This week in the guest chair we are back for an update episode with Arsha Jones, founder of Capital City- the DC-based company behind the wildly popular Mambo Sauce. Stemming from Arsha’s desire to create a product that she could sell multiples of, Arsha describes her journey from starting as a web designer, shifting into e-commerce, and finally venturing into entrepreneurship.
In this episode Arsha shares:
- How starting an income-driven business, Tees In The Trap, helped to fund ventures for Capital City
- How she got Mambo sauce onto shelves of major businesses like Papa Johns, Walmart, and Target
- The importance of legacy and how embedding the culture of the community she serves has opened up unique opportunities
- 07:07 Leaving The Service Industry
- 10:44 Launching Multiple Businesses At Once
- 17:14 Creating Multiple Revenue Streams
- 19:50 Being The Face Of Your Brand
- 29:33 Creating a Premium Product
- 30:48 Getting Into Retail
- 35:33 Creating Brand Partnerships
- 41:11 Selling On Amazon
- 45:23 Creating Your Own Path
Links mentioned in this episode
- First Arsha Jones SHP Episode: https://sidehustlepro.co/arshajones/
- Capital City Instagram: https://www.instagram.com/capitalcityco
- Capital City Website: https://www.capitalcity.com/
- Arsha’s Instagram: https://www.instagram.com/arshajones/
- Arsha’s Facebook: https://www.facebook.com/arshajones
- Tees In The Trap: https://www.teesinthetrap.com/
- Amazon Seller Central: https://sellercentral.amazon.com/
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Guest Social Media Info
Side Hustle Pro – @sidehustlepro
Nicaila Matthews Okome 0:02
You're listening to side hustle Pro, the podcast that teaches you to build and grow your side hustle from passion project to profitable business. And I'm your host Nicaila Matthews Okome. So let's get started.
Hey, friends. Hey, welcome. Welcome back to the show. It's Nicaila here back with another episode of side hustle Pro. And today in the guest chair, I have one of my favorite favorite entrepreneurs, who I am so inspired by. This is actually an update episode. Arsha Jones was on the show way back in 2016, and Episode 26, one of my very early episodes, and I just love how she's built her businesses, grown her businesses, and just continues to do so many exciting things. So if you don't know, Asha is a multifaceted entrepreneur with a unique ability to turn simple concepts into thriving million dollar brands, okay, multiple million dollar brands. As CEO of capital city, a specialty foods manufacturing company she co founded with her late husband Charles Jones, she personifies what it means to turn your passion into profit with their signature product capital city mumble sauce. They are credited as the first company to take this beloved condiment of the Washington DC area and commercialize it for mass consumption. After moving out of DC into the suburbs of Maryland, our show often craved her favorite food, including chicken wings, and Mambo sauce, especially when she was pregnant. And she didn't like having to drive 30 minutes to get it. So she started making it on her own in her own kitchen. And then she was struck by the brilliant idea to create it for others because she thought well, what if other people have this craving and they moved out of DC and can't get it. Bus capital city was orange. Archer and Charles bootstrapped their new business by selling the sauce at local farmers markets and community based events. Since its launch in 2011. They've grown capital city from a mom and pop operation into a multimillion dollar brand. And their signature product capital city mumble sauce is sold in retailers such as Walmart, Target, Papa, John's, and KFC, and even more you'll hear in this episode. So in today's update episode, we discuss Arsha strategic approach to growing multiple businesses. You'll want to stick around for this if you're someone with lots of ideas, we also get into how she was able to scale multi million dollar businesses without being front facing. And we'll also talk about why there's no right way to be an entrepreneur or to market your business. And then finally, we'll talk about why Shaq that Shaquille O'Neal is such a big fan of capital city and so much more. So let's get right into it.
All right. All right. Arsha Welcome back. I am so honored to have you back here in the guest here. And your episode was episode 26. Like this is I'm talking back in 2016. Can you believe that? Sorry, guys, we're not going to recap every single detail, you're gonna have to listen a link to it. But we are going to catch up with our show and find out what she has been up to. Because at the time we spoke, you were still running, teasing the trap and capital city Mambo sauce. And now I want to just get an update in your words, you know, what are you up to now? What are you working on now? Well,
Arsha Jones 3:56
my goal even when I started using the crab was to transition away from that after about four years. And so now you know, those four or five years have come and gone and capital city is our 100% sole focus. We still do sell some items from season to travel people place orders where we are actively kind of marketing it and pushing it like we used to we are 100% capital city, which was my goal from the beginning. And we've done a ton of things since then. And it's been an exciting ride.
Nicaila Matthews Okome 4:26
I can't lie. You know, going back I forgotten some of your story, right? So I was reminded that you you have your BFA, right, you're traditionally trained, you're an artist, you were then worked in web design. So how did you start going into this entrepreneur zone?
Arsha Jones 4:44
Honestly, I was in college and you know, being on a track for a Bachelor's of Fine Arts. Your Blaine was really painting and drawing you know and so as a 20 something in common Um, you know, 19 I really just wanted to make more money, you know, and I saw painting and drawing a path to struggle, and I'm not knocking anyone else for taking that path. I was just like, wow, I really love it. But I needed to figure out, okay, how can I transition this into a career that will bring me enough income into comics just kind of build the life that I wanted. And so from illustration, painting and drawing, I transition into web design, which still gave me a creative outlet. And then from web design, I transitioned into building EECOM, site branding for products, social media, marketing, and everything kind of in that online, business land. And I found that I really had a passion for it. And that kind of fueled my desire to kind of create a business for myself. So we've just
Nicaila Matthews Okome 5:50
gone through a series where I was giving people tips, and I share my story of I started with a blog, the blog turned into the podcast. And you similarly, the very first thing you did in business was start a blog. What was your thought process when you were doing it? Yeah,
Arsha Jones 6:05
yeah, honestly, it was an extension. To me, having consulted web design consulting clients, I would always get information from people who maybe couldn't afford to hire me that they still wanted the same information on how to kind of set up a blog, buy domains and kind of get that all set up. So my blog was really based around how to build an online website, a blog, or e commerce Store, and how to market it online. For people who were interested in self help, as opposed to, you know, like I said, paying for consulting fees. And that's kind of where my start came in, was blogging, about web design. So, you know, I created a all the lanes.
Nicaila Matthews Okome 6:45
You know, what I like is, you didn't necessarily study that sometimes we think, Oh, we have to study this. So those people, they studied digital marketing, but no, you just kept on learning, figuring it out, testing immediately. And then learning some more. Yeah, from the blog. When did you go into the first business that you started? And why
Arsha Jones 7:06
being a consultant and working for other people and having a blog, I realized that I didn't like the service industry as much as well. No, not knocking, anyone who's in the service industry is completely fine. It just wasn't for me. And that's how it began, I was like, wow, you know, I really wanted to figure out how to create products that I could sell, so that I could make money that was less dependent on me having to show up and give 100% of myself, you know, I wanted a product where I can sell multiples of it over and over and over. Whereas when you're in a creative space, and you in a service role, you constantly have to be on this hamster wheel of creating new ideas for each and every client that you encounter. And that's great. But it's just it was just I was getting burned out, understandably. And so
Nicaila Matthews Okome 8:02
I'm still trying to figure this out. That's why I'm having you back. I need a product. You need a brand new
Arsha Jones 8:08
web product. And I said to myself, I was like, I can't do this for another, you know, 30 years or whatever, keep constantly showing up, and I will give my clients 100% of me, you know, and sometimes they will take my advice. Sometimes they wouldn't.
Nicaila Matthews Okome 8:24
Let's be honest. Most times they wouldn't. I know they wouldn't.
Arsha Jones 8:27
And it was frustrating, because I knew I was right. You know, I knew I was right. And I knew I was the expert. And one day, I was just like, You know what, I'm going to stop pouring myself into all of these other clouds. And I'm going to see what it feels like for me to give myself my own light, and use everything that I've learned for me and see just how far it takes.
Nicaila Matthews Okome 8:55
I hear you like sometimes I listen back to my episode, I'm like, Wait, why am I not doing that? I've given forgotten my own advice. So I completely hear that. And you know, we give so much to other people. It's like, All right, let's also make sure that we're taking our own advice. And I don't know what happens between when you give advice. And the person's like, yeah, I need to do that. But there's something that's lost in translation, sometimes with giving advice and it can be really discouraging when you're doing that kind of work. Because you don't see people implementing what you're telling them or you know, you know, you can help them.
Arsha Jones 9:31
Yeah, you're absolutely right. And, you know, there's a myriad of reasons why his own personal hang ups, sometimes, you know, life gets in the way. So I get it, I get it, but I guess my belief in myself was so strong. You know, it's one thing that I say I'm not a gambling person, but the one person I will always bet on myself. And I said that I wanted to prove to myself that everything that I was teaching other people was right, and it was because I mean, I am my most successful
Nicaila Matthews Okome 9:59
yes If it's okay for that to be the case, sometimes I feel like it's okay, like I am my most successful client, but
Arsha Jones 10:10
it is okay. Because it's still still proof that you knew something. And that if you put action behind the advice behind the words that you can get the results that you love. Yes.
Nicaila Matthews Okome 10:20
Speaking of action behind the word, so some advice that we talked about in the last few episodes over January into February, I talked about focusing on one thing at a time. And now I have you in the guest chair, who is the exact opposite of that, but you are the rare person, the very rare person that I've spoken to that has done this well. So how did you manage launching different businesses at the same time?
Arsha Jones 10:50
Well, to a certain extent, the advice you're giving is correct, you know, you have to focus on one thing at a time. And then what I did was, I just, I would get one thing running really well. And then I would add something on to it, I think why you see that not work for people is because they're adding on to tests that don't have a solid foundation. So they'll create this first business that doesn't have a solid foundation, and isn't really that profitable, and then they'll start stacking more and more. And so by themselves, okay, and so now they're there. Now, they have, you know, four or five different brands, and all of them are like at running at 30% of what their potential is. And so I think that's where people get it confused, is that, number one, I started with one thing first, and I built a team to help support that one thing. And then I moved on to the next thing. So I actually built capital city first and had a team so it could run completely, with me only having to give it 10 to 20% of my time, okay, then I built teams in a trap. And so that actually, because these were my creative ideas, it actually require more of my mental space than capital city day. So actually say, I will give maybe 50%, the T's and a trap for the creative aspect. But then, once the creative was done, I had a team to help print the T shirts and pack the orders and get things out in customer service. So I think that people don't really come up with a plan of number one, how to create your first sustainable business. Okay, and then how to build a team to help support and grow that, yes, you know, you can't get this far as a team of one you just empowered. So
Nicaila Matthews Okome 12:36
right, there's so many people who are starting more businesses. And it's because there's a lot of noise out there, like, you know, have more than one revenue stream, make sure you have more than one.
Arsha Jones 12:48
And that advice is completely right. I think people just kind of interpreted the wrong way. But when I'm thinking about capital city, and I'm saying I need several different revenue streams, right, that's, you know, I'll give you an example as my revenue streams within center around capital city. So that may be retail, that may be food service, that may be products and merchandise that may be in person markets, that may be my own ecommerce, that may be Amazon as a platform. All of those start with capital city, what are different ways I make money, all leading into one funnel, which is capital city, like I'm not like doing capital city, and then my other revenue is going to be real estate. And then my other
Nicaila Matthews Okome 13:33
revenue is real estate.
Arsha Jones 13:37
You already and so people are picking things that don't relate to each other. And so now that you're kind of juggling these balls that don't even work well together, you know, so it's really just finding different revenue streams that kind of aren't branches from you the main thing that you did
Nicaila Matthews Okome 13:59
love that. Let's unpack this for a little bit. Because this is very helpful. Because sometimes, yeah, we do feel like Oh, my God, all my eggs are in one basket, all my eggs inside how sopro right, but what are the different revenue streams that, you know, roll up into side hustle Pro, whether that's ad revenue, whether that's courses, whether that's, you know, something else that I might want to do? And yeah, instead of trying to start new businesses, like, Oh, now let me be, you know, this kind of thing. And not only does it Are they not working together, but they required now different skills and things that different parts of your brain. So you were just all the way stretch. Am I right there. That's the unpack.
Arsha Jones 14:40
You're absolutely right. You're absolutely right, because then if you build a team, you need a separate team for all these different industries. Whereas if you focus on one thing, you're that same team can actually support you across all those different revenue streams. And that's what you want to do. You want to maximize the people that you have helping you and figure out how they can Help. You
Nicaila Matthews Okome 15:01
know what you're really good at making money, of course, but starting lean, you know how to start very lean and build a team. So how did you do that? Because I know when you started capital city like you and your husband and your late husband were stretched for cash, you know, he went through a layoff, but yet, you're still able to start these companies and hire team. How did you do that?
Arsha Jones 15:22
So first, really, I just, I always start by assessing my own weaknesses. And my weaknesses. For me, it's anything that I really, gosh, I hate doing. And so I start by, I just make a list of all the things that I hate doing the most. And I start hiring and say, Okay, how can I take this off my plate. And one of the biggest things that was like a drain for me, or a drag for me was customer service. So that was like answering emails and dealing with customers directly, it was something that I dreaded doing every day. And so it didn't take much effort for me to find someone who could come in two hours a day, one hour, a day, five days a week, you know, as a virtual assistant to come in and manage the, um, customer service. I think some people here hiring eight, and they think, Oh, I have to have this person full time, I have to have one that's in the States, I have to have one that's, you know, making x amount of dollars, and how am I going to afford those people No, really need to just start with you're able to afford and if that means that you have to hire a $5 hour person overseas to help you manage customer service, then just start there, you know, because you never know, kind of where that takes you. Because that's exactly where I started. But now, I have full time people who have benefits who have leave and medical, and I have an office and I have cubicles and an entire staff. But I would not have been able to get here had I not started? Yes. I love that
Nicaila Matthews Okome 16:47
every time you say you have cubicles? I'm just like, Oh my God. Like, amazing.
Arsha Jones 16:55
Right? I try to refer to them as workstations because I tried to get something that was that was kind of cute. You know what I mean? Like standard government basic workstation, they are nice looking they are.
Nicaila Matthews Okome 17:09
I'm gonna change my vocabulary to that. Did you use any business to fund the other?
Arsha Jones 17:18
Yeah, of course, the sole purpose for charities and the track was to fund capital city. I knew from the time that I launched capital cities that this business would be the business that will take me to the next level. And be, you know, the catalyst for me growing wealth, growing wealth for my children. And I knew also knew that I wouldn't be able to go through traditional channels in order to secure funding so I could grow, you know, I already knew the hurdles that I was going to encounter, like me walking into a bank saying, Yeah, well, I have this really great wing sauce, and I need a few $100,000 to fund it, they will look at me, like, What are you talking about. And so instead of kind of being down about that, or, or wasting times kind of chasing traditional financing, I decided to kind of take some of the skills I'll use building capital city and create a cash business. And that was teasing the trap. Teasing, the trap was a business where I created products based on like, pop culture, black girl magic lane. And once someone purchased a product, I immediately was paid for it. And that allowed me to kind of take all the cash that was created, and dump it and funnel it directly into capital city, because that's the biggest hurdle into getting people into retail and products into retail is not that people don't come up with really great ideas, or people don't have really great recipes, honestly, is just the money, you need a lot of money to be able to keep up with the sales velocity of a retail customer.
Nicaila Matthews Okome 18:56
Understand that he's in a trap made like 300,000, its first year was that profit or revenue.
Arsha Jones 19:02
That was revenue, that was revenue, it wasn't completely profit. And then I would say about the second year, I will say about the third year, we were doing about $100,000 in sales. And I was just funneling that over to capitol city. And it helped me learn how to manage my finances. It helped me learn how to create budgets. It just really gave me a really grassroots start to okay, how can I keep this cycle going? Making money, but also invest in money into the next opportunity, which was kept?
Nicaila Matthews Okome 19:35
Yes. I love that. You know, I was talking to my friend the other day, and there's always this debate on social media. And you're the perfect person for this because I think you exemplify this perfectly that this is my dream to do, right. So there are stages to being a business sometimes you might have to be more front facing. And so the debate is always Oh, don't start a front facing business. Yada yada yada. Uh, I personally feel that it's a means to an end sometimes. So if your front facing business is a cash business, as you say, or just something that is helping you stockpile money for when you need to invest it into something that's going to take more capital, then do it, you can always stop once you don't want to do it anymore. Yeah,
Arsha Jones 20:18
I have a few bits of advice that I tend to give people, because there are a lot of introverts who want to start businesses and they only see that path of having to be front facing. And the truth is, there is no right answer, okay? My only suggestion is make sure you understand what the end looks like. Because it does get tiring being the face of your business. If you want to sell your business, you know, if that's an option for you, you have to consider that you're now attached to it.
Nicaila Matthews Okome 20:48
And people get mad about that.
Arsha Jones 20:49
People do and I get it 100%. It's really personal preference. My preference was very specific, okay, my preference was that I never wanted to be the face of my brand. And that because I have no desire to be front face. I don't want people to know who I am. But also I was thinking about what happens when I wanted to take a break, or I wanted to step away, or I wanted to hire a new CEO that ran the business on a daily or if I wanted to sell it, I don't want my personal image attached to this business so much that you would know who was running it, you know, because the truth is, there are many people that on a daily basis, I have an entire team that runs his business completely without me. And so I wanted to make sure that regardless of whether I wanted to show up publicly or not, that sales continued to come in, you know, and so my personal brand isn't a driver of this capital city. And I strategically built it that way. But it's not, they're all people who choose the opposite. You know, it works. I'm thinking to think of some food brands that use their business owners faces. I can't even
Nicaila Matthews Okome 21:55
but Pinky. Yeah.
Arsha Jones 22:00
I will say that yay, Pinky is a good example of that. And again, there's nothing wrong with that I do enjoy her content and rooting for her to do well. I like to be an example of showing people that you don't have to go down that route, you don't have to have this really outgoing, big personality, you don't have to want to be on social media all the time. And you can still really be successful.
Nicaila Matthews Okome 22:23
Did you feel you had to be a little bit more forward facing when you were doing teasing the trap more?
Arsha Jones 22:29
Honestly, no, I rarely showed my face. And unless you knew that, that was my business, you really didn't know who ran the business at all. And I prefer it that way. Because I didn't want to create I know that's gonna sound crazy, but I didn't really want to create an emotional attachment. So that was because I remember, I knew going into it that I was going to close it after five years, you know. And so I think that, that was a way for me to kind of stay detached from it and not make it about me. Because once it became about me, it became personal. And I never wanted to take this stuff personal. Because, you know, when you start to take stuff personally, you make decisions based on how things make you feel as opposed to making the right decisions for
Nicaila Matthews Okome 23:08
that is so fair, and I'm so impressed by your forward thinking of knowing all right, this one's gonna be around for about four to five years.
Arsha Jones 23:17
I had to do it, it was fun. But I had to put a cap on it. Because honestly, I thought about a few things. When I started this business, I thought about e commerce that the lifecycle of E commerce businesses, the lifecycle of fashion businesses, the lifecycle of black owned fashion businesses. And so I said to myself, I have about a good eight to 10 years if I really like keep my kind of hair down and push, but I have never seen a female black owned fashion clothing business last beyond that, you know, and so I said, Yeah, you know, and I'm talking about swans that are like, big, being big, you know, so I'm thinking about baby fat. And I'm thinking about, you know, male centered black brands like FUBU, and all those that are kind of, you know, culturally driven, and they just they adapt it was you have to look up and see like, when did they started to kind of see their decrease in their in their relevancy phase. And I said to myself, I'm going to get out of here before that happens. I'm going to make as much money as I can, and get out of here because the capital city had the capacity to be profitable beyond me, you know, like capital city will last when I'm long gone. It's
Nicaila Matthews Okome 24:32
like catch up to me now. It's always in my fridge, by the way, I guess.
Arsha Jones 24:40
Yeah, appreciate that. Thank you. But that's exactly what it is. It's gonna be one of those businesses where my kids kids kids, still use the product the product will still be on the show, and people will still say I have never seen a black own fashion brand. lasts that long.
Nicaila Matthews Okome 24:56
You're so right about that. You So when you got the idea for actually commercializing Mambo sauce, did you have an aha moment in terms of like, did you get chills? Were you just like this? Is it? Or was it like a gradual phase process?
Arsha Jones 25:15
I will say it was a gradual phase process because like, think about, like, I do not have the aesthetic of someone who wakes up one day, he goes, Yeah, you know, I want to create a wing sauce, you know, people ask me all the time, you know, especially when I have to do in person events, they go, you know, are you a chef, cook, and then you come on our show and cook and I go absolutely not any of those things. And so the thought process was behind it was that number one, I really wanted a product that I could make one or two up and sell over and over and over and over again, you know, and how the story goes is that I was pregnant with my son. And I would have to have my husband drive me up to carry outs to get wigs and Mambo sauce. And I just got tired of doing it, you know, because I was getting bigger and bigger. And it was just a hassle. So I learned how to make it in my home. Not really thinking that I started a business from it. But I said to myself, Wow, what are there other people like me who have moved away from the DC area and could no longer get access to this product anymore. So it was very slow process and be figuring it out. But once I started to do more research, like I said, I had a background in web design. So that also included like SEO and Google search engine, I started to really dig into the Google search and finding out that people were looking for the search terms, mambo sauce, they were actively looking to purchase this product, and they could not find. And that's when the aha moment came up. I said, Wow, if I create this product, I'll be creating a product that already has name recognition that already had hundreds of 1000s. if not millions of people, there are 6 million people in the DC metropolitan area. And most of them know about Mambo sauce. So to walk into a business knowing that you do not have to do as much heavy lifting. Because the product is already No, it was a no brainer. For me, I said all I have to do is get this product on the shelf, create a label that says mumble sauce and people will buy it. And as
Nicaila Matthews Okome 27:19
that if you're a small business owner, this is for you. Running a business is just plain hard, endless to do lists employees to take care of and you're ever present bottom line. So first of all, kudos to you for staying on top of it. And now I want to tell you about gusto. Gusto builds an easier and more affordable way to manage payroll benefits and more. They help over 300,000 businesses by taking the pain out of tasks like automated payroll tax filing, direct deposit, health insurance administration, 401k, onboarding tools, you name it gussto makes it easy. And they really care about the small business owners they work with their support team is attentive and helpful. And since money can be tight, sometimes you'll even get three months free, just go to gusto.com/shp and start setting up your business today. You'll see what I mean when I say easy. Again, that's three months of free email@example.com slash SHP. I was talking to the creator of partake foods last year, and she talked about how hard it can be to scale a food service business from the lens of getting investors to come on board, right? Because the margins are lower for them and all this other stuff. What's your thought process around that?
Arsha Jones 28:51
He's absolutely right, the margins of food are very slim. Okay. So being a food business, you really focused on selling volume, you want to sell people products over and over again, I would say that, again, my thought process was a little different. One thing I learned about being a web designer and being a graphic designer is that, you know, is perception, you know, I can make you believe whatever I want you to believe. And so that means that if I tell you that this is a premium product, then who are you to tell me it's not you know, and if I tell you, it's a premium product, and I can stay at whatever price I want to stay on the wall, you know, because now I'm telling you that it's worth whatever I'm telling you the cost. So my margins has always been very, I'm not going to tell you exactly what they are, but they're extremely generous like that. Yeah. So I don't operate in a place where, okay, I'm getting the bare minimum for my product. And also keep in mind that my product was the only product of its kind on the shelf, you know, and so I didn't really have anything to compare it to as opposed to like party cookies when you're going on a cookie out. So then you're ready to buyers of these grocery stores, they can say, Oh, well, well, these cookies are this amount of money. So why is your price you know, twice as much, you know. And so when you have a product that stands alone, like mine, I can say, yes, my product is 699 and have no one to compare it to. So that was a really great benefit that I decided that I will adopt early on is perception, creating a specialty sauce, and number two, creating a lane that was specifically for me, and I had no competitor, so I had no one to compare pricing to.
Nicaila Matthews Okome 30:31
And how did you distribute? At first before you were in supermarkets, and all the places you are now it's
Arsha Jones 30:37
gonna sound kind of crazy. But we started in 2011, okay, and I actually didn't stop working at my job until 2018. Okay, and so much of our distribution was just me, I would literally go to work. And then on my lunch hour, I would run around and drop off pieces of product to grocery stores in the Washington DC, I would have cases in cases in my trunk with like a dolly or dolly that I can like a cart with wheels on it that I could take. And I would run up to like Ben's Chili Bowl, I will run up to grocery stores. And that's how we would distribute to be honest with you, it wasn't really anything that was all fancy or complicated. It was really trying to maximize. And I would have to be the one to do it. Because you know, we were based in Maryland. And my job was in Washington, DC. And so I was already in the city. And so it was always my job. So
Nicaila Matthews Okome 31:28
when clients did you have to pitch them and then they said, Okay, we'll take you know, this quantity each month are we absolutely
Arsha Jones 31:35
that's what happened, I was scour around looking for mom and pop shops, and then mom and pop shops are usually and that they aren't necessarily one shot per se, but they are shops where they're smaller and local. So they can still be like a small local chain have like five or 10 stores. But they are stores where you can walk in and immediately speak to the purchasing person or the or the owner directly and say, Hey, I have this product, I'd like to sell it to you. Here's some take, give it a try. And that's really what we did I was sometimes I will give free bottles for them to set out and sell sometimes I would sell it to them automatically. But that's how we started a mom and pop shop until we were able to graduate beyond how
Nicaila Matthews Okome 32:11
were you able to graduate beyond that.
Arsha Jones 32:16
And so we have created a solid footprint in the Washington DC metropolitan area of our products. So we still are trying to get like Ben's Chili Bowl Eastern Market. And just like I said, Mom and Pop grocery stores around the PG County, DC and you know, surrounding counties. And so what happened was our customers were tired of having to go to these very specific stores to buy this product. And so they will go into their retailers like giant shoppers and Safeway. And they'll say Why aren't you selling in capital city? I'm tired of having to drive the Eastern Market to pick up this Mambo sauce. When are you guys want to carry this product? And that's really how we got started with shoppers who warehouse? Yeah, shoppers who warehouse reached out to us and say, Hey, our customers keep asking for this product. How can we get it on our store shelves? That was how we came to be because you know honestly, it never even crossed my mind to approach retail I was building his business as an ecommerce store. Remember, for people who have moved away from the area, because I assume that okay, people who are already here who are still going to the carry out, they'll just go to the curiosity, they favorite carry out in their area and get the version of mumble salsa, they enjoy it. So it never even crossed my mind that I could should try to get into retail. And then you got to keep in mind that back then there was no easy path to retail the back to retail was really dominated by the big players in that industry. So yes, the ions catch up, Hans catch up, mayonnaise, the mustard. Those were all brands that dominated the store shelves. And so they really didn't have a solid path for smaller people like me to be able to infiltrate that and carve out a little space for us. And so there was no blog, there was no website, there was no course there was no Bootcamp for me to
Nicaila Matthews Okome 34:02
Arsha Jones 34:03
no, not at all. So I just never even considered it
Nicaila Matthews Okome 34:06
at all my almost 400 episodes now sounds a pro I've never heard that even in your first episode. I don't think we discussed that. Like people actually ask him like, bring this product into the grocery store. That is amazing. And so after that, did you start pitching? Or did it take you a while to say, hey, you know, Wegmans take this in store.
Arsha Jones 34:29
After that things kind of went really fast. We actually had signed an exclusivity deal with shoppers. So like for the first year, they were the only store that can sell our product. And so through that partnership with shoppers, we were able to then partner with a distribution company that helped us get into more stores so they kind of pitched on our behalf
Nicaila Matthews Okome 34:45
I would say how did you learn about them through the shoppers people? Yeah, that's
Arsha Jones 34:50
what I was gonna say is shoppers connected me with their distribution company that they enjoyed working with and they were accompany again. You know, most people's entry? to retail is a little different. They go with these large distribution companies where you are a small fish in a big pot, okay. And in this case, I partner with a distribution company that was locally owned family owned, minority owned. So they really took a liking to me and what we have built and they really kind of held my hand through the process to make sure I understood every last thing about the retail business and for that I am forever grateful. I
Nicaila Matthews Okome 35:27
love that. So now let's talk a little bit about your major partnerships. Things like Capital One arena, Papa John's, before this recording, I was watching your video with Capital One arena chef there, so I was chuckling when he were talking about cooking, because you Sure enough, we're just watching him cook like yup, that's how you can use
Arsha Jones 35:54
it while you're doing great.
Nicaila Matthews Okome 36:00
So which one came about first? I feel like Capital One is newer, but you let me know Papa John's?
Arsha Jones 36:05
Yeah. So I would say that through that distributed that shoppers connected me with we were connected to Papa John's okay. So when they were having a few issues in media and their own crisis, they were looking especially at the local Papa John's, which is about 100, almost 200 stores in the DC metropolitan area. They were looking to kind of create some new buzz interests around products and things to get people back into the store. And they had a connection with my distributor and I say, hey, you know, what about capital city, Microsoft, they make this really great sauce is locally owned, and I kind of EC fan favorite. And that's how that partnership began. And then honestly, through that partnership with Papa John's, I begin to make connections within different areas and industries. And I connected with a team to help me get into stadiums. So we actually have partnerships with Capital One arena, the Washington Nationals Baltimore Orioles, of the of the Bank Arena, the Washington commanders. So yeah, that has been a really great way to kind of expand our customer base and give us some visibility beyond just the store shelf.
Nicaila Matthews Okome 37:04
Speaking of visibility, do you still feel the pressure to say, Oh, this fair is happening, this concert is happening, we need to have a booth there or pay for this there and stuff like that?
Arsha Jones 37:16
No, actually. But you know, I'm also I don't want to be front facing either. And so it's really not hard for me to say no. And then plus, we've created such a solid foundation for ourselves, that we that we are fortunately don't have to go to every event just like we used to. And so now we just try to maybe align our brand with opportunities that make sense, you know, and that's kind of what it is. It's not that I don't dislike all the events, it's just more so whether it makes sense whether I have time on my calendar, you know, managing being a business owner and still like a mom, I just try to make sure that I you know, have the appropriate amount of bandwidth to take on these events because they're there a lot of work, you know, oh no versus We also sometimes partner with other people and just help sponsor their events. But you know, our name and our products and things are prominently featured in those activations and
Nicaila Matthews Okome 38:13
back to partnerships for a second I understand that Shaq Shaquille O'Neal was very, very happy when he found out that you guys were behind capital city Mambo sauce, can you share that story?
Arsha Jones 38:26
Sure. He also met him through the Papa John's partnership and we just happen to meet him. They Papa John's had a huge conference for all of their franchisee owners. And ooh, in like Tennessee somewhere at the Grand Ole Opry, I think and so we had went because technically we were a supplier of Papa John's, you know, and it was the, the suppliers and leadership and franchisee owners. And you have to understand that we were also a minority there. You know, we were a minority there, but we were just glad to be there. And so when Shaq came into this meeting room to meet with all the suppliers, we were even more so a minority because Papa John's does have minority ownership but we were at a special meeting for the supplier side. And we were the only black people. And so you know Shaq can see completely over the crowd. And you can you can scan or or from a from a bird's eye view. And he saw me and my husband standing there and he made a beeline to us. He made a beeline to us and was like five families, my people. Hi y'all. And so that's our relationship with Shaq came to be he was just really excited to see us after that. He invited us out a few times and he called me on when my husband passed away. And so it's been a great relationship with Him. We still have some things that we're going to do together in the future, but that's really how it came to He's just in these spaces. Who'd, you know, you just don't see a lot of us there, unfortunately. And so it's a small club that we belong to. So even you mentioning partake foods like, I am not directly connected to her. But every all of us. In the black minority owned businesses, of black businesses in the food industry who have visibility at like, major retailers, like Walmart, Target is very few of us, you know, and so we know each other, even if we don't know each other personally, we know our brands, we know each other. That
Nicaila Matthews Okome 40:38
makes sense. And you know, every time I see a commercial with Shaq and Papa John's, I think of you guys.
Arsha Jones 40:46
Yeah, he was really great and welcome in. And he has a really it just whatever you receive from him on TV and through media. He's a warm, welcoming, fun, big, but kind. And it's really a great person, great guy, great personality.
Nicaila Matthews Okome 41:01
And something else you mentioned, another video of yours I was watching was about how you utilize Amazon's marketing tools to grow the business even more. So can you tell us a little bit about that? Which tools? And how did you utilize them?
Arsha Jones 41:14
Sure, I'll give you a rundown just for people who are interested in selling on Amazon. I know selling on Amazon can be very daunting, because it's overwhelming. But I also know that people often will complain about the amount of money it costs to operate on Amazon, because Amazon does cut into your profits a lot, you know, but Amazon is another volume game, your goal isn't to make a lot of money per item, you want to make money based on volume, you know, so you want to sell as much product as possible. But once you become a seller on Amazon, they give you access to a section of Amazon called Seller Central. And so Seller Central has all of the data you need to understand your customers, what you're selling, how often you're selling any patterns of locations. So like for us example, I can look into Seller Central, and I top locations for sales, or California and New York, you know, those are our top two states for sales. And so usually what I do is I take that information, I organize the information and take it to my retailers. And when I'm trying to pitch new stores and bring people on board that helps give buyers a larger picture because sometimes they'll see capital city and they'll say, Okay, well, this is a really great local Washington DC staple. And I have to say no, it's not you know, it's a that is our foundation. That is what our core audience comes from. But our customers are all across the United States. And having those statistics from Amazon just for the support on what I'm telling you.
Nicaila Matthews Okome 42:49
I'm so glad you mentioned that because sometimes it can feel like oh, I have to stay really, really local. I have to stay I started this I you know, I talk about my hometown all the time, I got to just focus on the hometown, but it's okay to scale in other people. I do you like sweet tangy sauce? I know. I do like that on your wings. I think you might like that when you're living California or Tennessee. So
Arsha Jones 43:13
absolutely, I would 100% agree, I will say that I'm creating a brand that is local, gives you some benefits. And it's a great starting point, because there are many local programs that helps get local products onto the store shelf. I know, specifically, I'm thinking about giant food here in the Washington DC area, they have one entire rack of just all locally owned products. So it's an easy path to get onto the show. But I always consider that path, a starting point, create your foundation in your backyard, because that's an area that you know, like the back of your hand, you know, so I know what to raise here in Washington DC, and living in on PG County, Maryland. I know this area like the back of my soul, I know the stores, I know what's relevant. I know the radio stations, I just have this core understanding of how this area works. I wouldn't have that same core understanding and knowledge if I was as a DC Washingtonian, then trying to say, Okay, let's now try to pivot and sell in New York is completely out of my wheelhouse. I do not know how to navigate in New York. And so I will be lost trying to figure out a path to retail in New York, because it's just not what I'm used to because their grocery stores are different. They don't have as many grocery stores because New York is such a tiny city. They don't have these large grocery stores. They have been with us, you know. So then you ask yourself, Okay, so how do I get on now and so that's a challenge that I would have to overcome because I don't know how those processes work in that area. Making sure that you double down on your own local area really provides you with a solid foundation, because you have people supporting you but it also it actually brings you in a lot of money. You think about that. There are For over 6 million people in DC metropolitan area, that's a lot of people to touch, and a lot of money that came in made. And we're still just in one metropolitan area. I think sometimes people overlook that thinking, Oh, I gotta go national, or I gotta go big, but you can be a millionaire, and sell millions of dollars. If you focus on a specific metropolitan area,
Nicaila Matthews Okome 45:23
I love that reminder. It goes to show that there are stories that we tell ourselves that we have to stop telling ourselves. So that's the reason I brought up the, you know, having a front facing brand or you bringing up the metropolitan area, the stories that you might tell yourself is, oh, that's the wrong way to do business. So then you don't do anything. And that's what we don't want you to do. Yeah, yeah,
Arsha Jones 45:52
I agree. 100%, I think that people are always looking for reasons to talk themselves out of doing things. When the truth is, there are so many different ways to do things, me and my salesperson, we just went to a huge Food Show in Las Vegas last week, and we walked around, and we didn't have a booth, and I was considering whether, at the next event, I will have a booth that we walked around. And we decided that it wasn't for us, you know, though Trump was there, Mike's hot honey, all of the major players, and I walked around and I said, Yeah, I'm gonna go around this, this is a path for some people, but it's not the right path for us, you know, and I was 100% confident in my decision, you know. And so that just goes to show you that just because other people are going about it one way, it doesn't mean that you can't create a path for yourself, because especially being, you know, a black woman in this business, I have to think outside the box, I can't walk through the same doors that other people walk through. And sometimes I have a side door, sometimes I have a connected, that offers me help. But those are the ways that I've kind of done business. And it's, you know, it's not the standard way people operate. But it's worked well for me, you know, because I've been afforded some really amazing partnerships that brands like mine don't typically get. And it's because I've always thought outside the box, I love that
Nicaila Matthews Okome 47:15
I was looking down because I literally just posted yesterday on my Instagram I posted, don't do something you don't want to do just because you see everyone else doing it. And that's a reminder, reminder to myself, because just the other day I was working on my vision board. And it's a digital one, I was just putting together my thoughts in different areas of my life. And then I found myself adding something to my business vision board. And then funny enough, this quote posted, you know, I have my post scheduled in in a posting app. And it was kind of like God was like giving me aside I because I just go ahead and take this off. I'm not I don't want to do this one. It just felt like everyone else in my industry that's like, a natural progression that they then do. And it's just not something for me, honestly. And that's
Arsha Jones 48:03
the best way to go about it. Because I find that when you start being motivated by what other people are doing or being motivated simply by money, it's like I don't know, it doesn't create enough passion and longevity for me, because I'll give up as soon as it starts not being fun anymore. Or I'm not making any money anymore. But there were times when capital city didn't make any money, I'm sure just like a rock. Yes, you know, there were times when it didn't make money. But you were still so passionate about it, that passion and your connection with your followers and your listeners that you that kind of fuels you to keep going. And so if it's something that I know, I'll give up on I don't even start because I'm just playing myself and
Nicaila Matthews Okome 48:48
speaking of finances, let's touch on that right before we get to the lightning round. A lot of people lose money, and the first few years of their business, what was your experience with capital city? And how are you funding it today?
Arsha Jones 49:01
You know, we were definitely Bootstrap. Like I said, I started in 2011. And I actually didn't start working until 2018. So I was collecting a check for seven years. Seven years. And so And towards the end that cheque really it was just for me to cover like medical insurance for my kids and things. But the truth is, I wouldn't say we ever lost money. But there were many times that we either we broke even, we broke even and so with that breaking even it was also sometimes where I had to pay my staff with my paycheck that I was getting from my job, you know, because of the velocity of kind of how sales were coming in. And so no, it definitely was a challenge has always been kind of figuring out equal balance between keeping the lights on and keeping product on the store shelf, but also kind of making sure that we pay ourselves and have more money coming in. And so right now we're still self funded. I've been really lucky to been able to do it. This or we're getting into our 13th. Year, and we're still just getting started. And so yes, you know, of course, getting investment dollars and things are always on the table and the option for us. And it's something that we are discussing, I've been very blessed to be in a position where I haven't needed it. And so that allows me to have a little bit more discernment on who I lie my brand with. And so whoever you see me align myself with, it's because they were the right person. And not because I was, I really was desperate. Okay.
Nicaila Matthews Okome 50:28
So even though he's in the trap was helping to fund capital city, it sounds like it wasn't covering it all the way. Or like, how do those come out?
Arsha Jones 50:40
If we started in 2011? T's in the traps law started in 2014. Okay, so there were at least three a couple of years in there, but where we were struggling to kind of keep things going? And yes, once I added T's and the traffic to the mix, and it started making money immediately, it definitely lightens the burden, you know, in terms of me having to have money to run capital city, but also for me running my life, you know, like I use that money to pay a mortgage and getting the kids you know, things that they needed. So yeah, definitely lighten the burden. And I will say from 2014, and then 2017, is when we first got into shoppers, who warehouse here, and that was our first major retailer, and then it's kind of been on since then. It's been awesome.
Nicaila Matthews Okome 51:27
What do you think when you hear the word scale? And when you hear the word legacy as it relates to your business? Well, scaling,
Arsha Jones 51:35
for me first means doubling down in the Washington DC area, there are still some people that I can talk to in this area and have no idea what capital city Mambo sauce is. And that's a problem for me. Because, because I believe everybody should know what we sell and what this offer is and how important it is to the community. So if there is anybody in this area that doesn't know about it, it means that I haven't quite done my job just yet. Okay, so scaling for me means first making sure I 100% have exhausted all of the sales channels in the Washington DC area, so that no one can say I don't know what mumbles awesomeness. All right. And so then for me, scaling next would be then making a national footprint. And of course, we do sell nationally, now we're in Target and Walmart, not in every store, but in major doors across the United States. But just expanding on that, you know, expanding on that means more partnerships. Since Papa John's, we've had a partnership with KFC, we just wrapped up a partnership that gave us visibility with McDonald's, that was last year. And so that was exciting. And they have Mambo sauce, and they're 13,000 restaurants across the United States. And so it's really just making sure that we are aligning ourselves with companies who share our vision, and want to grow our visibility, and make us a household name. So that's what scaling
Nicaila Matthews Okome 52:55
means. What does legacy mean?
Arsha Jones 52:58
So gosh, legacy for me, it means a few things is kind of what people will say about me when I'm no longer here anymore. And I don't want to be too morbid about it. But that is what is important to me, you know, I want like I said, my kids, kids kids to have a picture of me in their house, you know, and point to it when they walk by and say if it wasn't for you know, because I want something that, like I said, leaves behind a feeling of pride for my family. I want my kids, kids kids to be able to say, Wow, our family was a part of something special. And of course, something that will live forever. And when I think about legacy, I think about products like all bases that and the legacy they have. And even though that the original family doesn't own the recipe anymore, and they sold it to McCormick, that is a product that will live on for generations. But what cannot be taken away from it is the story of how it started by that one family. The one I forget his name, but it's a gentleman in Maryland. He is He is years ago who created this, you know, and his story is still being told to today. And that's what I want for myself. And it's interesting
Nicaila Matthews Okome 54:12
that you didn't mention anything to do with like the financial piece, even though I know that's a part of it, right? Like that's
Arsha Jones 54:18
for me, that's automatic that's going to come you know, that's going to come with it. Of course, I would love for it to be a thing where my kids were participating in this even for a short while. They're still kind of young and figuring out their own lives. But I really didn't build this business for them, to be honest with you. I built it for the community, Washington DC. And so if my sons choose to be a part of it or not, it's completely fine. I'm indifferent about it. I love to work with my kids. But the truth is, I did this as a love letter to Washington. I wanted them to have something that they can hold on to and be proud of just saying why New Yorkers are proud of their Junior's cheesecake, and their New York bagels and A New York slice of pizzas. And in Philly has their famous cheesesteak of two cheesesteak restaurants, you know, every community has their thing, their food item that they are 100% proud of, and I wanted this to be for Washington. That's what I consider my life.
Nicaila Matthews Okome 55:20
And now we're gonna jump into the lightning round and real quick. So sure, number one, what is a resource that is really helping you in your business these days, I'll
Arsha Jones 55:30
be honest with you is Twitter, you know, I tend to find all the experts in retail, and consumer packaged goods, CPG brands on Twitter, and I follow them all, and they tell exactly what they're doing, you know, and I just sit, and I read what they're saying and how they're navigating this space. And it's so inspiring, because even though none of them are necessarily saw spreads, maybe except for Trump, they're in the beverage space, they're in the natural food aisle, but I can relate to them so much more. And they often share apps that they're using. They share people, they share consultants, they share all kinds of services that they use to help run their businesses. And that's been really helpful if
Nicaila Matthews Okome 56:13
you need to start a Twitter list like back in the day when people used to have the number two, now who is a black woman entrepreneur who you admire, and would want to switch places with for a day and why non celebrity? Gosh,
Arsha Jones 56:30
I can't remember her name. I think it's like Ella grande or something, I think, is that her name? But she's the black old partner with skins. And
Nicaila Matthews Okome 56:39
oh, my right, I need to reach out American American
Arsha Jones 56:43
Yeah, gosh, I just adore her. She's just so shark. I really didn't have an opinion of her. Because I wasn't sure what to think of her. But then I saw her on a couple of episodes of Shark Tank. And I was like, boy, that girl is shark. Yeah. And so if it had to be one, it will be her. She knows retail products, and she is killing it over there. She is. So very inspiring. And so that will be my top one.
Nicaila Matthews Okome 57:14
And number three, what's the non negotiable part of your day these days, is
Arsha Jones 57:19
in between, like just meditation and kind of working out things that I have to do to kind of center myself and make sure that I'm making time for myself among the craziness. And it's in between one of those. And meditation. Sometimes it's something in the morning, sometimes it's asleep meditation that I turn on before I go to sleep. If all else fails, I can No I can at least do that. Because I just got to. But that is kind of just freeing my mind. I think things that allow me to free my mind. It's something that I have to do every single day, I consider it a hard reset for myself. So I can refocus and making sure that I'm setting priorities and getting my work done, because I still eat it and see I still have plenty.
Nicaila Matthews Okome 57:59
Number four, what is a personal trait that you feel has helped you be successful in business?
Arsha Jones 58:08
I know right? I think it's kind of, I consider myself a little all over the place. I'm a creative, I'm a creative by nature. And so I constantly have ideas. And I think that those ideas have helped me and being that kind of person who thinks of ideas regularly. It's helped me in the businesses that I have, because I can really think very quick on my feet, especially when it comes to resolving issues. And being creative about getting them fixed. And also coming up with ideas about how to move forward, which allows me to kind of think outside the box because I'm not fully invested. I consider ourselves outsiders in the food industry. We don't really operate like most food industry businesses. And I try to double down and lean into that, because it allows me to think outside the box. So allowing myself to tap into my own creativity think outside the box and kind of do what other retail brands aren't doing has allowed me to kind of honestly excelled in this space. Nice.
Nicaila Matthews Okome 59:01
And then finally, what is your parting advice for fellow women entrepreneurs who want to be their own boss, but are worried about losing a steady paycheck? Regardless
Arsha Jones 59:12
of what you see online, regardless of who you follow, and entrepreneurs just understand that your journey through entrepreneurship doesn't have to look like anything else that's out there. If you want to keep your job because you like your co workers and it's easy and you get paid well and the benefits are good. You can still be an entrepreneur with a job, okay? One doesn't take away from the other. It doesn't have to look like what it looks like on social media. You don't have to have a curated photos, these things that you see other people doing that you think you might need. You don't have to do any of that. You can create a path that works along with your current lifestyle and aligns with your future goals because everybody's future goal isn't to be big when I started Kaplan City, my goal was like, if I gotta have an extra $500 a month, you know, to pay some bills and kind of take my kids out every now and then I will be fine. You know, for some people, that's enough, you know, people are struggling today. So having a goal of saying, you know, what, if I'm making an extra $3,000 a month, you know, that will change a lot of people's lives to make that amount of money, you know, set goals that are reasonable for you, and don't allow anything that you see on social media, to force you down a road, that you're not comfortable with your path, your journey through entrepreneurship doesn't have to look like anything that's out there, create a path all your own, and be comfortable and happy in the path that you created.
Nicaila Matthews Okome 1:00:38
So we're right there spoke right to my heart. You know, this year, I have found myself, even as someone who is a content creator myself, I've had to really quiet the social media noise in terms of how I follow. I'm not, you know, unfollowing a bunch of people. But yeah, social media allows you to really control who you see in your feed, right. And I found that sometimes, the noise was allowing other people's voice to be louder than my own. And so I really had to quite like turn down the volume, to make sure I'm raising the volume on my own thoughts, my own desires for what I want my path to look like.
Arsha Jones 1:01:21
Absolutely. Because even just scrolling, you know, even just scrolling down, Instagram II, and if you think you're not even paying attention, you subconsciously start to kind of feel the pressures that come with it. And you have this fear of missing out because you're not doing what other people are doing. But like you got to quiet that stuff, just like you said. And that means that you have to take a break from it. I've taken a break from social media to make sure that I am refocused and have my priorities straight, you can't hesitate to do that. Because the truth is, there are tons 1000s Millions of businesses that are not on social media, and they're doing just fine. Don't forget that, you know, you can be completely self sufficient and wealthy and not have made not one gram and so just understand that those options are available to you if you want them. You know, I know people who are successful in the government sector and technology, and they don't post about that stuff at all. You just need to find a path and industry and a business that aligns with the life that you want to have for yourself. And if you don't want to be front facing if you don't want to be online, there are businesses you can start that will support.
Nicaila Matthews Okome 1:02:39
I love that. I'll say this last day, I always joke. And again, you're my Shiro here. I'm like when I'm making my multi millions, you're not gonna see me if you want to know. You're not gonna see me that's how you know you
Arsha Jones 1:02:55
might love my phone won't be all on a beach somewhere in the sun
Nicaila Matthews Okome 1:03:10
I mean, I don't know if I can ask if people can connect with you after the fight. After this, honestly,
Arsha Jones 1:03:20
the thing about it is I'm very quiet online, but I'm always people tweet me or people. Yeah. So if you DM me or you tweet me or you want a response, I will always respond. I just don't actually post and things but I will always respond.
Nicaila Matthews Okome 1:03:34
What are your handles and also the website, you know, remind people where they can get all the things?
Arsha Jones 1:03:39
Sure Sure. Sure. I'm still at at ASHA Jones and that's at Arthur Jones all platforms. So that's Facebook, Twitter, Instagram, Tik Tok, but our like I said, I'll post it all. And then the brand, of course is capital city. That's www dot capital city.com and a C API T al city.com.
Nicaila Matthews Okome 1:03:59
Alright guys, and there you have it. I will talk to you next week. Hey guys, thanks for listening to side hustle Pro. If you like the show, be sure to subscribe rate and review on Apple podcasts. It helps other side hustlers just like you to find the show. And if you want to hear more from me, you can follow me on Instagram at side hustle Pro. Plus sign up for my six bullet Saturday newsletter at side hustle Pro, that CO slash newsletter. When you sign up, you will receive weekly nuggets from me, including what I'm up to personal lessons and my business tip of the week. Again, that side hustle pro.co/newsletter to sign up. Talk to you soon.
Transcribed by https://otter.ai