#218 Outliers: Estée Lauder — A Success Story

0:00:15 (speaker ?) I remember them then, at the front of the house, previously I had my first cosmodic skin session.
0:00:25 (speaker ?) She was done with skin cream, and all which remained that way in my mind.
0:00:39 (speaker ?) Maybe she was a catalyst for good in the end. Maybe I wouldn’t have become Estee Lauder if it hadn’t been for her.
0:01:01 (speaker ?) At that moment, she was cast in my memory to last there forever. I despised her. Simply thinking about that incident brings back a twin Japan.
0:01:16 (speaker ?) She was happy on her own and she was lovely. I was very young and vulnerable, and I loved beauty.
0:01:24 (speaker ?) I felt like I wanted to make contact with her in some small way.
0:01:40 (speaker ?) What a beautiful pose you were. I called for her to come. It’s just so bold. Do you mind if I ask where you bought it?
0:01:53 (speaker ?) She’s not. What difference could possibly make she answer? What can shrink into her eyes?
0:02:04 (speaker ?) You could never have known. I walked away. I found this burning.
0:02:17 (speaker ?) Never. Never would anyone say that to me if I was myself. Someday I will have whatever I want.
0:02:28 (speaker ?) Choose. Exquisite heart. Gorgeous homes. Everything.
0:02:40 (speaker ?) That’s a passage from Estee Lauder’s 1985 autobiography, Estee, a success story.
0:03:10 (speaker ?) [Music]
0:03:18 (speaker ?) Welcome to my world full of podcasts from your host, Sheila.
0:03:23 (speaker ?) [Music]
0:03:35 (speaker ?) In a world where magic is power, this podcast is your toolkit for mastering the best for other people who already figured it out.
0:03:48 (speaker ?) If you want to take your money to the next level, consider joining our membership program at fs.org/nomership.
0:03:58 (speaker ?) As a member, you can watch our reactions at the end of every episode.
0:04:19 (speaker ?) [Music]
0:04:29 (speaker ?) I want to tell you about the quite a salesperson you’ve probably never heard of, or studied.
0:04:39 (speaker ?) You’re on both of it and trying to remember, said it was a crime that business schools didn’t study how to sing all the time.
0:04:57 (speaker ?) Well, I feel the same way about Estee Lauder. This is a woman who tried to homemade face cream into a 19 billion dollar apparel by breaking everyone’s business.
0:05:08 (speaker ?) One expert said women wouldn’t pay $115 for face cream should put them on.
0:05:25 (speaker ?) When the French said American cosmetics couldn’t compete with the centuries of expertise of the French houses, she didn’t sold them in their own stores.
0:05:39 (speaker ?) When competitors wished to copy her formula, she tried her greatest weakness, being a small family business and her greatest strength.
0:05:54 (speaker ?) But first what fascinates me most, her secret wasn’t in the chemistry, it was mixing obsession with understanding of human nature.
0:06:06 (speaker ?) This is the story of Estee Lauder, and it’s gonna change how you think about business forever.
0:06:24 (speaker ?) This is a story about an old conventional wisdom, a story about obsession and determination. This is the story of Estee Lauder.
0:06:45 (speaker ?) The woman who wouldn’t, who wouldn’t be starved, would be starved to listen and learn.
0:07:01 (speaker ?) This podcast is for entertainment and informational purposes only, and you should do all your research.
0:07:26 (speaker ?) Paris, 1962, the most prestigious apartments from France, the Galleries Lafayette, had a simple policy with American products, but it didn’t sell them, no exceptions, especially not perfume.
0:07:36 (speaker ?) This is Paris, what could someone know if an company possibly teach them about fragrance?
0:07:45 (speaker ?) But Estee Lauder had a policy too, she didn’t take no furniture.
0:07:55 (speaker ?) What happened next has become legend in the beauty industry. Who’s the somewhere of her, Estee herself?
0:08:19 (speaker ?) We tired it usually to begin her autobiography as her success story. She managed to get under the spell not to meet the ball, who wouldn’t do any time of day, but to show products to one sympathetic sales girl.
0:08:26 (speaker ?) Thank you, it becomes known as the accident.
0:08:35 (speaker ?) But then with her perfume, you have to spray on the corporate fear.
0:08:46 (speaker ?) Some say she dropped it, some say it shattered. Estee Lauder say with a smile, I’ll never tell.
0:09:07 (speaker ?) What’s undisputed is what happened next. The scent began to waft through the air, customer after customer stopped and traced. What is that divine fragrance?
0:09:18 (speaker ?) The buyer passing through it the day couldn’t ignore the commotion or the sales look further.
0:09:28 (speaker ?) But this wasn’t just about selling perfume in Paris, this was about selling something bigger.
0:09:51 (speaker ?) Before Estee Lauder perfume was precious, save for special occasions. After her, it became an everyday luxury. She didn’t just break into the market, she totally transformed it.
0:10:05 (speaker ?) Today when you waft through any department store, hit that whole fragrance in the air, you’re experiencing a whole legacy.
0:10:24 (speaker ?) One accident and those four threats changed an entire industry. But who’s had fascinates me most? This wasn’t work. This was Estee Lauder’s playbook.
0:10:53 (speaker ?) Understand human psychology, create and experience and make your witness your shrine. She would use the same shrine again and again to build a multi-billion dollar empire. And that’s exactly what we’re gonna explore today.
0:11:22 (speaker ?) Estee Lauder was launched my first 19-year week in Queensdale, the daughter of the strong European Jewish immigrants, her mother was from Hungary and her father from Czechoslovakia. She grew up in a working-class family of both her father’s helpers.
0:11:29 (speaker ?) This is where she would become bewitched by beauty.
0:11:42 (speaker ?) Her prevalent influence in Estee’s youth was her unconscious friends, a chemistry specialist in making creams and motions.
0:12:08 (speaker ?) She set up a mixture of laboratory and a stable bar in the house, mixing up face creams with a gas stove. Not most teenagers, if your kids are with one, would watch for about 30 seconds. If not, they’re gonna get bored and they’ll burn.
0:12:16 (speaker ?) But Estee? Estee was different. She became obsessed.
0:12:37 (speaker ?) Importantly, Uncle John took her obsession seriously short. Do you know what it means for a young girl to suddenly have someone take her creams quite seriously? To teach her secrets?
0:12:56 (speaker ?) Uncle John wasn’t just teaching her chemistry. She was learning how to value herself, how to believe in herself, and learning a dash of salesmanship.
0:13:19 (speaker ?) She was also eyeing the knowledge that would lead her from the handy. Her other beauty companies would bring her marketing claims as they could explain exactly why her products worked, what was in them, and how they were made.
0:13:30 (speaker ?) By her teenager, she’s learning how to after school to test the latest creams on anyone and everyone.
0:13:45 (speaker ?) Every friend became a test subject. If someone had even the slightest skin imperfection, they’d get what she’d call the cream pack.
0:13:57 (speaker ?) And here’s the brain pack. She’s not just giving them products. She’s giving them results they can see in the mirror the next day.
0:14:09 (speaker ?) Her other teenagers were passing notes in class. She’s learning how to interact, sell, and add value.
0:14:25 (speaker ?) But the time she worked with her high school in 1927 shared the heart of an entrepreneur who was ambitious, obsessed, and unafraid of rejection.
0:14:40 (speaker ?) By driving persistence, we’re always there to reflect it. Those qualities are central for building a successful business.
0:14:50 (speaker ?) Think about what’s happening here. She’s learning the fundamental principles of business before she even knows she’s learning them.
0:15:10 (speaker ?) She’s discovering that people don’t just buy products, they buy better oceans of themselves. She writes, “This line sounds like marketing copy, but it’s actually quite profound.”
0:15:19 (speaker ?) In my mother’s kitchen, I learned how to blend hope in the everyday life.
0:15:30 (speaker ?) The beauty industry should be eventually entrusted and dominated, which currently dominates about treatments.
0:15:55 (speaker ?) Helena Wolfenstein and Elizabeth Arden had built these global empowers through chains of what-for-beauty sorts. But as they had something they didn’t, this almost pathological inability to take no for a answer.
0:16:11 (speaker ?) Years later, when asked what makes a successful business work, she doesn’t mention talent or intelligence, she just says it’s persistence.
0:16:35 (speaker ?) It’s that sort of spurt that compels you to stick it out when you’re just at your most hard. It’s that quality that forces you to push of you to find the work around the stand.
0:16:52 (speaker ?) The 1920’s didn’t just change a working woman, it revolutionized her. Cosmetics weren’t just products anymore, they were weapons of liberation.
0:17:09 (speaker ?) Young S.D. writing a rattling script card in the Manhattan, watched women spend their hard-earned paychecks on lipsticks as broad as their ambitions.
0:17:27 (speaker ?) A quick makeup check on a business sidewalk wasn’t vanity, it was a declaration of independence. This wasn’t just a trend, it was a culture of work.
0:17:43 (speaker ?) By 1923, the cosmetics industry had exploded to $75 million in microbiology, a 4% leap in just 10 years.
0:18:08 (speaker ?) Once you started selling your face powder in soap, toothpaste, and shampoo combined, it wasn’t just a sales work, it was a sign that America itself was being remade, running a crimson set of lips at a time.
0:18:27 (speaker ?) Her first bite comes in 1928, a sales work to demonstrate one of the most important business insights in the 20th century, only she didn’t know it yet, and neither did anyone else.
0:18:40 (speaker ?) She’s at the house of Ash Barnes in Manhattan, where she spends hours each week just getting her hair done to build her future.
0:18:57 (speaker ?) Under the law of the hair-curses, S.D. charts with every other young woman. A purpose new generation is a beauty not as a luxury, but as a weight.
0:19:18 (speaker ?) Her enthusiasm isn’t fashions, these casual conversations become infallible beauty lessons, with women with only four on your hand, two on your big skin, two on your own cosmetics.
0:19:35 (speaker ?) Then comes the question that would change everything. The salon owner, Ms. Morris asks, “What do you do to keep your skin looking so fashionably?”
0:19:51 (speaker ?) For S.D. this isn’t just a compliment, it’s the opening she’s been waiting for. But what happens that you feel something profound about human nature and business?
0:20:06 (speaker ?) Should we change with four cars or four cranes? Ms. Morris says, “Would you mind leaving them with me? I’m so busy now, I’ll try them when I have time.”
0:20:19 (speaker ?) Now consider the stakes at this moment, S.D. is crying if she’s living with her parents, she’s making claims about her children.
0:20:44 (speaker ?) Most people look just like their parents and like to wear them for the best of career. This is a potential big boy, no risk in knowing the salon owner, but S.D. she’s not most people, she refuses.
0:21:00 (speaker ?) “Just let me show you how they work,” she says, already opening one of her cars. “Give me just five minutes and you’ll see the right way to use them.”
0:21:18 (speaker ?) Five minutes later, Ms. Morris is staring at herself in the mirror looking incredible. If she doesn’t know it at the time, she’s on to make an offer that would launch an empire.
0:21:34 (speaker ?) Do you think you would be interested in running a beautiful session at the new salon? S.D. immediately responded, “Yes, yes, yes, Ms. Morris.”
0:21:50 (speaker ?) Here’s why this moment bothers you so much. When a product fails to deliver to promise, customers don’t blame themselves, they blame the product.
0:22:02 (speaker ?) And once they decide a product doesn’t work, you haven’t just lost a sale, you’ve lost a relationship forever.
0:22:20 (speaker ?) Think about what would have happened if S.D. just left the claims. In the best case, Ms. Morris tries them and immediately somehow manages to use them perfectly.
0:22:31 (speaker ?) But that has never happened, more likely she uses too much cream and less it feels oily and she hates it.
0:22:46 (speaker ?) What’s too little and she has no results and she’s disappointed. More than one level and she gets diminished in facts and she’s unimpressed.
0:23:01 (speaker ?) By the time she forms her opinion, S.D. wouldn’t have been there collecting the mistakes. The product wouldn’t have failed the experience would have.
0:23:19 (speaker ?) This insight would go on to transform which is, we know, those makeup cameras you see in every department store today with dedicated chairs and beauty experts.
0:23:28 (speaker ?) But I started because S.D. refused to let her first customer cry products alone.
0:23:51 (speaker ?) The opposite was hands on tables, the partnerships, insistence, and test drives. The earphone, a principle that a young woman proved in a Manhattan beauty salon in 1920.
0:24:02 (speaker ?) With tons of free reality shows, you are totally free to watch what you love on Pluto TV.
0:24:22 (speaker ?) And for me, that’s dance moms are a skill, the challenge can truly be sure. All totally free on Pluto TV. Stream now, pay never.
0:24:30 (speaker ?) Are you between jobs, self-employed or losing group health coverage?
0:24:46 (speaker ?) Get protection from costs not covered by your government health plan with personal health insurance from BC’s health experts Pacific Blue Cross.
0:25:01 (speaker ?) Design a flexible plan with comprehensive coverage for dental, massage, mental wellness, visual, vision, prescription drugs, and more.
0:25:06 (speaker ?) All starting from only $3 a day.
0:25:28 (speaker ?) Buy now for coverage that begins on the first step next month. Get covered at pac.bluecross.ca.
0:25:39 (speaker ?) The 1932-year-old S.D. Lloyd Cromack tried to crucify water.
0:25:51 (speaker ?) Later he says to mother, “Did you have a son, mother?” He was born in 1932.
0:26:01 (speaker ?) But motherhood didn’t just fill this room as stay down, it seemed to focus her more in speaker.
0:26:16 (speaker ?) Even as the oppression squeezed her family and an entire generation, she tried every spell movement into an opportunity.
0:26:25 (speaker ?) Should we cook up little pots of cream constantly, did away with the pots of her father?
0:26:34 (speaker ?) He was not good enough, she wrote, “I could always think it better.”
0:26:40 (speaker ?) This isn’t just discrimination, this is obsession.
0:26:53 (speaker ?) Think of James Dyson as 5,127 prototypes for the vacuum that would little birds live.
0:27:10 (speaker ?) Each attempt changing just one thing, each failure revealed one more truth. Each generation brought in one step closer to perfection.
0:27:29 (speaker ?) I know that obsession is the word for my solution, sir. There was never quiet in the house, I always thought most alive when I was doubling in crime.
0:27:39 (speaker ?) This is what obsession looks like. You think you’re better than a show, you wake up thinking you’re better.
0:27:48 (speaker ?) It’s there when you’re driving to work or you’re on a date. It’s there in the grocery store.
0:28:01 (speaker ?) And when you’re dead obsessed, when you’re calling all and two things happen, you get really, really good at it.
0:28:07 (speaker ?) The problems start to look like opportunities.
0:28:16 (speaker ?) This is why obsession matters more than talent, more than connections, more than timing.
0:28:42 (speaker ?) My friend of ours said this, he said, “If you’re not 100% into it, somebody else is 100% into it and perform it, and they won’t just imperfect me by a little bit, but imperfect me by a lot.”
0:28:56 (speaker ?) Understanding the importance of first impressions was one thing, finding the perfect moment to create them was another thing entirely.
0:29:13 (speaker ?) An essayist genius when discovering this moment in what might seem the most ordinary persons, I’m your hero, father, gladness is yours, and so on.
0:29:32 (speaker ?) You ask, “Can you find women who already think you’re better friends? Literally unable to move, completely blocked out of their mind, and most importantly, they couldn’t leave?”
0:29:49 (speaker ?) As I say with little weight, a woman sipping under the crowd would be rather pale with the time it took to cry her hair, or worse, he says, with little fear.
0:30:05 (speaker ?) Her pitch was masterful, and it’s impressive. Would you like women make your skin feel peppered and soft when you wait for a charge of course?
0:30:19 (speaker ?) It proved impossible to refuse. There was nothing to lose but time, and it was exactly what they had in abundance.
0:30:36 (speaker ?) But the timing of her demonstration wasn’t just good, it was precisely calculated. She knew exactly when to remove the cream and apply the makeup.
0:30:48 (speaker ?) When after the hellish fight the performance started, the father woman had a chance to think a better girl should put it.
0:31:03 (speaker ?) Her sequence was choreographed like a performance, first the glow, then the humming-core battle with its built-in foundation.
0:31:20 (speaker ?) The touch of true cause eye shadow, and finally her cup to grasp, the douches-crisis lipstick which made teeth your quick pores.
0:31:37 (speaker ?) When these women finally left the scene while they were experiencing something they’d never had before, the perfect convergence of cry hair and cry makeup.
0:31:52 (speaker ?) They weren’t just looking good, they weren’t looking their absolute best, the way they look only once a month when they’re facing it this way.
0:32:08 (speaker ?) And what he thought more, the peak confidence when they couldn’t stop staring at themselves in the mirror, as they would do against a master’s group.
0:32:26 (speaker ?) A gift. Now the big sequence should lead away, but it wasn’t just a secret, it was a revolution in which all would begin with a simple answer.
0:32:35 (speaker ?) I would give the woman herself whatever she did not buy as a gift.
0:32:54 (speaker ?) The gifts themselves were of this comically smell, a few teaspoons of powder in an oxen, a slivered lipstick with its croffins to apply it with their fingers.
0:33:09 (speaker ?) Sometimes it was just a little bit of glue, but the size didn’t matter. What matter was that no one left empty-handed.
0:33:28 (speaker ?) She didn’t have an advertising department, she didn’t have perfume like hers not yet anyways, which she had with something of an intuitive understanding of women and human nature.
0:33:42 (speaker ?) I just knew she would later explain, even though I had not yet named the technique, that a gift with purchase was very appealing.
0:33:59 (speaker ?) But as they would even follow her in this reality, she would give gifts with all the purchase. This wasn’t in channel last, it was completely strange.
0:34:20 (speaker ?) The goal was to get her products and everyone’s hands to let them try them at home after she explained how to use them to transform skeptics and believers in the privacy of their own bathrooms.
0:34:40 (speaker ?) Having tried a divine measure in her own home she would, and seeing how fresh and lovely her little work she would be faithful forever, of that, I had not once thought that.
0:34:53 (speaker ?) Those small gifts, those perfectly timed demonstrations would go into something much better than just a self-study.
0:35:05 (speaker ?) They would become the foundation of an umbrella, but not of advertising dollars, but of something far more powerful.
0:35:15 (speaker ?) Women told everyone about the products that actually worked.
0:35:28 (speaker ?) There were no stays before television and high-class advertising only took few years to communicate the message quickly.
0:35:43 (speaker ?) Told her, and told her, but as they had discovered something far more powerful than both of them combined, told her,
0:35:55 (speaker ?) “The products are more simple, more homogenous than one hundred in the salon, and watch that woman tell her values.”
0:36:15 (speaker ?) This wasn’t just one of their marketing, it was finally marketing before anyone had invented the term, and it would launch a still-water cosmetics trend in this unlikely time imaginable.
0:36:23 (speaker ?) Deploy depression, but success brought its own challenges.
0:36:39 (speaker ?) The beauty salons were working, her products weren’t demand, but as they was restless, she needed something bigger, she needed department stores.
0:36:49 (speaker ?) Not just any department store, she had her sights set on the crown jewel of the world.
0:37:11 (speaker ?) “Sax Fifth Avenue”, her object was beautiful, beauty salons required cash, limiting impulse purchases, but department stores offered something or who she had told accounts.
0:37:26 (speaker ?) When a customer kept asking to have a camera at Sax Fifth Avenue working charge, as they knew she’d found her next opportunity.
0:37:35 (speaker ?) “But then came the mayonnaise incident. A middle-of-the-night trial for her.”
0:37:55 (speaker ?) When people die, ask a fact that Miss Nevins, wife of the department store owner, had made a mistake and asked a super-witch or a published crime for mayonnaise in that night’s salon.
0:38:03 (speaker ?) The labels had piled off in the refurbishable Miss Nevins store too.
0:38:16 (speaker ?) “Nonsense, my dear, as they were sure heard, there are only pro products like cream. It’s probably healthier than mayonnaise.”
0:38:27 (speaker ?) The dog asked for fun, but even a wife about the meal, but the incident revealed a crucial flaw.
0:38:33 (speaker ?) Her packaging wasn’t working for prime time yet.
0:38:49 (speaker ?) What for was obsession with the lipstick shops? As they knew her clothes had to be perfect, they would sit in women’s bathrooms computing what to call her.
0:38:57 (speaker ?) The labels couldn’t pure the shower steam, the color had to work everywhere.
0:39:08 (speaker ?) For weeks she became a comfort packaging with her crew, sample drawers in her evening purse,
0:39:20 (speaker ?) excusing herself at every restaurant and every friend’s home to compare colors against bathroom wallpapers.
0:39:32 (speaker ?) Finally, she found a fragile pill to use that wasn’t quite blue and wasn’t quite green,
0:39:41 (speaker ?) but was perfect with ever-were people from mansion to monastery.
0:39:50 (speaker ?) Bringing the socks for the avenue wasn’t just the next step, it was the twig.
0:39:57 (speaker ?) But with any overriding success, it would take years.
0:40:12 (speaker ?) The grandma was arrogant, the tall woman kept in the middle of nowhere with customers constantly calling socks asking for a price.
0:40:25 (speaker ?) Then came two unexpected eyes, mismarrying creams, an assistant barrel with accident-scrubbed skin,
0:40:35 (speaker ?) and the daughter of the socks executive who lost her field of hydro-critic production.
0:40:48 (speaker ?) After Estes’ fitness crotch fell between her skin, a long spurt through socks executive arms had knelt for her.
0:41:00 (speaker ?) Finally, Monsieur Robert faced the Cosmic Bear, a seeded touristic culture of millions request.
0:41:16 (speaker ?) However, it hung above with the merchandise, a sound that represented both everything they dreamed of and everything they could use.
0:41:26 (speaker ?) Too much for a new way of destroying a very different, much more serious operation.
0:41:32 (speaker ?) They said they were trying to find a factory to fill the first floor.
0:41:38 (speaker ?) They found a former restaurant on Central Park West.
0:41:44 (speaker ?) Six months went by had to be paid in advance.
0:41:51 (speaker ?) In advance were works that made her small and hard.
0:42:06 (speaker ?) The crude creams and old gas bottles were as strong as jars full of water and did everything with just four hands or some drills.
0:42:19 (speaker ?) Night after night, they walked into the exhaustions to sleep again almost when the other was awake walking.
0:42:29 (speaker ?) They had to be on time. Everything was on the line. This had to be perfect.
0:42:39 (speaker ?) The stakes were beyond personal and invested in their money plus money from her father.
0:42:49 (speaker ?) When someone wants ostracic work business, they were enjoying the beauty salon days they took.
0:42:56 (speaker ?) The given way business, it takes very long, has to be postponed.
0:43:03 (speaker ?) Don’t worry, whatever we give away, God will give back to us.
0:43:13 (speaker ?) She was mad at what? Open-ended socks that every person should ever give an example to.
0:43:19 (speaker ?) Every one of her little products, they all cured.
0:43:26 (speaker ?) In two days, they didn’t just sell raw. They sold it completely.
0:43:40 (speaker ?) It was 1946 and last day we’d say the real fun was about to begin.
0:43:48 (speaker ?) The secret incognito business success is not what most people think.
0:44:05 (speaker ?) Tau, the students in plenty of gifted people feel. Education, she knew success for her profession, never seen the answer to that.
0:44:12 (speaker ?) Connections, starring in villages, no, no.
0:44:20 (speaker ?) The mystical ingredient was something far simpler than the horror.
0:44:24 (speaker ?) It’s persistent, shouldn’t we?
0:44:34 (speaker ?) It’s the serenity, the spirit, the compulsive, the stickiness, just when you’re at your most high.
0:44:44 (speaker ?) It’s the quality that forces you to persevere. Finding one around the stone wall.
0:44:55 (speaker ?) It’s the immoveable stubbornness that will not allow you to give in when everyone says give up.
0:45:01 (speaker ?) But persistence isn’t just about endurance.
0:45:09 (speaker ?) Take a first day at fresh produce, the public’s strong selling terminal.
0:45:18 (speaker ?) A woman approached Esther’s newly-established heart, perfect with tranquil teeth,
0:45:22 (speaker ?) while other shepherds had snail-ish mouths.
0:45:30 (speaker ?) Other customers stagged. Esther’s pushing quite the asses on.
0:45:37 (speaker ?) Not her, Ms. Mother. Don’t waste your time. She’s not going to buy anything.
0:45:41 (speaker ?) I know her type, I never want to.
0:45:54 (speaker ?) As they transformed her. Since when she has grown into how much money she has in a pocketbook,
0:45:59 (speaker ?) then she took what she always did she wanted to work.
0:46:08 (speaker ?) First, the cleansing hall, powder on and tissue off, then a crumb pack for a minute,
0:46:15 (speaker ?) a touch of all-purpose cream, working just so in the morning.
0:46:25 (speaker ?) Blusher for definition, adjusting the powder and finally a touch of Dutch’s crimson lipstick.
0:46:31 (speaker ?) When Esther handed her the mirror, something magical happened.
0:46:43 (speaker ?) The woman’s crown, an gorgeous face, set off by the gorgeous looking woman, was transformed.
0:46:47 (speaker ?) They couldn’t speak each other’s languages.
0:46:56 (speaker ?) Esther’s English meeting the woman’s Spanish and afforded me full incomprehension.
0:47:01 (speaker ?) The beauty needs no translation.
0:47:13 (speaker ?) The woman opened her second black purse over four women, not with pencils, but with American dollars,
0:47:16 (speaker ?) about two of them with her.
0:47:21 (speaker ?) The next day, the woman took the same thing.
0:47:31 (speaker ?) This story stuck with me because if you’ve ever been discouraged or overlooked
0:47:39 (speaker ?) or picked last in gym class, if you’ve ever been looked at funny,
0:47:49 (speaker ?) when you walk into a fancy store, you know how it feels and you never treat others like that.
0:47:59 (speaker ?) Esther knew, she knew what it felt like to be discouraged or into her life.
0:48:06 (speaker ?) Remember the woman who told you that she’d never thought that was?
0:48:12 (speaker ?) She knew that stuck with her.
0:48:19 (speaker ?) Just beside you before we move on in this story,
0:48:28 (speaker ?) it’s mind-trust persistence that models its persistence and direction
0:48:35 (speaker ?) and tackle a bit of the other persistence and reflections to you.
0:48:42 (speaker ?) Direction gives persistence a focus.
0:48:52 (speaker ?) Picture this, each one wearing dollars had a new location for her in the office.
0:49:02 (speaker ?) Sleepy-eyed women technician watches as the woman steps up to the microphone,
0:49:12 (speaker ?) what she gets instead is pure electricity.
0:49:20 (speaker ?) And after a while, just in front of you with the newest ideas for beauty,
0:49:28 (speaker ?) in this weather you have to work hard to look your loveliest and I have the secrets.
0:49:37 (speaker ?) I have an air-published cream that takes the place of the felt creams that you’ve been using.
0:49:46 (speaker ?) And I have a glow and a powder that will make you look fresh and clean no matter how hot it is.
0:49:51 (speaker ?) And I have a small gift for everyone when it comes in.
0:50:01 (speaker ?) Don’t let me personally show you how to publish the newest beauty trucks from Paris and London.
0:50:06 (speaker ?) Start the new year with a new face.
0:50:10 (speaker ?) The response was a whacker.
0:50:23 (speaker ?) Moving forward with her channel, the tagline “Start the new year with a new face” became more than an advertisement.
0:50:26 (speaker ?) It became a promise.
0:50:37 (speaker ?) A rallying cry for transformation in the new office will compete year after year.
0:50:42 (speaker ?) But Esther wasn’t just selling products.
0:50:47 (speaker ?) She was providing the rules of retail.
0:50:55 (speaker ?) When opening a new car, she didn’t show up for a ribbon cut and ceremony.
0:50:59 (speaker ?) She stayed for the entire week.
0:51:05 (speaker ?) She saw what did and joined her sales staff.
0:51:16 (speaker ?) She went to every department in the store and she gave samples to every woman working in the other department.
0:51:20 (speaker ?) She matched hats to lipsticks.
0:51:27 (speaker ?) She went and did a folk rep press with the lip neutralizer.
0:51:37 (speaker ?) She went all the way and it didn’t matter if the stores were in there or in the middle of nowhere.
0:51:39 (speaker ?) She was there.
0:51:45 (speaker ?) She was there for a week and she gave it one hundred percent.
0:51:50 (speaker ?) No community was too small for my attention.
0:51:56 (speaker ?) My absolute full effort should have made of recall.
0:52:07 (speaker ?) Consider this, she went for the bus for six hours to open a tiny store in Corpus Christi, Texas.
0:52:15 (speaker ?) When alone with no one would pay a hundred and fifteen dollars for a coin,
0:52:19 (speaker ?) she did not want her whole price.
0:52:23 (speaker ?) She went as the curiosity.
0:52:31 (speaker ?) Her advertisement simply asked what makes a coin worth a hundred and fifteen dollars.
0:52:35 (speaker ?) How many estates would her find out?
0:52:41 (speaker ?) Her answer was pure estates, of course.
0:52:46 (speaker ?) Why do you spend so much for a Picasso?
0:52:53 (speaker ?) The women and girls spending cost two dollars and seventy-five cents.
0:52:59 (speaker ?) Each child paid perhaps a dollar seventy-five.
0:53:07 (speaker ?) You’re paying for creativity for experience for something that works for you.
0:53:13 (speaker ?) This isn’t one joy with a bunch of rocks thrown in.
0:53:23 (speaker ?) It’s quite such pure ingredients blended to make you look your loveliest at an age.
0:53:29 (speaker ?) This was Estee Lauder’s genius and action.
0:53:36 (speaker ?) Never underestimate any woman’s desire for beauty.
0:53:42 (speaker ?) Never let other prejudices limit your vision.
0:53:52 (speaker ?) But never ever stop finding new ways to reach people who might not even know what they’re looking for.
0:54:04 (speaker ?) When Estee Lauder said, “Estee didn’t just walk the car, she walked the entire store. This was part of her genius.”
0:54:11 (speaker ?) However, the public dressers had shoes for Christmas visits.
0:54:18 (speaker ?) She would give all the sales women, gifts, makeup and clothing.
0:54:22 (speaker ?) This wasn’t a joy.
0:54:28 (speaker ?) It was telling women that they’re preferred into telling everyone.
0:54:34 (speaker ?) If I could make friends with the saleswoman’s only heart, she explained.
0:54:45 (speaker ?) She might suggest to a customer to do free makeup and ask them what to cover with their hands than they had initially.
0:54:57 (speaker ?) She was broken in, did her sister, when she spotted a magnificent, velvety heart with a clear view.
0:55:05 (speaker ?) She’d give the heart sales woman her Estee Lauder lipstick that matched it perfectly.
0:55:13 (speaker ?) When you sell the heart, she suggests, “Why don’t you show your class to my best lipstick?”
0:55:19 (speaker ?) Soon the woman buying hearts would find themselves at her channel,
0:55:28 (speaker ?) discovering that she’s the perfect lipstick, but annoyingly for new products, they hadn’t known they needed.
0:55:34 (speaker ?) Even disasters became opportunities.
0:55:38 (speaker ?) At the court, she watched the problems through.
0:55:49 (speaker ?) She found herself with only hand cream and two shades of lipstick, deep red and pure black.
0:55:59 (speaker ?) Instead of palette, she saw a passbook and she began demonstrating how to blend the colors.
0:56:10 (speaker ?) If you plan to draw her hair over the water in the human eyes, you’ll have the most exquisite mouth in the world.
0:56:20 (speaker ?) Reserved 144 tubes of hand cream and every lipstick sold in one day,
0:56:28 (speaker ?) those unsealed shades became the Christmas coveted colors.
0:56:35 (speaker ?) But a real masterpiece was how she tried her sales woman.
0:56:43 (speaker ?) The sales woman was my most important asset, she insisted.
0:56:51 (speaker ?) Just be a walking advertisement who inscriptions will possess.
0:56:56 (speaker ?) Never leave the camera empty.
0:57:01 (speaker ?) Use wooden spatulas that fingers from cream.
0:57:13 (speaker ?) In the summer talk about her wicked diet for the things, and the winter emphasis protection against the cold.
0:57:18 (speaker ?) But therefore she demanded honesty.
0:57:28 (speaker ?) When the customer asked the sales girl at the Estee Lauder channel for lipstick would come off and she’d be,
0:57:37 (speaker ?) the woman in sales girl told them, “Oh no, it’s almost in the open.
0:57:41 (speaker ?) I think hopefully enough in with a smile.
0:57:48 (speaker ?) Madam, if it never came off, I’d bear the business.”
0:58:02 (speaker ?) During each week long, strong opening, she would also visit every beauty editor at every local magazine and newspaper.
0:58:06 (speaker ?) Samples make all girls beauty fast.
0:58:13 (speaker ?) She wasn’t just selling products, she was building relationships.
0:58:19 (speaker ?) I promoted beauty, make friends everywhere.
0:58:23 (speaker ?) I make friendships.
0:58:30 (speaker ?) If they had never heard of being when I arrived in town, she would say,
0:58:35 (speaker ?) “With pride, they knew my name by the time I left.”
0:58:45 (speaker ?) I wasn’t just about selling products, it was about building relationships, creating an experience,
0:58:53 (speaker ?) transforming not just faces, but the entire return landscape.
0:58:58 (speaker ?) One relationship at a time.
0:59:05 (speaker ?) Success, however, has a way of revealing its own limitations.
0:59:16 (speaker ?) After her client had sex in the office, Estee faced a new challenge, skill.
0:59:27 (speaker ?) Making individual contacts with each department’s girl work, but it was agonizingly slow.
0:59:42 (speaker ?) Weeks went, sometimes years, to pass before convincing a single buyer, one single date keeper, to start her products.
0:59:46 (speaker ?) I started the week, she would call.
0:59:52 (speaker ?) I didn’t have time for waiting, or I guess the disposition.
0:59:57 (speaker ?) This wasn’t impatience, it was agonizing.
1:00:09 (speaker ?) She needed a way to work for her efforts, to try single victories and to pass it by friends.
1:00:17 (speaker ?) She knew her product worked, but she wanted to increase the velocity.
1:00:24 (speaker ?) The answer came in her unworkly form, buying offices.
1:00:32 (speaker ?) These Sanctuary’s purchase products from many stores throughout the country.
1:00:43 (speaker ?) What Estee saw wasn’t just an administrative convenience, it was a lever that would move backwards.
1:00:54 (speaker ?) Her unsuccessful presentation to buy an office could accomplish many months of skill best grown negotiations.
1:00:59 (speaker ?) She had discovered something crucial for business.
1:01:04 (speaker ?) Sometimes the assistant can work for you.
1:01:15 (speaker ?) That’s how she found herself at 9 in the morning in the waiting room of the American auctioneer’s incorporation.
1:01:22 (speaker ?) A buying office that could open the worst in a public source across the country.
1:01:27 (speaker ?) She was the only woman in the world.
1:01:40 (speaker ?) And this is one of my favorite stories in the entire book, and it shows you what a bad ass she is.
1:01:47 (speaker ?) Here’s how she tells it exactly and how a bad ass she is.
1:01:55 (speaker ?) I want to get this work for lunch, and then feel what she’s feeling.
1:02:06 (speaker ?) I’d like to see Miss Mary Western and Cosmetics by her please adventure to the receptionist.
1:02:14 (speaker ?) She’s very, very busy with the answer, wouldn’t you come back another time?
1:02:25 (speaker ?) Oh what a wonderful evening, I said. Where we are today, I’ll just sit here quietly until she has a frame on her.
1:02:29 (speaker ?) I’m waiting. I’m waiting.
1:02:35 (speaker ?) No salesman for other companies for us to come in.
1:02:43 (speaker ?) I’m waiting. What’s in your frame, I asked the salesman who was also waiting.
1:02:50 (speaker ?) What do you mean, Emmett? He asked back. How should I know what’s in it?
1:03:01 (speaker ?) They tell me what it is, how many odds we’re gonna win, they tell me it works, that’s all I have to know.
1:03:16 (speaker ?) Have you an answer? Inside my mind is one. My salespeople will know what’s in a product to show me if I ever get that far.
1:03:21 (speaker ?) How could you sell something so bloody?
1:03:37 (speaker ?) I knew what was in my frame. I knew what was in every last frame of it, but you immediately told me what was in it and how to use it.
1:03:46 (speaker ?) She was a fraud. Still, he was calling. Then we did.
1:04:04 (speaker ?) If you know, behind the ranks of the post-cretionist and in this western schedule is impossible, really, I think you’d better come back another day. One day we’d be perfect.
1:04:14 (speaker ?) Well, thank you, sir, but I’ll try waiting a little longer, as long as I’m here, if you don’t mind.
1:04:30 (speaker ?) Two o’clock, two o’clock, four o’clock, I waited the whole day if you weren’t invisible. I was close to two years.
1:04:42 (speaker ?) At 5.15, this western herself came back. Looked at me and just flew away from us. Are you still here?
1:04:52 (speaker ?) What do you have in the woods? How do you know what you have? Such patience must be worth walking.
1:05:02 (speaker ?) The awesome chest I was walking when I heard that was called for in this moment was the experience of one hand.
1:05:20 (speaker ?) In two minutes I opened my box of cosmetics made up of this, then sugar had to use the back of her hand to feel the rich softness of her motherless skin.
1:05:30 (speaker ?) She liked it of course she did. I was lucky to find a woman by her side that the demonstration was possible.
1:05:55 (speaker ?) If it were a man, I’d have demonstrated the creams anyway but on the back of his hand. After he ignored the difference between us two hands, I would have given him some cosmetics for his wife hoping she’d sell my brother to her husband.
1:06:07 (speaker ?) This western was impressed. That was the good news. The bad news was there was still no one from the other side.
1:06:23 (speaker ?) Crying again said my question. After you gather friends with a smile, the smile disintegrated the moment I wished that change would happen.
1:06:36 (speaker ?) I remember waking up there with such despair and frustration. There was to be no way up to the end of the story.
1:06:45 (speaker ?) Don’t comfort me. Don’t cry honey. You didn’t miss your good news.
1:06:55 (speaker ?) That was a miracle. She caught up with the story eventually. Remember when it was to stay.
1:07:09 (speaker ?) He was right. I called the thank-you person. I was always careful to be polite, truthful and generous with understanding.
1:07:23 (speaker ?) Eventually, this western was able to get his job from her wife. I then missed my wife’s and another bad office from me and mother.
1:07:34 (speaker ?) I wasn’t exactly worthy of meeting her. But this drama was pushing us beginning to work.
1:07:39 (speaker ?) Why? Never force.
1:07:52 (speaker ?) Can you imagine sitting in my cell phone with no appointment or just waiting a week all day forever being polite?
1:08:01 (speaker ?) Always. Guys around me have no idea what to look for in my works.
1:08:09 (speaker ?) I don’t play. I’m the only one who knows the efforts.
1:08:19 (speaker ?) Finally getting to see her. Demonstration loves her. She has no space at the moment.
1:08:31 (speaker ?) That’s the stupid face that takes us to what we get from onwards, who has been.
1:08:39 (speaker ?) Partner. Your partner is so important when you’re going through these moments.
1:08:50 (speaker ?) Hope all your comforts are sustained while you’re working for the one you get to see or bow as a miracle.
1:09:03 (speaker ?) The story? Does the spirit that transforms the small family business into a global model?
1:09:16 (speaker ?) The same persistence that kept Oregon out with you all day would drive the company’s expansion across continents.
1:09:24 (speaker ?) The same attention to detail that how you knew what everyone would get within you.
1:09:37 (speaker ?) How would you use the brotherhood for it? The same refusal to take your father answer would open the doors of the world in life.
1:09:44 (speaker ?) Use all you when she or has been doing what you’re struggling to do.
1:09:51 (speaker ?) You can’t know where you had taken them to dinner with a way of concerns.
1:10:00 (speaker ?) One of your son, the young of the time, was included in this course from the beginning.
1:10:11 (speaker ?) Don’t you know what was there at first? The more time you worked in the cosmetics industry at this time.
1:10:22 (speaker ?) And you were the day you invested your savings and your time into this impossible business.
1:10:32 (speaker ?) They didn’t, anyway, because that’s what they’re like first, and they believe in themselves.
1:10:44 (speaker ?) They can be talkative of the ideas. If you can be talkative of the ideas, you’re not obsessed with it. You don’t believe in it.
1:10:58 (speaker ?) Has one of the future seen you first and what would they say? Accounts and lawyers make quick accounts of lawyers we need them.
1:11:03 (speaker ?) But we make the business decision.
1:11:14 (speaker ?) It was a philosophy script from our point of view. People were from people who tried to be a little more ambitious.
1:11:25 (speaker ?) Small people always do that, but the way they quit makes you feel like you’re true to the current point.
1:11:31 (speaker ?) There’s over 500,000 small businesses in DC,
1:11:36 (speaker ?) and no two are alike, and it’s open to.
1:11:42 (speaker ?) I’m a graphic designer. I saw gadgets and that.
1:11:50 (speaker ?) That’s why DCAA created one size dozen physical insurance.
1:11:56 (speaker ?) It’s customizable based on your unique needs.
1:12:03 (speaker ?) So whether you manage rental properties or paint pet portraits,
1:12:12 (speaker ?) you can protect your small business with DC’s most trusted insurance brands.
1:12:26 (speaker ?) There’s the bcaa.com/smallbusiness and use promo code radio to receive $50 off conditions apply.
1:12:41 (speaker ?) You can interact and invest in a first life secure. So whether you are maybe the last season played, you can make your investing steps go.
1:12:51 (speaker ?) And if you like me and think that TFSA stands for daily finance savings adventure,
1:12:58 (speaker ?) maybe reach out to TV to help the person.
1:13:11 (speaker ?) Innovation often starts with a question.
1:13:25 (speaker ?) For a long time the question came to the police during a three unopened boss perfume gathering dust on the dresser.
1:13:32 (speaker ?) “Why don’t women use the perfume?” she asked herself.
1:13:49 (speaker ?) The question seemed innocent enough that the answer would reveal not just what was wrong with the perfume industry, but how the revolution was.
1:14:01 (speaker ?) Society and trap perfume in the golden cage was a gift to be received, never chosen.
1:14:17 (speaker ?) Profoundly you find the women magic perfume, a woman might die in an expensive plum but purple perfume that would be on the scandals.
1:14:36 (speaker ?) The result? Millions of dollars of fragrance sitting untouched across America’s whole world waiting for special occasions that never worked.
1:14:46 (speaker ?) To understand this was nonsense. She’d always been training her own thoughts but she understood something crucial.
1:14:56 (speaker ?) You couldn’t just change your product, you had to change how women thought about themselves.
1:15:14 (speaker ?) For once she became a forward scientist dozens of tiny bottles of moist hats and adjustments until she found something that pleased her enormously.
1:15:28 (speaker ?) The result was sweet, long and diffuser meaning it would never mean more easily with flesh and water.
1:15:36 (speaker ?) The last part wasn’t just chemistry, it was clergy.
1:15:52 (speaker ?) Youth Dew was a blinding mistress for she positioned it as a bathroom that happened to double as a skin perfume.
1:16:08 (speaker ?) It also established as the water is not just a skin cure company but a fragrance house which added an aspiration to the boil.
1:16:26 (speaker ?) Youth Dew wasn’t just a scent, it was a scurry, it was served as an experience, and what colors were called for women to pepper themselves.
1:16:36 (speaker ?) The genius of Youth Dew wasn’t just what it was, it was what it wore personally.
1:16:53 (speaker ?) By transforming perfume from a gift into a personal purchase as they didn’t just launch a product, she created an entirely new market.
1:17:11 (speaker ?) The numbers to hold the story from 50,000 sales in 1952 to over 150 million by 1984, that was just for Youth Dew.
1:17:34 (speaker ?) But the one strong wasn’t just in the income statement, it was in the lives of the millions of women who suddenly felt free to choose their own side, their own style, their own definition of luxury.
1:17:48 (speaker ?) The impact went far beyond sales. Women who bought Youth Dew won’t just buy your fragrance, they will buy independence.
1:18:00 (speaker ?) Every purchase was a small decoration. I don’t need to wait for somebody else to make me feel beautiful.
1:18:15 (speaker ?) This is what true innovation looks like, not just making something better but making something possible that wasn’t possible before.
1:18:39 (speaker ?) Just as Henry Ford didn’t just build a better horse carriage but gave people a new way to think about distance and self, as they didn’t just make a better perfume, she gave women a new way to think about luxury and self-love.
1:18:50 (speaker ?) Sometimes the biggest opportunities don’t lie in competing in existing markets but in creating new ones in time.
1:19:04 (speaker ?) Some of the techniques waste the power to be bitten by a new part and no one else even knows it exists. Not even a wheelchair.
1:19:18 (speaker ?) When you’re sure it’s a home and daughter boot fragrance itself. Sometimes the smallest changes help the biggest impact.
1:19:34 (speaker ?) The French perfumes sealed their bottoms with cellophane and glue more, as they did something radical. She left Youth Dew accessible.
1:19:50 (speaker ?) When the customer could unscrew the cap, which she knew was exactly what they wanted to do and smelled, it was the most elegant crap ever said.
1:20:15 (speaker ?) Once a customer opened up on the essence would get on your hands. They might leave the channel but if you wouldn’t go with them, cannot win your insight into what no advertisement could, they wouldn’t make them come back.
1:20:29 (speaker ?) Even the chemistry was strategic. Youth Dew was a revolutionary process that would miss French magic gradually throughout the day.
1:20:45 (speaker ?) The other perfumes faded by one shift to tropical needs magic. Every hour was another subtle reminder to a charge of the channel.
1:21:05 (speaker ?) One didn’t just dab it on your waist, they plug it into your baths with a banding. When the young woman went to her husband’s blog, Esther’s response was pure genius.
1:21:18 (speaker ?) Praying Youth Dew in your bath and you’ll see her blog is. The one little crowd in need Esther was saving her marriage.
1:21:37 (speaker ?) Should we go and challenge other perfumes? Why shouldn’t women wear just one signature set? Why didn’t women have different personalities from day and evening?
1:22:02 (speaker ?) Why shouldn’t they have a frightened woman? The only woman she had said was that no woman should be overpowered. If a woman’s perfume proceeded her entrance and didn’t arrive with her, she was wearing too much of the wrong perfume.
1:22:21 (speaker ?) Esther had discovered something fundamental for a woman to exist in the mind, not just in the nose. She wasn’t just selling a scent, she was selling hope.
1:22:45 (speaker ?) Since Esther never has a way of attracting competition, not all of it work. Despite the work of the stick-holdingness, sometimes comic would have lost with the young man who applied for a five-composition challenge on water.
1:23:00 (speaker ?) I’m not looking for you so much, you don’t even have to pay me. Who are the young men, Esther, with little work with characteristic crime work?
1:23:28 (speaker ?) How to restrict it to you? But the industrial espionage was known laughing at a choice with some family of women, had turned copying into a science, nearly as blank as a poem is an ocean of analysis.
1:23:54 (speaker ?) Speckling scopes, breaking down colors, impoverished, ultra-ballot machines, decoding fragrances, atomic absorption, equipment, reverse-engineering formulas, the game became almost absurd in its intensity.
1:24:13 (speaker ?) When Esther wanted to actually play the character of Brian Box, lying with Brian, with a flip-flop, trying to have enough of his empty, white edges, Brian for weeks.
1:24:27 (speaker ?) But the mothers had known the crucifixion lesson about projecting secrets. Sometimes the best defense is not yet, it’s a maze.
1:24:48 (speaker ?) Between a war between sisters for their families, trying each husband and with kinder minimums numbers, mothers double-seven said each are one-twenty B-F-X-Z.
1:24:56 (speaker ?) Pure jewel-boistered outsiders, but pure all-to-the-family.
1:25:12 (speaker ?) Then came the master show. No family was ever complete until the final number, with a frequency of ninety-five or ninety-eight percent done.
1:25:29 (speaker ?) The number of the mother family who personally delivered the last home phone inquiry, the true-to-five percent that made each creation unique.
1:25:44 (speaker ?) While the mother knew the complete formula, it wasn’t just security and its family tradition, trying to get to a better big village.
1:25:55 (speaker ?) Sometimes the hardest part of the one-minute isn’t knowing what to do, it’s not what not to do.
1:26:10 (speaker ?) This lesson came to life when one woman and one other brother pushed into his mother’s office, bombing with enthusiasm and trying to nail Paul’s bucket.
1:26:17 (speaker ?) It was about to learn that timing matters more than opportunity.
1:26:28 (speaker ?) I don’t want to get started with him as his voice is quiet before. She didn’t need to say the name.
1:26:45 (speaker ?) Go around in the industry and you’ll have something as the name will. I don’t know who him is, but I’ll push back in a way that I don’t want to structure in your records.
1:26:59 (speaker ?) Ben Kimmel was not just in business, but in strategy. Look, that’s the explainer. Right now he doesn’t take me seriously.
1:27:25 (speaker ?) He thinks I’m a cute blonde lady who is no threat to him. He’s always nice, chosen to big hole, and even if he does, sounds poison to the fuck right the moment I put something up on the market to compete seriously with him, he’s going to get upset, get difficult.
1:27:32 (speaker ?) I’m not big enough to fight him, yet.
1:27:42 (speaker ?) So, this was a lesson in position in engineering which bothers to pick one to pick them.
1:27:53 (speaker ?) You also have a moving sense. You don’t want to work your competitors to all the things that you can do.
1:28:07 (speaker ?) I think that that makes a lot of sense. They don’t push right where they have a discipline into which to compete on their own terms.
1:28:23 (speaker ?) The brand position that she chose, which was different than the one Elizabeth Ogden at the time, was Elizabeth Ogden on pink.
1:28:37 (speaker ?) You know, as a brand-in-color with one own sexiness, Ben has been wondering after something that nobody had ever done after before.
1:29:00 (speaker ?) A brand-new art skill, Ogden’s, only wants the cheap break-home of which, when it sounds you feel like we’re a challenge clinic, later on, in the future,
1:29:15 (speaker ?) as they offer us a lot more than what we’re doing, the core phrases from an upcoming champion taken correctly from his confident role in trial numbers.
1:29:32 (speaker ?) The message was clear to the player corporate hospital harsh, but such direct confrontation was only her style, that was just a shorter-hausted bow.
1:29:52 (speaker ?) I didn’t try that much with little work, and much preferred doing myself from the fore, when in the middle of the course, scared of the scammer on my mind and sticked to my business, not anyone else’s.
1:30:05 (speaker ?) That’s a crucial lesson for business teams, stay in your lane, you know, start with me and what other people do, and just do your homework.
1:30:28 (speaker ?) The commitment to Ogden’s wasn’t cheap branding, it was courage, use later when the betterers rushed to put ministers and design our names on his deep products as they were made focused on authenticity.
1:30:42 (speaker ?) The name had to describe the scent, and the woman who worked, chances to honor the woman, had cuddly personality.
1:31:05 (speaker ?) This commitment to Ogden’s was certainly more than just good manners, you’d become as the secret weapon when competitors chased celebrities and headlines, they built something more valuable, a repetition for some sorts.
1:31:24 (speaker ?) As they prepared to expand over with this focus on quiet excellence over mild confrontation, wouldn’t just distinguish them, it would define them.
1:31:39 (speaker ?) If you place your products in the last year of this year, as they would say, they’ll be tainted with second-class citizenship.
1:31:53 (speaker ?) This wasn’t just pride, it was courage, and in 1959 that courage led her to an audition school.
1:32:07 (speaker ?) Ogden’s was prestigious to public school. The first point came through an unexpected channel.
1:32:20 (speaker ?) So which public channel to honor asked his friend Alan Kimball to build exciting new products in York?
1:32:35 (speaker ?) Kimball’s response was better when he described the cause of the crime than the woman who could so defunct one way or another for five months.
1:32:48 (speaker ?) Soon after, after his tiny office on his fifty-third screen received a call, so which product would make to me?
1:33:01 (speaker ?) But what seemed more destiny is to have imprinted into a lesson in corporate bureaucracy and protocol.
1:33:16 (speaker ?) When asked to approach the current barrel mantra name, so which route’s interest, she discovered her first major in a national missile.
1:33:20 (speaker ?) She’s gone over the barrel’s head.
1:33:36 (speaker ?) She’ll never tell those people to do that again, she would take a wipe. See the one directly responsible for the cause, but it’s the problem, not the boss.
1:33:40 (speaker ?) Let the barrel get the credit.
1:33:51 (speaker ?) On the charge, she applied the same strategy that it worked in York, just with a British accent.
1:34:03 (speaker ?) For non-superclimbing beauty others building relationships, generating post-covers, the others appeared.
1:34:06 (speaker ?) The parents’ product didn’t call.
1:34:10 (speaker ?) The barrel’s response remained the same.
1:34:16 (speaker ?) No space, no name, no interest.
1:34:18 (speaker ?) Then came the test.
1:34:27 (speaker ?) So which is another one in the publish for offer for channel space.
1:34:34 (speaker ?) It was a better offer, a safer offer, an okay offer.
1:34:42 (speaker ?) An offering that would have given as to whether it’s first for holding on.
1:34:51 (speaker ?) So she chugged it down, not just because she was stubborn because of what it implied.
1:34:58 (speaker ?) If she couldn’t be in the best space, she’d rather be nowhere.
1:35:09 (speaker ?) This moment deserves a closer examination because it reveals something fundamental to building brands.
1:35:20 (speaker ?) The easy path was where there was a purchase channel space where the customers of food-holding wanted.
1:35:26 (speaker ?) Most professional managers would have chugged on it.
1:35:31 (speaker ?) Most advertisers would have called it smart business.
1:35:35 (speaker ?) Most investors would have demanded it.
1:35:41 (speaker ?) But this is when most companies don’t become as to the order.
1:35:50 (speaker ?) Look at this through the lens of second order thinking, let’s ask ourselves a number.
1:35:54 (speaker ?) The problem isn’t self-interest itself.
1:36:00 (speaker ?) The problem is what it would do to everything it came after.
1:36:07 (speaker ?) Start the second truth, score, and you become a second true brand.
1:36:19 (speaker ?) Your prices after margin, efficient, your image follows your presence, your future shrinks to fit your beginning.
1:36:32 (speaker ?) As they knew this instinctively, she’d seen a player in America, the cosmetics channel wasn’t just a place to sell products.
1:36:38 (speaker ?) It was a stage, a theater, a few more.
1:36:47 (speaker ?) This girl wasn’t just a mutation, it was a statement about what your brand meant.
1:36:56 (speaker ?) Who you’re associated with, and once you made that statement, you couldn’t take it back.
1:37:06 (speaker ?) So she said no to self-interest, she went back to wanting the next year, and the year after that.
1:37:16 (speaker ?) Finally, there is better crap, just a minute should ever hurt a tiny space.
1:37:25 (speaker ?) Not what the prestige cause matters, of course, but what the truth is.
1:37:37 (speaker ?) I would call you on your stand as they replied you were bursting with truth, whatever you say would be just fine.
1:37:47 (speaker ?) Then she did what she always did, she tried to put her into a focus.
1:37:52 (speaker ?) She visited every beauty editor again.
1:38:02 (speaker ?) But now, with the crucial difference, they could tell we was exactly where the final product was.
1:38:15 (speaker ?) The result was exactly what she’d waited three years for, as the man who’d sold it for cash base.
1:38:21 (speaker ?) Soon after water wasn’t just in her hands,
1:38:27 (speaker ?) it was the largest cosmetics company in the world.
1:38:32 (speaker ?) Starting with the best hadn’t just bought,
1:38:39 (speaker ?) but it bought exactly her shipyard.
1:38:47 (speaker ?) France would be another story, France wasn’t just another market.
1:38:52 (speaker ?) It was the market.
1:39:00 (speaker ?) In France they thought they knew everything and had everything they needed as they recalled.
1:39:07 (speaker ?) Nothing that they marked they had was the interest of French women.
1:39:17 (speaker ?) When Gary’s lost her head, the famous French publisher’s barrel wouldn’t even see her.
1:39:26 (speaker ?) As they decided that if she hadn’t got an invitation, she’d wait for an opportunity.
1:39:31 (speaker ?) They should surprise them all by this point in their story.
1:39:36 (speaker ?) What happened next, of course, becomes one dream.
1:39:44 (speaker ?) When she was due to her sales girl, she accidentally spilled some on the floor.
1:39:52 (speaker ?) They said later that it didn’t help us, but I’ll never tell, she would write.
1:39:56 (speaker ?) You could hear that smile in her words.
1:40:04 (speaker ?) So what happened? For days, customers kept asking about the magnificence
1:40:09 (speaker ?) of the barrel passing by again and again,
1:40:13 (speaker ?) including nor the constant inquiries.
1:40:18 (speaker ?) Soon the impossible had happened.
1:40:23 (speaker ?) Casting water was in France.
1:40:28 (speaker ?) At the gallery, laughing at it.
1:40:35 (speaker ?) Casting treated each market like a puzzle to be solved.
1:40:41 (speaker ?) And terrible she turned consignment into conquest.
1:40:50 (speaker ?) When they know her path, well, I mean, she’s something crammed to with an innocent girl.
1:40:57 (speaker ?) You sure you wouldn’t want to have to say no to anyone who asks
1:41:02 (speaker ?) if you have anything else on this line, would you?
1:41:06 (speaker ?) And even when she saw past the obvious,
1:41:11 (speaker ?) or everyone was focused on competing in her eye makeup,
1:41:14 (speaker ?) she never used skin care.
1:41:16 (speaker ?) The logic was beautiful.
1:41:20 (speaker ?) Get those smoldering Italian eyes
1:41:26 (speaker ?) a perfect cameras of clear-skinned match.
1:41:28 (speaker ?) By the time she finished,
1:41:34 (speaker ?) Estee Lauderdale was in 75 countries.
1:41:39 (speaker ?) Yet her greatest international achievement
1:41:44 (speaker ?) wasn’t ever in dollhouse or distribution.
1:41:50 (speaker ?) It was transforming how women would like thought about beauty.
1:41:55 (speaker ?) Reflecting on her success in French and urban,
1:41:59 (speaker ?) perhaps it sounds enormous,
1:42:06 (speaker ?) but I have no doubt that I’ve expanded the perfume market significantly.
1:42:13 (speaker ?) By convincing women they don’t have to work perfume on their special occasions,
1:42:18 (speaker ?) but could work every day of their lives.
1:42:25 (speaker ?) This helped the old and French perfumers as well as me.
1:42:31 (speaker ?) There was the Estee Lauderdale force we’d gone over,
1:42:33 (speaker ?) never compromise,
1:42:37 (speaker ?) or they never said for second best
1:42:41 (speaker ?) or never stop until you’ve changed.
1:42:50 (speaker ?) Not just world, people show up in how they think about beauty itself.
1:42:55 (speaker ?) Many people view the market like a pie.
1:43:00 (speaker ?) Each person wonder how to get the biggest slice.
1:43:03 (speaker ?) Governments think this way too,
1:43:08 (speaker ?) constantly deciding how to provide resources.
1:43:14 (speaker ?) Large bureaucratic organizations operate similarly,
1:43:18 (speaker ?) but don’t always see things differently
1:43:22 (speaker ?) instead of fighting over slices they ask.
1:43:25 (speaker ?) If we can make pie,
1:43:31 (speaker ?) why not make a bigger one so everybody gets more?
1:43:35 (speaker ?) When Estee Lauderdale perfumed,
1:43:44 (speaker ?) she didn’t just ask herself how to get a 5% market share of thickness slice from others.
1:43:48 (speaker ?) She called the hair pie where we were finding
1:43:54 (speaker ?) how perfume was used in calling a bath hall.
1:43:59 (speaker ?) The hair then discreetly expanded as was shown.
1:44:06 (speaker ?) This ability to see beyond conventional market definitions
1:44:11 (speaker ?) would become her signature strategy.
1:44:17 (speaker ?) In 1964, she turned her attention towards
1:44:21 (speaker ?) seem like an impossible market.
1:44:24 (speaker ?) Men’s Cosmetics,
1:44:30 (speaker ?) which was for women’s golf club interview
1:44:38 (speaker ?) after the launch of Hermes Women’s Division,
1:44:44 (speaker ?) Estee Lauderdale’s response was characteristically sharp.
1:44:50 (speaker ?) Do you mean shaving cream show, a shampoo, a soap?
1:44:54 (speaker ?) And tell me, honestly, after a day’s sale,
1:44:57 (speaker ?) when your hands are rough and reddened,
1:45:01 (speaker ?) have you ever crept into your wife’s side
1:45:06 (speaker ?) and the medicine captain delivered a hair lotion?
1:45:12 (speaker ?) The inspiration came from an intimate observation
1:45:16 (speaker ?) watching her husband drink and then from the rocks
1:45:20 (speaker ?) with his face raw and red.
1:45:26 (speaker ?) Sure, I’m charming and do cosmetics take care
1:45:31 (speaker ?) of my own husband’s face for sure with women.
1:45:37 (speaker ?) We refuse your claims, most would have seemed stubborn
1:45:41 (speaker ?) as I say it’s an opportunity.
1:45:49 (speaker ?) Well, what a new skin she would say skin was generous.
1:45:55 (speaker ?) I stayed tuned with her typical obsessiveness
1:45:59 (speaker ?) for 18 months to learn
1:46:05 (speaker ?) the government informed him within laboratories.
1:46:09 (speaker ?) Every formula, every texture,
1:46:13 (speaker ?) every possible combination was tested.
1:46:18 (speaker ?) Your bathroom shows begin with your showers.
1:46:23 (speaker ?) The first launch in 1965 failed.
1:46:29 (speaker ?) But the thing about the models is they don’t abandon them.
1:46:39 (speaker ?) The idea that we find in 1967 the launch wasn’t just a retry.
1:46:47 (speaker ?) It was a revolution that created the first complete non-skin dryer.
1:46:55 (speaker ?) Everything from iPads to aftershave and moisturizers.
1:47:00 (speaker ?) The packaging was distinctive as well.
1:47:05 (speaker ?) A tall show, a design as fan-sisted on display,
1:47:09 (speaker ?) too many swarming it was too busy.
1:47:15 (speaker ?) The 250,000 dollar investment at the time
1:47:19 (speaker ?) wouldn’t show returns in the first year.
1:47:23 (speaker ?) But one of the advantages to being family-owned
1:47:30 (speaker ?) is that they can think in decades not just quotes.
1:47:35 (speaker ?) Sometimes the best idea required was this.
1:47:40 (speaker ?) In 1968, right after the launch,
1:47:44 (speaker ?) a state announced a new venture
1:47:51 (speaker ?) seemed to break every rule in cosmetics.
1:47:55 (speaker ?) She created a five-pressed,
1:48:00 (speaker ?) four-inch free, algae-tested line
1:48:06 (speaker ?) at a time when fragrance was what’s in cosmetics.
1:48:13 (speaker ?) She launched 117 new products at once
1:48:19 (speaker ?) when Trinbush and Wisdom was distrubed.
1:48:26 (speaker ?) She created a new brand instead of using the other name.
1:48:31 (speaker ?) One brand recognition was everything.
1:48:36 (speaker ?) The industry didn’t just think she was wrong.
1:48:40 (speaker ?) They thought she’d lost her mind.
1:48:45 (speaker ?) But as they believed in herself and other people didn’t,
1:48:50 (speaker ?) she saw something that other people missed.
1:48:54 (speaker ?) The future of beauty was a bit sad,
1:48:57 (speaker ?) as more clean work and works
1:49:00 (speaker ?) that would become a clinic’s model.
1:49:02 (speaker ?) To what is right,
1:49:07 (speaker ?) you’ll please some people and astonish the rest.
1:49:12 (speaker ?) But just before the launch came the crisis,
1:49:16 (speaker ?) once before a model worked.
1:49:20 (speaker ?) Another company owned the name Clink.
1:49:24 (speaker ?) The packaging was already private.
1:49:26 (speaker ?) The marketing was worried.
1:49:28 (speaker ?) Everything was in place.
1:49:34 (speaker ?) Except they wait to use their own name.
1:49:41 (speaker ?) Model model offered $5,000 for the works.
1:49:45 (speaker ?) January, $50,000.
1:49:50 (speaker ?) January, finally, $100,000.
1:49:54 (speaker ?) A fortune in 1960.
1:49:59 (speaker ?) There was a whisk on a Chin’s ransom
1:50:02 (speaker ?) as they would later recall
1:50:05 (speaker ?) the one we knew we had the chance of.
1:50:09 (speaker ?) They bought the name.
1:50:15 (speaker ?) The launch of clinic was pure theatre.
1:50:21 (speaker ?) Everything screamed “Scientific authority”.
1:50:27 (speaker ?) Fogging computer stations for exact fit avenue
1:50:32 (speaker ?) provided personalized skin analysis.
1:50:37 (speaker ?) And I know when those women had never touched a computer,
1:50:40 (speaker ?) this wasn’t just shopping.
1:50:43 (speaker ?) It was the future.
1:50:47 (speaker ?) Consultant’s mob prints with Queen Stitchin
1:50:51 (speaker ?) and several buttons moved through the store
1:50:55 (speaker ?) with scientists carrying several tablets
1:50:59 (speaker ?) to examine customer skin.
1:51:01 (speaker ?) The message was clear.
1:51:04 (speaker ?) This isn’t beauty.
1:51:06 (speaker ?) This isn’t medicine.
1:51:11 (speaker ?) Even the packaging had to make a statement
1:51:15 (speaker ?) that Model was blue and gold clinic
1:51:17 (speaker ?) needed its own modernity.
1:51:20 (speaker ?) But not too critical
1:51:25 (speaker ?) people would think it was only for product and skin.
1:51:29 (speaker ?) The breakthrough came unexpectedly.
1:51:34 (speaker ?) So Model is 4 to 24 hours
1:51:37 (speaker ?) instead of just using it.
1:51:40 (speaker ?) They kept emerging and emerging
1:51:46 (speaker ?) until each package showed a different section of the pattern.
1:51:51 (speaker ?) The lack of conformity made some people nervous
1:51:53 (speaker ?) as they would wait
1:51:57 (speaker ?) but she’d know the uniqueness of it.
1:52:01 (speaker ?) Even the decision to launch independently
1:52:06 (speaker ?) from it as their model brand was strategic.
1:52:08 (speaker ?) As Model explained,
1:52:11 (speaker ?) they didn’t just want customers thinking
1:52:16 (speaker ?) Model was launching a hyper-organic line
1:52:19 (speaker ?) because there was something organic
1:52:22 (speaker ?) about the main products.
1:52:24 (speaker ?) The important thing,
1:52:28 (speaker ?) they understood that you’re binding two different lines
1:52:33 (speaker ?) under one umbrella with more for each takeaway
1:52:38 (speaker ?) strongly as a separate entity.
1:52:43 (speaker ?) The market response revealed something profound
1:52:48 (speaker ?) what Model was so clinic as a niche product
1:52:51 (speaker ?) for sensitive skin,
1:52:54 (speaker ?) askance and a larger opportunity.
1:52:59 (speaker ?) How was Model using famous products
1:53:02 (speaker ?) not because they wanted to
1:53:05 (speaker ?) but because they had no choice?
1:53:11 (speaker ?) Remember this is a time when every product served
1:53:14 (speaker ?) had a fragrance in it
1:53:17 (speaker ?) so the market wasn’t small.
1:53:21 (speaker ?) It was just waiting to be understood.
1:53:26 (speaker ?) The competition scrambled to catch up.
1:53:28 (speaker ?) Charles Wilson,
1:53:33 (speaker ?) who dismissed hyper-organic products
1:53:35 (speaker ?) as a critical,
1:53:40 (speaker ?) worshiped his fortune of clinic appeal
1:53:42 (speaker ?) within two years
1:53:48 (speaker ?) over a hundred individuals in pure point one.
1:53:51 (speaker ?) But as they knew then,
1:53:53 (speaker ?) they all missed the point
1:53:56 (speaker ?) and was the half of the individual
1:54:00 (speaker ?) so it was just an honest choice.
1:54:04 (speaker ?) The commitment to honesty transformed
1:54:06 (speaker ?) even their advertising,
1:54:10 (speaker ?) walking with a genuine photographer
1:54:13 (speaker ?) or in pan-recreate stock,
1:54:16 (speaker ?) practical images,
1:54:20 (speaker ?) and a trip motion of pristine glass.
1:54:23 (speaker ?) No manners, no faces.
1:54:26 (speaker ?) The pursuit of perfection
1:54:28 (speaker ?) was where models,
1:54:31 (speaker ?) hundreds of glasses were bought
1:54:35 (speaker ?) and discarded before finding the right one.
1:54:38 (speaker ?) The result of ads
1:54:40 (speaker ?) didn’t just sell products
1:54:43 (speaker ?) that entered up in the museum
1:54:45 (speaker ?) no matter how.
1:54:49 (speaker ?) When industry exports predicted
1:54:52 (speaker ?) five million in sales,
1:54:56 (speaker ?) the models just kept falling.
1:54:59 (speaker ?) They just kept building.
1:55:03 (speaker ?) So why cracked the tantrum?
1:55:08 (speaker ?) By 1985 sales had reached two hundred million.
1:55:14 (speaker ?) Transatant wasn’t such a small profit after all.
1:55:17 (speaker ?) In the end, you can focus your attention
1:55:19 (speaker ?) on dividing the pie.
1:55:24 (speaker ?) In front of you are making your pies.
1:55:28 (speaker ?) The clinic launch would be too large.
1:55:32 (speaker ?) Sure, it’s much more profitable
1:55:34 (speaker ?) to make your pies
1:55:39 (speaker ?) than worry about the sizing of yours.
1:55:44 (speaker ?) Business is a magnificent obsession,
1:55:46 (speaker ?) as they would say,
1:55:50 (speaker ?) had never been born a damn alive.
1:55:53 (speaker ?) Her success wasn’t just about selling
1:55:56 (speaker ?) creams and perfumes.
1:55:59 (speaker ?) It was about building an empire
1:56:03 (speaker ?) on principles that would stay on the test of time.
1:56:07 (speaker ?) Here are some of the little principles
1:56:11 (speaker ?) that she mentions in her book.
1:56:14 (speaker ?) On both, there’s a little bit here
1:56:18 (speaker ?) that they found at the back of the book.
1:56:22 (speaker ?) It’s a really good encapsulation
1:56:24 (speaker ?) of the book itself.
1:56:30 (speaker ?) Her principles are deceptively simple,
1:56:34 (speaker ?) but what was trying the most
1:56:37 (speaker ?) was to take a simple idea
1:56:39 (speaker ?) and take it seriously.
1:56:43 (speaker ?) After she took the simple ideas
1:56:46 (speaker ?) and she took them seriously.
1:56:49 (speaker ?) So her first impression
1:56:53 (speaker ?) was that her body wasn’t just a standard.
1:56:56 (speaker ?) It’s an obsession being family-owned
1:57:01 (speaker ?) and they can do public companies couldn’t.
1:57:06 (speaker ?) Just scour the entire batch as a product
1:57:08 (speaker ?) if they’re not perfect.
1:57:12 (speaker ?) Try that with the thousand-shortish
1:57:15 (speaker ?) she would say with the noise now.
1:57:20 (speaker ?) If it wasn’t perfect, it wasn’t order,
1:57:24 (speaker ?) even when no one else would notice
1:57:26 (speaker ?) the difference.
1:57:29 (speaker ?) Sometimes extreme jobs, right?
1:57:31 (speaker ?) On the inside,
1:57:36 (speaker ?) if you wanted the mother book to look beautiful,
1:57:39 (speaker ?) only she wouldn’t notice the difference,
1:57:42 (speaker ?) only Esther wouldn’t notice the difference,
1:57:44 (speaker ?) but it matters.
1:57:48 (speaker ?) Principle two, details one,
1:57:52 (speaker ?) just details, they wouldn’t hear you.
1:57:57 (speaker ?) Watching beautiful has to officially
1:58:00 (speaker ?) a symphony in pink.
1:58:04 (speaker ?) Every flyer in Paris,
1:58:08 (speaker ?) bad and arranged napkins,
1:58:12 (speaker ?) tablecloths, died to match the packaging,
1:58:16 (speaker ?) even our own girls couldn’t even process it.
1:58:19 (speaker ?) Everything must be treated
1:58:24 (speaker ?) with infinite respect and cherished insistence.
1:58:29 (speaker ?) This wasn’t just showmanship,
1:58:33 (speaker ?) it was part of her strategy.
1:58:38 (speaker ?) Principle three, identity wasn’t something
1:58:42 (speaker ?) you can compromise on even once
1:58:45 (speaker ?) when the sound-song of discounts
1:58:49 (speaker ?) was promised quick profits.
1:58:52 (speaker ?) She didn’t just refuse,
1:58:56 (speaker ?) she doubled down, we don’t do that,
1:58:59 (speaker ?) we do the best skin care products
1:59:01 (speaker ?) available today.
1:59:04 (speaker ?) She understood the credibility
1:59:07 (speaker ?) was like crystal, beautiful,
1:59:10 (speaker ?) but impossible to point out.
1:59:14 (speaker ?) Principle four, lunch parking.
1:59:20 (speaker ?) Principle five, thanks for your current bid.
1:59:23 (speaker ?) While others chase sides
1:59:26 (speaker ?) than other point operations
1:59:28 (speaker ?) in the small units,
1:59:30 (speaker ?) you can do anything
1:59:32 (speaker ?) if you’re smaller or smaller,
1:59:35 (speaker ?) but say they’d rather have
1:59:39 (speaker ?) an instruction more than a thousand
1:59:42 (speaker ?) who merely stuck them
1:59:45 (speaker ?) or just liked them.
1:59:49 (speaker ?) Principle five, respect the customer,
1:59:52 (speaker ?) they’re actually the few
1:59:56 (speaker ?) who never just lips for hours,
1:59:59 (speaker ?) when comparison sucks,
2:00:03 (speaker ?) as they continue to sell
2:00:06 (speaker ?) audits by woman,
2:00:10 (speaker ?) but too fine in one point,
2:00:15 (speaker ?) too smart to be taken in by quickness.
2:00:21 (speaker ?) Principle six, the standard is absent.
2:00:26 (speaker ?) Sales trade happened in communications
2:00:29 (speaker ?) where focus was torn,
2:00:32 (speaker ?) not excelling cities
2:00:35 (speaker ?) for attention like longer.
2:00:38 (speaker ?) Everything had to be perfect
2:00:42 (speaker ?) all the time.
2:00:45 (speaker ?) These wondrous principles
2:00:49 (speaker ?) that were the foundations of success,
2:00:52 (speaker ?) the trammings for innocent
2:00:57 (speaker ?) plans for harsh and vehicle-obvious enjoy,
2:01:00 (speaker ?) the tram-ticking of one crumbier
2:01:03 (speaker ?) over a whole crumbier.
2:01:07 (speaker ?) But the hug of every lasting business
2:01:11 (speaker ?) was a truth of the human nature,
2:01:14 (speaker ?) for as long as that truth
2:01:17 (speaker ?) was deceptively simple,
2:01:20 (speaker ?) touch-and-runs-fish, you would say,
2:01:22 (speaker ?) and you have her.
2:01:25 (speaker ?) This wasn’t just about makeup,
2:01:28 (speaker ?) it was about understanding
2:01:30 (speaker ?) what makes us human
2:01:32 (speaker ?) and connecting with people
2:01:35 (speaker ?) that keep us warm.
2:01:38 (speaker ?) How once someone feels itself
2:01:41 (speaker ?) in unexpected ways,
2:01:43 (speaker ?) anger never won
2:01:45 (speaker ?) into working with us
2:01:48 (speaker ?) when words can’t be taken back,
2:01:51 (speaker ?) when compared to this copy
2:01:55 (speaker ?) totally dead analyst-fish
2:01:58 (speaker ?) who tries to see this watery
2:02:01 (speaker ?) web of himself,
2:02:04 (speaker ?) if it won’t be as with Hollywood’s
2:02:08 (speaker ?) model, she never lost her course.
2:02:11 (speaker ?) Now, quite simple business-fresh
2:02:15 (speaker ?) will bring you profound life-horses,
2:02:20 (speaker ?) stay private, stay true to your vision.
2:02:23 (speaker ?) Trust your instincts
2:02:26 (speaker ?) but perform with research.
2:02:30 (speaker ?) Be tough with them using your voice.
2:02:33 (speaker ?) Never compromise on quality
2:02:37 (speaker ?) but be generous with everything else.
2:02:41 (speaker ?) This was just business principles
2:02:44 (speaker ?) that were the philosophy of life.
2:02:49 (speaker ?) I am what you call a strong taskmaster,
2:02:51 (speaker ?) she once said,
2:02:53 (speaker ?) “I expect perfection
2:02:56 (speaker ?) and I have your perfection
2:02:59 (speaker ?) when perfection is offered.”
2:03:02 (speaker ?) Like the rhyme of a making soup
2:03:04 (speaker ?) with perfect recipe
2:03:07 (speaker ?) and I just attached more
2:03:11 (speaker ?) as to understanding excellent music
2:03:14 (speaker ?) at destination.
2:03:17 (speaker ?) It wasn’t charming.
2:03:20 (speaker ?) She built more than a company.
2:03:23 (speaker ?) She created a template
2:03:26 (speaker ?) for how business could be built
2:03:29 (speaker ?) only and effective.
2:03:32 (speaker ?) How standards could be maintained
2:03:35 (speaker ?) while constantly innovating.
2:03:38 (speaker ?) How principles could remain steady
2:03:41 (speaker ?) even as the more changed.
2:03:45 (speaker ?) But perhaps her greatest legacy
2:03:47 (speaker ?) was proving something
2:03:51 (speaker ?) from the middle of her business itself
2:03:55 (speaker ?) that the most powerful portion of commerce
2:03:58 (speaker ?) isn’t technology, marketing,
2:04:01 (speaker ?) or even money.
2:04:04 (speaker ?) It’s human touch.
2:04:06 (speaker ?) But in the end,
2:04:10 (speaker ?) her business is personal
2:04:13 (speaker ?) and that the greatest companies
2:04:17 (speaker ?) are built on products and strategies
2:04:21 (speaker ?) and the built-on of deep understanding
2:04:24 (speaker ?) of human nature.
2:04:34 (speaker ?) All right, let’s get into
2:04:37 (speaker ?) my reflections and our approach.
2:04:41 (speaker ?) This is something we all need,
2:04:43 (speaker ?) which will remember
2:04:46 (speaker ?) since we are here off the cuff
2:04:51 (speaker ?) than we are doing in the show.
2:04:56 (speaker ?) And so I’m going to offer some parts
2:05:00 (speaker ?) for your pushed-in work of badass
2:05:02 (speaker ?) as to what it was.
2:05:05 (speaker ?) Oh my god, I think my business
2:05:08 (speaker ?) was new to studying her
2:05:10 (speaker ?) and learning from her.
2:05:15 (speaker ?) And young woman and young man
2:05:18 (speaker ?) need to look up to her
2:05:21 (speaker ?) and try to figure out what she did.
2:05:24 (speaker ?) She did it with charisma,
2:05:28 (speaker ?) and determination and persistence.
2:05:32 (speaker ?) One of the things we didn’t have
2:05:36 (speaker ?) was a stage-brief declaration
2:05:39 (speaker ?) from June 1939.
2:05:42 (speaker ?) When other people put this
2:05:46 (speaker ?) suit on her ambitions in class,
2:05:49 (speaker ?) I’m not sure.
2:05:54 (speaker ?) You know, her book isn’t one of her books.
2:05:57 (speaker ?) You know, she was after
2:06:00 (speaker ?) she did have second thoughts
2:06:02 (speaker ?) and they were nerds
2:06:06 (speaker ?) they were broke for about 20 years.
2:06:10 (speaker ?) They were married in 1942
2:06:13 (speaker ?) and it was a key turning point
2:06:15 (speaker ?) for the company as well
2:06:18 (speaker ?) but this show would eventually
2:06:20 (speaker ?) walk in the back office
2:06:22 (speaker ?) and the business I see
2:06:25 (speaker ?) would have been the first one.
2:06:29 (speaker ?) But she was a steadfast behind
2:06:32 (speaker ?) the scenes performer.
2:06:34 (speaker ?) They also had a real-life son,
2:06:36 (speaker ?) Rami,
2:06:41 (speaker ?) in 1945.
2:06:44 (speaker ?) So as to whether the company
2:06:48 (speaker ?) of Fishman launched in 1946
2:06:53 (speaker ?) as they was 38 years old
2:06:57 (speaker ?) and think of this fact often
2:07:00 (speaker ?) I think of people who say
2:07:02 (speaker ?) that they were too old
2:07:04 (speaker ?) to start the business.
2:07:07 (speaker ?) When crack, you know,
2:07:11 (speaker ?) she’d beckled with her hamburger chain
2:07:14 (speaker ?) that would chug in the McDonald’s
2:07:18 (speaker ?) when they were today when it was 52.
2:07:21 (speaker ?) She’d chug you fried chicken
2:07:26 (speaker ?) starving with her own sandwich
2:07:29 (speaker ?) and she was 62
2:07:32 (speaker ?) and a half and ten started
2:07:37 (speaker ?) to have it in the post when she was 55.
2:07:40 (speaker ?) So one started the post
2:07:44 (speaker ?) when her plug in
2:07:50 (speaker ?) had been gone.
2:07:53 (speaker ?) Another interesting day is
2:07:56 (speaker ?) when she got the saxophone
2:07:59 (speaker ?) in 1947 as they had
2:08:02 (speaker ?) that big company.
2:08:05 (speaker ?) There was a changer
2:08:08 (speaker ?) on the factory
2:08:11 (speaker ?) that she would abandon
2:08:15 (speaker ?) and was found in the middle of New York
2:08:17 (speaker ?) that would claim
2:08:21 (speaker ?) six months for immigrants
2:08:26 (speaker ?) but she’s had some shut down
2:08:30 (speaker ?) to start her own business
2:08:32 (speaker ?) that transaction stands
2:08:38 (speaker ?) and went in on sales
2:08:41 (speaker ?) with only a little money
2:08:44 (speaker ?) compared to a lot of which
2:08:46 (speaker ?) it was risky
2:08:49 (speaker ?) but it played out like a masterpiece
2:08:52 (speaker ?) because she wanted to be associated
2:08:56 (speaker ?) with those high-end stores
2:08:59 (speaker ?) and the brand didn’t stand
2:09:02 (speaker ?) her own in cashier
2:09:05 (speaker ?) so she knew she couldn’t be
2:09:08 (speaker ?) available everywhere
2:09:11 (speaker ?) if she’s going to be available
2:09:14 (speaker ?) in the very best stores.
2:09:17 (speaker ?) Two things I think, you know,
2:09:19 (speaker ?) she instinctively knew
2:09:21 (speaker ?) that they wouldn’t want to kill her
2:09:25 (speaker ?) if she’s in business once
2:09:27 (speaker ?) as well
2:09:32 (speaker ?) they want people coming to sax, obviously.
2:09:35 (speaker ?) And the second thing,
2:09:38 (speaker ?) you know, we saw this with the software
2:09:41 (speaker ?) just then went around
2:09:44 (speaker ?) she didn’t want to be associated
2:09:47 (speaker ?) at the time with anything
2:09:49 (speaker ?) less than the past
2:09:51 (speaker ?) when she did end up the past
2:09:54 (speaker ?) she didn’t want to go back
2:09:57 (speaker ?) and getting into sax
2:09:59 (speaker ?) you know, this was just
2:10:04 (speaker ?) not quite what she made this happen
2:10:06 (speaker ?) she had people go there
2:10:09 (speaker ?) and ask for her products
2:10:11 (speaker ?) I’m sure she was telling women
2:10:14 (speaker ?) to go to sax
2:10:16 (speaker ?) you know, she would have somewhere
2:10:20 (speaker ?) even to dish and dry her products
2:10:23 (speaker ?) every time she was in there
2:10:25 (speaker ?) I’m sure
2:10:27 (speaker ?) that she would do the same thing
2:10:29 (speaker ?) and ask her
2:10:32 (speaker ?) “Who do you have?”
2:10:36 (speaker ?) you know, ask her what her face claims
2:10:40 (speaker ?) I think, you know, she’s changed
2:10:43 (speaker ?) she’s a force
2:10:46 (speaker ?) what’s in this store
2:10:51 (speaker ?) she took an obsessive approach
2:10:55 (speaker ?) you know, I think
2:10:59 (speaker ?) this goes unoppersionately
2:11:01 (speaker ?) unoppersionately
2:11:04 (speaker ?) today, you know, she
2:11:07 (speaker ?) would have perceived
2:11:10 (speaker ?) and she went to the front
2:11:12 (speaker ?) of the world
2:11:16 (speaker ?) she traveled to every new store
2:11:19 (speaker ?) she found something
2:11:22 (speaker ?) and trained herself
2:11:24 (speaker ?) she showed them exactly
2:11:25 (speaker ?) what to do
2:11:27 (speaker ?) what to say
2:11:30 (speaker ?) how this place should be a place
2:11:32 (speaker ?) and she even showed them how to
2:11:34 (speaker ?) demonstrate the powers
2:11:37 (speaker ?) and customize herself
2:11:40 (speaker ?) be some woman
2:11:44 (speaker ?) the fibers that would be the only touch point
2:11:48 (speaker ?) that the customers would have with the brand
2:11:51 (speaker ?) at the store
2:11:53 (speaker ?) one bad experience
2:11:56 (speaker ?) would multiply everything by zero
2:12:00 (speaker ?) if she made sure it’d be in her store
2:12:02 (speaker ?) new bubble products
2:12:05 (speaker ?) if samples of women
2:12:07 (speaker ?) should mention lipstick
2:12:10 (speaker ?) that would match what they were selling
2:12:12 (speaker ?) and if that was enough
2:12:15 (speaker ?) if she puts the look of media
2:12:18 (speaker ?) making sure everyone knew
2:12:20 (speaker ?) what to do with her products
2:12:22 (speaker ?) and what to get them
2:12:24 (speaker ?) she didn’t just ask people
2:12:26 (speaker ?) the works toys
2:12:30 (speaker ?) she showed them her products
2:12:34 (speaker ?) and their works toys
2:12:37 (speaker ?) and she did this for every store
2:12:41 (speaker ?) it wasn’t just the flagship store
2:12:44 (speaker ?) so after we see people today
2:12:48 (speaker ?) and they’re too busy to do this stuff
2:12:52 (speaker ?) but she did this for years
2:12:55 (speaker ?) and every store up in it
2:12:58 (speaker ?) and it didn’t matter if it was new
2:13:01 (speaker ?) or it didn’t know where
2:13:03 (speaker ?) she would go
2:13:06 (speaker ?) and she was on the front lines
2:13:10 (speaker ?) and she knew the business inside her hands
2:13:13 (speaker ?) so I think it’s not the territory
2:13:16 (speaker ?) what I think of this
2:13:18 (speaker ?) which is a lot of people
2:13:22 (speaker ?) sort of run their business on the spreadsheet
2:13:24 (speaker ?) they get the map
2:13:27 (speaker ?) and as they had the territory
2:13:30 (speaker ?) she’s talking with customers
2:13:32 (speaker ?) she’s interacting with them
2:13:35 (speaker ?) she’s interacting with the sales people
2:13:39 (speaker ?) she’s interacting with the school
2:13:42 (speaker ?) she’s getting a dose of reality
2:13:47 (speaker ?) but you can’t just see on the spreadsheet
2:13:50 (speaker ?) the gift with purchase
2:13:54 (speaker ?) the new such a proof name
2:13:57 (speaker ?) with the time drive
2:14:01 (speaker ?) claim with one wish now for time
2:14:04 (speaker ?) but it became a standard
2:14:07 (speaker ?) as we learned
2:14:10 (speaker ?) we are now at psychology
2:14:14 (speaker ?) and using a way of presenting this book
2:14:19 (speaker ?) a lot of reciprocation is so effective
2:14:23 (speaker ?) and one point that I’ve never done
2:14:27 (speaker ?) a free sample was the basis
2:14:30 (speaker ?) on which best a letter was built
2:14:33 (speaker ?) what I think is fair
2:14:36 (speaker ?) what I think that’s almost everything
2:14:40 (speaker ?) what I think that she knows that
2:14:43 (speaker ?) that really was a key
2:14:46 (speaker ?) she didn’t have a market name
2:14:49 (speaker ?) she didn’t do a recognition
2:14:54 (speaker ?) or psychology would lay the point
2:14:58 (speaker ?) that this is one of the most effective things
2:15:00 (speaker ?) you can do
2:15:03 (speaker ?) it’s one of my good friends
2:15:06 (speaker ?) pretty often it has the same
2:15:10 (speaker ?) sense of positivity for some
2:15:14 (speaker ?) you are watching the nature of a book
2:15:17 (speaker ?) for you by looking at it against you
2:15:23 (speaker ?) if you really take and scrap the principle into
2:15:26 (speaker ?) what it means
2:15:29 (speaker ?) you understand that
2:15:32 (speaker ?) the best way to get what I want
2:15:36 (speaker ?) in life is to help people get what they want
2:15:39 (speaker ?) what happens when you help people
2:15:42 (speaker ?) when you hold your way to help somebody
2:15:44 (speaker ?) get what they want
2:15:48 (speaker ?) they have been a lot of reciprocation
2:15:50 (speaker ?) they want to help you
2:15:55 (speaker ?) they want opportunities to help you
2:15:59 (speaker ?) best a train for customers
2:16:02 (speaker ?) almost an average answer
2:16:05 (speaker ?) they will try to bring that to your phone
2:16:07 (speaker ?) and tell your friends
2:16:12 (speaker ?) this was the birth of a telling woman
2:16:15 (speaker ?) a woman of that name
2:16:17 (speaker ?) which she calls it
2:16:21 (speaker ?) as they step down from C.U.
2:16:24 (speaker ?) they are planning her son
2:16:30 (speaker ?) one of her daughter has the C.U. in 1973
2:16:33 (speaker ?) she will then be active with the company
2:16:37 (speaker ?) until she passed away in 2004
2:16:41 (speaker ?) so at the time of her passing
2:16:45 (speaker ?) the company that she started
2:16:49 (speaker ?) with just a few acres
2:16:58 (speaker ?) but over five billion dollars in revenue
2:17:02 (speaker ?) there is a legendary anecdote
2:17:06 (speaker ?) about how she got into human health
2:17:09 (speaker ?) and it’s the famous story
2:17:13 (speaker ?) and the story goes something like this
2:17:18 (speaker ?) you know it’s familiar from the public
2:17:22 (speaker ?) it all sounds familiar
2:17:25 (speaker ?) because it sounds like some of her other stories
2:17:28 (speaker ?) rather than it’s believable
2:17:33 (speaker ?) the source cause Maddox barrel is skeptical
2:17:37 (speaker ?) and it has to be managed to engage a meeting
2:17:39 (speaker ?) with the human office group
2:17:43 (speaker ?) and there’s the human office in the store
2:17:47 (speaker ?) rather than pitch or lie
2:17:49 (speaker ?) and which would just make her
2:17:55 (speaker ?) and the branch would wait for the entire meeting room
2:18:00 (speaker ?) to be set up with fine linens and flowers
2:18:05 (speaker ?) as if it were for a fancy tea party
2:18:08 (speaker ?) and at the end of the meeting
2:18:11 (speaker ?) she had to finish and gifted Miss Marcus
2:18:14 (speaker ?) the secretary of all of you
2:18:20 (speaker ?) and as they left the room
2:18:24 (speaker ?) she spilled a few crops
2:18:28 (speaker ?) and soon the entire area
2:18:32 (speaker ?) was filled with the intoxication
2:18:35 (speaker ?) and the aroma of her fragrance
2:18:38 (speaker ?) women in pass by were asking
2:18:43 (speaker ?) what is that smell and where can I get it
2:18:48 (speaker ?) both impressed and amused
2:18:53 (speaker ?) still we marked this post and over on the spot
2:18:58 (speaker ?) as they knew how to get things done
2:19:03 (speaker ?) she wasn’t just persistent
2:19:07 (speaker ?) she had this flash of feelings
2:19:10 (speaker ?) showing ship to her
2:19:13 (speaker ?) we saw a little bit of that
2:19:15 (speaker ?) and he ends up saying
2:19:19 (speaker ?) we’re gonna run into this woman again
2:19:22 (speaker ?) and put him in a rocker for her
2:19:27 (speaker ?) you know, he inherited a little bit of his father’s
2:19:32 (speaker ?) fragrance ship as well
2:19:36 (speaker ?) as they became known for her work
2:19:41 (speaker ?) you know, she was one of the OG’s
2:19:47 (speaker ?) that sold lifestyle and all products
2:19:50 (speaker ?) she was selling her image
2:19:54 (speaker ?) she was selling aspiration
2:19:57 (speaker ?) she was selling hope
2:20:00 (speaker ?) she took these two things
2:20:04 (speaker ?) that are where we found together
2:20:07 (speaker ?) the push and touch
2:20:11 (speaker ?) the obsession of the shopkeeper
2:20:14 (speaker ?) even the entrepreneurial mindset
2:20:16 (speaker ?) she bonded them together
2:20:19 (speaker ?) and did something stronger than
2:20:22 (speaker ?) any of them individually
2:20:25 (speaker ?) or any of them added
2:20:29 (speaker ?) they became so much more available
2:20:34 (speaker ?) combined together and there’s something in there
2:20:40 (speaker ?) combining skills that are where we found together
2:20:45 (speaker ?) that gives you a huge urge
2:20:52 (speaker ?) they company decided to go public in 1995
2:20:56 (speaker ?) after nearly 50 years of private
2:21:00 (speaker ?) property market value that you used to do
2:21:04 (speaker ?) and mother and father nearly became public
2:21:09 (speaker ?) whose one of the best things that ever happened to us
2:21:13 (speaker ?) which mother and father were walking by their bills
2:21:19 (speaker ?) because we’re under the scrutiny of the public
2:21:23 (speaker ?) there’s a lot to be said
2:21:27 (speaker ?) but the public and it’s really interesting
2:21:31 (speaker ?) and by the way, some of us do a lot of work
2:21:35 (speaker ?) so successful at the time we were public
2:21:39 (speaker ?) is because they had an employment portfolio
2:21:44 (speaker ?) private companies would want to make this a little bit
2:21:47 (speaker ?) the conversation was trying to break
2:21:51 (speaker ?) and we’re going to talk a bit about that coming up
2:21:55 (speaker ?) there’s a lot of advantages to being private
2:21:58 (speaker ?) you can take a long term view
2:22:01 (speaker ?) you think about the quality standard
2:22:05 (speaker ?) if she had or she’s trying to purchase
2:22:07 (speaker ?) or she’s being patient
2:22:11 (speaker ?) or she said no to some fractures
2:22:15 (speaker ?) all these instances would be
2:22:20 (speaker ?) incredibly difficult as a public company
2:22:24 (speaker ?) and almost impossible
2:22:30 (speaker ?) with professional management and mother and father at the time
2:22:36 (speaker ?) there was a price to being private
2:22:41 (speaker ?) much even though it’s for a forcing function to be
2:22:48 (speaker ?) it’ll be tougher and it’ll be more efficient
2:22:53 (speaker ?) when you might take a long term view
2:22:57 (speaker ?) you also have your access to capital
2:23:02 (speaker ?) you can always money and place different ways
2:23:07 (speaker ?) from debt confidence to shares to
2:23:10 (speaker ?) just pure debt
2:23:15 (speaker ?) there’s a lot of different things that you’re dispensable of
2:23:19 (speaker ?) and if you’re opportunistic
2:23:22 (speaker ?) as you’re going to see an upcoming
2:23:26 (speaker ?) episode with camera total
2:23:29 (speaker ?) if you’re opportunistic
2:23:34 (speaker ?) you can use the public status to apply
2:23:38 (speaker ?) the other reason is that
2:23:42 (speaker ?) maybe what’s so important yesterday
2:23:47 (speaker ?) is that she lived or died on work in sales
2:23:54 (speaker ?) she knew that her empire was built on her coin purchase
2:23:57 (speaker ?) not one time sales
2:24:03 (speaker ?) one time sales would have encouraged you to face the customer
2:24:06 (speaker ?) it would take the last time
2:24:10 (speaker ?) you can engage in a win-win relationship
2:24:14 (speaker ?) when you’re holding out the customers
2:24:17 (speaker ?) so far when you wish
2:24:21 (speaker ?) but you can’t get rich with sales
2:24:25 (speaker ?) in a win-win relationship
2:24:27 (speaker ?) so if you think about this
2:24:31 (speaker ?) you’ll have a lot of nominations and relationships
2:24:35 (speaker ?) when you win a place
2:24:38 (speaker ?) you’ll have a lot of nominations
2:24:42 (speaker ?) and when you’re holding out the customers
2:24:46 (speaker ?) you’ll have a lot of relationships when you win
2:24:49 (speaker ?) if you buy the first time
2:24:52 (speaker ?) and you’re waiting for the game to come
2:24:56 (speaker ?) then yesterday is the delivery
2:24:59 (speaker ?) the highest standard product
2:25:03 (speaker ?) because she wants her customers to come back
2:25:05 (speaker ?) and get out of the game
2:25:08 (speaker ?) she doesn’t want to just acquire her customer
2:25:11 (speaker ?) and have him buy one or two drugs
2:25:15 (speaker ?) she wants her to buy drugs for life
2:25:18 (speaker ?) and you think about sales
2:25:20 (speaker ?) and all this stuff
2:25:23 (speaker ?) using other business patterns
2:25:28 (speaker ?) all the time with your purchases today
2:25:32 (speaker ?) Apple seems to have known a lot
2:25:35 (speaker ?) for most of the orders
2:25:38 (speaker ?) but if you think about it
2:25:41 (speaker ?) they have their hands on them
2:25:44 (speaker ?) so they guide you through it
2:25:47 (speaker ?) to show you how your products work
2:25:48 (speaker ?) how to use them
2:25:51 (speaker ?) they focus on the customer experience
2:25:56 (speaker ?) how to do even to the obsession
2:26:00 (speaker ?) of how it sounds when it opens
2:26:05 (speaker ?) and how the whole of the packaging
2:26:09 (speaker ?) is a million times better than almost
2:26:12 (speaker ?) than anyone else’s packaging
2:26:15 (speaker ?) because that’s part of your experience
2:26:18 (speaker ?) with the brand that’s part of you
2:26:22 (speaker ?) paying your money for its purpose
2:26:29 (speaker ?) why can’t you man such a brilliant price
2:26:32 (speaker ?) and think in true
2:26:35 (speaker ?) how in your new products
2:26:41 (speaker ?) are sometimes a lot like this to a lot of people
2:26:44 (speaker ?) some games that emerge from me
2:26:46 (speaker ?) with the last day
2:26:49 (speaker ?) you know, she had a passion for the product
2:26:53 (speaker ?) so she went on with her sister
2:26:59 (speaker ?) she dropped a new profile
2:27:03 (speaker ?) you know, how to spray
2:27:07 (speaker ?) being ill in the media
2:27:10 (speaker ?) and using the media to her face
2:27:12 (speaker ?) she tried to keep everything
2:27:14 (speaker ?) pretty on camera
2:27:16 (speaker ?) she worked her phone out
2:27:18 (speaker ?) which money she was making
2:27:20 (speaker ?) and what she was doing there
2:27:22 (speaker ?) she didn’t want
2:27:24 (speaker ?) a lot of attention
2:27:27 (speaker ?) at some of the business
2:27:30 (speaker ?) she did everything high
2:27:34 (speaker ?) and she never accomplished
2:27:39 (speaker ?) she had an compromising foundation
2:27:43 (speaker ?) she was obsessed
2:27:45 (speaker ?) she worked hard
2:27:47 (speaker ?) you know, my favorite quotes
2:27:49 (speaker ?) they did in the past
2:27:52 (speaker ?) which I shared with you
2:27:54 (speaker ?) she didn’t get there
2:27:57 (speaker ?) but she worked hard for it
2:28:02 (speaker ?) and she worked hard for it
2:28:05 (speaker ?) she had so many interactions
2:28:08 (speaker ?) and challenges to overcome
2:28:10 (speaker ?) so many problems
2:28:14 (speaker ?) but she had long to see problems
2:28:16 (speaker ?) and opportunities
2:28:19 (speaker ?) and just got to work with her
2:28:24 (speaker ?) and was persuading her a skill
2:28:27 (speaker ?) which allowed her to try her products
2:28:30 (speaker ?) for 15 times a week
2:28:33 (speaker ?) and all day to see a borrow
2:28:35 (speaker ?) a favorite product
2:28:37 (speaker ?) which still in a perfume
2:28:40 (speaker ?) which she couldn’t just get them
2:28:43 (speaker ?) to even open the charms
2:28:47 (speaker ?) but she showed up every day
2:28:49 (speaker ?) and did the work
2:28:52 (speaker ?) she also learned
2:28:55 (speaker ?) an important lesson
2:28:57 (speaker ?) in business
2:29:00 (speaker ?) no often means not yet
2:29:03 (speaker ?) no often means
2:29:05 (speaker ?) trying to approach her
2:29:08 (speaker ?) trying to get this
2:29:09 (speaker ?) you know
2:29:12 (speaker ?) working on the most of the day
2:29:16 (speaker ?) or selling drugs
2:29:18 (speaker ?) but
2:29:21 (speaker ?) because we trapped it all the time
2:29:24 (speaker ?) like how long it has been
2:29:27 (speaker ?) how long we’ve lost all the help
2:29:29 (speaker ?) but
2:29:31 (speaker ?) the bigger we trapped it
2:29:33 (speaker ?) that’s about
2:29:35 (speaker ?) why they were trapped
2:29:37 (speaker ?) while they sang there
2:29:39 (speaker ?) as a money
2:29:41 (speaker ?) as in something else
2:29:43 (speaker ?) and how do we overcome
2:29:46 (speaker ?) those abstractions
2:29:48 (speaker ?) interesting things
2:29:50 (speaker ?) you know
2:29:52 (speaker ?) they sang there
2:29:54 (speaker ?) and did nothing to
2:29:56 (speaker ?) how long you know
2:29:58 (speaker ?) why not
2:30:01 (speaker ?) we’ve come to a new situation
2:30:03 (speaker ?) over years now
2:30:06 (speaker ?) and it gets the point where
2:30:09 (speaker ?) my kids have been
2:30:11 (speaker ?) quite good
2:30:13 (speaker ?) how long I want to be
2:30:15 (speaker ?) a human saint people
2:30:16 (speaker ?) so
2:30:17 (speaker ?) a lot of times
2:30:19 (speaker ?) when I grow up
2:30:21 (speaker ?) I have a problem
2:30:23 (speaker ?) so I pay for it
2:30:25 (speaker ?) they’re gonna be coming by later
2:30:27 (speaker ?) and my kids get to the point
2:30:29 (speaker ?) where they want more
2:30:30 (speaker ?) you know
2:30:33 (speaker ?) they’re doing thousands of problems
2:30:34 (speaker ?) today
2:30:36 (speaker ?) but they’re not gonna give you
2:30:38 (speaker ?) the care and attention
2:30:40 (speaker ?) and we can give you a problem
2:30:43 (speaker ?) we’re gonna do like five
2:30:45 (speaker ?) so
2:30:47 (speaker ?) we can make you a problem
2:30:49 (speaker ?) and we can be a problem
2:30:51 (speaker ?) on your part
2:30:54 (speaker ?) you start thinking about
2:30:56 (speaker ?) what you can say
2:30:58 (speaker ?) but you enjoy hard
2:30:59 (speaker ?) to say no
2:31:01 (speaker ?) at that point
2:31:03 (speaker ?) but it’s ever bigger
2:31:05 (speaker ?) for coming to know
2:31:07 (speaker ?) the first time
2:31:09 (speaker ?) is when you know
2:31:12 (speaker ?) when it comes to business
2:31:14 (speaker ?) you just have to find
2:31:17 (speaker ?) where one real one
2:31:20 (speaker ?) has to talk about this
2:31:22 (speaker ?) with both his parents
2:31:25 (speaker ?) she has never
2:31:26 (speaker ?) heard
2:31:29 (speaker ?) how to live this far
2:31:31 (speaker ?) and
2:31:34 (speaker ?) I thought that was interesting
2:31:36 (speaker ?) she just
2:31:38 (speaker ?) went to the right place
2:31:40 (speaker ?) she swam to the right
2:31:42 (speaker ?) and that’s where you’re going
2:31:46 (speaker ?) and there’s some takeaways too
2:31:48 (speaker ?) that you can use
2:31:51 (speaker ?) maybe it’s there to know
2:31:53 (speaker ?) and there’s a few pitching
2:31:55 (speaker ?) and quiet
2:31:57 (speaker ?) you can find a way
2:31:59 (speaker ?) to make them experience
2:32:01 (speaker ?) the product
2:32:03 (speaker ?) if someone says no
2:32:06 (speaker ?) you can assume it means
2:32:07 (speaker ?) not yet
2:32:10 (speaker ?) and try a new approach
2:32:12 (speaker ?) and try a new approach
2:32:14 (speaker ?) around that
2:32:16 (speaker ?) the other thing is
2:32:19 (speaker ?) if you’re a premium brand
2:32:21 (speaker ?) you can’t associate
2:32:23 (speaker ?) as a second-year brand
2:32:25 (speaker ?) I ran into this
2:32:27 (speaker ?) the other day
2:32:30 (speaker ?) was in this gas station
2:32:32 (speaker ?) super-center
2:32:35 (speaker ?) and I saw what used to be
2:32:39 (speaker ?) a premium high-end company
2:32:41 (speaker ?) and
2:32:43 (speaker ?) I was just like
2:32:44 (speaker ?) oh man
2:32:47 (speaker ?) nobody’s ever going to get these parts
2:32:48 (speaker ?) anymore
2:32:52 (speaker ?) now they just took a lot of people for the
2:32:55 (speaker ?) a lot of people for the one
2:32:57 (speaker ?) the best
2:32:59 (speaker ?) of the best
2:33:01 (speaker ?) and now they are getting
2:33:05 (speaker ?) a few minutes for the gas station
2:33:08 (speaker ?) now I can’t get close to anybody
2:33:09 (speaker ?) as a gift
2:33:12 (speaker ?) who’s going to want to give a gift like that
2:33:15 (speaker ?) so if you want your product
2:33:18 (speaker ?) to be luxurious and premium
2:33:20 (speaker ?) then
2:33:21 (speaker ?) oh again
2:33:23 (speaker ?) every word’s available
2:33:25 (speaker ?) has to mean to you
2:33:28 (speaker ?) to my audience
2:33:32 (speaker ?) one thing I love
2:33:35 (speaker ?) is that I don’t think it’s enough attention
2:33:38 (speaker ?) if you imagine a lover
2:33:41 (speaker ?) every woman could feel beautiful
2:33:44 (speaker ?) on her choice
2:33:47 (speaker ?) using her products
2:33:49 (speaker ?) it’s almost like a reality
2:33:51 (speaker ?) just for some people
2:33:55 (speaker ?) even if she made it happen
2:33:57 (speaker ?) in an era of
2:34:00 (speaker ?) swift unicorns
2:34:03 (speaker ?) and rabbit coins
2:34:05 (speaker ?) she’s reminded
2:34:07 (speaker ?) of the fundamentals
2:34:09 (speaker ?) of business
2:34:10 (speaker ?) new product
2:34:13 (speaker ?) new customer work
2:34:16 (speaker ?) the highest quality standards
2:34:18 (speaker ?) don’t worry
2:34:20 (speaker ?) think about her
2:34:23 (speaker ?) she’s in just one point
2:34:25 (speaker ?) the glassy way
2:34:28 (speaker ?) she smashed the way
2:34:30 (speaker ?) and embedded
2:34:34 (speaker ?) every other woman to follow her
2:34:36 (speaker ?) all right
2:34:38 (speaker ?) as reminder
2:34:41 (speaker ?) these are the worst episodes
2:34:43 (speaker ?) of a film had
2:34:46 (speaker ?) I’m playing around with
2:34:49 (speaker ?) who are you experimenting with
2:34:52 (speaker ?) over the next few months
2:34:54 (speaker ?) and then
2:34:56 (speaker ?) land on a film out
2:34:59 (speaker ?) that I think will show everybody
2:35:02 (speaker ?) if you have any feedback
2:35:05 (speaker ?) just send me a message
2:35:07 (speaker ?) uh
2:35:10 (speaker ?) from screenblog.com
2:35:13 (speaker ?) that’s F.A.R.
2:35:15 (speaker ?) and it’s
2:35:21 (speaker ?) screenblog.com
2:35:26 (speaker ?) This podcast is
2:35:30 (speaker ?) largely based on the 1985
2:35:32 (speaker ?) autobiography
2:35:35 (speaker ?) as the success story
2:35:37 (speaker ?) which is one of the best pieces
2:35:39 (speaker ?) autobiographies
2:35:42 (speaker ?) I’ve ever read
2:35:46 (speaker ?) back in the class of a few years ago
2:35:48 (speaker ?) which was my back trip again
2:35:51 (speaker ?) the book shows her chronic
2:35:53 (speaker ?) and if you enjoyed this podcast
2:35:56 (speaker ?) you’re gonna love her
2:36:01 (speaker ?) I think I’ll end with this
2:36:06 (speaker ?) as they didn’t just build a business
2:36:09 (speaker ?) she built a philosophy
2:36:12 (speaker ?) and wanted to find
2:36:16 (speaker ?) invention, she got experts
2:36:19 (speaker ?) she’ll be defined
2:36:22 (speaker ?) into higher industry
2:36:24 (speaker ?) but take away
2:36:27 (speaker ?) if you wait for permission
2:36:30 (speaker ?) you’ll always be behind
2:36:32 (speaker ?) the way I live
2:36:36 (speaker ?) and the ones who create their own opportunities
2:36:39 (speaker ?) just like I still want to be
2:36:51 (speaker ?) um
2:36:53 (speaker ?) um
2:36:55 (speaker ?) um
2:36:57 (speaker ?) um
2:36:59 (speaker ?) um
2:37:01 (speaker ?) um
2:37:03 (speaker ?) um
2:37:05 (speaker ?) Thanks for listening
2:37:07 (speaker ?) and loving with us
2:37:11 (speaker ?) for complete master episodes
2:37:13 (speaker ?) show notes
2:37:15 (speaker ?) transcripts
2:37:17 (speaker ?) any of them
2:37:19 (speaker ?) to the first
2:37:23 (speaker ?) dead pig / bad ghost
2:37:25 (speaker ?) you’ll just convey
2:37:28 (speaker ?) to my life poetry
2:37:31 (speaker ?) the farm script there
2:37:33 (speaker ?) is a place of life and love
2:37:35 (speaker ?) you’ll never be
2:37:37 (speaker ?) clear of thinking
2:37:39 (speaker ?) coming right now
2:37:42 (speaker ?) and that’s been too much for
2:37:45 (speaker ?) your research
2:37:48 (speaker ?) it’s a transformative guide
2:37:52 (speaker ?) that ends with a close to mastering of being
2:37:56 (speaker ?) helping your decision making
2:37:59 (speaker ?) and set yourself up for
2:38:03 (speaker ?) unparalleled success
2:38:06 (speaker ?) and we are at the first
2:38:10 (speaker ?) dead pig / queer
2:38:13 (speaker ?) and true master
2:38:50 (speaker ?) [BLANK_AUDIO]