EFR 856: The BIGGEST Mindset Shifts Entrepreneurs Need to Make in 2025 to Become Even More Successful with Kirby Gillon

00:00 - Chase (Host) The following is an Operation Podcast production.

00:03 - Kirby (Guest) If you don't have life experience, you're never going to be strong. If I jump you in the ocean and you can't swim, that's your own fault. You got to learn to stand on your own two feet and the only way you do that is from what Experience? That is where I get my strength from, because I grew up with nothing. I left home when I was 15. I have more life experience than anybody, so that's what makes me strong. I have more life experience than anybody, so that's what makes me strong. Some people see problems and some people don't. I never even knew what a problem was until I came to LA. I was like oh, that's a problem. That's how I grew up. What is an entrepreneur Like when you think about it? A real entrepreneur is not about how much money they make, how much success. It's about your story and how you made it happen.

00:41 It's the truth because, at the end of the day, I want to hear your story. I want to hear that you were homeless, like people go through some stuff. I want people to understand it's okay not to be okay, yeah, and you can get out of it, and it's up to you to get out of it. Hi guys, I'm Kirby Gillen with Kirby Cosmetics here in Los Angeles and we are here with Chase at Everford Radio.

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03:01 When you head to D R, I, n, k, l, m, n, tcom slash ever forward today. Hey, what's up? Ever forward, fam. Welcome back to the show. I'm so glad you're here with me. Welcome, welcome, welcome. I'm your host, chase Tuning, certified health coach, wellness entrepreneur, army veteran, and today I had the pleasure of sitting down with the powerhouse, the one and only the energetic AF, kirby Gillen.

03:23 You got to check out this episode. I'm going to really recommend the video in this one because she just brings the energy. Ooh man, it's incredible. You just you got to see it to believe it. But if you're here listening, let's just go ahead and dive in.

03:35 Growing up, kirby faced a host of challenges that really seemed insurmountable. Yet through sheer grit and a refusal to let adversity dictate her future, kirby has transformed obstacles into stepping stones, leading her into a thriving real estate career. And now her new baby, kirby Cosmetics, this beauty brand. And in today's episode we're going to uncover Kirby's remarkable journey from a tough start over in Scotland, coming over to America to really kind of start her life over again, from a very young age to thriving entrepreneurial success. Today, she's going to teach us how life's trials can become your most valuable lessons.

04:12 This is a masterclass in resilience, far beyond what any classroom could offer. And especially in her story, you're going to hear where she came face to face with people, places, things, this world, really, that often tells women to play by certain rules, but Kirby rewrote her own. Her story is not just about business acumen, but about redefining what it means to succeed against all odds. So if you're questioning your new endeavor, questioning where you are in life or feeling like the odds are just ever against you, lean into Kirby's message, lean into her mindset, lean into her energy, take some notes and I guarantee you, if you apply even just one thing that she talks about here today that helped her get her to where she is, then you're going to be in a much better place.

05:01 Thank you so much for tuning in. If you haven't yet done so, following subscribing on your podcast platform of choice does wonders to support Kirby, to support me, and helps others hear this message, to help others live a life ever forward. It takes just a couple seconds. Just smash that subscribe button, follow button on Apple Spotify wherever it really does support the show in big, big ways, and for that I say thank you and welcome to Ever Forward Radio. Here is Kirby Gillen.

05:27 - Kirby (Guest) There was a time in my life when I was struggling and about moving forward, I called my friend up and I said hey, whenever I was going for my life, and she said right now you see a dark tunnel. She said, but look at the end. The light will get closer every day. So she was like just keep moving forward, moving forward, moving forward. And to this day I always talk about it because she was right. Every day you're going to move forward, you're going to move forward, you're going to move forward.

05:51 But one thing no one will ever take from me is that experience and that strength, because you can have the best education, but what makes you the strong person is what you've been through and how you handle it, and that's what makes you any type of person in life. And I think, learning how to maneuver through life. Instead of seeing like it being a problem, be like okay, this is a problem I'm going to fix. Once you learn how to fix things, you don't see problems, you just see them as I'm going to fix them. I'm going to fix them.

06:17 - Chase (Host) You only get to see opportunities now.

06:19 - Kirby (Guest) Exactly, and that's how I live life.

06:21 - Chase (Host) And that's how she lives ever forward. So great interpretation. Thank you so much for that and with that, kirby, welcome to the show. Hey, how are you? I'm great For someone who told me that this is your first ever podcast. I wouldn't believe you, because you're here, you're present, you're locked in. Your energy is incredible.

06:39 - Kirby (Guest) And you have already just been.

06:41 - Chase (Host) thank you just been sharing so many things that you are excited to talk about, so let's jump in.

06:47 - Kirby (Guest) Thank you Okay.

06:48 - Chase (Host) So I would like to get the listener, the audience, kind of ready for the lesson or lessons they're going to hear and take home, and so to get them ready for that. And maybe one to two hours after listening to this episode they get to the end and they're going to saturate with it, marinate with it and they're going to have this this moment, in a couple hours and go like, oh, that's what that means or this is how I can apply it to my life. What do you think they're going to have after listening to this episode that they didn't have when they started?

07:20 - Kirby (Guest) Good question. So I was just listening to a billionaire this morning and one thing I same thing. I learned that we relate and I'm just like them. That's what makes me so special is I'm not a regular person. I'm just like the regular person that grew up like you in a village, came from nothing. I did One bus in, didn't go to school, didn't have an education. I'm dyslexic. So it just goes to show you if you're like that, I'm with you. That's how I run my makeup brand too. It's a movement. It's not like a brand because we're in it together and I want people to understand that I'm not like we're together. Does that make sense? It's like it's hard to explain it, but I want people to understand I'm just like you. If I can do anything in life, so can you. And that is what my makeup brand is about. It's I don't know if you read a little about it, but it's about I want it to be more of a movement rather than a brand, because a brand stands alone and I want it to stand together.

08:18 - Chase (Host) That's important to me. Relatability can seem really, really difficult when our perceived location on the map of success timeline of success. But we're all kind of playing that game the beginner entrepreneur, the person who has an idea of something that they think they want to turn into a side hustle long before it ever turns into a business, compared to, you know, to your point earlier, listening to a billionaire in the car that seems so far away and so unrelatable, how do you think someone just starting their entrepreneurial journey can actually find relatability to the billionaire?

08:55 - Kirby (Guest) So I study people because that's who I am. I love to relate to people too, Like when I'm stressed I'm going for this new business, new life. I got this other business I'm running, so I'm working seven days a week and I always find ways that gave me that aha moment. So I forget the guy's name, but he gave me like a little. He said he had the same stuff as me. So if you can just get that 1% of like, okay. He went through that. Maybe it's okay that I'm going through this and understanding that it is okay. So now I related to his problem. So that means that I'm on a step closer to, maybe where I'm supposed to be one day. Does that make sense?

09:29 - Chase (Host) So it's not so much. I can't relate to you where you are now.

09:34 - Kirby (Guest) Now I can relate to where you are in life.

09:38 - Chase (Host) So then it's really we need to not look at people where they are, but where they came from.

09:43 - Kirby (Guest) Exactly. That's a good way to look at people where they are, but where they came from. Exactly that's that's a good way to look at it and that's what I do Love to relate, like astrology. I studied astrology billionaires and millionaires Cause when I first got into real estate I was like I got to figure out my destiny. I just knew that I had a bigger destiny. So I started studying people's destinies, getting all their lives together, and be like, okay, where do I come in in this? Cause I knew I had a bigger purpose and when no one's telling you so I was like, okay, how else do I find out? Let me go to my life path, let me go to astrology and let me see if there's a connection. And I found a little connection, but it didn't get me nowhere. So now I'm still back to where I am going to do the hard work, got to put in the hours and that's about it.

10:20 - Chase (Host) Okay, I'm down to kind of go rogue here a little bit. How would you connect to me then? How could you find relatability in me through this spiritual aspect? Let's go with astrology.

10:30 - Kirby (Guest) You're a Libra.

10:31 - Chase (Host) So I'm a Libra and Libra Gemini, gemini.

10:35 - Kirby (Guest) Libras are tough. I just had a big conversation with the CEO of my company for real estate and they're tough cookies.

10:43 - Chase (Host) How are we tough cookies?

10:44 - Kirby (Guest) Because you love to be in control, and but it's just. It's not so much about the sign, it's everything. You're a different person. You did a different lifestyle. You have a different being. It's not just about Libra. Libra's your outer goal, about handling your emotions. Make sure they stay balanced. Sometimes you react differently in a marriage than you would in your business, so it's's a whole package. And I think, when it comes to astrology, I read numbers, numerology and I do astrology and I time it all in. So when I go into a business meeting, I already know everything about the person, and it's not just to say that I could be wrong or right. It just gives me a guide in how to move the room forward, because some people are very sensitive, so you've got to know who you're speaking to.

11:26 - Chase (Host) Libras tend to be a little sensitive. I was going to say that, but I didn't know how to say it. I'm a Scorpio. We're very sensitive.

11:31 - Kirby (Guest) My husband's always telling me I'm sensitive.

11:33 - Chase (Host) It's a lot of LA people. Spiritual is a practice.

11:36 - Kirby (Guest) It's a way of life, like you have to learn how to connect with yourself. Your source, which is you and I think that people get confused. You know your girl was do what's right, and it's like how I made it to be where I am today is through my spiritual practice, because I had to quit drinking, I had to stop smoking. I had to do everything harder than everybody else, because they take the easy way. They lie, they cheat and I'm like I can't do that because of my belief. It's not good. So you have to go for more lessons, but it makes you stronger and they end up because you're like more stronger than everybody else oh, cannot agree more.

12:10 I love that and I think now, the way the world is going, if you're not mentally, like physically, there with god, you're going to be very like, lost in a hard place, because the world is so dark and deep, especially in los angeles for the amount of homeless and it's it's really sad. I think that the reason why I'm so strong spiritually is because I've been in the dark place and I needed to go for that, to realize that I do have God to take me through it and that's the only thing I have in life. And I think that's why I am so strong is because of my God, is because of my practice, cause if they tell me something, it's good, you're this, you're going to do this, that's it. There's no looking back. If God tells me something inside, I know I'm going to achieve it because I believe in whatever.

12:56 - Chase (Host) God has to say, if that makes sense, what was the darkest place you had ever been?

12:59 - Kirby (Guest) So the darkest place was probably like seven years ago I went for a divorce and I had nothing. I come from nothing. So my family, you know my disabled, my mom's disabled, so I don't really have a chance to be like, oh mom, I need money, I need this. My business wasn't working. I left, I had a suitcase and I had to like couch surf for like a good like few months and it was probably my best, best, best life lessons I ever had and I needed it. Because I go back and I talk about it now Like I couldn't exercise. I love to exercise, so I'd go running, but when I went running I would have a purpose. I'd be listening to positive music, tell myself don't give up, don't give up. My mom would be crying. She said come home, come home. I said, no, I can't come home.

13:41 - Chase (Host) Come home to Scotland, yeah absolutely not doing it. And you were here at the time. Yeah, I was here.

13:46 - Kirby (Guest) I was by myself. It was horrible. I would put myself to sleep. I was driving the bus to my $7 million listing. It was that bad. It was that bad. I had to get the 20 bus up to Bel Air, walk up there to show my client a listing for seven million, act like I had a car when I didn't. And it just goes to show you how fast it can turn around If you just keep going, you keep going, you keep going and you always do what's right. And what I did was I prayed and I seen it, but I put it into action.

14:16 A lot of people get confused with spiritual God. They go to church but they forget to put on the work. That is the most important part. God opens up the door, but you have to jump and you have to be brave enough to jump, because people don't jump and then they're like well, what did she do? And I went to church and I did this and I pray and I do this and I wear white and I go here, but did you put in the work? You're watching TV, you're doing this, Like. When I say discipline, I mean like you're hanging around the wrong people, the wrong crowd, the wrong direction. You have to circle in and remove everybody from your life and realize what do I need to?

14:52 - Chase (Host) do to take the next steps. That's how I changed my life completely. How is entrepreneurship different for women than men? Do you think?

14:58 - Kirby (Guest) Oh, that's pretty obvious. Everybody knows it's very different, because women get respected different in the business world and it really depends on what type of entrepreneur you're trying to be. So in my business I have a partner. Sometimes people look at him and don't look at me when they're doing business deals, which is probably. It's disgusting. Women have to deal with that type of stuff. It doesn't matter how strong, beautiful, tall, whenever you walk in the room, if a man's culture does not respect women, you're not going to get respected. That drives me crazy, but of course I don't say nothing about it, but energetically we just take over. And then they come to you and say, hey, I need your help now. Well, you wouldn't look at me before, but now you need my help. So it's, it's definitely tougher for women.

15:39 I have a team with a lot of women and I teach them. I see a lot of things they do wrong at the beginning, but it's not their fault, it's just they've been guided wrong. So you just got to give them better advice. We don't do that. You don't need to go to dinners. You don't need to go to lunches with men. That's, that's stupid. That's what they were taught.

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19:51 - Kirby (Guest) Oh, good question, Probably my life experience.

19:56 - Chase (Host) How so.

19:57 - Kirby (Guest) Because what is an entrepreneur Like when you think about it? What is that meaning? I think the strong. So I always tell my team if you don't have life experience, you're never going to be strong. So if I jump you in the ocean and you can't swim, that's your own fault. So you got to learn to stand on your own two feet and the only way you do that is from what Experience. That is where I get my strength from, because I grew up with nothing. I left home when I was 15. I strength from because I grew up with nothing. I left home when I was 15. I have more life experience than anybody. So that's what makes me strong.

20:30 That you can't pay, you can't go to school for that, and that's what makes me stand out as a human being, is obviously yes, I'm smart. I know how to tackle deals and do things whatever. I learned, naturally, but where my true strength is my past, what I've learned to learn from my mistakes and how I stand tall if it doesn't make sense. So it's like when you have two kids one that grew up in the hood, one that grew up with money now you put them in the same situation out there in the business world. Someone says something to one, the one's going to cry, the other one's going to keep going, because they have two different destinies. That's what makes someone stand out as an entrepreneur.

21:04 You don't want to be given stuff. Given is we call it luck. There's nothing good from luck. You don't learn lessons. It doesn't make you strong, because what happens is, for example, the real estate market shifts. Now you have no talent because you get handed everything. So you don't know how to negotiate. You don't know how to switch in the market. Sellers are going to have excuses. The market's great. It's not true. The market's always great. It's up to you and how you position it you know, take that, the market's always great.

21:30 - Chase (Host) It's just I forget exactly what you said. It's just the strategy, strategy put in your belief.

21:34 - Kirby (Guest) When you say let's use the market, because we talked about the market, that, because you made a comment about that when I came in, and this is what I'm hearing a lot, it's the market. If you're going to have an excuse now, tomorrow's a war, now COVID is back, now the rates are back. It's like there's always going to be an excuse. Oh, it's because I was too tired that day and I want to get up and do the work. Oh, I didn't want to go on, live and sell my products because I'm working seven days a week even though I just sold a hundred million dollar home. And everybody's like why don't you just take a break? No, do you know what I'm saying? If I make excuses, it's always something. You just got to remove the excuses. That's why my team do so well, because there's no excuses. Zero. Because I can relate to the excuses because I've been through it. So you have no, oh, I'm on my period. I can't make it today. Well, guess what? Next month is going to be the same problem. Then you miss your blessing. Girl told me her car didn't work so she can't come today, and I says well, take the bus. You don't want it hard enough, you got to want it.

22:31 This business industry, any business, is too competitive and if you don't want it and you don't want to show God that you don't want it, you're never going to get it. It's the truth. It's the truth. You have to want it no matter what happens. And it's scary. It is scary because, also, I'm going into a business that's completely different and I'm like you know what I'm putting so much money into and I'm terrified because I'm like, just that's just new business, new life, new money, new goals, new energy. But it's exciting and I see the end result. Sometimes, you know, you panic, you get into a moment but you bring yourself back to center and you realize, okay, this is my destiny and I will make it happen. Because the way it makes me feel Someone said to me today and it just happened in the office a big listing, come on the market.

23:15 It's like, oh, I'd love to be able to afford a house like that. What can I do? And I said that's your problem. So you need to focus on something you love and the money will come in its own time. If you focus on the money and just the material things, you're never going to be successful. It was quiet, exactly. People focus so much on the car, this and that, but they don't understand.

23:37 - Chase (Host) Chasing the wrong targets.

23:38 - Kirby (Guest) Chase your passion and you will do like you can change the whole world with something you love.

23:45 - Chase (Host) You were talking about market and, if it hasn't been made clear, you came from the whole world with something you love. You were talking about market and if it hasn't been made clear, you came from the real estate market. And I want to kind of pick your brain on some of the amazing successes and learning curves failures, if you will in that past job. We'll say so. Why the pivot from over $100 million in sales and real estate to beauty?

24:06 - Kirby (Guest) Good question and I can be honest with you because you're a spiritual person and I love that. It was destiny. It was destiny and I don't really talk about it like this, but I remember saying to my business partner something is not there for me. I need more Like do I need to go running classes, competition, like I'm doing the nonprofits, I'm doing the videos? That something was missing. Do you ever get that feeling? And I love beauty. I had. Like my mom came for Christmas or wait, was it Christmas A few months ago? And she was like oh, I said mom, do you remember how much I love you? She said beauty. She said when you were eight, you're in your aunt's house with pockets full of makeup I had to take you back and be like why are you stealing your aunt's makeup?

24:52 So it was just like it was an organic thing, but also a spiritual thing because someone I, as I told you, I practice Ifa and they kept telling me I got to do a business with my own name. That's something I'm going to love, that I have to pick, so you need to pray on it. So what happened was I was doing TikTok. Real estate already hated it because the men were terrible. They always lie and say I wasn't selling these houses, whatever. So I hated it anyway. So I switched my TikTok and went to beauty.

25:15 Then I realized I was like it would be amazing if I can do my own makeup brand but also be more involved with women, because that's my passion. I love women Like I just love helping them, giving them advice, and that is why my brand is about a movement and I'm going to eventually move more into that in the future, so people can see we're in it together, as a team. So people have that problems, they have issues. We all relate together and the goal is to have everybody feel like you're on the same level as everybody. That's what makes me different, because that's why people open up to me the most, because I learn how to you know like talk to people and let them feel they can come to me in a special way.

25:54 - Chase (Host) Yeah, the word that comes to mind when you were describing why you made that pivot was fulfillment.

26:00 - Kirby (Guest) Would you agree?

26:01 - Chase (Host) that you weren't feeling fulfilled, and chasing fulfillment gave you, you know, this newfound success.

26:07 - Kirby (Guest) That was a beautiful word. Fulfillment, yeah, and it happens so fast.

26:12 - Chase (Host) It's tricky, though, because we can be doing something or put ourselves on the path to do something, whether as a business or a project. Uh, that fulfills us, but fulfillment doesn't always pay the bills. I had this moment, I had this conversation with my brother, last year actually, who is another entrepreneur. We come from a long family of you know our, our dad, our uncle. Everyone just kind of winds up doing their own thing, and I was like Max. You know I have so much passion in what I do and I'm fulfilled in every which way, but I was going through a little lull and I was just like you know what Passion doesn't pay the bills.

26:48 Sometimes, passion doesn't pay the bills, and it really hurt to say that out loud, because who wants to say what lights you up the most, that you have turned into a career is going through a lull, or is not maybe where you hope to be or think you should be comparatively, and so that, I think, was the biggest thing. It showed me where I was staying stuck in comparison and I'd gotten away from true fulfillment and acting solely out of my passion for my passion, and sometimes, I think, just saying your own woes out loud, especially in that environment. You know I was in a safe container. If you will, I was with someone that I love and I've known for my entire environment. You know I was in a safe container, if you will, I was with someone that I love and I've known for my entire life. You know, I'm with my brother who can relate as well.

27:32 And it's just, he didn't even say anything really and I kind of just it reverted back to me and I came home and this year about 40% increase over last year, oh shoot yeah.

27:46 - Kirby (Guest) So when you said that to me because I'm always about giving lessons and teaching my gut feeling if you'd have called me I would have been like okay.

27:54 - Chase (Host) I will next time.

27:55 - Kirby (Guest) Go and find a podcast that makes a lot of money and focus on them and watch how they grow. I'm not saying you have to be in the same, but just know you'll get there, because if they can do it, so can you. And that's why I will study people, because I'm like, ok, if he can make this money from nothing, then I can get there too. And it's scary. It is scary because, like, I'm in the same position and every single day I wake up it's the office at 630. Everybody gets office at 1030.

28:21 I get there at 630 and I'm running two businesses, team of like 14 people, and then my other business, which I'm obsessed with, like it was the best decision of my life, but it's costing me a lot of money and it's like a lot of time and it's scary, but I do know it's just going to take time. Everything takes time. Nothing happens overnight. It's like weightlifting Don't expect results overnight. And if you do, you aren't going to get end up back in the hole because you're already. It's like patience and nothing comes easy ever.

28:50 - Chase (Host) No, no, not at all. I still want to extract some value out of your real estate career, if that's okay.

28:57 - Kirby (Guest) Sure.

28:57 - Chase (Host) Are you open to talking about what was the largest commission you ever made, selling a home?

29:01 - Kirby (Guest) I don't like to talk about that.

29:03 - Chase (Host) These are the juicy parts everyone wants to know about I know.

29:06 - Kirby (Guest) But well, my mom asked me the same thing. I said mom, don't talk to me about money. I don't talk about it, Okay, Even my hairdresser.

29:23 But what I am willing to say is I've sold a lot of big properties and it came with a lot of hard work, but I try not to focus on the money. Okay, yeah, a lot of people come to me already and they're like, wow, why don't you go on holiday after that big deal you just closed? And I'm like I already forgot about it. It's done. Sad part of an entrepreneur.

29:35 - Chase (Host) Uh-huh, yes, yes. Yeah, you worked your whole life for that moment, and then you're like wait I just sold a $100 million house and I'm already over it.

29:46 - Kirby (Guest) That's what happens.

29:47 - Chase (Host) So I mean, that's such an important point. Yesterday I was sitting in here with Corey Richards. And he is one of the most renowned explorers, adventurers, national Geographic climber, summited Everest, almost died in an avalanche and he was even someone like. That is like there's always another mountain.

30:10 - Kirby (Guest) That's a sad part.

30:10 - Chase (Host) There's always another mountain. Take us to a recent moment where you know, in your new career, after this pivot, you have realized, you know, even though by design, by my own design, I chose to lean into this kind of more spiritually driven, fulfilling passion project business, where recently have you also discovered, there's still yet another mountain?

30:34 - Kirby (Guest) Oh, every day, every moment. I make mistakes all the time, so you're giving me anxiety talking about it. There's like so many moments Like I guys, like this is what I'm saying the mistakes I've made in this business. So I have a friend who's in this industry and he said I can't believe the shit excuse my language you've done the last three months. My team would take two years to do, but I ordered like thousands of products and I didn't put the color on the top and when I came I was like I want to cry but I was like you know what? Know what, let's go, we'll figure out the next step. And then I changed the packaging, we did it, we figured it out and I positioned it differently to the market and I just I can't cry anymore. It's like things are too fast, but every day there's a mountain and it's up to you and how you handle it. My husband always tells me, but I think he just makes that up.

31:23 - Chase (Host) You don't know how I'll be acting in the real world.

31:26 - Kirby (Guest) I just panic in front of him. But then in front of my inner self I'm like, okay, we got this, but there's always going to be a mountain. And that's the good thing about business is, you don't see mountains. They're fun, because what happens is when you fail, it was never a failure it's going to teach you to get better and you need to get better. And you need to get better because when the big thing comes and you make a mistake on that big thing, you're already prepared for it Absolutely. And it's like the more successful you get, the more problems you see and you just fix them and move on. That's how it is.

31:57 - Chase (Host) There's a level of trust that I think might for some people might need to start as false motivation. You know a mantra, a creed. You write it out. You need to do, say feel, write, be things. You know, be it until you see it. Kind of thing, fake it until you make it.

32:15 There's a level of false motivation that you have to have at any level, any place on the entrepreneur journey, because that that, that base point will change. In the very beginning you have no experience and you have no idea what you're doing or how you're gonna make this sustainable, but you have. You have a level of belief in yourself that you have to keep fanning. You have to keep fanning that and then you get a year in, you get five years in. I'm currently in like year seven of my entrepreneur journey. I'm still.

32:43 There are moments, so many moments this year. I'm going okay, this is not a failure. This does not need to be a pivot. This is a moment where my belief in myself, my resilience in myself and my true belief in every moment leading up to this Am I going to now walk the talk kind of thing? Am I going to choose to go? Every moment led me to this decision, every other decision led me to this moment, and how am I going to use this to my advantage? Because if I truly believe in myself, then I believe that this moment right here is nothing but an opportunity.

33:14 - Kirby (Guest) True, I like that, but I want to make a comment on that because sometimes people believe too much in their self but they're a little delusional.

33:21 - Chase (Host) How so.

33:22 - Kirby (Guest) How? So? Because in business, you to know, like it you got, you can believe in yourself, but you got to know the numbers, got to know the facts. That's what scares me. Like you got to know, okay, I'm sold this amount of units, I've done this, I've done this, I did that. I believe, I believe, I believe.

33:39 But some people believe so much they're not picking up the lessons, they're not running their business, they're not going over what's happening behind the scenes, because at a certain point you should be making enough if that makes sense, and if you're not, you need to put it out every single month and figure out how can we get better and how can we grow, because there should be no way that I'm making money, there should be no way that I am not successful. And if you think like that, then you start to see change. Okay, let's shift this, let's do this. That's I am. I'm an analyzer and if something doesn't work, I figure it out. And it's like drives me nuts, like it's just who I am as a person and even with my business, like when my business shifted.

34:14 For me it was when I started reading people, like sales psychology. When I started studying people, I removed real estate. I put it in the trash and I started analyzing people. It in the trash and I started analyzing people. That's when my business changed, because I knew how to walk into a room, sit down in front of these billionaires, ceos, and be confident because they're understanding me and the way I'm talking. When you handle people like that, then they're like okay, I feel comfortable with her because, at the end of the day, real estate is very competitive, like when I leave the seven other people behind me and you have 30 seconds to make an impress, whatever impress them or whatever you want to say. And I think when I started doing like sales psychology is when I really changed my business.

34:54 - Chase (Host) What were? Maybe were there any books or podcasts or people what were maybe the top two that come to mind. That were great resources for you and becoming more capable and reading people and human psychology to navigate business.

35:05 - Kirby (Guest) Great person is Brian Tracy.

35:08 - Chase (Host) I'm not familiar with him.

35:09 - Kirby (Guest) You have to look into him. He's amazing, Old white man, old school. I still read his books to this day. I still tell my team I just learned a new lesson today, even though I read the book seven times.

35:19 - Chase (Host) What's his business? What was he known for?

35:22 - Kirby (Guest) Self his coach.

35:23 - Chase (Host) Oh, okay.

35:24 - Kirby (Guest) Like a coach, but he does everything. He does business, he does uh, he does everything. Okay, but he also does sales training. He was a sales training guy but he does everything like self-motivating, like all types of stuff but his techniques are all based on just sales, not like real estate or like all types of sales, and people look into him.

35:44 - Chase (Host) He's really amazing when we are thinking of starting a business, or just flexing that entrepreneur muscle, or even when we already are, we get hit with a lot of ideas, right? How do we know if this is the idea? How do we know that this is the one to act on? This is the one to fan that flame.

36:01 - Kirby (Guest) You know what? That's a good question, because I see a lot of people around me no-transcript about it. Then I said, perfect, boom did it, but you just got. I think if you are a little uncertain on things, usually it's not right that's how. I am right, it was that right? No, no, no, there's no right or wrong answer when I do things, I sleep on it, it pray on it, and then I just go for it and analyze, of course.

36:51 - Chase (Host) Okay, are you familiar with Daniel Priestley? He's a British guy who I actually connected with him recently on another podcast and he has this quote that I love. I would love to hear your take on it. He says quote sharpen our ideas in the market, not in our minds. Oh, that's, exactly what I was saying.

37:12 - Kirby (Guest) Sharpen our ideas in the market. Yeah, because I was going to say you should know by your competition if it's going to fit right or not. And that's exactly what I was trying to say. I was like timing with a blush with this. With that, I studied the whole market. I knew which one went viral, so I was like this is the one.

37:27 - Chase (Host) But there has to be a kind of a timeliness to that right. So is it like really truly just ready fire aim based on what you see already working in the market to execute on in terms of a product or service?

37:38 - Kirby (Guest) Well, for me, where I am in my life. But right now I'm not trying to set trends because I'm not there yet. You don't want to do something different. Just do what everybody else is doing for now and then, when you get up there financially, then you can be like all right, I'm going to set the trend. But if I'm going to do something different with no audience which I do have an audience, but it's going to fall back, Do what works. Do what works and study it, but do it better. That's what I'm doing. I do what works, but I'm doing it better, and I'm doing it my way.

38:08 - Chase (Host) Yeah, I love that little play. I'm going to rewind the listener and viewer to kind of rewind and go. You know, did she really just say do what everyone else is doing? But when you think about it, that's very analytical because you already have proof of concept do what is already working, if it kind of fits what you're thinking about doing right, and then you know you have something that works and then build up enough following traction, revenue awareness to make it your own. That's a unique perspective, I don't think a lot of people would say that.

38:36 - Kirby (Guest) Well, let me give you a perfect example TikTok.

38:38 - Chase (Host) Yeah.

38:39 - Kirby (Guest) Everybody copies each other.

38:40 - Chase (Host) That's all virality is. It's just looking at a trend and doing it your way.

38:47 - Kirby (Guest) That's the way people are right now. Until you're ready financially, cause you're like you don't want to go, so left when you don't know, like I don't know if that's a bad thing to say as an entrepreneur. But in the makeup industry, why would I come up, I think, personally, as a brand. I was like, okay, let me just do what already works, but my way, add in the skincare which no one really is doing, add in little things, but in the same techniques, but different. That's how I thought about it. I analyzed it, okay, and then also adding in my personal you know, like the motivation that's what's important to me is the brand. It's not about you know, like, oh, let me stand out there and be on my own and be the center of attention. I hate that. I want other people to shine.

39:28 Someone said to me oh, by the way, your website, you don't have a picture of you on the front. That's stupid. I'm like, well, I don't really care, it's not about me, it's about women in general, the business about women and us being together, because at the end of the day, we go through so much, but when you put on makeup, no one really knows what's going on inside. That's how I want to look at it and that's how women are. We're like okay, today I'm going to wear this collar with my blush because I'm feeling this way, or I want to feel this way to go out because it's my big day and I got to listen to a presentation, so I'm going to wear my goddess energy. I'm going to wear my nineties bombshells a little more chill. So it's like, at every step of my business and my brand has a strategy and a calculated approach for women to take. That's how I look at it.

40:22 - Chase (Host) So I don't wear makeup, but I am intrigued by what lessons would apply most to someone like me in the wellness and personal development space.

40:36 - Kirby (Guest) By what do you mean? Like not wearing makeup or just learn from?

40:49 - Chase (Host) someone in a totally different career could equally appreciate Totally different field.

40:58 - Kirby (Guest) Personally, by even sitting in a room with me. You should know that you can achieve anything Like. That is what the key in life is, and that's why people love me is because I can relate to them because of my background.

41:09 - Chase (Host) There it is again. Yeah, Relatability.

41:11 - Kirby (Guest) Because they can. I feel I'm on their level. The minute you step up and get out of people's level, they don't like you. There it is again. Yeah, relatability get up and you got to work harder and that's how I teach people and that's how I am every day. The goal is to be together is like one, and then the minute you're like that ego, that energy, that's not part of my destiny Hopefully not.

41:43 - Chase (Host) Relatability. There it is again. You know I love to hear that and I think, um, no matter the field, if you can sit in a room with somebody and put the ego aside and put the comparison aside and put all the wants aside and just focus on what do I see in them that I also can see in myself, and when you can connect to that level, you're going to see all the other breadcrumbs of success. You're going to pick up a trait, you're going to pick up a mannerism. You're going to pick up a book tip, something as small as that, that, just anything that piques your interest, not in the sense of oh they did it, therefore I have to do it, but oh, I could see myself doing that.

42:19 - Kirby (Guest) Yeah, and that's why I think everybody it's like looking to God, looking to a person, it's like, okay, I'm in a low place, I don't know what type of entrepreneur they are or anything, but just know that if you have an idea, and just baby steps, baby steps, and if I can do it, anybody can do it. If you don't know my life, I was like I went to school for bad kids when I was like 15. I'm dyslexic, so I couldn't learn, which is an issue as a child, because back then, when you're dyslexic, they think you have a problem. But I didn't have a problem. I just learned different, and that is how I'm different now, because I had to teach myself. I taught myself everything. They didn't know how to teach me in school, so I got kicked out of school because I wanted out of school.

43:00 And then I came, I moved, I was a professional dancer, did that, and then I into real estate. That's when my whole life changed. That's when I was like, okay, this is my destiny. I just felt it and I've just been so good at it ever since because I really enjoyed it and it took a few people. You know, like the CEO of my company when he talks about him being dyslexic. I was like, wait a minute you have the same issue.

43:23 - Chase (Host) That's why we're in business together.

43:25 - Kirby (Guest) The guy we talked about. He said the same thing. He was at school, he couldn't learn. He had the same kind of issues, but he got a little bit different than me because he had someone teach him. I never had a teacher teach me, which is okay. We all have life lessons. But just knowing whatever you're dealing with, it's okay. You just figure it out. You could be going for a divorce, you could be doing this. I get a lot of excuses from my friends. Well, it's my upbringing, it was my parents. No, that's an excuse. If you stop making excuses, you can achieve anything in life. Put it on the board and do it. That's what I do.

43:59 I put it on my board and I just work every day until I get closer and closer and closer, and I'm committed. So when you commit to something, there's no turning back.

44:07 - Chase (Host) I'm lit off of your energy right now. This is incredible. It's so good. Yeah, I love it.

44:13 - Kirby (Guest) That's because I speak the truth.

44:14 - Chase (Host) Yeah, your truth, yeah, absolutely, Thank you.

44:17 - Kirby (Guest) Yeah.

44:18 - Chase (Host) So, when you're bringing this new brand, this new product, this new business to the market, how did you specifically market your product? This is all new territory for me. What did you try? What did you fail at?

44:31 - Kirby (Guest) Wasn't that. I failed because I had a vision and I'm still just going for the vision. But I'll give you an example TikTok. I seen and studied brands that had success only from TikTok. So I said this is what I'm going to do. What I do is I don't copy, I watch and I learn and see how I can do the same, but do it better. Like I go back to before. You don't have to go too out of the way when it comes to business. They're all the same steps, maybe different colors. So what I did is I studied a few people and I said okay, they're doing this. He did like. He inspired me, he made a big brand. Now he's in 92, 94, 92 stores in the UK. I said I love this. This is what I'm going to do, or do it my way. So what I did is I started doing TikTok and then TikTok reached out to me and said hey, we should do ads together. So now I'm doing my ads with TikTok. I have a TikTok manager, oh yeah.

45:22 And then live. So really, I'm failing every day because we're still not there. So it's just about matter of like. Every single day, more and more and more and more and more, and right now, my only branding is TikTok. Anything else, let me think the website. So there was a moment in the meeting. Oh, I got to tell you this story. This is a good story. So I got a violation on TikTok for like packaging, which it wasn't my fault, it was a post office. Just if you're a TikToker, you'll notice.

45:50 - Chase (Host) For leaking packaging.

45:51 - Kirby (Guest) No for not put your packaging on time, for leaking packaging. No for not put your packaging on time. What I did? Okay, I just didn't get a receipt from the post office, because I'm stupid, because you know you have big bags full of packages. You just drop them off. They take them, sometimes they don't scan them. So then tiktok gives you a violation. So what happened was I sat in the meeting with a tiktok lady and she said we're going to take you off a tiktok, your marketing and put it to your website. And I was like no stop. I was like we're going to master TikTok, you are not going to take me off of TikTok, we're going to do it like this. She's like I'm not going to take you off of TikTok, we're going to have your sales come from TikTok, but to your website. And that's when I started seeing the results. We're getting like sales.

46:28 One of my lip kits sold out. Me and my husband were fighting because I was like what am I going to do? People ordering, and I was like, because it's so new. But then I watched a video, another you know like guy you don't even want to know his name because they don't like him, but it came up on my thing, okay. And he said don't cancel them, just give them an email or like an extra gift. So what I did for the pre ones that sold out? I sent them like double kits and I said thank you for your time there you go.

46:56 - Chase (Host) Thank you for your time. You're always in customer service.

46:58 - Kirby (Guest) Yeah, but it was I was a moment of panic because it never happened, just like literally sold out and I was shocked. But then my packaging came like five days earlier, so I was only sold out for like five days or something like that.

47:10 - Chase (Host) It was a scary moment well, no doubt, I'm sure it a scary moment, but do you feel like that might've been a lesson in? Maybe I shouldn't put all my eggs in one basket.

47:17 - Kirby (Guest) Yeah, Well, it was one. It was just one lip kit.

47:21 - Chase (Host) I'm talking about Tik TOK.

47:23 - Kirby (Guest) Oh, yes, of course.

47:24 - Chase (Host) So you're, you're so invested in and clearly because it's working in this one platform for your business. But here's an example of when that can go sideways and it takes away from your business. So did you just only focus on and are you still only focused on correcting that hiccup on that platform, or have you learned a lesson and going OK, I don't want this to happen again, so we're doubling down on, or we're getting started at least on Instagram or Snapchat or website.

47:51 - Kirby (Guest) We're doing it all. I'm on Instagram, I'm on YouTube, we're on everything. But I'm also focused on mastering TikTok. I'm not giving up because it was a little violation or a little mistake, because people do get really successful. I'm going to master it and that's what I said when that happened. I said okay, because if I run from the problem, I'm going to go back and it's going to happen again and I'm going to have another problem with Instagram or Snapchat. So what I'm doing is mastering. I'm going to master it.

48:19 I'm getting help. They're bringing in other people behind the scenes in TikTok to help the brand, because now they're seeing how much I'm growing fastly. So now I'm going to have behind the scenes help, which is going to help me maneuver around these violations, and I'll get there. But I'm also obviously I'm still on the other platforms. I'm still doing my lives. I'm still doing everything I can, but if something happens, I still want to focus on TikTok, because I love TikTok and I want to get really big from it and then get into stores and everything and just you know, like the whole world or whatever.

48:50 - Chase (Host) All right. So kind of this has been incredible again. So much um enjoying this, so much the whole world or whatever.

48:55 So kind of this has been incredible again. So much, um, enjoying this so much. Let's get to a few more questions here. I think a I forget where I heard this. I didn't write down this isn't like an exact quote, but this is not a chase shooting original. I'll say this A good entrepreneur has the mindset of a scientist, maybe even a mad scientist. Would you agree and would you describe your entrepreneurial journey entrepreneurial journey, excuse me as being a mad scientist?

49:20 - Kirby (Guest) Yeah.

49:20 - Chase (Host) What does that look like in your life?

49:22 - Kirby (Guest) Analyze scientists is study. You study everything. That's what it's. That's to me, what a scientist is right, that's. I've been saying that the whole way. For this whole thing, I study, I study, I analyze, I study, I study. And one of the reasons why I did do a makeup brand in the first place cause I was spending so much time on Tik TOK and I was like I need to make money from this Like studying, studying, studying, studying that's what a scientist is. They study, right, I don't know much about scientists, so am I right? Am I wrong? No, I I again.

49:52 - Chase (Host) I'll just kind of share notes with you as well that that worked for me. I this year got even so obsessed. Another aspect of YouTube was the analytics, and just looking at it gives you. That's the beauty of these platforms. I'm sure TikTok is the same. If you spend time to look at the information that they give you, that you don't even need to go in and like pull reports or do your own spreadsheets. If you look at your analytics, it gives you so much information on what is working, what is not, what even your quote competitors are doing, and how to kind of leverage your titles, your thumbnails, your captions, your all this stuff. And so by focusing on that, the YouTube channel for this show this year has turned into a multiple five figure platform, and I haven't. I did not focus on how do I make, how do I make this channel make more money. I focused on how do I make this perform better, and by focusing on performance and those analytics, it therefore turned into a higher revenue generating platform than I ever thought.

50:44 - Kirby (Guest) Yeah, I don't focus on the money. I focus on what are the lady in TikTok. She's like what do you want? I was like I want brand recognition. That's what's important to me. Of course I want to make money, but you got to worry about the money eventually. But the money will come, it will always come. Success will always bring money. It should right. But you got to understand, like even like what you said about the scientists, the studying, the analytics. Like for me, I'm always looking at ways to grow. That's just who my personality is. I'm so grateful that I am the human being today. Like my mom always apologized for my like upbringing. I'm, like mom, the best thing that happened to me.

51:21 I wish you could let go of it, because I had a rough childhood and I needed that, because you know what. I didn't turn back. I remember calling my mom when I was like 14. She was like just come home. I was like mom, you're not supposed to tell me this, you're supposed to say you got this. I went to like a school. I got into like a dance school away from my family, and I remember it was performing arts school. I was going to call my mom. I was like mom crying. I hated them because they were all posh and I wasn't posh. They all spoke English which I know, I was really Scottish and I cried and she said come home. And I was like mom, no, I hung up the phone, went back to dance class and then look at my life to this day. Imagine if I went home. Oh, and that's a good thing about it, my parents never pushed me. It was all intentionally by myself, everything. Imagine they did push me. Well, maybe I would never been where I am. You just just never know.

52:13 - Chase (Host) I think life happens for a reason you know, that kind of just landed on me differently. I now I'm about to be a dad and I think I'm so excited congrats.

52:25 - Kirby (Guest) Thank you, so exciting.

52:27 - Chase (Host) I think that is probably the worst advice, the worst thing I could ever do for my kid is to tell them come home when they are struggling with a grain of salt. You know, of course, they're always going to have a place by my side and my wife's side and you know they will always have safe haven with us. But just to know that you're struggling to figure something out in life and school and your business, I'm just thinking like I would never want to, at least not first tell them son, come home, don't worry about your problems, come home with your tail tucked between your legs, we'll coddle you, we'll let you just, you know, stay over here until the problem magically, mysteriously, goes away. No, I'm hearing that in your story as well. I mean, I'm sure your mother was just doing it being a good mother.

53:17 She loves you, she just wants you safe but just come home Like no, and that's so incredible that you heard heard her say that and go. That's not the right thing to do. That's the easy thing to do, but it's not for me.

53:31 - Kirby (Guest) But it's very common. I work beverly hills and there's a lot of privileged children and they struggle mentally, physically and emotionally because they can't survive out there. And it's because of their parents. It's not their fault and it's really sad.

53:48 it also makes me nervous. You know if I, when I get pregnant, I'll be like, oh my god, am I going to be that one? It's just like, okay, let me just take you to get a brand new porsche chanel purse and you're 15. It's not teaching them anything. That's the scariest thing. It's like you go in the swimming pool we talked about it drown, you don't swim. What's going to happen?

54:07 But the only way people learn is by lessons, and if you give a kid too many things they didn't learn, learn any lessons. You never learned nothing. So how are you going to survive in the real world? When you get an emotionally breakdown by someone, you're going to be like all sensitive, go home and cry, be depressed for two weeks. But when you're a tough person and you realize okay, I've been through this too many times nothing.

54:27 Some people see problems and some people don't. I never even knew what a problem was. Until I came to LA I was like, oh, that's a problem. That's how I grew up. We just do things, there's no problems, that's how life is. I didn't realize my life was so hard until I moved away and I went wow, that's how I grew up. Like it was intense, but I needed it as a child and that's why I am the person I tell people Use it. Use it for your strength, for your lessons, like, because a real entrepreneur is not about how much money they make, how much success. It's about your story and how you made it happen. That's what, to me, an entrepreneur is. It's the truth, because the end of the day, it's like I want to hear your story, I want to hear that you were homeless. Like people go through some stuff, and I want people to understand it's okay not to be okay.

55:18 - Chase (Host) Yeah.

55:19 - Kirby (Guest) And you can get out of it, and it's up to you to get out of it. And I tell people all that all the time that God will open that door. But if you just want to be lazy and make excuses, the door is going to shut wide, closed fast.

55:32 - Chase (Host) Kirby, I know you're going to keep going and going and going. This has just been what a hell of a way to kickstart my day of you know just podcasting all day. You have set the bar super high. Where can my audience go to connect with you, learn more about your story, your brand, your the, the beauty, you know, the real estate, all the things you're up to.

55:49 - Kirby (Guest) You can find me on Instagram TikTok. I have Kirby Cosmetics with a K instead of a C, so it's Kirby Cosmetics with a K, and then we have we're big on TikTok, so TikTok. And then I also have TikTok, but it's hard to post on all like when I got my brand.

56:07 - Chase (Host) I'm working on Girl preach. I know yeah, so pick a lane, master it to your point. Yeah, absolutely.

56:11 - Kirby (Guest) So TikTok, find me on TikTok.

56:13 - Chase (Host) All right.

56:14 - Kirby (Guest) Any questions you can ask me. I love helping people. I love to help people.

56:18 - Chase (Host) And I'll say down the road, if you see the Everford Radio, or my probably Everford Radio, you know TikTok blow up is probably because of this lady right here. I feel like I'm going to be watching and learning a lot from you.

56:29 - Kirby (Guest) Oh, you too.

56:35 - Chase (Host) Vice too. Vice versa. Thank you, Destiny Boom. Thank you so much. Thank you For more information on everything you just heard. Make sure to check this episode's show notes or head to everforwardradio.com