34:22] Speaker 2: There's no shame in my DMS. You know, people don't care.
[34:25] Speaker 1: They will say anything to me and I'm like what,
[34:28] Speaker 1: But I love that they feel so comfortable talking to
[34:30] Speaker 1: me about stuff and they know that I'll give them
[34:31] Speaker 1: an answer because I try my best to answer DMS.
[34:34] Speaker 1: I try not to be to Beyonce to the Internet,
[34:35] Speaker 1: but as much as many times as I can, I'll
[34:39] Speaker 1: try to answer and give them and give them real feedback.
[34:43] Speaker 3: So TikTok mm hm, you do TikTok shop? Yes, I explain,
[34:48] Speaker 3: explain that like for people that's not even familiar with
[34:50] Speaker 3: TikTok shop, and how has your experience been with TikTok
[34:53] Speaker 3: shop and how are you going about utilizing it.
[34:57] Speaker 2: TikTok has made my business sore for sure.
[35:03] Speaker 1: Outside of our Shopify platform, TikTok has made our business sore.
[35:08] Speaker 1: So what I do on TikTok is TikTok has this
[35:11] Speaker 1: affiliate program where you can make videos. You can add
[35:15] Speaker 1: a shopping cart at the bottom of the video, a
[35:17] Speaker 1: yellow shopping cart. You can tag your product and in
[35:19] Speaker 1: the first five seconds that be promoting the product. You
[35:22] Speaker 1: need to show the product and you need to capture
[35:25] Speaker 1: their attention within the first five seconds. That is something
[35:28] Speaker 1: that I have learned through trial and error with me
[35:30] Speaker 1: being invited to dinners and me getting awarded at TikTok
[35:34] Speaker 1: for performance. So well, now on TikTok you have to
[35:38] Speaker 1: be able to catch their attention very quickly. That's very
[35:42] Speaker 1: difficult to do. When it comes to selling a product,
[35:45] Speaker 1: you have to have a hook. And I'm really good
[35:47] Speaker 1: at creating a hook, like is your volva darker than usual?
[35:51] Speaker 1: People are like, excuse me, but it is a really
[35:54] Speaker 1: good way to interact with people. And as soon as
[35:57] Speaker 1: I do that, I go into the education of the thing.
[36:00] Speaker 1: Now with TikTok, with the affiliate program, you can give
[36:03] Speaker 1: affiliates about ten to twenty percent of commission if they
[36:06] Speaker 1: make a really good video, depending on what your numbers are,
[36:10] Speaker 1: like you know what your overhead is like, and of
[36:11] Speaker 1: course TikTok has to get their share, but we offer
[36:15] Speaker 1: twenty percent per video for affiliates. And we also have
[36:19] Speaker 1: an affiliate community, and that's we have just a discord
[36:22] Speaker 1: group where they'll submit videos, will give them our feedback,
[36:25] Speaker 1: and then they'll just put it on the website.
[36:27] Speaker 3: We put it on TikTok, testimonials.
[36:29] Speaker 1: Testimonials, they'll do review videos, they'll be get ready with
[36:33] Speaker 1: me videos. Those diverse kinds of videos are about. Storytelling
[36:37] Speaker 1: are important on TikTok because it's not just sell, sell sell.
[36:40] Speaker 1: People want to know a story. People want to know
[36:42] Speaker 1: what happened when you use the product.
[36:43] Speaker 3: Why should I use it?
[36:44] Speaker 1: There's so many other variations of my product on TikTok,
[36:48] Speaker 1: so why should I trust this one as opposed to
[36:50] Speaker 1: another one. So they're basically going into detail about how
[36:54] Speaker 1: impactful it is, why they want to use that as
[36:56] Speaker 1: opposed to something else. The packaging, the shopping experience, all
[37:01] Speaker 1: those things going to play, and most importantly the reviews
[37:03] Speaker 1: on TikTok.
[37:04] Speaker 3: How much has TikTok grown your business?
[37:09] Speaker 1: So I was just looking at the analytics. TikTok has
[37:12] Speaker 1: grown my business thirty two percent just within this year.
[37:17] Speaker 1: That's just TikTok.
[37:18] Speaker 3: You do live stream on TikTok.
[37:19] Speaker 2: I do live streams on TikTok. We go live, YEP.
[37:23] Speaker 1: I sell live on TikTok for people that don't know.
[37:25] Speaker 1: So on TikTok Live, I am able to sell my
[37:29] Speaker 1: entire catalog. I'm able to do flash shills, I'm able
[37:32] Speaker 1: to do giveaways, and I'm able to interact and be
[37:36] Speaker 1: very personal with my audience. And of course you're talking
[37:40] Speaker 1: to a phone, but you're also talking to thousands of
[37:42] Speaker 1: people who aren't trusting you with something as sensitive best
[37:44] Speaker 1: their VOVA. So on TikTok Live, I'm able to figure
[37:48] Speaker 1: out what they want me to talk about by asking them, like, hey, y'all,
[37:51] Speaker 1: it's Julie Si We're on Live, the best family wellness
[37:53] Speaker 1: brand in the world. Listen, y'all, I have something really
[37:56] Speaker 1: big I want to share with you.
[37:57] Speaker 2: Guys.
[37:57] Speaker 1: We have our og you only wash now. If you're
[38:00] Speaker 1: a sensitive girl, they may not want to use it.
[38:01] Speaker 1: We do have a sensitive option for you. Do I
[38:03] Speaker 1: have any sensitive girl that's in the building. If I
[38:05] Speaker 1: see comments, okay, put a yellow heart in the chat.
[38:07] Speaker 1: If you're a sensitive girl, I see the chat being
[38:10] Speaker 1: flooded with yellow hearts.
[38:11] Speaker 2: Well, I'm talking about sensitive.
[38:13] Speaker 1: We only washes for the next five minutes, and I'm
[38:15] Speaker 1: going to offer a flash sale and I'm going to
[38:17] Speaker 1: offer them. Hey, y'all, if you get this, I'll give
[38:19] Speaker 1: you free shipping. I'm just letting them tell me what
[38:22] Speaker 1: they want, and as soon as they're communicating with me,
[38:24] Speaker 1: I'm on it. My team is on the back end.
[38:26] Speaker 1: We're looking at the analytics, we're looking at what people
[38:29] Speaker 1: are saying, what they want us to talk about.
[38:30] Speaker 2: And I'm also doing education.
[38:32] Speaker 1: So I do this thing on Live where I bring
[38:34] Speaker 1: out Miss Pearl, which is like a VOVA and it
[38:39] Speaker 1: shows the entire anatomy of it, and I'm telling them
[38:41] Speaker 1: how to wash and what to wash and what to
[38:43] Speaker 1: lift up and what to cleanse. And as soon as
[38:45] Speaker 1: they see that, and I'm giving them education but also
[38:48] Speaker 1: selling and also telling them stories about myself and about
[38:50] Speaker 1: my friends.
[38:51] Speaker 2: They're locked in.
[38:52] Speaker 1: They're ready to buy because what better way to sell
[38:55] Speaker 1: a product than by telling a story. And TikTok Live
[38:58] Speaker 1: has transformed my business because people are just there to buy.
[39:02] Speaker 1: They're not a lot of people. They may watch, but
[39:04] Speaker 1: they're there to buy. Like it's almost like QBC.
[39:07] Speaker 4: Yeah, yeah, talk about the other forms of marketing, because
[39:11] Speaker 4: shout out to a poor mind's family. Like I watched
[39:13] Speaker 4: Lex Andrea talk about so Exol all the time.
[39:16] Speaker 1: And that was such an authentic partnership because they were
[39:19] Speaker 1: they were salt based.
[39:20] Speaker 2: They're like before before they were salt based, that was crazy.
[39:23] Speaker 3: Yet now I'm like, wait, I'm.
[39:26] Speaker 4: So happy that we're talking because I heard about it
[39:28] Speaker 4: all the time watching them and obviously it was an
[39:30] Speaker 4: organic relationship. Talk about how that came about and how
[39:33] Speaker 4: you're using influence to influence.
[39:35] Speaker 1: Yeah, shout out to my girls that poor mind. Yeah yeah,
[39:38] Speaker 1: Andrea and Lex for sure. So my friends sent me
[39:42] Speaker 1: a video they were talking about feline hygiene and what
[39:45] Speaker 1: products they use an authentic video, and she sent me
[39:47] Speaker 1: a screenshot. I mean, I screenshot a video. She's like,
[39:50] Speaker 1: they're talking about Saltic so on the podcast.
[39:51] Speaker 3: I was like what.
[39:53] Speaker 1: And they asked me to come on the show like
[39:55] Speaker 1: a few months later, and we just connected. You know
[39:58] Speaker 1: how sometimes you meet people and it's just it just worked,
[40:01] Speaker 1: and they are hilarious and they are really really awesome
[40:05] Speaker 1: business women, and we have similar stories in terms of.
[40:08] Speaker 2: How we bootstrapped our business and how we grew from
[40:10] Speaker 2: the ground up, and.
[40:11] Speaker 1: So we just connected and the partnership became so authentic
[40:14] Speaker 1: because they loved the product and they used it. And
[40:17] Speaker 1: sometimes when you have partnerships they don't really use the product.
[40:19] Speaker 1: You can tell they're talking about it from firsthand experience.
[40:22] Speaker 1: I had to kind of sway lex into wanting to
[40:26] Speaker 1: use it because she was using another brand and she's dedicated.
[40:30] Speaker 1: I mean, you would think that she made Saltic Soul
[40:31] Speaker 1: the way she rides for Saltic. So that partnership came
[40:34] Speaker 1: from just us having a conversation and they love my passion.
[40:37] Speaker 3: They were like, girl, the.
[40:38] Speaker 2: Way you talk about these products, I'm about to use
[40:39] Speaker 2: these products right now. So as soon as I left
[40:42] Speaker 2: them with a package.
[40:43] Speaker 1: I left them with three months supply of saltic so
[40:45] Speaker 1: I'm like, as soon as they use it one time,
[40:47] Speaker 1: I know they'll love it. And as soon as I
[40:51] Speaker 1: launched that interview with them, I asked them, Hey, can
[40:54] Speaker 1: we do like a long term partnership, but I'm looking
[40:57] Speaker 1: for exclusivity. I don't want you to promoting any other
[40:59] Speaker 1: well this brands on this podcast. And they were like,
[41:02] Speaker 1: you know, we never did anything like that before, like
[41:04] Speaker 1: we usually keep it diverse. I'm like, nah, I don't
[41:07] Speaker 1: want it.
[41:08] Speaker 2: I want it. I want all of it.
[41:10] Speaker 1: And we were able to work it out and it
[41:11] Speaker 1: has been such a blessing because they have a different
[41:14] Speaker 1: audience than us, and so many people have told me,
[41:17] Speaker 1: like the way salt Exol is represented on Poor Minds,
[41:20] Speaker 1: I had to buy it. I just had to see
[41:22] Speaker 1: what it was about, Like some people are interested just
[41:24] Speaker 1: to see what is the hype about. And they realized
[41:26] Speaker 1: it's not hype. It is a authentically great product. It's
[41:30] Speaker 1: nothing else that I need to do at that point,
[41:32] Speaker 1: you know, Yeah, so.
[41:35] Speaker 3: Talk about creating a community, because you said you have
[41:38] Speaker 3: the salt base, so you have people that's affiliates so
[41:43] Speaker 3: what's the game plan about, you know, creating that community.
[41:48] Speaker 1: So when I created my community, it was organic. They
[41:52] Speaker 1: wanted a name for themselves. They actually asked me to
[41:54] Speaker 1: name them, like, can we have a name? Because when
[41:57] Speaker 1: I first started saltic So, we would sell out within
[41:59] Speaker 1: the first fives Remember I was telling you we only
[42:01] Speaker 1: were able to do a drop once a long and
[42:03] Speaker 1: people would pull off on the side of the road.
[42:05] Speaker 1: People would stop teaching their class in the middle of class.
[42:08] Speaker 1: Hey y'all, we got to do the Saltic Soul restock.
[42:10] Speaker 1: It was a big thing, and that's not any exaggeration.
[42:13] Speaker 1: So when people realize how difficult it was to have
[42:18] Speaker 1: access to Saltic Sol, they realized, oh, this is an
[42:21] Speaker 1: exclusive community, and people love to feel exclusive, like hey,
[42:25] Speaker 1: I got the drop, you didn't get the drop. And
[42:28] Speaker 1: that worked in our favor for a little while because
[42:30] Speaker 1: people felt like they were a part of something that
[42:33] Speaker 1: nobody could really could put their hands on. You know,
[42:35] Speaker 1: it was very rare for someone to be able to
[42:37] Speaker 1: buy all that that was in their car. So as
[42:39] Speaker 1: soon as I realized that, people felt like, hey, I
[42:42] Speaker 1: want to be a part of the Salt and Soul
[42:43] Speaker 1: community because we're a laite, you know, we're different. They
[42:46] Speaker 1: kind of made a name for themselves, and as time
[42:49] Speaker 1: went on, I was able to realize the more that
[42:52] Speaker 1: I pour into them and make them feel that I'm
[42:54] Speaker 1: listening and make them feel that we are a part
[42:57] Speaker 1: of a girl's girl community, they don't mind and promoting
[43:01] Speaker 1: the brand for free.
[43:02] Speaker 2: I don't have.
[43:03] Speaker 1: Saltic Soul grew without any ADS. I just started ADS
[43:08] Speaker 1: maybe two years ago. That is six years of organic marketing.
[43:13] Speaker 1: That's just from my customers being able to promote it
[43:15] Speaker 1: because they realized that it wasn't a lot of products
[43:18] Speaker 1: on the market that could do what Saltic Soil was doing.
[43:20] Speaker 1: It was neutralizing older it was bringing back their confidence,
[43:23] Speaker 1: and you were sharing this product with young girls who
[43:26] Speaker 1: were just starting their cycle. You were sharing this product
[43:29] Speaker 1: with women who had dealt with BVS silently, who couldn't
[43:33] Speaker 1: have intercourse and want to be confident doing it because
[43:36] Speaker 1: they didn't want to keep taking pills and antibiotics.
[43:40] Speaker 2: It was kind of just giving them that reverse effect.
[43:42] Speaker 2: What is so it's bacterial.
[43:44] Speaker 3: Vaginosis, bacterial vaginotion.
[43:46] Speaker 2: You know about bacterial vaginosis?
[43:48] Speaker 1: Yeah?
[43:49] Speaker 5: What is when?
[43:51] Speaker 1: Yeah, it's it's basically when it's an overgrowth of bacteria
[43:55] Speaker 1: inside of your ecosystem and essentially it creates this older
[43:59] Speaker 1: where it's like very fishy, the fish fishy odor, very pungent, Yes,
[44:03] Speaker 1: very pungent. You walk in and can knock you out,
[44:05] Speaker 1: like you sit down and like the air rise. Yeah,
[44:08] Speaker 1: it's intense and it's a it's very common.
[44:11] Speaker 5: It's very discharge.
[44:14] Speaker 1: Yes, it's like a gray milky discharge that happens when
[44:17] Speaker 1: you have back to your vaginal.
[44:18] Speaker 4: We're going to say that leaks from the vaginal canal. Okay,
[44:21] Speaker 4: you see what I'm saying opening Okay.
[44:24] Speaker 3: So how you feel about because like most people learn
[44:27] Speaker 3: about all of this stuff through music. So it's been
[44:32] Speaker 3: like kind of shame like fish. The fish thing has
[44:38] Speaker 3: become a popular lyric for men to describe women like,
[44:42] Speaker 3: you know, like smell like fish. Whatever. What level of
[44:46] Speaker 3: psychological shame do you think that that plays because it
[44:51] Speaker 3: has such a stigma, especially just the fish thing that's that's.
[44:54] Speaker 1: Been Yeah, that's people talk about you. Yeah as a kid,
[44:58] Speaker 1: like that's.
[44:58] Speaker 3: The thing that's been a thing for it's been a thing.
[45:01] Speaker 3: So have you like is it like an education of
[45:06] Speaker 3: like look, this is what this is. This might not
[45:09] Speaker 3: be something. This is something that you need to, you know,
[45:11] Speaker 3: get attention for. It's not like something that's wrong with you,
[45:14] Speaker 3: like talk about that, because some people might just think,
[45:17] Speaker 3: like something's wrong with me.
[45:19] Speaker 1: Like, yeah, my community they call me Mama Salt. And
[45:22] Speaker 1: the reason why they call me that is because I
[45:25] Speaker 1: am very nurturing to my community. I talk to them
[45:27] Speaker 1: with love. I don't shame them, and I think that
[45:30] Speaker 1: they love that because sometimes you'll be promoting a product
[45:33] Speaker 1: and it's like ooh if it's sath, It's like hold on,
[45:37] Speaker 1: Like this is a very sensitive topic for me, and
[45:39] Speaker 1: this is something I've been dealing with silently, something that
[45:43] Speaker 1: I didn't want to tell anybody. So when I'm trying
[45:45] Speaker 1: to learn about a new product, I want to be
[45:47] Speaker 1: able to soften the blow. So I softened the blow
[45:50] Speaker 1: with them with education. I soften the blow with telling
[45:53] Speaker 1: them about me. You know, sometimes you got to tell
[45:55] Speaker 1: a little bit about you so people can open up
[45:58] Speaker 1: and with the whole fish thing. Yeah it's funny, haha,
[46:02] Speaker 1: but at the end of the day you might be
[46:04] Speaker 1: crying on the inside, so you know, it's it's tough.
[46:08] Speaker 1: So I try to educate them as much as possible,
[46:11] Speaker 1: not just about the product itself, but about your water intake,
[46:15] Speaker 1: your diet.
[46:16] Speaker 2: What are you using? Are you peeing after sex?
[46:18] Speaker 1: Like?
[46:18] Speaker 2: Are you taking probiotics? Are you making sure that yes?
[46:22] Speaker 3: Like does that work?
[46:23] Speaker 1: That's well, I wouldn't say pineapple is the end all
[46:26] Speaker 1: be all, but you need to have a you need
[46:28] Speaker 1: to have a really good probiotic. And so some probiotics
[46:30] Speaker 1: have pineapple in it, but that whole like eat the
[46:33] Speaker 1: pineapple tastes better if you have BV. It ain't gonna
[46:36] Speaker 1: do nothing that BV gonna permeate through. It'll permeate through.
[46:39] Speaker 3: What about like when Cardi b was saying that she
[46:42] Speaker 3: was talking about.
[46:43] Speaker 2: Drinking the pediat to get wet.
[46:46] Speaker 3: I remember that now she was saying that she was
[46:49] Speaker 3: she was saying after she was saying that she was
[46:51] Speaker 3: showering with what was it? It was? She was using
[46:55] Speaker 3: something like that you cook with traditionally. Well, she was like,
[46:59] Speaker 3: she was like, it's up Dominican, like Caribbean thing like
[47:03] Speaker 3: just Dominican. Maybe that's what she says.
[47:05] Speaker 2: I don't know, I don't know about that.
[47:07] Speaker 3: He said, Caribbean, that's what That's how words.
[47:11] Speaker 5: To do what yeah, to clean wash in what she
[47:14] Speaker 5: doing the exact is not a turkey basis.
[47:19] Speaker 3: It's not like it was. It was a liquid thing.
[47:22] Speaker 2: Oh, I don't know.
[47:23] Speaker 1: Maybe she was doing There's all kinds of remedies, all
[47:27] Speaker 1: kinds of stuff. Yeah, I just stick to soaltic.
[47:28] Speaker 3: So that's all, you know.
[47:29] Speaker 2: That's all I know.
[47:31] Speaker 3: Though, Where are you from? I'm from Miami, Like, wh
[47:33] Speaker 3: where's your family from? You're black American?
[47:35] Speaker 2: Oh yeah, so my dad is from Dominica. My mom
[47:38] Speaker 2: is American.
[47:39] Speaker 3: Okay. Dominica actually has one of the largest amounts of
[47:43] Speaker 3: people that lived to be one hundred years old. Wow.
[47:45] Speaker 2: Yeah, my dad is eighty nine.
[47:47] Speaker 1: That's what.
[47:48] Speaker 2: Yeah, he's old. He's old.
[47:50] Speaker 3: You don't get to.
[47:51] Speaker 2: He's Oh yeah, because my grandmother was one on nine.
[47:53] Speaker 3: Yeah, so they have a lot, they have lots from there.
[47:57] Speaker 3: So I learned that, like they centcenarios I think they
[47:59] Speaker 3: call or something like that, but they have like one
[48:01] Speaker 3: like percentage wise, they might be number one. It's like
[48:04] Speaker 3: them Japan, like they like eat well. They're one of
[48:06] Speaker 3: the top countries.
[48:07] Speaker 1: They eat very well. And I grew up eating very well.
[48:10] Speaker 1: Like it was kind of annoying because I want to
[48:11] Speaker 1: have chicken uggs and fries. My Dad's like, I'll make
[48:13] Speaker 1: you chicken nuggets. I'm like, I don't want that. But
[48:15] Speaker 1: it worked out in my favor. We had like an
[48:17] Speaker 1: Aci Tree all, we had all kinds of stuff.
[48:19] Speaker 4: Yeah, you talked about being bootstrapped, and there's advantages that
[48:24] Speaker 4: come with it, right, Like, obviously you make the decisions
[48:27] Speaker 4: your agile, you can adjust. You have people approached you
[48:32] Speaker 4: about investing in the company. Have people approached you about
[48:36] Speaker 4: maybe buying the company?
[48:38] Speaker 2: You know that's a touchy subject.
[48:40] Speaker 4: Yeah, and how I have those conversations gone if they
[48:43] Speaker 4: have happened, And obviously I don't feel like that was
[48:47] Speaker 4: a thought process to be in.
[48:48] Speaker 3: But has that crept into your mind as.
[48:50] Speaker 1: You Oh yeah, I've had a few people want to
[48:53] Speaker 1: purchase salt I've had a few meetings that they were like, hey,
[48:56] Speaker 1: I want to buy this business, and I've had a
[48:59] Speaker 1: few investor cons but I just never.
[49:03] Speaker 2: I just never put the trigger on it. I haven't.
[49:05] Speaker 1: I'm open to it now because of the way that
[49:07] Speaker 1: we're growing Now, I'm like, okay, well I'll be open
[49:09] Speaker 1: to it because I want saltic Sol to be global,
[49:11] Speaker 1: So I'm open to have bringing on those partners. But
[49:14] Speaker 1: before I get into business with anyone, I want to
[49:17] Speaker 1: make sure that Saltic Sol is already built out to
[49:19] Speaker 1: sell if everything, So I want to make sure all
[49:22] Speaker 1: of my back end is perfect before I bring on anyone,
[49:25] Speaker 1: especially with the investment that I'm expecting, Like I'm not
[49:28] Speaker 1: expecting one hundred thousand dollars, I'm expecting a.
[49:30] Speaker 2: Couple of meal.
[49:31] Speaker 5: Yeah, and you've never taken money.
[49:32] Speaker 1: I've never taken money. I'm completely bootstrapped, so I don't
[49:35] Speaker 1: owe anybody. I don't have any debt. So Saltic Sol
[49:38] Speaker 1: is healthy right now, thank you Jesus. But I also
[49:42] Speaker 1: feel that I'm ready now. Before I was fearful because,
[49:46] Speaker 1: like I said, I didn't know about how to build
[49:49] Speaker 1: a business. I've learned. I never had a mentor. My
[49:52] Speaker 1: mentors were on YouTube and just affiliate myself with the
[49:55] Speaker 1: right people. But I've learned all this stuff on my own.
[49:59] Speaker 1: Now I feel like I'm ready. I've learned enough to
[50:01] Speaker 1: be able to discern, okay, well what I do with
[50:04] Speaker 1: this money. I know what I like, I know where
[50:05] Speaker 1: it can go.
[50:06] Speaker 2: So I'm ready now. For sure.
[50:08] Speaker 3: You talked about B two C and like, so where
[50:12] Speaker 3: people buying a product or they buying it online? Are
[50:15] Speaker 3: you in big box retailers?
[50:17] Speaker 2: So we are on Amazon Prime, we are on TikTok,
[50:20] Speaker 2: and we are on Shopify. We are not in stores right.
[50:23] Speaker 3: Now, no physical store, no physical stores.
[50:25] Speaker 1: I had a few offers from a lot of major
[50:28] Speaker 1: retailers that want to salt in the stores. But what
[50:31] Speaker 1: a lot of people don't know is if you are
[50:34] Speaker 1: a bootstrap brand, it is very challenging to navigate in
[50:38] Speaker 1: those stores because you have to pay for the storage,
[50:42] Speaker 1: you have to pay for the losses. You also have
[50:46] Speaker 1: to pay for shelf space. And in the event that
[50:49] Speaker 1: though those products don't sell in the timeframe, you have
[50:52] Speaker 1: to buy that and you're also your money is also
[50:54] Speaker 1: tied up. I'm big on I don't want my money
[50:56] Speaker 1: tied up, especially for long durations of time. So let's
[50:59] Speaker 1: just say you have an order. They purchase an order
[51:01] Speaker 1: for a million bottles. You're not getting that money until
[51:05] Speaker 1: maybe sixty ninety days later. So all of that money
[51:09] Speaker 1: is tied up and you have to basically work in
[51:11] Speaker 1: a deficit. Now that's not the case for everyone. Before
[51:14] Speaker 1: a lot of bootstrap brands. It can put you in
[51:17] Speaker 1: a sticky situation. So I've been really good with having
[51:22] Speaker 1: the mindset that the tourtoise the tortoise run the race,
[51:25] Speaker 1: I'm not it's a marathon.
[51:27] Speaker 3: So okay, you have a website, people buying it from
[51:31] Speaker 3: the website directly, you have the TikTok shop. People are
[51:35] Speaker 3: kicking a link in the affiliates, and then you said Amazon, yeah,
[51:39] Speaker 3: Amazon Prime, Amazon Prime, and then what else that's it?
[51:42] Speaker 2: Shopify, Amazon Prime and TikTok.
[51:44] Speaker 3: So like the percentage wise, what's the percentage of like
[51:47] Speaker 3: ten percent here, twenty percent? They're like, what's the percentage
[51:50] Speaker 3: of people that actually buy like from those different places?
[51:53] Speaker 1: So so TikTok and Shopify their neck and neck right now.
[51:58] Speaker 1: So half and half our Amazon store we just got
[52:02] Speaker 1: on Amazon. We're probably like seven eight months old on Amazon.
[52:08] Speaker 1: So we're still building that, like we're still growing. It's
[52:10] Speaker 1: really healthy, but we're still growing that out. But Amazon
[52:13] Speaker 1: and but TikTok and Shopify are our.
[52:16] Speaker 2: Main, main, main thing.
[52:17] Speaker 1: Yeah, and Amazon is growing rapidly actually, so we just
[52:22] Speaker 1: actually sold out of our product.
[52:24] Speaker 2: Are you only jail on Amazon recently?
[52:27] Speaker 3: So have you done physical pop ups. Oh.
[52:29] Speaker 1: Absolutely, So we're actually on a wellness tour right now.
[52:33] Speaker 1: I have you want to be an invest right, Yes,
[52:35] Speaker 1: I'm excited. You have a booth invests, Yes, I have
[52:38] Speaker 1: a booth.
[52:38] Speaker 2: Uh one of the biggest booths, if not anything, the
[52:41] Speaker 2: biggest actually.
[52:44] Speaker 5: Yeah, yeah, is it the biggest? It is potentially it
[52:47] Speaker 5: has the potential to be.
[52:48] Speaker 1: Yeah.
[52:48] Speaker 2: Yeah, it's gonna be a thing.
[52:49] Speaker 3: It's gonna be. You've been investments before, yes, absolutely, so
[52:53] Speaker 3: you know the landscape.
[52:54] Speaker 2: I was there last year. I love investment with your friend.
[53:00] Speaker 3: It's a special friend.
[53:03] Speaker 1: A colleague of mine. But yeah, a colleague, a colleague, okay,
[53:09] Speaker 1: but you have it yeah, yeah, and your love. Okay,
[53:14] Speaker 1: So all right, I'm sorry. So talk about you say
[53:18] Speaker 1: you're doing in person pop ups?
[53:19] Speaker 3: Yes, and then also while you're in that, since we
[53:22] Speaker 3: talked about it, talk about what you have plan for investments?
[53:25] Speaker 2: Okay.
[53:26] Speaker 1: So for okay, I'll start with the pop ups that
[53:29] Speaker 1: we're doing right now. So I'm on a wellness tour. Basically,
[53:32] Speaker 1: I am showing women, most importantly Black women, and elevated
[53:37] Speaker 1: experience through wellness. So a lot of women, a lot
[53:40] Speaker 1: of women that I grew up with, grew up with.
[53:42] Speaker 1: We didn't have pilates in macha and yoga.
[53:45] Speaker 2: We didn't have that. That wasn't a thing.
[53:48] Speaker 1: So I am introducing women to pilates, yoga, small like orders, like,
[53:55] Speaker 1: it's a very elevated experience. We're working out because I
[53:58] Speaker 1: want people to understand that, well, this is not just
[54:00] Speaker 1: about something that you do topically, it's about the inside
[54:04] Speaker 1: as well. So we're working out, we are connecting, we're
[54:06] Speaker 1: fellowshipping with new women, we're making new friendships. All of
[54:09] Speaker 1: those things is really important. At each event, Like each
[54:12] Speaker 1: event I go to that I host for saltic So,
[54:14] Speaker 1: I say, hey, make sure you leave here with a number,
[54:16] Speaker 1: make sure you leave here with somebody, put your phones down,
[54:19] Speaker 1: connect grow, make sure that you're using saltic So, and
[54:22] Speaker 1: make sure you tell a person that may not know
[54:24] Speaker 1: about what you're using. Tell somebody your hygiene routine, what
[54:27] Speaker 1: are you using. That just makes them feel so connected
[54:29] Speaker 1: because they're like, oh, I started using this because of
[54:32] Speaker 1: this girl that I met at the wellness event, and
[54:33] Speaker 1: it's really networking, and so the girls are promoting it
[54:36] Speaker 1: for me. I maybe have ten to twelve influencers at
[54:40] Speaker 1: my event, but everybody else. They are supporters of the brand.
[54:44] Speaker 1: And we just had an event here. I was telling
[54:46] Speaker 1: you guys earlier in New York, we've never come to
[54:48] Speaker 1: New York before. That event sold out in two hours.
[54:53] Speaker 1: I was like, Wow, there's a need that we are
[54:56] Speaker 1: meeting and there's a demand there. So I'm really happy
[54:59] Speaker 1: about what we're doing for the wellness community about women
[55:02] Speaker 1: Black women feeling.
[55:03] Speaker 2: Like, hey, I feel seen, I feel appreciated.
[55:06] Speaker 1: I feel like this is a brand that cares about
[55:08] Speaker 1: me outside of just wanting to sell me a product.
[55:10] Speaker 2: So that's really important.
[55:12] Speaker 1: And so for Investvest, we are bringing the same tools
[55:16] Speaker 1: which bring the same tools there making sure that women
[55:20] Speaker 1: feel seen. We're talking about wellness, We're educating them through
[55:24] Speaker 1: our booth education.
[55:25] Speaker 2: I can't give people too much.
[55:26] Speaker 5: Is Mama Pearl going to be there.
[55:27] Speaker 2: Mama Pearl is gonna be there.
[55:30] Speaker 3: I'm going to be there.
[55:31] Speaker 2: Actually have a Miss Pearl mascot that that we just got.
[55:35] Speaker 3: It's so cute.
[55:36] Speaker 2: We have a Miss Pearl mascot.
[55:38] Speaker 1: She's going to be there and people can come up
[55:40] Speaker 1: and identify like kind of pin the tael on the donkey.
[55:43] Speaker 1: But we're gonna do a pen to tel on that vulva,
[55:46] Speaker 1: and it's gonna be great, Like we're gonna be teaching
[55:47] Speaker 1: women about them, about their bodies, what to use, what
[55:50] Speaker 1: not to use, and how to know when something.
[55:52] Speaker 2: Might be off.
[55:53] Speaker 1: Yes, I'm excited. I will be speaking. And it's such
[55:57] Speaker 1: a beautiful full circle moment. Last year I was an
[55:59] Speaker 1: attendee and this year we're a premier sponsor. So I'm
[56:03] Speaker 1: really really happy about that.
[56:04] Speaker 5: If you need me to get back in my health
[56:05] Speaker 5: teacher bag, you just let me know, no worry about it.
[56:07] Speaker 2: We would love to have we would love to have
[56:09] Speaker 2: an educated black king the platform.
[56:12] Speaker 5: We can go from ovaries for low being too, we
[56:14] Speaker 5: can do the whole thing.
[56:15] Speaker 2: I love that, you like seriously, this next eperience so happy.
[56:20] Speaker 1: No, I'm so happy because I don't have those conversations
[56:23] Speaker 1: with men, like you said, I have to talk to
[56:24] Speaker 1: it about like my girlfriends. But to have a man
[56:27] Speaker 1: so educated in that, and I don't have to tell you, hey,
[56:29] Speaker 1: this is the volva and this is the labial, this
[56:31] Speaker 1: is the major. You're like, I know that already.
[56:33] Speaker 2: So I love that.
[56:36] Speaker 5: Last thing I got.
[56:37] Speaker 4: Entrepreneurship, motherhood two different things equally, I mean important, not
[56:43] Speaker 4: equally important important we talk about balance in this world. Obviously,
[56:47] Speaker 4: as an entrepreneur, as a CEO, as a founder.
[56:51] Speaker 5: How will we manage are their routines right?
[56:53] Speaker 4: Because a lot of people are doing it, They're gonna
[56:55] Speaker 4: watch you and say like, oh wait again, I feel
[56:58] Speaker 4: seen by what you're saying.
[57:00] Speaker 2: It's tough. I actually just I just had a nice
[57:02] Speaker 2: little cry last night. It's tough.
[57:06] Speaker 3: I am.
[57:06] Speaker 2: I'm on the go a lot.
[57:08] Speaker 1: Transparently, I'm want to go. I am working. I am
[57:12] Speaker 1: building something for my boys. But what makes me feel
[57:15] Speaker 1: happy about it is because I'm building something that they're
[57:17] Speaker 1: going to be proud of. So the only way they're
[57:19] Speaker 1: able to live the life that they live right now
[57:20] Speaker 1: is because I'm doing what I'm doing. And I think
[57:23] Speaker 1: that my purpose and my obedience to what I'm supposed
[57:28] Speaker 1: to do is connected to them as well. So if
[57:30] Speaker 1: I say, you know what, I'm not going to work
[57:32] Speaker 1: this weekend, it hits like almost a domino effect. So
[57:36] Speaker 1: I've just learned to kind of mesh them and make
[57:38] Speaker 1: time for them and the best way I know how.
[57:41] Speaker 1: So last week, for example, I went to Arizona. I
[57:43] Speaker 1: took my team out for a company retreat for wellness.
[57:45] Speaker 1: We didn't work. I just spoiled them rotten. Four week
[57:48] Speaker 1: in Arizona. We had like a mansion on the mountaintop.
[57:51] Speaker 1: And a day later, I just said, hey, y'all have
[57:53] Speaker 1: to leave a little earlier because I got to go
[57:55] Speaker 1: to my babies. I have a three year old and
[57:57] Speaker 1: I have a seven year old, and I took them
[57:59] Speaker 1: as soon as I land, and that I took them
[58:00] Speaker 1: to a resort.
[58:01] Speaker 2: I had to fly out three days later. But I'm
[58:04] Speaker 2: making time.
[58:06] Speaker 1: In those moments where I'm making time, my phone is down,
[58:09] Speaker 1: I'm intentional, I'm talking to them. I'm interested in them
[58:12] Speaker 1: and they know it. And I also communicate with them
[58:14] Speaker 1: and let them know, hey, y'all like what I'm doing.
[58:16] Speaker 1: I'll bring my son to the warehouse. He's so happy.
[58:18] Speaker 2: He's like, Mommy, I love what you do. I love
[58:20] Speaker 2: this place. And he's been able to see me from
[58:23] Speaker 2: the ground up. My baby was with me.
[58:25] Speaker 1: I was making soap with him on my hip in
[58:29] Speaker 1: my garage when I first started salts, so he's very
[58:32] Speaker 1: in tune with what's going on. But I think it's
[58:34] Speaker 1: very important to not just turn turn your goals into
[58:39] Speaker 1: something that's like Okay, well you feel bad about it.
[58:42] Speaker 1: I don't feel bad about it. Yes, I have moments
[58:44] Speaker 1: of feeling like, dang, I miss my babies, but I'm
[58:46] Speaker 1: going to work. I'm going to fulfill this purpose that
[58:49] Speaker 1: I have over me because at the end of the day,
[58:51] Speaker 1: when they get older, I want them to do the same.
[58:53] Speaker 1: I don't want them to feel like, hey, you know what,
[58:54] Speaker 1: I don't maybe not want to do this because of
[58:56] Speaker 1: this reason. Now there will be time for me to
[58:58] Speaker 1: sit down somewhere. But I'm young and I'm ready to work,
[59:01] Speaker 1: and I'm eager, and it's so much more for me
[59:04] Speaker 1: to learn and to grow. So I'm I'm in a
[59:07] Speaker 1: season of if I have to make time, I'm going
[59:09] Speaker 1: to make time, even if it's two days, and I'll
[59:11] Speaker 1: come right back home to them. But I'm just immersing
[59:15] Speaker 1: them in my life. It's harmony at this point. I
[59:16] Speaker 1: don't know if it's balanced, but it's just harmony.
[59:20] Speaker 2: Yeah, it works.
[59:21] Speaker 3: There, you have it. Well, tell other people where to
[59:23] Speaker 3: follow you, where to get the products, everything, all the information. Yeah.
[59:27] Speaker 1: So you can follow me at salt dot xo on Instagram.
[59:30] Speaker 1: My personal ig is Jalisa dot xo saltxo dot com.
[59:34] Speaker 1: We are salt x on TikTok for the best femline
[59:37] Speaker 1: wellness in the world. Shop salt xel.
[59:40] Speaker 3: Can you have it, Ladies and gentlemen. We'll see you
[59:42] Speaker 3: guys next week. Please please,

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