Sara Blakely
Appearances
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And it is our human nature that the minute we have an idea, we tell our friend, our coworker, our wife, our husband, boyfriend, girlfriend. And in those moments out of love and care and all the right intentions half the time, the person might say something that completely squashes it or makes you not pursue it.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
So I didn't want to tell my family and friends, and I have very supportive family and friends, but I didn't want ego to have to get involved too early on in the process. I wanted to spend my time pursuing it and not defending it. So at night and on the weekends for two years, I would sell fax machines during the day. And then at night I would stay up and I was working on the patent.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And I was, you know, doing all my research and driving, taking vacation days to drive to North Carolina where the manufacturing plants were and begging them to help make the first prototype. But that is really why. And I have to say, I mean, everybody in their life has a million dollar, even a billion dollar idea. I mean, we do. I haven't had mine yet. Yeah. Well, you do.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And I feel like recognizing it is a big one. And then also, you know, holding it sacred for me. And I'm glad I did because I sat my family down a year later and all they knew was Sarah's working on some crazy idea. And a year later, I sat him down and I said, OK, guys, are you ready? It's footless pantyhose. Yeah.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And, I mean, they were like, so, sweetie, if it's such a good idea, why hasn't anybody else created it? And then someone else in my family was like, well, honey, you know, and even if this is a good idea, the big guys are just going to knock you off in the first six months and you will have spent your savings on this.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And if I had heard those things in the moment that I had it, I probably would still be selling fax machines or something like it. So I really believe that. I believe that you've got to really protect it. Now, it didn't mean I didn't tell people that would help me pursue it. I was telling lawyers, having them help me try to write the patent. I was cold calling manufacturers and talking to them.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I just didn't seek out people simply for validation. Until I knew I'd put enough of my own sweat equity into this idea that no matter what the validation came back as, I wouldn't waver.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I mean, you've got to create your own hype.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
For sure. It's reminding me. I mean, for the first four years of Spanx, I wore a black T-shirt with SPANX ironed onto it that I went to one of those T-shirt shops and took a white letter and ironed on Spanx. and cream pants, but I was the advertisement. So I wore that everywhere I went.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And then when I got a chance to sell it in Neiman Marcus, I would bring my friends to the store to act like excited customers. And they would stand around my display table and go up. Every time we'd like cue it, we'd like customer coming. And this like really fancy lady, you know, perfectly dressed would be walking up and my friends would all go, tell me more. What is this?
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I can't believe I'm just finding out about this. And it would always cause the customer to go, what, you know, what's happening?
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Yeah. So when I first landed, Neiman Marcus was my first account. And two things about that that are just something that I reflect back on. One is everybody in the industry after I landed Neiman's came up to me and said, how in the world did you land Neiman Marcus? And I would look at them and I'd say, I called them. what do you do?
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And they'd say, oh my God, we go to trade shows and we set up a booth and we've been doing it for seven years. And everybody says around year six or seven that you get a chance with Neiman's. I didn't even know there were trade shows.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
So I often say what you don't know can be your greatest asset if you let it, if you're not intimidated by the self-talk of, I have no idea what I'm doing and that shuts you down. So if you can power through the, I have no idea what I'm doing and actually see it as a positive and go, That means I'm going to do it different. And that's where you break real ground.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
It takes a lot of courage and a lot of willingness to look stupid and potentially fall on your face. But that's where the magic is. So anyway, I got a chance to go and cold call Neiman Marcus. I flew on a plane from Atlanta, where I live, to Dallas. And I met with the buyer, and she was impeccably dressed. I'm in the intimidating Neiman's headquarters. I had my lucky red backpack from college.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I had the prototype in a Ziploc bag from my kitchen and a color copy of the packaging that I had created on my friend's computer. Halfway through my pitch, I was telling her what it is, and I could tell I was losing her. After seven years of cold calling and trying to sell things to people, you get really good at reading nonverbals. And I always say nonverbals tell you way more than the verbal.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
When people sit there and shake their head and say, I love it, and I'll call you tomorrow, you're like, oh my God, mayday. That's when you pull the shoe and say, I've got to try everything. And so she was kind of doing that. She was like, okay, thanks. And I just stopped and said, you know what, Diane, will you come to the bathroom with me? And she literally was like, excuse me?
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I'm like, I know it's a little weird, but can you just follow me to the bathroom and I'm going to actually show you what my product can do. I'm going to go in the stall. And she was like, oh, okay. And she walked down the hall and I went in the stall and I put it on under my white pants and I came out.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
So I showed her before and then I showed her with the product on and she just sat there and she goes, I get it. It's brilliant. And I'm going to try it in seven stores. And I was like, that deserves a round of applause.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I mean, I would say to add to that, I recognize that the two biggest fears that we all have as human beings are basically the fear of public speaking and the fear of being embarrassed. And so I want that to lose its power over me. So I will intentionally embarrass myself. Or I will intentionally find scenarios where I'm not good at something. And then I go through it.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And it usually ends up making me laugh. Or if something ridiculous happens to me, I immediately want to share it with people. Because then I start to find that it loses its power over me. And then you also find that when these things happen, if you can make somebody else laugh or smile, then it wasn't all in vain.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And that's where real human vulnerability and connection happens, especially even with your customers. So I learned that from selling fax machines. I mean, anytime I tried to act perfect or put on the perfect pitch, I got kicked out time and time again. If I walked in and was like, look, I'm nervous. It's hard for me to walk through your door. I'm sorry. I know there's no soliciting sign.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I mean, I would get farther with that. But just calling out the humanness and the real of what we're all dealing with and not being afraid of it. So we do that at Spanx too. We have oops meetings at Spanx where we have the whole company get together and we stand up and we share what we've failed at or an oops or a mistake that we made and everybody claps and it's just like diffuses it.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Yeah. Oh, great. Okay.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
My husband has been running every day on this island and says a bird attacks him. So I'm on the walk with him where his jog got this because I don't believe him. Honey, where? How bad can it be? Come on. How are you going to get past this walking spot? He's fine. I see him and he's fine. See, the bird's there. He's not going to bother you, Jess. Oh, oh, oh, oh, oh.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I was so petrified. I did it when I was selling fax machines door to door. And I just I have this thing where I don't if something terrifies me or if I think I would never do that. And the answer is because I'm scared. It kind of becomes something I really want to try to do. And that was one of those things. And I just did open mic mostly around.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I did it around the country for two years while I was a trainer for the company that I worked for. But it was terrifying. I mean, I was so nervous and I wasn't that good. So.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Oh, you have a clip? Which clip is it? Is it of the balloon?
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I'd rather run for 20 hours. That was so intense. There were so many things about that, but it took me 48 minutes to climb. It was a dangling rope ladder, so there was nothing anchoring it. So I spent the first 25 minutes of the climb just flailing around in the air. And then the last 20 minutes, I kept saying, just get to the balloon, get to the balloon.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
But once I got to the balloon, the balloon was hot. And the rope was very taut against the balloon, so I had nowhere to put my fingers anymore around the rungs of the ladder. So I'd use my fingertips. And then once I did the little T thing and was like, woo, that was great, I started bawling because I realized I had to climb down. Oh, my gosh. I was like, wait, how do we get down?
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
So we had to go back down the ladder. It sounds horrific. Yeah.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Listen, I'm here, and what an experience.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Yeah, because we're on autopilot as human beings. I mean, think about it. Almost every single thing that we do, someone taught us how to do it or we observed how it was done. And so I like the space of closing your eyes and saying, if no one showed you how to do this, how would you do it? Like, would you be doing it differently? And oftentimes you will. And the answer or the vision comes to you.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And then that's a real nugget for yourself.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I'm going to Switzerland on Friday. Which sounds very fabulous.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
How do I feel when I'm in the Giving Pledge room? Super humbled and, you know, kind of like, how did I get in this room? Pinch me kind of feeling.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I mean, I'm a frustrated beautician, so I might have my own salon, or I was someone who did everyone's hair for prom, and I always liked doing makeovers and things like that.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Oh, gosh. Theme song for my life.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Mine is... Baby Got Back.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I mean, this is so weird, but I can vibrate my eyes. What? What does that even mean? What did you say? I can vibrate my eyes.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I can vibrate my eyes. And the weird thing is, Charlie just looked up at me and vibrated his eyes the other day. Our little boy. So apparently it's genetic.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
pet peeve oh i know what yours is oh this is like the newlywake you know what do you think mine is well i mean you're probably about to answer something different but running water absolutely absolutely don't get me started on running water yeah did anyone notice the clock is now going the opposite direction what a little confused okay um my pet peeve is when the windshield wipers are going more than they need to that's a fair that's a fair one
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Well, growing up, my celebrity crush was Gene Wilder.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I'm sorry. What was it? Okay. Okay. Yes. So listen, all you have to do, I'm going to give away some awesome Spanx products. Okay. Yes. Yes. And for the guys out there that are like, look, you've got a wife, a daughter, a sister, a mother. They're going to love you for this. And I also happen to make man Spanx. So you can buy yourself something too. Okay. Jesse, my underwear.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Well, not my underwear, but the underwear that I make for Spanx is his favorite underwear.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
So all you have to do is get out your phones and go to Instagram and follow at Sarah Blakely. And that's S-A-R-A without an H. At Sarah Blakely. And then in the last post, which actually was his last man standing post, just put hashtag hypergrowth. And I'm going to pick 20 of you at random, and I'm going to send you some awesome Spanx leggings.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And if you're a guy and you don't want leggings, you want something else, I'm happy to send that to you. But we have a cult following for our faux leather leggings. People love them. You'll love them. Hold on.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Thank you.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Thank you, guys.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Yes, that's definitely true. Not much sleep. Not a lot of sleep.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Yes, I win last wife standing. I didn't sleep for 35 hours, so I was supporting him. And it's really challenging. I said at one point I had a breakdown, I think at like 4 in the morning, where I just started crying because I said marriage is hard when you have to really support each other's dreams, and especially if you have to watch the person you love suffer.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And Jesse had a pep talk with me before, and he said no matter what, Tell me I look good. Tell me I look strong. Don't pull me out of the race.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
That's true. But it was really a wild experience of just human spirit. You know, what we all have inside of us, that grit and determination. And there were 112 of really intensely impressive ultra runners there. And, wow, I was just blown away by mindset, really. Because I asked Jesse after this. I mean, Jesse's 51.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
So I said, honey, even though you didn't get the last man standing, you definitely won the oldest man standing. Because he was 10 to 20 years older than every other racer in this race. And so I said to him, I was so curious because I knew mindset. I'm a huge believer in mindset. And I said, what was your mindset and what were you thinking during the race?
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And he looked at me with laser focus after it. And he said, I was saying repeatedly to myself, I push my body and my body responds. And boy, did it ever. I mean, because his knees, his ankles, I mean, the rest of his body really, I mean, was shutting down. But his mindset was there. And that pushed him. I would say, I mean, at mile 47, I thought you were done. I love you, but I really did.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I was, like, so worried. And then, like, you know, you just can't ever doubt the mindset. If the mindset of the person's in the right place, then they just go way beyond what you expect.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And if any of you guys want to be super entertained and inspired, it's on my Instagram page at Sarah Blakely. And it's in one of those, you know, I put it in a permanent circle in the bar below the descriptor of my name. And it's called The Last Man Standing. And it's really, it is very...
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Yeah, definitely mindset. I mean, I sold fax machines door to door for seven years after graduating from college. And I, you know, for 20 years, Spanx is going to be 20. I started it in the year 2000. The soundbite in the media has been, Sarah cut the feet out of pantyhose and solved an undergarment issue, and now Spanx is here.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And while that is true, there was so much more about the behind the scenes of why this happened. And people have asked me, can I have 10 minutes, 15 minutes of your time? I want to pick your brain on how Spanx started. But the real answer is it started way before I cut the feet out of my pantyhose.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And it started when I was much younger, and I had a series of kind of tragic events happen to me when I was in high school. And it led me to Wayne Dyer, who is a motivational, inspirational speaker. He passed away about two years ago. But I got exposed to him, and I listened to his cassette tapes over and over and over again.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
To the point that I had his one series called How to Be a No Limit Person memorized. All ten cassette tapes front and back.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
That's funny because in high school, no one wanted to get stuck in my car. After a party, they're like, she's going to make you listen to this shit.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
So, but then fast forward, you know, I think it was 10 to 15 years after high school that I ended up on the cover of Forbes. And the texts I got in my phone were so funny. I mean, literally all my friends were like, damn, should have listened to that shit. So... So I'm a big believer in it.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Life has a weird way of giving you these experiences because when I started Spanx, the combination of the amount of rejection I had had was perfect to start a company because I was told no every day for two years. The idea is no good. No, thank you. We don't want to help you. We think this is stupid, whatever. And it didn't really faze me.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I learned early on about manifesting law of attraction, not caring what other people think about you, which is a really big one for an entrepreneur or, you know, in life really. And I'm a work in progress on that. There are times where I do care and I check myself and say, you know, let's work on this. But it's very freeing to not care what other people think.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
You'll take more risks to not really focus on the outcome and be so afraid to fail. So all of that is a big part of my journey and Spanx for sure. So I think mindset is, I work on it daily.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
That really came from a gut feeling. I really honor my gut and intuition a lot and still do through the journey that I'm on. But when I cut the feet out of my pantyhose and started Spanx, I had actually asked for the idea two years prior. So I was selling fax machines. I had one really bad day. I'd been kicked out of an office again.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
I mean, I got usually business cards ripped up in my face about once or twice a week. I got escorted out of buildings all the time. And this day was just hard. I mean, I'm seven years into 100% cold calling. to sell people a fax machine. And I pulled over and I said, I'm in the wrong movie. How did this happen? Call the director, call the producer. This is not my life.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
Like I'm redirecting my life. And I went home and I wrote down a list of what I'm good at in the positive column and strengths. And I saw sales and I thought, okay, well, what is it about sales that I'm good at? And it led me to the fact that I like to offer people things that they may not know they need and then really makes a difference for them.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And I wrote down in my journal that night, I'm going to invent a product that I can sell to millions of people that will make them feel good. And then I looked up in the air in my apartment and I said, I'm ready for the idea. If you give it to me, I won't squander it.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And then the writing comedy for two years while I was doing that helped me do all the writing for Spanx and the marketing. And Spanx didn't advertise for 16 years. We became a household name and a household brand around the world without ever advertising.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And two years later, I cut the feet out of control top pantyhose one night to wear white pants to a party and not have a panty line or anything show. Because, guys, you're out there in the audience. I don't know how many of you struggle with what to wear under white pants. Yeah. But it's a legit problem that we have.
Creating Confidence with Heather Monahan
Confidence Classic: Why Your Mindset Is The KEY To Success! With Sara Blakley & Jesse Itzler
And so I cut the feet out of my pantyhose one time and I thought this could be the idea because I had already set the intention for the idea to show up. But as soon as I started on the path of it, I thought, okay, I don't want to tell anybody my idea because I feel that ideas are the most vulnerable in the moment that you have them.