Running a Seven Figure Business While Pregnant

For the last 10 years of my career, I worked in corporate America, specifically within the entertainment industry, focused on integrated marketing for consumer brands and media entities. I started straight out of college as a marketing coordinator, and within five years, I’d been promoted to a director-level position. It was a very fun and fast-paced career that had me on a plane every 3-4 days for brand campaigns at big events like Fashion Week, The Grammys, Coachella, SuperBowl, essentially every tentpole entertainment event. 

However, while successful on paper, I wasn’t very passionate about my work and I felt this inner pull telling me that this is not what I’m meant to do forever. The problem was, I had no clue what I wanted to do. The only thing I was sure of was that I wanted to do more meaningful work, so I started to go on my own personal journey of exploring what I want the rest of my life to look like. That ultimately led me to my own “Eat, Pray, Love” journey around Europe, investing in a life coach, and reigniting a dream I’d written in my journal while in high school to create a platform that empowers others to realize and actualize their full potential. I, of course, didn’t know that it would take the form it has today, but I knew that I would hate to wonder “what if” ten years from now if I didn’t at least give myself permission to explore what it could be.

Within this long journey from where I was to where I am, I've learned so many wonderful things that can help anyone who is stuck in a rut looking to live their dream life or a spark that they are so desperately missing. These are a few tips and tricks I learned along the way.

Set Boundaries

This is no easy task and is something that takes time to learn. First, start with clearly defining what your boundaries are with work, friends, family, and your partner. When you are clear on your boundaries with others it helps you to realize when someone is overstepping, or when you might feel uncomfortable. Put together a plan of action on how you will handle the situation so you're more prepared for when it happens.

Ask for Help

As an entrepreneur, I know firsthand how ambitious, independent, and optimistic we are. However, when situations arise where we need to ask for help, we seem to struggle. There are far more benefits when asking for help versus not asking for help. Knowing that someone else would take the time to help you out is a great feeling. In a way, it helps rejuvenate us. Asking for help also allows us to potentially grow our network and gain new perspectives, which could even lead to new opportunities! 

The same rules apply to your personal and love life. As entrepreneurs, we are often wearing many hats in our businesses. We are marketing, HR, admin, support, etc. It can be exhausting, and you may be doing an awesome job in your business, but your household duties may have suffered the consequences. It’s okay to hire help. It’s also okay to lean on friends and family for support. They know you best and can give you sound advice or a pick me up when you need it. 

Enjoy the Little Moments

If you told me five years ago that I would be living in Paris, married, with a baby on the way I would’ve laughed! What really helps me put things in perspective is remembering how much the life I’m living now felt so out of reach years ago. 

Instead of worrying about the future, I look around me and soak in everything I’ve accomplished and how far I’ve come in my journey. Enjoy moments during pregnancy with your spouse. Enjoy the moments getting ready for your little one. Don’t forget to give yourself grace, you’re raising a human!

Position Your Business to Scale

Running a seven-figure business while pregnant is A LOT. Make sure your product suite is built to scale around your lifestyle. The luxury of being a business owner is the ability to change up the structure. Thankfully for me, I’m in a place in my business where I can hire help. Having people on my team who are passionate, knowledgeable, and help bring new ideas to the table is so important. You can’t grow a business with longevity without help!

Get Organized

I can’t stress enough how important being organized is. It doesn’t only help with staying on top of tasks, but also helps ease anxiety and make me feel more confident in my plans for the day, week, and month. Having a to-do list is old-fashioned but there’s nothing better than being able to mark a task complete or being able to scratch it off your list. Being able to map out my day and visually see the tasks that need to get done really helps me put everything in perspective. It helps me understand if my timelines are realistic or not. Maybe I need to extend one project, or maybe I can shorten the timeline for another.

If this past year has taught us all anything, it’s that we can’t always perfectly plan for what’s ahead. What works year one of your business, may not work at all year two. You also might be working in a different time zone or in a different environment than you're used to. Adaptation is the key. At the start of the pandemic, my sales completely tanked and it felt like nothing was working in my business. 

I had two options: go and get a job or get serious about adjusting to circumstances that are out of my control by doing things that are in my control. I revamped my programs, messaging, and adapted my business model to what became the new normal. Doing so took my business from $100K in sales to $1M in sales in less than one year. I’ve seen my clients scale their businesses, and it’s not easy, but it’s definitely possible and it’s definitely worth it. You’ll never know what you can achieve if you don’t try!

About the Author: Natanya Bravo was a powerhouse working for Fortune 500 brands as VP of marketing for 10 years. Flying back and forth from NYC to LA, while leading a large team. This was everything Natanya worked so hard for! But, for some reason, Natanya felt unfulfilled. One night out at dinner her friend asked her, “What’s something you always wanted to do but was too afraid to say out loud?” and Natanya answered, “Move to Paris”. She came up with excuse after excuse, and then finally moved to Paris alone. Upon arriving, she wrote down her goals and what she wanted to accomplish. She now lives in her dream city, with her fiancé, is currently pregnant, and runs her very own seven-figure business abroad.

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Vanessa Quigley Co-Founder Chatbooks Interview

You asked for more content around business finances, so we’re delivering. Welcome to Money Matters where we give you an inside look at the pocketbooks of CEOs and entrepreneurs. In this series, you’ll learn what successful women in business spend on office spaces and employee salaries, how they knew it was time to hire someone to manage their finances, and their best advice for talking about money.

Photo: Courtney McOmber

Vanessa Quigley co-founder of Chatbooks

In an interview with Forbes, you revealed that an intense episode of mom guilt drove you to start Chatbooks. Can you take us back to that moment? What inspired you to launch your business and pursue this path? 

I have seven children, and for the first seven years of motherhood, I was very good at scrapbooking our family's story. But things changed as more babies came and as digital photography became the norm. Years later, I found my youngest, who was five at the time, in bed bawling his eyes out. He had been looking at a little photo album his preschool teacher made for him and was moved to tears when he told me, "Mama, I never want to grow up!" It was adorable and a gut punch all at the same time. I wanted him to be able to hold onto more of his memories and knew that I needed to create an easier way to do that for us and families everywhere!

You’re a mom of seven and the co-founder of Chatbooks along with your husband. How has being a mother changed your priorities and your focus in terms of your career? Do you think motherhood has made you a better business person? 

My career has actually made me a better mother. I'm happiest when I'm stretching myself, learning, and growing, and I've never felt more stretched before in my life than I have been while building our business. I was a stay-at-home mom for years before becoming an entrepreneur, and motherhood prepared me not only to have my product insight but also taught me the importance of team culture. We refer to our family as "Team Quigley" and I work very hard at helping my children know what it means to be a Quigley and what is expected of them and how important it is that we are all aligned on our goals to work together. And it's the same for our Chatbooks team.

Since launching Chatbooks in 2014, you’ve raised over $20 million in funding from investors. No doubt you’ve learned a lot along the way—What are three crucial elements everyone should include in a pitch deck when raising money and why?

1. How big is this opportunity? How do we know it’s a big opportunity? How can we show that we’re off to a good start capturing that big opportunity? What is our plan to continue and accelerate the momentum we have?

2. Why now? Why is right now the best time to chase this opportunity? Why was five years ago too early? What market change or technological breakthrough makes today the right time?

3. Why you? Why are we going to win versus the next team? What is the founder-market fit story? What secret have we discovered and do we believe in more than anyone else?

What advice can you share for entrepreneurs on partnering with the right investors? What do investors need to bring to the table other than just money?

It is a partnership. At least, that is how we view it. Investors need to bring expertise in some aspect of company building that complements your own team’s current abilities. Also, make sure you are on the same page as far as a timeline. Some investors are in it for the long haul, and some are looking for more of a quick return. Make sure you’re both trying to win the same game before you bring on a new partner. 

Where do you think is the most important area for a business owner to focus their financial energy and why?

It depends on your business, but for us, product and marketing have been the biggest areas of investment. When we raised our Series A it was on the strength of our performance and we just needed more fuel to put on the fire. We had a product that worked, and it was great to be able to get more financing to spend on marketing. Your business is going to grow and you will need money to hire a team to support it and to, most importantly, hire the right people—and that is expensive. 

What was your first big expense as a business owner and how should small business owners prepare for that now?

Our first large expense was on the creation of our viral “Real Mom” video. To make the video we spent more than we ever had on anything. However, we got back the investment in three days. Today, the video has more than 100 million views. 

What are your top three largest expenses every month?

1. Advertising 2. Printing/shipping 3. Personnel costs 

Do you pay yourself, and if so, how did you know what to pay yourself?

In the early days, we did not pay ourselves; it was actually a couple of years of no paychecks. And then we went to the bare minimum, enough to sustain life and pay the bills. As the business has grown and we’ve become more profitable, we have gotten a small raise here and there. The real value now is in our ownership of the company. 

Photo: Courtney McOmber

Would you recommend other small business owners pay themselves? 

If you don’t have to, then no, bootstrap as much as you can. If you can hire and build the business without paying yourself, then don’t pay yourself. The more ownership you can retain the better. For us, we went a couple of years without paying ourselves and by the time we landed on a product that was working, we had to raise money because we had a business team, seven kids, and a mortgage. 

Did you hire an accountant? Who helped you with the financial decisions and setup? Are there any tools or programs you recommend for bookkeeping?

In the beginning, we hired an accountant, and then years later, we got someone in-house at Chatbooks. My husband was an accounting major and has an MBA, so finance stuff was the easy part. Making something people want and figuring out how to sell it is the hard part. Do that and everything else will work out. We recommend starting with Quickbooks and Excel, and then when it gets complicated hire an accountant.

How did you know you were ready to hire and what advice can you share on preparing for this stage of your business? 

We were trying to build software and we didn’t know how to code so we needed help with the front-end and the back-end. Luckily, we found our first backend developer on Craigslist and he was really, really good and he is still with us today. That is why we couldn’t pay ourselves because we had to hire for the skills we lacked. Be honest with yourself about your skillset and the help you are going to need. Consider possibly taking on a partner. We took on a partner who was a tech wizard and that is what we needed more than anything. 

Do you think women should talk about money and business more?

Yes, yes, yes. Women tend to shy away from talking about money. No topic should be off the table. Whenever I interview an entrepreneur on my podcast, “The MomForce Podcast,” I ask them about funding and money matters. I think we should all be more comfortable talking about that.

Do you have a financial mentor, and do you think all business owners need one?

Yes, everyone needs one unless you have a background in that. That could be an adviser, investor, or partner. There are some things that you can do early on in your business that will have real, lasting repercussions. I also suggest hiring a lawyer to help protect your business from the get-go. 

What money mistakes have you made and learned from along the way?

We gave some equity to advisors early on. That, in some cases, was really helpful because we could give equity instead of payment, but we had varied success with that. Some people did a ton to help us and were really engaged with us and some, not so much. If I could do it again I would be more careful choosing advisors and working more closely with them. I wish we had set regular meetings with them and gotten more out of the relationships. 

What is your best piece of financial advice for new entrepreneurs?

Don’t run out of money. No, but seriously, figure out what is most important in growing your business, and don’t get ahead of yourself. We didn’t have a glamorous office space in the beginning, just a corner with a bunch of desks in a shared space. Today, we have a beautiful office with sweeping views of Utah Lake. When you are going to hire, get the best people. The best is not always the most expensive. If you realize it is not a good fit, don’t be afraid to cut them and start again. A lot of mistakes are made in hiring. Don’t be afraid to say this isn’t working and try again. 

Anything else to add?

“The Lean Startup” is the bible. And creating an MVP, a minimally viable product, to test your concept before going all-in is a must. Start small, do a test, see if there is interest. Like doing a pre-sale or Kickstarter, just get really creative to test the concept before you spend. When we started showing Chatbooks to people and they said, “Shut up and take my money!,” we knew we were onto something good and ready to invest.

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Jamila Powell Founder Naturally Drenched Interview

We know how daunting it can be to start a new business, especially if you’re disrupting an industry or creating an entirely new one. When there is no path to follow, the biggest question is, where do I start? There is so much to do, but before you get ahead of yourself, let’s start at the beginning. To kick-start the process, and ease some of those first-time founder nerves, we’re asking successful entrepreneurs to share their stories in our new series, From Scratch. But this isn’t your typical day in the life profile. We’re getting into the nitty-gritty details—from writing a business plan (or not) to sourcing manufacturers and how much they pay themselves—we’re not holding back.

Photo: Courtesy of Jamila Powell

tk intro

Jamila Powell founder of Naturally Drenched

Can you tell us a bit about your background and what you were doing professionally before launching Naturally Drenched?  

I am an attorney for the federal government. I am also an entrepreneur, mother, and the owner of one of the top texture salons in the country, Maggie Rose Salon. So much of the inspiration behind Naturally Drenched came from the day-to-day experiences I had with our trained stylists and customers within Maggie Rose Salon. I was able to see first-hand what our stylists would do for each unique type of hair texture. They would talk about the different needs of each kind of hair they would work with and about products they wished they had more of. This is when I first started to notice a lack of pre-conditioning treatments for textured hair and a lightbulb of inspiration went off. 

What was the “lightbulb moment” for Naturally Drenched? What inspired you to start your business and pursue this path? 

I think I had two major moments that really pushed me towards the path I’m currently on. First, I recognized how stylists at the Maggie Rose Salon were constantly in search of better products to use on natural and textured hair. And second, the COVID-19 implications on my salon really focused my headspace toward product innovation. I love working with hair but since I was no longer able to operate my salon, I turned to e-commerce as an alternative. 

Did you write a business plan? If so, was it helpful, and if not, what did you use to guide your business instead and why did you take that approach? 

While I know this is something I should have done, I didn’t write a business plan. I tend to go with the flow and if an idea sticks with me over time, then I know it’s something I have to pursue. Having a vision is key, but understanding a need to pivot from time to time is also a baseline for business expansion is important as well. 

How did you come up with the name Naturally Drenched? What are some of the things you considered during the naming process? 

It actually only took me a singular day to construct the name for the new brand. I really wanted something that sounded luxe but spoke to hydration. I wanted the name to represent how the product would react to naturally curly-girl hair: covered, dripping, a burst of hydration, environmentally-conscious, etc., and Naturally Drenched seemed to do just that. 

What were the immediate things you had to take care of to set up the business?

Building social channels and securing the domain name came first. When I decided to move forward with the project, I secured the trademark.

What research did you do for the brand beforehand? Why would you recommend it? 

I conducted first-hand primary research by reviewing what worked and what didn’t within my salon. Further, I did secondary research on oversaturated trends in the hair market and what needed further representation and lacked product attention. 

How did you find and identify the manufacturers that you work with? What was important to you during this process and what are some of the mistakes you made and learned from along the way? 

Initially, I found a few manufacturers through Instagram and then used Google to identify if they were a local company or not. I moved forward with contacting three but only heard back from one. It took time for me to understand the established buy chain because I formulated Naturally Drenched independently, without the help of a manufacturer. However, manufacturers ultimately have established relationships with suppliers and I have learned that they build off of where the formulator secured ingredients and go from there. Additionally, I have seen how ordering new items in bulk can lead to backorders. 

Photo: Naturally Drenched

How did you fund your business? What were the challenges and what would you change? Would you recommend that route to other entrepreneurs? 

I am self-funded by choice. I haven’t had a lot of success in partnerships in past ventures, and frankly, I find it easier to carry the weight on my own two shoulders. Personally, I believe if financially possible, funding a project yourself is the best way to launch a startup. Here, individually, you can potentially run out of money, so take into account what it’s going to cost to produce, manufacture, and market the product. If your product is top of the line but has no market share or recognition, it really just doesn’t matter how good it is. 

Do you pay yourself, and if so, how did you know what to pay yourself?

Currently, no, I do not pay myself, and I don’t have plans to do so in the near future. I return all profit from Naturally Drenched right back into the company.

How big is your team now, and what has the hiring process been like? 

I am my team but you can outsource your team. You need to find people you can trust to make a recommendation. My design team and PR team have been great. I have a team member that does my Instagram graphics whom I got from a referral. To be successful while going through the hiring process, focus on recommendations, remain active in listening to podcasts, Zoom calls, and panels, and always vet a potential hire and see the results they’ve been able to produce for other people.

Did you hire an accountant? Who helped you with the financial decisions and setup? 

I do have an accountant and bookkeeper. They don’t help me with financial decisions, as that is typically left to both my boyfriend and my mom. It’s important to have an accountant or bookkeeper because you need to look at your numbers weekly to know if you’re losing or gaining money. In the long run, you are saving yourself time when you have to do taxes. Always know where your money is going. 

What has been the biggest learning curve during the process of establishing your business?

Marketing. Trying to figure out what makes people buy your product is a challenge within itself, and understanding how to move past “surface-level” marketing is an additional challenge.

How did you promote your company? How did you get people to know who you are and create buzz? 

PR of course! We also use the product in the salon and I've reached out to stylists and influencers. In addition, I secured inclusion in a subscription box in Germany. All of these ideas are a good way to get the word out and the product in peoples’ hands.

You’re an entrepreneur and a mom. How has being a mother changed your priorities and your focus in terms of your career? 

Being a mother makes me work harder. You really want to give everything to your child and it just makes me do more. Also, having a daughter helps me put things into perspective because there becomes a point where I say “enough is enough” and I have to step away from my workload and spend quality time with my child.

Do you think motherhood has made you a better business person? 

Absolutely, yes! Motherhood changes your mindset, your patience, your adaptability, creativity, and basically everything else I forgot to mention. 

Do you have a business coach or mentor, and would you recommend one? 

I don’t have a business coach, but I have “business besties” whom I talk to all the time. All of these women are at different points of their entrepreneurship journey! I recommend having people you can talk to openly who can give you insight on places you're trying to go, and how to get there.

What is one thing you didn’t do during the setup process that ended up being crucial to the business and would advise others to do asap? 

Have a strong marketing plan! 

What is your number one piece of financial advice for any new business owner and why? 

Make sure you know what you want to spend and add 10 percent more to that. The worst thing you can do is put all your time and effort into research, formulation, and development, and not have any money to market it.

Photo: Courtesy of Jamila Powell

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Ariana Sokolov co-founder trill project interview

Op-ed Overview

The pandemic has been a lonely time for LGBTQ+ youth for those who do not live in supportive households, making the need for inclusive spaces outside of the home even more important. With the pandemic, connecting with people outside of the home has been particularly difficult and we’re seeing youth turn to safe digital spaces as an alternative. I’m reaching out on behalf of Apple to introduce you to Trill Project, an app created by a talented, up-and-coming teenage developer, Ariana Sokolov. The young, LGBTQ+ ally created the app to ensure her best friend, who came out as bisexual, had a safe space online to express herself. 

After hearing how hard it was for her friend to come out, Sokolov developed Trill – a combination of the words true and real – as an anonymous social network with no usernames (it uses various colors instead!) where everyone can freely and safely express themselves. Created by teenagers passionate about coding, the app provides a supportive community to make new connections and have authentic conversations. 

Timed to April’s Sexual Assault Awareness Month, Ari can draft an op-ed that speaks to:

• How the Trill Project creates a safe space for the LGBTQ+ community and why that is so important for this community specifically during April’s Sexual Assault Awareness Month

• Her allyship to the LGBTQ+ community and inspiration for creating the Trill Project

• How she came to become an advanced coder at such a young age

• How her experience at Apple’s Worldwide Developers Conference and Apple’s Entrepreneur Camp built her coding skills

 photos: https://drive.google.com/drive/folders/1x-SR7fAL5TWniGQ5NXtI_NnMpXAPTEeo

Can you tell us a bit about your background and what you were doing professionally before launching Trill Project?

I started coding when I accidentally walked into a computer science class at a summer camp when I was eight years old. I loved getting to combine my interest in math and design to create something from scratch, and this is what drew me to app development. Growing up, I used the coding resources Apple provides online to teach Swift classes to myself. 

Eventually, I was awarded a student scholarship to the Apple Worldwide Developers Conference (WWDC). And my love for developing apps only grew stronger. Through this, I was able to unlock a community of fellow app developers that loved to create apps that impacted the lives of others. I was privileged to have the support of Apple engineers in labs and attend talks at WWDC that were instrumental in allowing me to become the app developer I am today. 

I launched my business when I was 16 years old. Before that, I founded my own app development company and was working on projects for a variety of clients with my work being recognized by Apple, South by Southwest, and the U.S. Congress. 

What was the “lightbulb moment” for Trill Project? What inspired you to start your business and pursue this path?

After hearing about my friend’s struggle coming out as a bisexual teen, I rallied together my Girls Who Code Club, and we sent out an anonymous survey to LGBTQ+ teens across Tumblr. We asked users, “What would you say if nobody knew you were saying it?” Through grassroots marketing strategies, we received hundreds and then thousands of responses to this survey. Responses trickled in around stories of feeling unheard, isolated, and alone. 

We were stunned to see that many LGBTQ+ teens felt this way, especially in toxic digital spaces, so we decided to address the mental health issues affecting the LGBTQ+ community. After interviewing LGBTQ+ teens in our high school and learning from our friends how difficult their coming out experiences were, these early connections in customer discovery, who believed in my team and me enough to share their stories with us, became our first beta testers. Trill was designed collaboratively with 10,000 beta testers, and our users have trusted us from day one to listen without judgment and build this community for them, with them.

After working on Trill for a bit, we were accepted into Apple Entrepreneurship Camp. Here we were able to get tremendous feedback on the design and structure of our app to make it more meaningful to our users. We also learned how to integrate Machine Learning technology that would direct users to relevant crisis resources. These improvements that we made over the course of the program were very important to improving Trill.

An entrepreneurial career path is so special because it allows you to identify real problems in your life, like my friend’s struggles with her identity, and take action. I didn’t set out to be a founder necessarily, but I did seek out to solve a problem for my friend. And now I’m able to create technology that is used every day by my classmates, the online communities I belong to, and my generation as a whole.

Did you write a business plan? If so, was it helpful, and if not, what did you use to guide your business instead? Why did you take that approach?

My team and I participated in the Technovation Challenge, a global competition encouraging female-identifying high schoolers to build an app to solve a social problem. Through this, we were able to write our first business plan. 

In the words of Former President Dwight D. Eisenhower, “Plans are useless, but planning is indispensable.” With regard to Trill, we actually have pivoted and evolved our business tons since participating in Technovation. That said, the process and exercise of taking time in the early days of our launch to consider moderation at scale, paid marketing campaigns, revenue strategies, and company culture was incredibly useful. If anything, writing a business plan gave us an opportunity to start thinking about some of the tough questions around building a business like how you make money and how you will grow community. Even if we didn't have all the answers when we first made our business plan, it gave us a solid foundation.

The primary guiding force we’ve always used when building our business (more than any business plan) is real-time user feedback. We are strong advocates for practicing collaborative and inclusive design processes that are user-centric. We’ve maintained a robust beta tester community with regular surveying, interviews, and focus groups to make sure we are building a product that users actually need, want, and are finding value in. 

How did you come up with the name Trill Project, and what are some of the things you considered during the naming process?

Trill is a combination of the words true and real. And Trill Project is an anonymous social network for mental health peer support. 

While it may seem counterintuitive, our experiences with Trill have given us the unique empathy and insight that anonymity and stepping away from whatever identities constrain you in the real world can actually allow you to more fully discover your true and real self. On Trill, we turn social media on its head. We replace followers with friends, emojis with True feelings, and selfies with Real people. 

We allow users to unlock their most authentic selves in a digital world, and it doesn’t happen overnight. The movement to make the internet a safer and more kind space for people from all walks of life is an ongoing process and project. It’s Trill Project. 

What were the immediate things you had to take care of to set up the business? 

Immediately after coming up with the idea for Trill, my first action item was to build out a team. My team and I believe in capitalizing on our strengths and hiring for our weaknesses. Personally, I am a technically minded individual and enjoy software development, graphic design, and product management. So I brought on a co-founder who was more inclined towards the world of operations and could handle marketing, external relations, and sales down the line. 

We worked right away to build team culture, setting expectations around responsibilities, commitments, and values. We did this by establishing workflow tools (GSuite, Trello, and Slack), setting up anonymous surveys for internal feedback, and identifying goals or OKRs for a given work sprint. We also collaboratively wrote community guidelines and strategized together on brand identity and company vision documents. With regard to logistics, we also had to set up our website, our social media channels, officially incorporate, and bring on an accountant and lawyer to advise us. 

What research did you do for the business beforehand? 

We were lucky to participate in an accelerator program in the early days of Trill. This gave us an excellent community right away to tap into for answers to questions around our business. We would recommend accelerators and incubators for first-time founders because it provides a valuable sense of structure, accountability, and routine. Additionally, you will be able to connect with other founders who can empathize in your journey and mentors and experts who are motivated to work with you.

How did you fund Trill Project? What were the challenges and what would you change? Would you recommend your funding route to other entrepreneurs today? 

We have been bootstrapped and only raised capital from equity-free sources such as pitch competitions and incubator programs. For us, this was the right decision and we wouldn't have changed anything around our fundraising journey. Given that we weren’t ready to work full-time on Trill and wanted to finish our college degrees, bootstrapping gave us the flexibility to run the business on our own terms and not feel pressured to grow in ways that weren’t authentic to our mission. 

I would recommend that founders take a critical look at what their ultimate goal is for their business. Do you want to grow very quickly? Is this a side hustle? Are you mission-oriented? Do you need capital to hit these goals? And then make educated decisions around fundraising from there. 

Do you pay yourself, and if so, how did you know what to pay yourself?

At this time, no one on Trill’s team takes a salary as we are all also still full-time students. 

How big is your team now, and what has the hiring process been like? Did you have any hiring experience before this venture? If not, how did you learn and what have you learned about it along the way?

Our team is now over 30 high school and college students from around the world all working as volunteers at Trill. Neither of us had any formal hiring experience since we started this venture so young, and for us the hiring process is something we put a lot of thought and care into. 

We recruit for our “trillternship” every new semester in the school year and during the summer. To do this we tap into women in tech groups we are a part of, personal connections, and outreach on campuses. We have a written component and interview process for all interested candidates. We evaluate possible hires not only based on their skill set but also their knowledge of Trill, support of our mission, and fit within our company culture and values. 

We’ve learned that it is critical to interview not just for skills but also for this mission alignment. Trill is a remote-first team, and most of us have never even met in person. Everyone is a volunteer. And so it’s important that we all like each other and the work that we’re doing. We conduct regular team satisfaction surveys and host a variety of team bonding socials such as movie nights, game nights, and showcases of our work. Our team is like a family, and we all support each other not only with our endeavors with Trill but also with our other academic and professional commitments and our own mental health and wellbeing. 

We are proud that our team is Gen-Z powered, BIPOC-owned, and majority female engineers. 

Did you hire an accountant? Who helped you with the financial decisions and setup?

We do have a bookkeeper who we are so grateful for! We would recommend finding and investing in a bookkeeper early on to keep all your expenses, taxes, etc. organized and in order. 

What has been the biggest learning curve during the process of establishing your business?

Learning how to manage running a business with also being a full-time student can be a challenge. We’ve discovered the importance of prioritization and sacrifice. As long as you and your team are on the same page around time commitments, goals, and accountability structures, then it is totally possible to be both a student and a business owner. In fact, college can actually be a great opportunity to take courses that make you a better entrepreneur, tap into professors as potential mentors, and network with classmates who may be future co-founders, hires, advisors, customers, or investors. 

How did you promote your company? How did you get people to know who you are and create buzz?

We first launched through a grassroots marketing campaign on Tumblr. From there, we have been growing our community organically mostly through socials. We have an active presence on all major platforms, and we work with influencers through our Trill Talks interview series who in turn promote our community to their audiences. We also have been able to achieve some wonderful press through various incubators and programs we’ve participated in, and we partner with other organizations as well for collaborative campaigns to mutually drive traction for each other’s products and missions. 

Do you have a business coach or mentor, and would you recommend one? 

Yes, we have a vibrant advisory board, and we definitely recommend building one out. Our business mentors give us tangible advice around our paid marketing campaigns, analytics tracking, moderation curriculum, and more. Additionally, our business mentors also offer less tangible advice sometimes, which can be just as useful. Such advice includes strategic input on time management, company vision, growth, and more. 

What is one thing you didn’t do during the setup process that ended up being crucial to the business and would advise others to do asap?

We only recently have started formally setting and sticking to company-wide OKRs. We would recommend that all business owners get into an early habit of goal setting collaboratively with team members. This allows for transparency around milestones, organization around prioritization and delegation, and accountability to hit your business goals.  

What is your number one piece of financial advice for any new business owner and why?

Protect your cap table with care. You will put so much time, energy, and love into your business, and you deserve to be an owner of the results of those efforts. Make sure you are building alongside teammates and investors who have been vetted and who share in your vision. 

Anything else to add?

Download Trill Project, and follow us on socials. Trill has a full schedule of upcoming Pride Month events, including social mixers, panels, and moderator orientations specific to LGBTQ+ issues. We're collaborating on these events with a variety of mental health and emotional wellness experts, including Blue Fever, a pocket-sized support group app centered around anonymous, judgment-free journaling for every chapter of life. Interested individuals can RSVP for our fireside chat on Mental Health for the LGBTQ+ Community here and for our “Ask Me Anything” Panel here.

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Identifying Burnout Symptoms With 20 Entrepreneurs Who Have Tackled It

It’s easy to think that when you’re doing what you love, you’ll never be burned out, but the opposite is often true. Burnout is a common reality among the most creative and ambitious, and sometimes it can be hard to even notice the burnout symptoms.

If it feels like you're currently teetering on the edge of burnout, that alone is a sign to make a change. Take heart that you’re not alone and there are effective ways to tackle it. Here's 20 professional women who've also found themselves in the midst of burnout—and developed successful strategies to find their way to the other side. Their experiences will give you inspiration and helpful tips to conquer burnout when it inevitably arises.

Mita Carriman

Founder and CEO of Adventurely, a travel club and meetup app connecting digital nomads and their new local communities. 

My experience: Managing burnout has become second nature for me ever since I became an entrepreneur. Digital nomadism has been my biggest entrepreneurial hack for managing burnout while equally boosting work productivity. When you're living and working remotely temporarily in a beautiful or interesting new destination, the incentive to maximize your work time to take more advantage of free time to explore and get in a little adventure goes up exponentially.

My advice: If you're able to explore the digital nomad lifestyle, even for just a short stint, I'd highly recommend it. More countries around the world are opening their doors to this type of travel with various visas, and companies such as mine are making it super easy to jumpstart your journey in the lifestyle with advice, support, and community from day one.

Meredith Noble

Co-Founder of Learn Grant Writing, helping those looking for a flexible, meaningful career become paid grant writers with no prior experience. 

My experience: I lived through a gas leak explosion in remote Alaska, and it was the ultimate wake-up call that a few weeks “off” would not be enough to reverse the effects of burnout. My No. 1 strategy for regaining my health has been working no more than 24 hours a week. This is possible because of my newfound obsession with maximizing deep and connected work so that my time is spent on a few, right activities. 

My advice: I encourage you to read or listen to Deep Work by Cal Newport for tactical advice on how to minimize context switching and distractions. This book inspired my team to take "Deep Work Wednesdays" meaning no meetings, Slack, or email. It works wonderfully!

Annelise Hillmann

Co-Founder and CEO of FRONTMAN, the Gen Z acne care brand for men.

My experience: I struggled most with burnout during the Covid-19 lockdown when I had nothing stopping me from working every waking minute. Two big ways I prevent burnout are small daily practices and passion projects. I make sure to leave time for my self-care practices every day like yoga and relaxation, even when I'm tempted to skip them. I also find ways to make my work exciting by seeking sources of inspiration and fueling my creativity.

My advice: Start small. Make one change that brings you joy in your day. Over time you can continue adding moments of self-care to balance out work stressors.

Nancy Soni

Founder and CEO of PathMatch, an early-career navigation platform that matches Gen Z to modern careers, skills, and employers so they can build "hireability.”

My experience: I've been diagnosed with adrenal fatigue three times over the past 10 years as an entrepreneur and working mom, so I've had to learn how to manage stress and burnout effectively. My No. 1 strategy is to prioritize my health and wellness first. I wake up early to meditate and work out almost every day of the week. Meditation and movement are my surefire ways of keeping stress in check.

My advice: Schedule time off mentally and physically every week. For me, Friday and Saturday nights are when I completely check out of work and focus on my friends, family, and myself. Entrepreneurs tend to feel like they have to "be on" around the clock. Every person has their point of diminishing returns where their brain just doesn't work as effectively. Figure out when you get the best out of yourself and then make time to rest and recharge. This is a marathon, not a sprint.

Ashley K. Stoyanov Ojeda

Business Fairy Godmother at Your Business Hada Madrina, business development and communications strategist for startups. 

My experience: Unfortunately I've burned myself out many times since I started my entrepreneurial journey 10 years ago. This was due to inexperience, not wanting to ask for help, and feeling the pressures of hustle culture to work all the time. Tackling burnout requires knowing how to see the signs of burnout and having the strength to pull yourself out of it. When we feel this way, we need to get out of our day-to-day routine, even if it's for short walks throughout the day, finding a new creative outlet, and adjusting our schedule to allow for rest. 

My advice: Know the signs of how burnout feels for you! 

Yewande Faloyin

Founder and CEO of OTITỌ Executive Leadership Coaching, showing ambitious entrepreneurial leaders how to confidently accelerate into more impactful leadership positions.

My experience: I burned out twice in 18 months at McKinsey, even though at the time I was ticking off my "Burnout Prevention" boxes—I was sleeping six to seven hours a night, doing my daily yoga practice, and taking "breaks" for meals. However, I was clearly burned out—physically exhausted, emotionally edgy, and with no personal life. This burnout experience at McKinsey, though extra intense, was just an extreme version of the working longer-harder-faster career treadmill I'd be on my whole life. My No. 1 strategy that finally got me out of burnout and off the treadmill once and for all was dealing with the underlying mindset that kept me going back to that pattern. I shifted my thinking to focus on impact, rather than effort and started using well-being activities as performance enhancers, instead of just for burnout recovery or prevention. The result? I work fewer hours, yet create the greatest impact, success, fulfillment, and satisfaction than I ever have in my life. 

My advice: Get external support. Burnout is one of the most intense types of stressors we experience. When we are under stress, it's hard to see beyond the stressor. Getting support from a coach or counselor can go a long way to getting you out of burnout once and for all. 

Sydney Sherman de Arenas

CEO of Montie & Joie, a brand that focuses on eradicating poverty amongst women in developing economies. 

My experience: During the pandemic, I had a business partner who was not using money ethically and we had to shut down the business. We had investors, so I was talking to attorneys regularly, was pregnant, and had to get a job to pay the bills. I was working insane hours until I learned to get to know what I needed, set alarms to take breaks so that I would get out of my workaholic mentality, and finally set boundaries with everyone I was working with. 

My advice: There are early signs of burnout for each of us. If we can catch them sooner rather than later, burnout is easier to recover from. The most important thing we can do is get to know ourselves and our limits when times are good so that we have stop guards in place when times get harder.

Stephanie Kwong

Co-Founder of Rapid Rewire Method, teaching people a set of tools to permanently clear inner barriers and create instant relief around any mental and emotional blocks.

My experience: Burnout for me has always been a point at which I feel no desire or passion to continue working. For a generator like myself, it is brutal, because I enter into states of self-flagellation. The key to staying safe from burnout has been doing the introspective work of finding out which of my patterns and belief systems were pushing me to sacrifice rest and self-care in the name of constant doing. When I rewrote those debilitating stories and beliefs and gave myself the space to slow down, take care of myself, and finish a day even if I haven’t completed all of my tasks, burnout ceased to become a threat. My narrative around self-worth is no longer tied to constant production and achievement, so I no longer feel the pressure to work until I’ve hit the burnout wall.

My advice: If you’re experiencing burnout, become familiar with your symptoms so you can recognize if it’s going to happen again. Prioritize finding out what is at the root of your burnout so you can prevent yourself from coming back to that place. We live in a system that glorifies the hustle, but keep in mind that there’s a difference between being productive and staying busy—conscious rest is productive. As you’re checking off boxes on your to-do list, make sure that one of them is self-care! 

Danielle Polini

UX Research and Strategy Consultant at Danielle Polini, working with early growth-stage startups to understand where to focus and how to win with their customers.

My experience: I've struggled with burnout on and off in my career. What I've come to find is that it is always linked to how I spend my mornings. I’m more energized, make better decisions, and exercise my boundaries with ease when I prioritize what’s most important to me in the mornings. I don’t always do the same thing in the morning but I know I’ll do whatever feels good to me first, before diving into the distractions on my phone or work emails.

My advice: Track your energy and see what that shows you about how to structure your day and what’s important to you. While tracking what energized and what drained me over a week, I was able to see where I was getting burned out and that my morning time was to be protected. 

Rebekah A Miel

Founder of Miel Design Studio, a full-service marketing and graphic design studio helping you amplify your good work through graphic design, digital marketing, communications, and more.

My experience: The most obvious sign of burnout for me is when I start to feel overwhelmed by my workload. When I feel caught up in the chaos and like I'm always putting out fires, I take a step back and block out time to reflect on why this is happening. I either work through a series of steps on my own or with a trusted coach or mentor. It is so worth it to have an outside perspective. 

My advice: It's really difficult to avoid burnout as a founder, but you can make a plan for it. Know what burnout looks like for you so that you can adjust before it goes too far and be kind to yourself while you make those adjustments. 

Meghan Hardy

Founder of Happening Ideas, helping build and grow female-focused direct-to-consumer brands through digital marketing and CX strategy.

My experience: Both personally and professionally, I was working on big, ambiguous projects where it was hard to see day-to-day progress. I'd step away from one only to dive into another, and I was mentally exhausted. Finding a couple of low-stakes hobbies where I could see clear, incremental progress and feel a sense of accomplishment was a game-changer for me.

My advice: Try to identify the factors that are contributing to your burnout. You may not always be able to immediately change things, so think creatively about other ways to address your needs and experiment to find what works for you.

Abigail A. Mlinar Burns

Head of Sales at MakeLoveNotPorn, the world's first user-generated, human-centered #socialsex video sharing platform.

My experience: I've sought out intense and fulfilling work over and again—from producing massive festivals to running political campaigns to growing early-stage tech startups. For me, fulfilling work often led to a prioritization problem—the doing eclipsed the being—which resulted in burnout. I've found that burnout is ultimately a spiritual crisis that requires one to slow down and rebalance themself. Slowing down was never sexy to me until I first experienced a self-reiki treatment. Since I've had my regular reiki practice, I've been healthier in body, mind, and heart, and more consistent with my work.

My advice: Find your personal practice that keeps you being you. It can't be prescribed—so try things until you find what helps you feel balanced and grounded.

Nivi Achanta

Founder and CEO of Soapbox Project, a community that makes it easy for busy people to get involved in social and environmental justice.

My experience: Both in my former job as a management consultant at Accenture and my current job as a startup founder, I’ve experienced periods of intense burnout. For me, that’s manifested as a complete lack of motivation combined with unmanageable depression. Setting up a self-care system that goes beyond bath bombs and candles has been game-changing. One component of my self-care system that has transformed my life is decoupling “hours worked” with “productivity.” I now split each workday into three 90-minute work blocks with 30-minute rest breaks in between. I’m more productive than ever and I have energy left over at the end of each day to do things that truly make me happy.

My advice: Build a solid values-aligned community that will be your support system through highs and lows. Spending all my time—yes, work and leisure—around people who care about the well-being of each other and the planet we live on means that even on my worst days, I can turn to friends who keep me grounded and never lose sight of what truly matters.

Aura Telman

Founder of Thirteen Thrive, a people and culture development firm designing meaningful employee experiences for the modern workplace.

My experience: Burnout for me developed so slowly that I didn't even know it was burnout until I came face-to-face with it in February 2022. My anxiety was at an all-time high, I couldn't sleep, and my motivation and creativity were gone. My No. 1 strategy for managing it was developing a healthy post-workday routine, which included strict work cut-off times, exercising, meditation, and low social media usage. In addition to my new routine, I also found it tremendously helpful to talk to a therapist, as well as my partner, about what I was experiencing. 

My advice: Do not isolate yourself and know you're not alone in this. I found during my burnout period there was so much shame around how I got to that point and why I didn't see the signals my body was sending me. However you're feeling at this point, however, burned out you are, it's valid and you can heal from it.  

Nichole Pitts

Founder and CEO of Ethintegrity LLC, a boutique consulting firm focusing on a culture-based approach to diversity, equity, inclusion, and ethics and compliance. 

My experience: Like a lot of people, I ended up becoming used to working through burnout until I hit a wall where the brain fog forced me to take a step back. I ended up taking a month off to rest and recharge, which meant absolutely no work. I read books, sat by the pool, enjoyed family and friends, and did whatever I felt like for the day. This mental break allowed my brain to rest and I came back more creative and focused. I now block out a week each quarter and a month each summer as my "R&R time" to prevent total burnout in the future.

My advice: Listen to your body and don't try to be a hero. Sometimes we often overstretch ourselves to show our value at the expense of our well-being. Give yourself some grace, be proactive with blocking out time off on your calendar, and take the time to recharge when you need it. Work will always be there.

Rachel Kanarowski

Founder of Year of Living Better, helping healthcare, tech, and professional service organizations reduce their exposure to the risk associated with workforce burnout.

My experience: The neuroscience research is clear: our brains aren't designed to thrive during long periods of uncertainty or isolation. So for me, burnout struck in November 2020. Suddenly life felt bleak, even little tasks took effort, and my go-to self-care tools seemed hollow. I cleared my calendar, reached out to my therapist and close friends, and told myself I was in a shame-free zone for as long as I needed. My brain and body needed time to reconnect to safety and comfort. I'd like to say this meant I picked up yoga and new soup recipes but, honestly, for me that meant snacks for dinner, bingeable TV, and a lot of rest. I had to trust that eventually I would feel like myself again and several weeks later, I did.

My advice: Our brain shuts off access to creative thought when we're under high stress. So make a proactive plan for how to respond to early signals of burnout. It turns out that self-care activities are only effective when they match our nervous system state, so take 30 minutes to ask yourself, "When I feel angry or anxious, what self-care works for me? What about when I feel sad or disconnected?" and have those two lists ready when you need them.

KK Hart

CEO of Hart Marketing & Communications, an innovative, boutique company that develops, designs, and executes marketing, sales, and creative services in partnership with clients. 

My experience: In my line of work, I support, coach, and advise many highly accomplished business owners and leaders in executive roles. The unfortunate experience of burnout seems to come up more and more in recent years than ever before. I believe as a business coach it is the single greatest threat to productivity and business outcomes currently in the marketplace—regardless of niche. Yes, even in light of economic predictions of recession. My No. 1 strategy for tackling and managing burnout has to do with defining a tactical plan for balance—which is not always one size fits all.  

My advice: To tackle burnout, we essentially have to work on effectively preventing it. That means being highly intentional and strategic about time away, life planning, as well as being as efficient as possible professionally and personally. That doesn’t always mean doing the most. Some of my best practices include scheduling time for self-care just as you would any other thing you schedule professionally. That may also mean using your calendar as a way to plan time for relaxation, meditation, family events, screen breaks—literally anything that helps you to find value in the day beyond just work performance.

Gabrielle Thomas

Founder of GT Consulting, a practicing management company for healers and high achievers in the health and wellness space.

My experience: I temporarily shut down for spiritual maintenance. For me, that meant radical change; a self-created monastery where I donated 80 percent of everything I owned. I stopped consuming all media so I could get familiar with the voice inside of me and started healing and rebuilding from there. 

My advice: My prevention plan includes making decisions and leading with my wellness values, as well as paying attention to early warning signs. 

Leah Feuer

Business and Life Coach at Leah Feuer, a professional mind organizer who helps creative entrepreneurs lead intentional lives and businesses. 

My experience: After 10 years working in tech and startups, I went from being inspired by my work to being consumed by it. The best thing I ever did for burnout was taking a sabbatical to rest, play, and reflect. I traveled, cooked, and drew, but I also dug deep into cultural norms and personal history with labor, productivity, exploitation, and value. It led me to creative, somatic, and trauma-informed practices that have been transformational. 

My advice: Consider energy awareness as another type of self-awareness and develop it. Schedule a few minutes throughout the day to check in on how energized you are and do an energy audit by listing out all of the tasks, activities, people/animals, situations, and environments you encounter in a typical day, week, or month. Note what’s most and least energizing. How can you do more of what’s energizing and reduce the least energizing items? 

Rachel Supalla

CEO of Discovery Kidzone, an award-winning multi-site childcare program that makes the magic of play a priority for children ages 0-12 and their teachers.

My experience: Burnout is a very real and scary virus that can affect anyone if we allow it. I have been in childcare my entire adult life and I have experienced burnout as a teacher and as a leader. As someone who strives to be the best at everything, it can come at a high cost and ultimately affect my family, my work, and myself. My No. 1 strategy for managing burnout is playing, making myself recognize the symptoms of burnout, and turning to something playful to reset my brain. 

My advice: One of the best ways to be intentional in your day and recognize signs of burnout is by daily journaling. If you are keeping track of your mind and your emotions, you can spot triggers quicker and see that it is a pattern rather than a sentence. Documenting good, bad, and ugly will help you navigate the suck when it happens much quicker. 

About the author: Gesche Haas is the Founder/CEO of Dreamers & Doers, a private collective that amplifies the entrepreneurial pursuits of extraordinary women through thought leadership opportunities, authentic connection, and access. Gesche's been featured on Bloomberg TV, CNNMoney, The New York Times, Huffington Post, Business Insider, Forbes, Fortune Magazine, Refinery29, Broadly/Vice, and other major media outlets, as well as at the United Nations, where she spoke during the sixtieth session of the Commission on the Status of Women.

5 Numbers to Consider When Launching a Coaching Business

Photo: ColorJoy Stock

The coaching industry is one of the fastest-growing sectors with the market size predicted to surpass $20 billion by 2022. (Calendar check, it’s already August.) And while this has left many frustrated and floundering in an overcrowded market, it has also jump-started thousands of budding entrepreneurs’ coaching careers. 

And as with any new career trend, along with all the commotion, there is a lot of information (and misinformation) floating around the internet. While click-bait Facebook ads often depict building a coaching business to look like a walk in the park and endless traveling, the reality can often look a bit different.

Rather than sitting on a beach, spicy margarita in hand, glancing down at your phone while yet another effortless sale hits your bank account, new coaches and coaching side-hustlers are often found drowning amongst a sea of other coaching connoisseurs, endless freebies, masterclasses, and promo threads.

If you are coaching curious, a coaching side-hustler, or looking to launch (or re-launch) a new coaching business, here are five numbers to consider to ensure that you’re setting yourself up for success, and profit, from the get-go (so that dream of sitting on the beach is a much closer reality.)

Number 1: Your Net Income 

How much do you want to make per year?

Have you ever taken the time to really think through the income that would sustain and fund your ideal lifestyle? If not, now’s the time! 

This number will largely differ based on where in the world you live, and what constitutes a dream lifestyle for you. For some, it encompasses travel. For others, it’s as simple as being able to afford childcare. Either way, the first number to get clear on, is how much money you need in your bank account in order to thrive.

Example: I need $75,000 a year in my personal bank account to live my dream lifestyle.

Quick definition from Investopedia: Net income (NI), also called net earnings, is calculated as sales minus cost of goods sold, selling, general and administrative expenses, operating expenses, depreciation, interest, taxes, and other expenses. 

Number 2: Your Total Cost of Doing Business

What will your expenses and taxes look like?

How much does it cost to run your business? If you have no idea what these numbers are, it’s time to PAUSE and do a little research. For business expenses, outline one-off costs, such as building a website build, and reoccurring costs like accounting software. 

For taxes, it’s going to largely depend on the type of business you file and what state you live in. However, for example, expect around 30% of your profits to go to the government. So, multiply your desired net income by .30 to get this number.

Once you know your one-off costs, your recurring expenses, and your estimated tax payouts, you can add them together to get to an estimated “total cost of doing business.”

Example:

One-off costs: $4,000

Recurring monthly costs: $2,000 ($24,000 annually)

30% of 75,000 (net income): $22,500 (taxes)

Total cost of business annually: $50,500

Number 3: Gross Annual Sales

How much does your business need to make?

Now that you have your goal net income, and your estimated total cost of doing business annually, we can add them together to determine what your business needs to generate in gross sales annually in order to support your net income.

Example:

Total Cost of Business ($50,500) + Net Income ( $75,000) = $125,500 = Gross Sales

Quick Definition from Investopedia: Gross sales is a metric for the total sales of a company, unadjusted for the costs related to generating those sales. The gross sales formula is calculated by totaling all sale invoices or related revenue transactions. However, gross sales do not include the operating expenses, tax expenses, or other charges—all of these are deducted to calculate net sales.

Number 4: Gross Monthly Sales 

How much do you need to gross per month?

If you were to work for a company, there are generally 52 pay periods in a given year. When you own your own company, you can either payroll yourself OR pay yourself out via owner’s draws. For “Number 4,” you can either divide your total annual gross sales by 12 months OR by 52 pay periods. 

When you’re starting out, let’s say as an LLC or sole proprietor, it’s more common to look at your expenses and sales monthly, thus we’re going to use 12 for this example. You want to know how much your company needs to gross monthly in order to deliver you your desired net income. So, simply divide your gross annual sales by 12 to learn what you need to gross monthly.

Example: 

Gross Annual Sales Needed = $125,500.00 / 12 = $10,458.33

$10,458.33 = Gross Monthly Sales Needed

Number 5 (Option 1): Total Client Load

How many clients do you need to take on to hit your income goal?

There are two different numbers you can choose to act as your key fifth number (a.k.a. Number 5). The first is your total client load. In this scenario, ask yourself, how many clients do you want to work with at any one given moment? Do you want to only work with three clients annually? Or do you want to work with 30 new clients a month via a group program? You might not immediately know, but pick a number to start out.  

From here, you will be able to determine how much you need to charge per client per. For example, if you identified you only want to work with three clients annually, then that means those three clients need to produce $10,458.33 of gross monthly sales for you. That means each client needs to be on a $3,486.11 monthly retainer.

On the flip side, if you have identified you want to go after a volume model, and you’ve identified you want to work with 30 clients a month every month, each client will need to pay $348.61 monthly in order to hit your gross monthly sales goal ($10,458.33 / 30 clients a month = $348.61). However, also consider that this means you need to sign a total of 360 clients annually (30 clients monthly x 12 months).

Number 5 (Option 2): Pricing First

How much should you charge for your services?

If you already know that you’re looking to create a very specific product at a pre-identified price point, then you can back your way into knowing exactly how many clients you need in order to hit your gross sales goals. For example, if you want to sell a $100 online course, then take your total needed gross sales and divide that by $100. This will indicate that you need to sell 104.16 (round it up to 105) courses a month to hit your sales goals.

The Bottom Line

Ultimately, these five numbers are what you need to know in order to identify your ideal business model. Numbers 1-4 inform us of what we need in order to “play around with” Number 5. If you’re feeling stuck between high volume or high ticket, consider asking yourself this, which business model and workload is most conducive to your dream lifestyle? If you need a little more help breaking this down, check out our free masterclass here.

We’ll leave you with this, “living your dream life shouldn’t be just a dream.”

About the authors: Lexie Smith (pictured left), named “Brilliant PR Expert” and “Trailblazer Women Leaders in 2021,” is a PR coach, host of the “Pitchin’ and Sippin’ Podcast,” co-founder of Ready Set Coach, and the founder of THEPRBAR inc., an online coaching brand that empowers entrepreneurs to increase their influence, impact, and revenue through relationship-driven marketing and PR.

Emily Merrell (pictured right), as featured in Refinery29, Girlboss, Forbes, and Huffington Post, is the founder and community curator of Six Degrees Society, a professional speaker, host of the “Sixth Degree Podcast” business coach, and co-founder of Ready Set Coach.

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Eunice Byun Started Material as a Side Hustle While Working 9-to-5 at Revlon—Here’s How She Did It

You asked for more content around business finances, so we’re delivering. Welcome to Money Matters where we give you an inside look at the pocketbooks of CEOs and entrepreneurs. In this series, you’ll learn what successful women in business spend on office spaces and employee salaries, how they knew it was time to hire someone to manage their finances, and their best advice for talking about money.

Photo: Kirsten Francis

Eunice Byun launched her cookware company Material as a side hustle while she was working full-time as an exec at Revlon. But she knew she had to quit her day job when she kept waking up with new ideas for Material and couldn’t shake that feeling of “I’ll pinch myself later on if I don’t just do this now,” she tells Create & Cultivate. “It did help not having to worry about how I would financially make it by ironing out a lot of the vision for the business on nights and weekends, while still getting paid for my full-time job,” she adds about the decision of launching a business while working from 9-to-5.

Although the slow-and-steady approach was right for her, the entrepreneur admits it’s not for everyone. “If you’re the type of person who needs to jump in feet first and throw everything you’ve got at the business, then my approach might have been too cautious,” she says. “For me, I needed some assurance that what my co-founder and I were dreaming up was compelling enough that we could secure funding so that we could build the product and our brand right from the start.” And it’s safe to say that strategy has more than paid off. In fact, she had a number of investors who were interested in working with her before she even had a product (no big deal!).

Ahead, Byun explains what it took to launch a business while working full-time, how she secured funding before producing a single product, and why it’s important for founders to be compensated, regardless of the actual dollar amount printed on the paycheck. 

Your résumé is so impressive. You started your career in finance as an analyst at Goldman Sachs and later served as vice president of global digital marketing at Revlon. Can you tell us about your professional background and what you were doing professionally before launching Material? 

I’ve been fortunate enough to have had a pretty diverse career to date. After graduating from Northwestern University, I went into finance at Goldman Sachs. It’s a great place to start your career because you learn a lot of transferable skills—presenting information, time management, people management—at an early age. Ultimately, I knew that I couldn’t see myself in finance long-term and wanted to move into something more consumer-focused. 

From there, I spent the next chapter of my professional life in the consumer and start-up worlds, soaking up as much operational knowledge as possible. I learned about forecasting, merchandising, managing a P&L, operations, PR, and communications. Although I didn’t know it at the time, I was accumulating bits and pieces of know-how that would serve me well with my own company, Material.

Right before launching Material, I was in the beauty industry, deep in digital storytelling, community building, and influencer-focused marketing, much of which has informed our current marketing strategies. 

What was the “lightbulb moment” for Material? What inspired you to start your business and pursue this path? Did you always envision yourself becoming an entrepreneur?

I was that kid growing up who never knew how to answer the question, “What do you want to be when you grow up?” As I got older, I eventually realized it came down to surrounding myself with talented, driven people (who I could learn from), and building something that people cared about. That rubric served me pretty well as I navigated through a few different industries. 

But it wasn’t until I had my daughter that I realized there had to be something more. I wanted a place where I didn’t have to leave parts of myself at home, especially as a new mom. When my co-founder and I started piecing together the concept of Material, we envisioned the idea of our company but also the type of place and people we wanted to spend our time in and with. We felt there was a need for our company to exist (e.g. to bring more beautiful, high-performing designs to the home cook), but we also knew we wanted to build a company with values that matter and motivate us and our team. 

You had a number of investors that were interested in working with you before you even had a product. What were some of the challenges you faced in raising funding pre-product and what would you change? Would you recommend your route to other entrepreneurs? 

Product is central to our business, as we aren’t a one-product-shop where we focus solely on a singular item. In our case, we launched with a collection of seven items, so raising a pre-seed round was necessary in order to deliver the quality of products we envisioned. However, we made sure not to take too much money from the beginning as we didn’t want to automatically put us on the hamster wheel of raising more and more capital as quickly as possible. We also were specific on having a diverse set of initial investors, which proved to be one of our best decisions. With a mix of venture, angel investors, and houseware industry experts, we’ve received different opinions and guidance which has allowed us to chart a growth plan for Material that feels more dimensional and sustainable.

What was your first big expense as a business owner and how should small business owners prepare for that now?

Public relations and communications. We invested right from the start in a top-notch, start-up-focused PR partner. The way we saw it was we only had one company launch moment, where we could come out and tell the world who we were and what we are about, so we wanted to make that moment count. What we’ve found is that many of those press hits quickly got our name out and generated buzz, but longer-term populated our branded search results and filled the pages with articles. These still pay off for us years later. 

What are your top three largest expenses every month?

Payroll, fulfillment, and platform-related costs (e.g. processing fees and hosting). We used to spend a lot more on top-of-the-funnel marketing but have found that our lower-cost acquisition tactics are more effective and produce more loyal, long-term customers.

Do you pay yourself, and if so, how did you know what to pay yourself? 

Yes. One of our early investors advised us from the start to pay ourselves what we needed to focus on the company, and not how we’d make ends meet. That being said, my co-founder and I believe in hiring the best talent we can so we allocate our funds to the team (meaning we make less than other team members).

Would you recommend other small business owners pay themselves? 

Yes. It’s important to feel compensated for the work being put into the company, regardless of how much that dollar amount actually is. 

Photo: Kirsten Francis

How did you know you were ready to hire and what advice can you share on preparing for this stage of your business? 

An angel investor of ours broke this down for me once. He said there are two buckets of hires: superchargers and doers. You need both and you’ll eventually hire for both. 

Superchargers are those that you bring in slightly earlier than needed—and might overpay for at the time—but they are meant to exponentially grow your business. They might have done it before elsewhere or they have some experience that will immediately add value. 

Then there are the doers, where you hire them when you’re essentially past the breaking point. They help make processes move more efficiently or allow you to go faster, but you can afford to drop some balls here and there and not have it affect the business in a significant way. This ensures you aren’t building up a team too quickly and spending too much before it’s needed. 

What are some of the tools you use to stay on top of your business financials? What do you recommend for small business owners on a budget?

Excel. My co-founder and I look at spreadsheets daily as things are shifting quite regularly. We also have an outsourced CFO who we can tap into with more specific questions or analyses, as we’re not quite at the place where we need that skillset full-time.  

Do you have a financial mentor? Do you think all business owners need one?

I have different people whose opinions I seek out on various financial matters. I like speaking with other operators and founders about budgets because while investors may have a POV, I want people who are sitting with spreadsheets and making hard decisions on where you can spend your money and where you can’t. For fundraising matters, I like speaking to a number of people—not just one—because there’s more than just one path forward on how you finance your company. 

What money mistakes have you made and learned from along the way?

Inventory can help and hurt you. Too much, and you’re stuck. Too little, and you can’t grow fast enough. We recently invested in an inventory management system to help us work through these growing pains, as we try to be as capital efficient as possible and not have too much tied up and sitting in a warehouse.

Where do you think is the most important area for a business owner to focus their financial energy and why?

Know your pathway to profitability. There used to be an overabundance of focus on top-line growth, no matter the costs. Nowadays, the focus has shifted towards profitability which is important because it means you have greater control over your financial future if you don’t always have to rely on bringing in funding. 

Do you think women should talk about money and business more?

Yes! The number of times I’ve walked into a meeting where a potential investor focuses marketing questions to me and financial questions to my male co-founder have been absurd. The fact that my gender leads one to believe that I may not know much about my company’s financials is an antiquated perspective. ANY business owner should be well-versed in how their company will grow and what it’ll take to do so.

You’re a mom and a co-founder/CEO! How has being a mother changed your priorities and your focus in terms of your career? Do you think motherhood has made you a better business person? 

It deepens my reasons for why I do what I do. Having my daughters see that they too can write their own narrative and build something of substantial value is important to me. 

What is your best piece of financial advice for new entrepreneurs?

Get comfortable with it and don’t let someone else take the reins because they “know more about finances than you.” Your financial statements are simply a different way of telling your company’s growth story.

MORE ON THE BLOG

39 Successful Founders Share the Podcasts That Transformed Their Businesses

There’s no denying that podcasts are the hottest medium of the moment. In 2021, people have already spent 15 billion hours (yes, billion with a B) listening to podcasts (insert exploding head emoji here). And, thankfully for all the entrepreneurs out there, there’s no shortage of business podcasts to download for mentorship, guidance, and expertise straight from founders who’ve learned tough lessons the hard way.

For a fresh crop of listens to add to our weekly lineup, we tapped 39 successful founders to find out which business podcasts they subscribe to for advice and inspiration. From a must-listen-to series about the struggles that successful entrepreneurs have overcome to a series of interviews centered around women in tech, these are the podcasts they listen to on repeat. Trust us, you’ll want to have your headphones at the ready.

Chriselle Lim

Co-Founder of bümo

The Podcast: How I Built This

Why You Recommend It: It has helped me to understand the struggles of entrepreneurs which was very comforting during my journey building bümo, but it also has allowed me to dream big of what could be. The conversations are not sugar-coated and show you all the highs and lows from start to finish.

The Best Business Tip: You don't have to have a blueprint to follow when you start a business you just have to do the next best thing, and step by step you will find your own way. 

Dianna Cohen

Founder and CEO of Crown Affair

The Podcast: The podcast that transformed my leadership style is any podcast with Adam Grant. Adam Grant is an organizational psychologist who has a thoughtful approach to leadership and teamwork. I first heard him speak on Dax Shepard’s Armchair Expert (another favorite pod) and have continued to follow his work and podcast, WorkLife with Adam Grant, directly.

Why You Recommend It: From Adam’s ability to reframe concepts like imposter syndrome to his scientific approach on feedback, or the thoughtful conversations he has with leaders and innovators like Jane Goodall and Ester Perel, I really enjoy his approach to teamwork and leadership.

The Best Business Tip: His conversation with Brené Brown is one I keep coming back to. Having been trained in work cultures and high-growth startups that didn’t allow space for vulnerability at work—it’s now something I practice with our entire team. I’ve found that the capacity to be vulnerable (while still having a productive, problem-solving attitude) has allowed us to embody our brand mission around care and taking your time, even in a fast-growing startup environment. 

Abigail Cook Stone

Co-Founder and CEO of Otherland 

The Podcast: The Entreprenista Podcast

Why You Recommend It: I am so inspired by hearing all the founding stories and behind-the-scenes notes of how female founders got their start, as featured on The Entreprenista Podcast. To me, it is all about inspiring other women and creating a supportive community—if I can do it, they can do it, too!

The Best Business Tip: My biggest takeaway from the guests on the podcast is that you should always trust your intuition. As women in business, the podcast reinforces that you are your best asset.

Samara Walker

Founder of Àuda.B 

The Podcast: The podcast that transformed my business and mindset as a founder is How I Built This with Guy Raz. This podcast propelled my mindset as an entrepreneur allowing me to navigate building a startup from a different lens without scarcity, self-doubt, and learning to accept failures as wins. I operate from a mindset of abundance and count my failures as opportunities to pivot, iterate and learn. Failures have come within various forms especially monetary losses, but once I've experienced a hardship, I assess the situation and always use the experience as a learning moment to grow and push myself forward. I've become a better founder, leader, and visionary for Àuda.B because of the amazing founders having the opportunity to share their journeys on How I Built This. 

Why You Recommend It: From my personal experience, being authentic and vulnerable are two major keys to being a successful entrepreneur. The founders on the podcast share their highs and lows which provide listeners with realistic expectations of what being an entrepreneur comes with. Social media paints a false narrative of entrepreneurship and or building start-up and this podcast really reshapes the true narrative. Founders dish the real from beginning, middle, and now! 

The Best Business Tip: Believe in yourself even when no one else does! Understanding your vision and passion will see you through, too often founders hold the vision of the future but the world doesn't latch on until there's a wave of others.

Nichole Powell

Founder of Kinfield

The Podcast: Female Startup Club

Why You Recommend It: One of the best things you can do is learn from other founders, and the interviews on Female Startup Club are perfect for that. Host Doone Roisin has chatted with female founders from skincare brands like Black Girl Sunscreen (and Kinfield!) to food and apparel companies to physical retail, like Chillhouse. It feels like listening to your friends talk about how they built their brands—casual yet informative.

The Best Business Tip: Investor funding is not always the answer. I loved the episode with Farmgirl Flowers founder Christina Stembel talking about her journey with bootstrapping her company Farmgirl Flowers to $60M+ revenue. There are many ways to fund and grow a business, and it’s exciting to hear success stories from founders who chose funding paths that aren’t often reflected in the media.

Emma Bates

Co-Founder and CEO of Diem

The Podcast: Women in Tech Podcast

Why You Recommend It: I love the variety of topics and people host Espree Devora features on the podcast. As a woman in tech, it’s an amazing resource to gain insights from other women across the industry.

The Best Business Tip: My overall takeaway from the podcast is that each one feels actionable. When I’m lacking a little “get up and go” energy, it never fails to motivate me to keep pushing, deploying, and executing! It’s not about anyone else’s journey, it’s about the one you carve for yourself.

Nicole Williams

Head of Creative and Comms at Headquarters  

The Podcast: How I Built This

Why You Recommend It: HIBT is probably one of my main go-to’s for hearing from entrepreneurs and learning about their rise, big wins, and fails along the way. I always find it to be compelling to understand the motivations behind any business and hear about the challenges that come with growth and scaling. Whether it's the husband and wife duo behind Lonely Planet talking about their earliest guides, James Dyson spouting wisdom around innovation, or Lisa Price building Carol's Daughter from her home in Brooklyn, the stories of entrepreneurship and taking risks are inspiring.

The Best Business Tip: Surround yourself with talented individuals who are better at what they do than you are. I think this is a recurring theme across many of the HIBT episodes both in the individuals you partner with as an entrepreneur but also in the teams you build. 

Ariel Okin

Founder of Ariel Okin Interiors and Fenimore Lane 

The Podcast: The Second Life podcast hosted by Hillary Kerr helped me as I was pivoting careers, and I love listening to the inspiring stories of other women who have pivoted too. 

Why You Recommend It: Hillary is an excellent interviewer, and really does her homework on every subject. She asks such insightful questions, and draws parallels between stories to create learning lessons for the listener. It's such a great place to get inspiration for anyone who is pivoting careers or afraid to make the jump! 

The Best Business Tip: Delegation does not equal weakness—a great tip from Eva Chen's episode. Being able to successfully delegate and know what you aren't good at to free up time for what you are good at is an essential skill for entrepreneurs and business owners.

Chloe Songer

Co-Founder of Thousand Fell

The Podcast: How I Built This

Why You Recommend It: This might not be a well-kept secret—but while I was still working for Gap Inc in my full-time role I would binge How I Built This episodes all day long. HIBT is an honest look into founders’ stories—the risks they took, the uncertainty that they faced, the mindset around the founder role and leadership, etc. It is amazing to hear all of these different voices and stories and picture myself in the same position in the future. 

The Best Business Tip: I loved—and still think about daily—the Stonyfield Yoghurt story—Gary Hirshberg went everywhere to find funding for his business and was maniacal about cash flow—he had his cash flow mapped down to the hour! He was also tasked with trying to convince people that organic was important in the early ‘80s, and to me, this journey is so similar to trying to convince and educate people to switch to sustainable and circular products. Other incredible episodes include Dyson, WeWork, and Cisco Systems & Urban Decay.

Lisa Buhler

Founder and CEO of Lisa Says Gah

The Podcast: Business of Fashion

Why You Recommend It: I get a lot of their approaches to retail as a whole, from fashion’s approach to plus-size to combating anti-Asian racism in fashion, they touch on relevant topics that our business is experiencing.

The Best Business Tip: Stella McCartney has some sage advice: value collaboration and mutual learning over competition; “be a fighter” when it comes to securing better incentives for sustainable practices, and always look for new information on how to be better. “You never stop learning when you work sustainably,” she said. And I agree, it’s all about learning, and that’s what our tiny and mighty team is all about. We want to be the best and we know we can’t be perfect but we are marching toward that.

Nicole Gibbons

Founder of Clare

The Podcast: I love Guy Raz’s How I Built This 

Why You Recommend It: The entrepreneurship journey is so hard and I really enjoy hearing other founder stories. Hearing successful entrepreneurs share their stories of the ups and downs and how they came out on top is so encouraging and inspiring! 

The Best Business Tip: I really loved the episode that featured Peloton founder John Foley. Peloton is now close to a $30 billion-dollar company, but in the early days, he had a really difficult time getting investors to buy into his vision. He pitched around 3,000 investors and faced so much rejection and persisted. And now his company is one of the most successful and most valuable companies in the world. The lesson: Stay the course, be unwavering in your vision, and have enough to keep going, even when people think you’re crazy. The difference between a lot of successful entrepreneurs and the ones that don’t have great outcomes is the lack of grit to keep going.

Nina Mullen

Co-Founder and Co-CEO of Hilma

The Podcast: Unfinished Biz 

Why You Recommend It: Unfinished Biz is a podcast hosted by two partners at VMG, a VC firm. They interview successful entrepreneurs on how each business started and chronicle the various bumps they experienced along the way. I especially love this podcast because it is focused on a business (rather than consumer) audience, so the guests are incredibly candid and you really feel like you are getting an inside look at their business. My co-founders and I always listen and share learnings from the episodes! 

The Best Business Tip: The episode with the founders of RXBar is one of my favorite episodes because it shows the importance of starting with a clear idea of who your customer is and what a dedicated marketing strategy looks like to target that customer. We all think of RXBar as a mainstream brand today, but when they first started the founders were focused on the niche paleo and CrossFit customer. They were targeted on how they reached those early customers and only scaled from there, after they had that loyal base. Highly recommend!

Kailey Bradt

CEO and Founder of Susteau

The Podcast: Female Startup Club

Why You Recommend It: It gives great perspective into the early stages of starting a business. In most podcasts, you hear from founders who already did it. These are founders who are currently doing it. Doone is a phenomenal host as well and really is on a mission to bring exposure to young female entrepreneurs.

The Best Business Tip: In a recent interview with the skincare brand Topicals, I loved learning about their approach to launching by focusing on education and not on product. It made me rethink how we launch new SKUs and shifted my focus from a traditional marketing strategy to focusing on educating our community first. Topicals also made great use of Twitter, which I am incorporating into our brand marketing now!

Tai Adaya

Founder of Habit

The Podcast: I listen to NPR’s Up First every morning!

Why You Recommend It: It’s important as a business leader to be aware of what is going on in the world so I love this quick but content-rich AM briefing. Our society is a system and everything is linked together. As the leader of a company in a healthcare category, it’s important to me to stay up to date on healthcare access especially. I listen to job numbers to get a feel for consumer sentiment. It’s important to stay aware of M&A and business activity and cultural happenings. Habit uses pop culture to communicate ideas around health. I’m always listening!

Elizabeth Egan

Co-Founder of Dally

The Podcast: How I Built This

Why You Recommend It: You can read all the how-to books or blogs you want, but there’s no better way to learn than to hear the real, unvarnished stories about building companies from founders who did it. A company’s path is never linear and you learn more through failures than successes. The host, Guy Raz, does an excellent job extracting the stories of the more challenging moments from founders—some for the first time ever on public record.

The Best Business Tip: In Brooklinen’s episode, the founders talked about the specific issues they had with customs and immigration on their first order. Well, I was about to make the same mistake they did when I listened, but managed to fix it in time after hearing what the founders did wrong. Make sure to file an import bond application!

Ariel Garcia

CEO and Founder of The Blog Stop

The Podcast: Unstrictly Business by Do Well Dept.

Why You Recommend It: I love how the podcast redefines "success" as a business owner and how to get there. It goes beyond sales and marketing strategies and upholds personal wellness as a key element of success. There is a focus on the care of the individual, which, I think, is hugely overlooked in the business world - in both leadership and company culture.

The Best Business Tip: In building a business, it's easy to feel like we need to be in control of every minute and every moment. That if each minute isn't dedicated to being productive or furthering a goal, it's a minute lost. But in reality, slowing down and taking care of ourselves IS a way to stay in control and, ultimately, be the one to choose what our lives look like. Being a slave to productivity isn't freedom. Freedom is the ability to take a day off, sleep in late if we need it, or give our entire team a Friday off after a busy season.

Lulu Pierre

Founder of Boho Locs

The Podcast: Sales Funnel Mastery 

Why You Recommend It: Host Jeremy Reeves offers very practical advice! When I was first starting my business, I just needed a few pieces of key advice to get me going on my journey. Through this podcast, I learned about lead generation and how to best communicate with customers along their sales journey to really build that brand loyalty and affinity. I found it very helpful and there are tips and tricks I learned from the podcast that I still implement in my business to this day. 

The Best Business Tip: The main thing I’ve learned is the importance of constantly staying in touch with your customers and meeting their needs wherever they are at.

Meg Young

Founder and CEO of Cailini Coastal

The Podcast: Whiskey & Work with Kelsey Murphy 

Why You Recommend It: This is a must-listen-to podcast if you're an aspiring entrepreneur or on the cusp of a big career, especially if you're nervous to make the leap! I started listening to this pod two years before I made my own career change from 13 years in PR to start an e-commerce shop in the home space (which I knew nothing about) and the episodes not only motivated me to make the change but provided education on what steps to take to successfully do so. Kelsey is a business and life coach who offers solo pods—where she discusses everything from imposter syndrome to strategic marketing—and interviews with inspiring and relatable everyday entrepreneurs (as well as some notables!) about their career journeys. It's a feel-good podcast that will leave you inspired and confident to follow your gut and your dreams while making sure you strategically plan for all that being an entrepreneur truly entails. 

The Best Business Tip: One of the themes of Kelsey's podcast is trusting and listening to your intuition. I am a very intuitive person, but when fear enters it's easy to ignore. Kelsey's own personally successful career change, as well as that of all her many guests, all had a common theme about knowing when something is NOT right and actively making the change to unlock your real potential and find a career that brings you true fulfillment. Her episode with Marie Forleo is one of my favorites! I personally made the career change, and I now fully understand exactly what she talks about. I am finally not only doing something I am good at but something that truly brings me joy.

Tiffany Staten

Founder of London Grant Co.

The Podcast: Second Life and How I Built This, especially episodes with Drybar Founder Alli Webb and Carol's Daughter Founder Lisa Price. 

Why You Recommend It: Before launching London Grant Co., I was consumed with doubt surrounding my ability to pivot into the unknown and vast territory of CEO. Sometimes, all you need is a vulnerable story from another founder who took the same leap. Every story won’t resonate, but I guarantee there will be one that speaks to your soul and serves as the universe sending you a gentle whisper that says do it. Second Life is especially focused on inspiring stories of women who've made a successful career pivot. As a mother transitioning from corporate drop-out to beauty founder, I found my tribe. 

The Best Business Tip: Do it… and do it scared. I’ve learned that you’ll never be truly ready, and you’ll never have all the answers. But, the opportunity of a lifetime to invest in yourself awaits. As a mother, and someone who finds comfort in the safest road most traveled, I needed to hear women take small, meaningful steps forward that lead to huge rewards—both personally and in business. I have flashes of Lisa Price and Ali Webb in my head all the time because their stories made me feel that this journey wasn’t actually insurmountable. More than anything, I felt seen, and sometimes that’s all the motivation it takes to move the needle. 

Jacqueline Tatelman

CEO and Co-Founder of STATE

The Podcast: When we first started out, I burned through How I Built This. I loved to hear how some of the best brands in the business started, how they grew, how they failed, and how they got back up again. I was fascinated by the range of stories and would covet the tidbits of information I gained from each listen. There were a few episodes that really stuck with me and when we were experiencing a business “low,” I would think back to the stories I heard and remember it’s all par for the course. It helped me keep my head down, my eyes open, and plow through it.

Why You Recommend It: I think everyone knows that How I Built This is a must-listen. Every entrepreneur needs to know that the journey is not easy. I feel the new How I Built Resilience series is now also a must-listen, especially with where the entrepreneurial landscape is right now. It’s amazing to hear from other leaders how there will be light eventually, you must stay passionate and always focused."

The Best Business Tip: It’s incredible how sometimes you hear things at the perfect time and place. I recently listened to the episode with Kenneth Cole. Kenneth Cole was actually my first job out of college and I absolutely loved my time there! I was so proud to work for a brand that revolutionized the idea of mixing business with a profound political/social justice message. I loved how Kenneth created Kenneth Cole productions, his clever spirit, and how the relationship between the brand and the powerful messages it stood for was so natural and organic.

When we were building STATE, I reflected a lot about how easy it was to mirror that energy. Recently, we were contemplating a shift in our messaging to satisfy some outside advisors and when I listened to this episode, it reminded me of where we came from and why our mission is intrinsic to our success and the continuation of the business. I love the thought of that one day when we’re the entrepreneurs on the other end of the microphone on How I Built This, there will be someone out there who will be listening, and it’ll be a message at their perfect time and place.

Kiku Chaudhuri

Co-Founder of Shaz & Kiks 

The Podcast: Second Life with Hillary Kerr

Why You Recommend It: I love how honest the conversations are with these women leaders about their career journeys and all of the various twists and turns. The host, Hillary, makes sure to highlight the non-glossy parts of entrepreneurship and really convey the full story, with all of the good and the bad, which I think is really important for aspiring entrepreneurs and fellow founders to hear. 

The Best Business Tip: Towards the end of each episode, the host asks the guest about their failures and mistakes. Each one is unique to their story but also you learn the most from that one question. One common thing is that EVERYONE has had failures and challenges, even the most successful people, and to always remember that you learn the most when you fall.

Emma Kemper

Principal Designer at Emma Beryl Interiors

The Podcast: How I Built This

Why You Recommend It: In How I Built This, Guy Raz interviews successful entrepreneurs about how they got to where they are. It's so inspiring to hear the ups and downs of building huge household name businesses. One thing I especially love about it is that the interviews are very honest about the struggles and hurdles entrepreneurs have to face with their companies and that the podcast doesn't paint a rosy picture. I always find myself rooting for the companies by the end of the episodes and having a newfound respect for the people behind the businesses. 

The Best Business Tip: Your company only really fails when you quit. There are so many highs and lows in growing a business (and sometimes the lows are devastatingly low) but if you believe in your company you should always stick with it. There are so many huge brands that I've heard discussed on the podcast that have had incredible lows but have persisted and seen huge success on the other side of those roadblocks.

Dr. Lisa Creaven

Co-Founder of Spotlight Oral Care

The Podcast: Second Life

Why You Recommend It: It's truly inspiring and uplifting to hear honest stories about women growing, learning, and going for what they want in their careers. Hillary Kerr's background in journalism shines through on every episode which makes the podcast more personable.

The Best Business Tip: I think just understanding that career pivots are not easy or straightforward for anyone, but they're always worth it is something I've picked up from this podcast in general. That theme seems to ring true in every episode. Before I became full-time at Spotlight Oral Care, I was running my own dental practice. The decision to become full-time at Spotlight Oral Care and stepping away from the practice was a mix of emotions I had to work through. Listening to these career pivots in such a positive and real way gives me insight and reassurance… there's endless opportunity out there!  

Cary Lin

Co-Founder of Common Heir

The Podcast: I’m pretty sure How I Built This with Guy Raz is already on most people’s lists, but one of the podcasts I enjoy most is How’s Work with Esther Perel because she explores the emotional side of work and relationships. 

Why You Recommend It: I was already a fan of her hit series, Where Should We Begin? Ester does a beautiful job exploring interpersonal dynamics in the workplace, and the emotions we bring to those relationships are similar to those we have in our personal lives. I think her work is all the more essential as we come to terms with a hybrid remote/office environment. I think the early stages of building a company are all about building key relationships—with co-founders, vendors, early partners—and that it’s important to find ways to communicate, listen, and understand other perspectives. The way that Ester guides these therapy sessions helps me remember that being vulnerable, actively listening to others’ needs, and preserving through difficult conversations is essential to being a good founder. 

The Best Business Tip: One of my most memorable episodes is The Break-Up, in which two former fighter pilots co-founded a successful business. The conversation unravels the challenges of blending the personal and professional, and their differing attitudes towards success and failure, risk tolerance, and how critical it is to have those conversations early and often and to not sweep things under the run and leave things unspoken. Good communication and expectation management are essential, as is recognizing the burden or role others have taken on that you might not realize because you’re in your own “hero narrative.”

Jean Brownhill

Founder of Sweeten

The Podcast: The Happiness Lab by Yale professor Dr. Laurie Santos

Why You Recommend It: So much of entrepreneurship is a mental game, and you need resilience to survive. Dr. Santos provides a lot of research and insights on how to protect your mental energy.

The Best Business Tip: Running a business takes a lot from you; if you don't protect your own resources, no one else will. 

Side Note: There is also an episode of Malcolm Gladwell's Revisionist History called The Lady Vanishes that made a huge impact on me. The episode explores the world of art and politics to examines the strange phenomenon of the “token,” the outsider whose success serves not to alleviate discrimination but perpetuate it.

Terri Rockovich

CEO and Co-Founder of Jinx 

The Podcast: Group Chat

Why You Recommend It: Group Chat is a must-listen for entrepreneurs because the hosts are business owners, investors, and most importantly: real people just trying to figure it out. They fold humor into the realities of growing a challenger brand, discuss hot news to keep you in front of world happenings and give real takes on culturally relevant topics.

The Best Business Tip: These guys constantly host and interview entrepreneurs that provide so many pieces of valuable advice, asking provoking questions that help tease out the formula for which each person uncovered success for their given project. The most valuable takeaway for me is "how you pivot is how you prosper." Because the majority of success stories do not happen overnight, but instead are earned over a stretch of many years that require a maniacal focus and a high comfort level with failing and learning.

Vanessa Quigley

Co-Founder of Chatbooks

The Podcast: The Life Coach School

Why You Recommend It: Very early on when starting our business, I had to learn how to not take things so personally. For example, instead of letting a bad app review ruin my day, I needed to view that circumstance through a neutral lens so that I could learn from it. I learned some very helpful cognitive tools from Brooke Castillo of The Life Coach School podcast that helped me develop more self-awareness and expand my potential. She also teaches important concepts related to money, like it’s okay to want money. Money is good. And money will come as we create real value. It also sparked the idea to create my own podcast about something I do have a lot of experience with—motherhood! I have seven children ages 13 to 26 and on The MomForce Podcast, I share what I’ve learned thus far and call on incredible guest experts for help on the stuff I’m still trying to figure out!

The Best Business Tip: I especially loved Episode 161 of Life Coach School, which is all about money beliefs. For so many entrepreneurs, money is a real scarcity. But there is real power in abundant thoughts like “Money is easy,” “Money is fun,” and “I love creating value.” Challenging my beliefs has allowed me to be open to more possibilities and opportunities to create value for everyone!

Cherie Hoeger

CEO and Co-Founder of Saalt

The Podcast: Startup Therapy

Why You Recommend It: From problem-solving operational challenges to creating core values and an advisory board, I love Wil Schroter and Ryan Rutan's no-nonsense approach to tackling the real, everyday struggles of entrepreneurs in the startup phase. There are not many places that you can gain so many practical solutions in such a short amount of time, and they do it with candor and humor that's engaging and entertaining.

The Best Business Tip: One episode from Wil and Ryan talked about why smart founders stay in customer support. They emphasized customer support as a critical function of leadership, right up to the founder and CEO. Having regular exposure to customers helps keep us accountable and in touch with customer needs to make better strategic decisions.

Amanda Goetz

Founder and CEO of House of Wise

The Podcast: How I Built This with Guy Raz

Why You Recommend It: This podcast is one of the most popular podcasts about business and growth for good reason. Each episode shares stories from real founders, including their highs and their lows. The show never shies away from diving into the tough parts of being a founder. It shares first-hand experiences about success and how every single success story also has its fair share of scary moments throughout its growth. It's honest and real and I love it.

The Best Business Tip: Recently, How I Built This added a new digital franchise to their weekly series that dives into how brands have built resilience into their operations and with their teams throughout this past year. I launched House of Wise in the midst of the COVID-19 pandemic, so resilience is in our DNA, and I think each of these new episodes offers great takeaways for every entrepreneur and employee alike, as all of us navigate this new world and new consumer mindset.

Ona Diaz-Santin

Celebrity Hairstylist and Owner of 5 Salon & Spa

The Podcast: The John Maxwell Leadership Podcast 

Why You Recommend It: Leadership skills at their finest!

The Best Business Tip:

What does it take to be a team? 

T- For tolerance of each other’s weaknesses because we all have them.

E- Encouragement of each other’s successes because we all have them.

A- Acknowledgement that each of us has something to offer.

M- Mindfulness that we need each other.

Mimi Ausland

Co-Founder and CEO of Free the Ocean

The Podcast: The podcast that continues to transform my relationship with business and money is On Purpose with Jay Shetty.

Why You Recommend It: After reading Jay's best-selling book “Think Like a Monk,” I began listening to his podcast, On Purpose and I'm so glad I did. In the podcast, Jay speaks to finding purpose, living our lives with intention, using our time and energy wisely, the importance of gratitude and giving back, and much more. On Purpose is inspiring and authentic and it's refreshing to hear a top male podcaster speak to these things. If put into practice, the principles Jay and his guests talk about will translate into becoming a more successful entrepreneur with greater impact. For these reasons, this podcast is a must-listen for female founders and aspiring entrepreneurs alike!

The Best Business Tip: My "aha" moment was hearing Jay say, “Nobody is going to create our lives for us.” This seems almost too simple to be game-changing but it has stuck with me since hearing it. Hearing this, I realized not only the importance of intention but also action. Before making a goal in business, we need to consider the investment and the life it requires before making it our goal. Then, we can get clear with our intentions, spring into action, and create the life we want!

A specific episode recommendation is "Arianna Huffington on How Setting Small Micro Habits Can Help Combat Burnout and Exhaustion.” Arianna speaks to her past struggle with finding a work-life balance and the dangers of encouraging constant productivity. She mentions how quality sleep, breathing exercises, and taking breaks to get outside, are key not only to our mental health but also to productivity. I really appreciated hearing this from such an accomplished entrepreneur.

Erin Treloar

Certified Health Coach and Founder of Raw Beauty Co.

The Podcast: Online Marketing Made Easy with Amy Porterfield 

Why You Recommend It: Amy’s podcast is the absolute best at delivering actionable marketing tools that drive profitability while going above and beyond to serve your customer.  She shares expert interviews, execution plans, and behind-the-scenes secrets that leave you with concrete action items you can implement right away and she does it all with the most encouraging and empowering voice. 

The Best Business Tip: Build your product or service for your ideal client by connecting with them and including them in the process. I highly recommend episode #324 “Email List Growth Strategies That Will Transform Your Business.” 

Imane Fiocch

Founder and Owner of Neon Lace Company

The Podcast: More Than One Thing  

Why You Recommend It: Athena Calderone’s guests come from all different industries and share how they’ve arrived at their current career landing spot. Many of her guests wear multiple entrepreneurial hats which speaks to multi-hyphenates and out-of-the-box thinkers/creators. 

It’s also a must-listen for anyone who is looking for advice or support whilst changing careers or embarking on a new creative endeavor. I found her podcast very helpful when I was navigating a career change from the beauty industry. At the time I was worried that my other passions and creative interests wouldn’t be accepted and I would be pigeonholed into one thing people knew me for. Listening to Athena’s personal career path encouraged me to take a leap and launch my own business. Her voice is also incredibly soothing and very easy to listen to!

The Best Business Tip: The biggest lesson I learned through Athena and her guests is summed up in the title of her podcast—More Than One Thing. As humans we are multi-faceted, we often have many interests, and our careers aren’t always linear. Listening to More Than One Thing helped me understand that a non-traditional career path is okay and I’m not the only one!

Katie Wilson

Co-Founder of BelliWelli

The Podcast: Reaching New Heights

Why You Recommend It: Megan Gallagher brings on phenomenal entrepreneurs whose stories are both fascinating and illuminative. She has a unique ability to get to the heart of the matter and help guests share the juiciest details of their journeys. 

The Best Business Tip: Megan did a podcast episode with Meaghan Murphy, about growing into a positive person. They stressed that your personal narrative is your own choice. In other words, you are in control of what you tell yourself. This has helped me hugely as an entrepreneur. It's easy to get caught up in what I could have or should have done, but I've made a conscious effort since listening to that podcast to CHOOSE to send myself positive feedback as often as I can. I'm in charge of my narrative.

Niambi Cacchioli

Founder of Pholk Beauty

The Podcast: Beauty Is Your Business

Why You Recommend It: I love it because it’s business owners asking other founders questions—they’re able to ask questions that only a founder would think about. They have multiple hosts from different cultural backgrounds on the show so you’re getting multiple perspectives from guests and hosts. It’s the first podcast I heard that talked about trends in beauty tech, bringing to the light Korean skincare and African descent skincare way before it had hit on a national scale.

The Best Business Tip: My favorite episode was with Charlotte Cho from Soko Glam. She talked about working towards creating an accessible and inviting set of beauty regimens for the North American market and how it needed to go beyond the Korean beauty culture. She had to teach this new market how to use these products for the skin. The focus was on how to translate to customers how these products and ingredients will benefit them and how to use these rituals in their everyday life. And this is why at Pholk we do so much skincare education; it’s not only about cultural values and cultural ties. Making it simple and easy to understand how to use these products.

Alyssa Wasko

Founder of DONNI

The Podcast: Unlocking Us with Brené Brown has been a constant source of inspiration to me in both my personal and professional life. I also look to The Business of Fashion Podcast for fashion news and Second Life with Hilary Kerr, whenever I am lacking creative energy or in need of a confidence boost.

Why You Recommend It: Courage and vulnerability are two things that Brené constantly preaches, and her outlook attributes to my mindset while effectively leading my team through the good and unpredictable times. Her recent episode with Aiko Bethea really touches on this and is worth more than one listen.

Hannah Bomze

Co-Founder and CEO of Casa Blanca

The Podcast: How I Built This

Why You Recommend It: This podcast is full of tangible, relatable stories about what it takes to build a business. Guy Raz is great at facilitating honest and insightful conversations with his guests about the entire process of starting a business: the creation, where things went wrong and how they were fixed, growth and expansion, etc.

The Best Business Tip: The episode with Whitney Wolfe, the creator and founder of Bumble, was especially insightful. She was able to take all of her experiences, frustrations, highs and lows, and focus them towards building and creating something that would have a positive impact on the world around her. Bumble was also designed specifically to empower women, which is also a core principle at Casa Blanca.

Margarita Arriagada

Founder of Valdé Beauty

The Podcast: What Works

Why You Recommend It: Tara McMullin does an incredible job of leading conversations with guests across a breadth of topics related to building a thriving business. She is very thought-provoking. Not formulaic, yet shares principles and examples to consider that are actionable. I love that in every case there is consideration of the business with personal life balance and development. 

The Best Business Tip: I took away a lot from the episode “Writing the Second Draft of the book "To Sell With Love" with author Finka Jerkovic.” I was intrigued by this podcast because it was within a series titled: Working the Plan. And also by the title of the book "To Sell with Love." My takeaways were:

What is the process really of writing a book when you've never written one before? This was relevant because I draw parallels on how I narrate my brand's journey and story unfolding like a book. In fact, the packaging of my product simulates a book. 

What does “selling with love” look like. I have always thought that I was not good at selling. The traditional wisdom on selling or pushing products, I have never related to. Yet I created a brand to sell products. The actual book and the rationale on how to sell from a place of love, completely resonated with me and validated my conviction on how I want to see the brand thrive.

While the brand may be about you, it's not personal. I did not expect to hear that while a brand or product emanates from your perspective, experiences, and events in your own life, you need to treat the brand like a product and detach from the personal relationship one might associate because it comes from you. If people agree or disagree with your opinions, it does not define who you are because it is not all of who you are. I'd felt I had to prove my worth and that of the brand. This topic provokes a different perspective. 

Elyce Arons 

CEO and Co-Founder of Frances Valentine

The Podcast: The Strangest Secret by Earl Nightingale 

Why You Recommend It: It is so inspirational. I first listened to this before I left for college, and have listened to it over and over again throughout the years. This was recorded sometime in the ’50s, so there is some (unintended) sexism, but the message “you are now, and you do become, what you think about" is still very true. It means everything you become is guided by your own mind. The podcast focuses on success as the progression of a worthy ideal. Follow your dream, pursue your goals, do not conform, but have courage, keep a positive attitude every day, and wake up and decide to be happy.

The Best Business Tip: If you think in positive terms, you will get positive results. Build what you imagine and you can help others in the process.

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One *Very* Successful CEO's 4 Hacks for Cold Emailing

Photo: Liza Summer from Pexels

Let’s talk about cold emailing.

Katia Beauchamp, the co-founder of the wildly successful beauty company Birchbox, has said that she and her co-founder started cold emailing CEOs in the beauty industry to get the idea in front of them. Now she's one of them. Beauchamp shared, "I cold emailed several presidents, CEOs, and brand managers in the beauty industry and the majority of people responded!"

So we asked: What are a few things that every cold email should include?

She divulged below. 

1. Have a compelling subject line.

“It needs to motivate the reader to open the message. At the very least it should say something more than, ‘Hello,’ or ‘Looking to get in touch.’ I used, ‘Reimagining beauty online.’”

2. Keep the email concise.

“The email should be short enough so that a person can read it without having to scroll down on his or her phone. The less time and energy it takes to read it, the better.”

3. Don't attach a business plan to explain the idea.

“That's asking a lot. Try a one-pager that briefly describes the idea/value proposition. We framed our one-pager by introducing the brands as the stakeholder and how Birchbox could help that brand.”

4. Ask for something that’s easy to say yes to.

“I asked CEOs and brand managers for five minutes of their time to give me advice. Those emails eventually turned into a meeting and the meeting turned into a pitch. Those pitch meetings ultimately led to partnerships with massive brands, early on.”

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This story was originally published on May 25, 2017, and has since been updated.

3 Tips to Pitch (and Win!) Business Virtually

Photo: ColorJoy Stock

At this point in the pandemic, we’ve all learned how to set up flattering lighting and stage a professional background for video calls, making the most of our WFH attire and makeshift home offices. But pitching (and, more importantly, winning!) new business virtually is a brave new world requiring a completely different set of skills. Here are three tips to help you level up your virtual pitch game and close the deal from behind any screen.  

#1 Make time for a tech-check. (And then re-check!)

I know it’s tedious, but a thorough tech run-through and rehearsal are critical to the success of any pitch, let alone a virtual one.

While Zoom has become synonymous with virtual conferencing, plenty of potential clients, customers and partners use other platforms. Be prepared to learn and adapt to their preferred system—whether that’s Microsoft Teams, Google Meets, Cisco WebEx, etc.

And don’t wait until the last minute. Make sure everyone on the team has the latest software version installed (buy the premium subscription if necessary) and rehearse on that platform for every meeting leading up to the pitch. Get familiar with the interface, know how to optimize presentation mode for video and sound, and make sure you plan for hard-wired internet when necessary.

Remember to turn off notifications (that Slack ding will kill the vibe), charge all devices, double-check headphones, and do several tech rehearsals to work out any kinks well in advance. 

#2 Read the virtual room. 

Once you have the tech situation nailed down, plan for the chemistry and flow parts of the meeting. Remember that social cues like first impressions, handshakes, eye contact, and body language are trickier to read, so you’ll have to adjust.  

Avoid awkward moments like long pauses or people talking over each other as much as possible. Establish meeting ground rules and communicate them to the group during the introduction. For instance, if you prefer your client or prospect not to interrupt throughout the presentation, ask that everyone please mute their computers until the dedicated Q&A session at the end. 

Since you won’t have the usual verbal or visual cues to signal that things are going well, just assume they are! Jokes won’t always be met with laughs, but pretend they landed and keep rolling. Say people’s names, improvise, and find ways to connect—like referencing something one of the clients has said in the past. Remember that this is a pitch, not a TED Talk.  

#3 Plan for everything so nothing throws you off. 

Create a murder board of scenarios to mentally prepare yourself and/or your team that anything that could happen. What if the primary decision-maker is late—will you start without them or get going? What if sirens go by while you’re speaking? What sort of small talk can you prepare to avoid those awkward first five minutes where everyone is still joining the meeting? What if someone submits a text comment or question that the presenter misses? 

During the pitch, create a “second screen environment” where the team can communicate off video—phones with an open group text or Slack channel underneath raised laptops is an easy set-up. Designate a secret “cruise director” to help you navigate the meeting—someone from your pitch team who has a smaller speaking part so they can keep an eye on the potential clients’ reactions while others are presenting. They can send texts or Slack messages like, “Client X seemed to be really into that, lots of head nodding, go into that further.” This person should also have universal host privileges to be able to mute a participant who is accidentally causing background noise.

If you have smart plans for the usual (and unusual) interruptions, clients will appreciate that you’ve made the meeting feel more seamless and comfortable. 

Ultimately, once you adjust for logistics, virtual pitching is a lot like in-person pitching. You need to be prepared, think on your feet, and connect with your audience. Now you just need to make sure your kid doesn’t scream or your dog doesn’t bark while you do it. 

“If you have smart plans for the usual (and unusual) interruptions, clients will appreciate that you’ve made the meeting feel more seamless and comfortable.”

—Genna Franconi, Co-Founder and Managing Director at Trade School

About the Author: Genna Franconi is co-founder and managing director at Trade School.

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9 Things No One Tells You When You're Starting a Business

Photo: Smith House Photo

The one common thread that ties all entrepreneurs and founders together is that there is no rule book, especially if your company is developing an entirely new category or business model. There is no path to follow or leadership style to mimic. It can be a daunting experience but if you’re up for the challenge, it will be one that undoubtedly changes your life, for the better.

But if you’re a new founder or about to start a company and reading this in despair, then don’t stress, because there are a few things everyone should do when starting a business. Think you can cut it on your own but wondering how to start a business? Here are nine things to consider before you take that leap of faith and start your own business. 

1. Begin with revenue.

It’s nice that you have a dream, but the reality is that you will need to make money. Whether you are planning on pitching to investors or building a customer-funded business, you will need cash flow. Cash flow is the heartbeat of your business. Author and entrepreneur Seth Godin says, “It pays to have big dreams but low overhead.” Overhead are things such as rent, payroll, and other monthly expenses. Make a plan and write specific goals for how you are going to make money.

2. Protect your IP.

IP stands for intellectual property. Trademark your work and spend time on your privacy policies from the beginning. Talk to a trademark lawyer and make sure you are covering all your bases in the legal sense. Have a designated spot for organizing all paperwork, legal documents, and trademarks. Trust me, you will get a lot of paperwork mailed to you and you want to make sure you don’t throw away something important because you thought it was spam.

3. Market yourself.

Free marketing on social media is the key to growing your start-up with low overhead. Research social media marketing ideas, and do your homework. Study businesses that are doing what you do. Know your target audience and study CRM (customer relationship management) within your company. Where is your ideal customer currently spending their money if not on you? Connect with like-minded small business owners, and learn from each other. I am currently in a mastermind group with seven female, small business leaders in Nashville. We get together every other week to discuss various aspects of running a small business. Be proactive and curious. Ask questions.

4. Know your “why.”

If cash flow is the heartbeat of your business, then why is the actual heart. If you can’t write down the internal, external, or philosophical problem your company is working to solve, your business won’t have a backbone. As Frederick Nietzsche said, “He who has a why can endure any how.”

5. Understand yourself so that you can make great hires.

“Organizations are never limited by their opportunity. They are limited by their leader,” according to Dave Ramsey. You are the leader. You need passion, integrity, humility, courage, and self-discipline. Know your strengths, weaknesses, and leadership capabilities so that when the time comes to make a hire or seek support, you know where you are lacking. Become self-aware and discern in what areas you need to improve.

Start by taking personality tests that give you insight into your tendencies. My go-to test for myself and my team members is the DISC profile. Every interviewee that we are seriously considering hiring takes this test before we offer a position. Your interview process should be extensive. Turnover can kill a start-up. 

6. You are NOT the boss.

Your customers are the boss. Your customers are the hero. It’s ALL about your customers. The story about how and why you started your company isn’t as important as how and why your customers need your product. Learn how to serve your customers, but know that once in a while your customer might be wrong. Remember that you have the freedom to occasionally “fire” a customer. Embrace the concept that your product is not for everyone.

7. Build structure and find balance.

Professionals show up and do the work when they don’t feel like it. Become obsessed with time management or you will begin drowning in chaos. Build a structure for your business so that you can find a healthy work-life balance. Read time management books and find a routine. 

8. Build a tax savings account and an emergency savings fund. 

Finances and managing cash flow are two of the biggest distractions for any business. If you don’t have a CFO from the start, hire an accountant and/or bookkeeper, and build your savings. An emergency fund for your business can be anywhere from three months to a year of overhead expenses you have saved in the case of sudden disaster. Move money into your tax savings account every month and don’t touch it. Every quarter, while millions of business owners are scrambling to move around money for taxes, you’ll be able to stay hyper-focused on developing your business.

9. Embrace change and challenges. 

“Entrepreneurs are simply those who understand that there is little difference between the obstacle and opportunity and are able to turn both into their advantage,” notes Seth Godin. You will face many obstacles, ups, and downs. I could spend all day telling you about all of the bumps I’ve experienced in the last three years, but then I would be talking the problem—not the solution. Godin says, “You’re going to do your best work, and it’s not going to work. Taking it personally will cripple you.” It’s ok to be unprepared when you start. There are many variables you cannot control no matter how organized you feel. You will be much more stress-free if you learn to embrace change and don’t grip your business by the throat.

About the Author: Emily Howard, founder, creative director, and CEO of Consider the Wldflwrs, a jewelry company based out of Nashville, Tennessee. An original version of this article appeared on Darling.

This post was originally published on May 3, 2019, and has since been updated.

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Together Forever? How to Choose the Right Business Partner

Photo: Smith House Photo

It’s said that two heads are better than one. Albeit usually true, sometimes it depends on which two heads. Having the right partner is the foundation for a successful business. However, finding that partner may be the hardest part of starting your business. 

There’s no better teacher than time and personal experience. There are, however, certain lessons we can learn from others who have lived through similar experiences. And so I offer the following.

Have Common Goals

In the most literal sense, this means you should both understand the goals of the business and what milestones the entity is trying to reach and at what points. On a deeper level, it is important to understand the bigger picture behind reaching those goals and what expectations each partner has for the future.

One partner may want fortune while the other wants fame, one may want to help the world, while the other wants notoriety. While having goals that are aligned makes it easier, it is also acceptable to have different goals so long as they complement each other. For example say one partner is not interested in the money only in helping the community, while the other feels that making a fortune is the ultimate goal, in making certain decisions regarding the direction of the business: prices, events to attend, clientele to cater to, and so forth, this may cause an issue.

This shouldn’t be a deal-breaker, however, if your goals are not aligned then the business itself cannot achieve those goals simultaneously. This should be a conversation prior to the commencement of the business. 

Have Respect for One Another

Respect is not only fundamental for how you treat each other but also for the success of your business. You should respect the person as a human and also as a professional. 

Respect achieves three main things: First, it makes your working environment pleasant and efficient. Next, if you truly respect your partner you likely also trust him or her. Lastly, your clients will trust and respect them as well.

The day you lose respect for your partner, the partnership and likely the business, will crumble. The respect should be mutual; your partner should appreciate what you bring to the team as well. Having mutual respect will go a long way when days get tough. 

“For better or worse partnerships are tested in the real world in ways that no amount of preparation can guarantee survival.”

Find Someone Who Complements Your Strengths and Weaknesses

More often than not finding a partner seems like it’s about the other person. However, the best way to find the perfect match is to do some introspection. Analyzing your strengths is usually the easier of the two tasks, and while important to know and value what you contribute to the team, it is equally, if not more important to know your weaknesses.

Finding someone who not only complements your weaknesses with their strengths but also knows how to properly handle your shortcomings is fundamental to a long-term partnership. Recognize your flaws and appreciate someone who can handle them. 

Know What You Value Most

Some value charisma, others honesty, and others willingness to take risks. Whatever, qualities you feel are going to contribute most to the success of your business and achieving your goals those are the qualities you should find in your partner. While ideally we find a partner that has it all, it’s slightly unrealistic, and so having certain priorities when making a decision can facilitate that process. 

Personality Matters

Yes, having an attractive, funny, and witty partner is a dream, however, this isn’t about finding a date. It’s about finding the perfect complement to boost your chances at success. And so in general, yes, you should enjoy their company. However, attributes of their personality regarding how they solve problems, how they deal with a crisis, what makes them happy or satisfied, and their attitude towards different situations is what matters when choosing your partner.

While these tips should be used as a guide or thoughts to keep in mind, there truly is no way to ensure that a partnership will succeed.  For better or worse partnerships are tested in the real world in ways that no amount of preparation can guarantee survival. But if you’re lucky enough to find that perfect partner, your business is sure to reap the benefits.

“Recognize your flaws and appreciate someone who can handle them.”

—Brenda Schamy, DiSchino & Schamy, PLLC

About the author: Brenda Schamy has a multi-faceted background in criminal defense, immigration, corporate counsel, and entertainment law. Due to her extensive entrepreneurial experience, Brenda is particularly skilled in business management, taking on the role of a forward-thinker who actively anticipates the needs, concerns, and opportunities of our corporate clients. Brenda excels at looking beyond the legal scope of business and works closely with our clients to actualize their goals.

Prior to founding Erickson & Schamy (now DiSchino & Schamy, PLLC), Brenda was a Miami Dade Public Defender. With over sixty trials taken to verdict, she is especially comfortable in a courtroom and is always ready to fight for her clients’ interests. Throughout her legal career, Brenda has also been heavily exposed to immigration, music, and the entertainment industry.

This story was originally published on April 8, 2019, and has since been updated.

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79% of Women Are Feeling Weighed Down by Money and Stress—The Millennial Money Expert Is Here to Help

Photo: Courtesy of Tonya Rapley

One year into the COVID-19 crisis, women are more financially stressed than ever. 

Studies have shown that women typically suffer from more money stress than men, but the coronavirus pandemic has put even more of a strain on women. In fact, a recent survey by Fidelity Investments revealed 79% of women are feeling weighed down by money and stress, which is up from 67% last fall.

To talk about practical ways to take control of your finances, manage your money anxiety, and make smart money moves during these trying and stressful times, Jaclyn Johnson sat down with Tonya Rapley, a.k.a “The Millennial Money Expert” and founder of My Fab Finance, on this episode of WorkParty.

Tonya has completely changed the game, turning the once stuffy financial industry into a fun, familiar, and, dare I say, cool space. She’s been named the “New Face of Wealth Building” by Black Enterprise magazine, lauded as a modern “history maker,” and honored on Create & Cultivate’s CC100 List.

Scroll on to tune into the episode (and grab a pen because Tonya drops some serious knowledge!) and read on for just a few of the many, many mic-drop moments.

Subscribe to WorkParty and never miss an episode.

On setting your financial goals…

“Your financial goals should be based on what’s most important to you. Is it important to you to retire early and travel the world? Is it important for you to continue to work and build passive income and then retire? What’s most important to you?”

On assessing your unique financial situation…

“A lot of people want to do things the ‘right’ way because they’re afraid of doing things the wrong way, but right looks so different for so many people.”

On managing COVID-induced money anxiety...

“First, we have to question where that anxiety comes from and if it’s own or if it’s external or environmentally induced anxiety when it comes to our finances.”

“A lot of times it’s helpful to just go sit and look at the numbers. Sit down and look at your bank account, look at your expenses. Really face the numbers.”

On leaning on your support system…

“If you are dealing with things like a loss of income, then really lean on your support network. Be honest and transparent and ask for what you need.”

“Ask for what you need and don’t be ashamed to do it because everyone has seasons when they need support and help.”

“No one is going to judge you for what you’re going through. It’s a collective experience.”

On investing your money as a beginner…

“Start small. Use that money to learn. Don’t put it all in one place at one time and don’t go out and buy what is trending, such as Game Stop.”

“Don’t be afraid to hire someone else to do it. If you don’t feel comfortable doing it on your own or if you don’t have the space to learn.”

On her top three money tips for WorkParty listeners…

“Make sure that you’re saving. You always want to make sure you’re saving so you can be your own emergency fund.”

“Don’t overcomplicate your finances. Start with what’s simple and try to keep things simple for as long as possible.”

“If you don’t know how to do it, find someone who does.”

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This Entrepreneur is Leading a Revolution to End to Period Stigma and Taboo

Photo by Anna Shvets from Pexels

The topic of menstruation and period care products has long been stigmatized. Within the femcare industry, breaking down the barriers to innovation first requires breaking longstanding taboos – and that's exactly what Carinne Chambers-Saini intends to do. 

As the CEO and Co-Founder of DivaCup and a champion for menstrual equity, Carinne is revolutionizing the period experience by taking the concept of menstrual cups from niche to mainstream, 

In this episode of WorkParty, I’m sitting down with Carinne to chat about overcoming adversity, balancing purpose and profit, and finally breaking taboos––Period. 

Join the party on social @workparty and stay in-the-know at workparty.com.

“Using our business as a force for good and as a vehicle to create meaningful change in the world is what drives our success–that is really what I’m most proud of.” –Carinne Chambers-Saini

“That’s entrepreneurship–you’re always going to be faced with new challenges and things are always changing–you can never get too comfortable.” –Carinne Chambers-Saini

“Anytime an opportunity I was excited about fell through, there was almost always something better that came behind it.”–Carinne Chambers-Saini

This Is How Hustle Culture Can Destroy Your Business

Photo: ColorJoy Stock by Christina Jones Photography

There’s a scam out there that I’ve fallen for, and I’m not the only one. It has cost people their marriages and their businesses, it has cost them financially, emotionally, and mentally. It's brutal. And it may surprise you to hear that this scam? It’s the hustle culture.

As an entrepreneur, I know what it means to hit that mental fatigue point. When it happened to me, I didn’t want to ask for help. I didn’t think that’s what successful entrepreneurs do, and I didn’t want to appear weak. Unfortunately, it landed me in the hospital. You can say it won’t happen to you, but you need to know what to look out for and keep yourself in check because if it does happen, it can be incredibly hard to recover. 

If you want to avoid falling victim to hustle culture, here are a few things worth remembering.

1. Be Intentional About the Content You Post

As humans, when we are exhausted, we look for external stimulation. The use of social media has made it incredibly easy to find validation, but—unfortunately—It’s dangerous. We get this hit of dopamine when people are liking and commenting on our posts, and that leads to us wanting more. As a result, it creates this noise effect online where everybody is basically shouting to get space because they need to feel validated. If you do that for long enough, you just tend to burn yourself out because it's not humanly possible to create high-quality content every single day. 

You don't have to be posting every day on social media to be relevant, impactful, and helpful. Instead, focus on being intentional about the content you create—not just contributing to the noise in order to generate leads and customers. Ultimately, it’s about the quality of your followers, not the quantity. Just because you have a million followers doesn't mean you have a million buyers, and there are tons of broke influencers out there to prove it. 

2. Don’t Compete With Influencers Who Have a Huge Team Behind Them

There’s a good chance that if you come across someone who is constantly posting content, they’re not flying solo. In fact, they probably have a huge team of 30+ people behind them. There is absolutely no way for a solopreneur or even someone with a small team to ever start to compete with that much creative energy. 

Remember the influencers I mentioned before? You know the ones that have the followers, but nothing else to show for it? The real reason they're constantly creating content and building their audience is that they really aren't sure how to monetize it, or they are promoting products that really aren’t very good. Just focus on creating profitable content that has purpose and intention and you’ll end up on top. 

3. Be Mindful of the Law of Diminishing Returns

We are not built to work all the time, and we're not built to push all the time. It’s not healthy for us. When you hit a certain point where you want to just power through a task because in your mind, being busy means you’re worthy, you need to take a break. 

You see, the law of diminishing returns is that if you're constantly pushing, you’ll build momentum and see results at first. But when you peak? The quality of what you are putting out decreases. Eventually, you get to a certain point where your brain just shuts off and you start to actually do yourself a disservice and do yourself harm. When you’re tired—and when you hit that point of diminishing returns—you’re very vulnerable to making bad decisions. You’re likely to do things reactively and make short-term decisions for something that you're trying to build into a long-term business. 

A metaphor I like to use is that you can’t go to the gym and lift weights for 24 hours straight. You are going to injure yourself—but this is how people are approaching business and entrepreneurship. They're trying to keep going no matter how irrational it is to stay at the highest level of energy and capacity. It’s just not normal. And it's not humanly possible. Instead, think about the long game. Try to be less reactive, and focus on understanding why you're doing what you're doing.

4. Figure Out How to Make Your Business Model Easier

The moment when I figured out how to simplify my business and do less was when my business started to grow. When I was hustling my face off, didn't have a team, and ultimately landed in the hospital with burnout, my business wasn’t even benefitting from my hard work. I was trying to do everything myself, and I didn’t even stop long enough to even wonder, why am I doing this? Did I want my version of success to be in a hospital bed, tired all the time, feeling like I'm sacrificing my sanity, my relationships, and my health? 

After my burnout, I became obsessed with the most successful entrepreneurs, and I realized that the ones I admire most didn’t work all the time. They are laser-focused with their priorities and time. They stay in their genius zone, they stay in their lane, and they focus on the basics. Make a great product, innovate, constantly test it, and become customer-obsessed. They embrace failure and they embrace joy. They define their worth by their contribution to the world, their quality of life, and the relationships that they build. Because—if you want to be successful—you need to build your business to work for you, not against you. 

"If you want to be successful, you need to build your business to work for you, not against you."

—Sunny Lenarduzzi, Social Media Consultant and Business Growth Coach

About the author: Sunny Lenarduzzi is a social media consultant and business growth coach who has earned eight figures in the past four years teaching people how to elevate their brands using video marketing, Sunny’s YouTube channel has amassed over 27 million views and her expertise has been featured in outlets including Entrepreneur, Forbes, Fast Company and Inc—and she's incredibly passionate about sharing her message around entrepreneurship, generosity, and success with the world. She has enrolled over 8,000 clients from around the world into her online programs, YouTube for Bosses and The Authority Accelerator. Connect with her on Instagram @sunnylenarduzzi.

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This Copywriter Quit Her 9-to-5 Job at Nike to Start Her Own Storytelling Studio

Photo: Courtesy of Rachel Leslie

Walking away from a 9-to-5 job with a steady paycheck and health benefits to start your own business isn’t easy. To help you to take the plunge, we’re introducing a new monthly editorial series The Case for Quitting where we ask self-employed women all about how they successfully struck out on their own, from how they balanced their side-hustle with their full-time job to how much money they saved before handing in their two-week notice. This month we chatted with copywriter Rachel Leslie who quit her job as a digital copywriter at Nike to start her own storytelling studio. Read on as she shares how she broke into the field, when she knew it was time to leave her corporate job, and why she recommends saving up a six-month safety net before quitting.

What was your major in college and what did you want to do when you graduated? 

I majored in journalism and minored in business administration. When I graduated, I wanted to become an arts and culture journalist. Think, William Miller in “Almost Famous” going on tour with bands, covering the latest shows and album drops. 

What did you actually do after you graduated? What types of jobs did you apply to and what industry were you looking to break into?

I moved to Santa Barabara, California, for an unpaid internship at an indie newspaper called, The Santa Barbara Independent, where I was their arts and culture intern. In addition to my internship, I worked at a local restaurant as a host to pay the bills. 

Before getting that internship, I applied to any and all jobs and internships in writing for news publications, media organizations, and the list goes on. I was determined to write for a newspaper or magazine where they had a substantial section in music, events, art, and feature stories. It was a tough time to be applying for jobs in print journalism in 2013 as there were whispers that journalism was dying, print specifically. 

How did you get into copywriting?

When my internship came to a close in Santa Barbara, I started looking for other opportunities to continue writing. I contributed to the newspaper and got paid for my articles, but it was nowhere near enough money to get by, so I began exploring marketing and PR agencies. 

I was hired as a paid intern at a PR and marketing agency working with nonprofits and social impact businesses in the Santa Barbara area. I found this type of work interesting because I could still exercise my journalistic skills in a way, but on behalf of our clients. Plus, I could get behind what they were marketing as they were often community events, organic products, and so on.

My experience at that agency was my first foray into copywriting, and the rest is history; from booking a one-way ticket to Vietnam and working as a freelance writer for magazines and copywriting for five-star luxury hotels and businesses to moving back to the U.S. to join the agency world here in Portland, Oregon, and most recently, working at Nike as a digital copywriter.

What was it like balancing your full-time job with your side-hustle? Do you recommend starting a side-hustle while you have a full-time job? 

For as long as I can remember, I was always doing something on the side of my full-time job. Whether it was freelance writing for the indie newspaper on the side of my full-time internship or taking on copywriting projects here and there alongside agency work. It can be time-consuming if you let it. Like giving up your weekends and evenings to stay on top of your side hustle, but if the passion is there and you want to see if it’ll work, you’ll do it.

I recommend starting a side hustle while you have a full-time job because it gives you a chance to experiment with what works and what doesn’t as you work out the kinks and see if it’s really something you want to pursue full-time without the added stress of making rent.

How did you know when it was time to make the transition from side-hustle to full-time? What was your strategy for making the transition?

Starting my own business was something I always knew I would do. It was just a matter of when. I found this desire grew stronger and stronger to a point where I knew if I didn’t try now, I’d always regret it.

I was in two group coaching programs while in my 9-5 that gave me the tools, education, and resources to hone in on my copywriting service to expand that into a full-blown business. In addition to those programs, I began building up my client roster while marketing my copywriting and storytelling services to others online and through word of mouth. I wanted to prove that there was a demand for my expertise and services before saying goodbye to my 9-5. After juggling both for over a year, my business grew to a point where the time I was working in my 9-5 actually took away precious time from growing my business.

Another big part of this strategy was focusing on repositioning my mindset for entrepreneurship. Accepting and being open to the challenges, learnings, and failures that may come along the way while embracing them and keeping pressing forward is crucial to running a successful business. I’d have to say that this was (and still is!) one of the most challenging tasks in starting your own business. There’s a great deal of fear that comes with saying goodbye to what we’re taught to consider safe and secure (i.e., a stable salary, benefits, etc.). But once I realized that I’m in control of what happens and that I can do anything I set my mind to, that made the decision easy.

How did you prepare for the transition before quitting your full-time job? What, if anything, do you wish you’d done differently?

I spoke to my husband, who’s been my biggest supporter throughout all of this. We set a date and made it official! That felt so amazing to have a fantastic support system to back me up and to put a date in place.

Since starting my business, I kept track of my business’ income and expenses to see how much I needed each month to survive, and I did the same for my personal finances. I also hired an accountant for my business right before I left my full-time job to help me manage everything and have someone on hand I could turn to for questions as I navigated this new chapter. This helped put things in perspective for me as to what I needed not just to survive but to thrive in my day-to-day, as I had done before with a secure paycheck.

I also utilized my network of mentors and coaches during this pivotal time. As you can imagine, lots of what-ifs, thoughts, and fears came up in making this transition, and they were crucial in helping me get through this rollercoaster of emotions.

Lastly, I continued to market myself, show up and serve my online community every day. I had a few ongoing client projects in the works and a few lined up for the following month, so I knew I had some guaranteed income coming in for at least a few months after quitting my full-time job.

Were you worried about money? What advice can you share for people who are worried about leaving a steady paycheck to start a new career? 

Of course. As I was making the transition, I had many fears and worries about money, like, What if I don’t get any more clients after leaving my job? What if I don’t make any money next month? What if I fail? 

That is where that mindset work came into play again! I had to focus on rewiring my scarcity mindset to one of abundance and assurance. Instead of focusing on the what-ifs, I began writing affirmations and mantras like, “Clients come to me with ease,” and “What I focus on grows” and so on.

Journaling also helped me work through these fears and feelings about money. By asking myself, what do I need to feel safe and secure and what do those words mean to me, I was able to address these thoughts. 

On the more technical side, proving that my service was in demand before leaving my 9-5 and signing clients for future projects helped alleviate those worries about no money coming in. 

Did you save up first or did you just jump in headfirst?

I had a six-month safety net in place before I quit my job. This reassured me that if I didn’t make any money in my business, I had six months of savings in place to keep me going. So what I did was calculate my existing expenses to understand how much money I needed to make each month to pay my mortgage, bills and get by each month. 

What's the most important thing you have learned from making a big change in your career life?

I’ve learned that I’m in control of what I want to do in my life and in what makes me happy. And that there’s no point in waiting for something to tell you what to do next. It’s up to you. When I was making the transition from my corporate job to building my own business, I kept waiting for a sign. For something or someone to tell me, “Rachel, it’s go-time!” But I kept waiting, waiting and waiting and that sign never came. I realized that I just needed to take the leap and do it because there would never be a “perfect” time. 

It’s easy to celebrate the wins, but how do you handle failure or when something hasn’t worked out for you?

I treat it as an opportunity to learn and grow. As an entrepreneur, I’ve realized that things don’t always work out as planned, and that’s okay. When something doesn’t work out, I try to understand why and where I could have done better so that when I’m faced with a similar situation, I know how to approach it and hopefully, there’s a different outcome. 

What’s the biggest mistake you’ve made and learned from along the way?

When I first started, I created too many copywriting services. I quickly realized I was trying to do too many things at once. I overcommitted and under-delivered and I wasn’t able to produce top-quality services. I realized I could better serve my ideal client by focusing on what they specifically need and how my one or two niche services could best serve them.

When you look back and reflect on your previous career do you have any regrets or are you still really happy with your decision?

Every step of my career has prepared me to do what I’m doing today. I’m immensely grateful for the opportunities I’ve had and the people I’ve met along the way because it’s all shaped my values, beliefs, and my vision for the future of my studio.

Going after what you deserve in life takes confidence and guts. Does confidence come naturally to you or did you have to learn it? What advice can you share for women on cultivating confidence and going after their dreams? 

Funnily enough, I have a fraternal twin sister, and she’s definitely the more confident and outgoing one! So no, confidence did not come naturally to me. It took me a while to learn it and to embrace it.

One aspect that helped me gain confidence was surrounding myself with other leaders, mentors, and coaches who embodied the confidence I wanted for myself. Being around these people lit something inside of me that I could tap into and infuse in my own business. I also journaled (a lot!). A helpful exercise that helped in embracing my CEO mindset and imposter syndrome was writing out all of my accomplishments onto a piece of paper. It helped me realize that I was a skilled entrepreneur and that there was no reason why I couldn’t do this. I still go back and look at that list when I’m having an off day. 

What is the #1 career or money book you always recommend and why?

I love” You Are a Badass At Making Money” by Jen Sincero—especially the audible version! This book is raw, real, and eye-opening as to what is genuinely possible not just in your career but in your life. It gave me a whole new perspective into the power of your mindset and money and how the two can be truly life-changing.

What advice can you share for someone who is thinking about leaving their current gig to pursue their side-hustle or passion?

As my former employer’s tagline says… Just do it. Give it a try! And do your due diligence beforehand. First, determine if there’s a demand for your product or service; then, rally a community of mentors and friends you can lean on for support and get your finances in order so you can understand not just what you need to live, but to thrive, too (because if brunch with the girls makes you happy that should be factored in, too).

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This Entrepreneur’s Journey to France is an Invitation to Discover Your Own Joie de Vivre

Fueled by a passion and a belief, Tawnya Falkner gave up her real estate development and design career, took a leap and moved to France to create her French sparkling wine brand, Le Grand Courtâge and Provence style still wine, Très Chic ​​Rosé.

Translated to mean “the Great Courtship”, Le Grand Courtâge signifies the courtship between French and American wine culture, grapes from different regions and the old and new world wine styles. For Tawnya, food & wine are the great common denominator of all cultures and the foundation for meaningful connection. The wines were created to embody the French spirit of ‘Joie de Vivre’ (“joy of life”) and remind people to elevate and celebrate the everyday and “Live Joyously”.

Today, Le Grand Courtâge is an award-winning national brand, but for Tawnya, success is much more than accolades and prestige. She is equally concerned with the brand’s purpose and social impact, and aims to spread positivity through her wines, through community, and through giving back.  

This year they launched a new dedicated grant and mentorship program called ELEVATE, in collaboration with Ladies Who Launch, to bring the unique challenges facing women in business to the forefront, while helping to grow, mentor, and support women-owned businesses and entrepreneurs across the country. 

By teaming up with like-minded partners and pooling financial resources, intellectual capital and networking communities, the aim is to provide meaningful immediate and long-term support. As an entrepreneur herself, Tawnya Falkner is career-driven, passionate, ambitious, and determined—and small businesses are often born from a small idea backed by someone with these traits.

For Tawnya, it was important to offer a platform to elevate and support female entrepreneurs, especially given the current state of work for women and the implications of this past year. Women receive less than 3% of Capital $ in the US despite owning 40% of businesses and controlling 85% of all consumer purchases. Furthermore, over 25% of female owned businesses have closed since March 2020 due to the fallout of COVID-19.

“Embrace Life. Dream Big. Accept all Invitations” is written on the back of each Le Grand Courtâge bottle and it embodies who they are at the core. Sometimes, destiny’s interventions take form in unexpected invitations. Such is the case for Tawnya, whose small leap of faith led her to discover something far greater. Le Grand Courtage is offering une invitation to discover your own joie de vivre.

We invited Tawnya to share the catalyst for her move to France, and what’s next for the brand. She also shared some sage advice for young entrepreneurs, who are looking to cultivate the confidence to go after their dreams. In the words of Tawnya herself, “Cheers to dreaming big and elevating the visionaries!”

What inspired you to leave your real estate development and design career, and move to France to start Le Grand Courtâge?

I grew up in a 3-street farming town across from the general store and some of my fondest memories are Sunday dinners and backyard barbecues. Those small town beginnings evoked a wanderlust and a passion for travel; and after seeing different parts of the world, and living in Asia and Europe, I realized that food & drink are the common thread that bring friends and family together.

Le Grand Courtâge was built on the premise of meaningful connection and reminding people to find the joy in life’s simple pleasures, like a meal shared or a relaxing bubble bath with a book.

I ultimately took the leap and moved to France to create wines which embody the French spirit of ‘Joie de Vivre’ after seeing a gap in the category on price, palate and packaging. As most French wine is traditionally branded, packaged and styled, I saw an opportunity to re-envision the category and offer something with a French cachet and elegance combined with an American appeal and price point. Since champagne is expensive, I wanted to create balanced, fruit forward wines that delight the palate and offer an affordable luxury to celebrate the every day.

What can you tell us about the history/origins of sparkling wines?

Champagne can only come from the region bearing its name about one hour northeast from Paris. All other bubbles produced anywhere else in the world (inc France) must be called “sparkling wine”.

Rumor has it that champagne was invented accidentally due to an error of excess pressure built up during fermentation causing bottles and corks to explode. Though Dom Perignon apparently said, “I’m seeing stars”, others called it the "the devil's wine" (le vin du diable).

I love this story because it shows that a mistake led to a product that has captured the imagination around the world. It shows that sometimes mistakes or failures can be happy accidents. As a society we need to be a little more open to the fact that failings can create the path for the greatest growth or lead to fantastic outcomes.

Le Grand Courage was built on the premise that food & wine are the great common denominator of all cultures to foster meaningful connections. What are some of your favorite creative food pairings to enjoy different Le Grand Courtâge wines?

Fried Chicken and bubbles are my favorite! Also fun are spicy Asian, sushi, BBQ, popcorn, and potato chips. They call sparkling the ‘scrubbing bubbles’ for the palate as it truly cleanses the tongue between bites and the acidity in the wine is a great balance point for various cuisines and cocktails. As such, anything rich, salty, fried and spicy is an excellent pairing.

Have the audacity to believe and never let reality get in the way of your imagination.

– Tawnya Falkner, Founder, Le Grand Courtâge

What do you love most about your job and why? Does the reality of your career match up to your expectations/why/why not?

I am grateful to be able to work to build this dream. As someone who is equally right and left brained, I love that I am able to focus on strategy while getting to create and be creative. I am constantly meeting people and I appreciate that I get to infuse positivity into someone’s day with our brand. For me Le Grand Courtâge, and our French Provence style Très Chic Rosé are less about drinking than what having a glass of wine signifies. It’s taking a few minutes to enjoy a delectable bite, laugh with a friend or raise a glass to celebrate your small wins.

Owning a wine company is not nearly as glamorous or romantic as it seems. There is a lot of production, supply chain, compliance and logistics that aren’t fun or sexy! The reality is that because my business requires so much of me that I do not get to spend the time connecting with family and friends that I would like. Building a business and a brand is hard, but the issues of raising capital and trying to break into a massive industry dominated by men, has been challenging to say the least.

Going after what you deserve in life takes confidence and guts. Does confidence come naturally to you or did you have to learn it? What advice can you share for women on cultivating confidence and going after their dreams?

My advice is to not discount your ideas or abilities and act confident even if you are shaking in your shoes.

From a young age I have always dreamed big and been willing to take risks. In truth while I am extremely confident that I can handle virtually anything, I believe it is equally a component of a) believing in myself and b) pushing past the fear.

Sometimes I simply have to bulldoze through the fear and think to myself, “I can do this!” I’ve also learned to live with a great(er) amount of uncertainty and constantly remind myself that I’m not going to die if something fails. When struggling, I dissect the fear, analyze it, re-frame it and then it’s sometimes just taking the leap and trusting your gut.

The bottom-line is to live your fear and face it knowing that what you are doing is for something bigger, better, greater.

With success comes opportunity, but that also means you have your hands full. What keeps you inspired and motivated to keep going even on your most challenging days?

I am inspired by the current wave of women's empowerment and females who are paving their own way and achieving success in pursuit of their passions. Women are (re)defining or breaking the rules. I believe we can impact some of the systemic issues as more of us challenge the dynamics and help balance out the dismal stats. Those before us challenged the status quo and paved the way, but there is still much to do.

Owning Le Grand Courtâge has been surreal, exciting, scary…. Every time I see a bottle on a shelf or in a restaurant, I still smile. It’s hard to believe that this dream has turned into a reality. With any success comes a lot of work and perseverance. There will be days even when you collapse in exhaustion or cry or want to pack it up and call it quits. The hustle, sweat and tears make the successes even sweeter in the end.

Also, it’s important to remember that if it was easy, everyone would be doing it. Paris wasn’t built in a day, and while we must focus on the present, it’s important to have the long game in mind.

I am appreciative for every experience because it is part of the journey and without the good and bad, I wouldn’t have this exact life and the perspective I’ve gained.

If you could go back to the beginning of your career journey—with the knowledge you have now—what advice would you give yourself? 

1. Have the audacity to believe and never let reality get in the way of your imagination.

2. Know that how you handle yourself in adversity is what really defines you.

3. To be successful you need confidence, a thick skin and an inner circle to exchange ideas, help with the pain points and be a shoulder to cry on occasionally. 

4. Be kind to yourself. Believe in yourself. Learn to diffuse ‘no.’ And never, ever let anyone dull your sparkle.

We believe this shift in women-centered innovation will have wide-sweeping implications for the role women will play in the future of business, leadership and the economy - therefore, it is in all our best interests to be part of the change.

– Tawnya Falkner, Founder, Le Grand Courtâge

Le Grand Courtâge founded a dedicated grant and mentorship program created to support female entrepreneurs. What were your goals going into this initiative, and what are you hoping consumers take away?

Having started three companies, raised capital, and dealt with a partnership dissolution, economic downturns, and now the effects of Covid, I have a lot of insights and perspectives on building companies.

The path isn’t easy and we want to help to mentor and empower the next generation of business owners while being a more active participant. Through my experiences in real estate development, finance, consulting and now building a wine brand and company, I have tried to approach building a business differently and believe in collaboration over competition and the power of the community.

With this in mind, I created “ELEVATE” with the intent of pooling resources, using the power of the crowd, and providing mentorship to help the next class of aspiring entrepreneurs. I believe that each of us has special gifts and we can make an impact by investing a little time &/or money to pay it forward and help support others.

We encourage everyone to think about where/how they deploy dollars, and to realize that supporting female or minority owned businesses is helping affect the course of the future and supporting someone’s dreams.

With the massive IPO successes of companies like Bumble, Glossier, Rent the Runway - the list goes on, we’re seeing a rise of women-centered innovation: products and services designed by women for women. The investment ecosystem (still) seems unprepared to understand this opportunity, much less identify, invest in, and nurture this next generation of entrepreneurs. We believe this shift in women-centered innovation will have wide-sweeping implications for the role women will play in the future of business, leadership and the economy - therefore, it is in all our best interests to be part of the change.

Share your best advice, in two words or less.

“Live Joyously”

— Tawnya Falkner

About the Grant & Mentorship Program:

Le Grand Courtâge’s ELEVATE is a 3-part program that will provide financial grants, curated mentorship & company amplification for up to 25 selected applicants. Up to $25,000 is available for grant awards in partnership with Ladies Who Launch and White House Black Market.  Individual mentorship programs will run for 6 months. Ladies Who Launch is a mission driven, membership based 501(c)3 that empowers women entrepreneurs to thrive by providing access to educational resources and capital programs.  For more information https://legrandcourtage.com/giving-back/  Applications open March 29th. 

Meet the Black Woman Shattering Glass Ceilings in the Spirits Industry

We know how daunting it can be to start a new business, especially if you’re disrupting an industry or creating an entirely new one. When there is no path to follow, the biggest question is, where do I start? There is so much to do, but before you get ahead of yourself, let’s start at the beginning. To kick-start the process, and ease some of those first-time founder nerves, we’re asking successful entrepreneurs to share their stories in our new series, From Scratch. But this isn’t your typical day in the life profile. We’re getting into the nitty-gritty details—from writing a business plan (or not) to sourcing manufacturers and how much they pay themselves—we’re not holding back.

Photo: Courtesy of Nayana Ferguson

It’s not easy being the first, and it’s not easy breaking into an industry with no prior experience. But Nayana Ferguson, the first Black woman to own a tequila company in the United States, has done both. Leveraging her previous business experience, the barrier-breaking entrepreneur launched Anteel Tequila, which she co-founded with her husband Don Ferguson, in August 2018 with the goal of creating a great-tasting spirit without any additional mixers, syrups, or sugars. Fast forward to 2021, and it’s safe to say she’s accomplished that mission—and she has the accolades to prove it.

Although the Detroit-based premium tequila brand boasts a modest portfolio of three tequilas, including the world's only coconut lime blanco tequila, as well as a blanco and reposado expression, it’s attracted the attention of the spirits industry—and received several prestigious awards in the process. Last year, all three of Anteel Tequila’s expressions were awarded medals at the San Francisco Spirits Competition, with the coconut lime blanco and reposado garnering a silver medal and the blanco receiving a bronze medal, and the coconut lime blanco tequila and the reposado expressions both earned double gold medals at the SIP Awards. The brand is also a beloved hometown favorite and was also recognized by Metro Detroit Times’ readers as the Best Michigan Tequila Brand for the second year in a row.

Create & Cultivate spoke with Ferguson about her experience of building a business from the ground up without a traditional plan, how Anteel Tequila has adapted during the COVID-19 pandemic, and her best piece of financial advice for new founders.

Did you write a business plan? If so, was it helpful? If not, what did you use to guide your business instead? Why did you take that approach?  

No, initially, I did not write a business plan. I’d had other businesses in the past, so I knew what I needed to do to set up the foundation of this business and I knew that I did not necessarily need to have a business plan in the beginning. As the business has grown, we decided to write a business plan to help with our focus on growth, marketing and to be ready for future investments that would require a business plan. I would recommend a business plan for those who may have never had a business before, even if it is a simple one, as it is a great guide and helps a new business focus and organize the important factors, such as a summary of the business, what the company will be doing, marketing, and the products or services.

How did you come up with the name Anteel Tequila? What are some of the things you considered during that process? 

Originally, we started out with the name Teeq Tequila, but we noticed early on that the name did not feel totally right and the name kept getting confused with my husband’s other company Teeqlife. We already had the name Anteel in our list of names for future products, so, we decided to rename the tequila brand. The name Anteel comes from a species of Antillean hummingbird and truly, it just fit better with the brand, the logo, and our story.

What were the immediate things you had to take care of to set up the business? 

The initial items we had to take care of were our Articles of Incorporation and our FEIN in order to open a business bank account. After that, we were able to open a bank account to fund our business, which allowed us to pay for initial material orders, our website, and other items in the business name. Subsequently, we started the process of submitting our trademark and hiring the professional services we needed to make sure that we were legally set up, such as a business attorney and accountant.

What research did you do for the brand beforehand? Why would you recommend it? 

Prior to creating our tequila brand, we went to bars and restaurants to speak with bartenders and owners, to get their ideas on bottle types, their favorite type of tequila brands, and any other suggestions they may have had on creating a tequila brand. This research was beneficial because we found out several things that went into the creation of our bottle and the flavor profile for our tequila brand. For the name Anteel, we researched hummingbird names, since our logo is a hummingbird. Even though there are several names of hummingbirds out there, the Antillean name just spoke to us. Researching a name is a great way to find something meaningful to you, your brand, and the ideology of the company.

How did you find and identify the manufacturers that you work with? What makes a successful partnership and what advice can you share for fellow business owners on finding the right partners? 

I found our tequila distillery on Google. When I started researching, their name came up several times, so I emailed them with questions and they responded right away. After that initial email, we set up a Skype call that allowed us to speak with them directly and we were able to ask all the questions about how to move forward with making our tequila brand. Our distillery was very helpful in directing us on the steps to take and some things that we needed to find out about. I believe successful business partnerships are based on communication, the ability to ask questions, and mutual respect. I recommend to any business owners that they ask questions and try to find potential business partnerships that they feel comfortable with. When you feel that you can get your questions answered and the company you are working with, has your business’ best interest in mind, it is the foundation of a great partnership.

Did you self-fund the company? If so, how did you bootstrap it, and what was that process like for you? What path would you recommend to entrepreneurs today? 

Yes, we self-funded the company for the first year and a half. To make the money that we invested stretch, we made sure to only spend money on essential items for the business. As the business started to grow, we opened a round of investing for friends and family, which has helped us to continue to grow the brand and move our product into other states. I do not know that I could recommend self-funding or raising money, as it would depend on the business. There are several business types that can be self-funded initially and some that would need a significant investment amount. A business owner would need to determine what they need and research or formulate a plan for whatever is needed.

Do you pay yourself, and if so, how did you determine what to pay yourself?

The most important thing is the business, so at this time, neither my husband nor I have paid ourselves from the business. When the time comes for us to pay ourselves, we will determine all the costs needed for the business to grow and we will factor in a salary into that budget.   

How big is your team now, and what has the hiring process been like? Did you have any hiring experience prior to this venture? If not, how did you learn and what have you learned about it along the way? 

The team directly responsible for the executive decisions, the direction of the brand, and its growth is a team of two. However, being in the spirits industry, there are several business partnerships that we have to get our product into the U.S., on the shelves, and in front of our customers. Both my husband and I have previous hiring experience, so when the time comes for us to hire more people for our team, we will be prepared. 

Did you hire an accountant? Who helped you with the financial decisions and setup? What do you recommend and what advice do you have for that? 

Yes, we have an accountant who has helped us with several aspects of setting up our company’s corporation and the accounting firm continues to work with us for taxes and any questions that we have. To keep track of our financials and everyday expenses, we use Quickbooks. This program makes it easy to keep track of everything and allows our accountant to have access to our financials.

How did you promote your company? How did you get people to know who you are and create buzz? 

We have promoted our product in several ways, including social media, in-store tastings, and in-person events (pre-COVID), and business partnerships. By having a robust marketing plan and consistent visibility on social media, these things help to create the buzz, so people know who we are and what our product is.

Do you have a business coach or mentor, and if so, how has this person helped? Would you recommend one? 

No, I do not have a business mentor or coach. However, I do recommend new business owners to have a business coach or mentor, if possible, as they can answer questions, advise of different steps to take, and provide motivation.  

How has COVID-19 impacted your business operations and financials? What tactics and strategies have you put in place to pivot and ensure your business is successful through this period? 

COVID-19 has impacted our business due to the inability to market our product in person at events and in-store tastings. We have also been impacted in sales, as bars and restaurants are no longer ordering as much as they used to, due to loss in customers because of stay at home orders. In order to make sure that we were still growing through this difficult time, we started focusing more on our marketing efforts. Even though we have a consistent social media presence, we started looking more into the content that we were providing on social media and drilling down on what our customers are looking at. We also started working with our public relations company more to get media and press to work on our national visibility. 

What short-term changes will be crucial to your business strategy long-term post-COVID-19 and what plans are you making for when we get back to “normal?” 

The short-term changes that we have made regarding our marketing and social media content are definitely changes that we plan to keep in place for our long-term post-COVID plans.  Whenever we get back to “normal,” we plan to travel to the states that we are distributed in, to participate in social events, have in-store tastings, visit retail locations and create partnerships to further the visibility and growth of our product in those states.

What advice can you share for small business owners, founders, and entrepreneurs who are also reeling in response to COVID-19?

As the pandemic is an unprecedented time, business owners have to start thinking outside of the box, as there are still opportunities out there for businesses to thrive. COVID has created a new “normal” in how we interact with others and businesses need to think of ways that can adapt to these changes. If possible, talking to a business coach or mentor can help to provide motivation and support. Talking to others may certainly help owners/founders/entrepreneurs to remember their “why” of going into business and this could help to reinvigorate their business.  

What is one thing you didn’t do during the setup process, that ended up being crucial to the business and would advise others to do ASAP? 

I cannot think of anything that we did not do in the beginning that was crucial. I always advise new business owners to reach out to other business owners to find out important steps, so that they will not make any crucial mistakes.

For those who haven’t started a business (or are about to), what advice do you have? 

The advice that I have for new potential business owners would be to formulate the plan for your business, research other businesses like yours or similar, and get a business coach/mentor/consultant. There will be so much information to find out regarding a new business, but my other piece of advice is don’t dwell on trying to get everything you need before you start—that is why most new business owners do not start their businesses. Get important information, get advice, but move forward and START YOUR BUSINESS! 

What is your number one piece of financial advice for any new business owner and why?

The number one piece of financial advice I can give is to make sure that your company is set up properly and legally. I would recommend speaking to an accountant about the proper business structure, especially for taxes. This is the one piece of advice that will save money in the long run!

If you could go back to the beginning with the knowledge you have now, what advice would you give yourself and why? 

If I went back to the beginning with the knowledge I’ve gained, I would advise myself to learn a little more about the spirits industry, the business aspect of it, and how to strategically move into different states. I would also advise myself to keep moving forward, that everything would be figured out, and not to worry.

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This Clean Beauty Entrepreneur Wants You to Break Up With Toxic Ingredients

We know how daunting it can be to start a new business, especially if you’re disrupting an industry or creating an entirely new one. When there is no path to follow, the biggest question is, where do I start? There is so much to do, but before you get ahead of yourself, let’s start at the beginning. To kick-start the process, and ease some of those first-time founder nerves, we’re asking successful entrepreneurs to share their stories in our series, From Scratch. But this isn’t your typical day-in-the-life feature. We’re getting into the nitty-gritty details of launching a business, from writing a business plan (or not) to sourcing manufacturers and how much founders pay themselves—we’re not holding back.

Photo: Courtesy of Yewande Masi

Yewande Masi knows a thing or two about the benefits of cutting toxic things out of your life. After a particularly painful breakup, she launched Ornami Skincare, a clean skincare brand aimed at inspiring others to eliminate toxins from their self-care routine. “I used to make these products for an ex, and when we broke up, I channeled my energy and passion into leveling up and creating them for my girlfriends instead,” explains Masi. Playful references to the breakup are present in the brand’s punny product names, like Let That Mango Body Butter and No Scrubs Ex-Foliator Scrub.

But Ornami Skincare is so much more than a clean skincare brand. “I started it with the idea of creating a self-care community for women,” says Masi. And she’s done just that by creating a group of “Glow Gettas” on social media. Through Ornami Skincare’s Instagram account, Masi is sharing motivation and inspiration for self-care, wellness, and beauty and bringing women together in the spirit of letting go of negativity, toxicity, and anything that doesn’t serve you. It’s a community that’s all about "zero-toxins, zero-drama, and skincare that keeps it one hundred," as the brand’s IG bio promises.

Ahead, the clean beauty entrepreneur tells Create & Cultivate all about how she launched Ornami Skincare to empower women like herself, why community has been key to her success, and her #1 piece of advice for founders starting out today.

Did you write a business plan? If so, was it helpful? If not, what did you use to guide your business instead and why did you take that approach?

When I was getting my MBA, I wrote a business plan for another venture and used that as a template for Ornami Skincare. Having a business plan has been helpful in making sure the business has a roadmap and stays on track, but business plans are living documents so you have to be flexible to bend while maintaining the core of the mission. 

How did you come up with the name Ornami Skincare? What was the process like, how did you know it was the right name, and what are some of the things you considered during that process?

I was seeking a name that was unique and spoke to the customer I was looking to connect with. I believe my customers are royalty, but I didn’t want to use “queen,” as the word is used a lot. So, I started thinking about the experience of a queen, or someone luxuriating and being adorned. From there, I researched the term “crown” in different languages to see how it sounded. Finally, I landed upon “Ornami” in the Esperanto language. I especially liked the history behind Esperanto being that it was (is) a language spoken by people living in different countries. It spoke to the experience I was trying to create; an inclusive community of women with different backgrounds and experiences but speaking the same language of self-love and self-care.

What were the immediate things you had to take care of to set up the business? 

The first couple of things I did were buy the domain name and build the website. I also set up our business structure (LLC, S-corp, etc.) in-state and obtained our EIN (employer identification number) so we could set up our business checking account to accept payment from orders. I immediately followed up by securing my social media handles. The trademark wasn’t immediate as it was pretty expensive, so for the time being, I use ™ to have rights to the name while we wait for the trademark to be approved.

What research did you do for the brand beforehand and why would you recommend it?

As you know, the skincare industry is a very competitive one. I had to do as much research as I could to see where I could be different. A lot of industry reports were free online and I had access to other research reports by visiting the library and learnings from these resources were used in my business plan. I recommend it. It provides insight into the industry so you have an idea of what you’re walking into and helps you to identify how you can be different from what’s already offered.

How did you find the manufacturers that you work with? 

I started making skincare products out of my own personal interest for friends and family, but when I got serious about the business I took educational courses on the right way to formulate and create all-natural skincare products. This background knowledge ended up being really helpful when searching for manufacturers so I could have a better understanding of the business. I am a huge advocate of referrals and leveraging your network to help identify trusted providers. Also, many, if not all, industries usually have trade associations that can provide supplier lists on their websites, so I would suggest combing through these lists to help you get started.  

What makes a successful partnership, and what advice can you share for fellow business owners on finding the right partners?

Partnerships have been extremely important for the growth of Ornami. The advice that I would offer fellow business owners to take it slow! Do your research in order to find the right partner for you and your business. Try determining early on if the partner understands your mission; you want the people you're working with to align with yours so they’re able to produce the best version of what you’re looking for. Last but not least, ask for client testimonials. Think about all the research one does for skincare products—reads reviews, looks at customer photos, as their friends and family for their thoughts, etc.—and go through that same process with your potential partners. 

Did you self-fund the company? If so, how did you bootstrap it and what was that process like for you?

I have completely self-funded Ornami Skincare. Mostly using savings I earned from my full-time job (which I still have!). At this point, I have not received any outside investments, though it’s not something I’ve ruled out and would likely be open to it if the right opportunity and partnership opened up. 

I wasn’t in a rush to get Ornami Skincare up and running because I was funding everything myself. I made small purchases along the way and started out at local pop-up shops to get Ornami Skincare in front of shoppers and as an easy way to connect with the community. Going this route required minimal financial investment other than my time. I would reinvest any money from the purchases back into the business. I also leveraged online freelance services to hire contractors for one-off jobs, which helped to keep my spend low. 

Do you pay yourself, and if so, how did you determine what to pay yourself?

Most of the money earned is reinvested back into the business. I have experimented with paying myself a 10% commission after hitting a monthly revenue target. This ensures the business meets projected sales forecasts and takes care of me as an employee.

How big is your team now, and what has the hiring process been like? Did you have any hiring experience before launching your business?

I work with an amazing team of six passionate women who are not just my team members, but who are also invested in Ornami’s success. Many of my team members were referrals. I have experience hiring having previously been a manager at Verizon Wireless. One thing that I’ve learned over the time of being an entrepreneur is that you cannot do it all. Pull in the experts and ask for help when you need it. For example, for a brand like Ornami, which is fostering a community, an authentic Instagram presence is essential—but I really can’t do it all myself. I work with a team that believes in my vision and can help carry it out and make sure that I do the things that really fulfill me, like hosting Instagram Lives to foster the community.

Did you hire an accountant? Who helped you with the financial decisions and setup, and what advice can you share?

The first two professionals I hired for the business were an accountant and lawyer. The lawyer was recommended through a friend from my MBA program. When I searched for an accountant, I was looking for someone who was personable and was qualified to work in different states in case I ever wanted to expand. I received a lot of help from my alma mater and my MBA program with regards to my financial decisions and set up. They helped me to look beyond any short-term decisions and to think about how these decisions would affect the company long-term. I would recommend people to reach out to their alma mater and get in touch with their alumni communities. Many colleges and universities are investing in their grads by connecting them to programs to get support for their businesses.

What has been the biggest learning curve during the process of establishing your business?

Digital marketing has been my biggest learning curve, but what I’ve learned is you don’t have to be an expert at everything, and you especially don’t have to become an expert all in one day. Having an understanding of the fundamentals and learning as you go can still help to keep your business moving forward.  

How did you promote your company? How did you get people to know who you are and create buzz?

Ornami Skincare is more than a business or a skincare company. I started it with the idea of creating a self-care community for women, and I always keep that in mind when I’m thinking about how to reach our audience. So, for example, I started Ornami after a breakup. I used to make these products for an ex, and when we broke up, I channeled my energy and passion into leveling up and creating them for my girlfriends instead. Being honest about that story has really resonated with and empowered the women in Ornami’s community, and helped to provide a story behind the brand to really capture people’s attention.

Similarly, I have a lot of fun with our products. The names, like “Glo Getta” and “Let That Mango,” have really helped set us apart from traditional skincare products and have created a bit of buzz around who we are and what we do. It’s all about being memorable. We’ve built a loyal following by being active on Instagram and being creative in the ways people can share the love. For example, we did a #letitglow campaign in the new year that encouraged people to tell us what they were going to let go of in 2021. It’s on-brand for us, but it also generated a bit of social buzz. We even have a special edition of “Let That Mango” packaging that’s labeled, “Let that ____ Go” and comes with a Sharpie so people can fill in their word and make it a daily affirmation.

It’s all about being creative and authentic, and I’ve found that doing those two things have moved the needle for me in terms of brand awareness.

Do you have a business coach or mentor? How has this person helped, and would you recommend having one to other entrepreneurs?

I have a few mentors and I definitely would recommend having one. Even if you aren’t an entrepreneur, I think it is important to have mentors for your own personal growth and development. My mentors have been so helpful. They provide different perspectives, give advice and connect me with people in their network. I found my mentors by being connected to entrepreneurial communities and asking if they would like to be my mentors.

How has COVID-19 impacted your business operations and financials? What tactics and strategies have you put in place to pivot and ensure your business is successful through this period?

I launched my first product in April 2020, so we have been operating in this space the entire time. I do think people have become increasingly focused on supporting small business owners and Black-owned businesses during the past year, and that’s helped to get Ornami some additional attention where we might otherwise have been competing with huge national brands for it. Since we’re so new, I don’t have a “before” to compare things to. Of course, if we were in “normal” times there would be a lot of opportunity for face-to-face events, sampling, and that type of thing. The pandemic has forced us to get very creative with making people understand what we are about without being able to experience it in person.

What advice can you share for small business owners, founders, and entrepreneurs who are also reeling in response to COVID-19?

COVID has been a tremendous challenge for businesses of all sizes, but having founded the company during the crisis, I also think that there are silver linings for business owners. I’ve noticed that people are more conscious consumers over the past year, so if you’re a small business owner or creating a product that’s sustainable, non-toxic, or socially responsible, I think there is a lot of opportunity to make noise now that maybe wasn’t there before.

Also, people have really become accustomed to convenience and e-commerce, so leaning into that is a great idea. We sell online only on our Ornami website and that’s been a blessing over the past year as we are where consumers want us to be. 

COVID has also made it easy for people to become isolated, even unintentionally. Try to surround yourself with other entrepreneurs you trust to provide feedback, perspective, and general support. Sometimes it can be helpful to talk to someone who understands what you are going through. 

What is one thing you didn’t do during the setup process that ended up being crucial to the business and would advise others to do asap?

Set up reminders to file your state’s annual business reports to prevent any potential issues in the future. Some state timelines are different from the general fiscal year so it’s important that you put these in your calendar. I would also add to make sure you understand all of the documents and timelines needed for government filings.

For those who haven’t started a business (or are about to), what advice do you have?

Create a community! It’s so important to have the support of others as you start up. Find other entrepreneurs who are at the same stage you are to commiserate with and mentors to learn from. Make connections with people in other parts of the business who can give you advice and who you can provide value to as well. Be authentic and make it a two-way street and you will find that you can foster a great community that will help you along the way.

What is your number one piece of financial advice for any new entrepreneur and why?

Create a budget early on for how much you plan to spend on the business. Have someone in place to report to who will hold you accountable. Without spending controls in place, things can gradually pile up.

If you could go back to the beginning with the knowledge you have now, what advice would you give yourself and why?

I would emphasize to myself how important establishing the right mindset is to growing a business. As often as possible, to nurture myself with healthy positivity and eliminate fear. I would also “make the asks” more often for things I needed to push myself and the business forward. It was surprising how many people were ready to say yes and support once I began to ask, that I wish I started asking sooner.

Photo: Courtesy of Ornami Skincare

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Why This Beauty Entrepreneur Believes Failing Fast Is Better Than Avoiding Risk Altogether

We know how daunting it can be to start a new business, especially if you’re disrupting an industry or creating an entirely new one. When there is no path to follow, the biggest question is, where do I start? There is so much to do, but before you get ahead of yourself, let’s start at the beginning. To kick-start the process, and ease some of those first-time founder nerves, we’re asking successful entrepreneurs to share their stories in our series, From Scratch. But this isn’t your typical day-in-the-life feature. We’re getting into the nitty-gritty details of launching a business, from writing a business plan (or not) to sourcing manufacturers and how much founders pay themselves—we’re not holding back.

Photo: Courtesy of Vie Beauty

When Atlanta-based esthetician Jasmine Lewis first opened the doors to her salon, Vie Beauty, she didn’t have any intention of pursuing a long-term career in beauty. After graduating from Clemson University with a degree in biological sciences, she enrolled in esthetician school and started her salon as a side-hustle to save money for medical school. However, as she worked toward her esthetician’s license, she discovered the deeper connections between biology and beauty and found that it was possible to pursue both of her passions at the same time. So she pivoted.

Then, last year in the midst of the coronavirus pandemic and COVID-induced shutdowns that impacted her small business, Lewis pivoted yet again and launched Vie Beauty’s first product, 30Roses Hydrating Rose Water. “I had developed my own rose water spray to use on clients and kept receiving requests to purchase the spray—that was my ‘aha moment,’” she told Create & Cultivate. “I had every intention of scaling my business, and the rose water spray seemed like the perfect place to start.” And the pandemic presented the perfect opportunity for her to take the plunge.

Below, the up-and-coming beauty entrepreneur spills all the details behind how she built her blooming business, including why she believes it’s always better to fail fast and learn from your mistakes than avoid taking risks altogether.

Take us back to the beginning—what was the lightbulb moment for your business?

Like many people, I was stuck in a job that wasn’t the right fit for me. My family and I were in the midst of a traumatic experience, and my job at the time would not allow me to travel home to be with them. At that moment, I realized I needed to pursue something different, something I was truly passionate about and could create on my own.

I have owned my beauty studio for several years serving clients as an esthetician, and rose water has become an essential part of my services. I start each appointment by cleansing the client’s face and then applying rose water to hydrate the skin. I had developed my own rose water spray to use on clients and kept receiving requests to purchase the spray—that was my “aha moment.” I had every intention of scaling my business, and the rose water spray seemed like the perfect place to start. And thus the 30Roses Hydrating Rose Water was born.

Did you write a business plan? If so, was it helpful? If not, what did you use instead, and why did you take that approach?

I had a very loose business plan when I started my beauty salon. The salon started more as a “side hustle” to save money for my then-goal of medical school, and it transitioned into something greater.

But this year, prior to the launch of the 30Roses spray, I spent more time creating a structured business plan. I created an outline of my business goals with a timeline because I needed a road map to see where I was going and the different milestones that I wanted to hit in that time frame.

How did you come up with the name? What was the process like and how did you know VieBeauty was the right name? What are some of the things you considered during that process, and what advice can you share?

Vie means “to be alive” in French. I believe in choosing life in every aspect of the choices you make, to be alive and fulfilled in all things that bring you joy. The skin is the largest organ of our bodies and seemingly is what keeps us alive. This is why skin health, proper skin education, and being mindful of the ingredients we put on our skin is so vital to living. Also:

• The VI in Vie Beauty is the Roman numeral for 6, which represents the month that both of my grandmothers passed away.

• Our pink logo is inspired by breast cancer awareness, as one of my grandmothers passed away from breast cancer.

I knew Vie Beauty was the right name for my brand because it represented everything I stood for and my “why.” My grandmothers were my whole world, and they are now at the core of my brand. I played around with name ideas that incorporated my name, but it just did not resonate with me. Vie really stuck with me and I felt like it would stand against the test of time. I could picture Vie Beauty as a global brand that could expand into something much more. When thinking of a company name, my advice would be to think long term; think of your 10-year goals for your brand instead of focusing on the now.

When deciding on my business name, I took into consideration whether or not the name was taken, the accessibility of the name, how easy it was to spell and search, if there were any other brands working under the same name, how it looked on paper, how easy it would be for others to remember, and the way the name sounded. Be sure to check for trademarks and search social media to make sure no one is operating under the name you want. Make the name unique to you and your story as well as the mission you want to achieve. But make sure it’s not too difficult to remember, spell or pronounce; you want your business to be very easy for customers to remember.

What were the immediate things you had to take care of to set up the business and what would you recommend to new founders reading this right now?

The items at the top of my list were an Employee Identification Number (EIN), LLC filing, a Google listing, my website domain, and my social media handles across all platforms (even ones that I might not have used initially, just for name security purposes). These are all crucial to secure as a founder of a new business.

I also recommend securing the variations to your domain name (i.e. .org, .co, etc.), your trademark, and any other names that you feel you would like to associate with your brand. It’s an extra layer of security for your business.

What research did you do for the brand beforehand? Can you explain how you found and compiled that research? Why would you recommend it and why is it important?

I started by researching my competitors as well as brands I admired that were doing well and creating some sort of impact in the industry. I didn’t just stick to the beauty industry with my research; I looked at brand strategies in other avenues such as tech to see what made them successful. I religiously read and researched trends and created specific verticals in my research regarding my target audience. I primarily used the internet (aka Dr. Google), my network of supporters, books, and podcasts like “How I Built This” by Guy Raz and “Side Hustle Pro” by Nicaila Matthews Okome. I also used platforms like Pinterest to create mood boards for things I liked and didn’t like as I built the brand. And prior to launching the 30Roses rose water, I got feedback on the product through a series of collaborative pop-ups to test the market. Researching is crucial because it can answer questions that you didn’t even realize you needed to know.

How did you find the manufacturer/production facility that you use? Did you have any bad experiences? What did you learn, and what advice do you have for other founders looking for a trustworthy manufacturer?

I thoroughly researched manufacturers online (aka Dr. Google) and found my current manufacturer through extensive research. I actually had a bad experience with the first manufacturer I used, as they took an extremely long time to develop the product and it still wasn’t up to the quality standards that my customers deserve. Overall, I learned to ask more questions during the vetting process. Get clarity on the scope of work and make sure EVERYTHING is in writing; contracts are essential for every working relationship you have. Get plenty of references, request samples, test and research, research, research before selecting a manufacturer.

Did you self-fund the company? If so, how did you bootstrap it? Did you do a friends-and-family round? Or did you raise seed money or initial investment money? What path would you recommend?

Vie Beauty was completely self-funded—it was primarily bootstrapped through savings, the profits from my beauty studio, and family gifts. The funding route you should choose depends on the rate that you’d like to grow your business. If you are trying to grow quickly, you should aim to raise money and secure investors. But if you are willing to move at a slower, steady pace, it is completely fine to go the bootstrap route. Keep in mind that when you bring on investors, you also lose part ownership of your business; you are no longer the sole owner. On the other hand, investors often provide mentorship and guidance as you grow the business. So it all depends on your goals.

How much did you pay yourself in the beginning?

Like many new entrepreneurs, I actually do not pay myself. I reinvest everything back into the business and paying my team.

How big is your team now, and what has the hiring process been like? Did you have hiring experience before this? If not, how did you learn and what have you learned about it along the way? What advice can you share?

I have an extremely small but mighty team. I do work with contractors for some aspects of the business, but the blood, sweat, and tears are all me (although, my husband does step in from time to time). I had a little hiring experience from previous jobs, but my advice is to thoroughly vet the people you want to work with and make sure they align with your values and goals.

Did you hire an accountant? Who helped you with the financial decisions and set up? 

I do work with a CPA, but I make my own financial decisions. I recommend working with a CPA to get guidance on the financial aspects of your business, especially for tax purposes. There are a few websites that provide amazing advice on accounting and bookkeeping, like Bench. You can also find people on Fiverr that will help get your books in order or work on an on-going contract basis.

What has been the biggest learning curve during the process of establishing a business? What mistakes have you made?

The biggest learning curve for me was planning ahead and developing an overall strategy. I did not plan for the extreme level of growth that Vie Beauty has had, and at times, I shelled out more money than I should have. For example, I’ve had to pay almost four times the cost of shipping to get something rushed over from my manufacturer or even paying for rush jobs if I had planned ahead, I would not have had to face that type of situation. Having a plan in place is better than trying to wing everything on the spot. Always plan for the best-case scenario and the worst-case scenario.

Also, don’t be afraid to ask questions and ask for help. Oftentimes, your network is more than happy to help you and provide the answers you’re looking for. I still struggle with asking for help, so a lot of times, I am not maximizing my time to its full potential. Also, you need to accept that you’re not an expert in everything and learn to be okay with that. Operating in your zone of genius allows you to perform at your highest power. I tried to build my own website on numerous occasions and it was terrible every time. I believe in hiring experts who can fill in those gaps for you. After hiring a professional to design my website, I saw major growth within my brand and also my social presence. So now I am more confident in showing up.

Do you have a business coach or mentor? How has this person helped, and would you recommend one?

Yes, I do have a few business mentors and I definitely recommend having one or two: one in your industry and another in a different one. Business strategies are pretty similar across industries, they are just applied in different ways. For example, the art of maximizing human attention can be applied to any industry across the board that has a social presence. Oftentimes, you can find mentors in your close network that are willing to give you solid business guidance. Look to the people you already know when starting the search for a business mentor.

How did you promote your company? How did you get people to know who you are and create buzz? What challenges have you faced?

Social media and referrals have been my biggest marketing tools. I actually learned a lot of marketing strategies when running my beauty studio, so I already knew quite a bit about how to promote Vie Beauty prior to launching. About 30% of my business’s income comes from marketing efforts. The biggest challenge so far has been Facebook ads; I wasn’t very well versed in Facebook advertising or creating a paid social strategy. Thankfully, I have experts on my team to assist me. Resources like Create & Cultivate have also been very beneficial as I navigate the marketing process.

What is one thing you didn’t do in the setup process, that ended up being crucial to the business and would advise others to do asap?

The most important thing I could’ve done was getting a trademark and patent. I am in the process of securing those right now, but I wish I had done it prior to launching because it can take a long time to get approval.

For those who haven’t started a business (or are about to), what advice do you have? 

Come out strong and don’t cut any corners. You might be hindering yourself from success by not initially presenting the best product possible. Take risks and don’t be afraid to fail. It’s always better to fail fast and learn from it than to avoid risks altogether. Always aim to be better than you were yesterday, and stay laser-focused on your goals, plans, and brand mission.

What is your number one piece of financial advice for any new business owner and why?

My biggest piece of advice is to secure capital. You have GOT to spend money to make money, so consider your funding options before launching your business.

If you could go back to the beginning with the knowledge you have now, what advice would you give yourself and why?

If I could go back to the start, I would tell myself to create a solid plan and strategy, don’t cut any corners, and start out strong! Also, be patient with yourself and your process. Your journey is not like anyone else’s journey. Use grace as you learn to navigate the entrepreneurial space and always speak life and bounty over your business.

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