- 7 weeks ago
Hear directly from founders about their funding journeys and how they have or have accessed capital to grow their business.
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LifestyleTranscript
00:00I'm all the way up, all the way up, all the way up, nothing can stop me, I'm all the way up
00:06For my niggas with Bentley Coops and Rolexes, kicked the b**** out the room and gave her no breakfast
00:11Had to stash the jewels, these b****s just so reckless, keep my hopes on cruise, I'm talking naughty
00:16Downtown showing off of new things, couldn't take it all so I gave her unching
00:21She called me Tat Shata, yeah I keep a few tings, champion sound, yeah I got a few rings
00:26And I'm all the way up, all the way up, and you can stay up, you can stay up
00:31And if you ask anybody where I live, they point to the hills and say
00:36Go all the way up, all the way up, go all the way up, all the way up, all the way up
00:44I'm all the way up, nothing can stop me, I'm all the way up
00:48Just left the big house to a bigger house, ain't have a girlfriend but the b**** is out
00:53Great morning, great morning, great morning guys
00:57We are less than five minutes away from starting this amazing panel over here
01:03Remember we are talking about this morning startups and funding
01:07Again, we are beginning in five minutes
01:10So go ahead and make your way to this stage
01:13Remember this stage is all about entrepreneurship, it's about education, it's about empowerment
01:18So this is where you want to be in five minutes
01:22See you guys shortly
01:23I'm about to pull up
01:35It's switchable curtain
01:37And I've been waiting so long
01:40Now I gotta resurface
01:42Yeah, we about to toast up
01:45All the bread and we burn it
01:47Cause I've been feeling cool time
01:49I've been having cool time
01:51Yeah, I'm off the butt late, not the bourbon
01:56I might chop the roof off, the suburban
01:58Try to be a nice guy, John turns you
02:01Till I started throwing up in your Birkin
02:03Then I woke up in the morning
02:05Pauly showed up at my door with a woman
02:08I remember flushing something down the toilet
02:10Guess you gotta let me off with a warning
02:13Return of me
02:14Feeling like an outcast
02:16I'm the only guy in slacks that'll cost you three snacks
02:19Now you're saving that check
02:21Why you taking my swag?
02:23Can you give me that back?
02:24Poochie, my brother
02:25Miyake
02:26Louis Batek
02:27And Tommy
02:28All of these things on my body
02:31Let's party
02:32I'm about to pull up
02:34It's switchable curtain
02:36And I've been waiting so long
02:39Now I gotta resurface
02:41Yeah, we about to toast up
02:44All the bread and we burn it
02:46Cause I've been feeling cool time
02:49I've been having cool time
02:52Gotta pull up
02:55Pull up
02:56I'ma pull up
02:58I pull up
02:59Ayy
03:00Got black minx all on the road
03:01Whoa, whoa
03:02Got hella
03:03Pop and draw
03:04Whoa, whoa
03:04In every hood they show us law
03:06Whoa, whoa
03:07Crying and crying with me
03:09While we whipping in the spaceship
03:10Got it out the pavement
03:11Now we getting payment
03:12Everybody around me
03:14Getting money is too contagious
03:15Capping solid
03:16Now we real rich
03:17Today amazing
03:17I pulled up the black badge
03:18Cause it was cleaner
03:19I remember I was just posted up with the demons
03:22And Posty took me on my first damn tour date
03:24He had me rocking every night
03:26So that arenas
03:27A project
03:27I never thought I would see
03:29I tried to tell you
03:30You probably wouldn't believe us
03:32I'm about to pull up
03:34It's switchable curtains
03:36And I've been waiting so long
03:39Now I gotta resurface
03:41Yeah, we about to toast up
03:44All the bread and we burning
03:46Cause I've been feeling cool time
03:49I've been feeling cool time
03:58I've been chilling tough
03:59And I'm still there
04:01So hot
04:02Yeah, we about to toast up
04:03All the bread and we burning
04:06Cause I've been feeling cool time
04:08I've been feeling cool time
04:11Yeah
04:12Yeah, cause girls is players too
04:19Coilerae
04:19Yeah, yeah, cause girls is players too
04:23Bus or bus
04:24Cause girls is players too
04:27Remix
04:28Ladies getting money all around the world
04:30Cause girls is players too
04:32Hey Danny, when you gonna stop playing?
04:41Bad chick, I could be a fantasy
04:44I could tell you got big, big energy
04:46It ain't too many of them that can handle me
04:48But I might let you try it off the Hennessy
04:50Make them sing to this thing like a melody
04:52And if your girl ain't right, I got the remedy
04:55It ain't too many of them that can handle me
04:57Bad chick, I could be a fantasy
04:59Tell me how you want it
05:01Three, two, one and I'm on it
05:03Feel good on it
05:04Good chick, you ain't a bunny
05:06I'ma bust it on the pole like Unis
05:07Aren't you being honest?
05:09Juicy, mini-made
05:10But can't do it one minute, man
05:12Not a side or a man
05:13I'm the only one to entertain
05:15Spending his mind in the bank
05:16I like what I see
05:18A boss like you need a boss like me
05:20Daddy from the street
05:21So he move low-key
05:23Trying to rock that mic like
05:24Great morning!
05:25One more time
05:26Listen, if you didn't hear me before
05:27People always ask
05:28Why do you say great morning?
05:30Listen, you are breathing
05:31So let's do this
05:33It's Sunday morning
05:34You know it's Sunday morning
05:35In black churches
05:36It's call and response
05:37Great morning!
05:39It is so great to see all of you
05:41Beautiful kings and queens
05:42Listen, we have a very special treat
05:45For you coming to the stage right now
05:48We have Ensa
05:49Who is the CFO of New Voices
05:52Y'all say ooh
05:53Yes, she is big stuff
05:55And we are so excited to bring her to the stage
05:57She is moderating our panel today
06:00Talking about startups and funding
06:02Let's give her a big round of applause
06:04Thank you, thank you
06:06Good morning
06:07And I'm going to bring up
06:08The rest of the panelists
06:09While I do that
06:11I'll give you a little bit of background
06:12So as she mentioned
06:13I'm the CFO for the New Voices Fund
06:15I also have my own accounting firm
06:17Based in Atlanta, Georgia
06:18So I've had to kind of
06:20Endure the funding journey
06:21Both for myself and for my clients
06:23So this should be a good panel, guys
06:24Alright, so joining me on stage
06:27We're going to have Jamika
06:28Ariel
06:31And Alexandria
06:32So ladies, as you come on
06:41I'll have you actually introduce yourselves
06:43And give us just a little bit about your brand
06:44So everybody knows who you are
06:46Hi, I'm Jamika
06:48I'm the founder of Rosen Skin Care
06:50We are an acne care brand
06:52So we're focused on innovating
06:54The mass acne care space
06:55With clean ingredients
06:57Really focusing on that prevention
06:58Of breakouts and hyperpigmentation
07:00Yeah, I'm excited
07:01Where can they find your product?
07:02You guys can find us in Ulta
07:04And then we're also with Target and CVS
07:06And of course Rosen Skin Care on everything
07:08Awesome
07:09Alright, Ariel
07:10Hi everybody
07:11I'm Ariel Brown
07:12I'm the founder of Bees Bayou Skin Care
07:14That's B-E-A apostrophe S
07:16It's short for Beatrice
07:17My grandmother
07:18I have seboric dermatitis
07:20Which has affected my scalp
07:21Since I was 13
07:22So I created a line
07:24That's based in probiotics
07:25And herbs
07:26To help us itchy scalp folk
07:27So that's what I do
07:29I'm based right here in New Orleans
07:30Thank you
07:31Thank you
07:31And Alexandria
07:32Hi everyone
07:33I'm Alexandria Ali
07:35I'm the designer
07:36And founder of F&W Style
07:38We're a luxury leather handbag brand
07:40For busy women on the go
07:42So you find well-crafted
07:44Beautiful, colorful handbags
07:46But at an affordable price point
07:48Awesome
07:49I want to thank you ladies for joining us
07:51This is really real talk, right?
07:53So let's get to it
07:54This is about our funding journey
07:56So I'm going to start with Ariel first
07:58Because Ariel's a little further
07:59At the beginning of the journey
08:01But let's talk about Ariel
08:02What made you decide to actually start fundraising?
08:05What was that decision like for you?
08:07Sure
08:07For me, it's about wanting to see my vision
08:10Live up to its potential
08:11And how can I do that with limited resources
08:16And for how long?
08:18And we try to hold on and bootstrap
08:20Which is, you know, you may have heard that term
08:22In terms of like
08:23Putting in as much of your own resources
08:25As you can for as long as possible
08:27But you get to that point
08:28Where you don't feel like you're able to expand
08:30And grow any further
08:31Especially because a lot of times
08:33You're putting your resources back in
08:34Back in, back in
08:35But you don't have enough
08:36To really plan ahead for a long time
08:39So I was really
08:40I'm really gracious and appreciative
08:43That I've been able to get grants
08:45Which hasn't diluted my company
08:48But I really am at that point now
08:50Where I need that influx to help grow
08:53And I'm willing to have those types of conversations
08:55Of what do I have to give up
08:57But really what do I have to do
08:59To just see my vision come to life?
09:01Yeah, and I think it's important
09:02To think about that, right?
09:03Because taking capital too soon
09:05Does mean you're giving up part of your company
09:07Essentially too soon
09:08And sometimes before you've even fully solidified
09:11What growth looks like for you, right?
09:13So I'm glad that you reached that decision
09:15In your own time
09:16Alexandria, so tell me a little bit about your journey
09:19I think that we hear VC, VC, VC all the time, right?
09:22But there are a lot of other ways to raise capital
09:24To grow your business strategically
09:26And to Ariel's point, to be non-dilutive
09:28So, and we can go back to talk about
09:30What non-dilutive means
09:31But for you, your journey's been a little different
09:33Tell me about your journey
09:34Yeah, I mean, all that you said
09:36And we've tried to find every single way
09:39To get that money
09:40Without having to give up a percentage of our company
09:43So what we've been doing
09:45Is doing stuff like you said
09:46Which is grants
09:47Applying for grants
09:48Getting that in
09:49That's been, you know, putting money into the business
09:51We've been able to do Kickstarters
09:54So when we have, like, a new collection
09:56Or something that's different
09:58We had our hand-woven bags
10:00That's weaved in Nigeria
10:01So we did a Kickstarter for that
10:03And that was really successful for us
10:05We've also been able to do angel funding
10:08And really, it's just, you know, friends and family
10:10When we have big orders
10:11Like from, we sell in TJ Maxx and Marshall's, Nordstrom's
10:15Sometimes when we're excited for the order
10:17But then it's like, ooh, well, we gotta fulfill it
10:19Not only do we have to fulfill it
10:21We have to wait 30 to 90 days
10:23To get paid
10:24After we deliver to get that money back
10:26And so being able to have that angel, like, funding
10:29To push us through that time period
10:31Has been really great
10:32That's awesome
10:33Thank you so much for sharing that journey with us
10:35What do you think has been instrumental to you
10:38Along this journey?
10:39What do you think you learned in this process
10:42That you maybe didn't know when you started it?
10:44You can't do it
10:45Yeah, for me, it's been
10:46You can't do it by yourself
10:48You know, for too long, I feel like we altered our growth
10:52By trying to just do it by ourselves
10:54When there's organizations out there
10:56There's new voices out there
10:58There's people that can help you, push you further
11:00And that's really been one of the biggest lessons I've learned
11:03Thank you for segueing into my next question
11:05You are the best
11:07I really appreciate it
11:08No, seriously, that's good
11:09That means that we're on the right track, right?
11:10So the question I want to ask you, Jameka
11:12Is about relationships
11:13And deciding that when you do want to take on an investor
11:16What portion of that is based on relationship and not just money?
11:20What else do you need other than money?
11:21Yeah, no, I think that's huge
11:23And I think that's a big thing
11:24Like when you do start raising outside of like the grant space
11:27Because it's like capital, purely capital
11:29And then going into like finding the right partner
11:32I think for us is
11:34It's very key, right?
11:35Especially when you're giving up equity
11:37And so I raised capital with New Voices
11:39In 2021, I think kind of started that process
11:42We raised like a little over 2 million
11:44And so that process for us was really important
11:48To make sure we had the right partner
11:49We had somebody that saw exactly what we wanted to do
11:53And has been there, right?
11:54New Voices obviously knows the Targets
11:56And the Ultas and all these brands
11:57And so knowing that they're going to be able to offer guidance
12:01Is huge
12:02Because once you get to a stage
12:03Of course you get capital
12:04But also it's like you're playing a new ball game
12:06And this is a lot more, you know
12:07Like working with retailers and all this stuff
12:09Is like you only know what you know
12:10And having the partners who can come in
12:13And like, hey, this is the promotion strategy you should take
12:15Or, you know, you should work with this person on marketing
12:17Or things like that
12:18And even just the network that you get
12:20From working with like the right partner
12:21Is very crucial
12:22And then I think additionally
12:23As a black owned brand
12:26And as a brand that does focus on the needs
12:28Of like acne prone skin with black women, right?
12:31It was very key to me that like
12:32Y'all like New Voices understood my vision
12:34Because there's a lot of other funds
12:36That might not really understand what you're trying to do
12:38And try to position you in a way that doesn't make sense
12:41And so that was really crucial for me
12:43And I think that made the decision easier
12:45Yeah, I think you're leaning into funding strategy, right?
12:48Making sure that you have the right partners
12:49The other thing about funding strategy
12:51Two other things that I think about often
12:53Are like timing overall
12:54But also just finding the right
12:58Sorry, like the right timing
13:01For when you're going to layer
13:02And overlap different funding styles, right?
13:04So I think oftentimes we hear about people
13:06Seeking a specific type of funding
13:08And the assumption is
13:09You're seeking just that type of funding
13:11But oftentimes you're not
13:12Behind the scenes you have a strategy
13:14That is overlapping and layering
13:16Different type of funding for different things
13:17So if all of you want to chime in
13:19On kind of the strategy and layering funding
13:21To get you to your ultimate finish line
13:23That would be super helpful
13:24I can share on that
13:27So for me initially
13:29So I started on Shopify
13:31And I'm selling
13:32And they're seeing all my data, right?
13:34They can see the frequency of orders
13:36The average order value
13:38The profit margins
13:39All of that
13:40So they start to offer you
13:42Oh, we see you're doing great
13:43You're in the top whatever percent
13:44Of your business is right now
13:46Here's some funding
13:46That's called term funding
13:48They usually have higher interest rates
13:50But if you're doing really well
13:52You can reinvest it really quickly
13:54And see that money come back
13:55So that's one option in the beginning
13:57If you're performing well
13:59But then there's also grants
14:00That I've gone out and gotten
14:01Thank God for them
14:03Which is non-dilutive
14:05So they're not taking a percentage
14:07At the end of last year
14:09I was able to get my first SBA loan
14:11That SBA loan, though
14:13Required me to leverage
14:14My own personal credit
14:15So you do have to be mindful
14:17Of your personal credit
14:18Also start building your business credit
14:20At the same time
14:21Because you're going to be
14:23Leveraging all of that
14:24And then I use my inventory
14:25Basically as collateral
14:27Because my car is too old
14:28They wouldn't take that
14:29And I refuse to give them my house
14:30As collateral right now
14:31I don't need to
14:33So I use my inventory
14:34That's another thing that you can do
14:36And then as you're building
14:37Your personal credit
14:38I've been able to get
14:39Some business credit cards
14:40But you're still
14:42You're still going to only have
14:43A certain amount
14:44To do a certain thing
14:45So it's really critical
14:46To use that money
14:48For the thing that's going to
14:49Get you to the next key milestone
14:51That will prove
14:52Whatever you need to prove
14:53To get that bigger check
14:55And that's a lesson I learned
14:57When I spent on inventory
14:59And learning
15:00I could have maybe
15:01Gone out to get a line of credit
15:03For that inventory
15:04Or maybe inventory financing
15:07So you can hold on to that cash
15:08And be cash
15:10Cash rich
15:12And be focused on your cash flow
15:14The last thing I'll share
15:15Is for me
15:16I did an accelerator
15:17I learned a lot about cap tables
15:19And equity
15:20And valuations
15:21And all of that
15:22I highly suggest
15:23Creating a scenario
15:25For yourself
15:26If I get this much money
15:27At this valuation
15:28How much am I giving up
15:29And do it not only for that year
15:31But what about the next year
15:33And the next year
15:33And see how much
15:34You might be diluted
15:36And so when you're having
15:37Those conversations
15:38To negotiate with people
15:40You know how much
15:41You're willing to give up
15:42Or how much you should
15:43Or shouldn't
15:43That's been kind of
15:45My framework of thinking
15:46And my strategy so far
15:48But y'all stick with me
15:49We'll see how this goes
15:50I'm taking investments
15:51For the first time
15:52So we'll see
15:53You sound like you got it
15:54Even early on
15:55It sounds really clear
15:56One of the things
15:58I want to talk about
15:58Especially as women
15:59We sometimes have
16:00An emotional connection
16:01To the success
16:03And growth of our businesses
16:04Right
16:04So I want to ask
16:05Two questions
16:06How do we deal with a no?
16:09Because sometimes
16:09That no may feel
16:10Very defeating
16:11So how do we deal
16:12With a no?
16:12When you've pitched
16:13Your business to someone
16:14And they essentially
16:15Won't move forward with you
16:16And valuation
16:18Is another space
16:19Where you talked about
16:20This a little bit
16:20Like what do you believe
16:21Your business is valued
16:22Sometimes that's
16:23An emotional question
16:24And so we'll need
16:25To separate that
16:26So how do we deal
16:27With the emotional
16:27Connections to the no's
16:29And the valuations
16:30That don't align?
16:31You know I'll speak
16:32To like the emotional
16:33Connection
16:34You know starting
16:34Your business
16:35Is like your baby
16:36Right
16:37So it's like
16:38You built this up
16:40And then you pitch it
16:41To somebody
16:41And most of the time
16:42You're feeling good
16:43Like okay
16:44I feel like
16:45I got it all together
16:46And then they just
16:47Tear it all apart
16:47You know
16:48And so it can be
16:50Jarring
16:51And it can be
16:52Something that
16:53You know brings you down
16:54But what I will say
16:55Is I've decided
16:57That you know what
16:58I'm building this business
16:59This is a long term game
17:01This is not something
17:02Where somebody says
17:03Something and I'm quitting
17:04This is a
17:06I'm going to keep going
17:07Type of situation
17:08So when I hear that
17:10I actually take
17:12And always ask
17:13So thank you for this
17:15And I hear what you're saying
17:16What are some things
17:17That would have made
17:18This better
17:19Because what that does
17:20For me is I go back
17:22I feel the feelings
17:23I cry
17:24And then I recalculate
17:25And the next person
17:27Is going to be better
17:27Get the no's
17:29Get the no's
17:29Get the no's
17:30Until you get that yes
17:31And it's coming
17:32You know
17:33So that's kind of
17:34How I deal with that
17:36And as far as evaluation
17:37I've realized
17:39That there's some parts
17:40In the business
17:40That I'm really good at
17:41And there's some parts
17:42That I need to hire out for
17:44And that's exactly what I do
17:45To help me to get the numbers
17:47To help me to make sure
17:48I understand the numbers
17:50And then once I have
17:51That information
17:52I can move forward from there
17:54Yeah
17:54Thank you
17:55Jamika you want to chime in
17:56On that one
17:56Yeah
17:56I think valuation
17:57Obviously is like
17:58Let's say like an art
18:00And a science
18:01Right
18:01There's so much room
18:02For flexibility there
18:03I think the biggest thing
18:05Is finding people
18:06Who've done it before
18:06I know when I raised
18:07It was like leaning on
18:08People I know
18:09Who've raised capital
18:10And done it multiple times
18:11Obviously there's some science
18:13To it
18:13Whether it's like
18:14Your revenue
18:14Top line
18:15Bottom line
18:15What are the multiples
18:16What's going on
18:17In the industry
18:17And how can you
18:18Kind of base it off of that
18:19And then I think
18:20A part of it is like
18:20What is your growth story
18:21Right
18:22Like how locked in
18:23To target are you
18:24Like how
18:24What does the next steps
18:26For your brand look like
18:27And how can you
18:27Kind of flex valuation there
18:29I think ultimately
18:30It does come down
18:31To how much
18:32You're willing to give up
18:33How much you plan to raise
18:35What your exit strategy
18:36Looks like
18:37So you can start thinking about
18:38What am I comfortable
18:39Giving up now
18:40What's the lowest valuation
18:42I'll take
18:42What's the highest valuation
18:43I'll take
18:43And also just like
18:44Trying to remove ego
18:46From that
18:46Because there is a lot
18:47A strategy
18:47To a valuation
18:48And if you value too high
18:50And then you go to another round
18:51And it can't be as high
18:52Then you kind of
18:53Yeah
18:53It's a whole thing
18:55Right
18:55So you don't want to go in
18:57Thinking you know
18:58We're this huge company
18:59And maybe you are
19:00In your mind
19:01But realistically
19:02What can you get capital for
19:04What can you get
19:04Like exchange that capital for
19:06From an equity percentage
19:07And then thinking about the future
19:09So I think that's how
19:10I've kind of like
19:11Gone about it
19:11Without feeling too
19:13Trying to feel too tied
19:14To what others think
19:15My company is worth
19:16Versus like
19:16What is this capital
19:18And what is the equity
19:18I'm willing to give up
19:19And like what's the stepping stone
19:20It's going to take me to
19:21Awesome
19:22I think it's also important
19:23To realize where you are
19:25In the funding landscape
19:26Right
19:26So the funding journey
19:28Is your journey
19:29But also there are funders
19:30Who have a journey
19:31Right
19:31And so what's happening
19:32In the market
19:32What's happening
19:33In that funder's thesis
19:35Might be changing
19:36Or developing
19:36So making sure
19:37That you stay aware
19:38Of what's happening
19:39In the world
19:39For years
19:40It was growth
19:40Growth
19:40Growth
19:41At any cost
19:41Right
19:42And when that shifted
19:43A lot of people's pitch decks
19:45And discussions
19:45And strategies
19:47Changed on a dime
19:48Right
19:48So that's important
19:49To stay abreast
19:50Of what's happening
19:51So we're coming up
19:52Close to time
19:52I want to leave you with
19:53Each of you
19:54Leave us one thing
19:55That we can share
19:56With the audience
19:57About your funding journey
19:58The one thing
19:59You wish you knew
19:59Or your last little bit
20:00Of advice
20:01Before we get out of here
20:02For me
20:04For me it's just
20:04Always keep learning
20:05Don't ever think
20:07You're to the point
20:07Where you know anything
20:08Or know everything
20:10Just always keep learning
20:12And then push forward
20:13Take action
20:14Don't get stuck
20:15In the learning phase
20:16Take action
20:17So that would be
20:19My advice
20:19For entrepreneurs
20:20Thank you
20:20I would say
20:22Again
20:23Yes
20:23Keep learning
20:24But understand
20:26That you're evolving
20:28Just like your business
20:29Is evolving
20:30And there will be days
20:31Where you're like
20:32What am I doing
20:33Like
20:34How did I get
20:35Like right now
20:36How did I get here
20:38But remembering
20:39That you have
20:40Something special
20:41That's put on you
20:42That you can see
20:43That others can't
20:44And so sticking with it
20:45As long as you can
20:46And just being really good
20:48About knowing your numbers
20:49Like really know your numbers
20:51And be ready to answer
20:52Questions about that
20:53And if it takes
20:54Finding help
20:55Finding resources
20:56In your community
20:57To do that
20:57Just ask for help
20:58People do want to help
21:00So ask
21:00And I think
21:02What I would say
21:03Honestly
21:04Probably bootstrap
21:06For as long as you can
21:07I wouldn't
21:09I don't think
21:10You need to take equity
21:11Until you have
21:13A marketing strategy
21:13That you know
21:14Like if I dump money
21:15Into this
21:15I'm just fueling a fire
21:16You're not trying
21:17To figure
21:17Like I think
21:18Taking equity
21:19While you're still
21:19Trying to figure things out
21:21Is an easy way
21:22To lose pieces of your company
21:23And you're not
21:24Fueling growth
21:24Right
21:24So I think
21:25Once you have a strategy
21:27And you have a team
21:29That you think
21:30You can get behind
21:30I would say
21:31That's the time to raise
21:32And that's
21:34Strategically
21:35I think what makes
21:36The most sense
21:36For your equity
21:37Awesome
21:38Awesome
21:38So keep learning
21:39Accept all versions
21:41Of your evolution
21:42And know your numbers
21:43And make sure
21:44That you're taking funding
21:45Where you can literally
21:46Just put your foot
21:46On the gas
21:47When you've had
21:48A model that works
21:49Right
21:50Awesome
21:51Well I appreciate
21:51You all ladies
21:52For joining us
21:53I appreciate you all
21:53For sitting in
21:54On our Real Talk session
21:56And we look forward
21:56To seeing you
21:57At the next event
21:58At this stage
21:59Thank you
22:00Let's give it up
22:01For these beautiful ladies
22:02On this stage
22:03As they shared their journey
22:05About startups
22:06And remember
22:07All they three
22:08Had completely different journeys
22:09Right
22:09So it's very important
22:11On our entrepreneurial journey
22:12That we understand
22:13That my walk
22:14Will not look like yours
22:16Right
22:16But there is power in that
22:17One other thing
22:18That was said
22:19That was amazing
22:20Was about the nose
22:21I was like
22:22Yes
22:23Making sure that we are
22:26Working through the nose
22:27Well
22:28To successfully navigate a yes
22:30Look at your neighbor
22:31And tell them
22:31I got the nose
22:32Because I'm going to be
22:33Ready for my yes
22:34Alright
22:34So again
22:35Give it up for these
22:36Beautiful queens
22:37On this stage
22:38Thank you so
22:39So very much
22:40Folks sit tight
22:41Because we are about
22:43To kick off
22:44A Target market moment
22:46Where we are
22:47Stephanie
22:47Y'all give it up
22:48For Stephanie
22:49She is amazing
22:50Did y'all see her
22:50On the big screen
22:51Last night
22:51I was like
22:52Go Stephanie
22:53So we are getting
22:54Ready to flip the stage
22:55For her
22:56We are going to
22:56Shop live
22:57On the top of the hour
22:59Again just hold tight
23:00We'll be right back
23:01Thank you
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