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EP366: A Thriving Jewelry Store in an Economic Downturn? | Otter.ai

EP366: A Thriving Jewelry Store in an Economic Downturn?

Tracy Matthews41min

Tracy Matthews

00:00

How do you create growth during an economic downturn? That is the question of the hour. Well, if you're concerned about your jewelry business or your product business and you're wondering like, how are you going to survive this looming recession, inflation, all the things that are happening, you are going to really be inspired by My guest today. Her name is Clay Flom. She is a partner in a company called Yellowbird Fine Arts and spriggan stone LLC. And she's going to share the story about how her business is booming from how she went from I should say, like just a couple of $1,000 in sales now having a multiple six figure business and on track to do seven figures in just a couple of years. So I'm really excited to share her story. I'm Tracy Matthews, I'm the chief visionary officer over at Flourish & Thrive Academy and I help jewelry designers launch grow and scale successful jewelry companies using my methodology called The Desired Brand Effect. So if you're someone who wants to build a six or seven figure empire, make sure that you pick up my book, and you join us for some of our programs. I would love to share more about how we can support you in your jewelry, business or product business dreams. First and foremost, I want to make sure that you are subscribed to our channel. So if you haven't done it yet, make sure that you hit that subscribe button, hit the notification bell and make sure that you save and or like this video if you've enjoyed it at the end of the day. So let's dive in to today's episode with clay Flom. And I think you're gonna love it. I'm so excited to be here today with clay Flom. She's been on the podcast before. Welcome back away.

Quay

01:32

Thanks, Tracy for having me. I'm so excited to be back.

Tracy Matthews

01:35

So we started because we scheduled this time to chat a little bit more about your experience in our Laying The Foundation program because you were a scholarship winner for that program many many years ago. And fast forward to five years later, you had a great result. And we got a bad recording the first time that we did that. And you were sharing some things with me. And I'm like, I have to interview you about this for the podcast because I'm just really so excited about how your business has been growing and how it's evolved. And also how a program like Laying The Foundation has impacted you so many years down the road, and what you've taken from it to actually build your business acumen. So you cool to talk about some of these things. Absolutely. Alright, so tell us a little bit about your business brick and stone LLC.

Quay

02:20

So we are of course, for instance, LLC, I have my business partner Kenny, who is also a jewelry designer like myself. And we decided to combine forces and open up a art gallery that also has a jewelry studio in it. And so we can sell our artwork, which is our jewelry, but also helps support other artists to create a sustainable living by selling their artwork. And we now have opened two stores, and are actually growing our stores and then adding more every year it seems

Tracy Matthews

02:59

I love it. Yeah, you have two stores, you're about to open your third location or expand your locations, which is so exciting, which we're going to get into in a little bit. I was so thrilled to you. And part of the reason that this all came up is because you posted it in our diamond insiders community. Oh my gosh, for all of you taking Laying The Foundation, Dreams really do come true. Here's what is happening. And I'm just like, quay You go girl. And for those of you who don't know, and or you if you're part of our community, quay actually worked for flourish and thrive for many years, when she was going through a hard time in a transitionary period, trying to launch your business full time. And basically last year clay called me to say, Tracy, I have to reduce my hours. And we eventually decided like way it's time for me to cut the cord intentionally so that you can spread your wings because I feel like she was never gonna leave flourish and thrive and I'm like, You really need to focus on your business it is going so well.

Quay

03:59

I probably wouldn't have left flourish and thrive i It is very near and dear to my heart because flourish and thrive and Laying The Foundation has helped me both personally and professionally so much. I still feel like I have a huge debt that I owe to Flourish & Thrive Academy

Tracy Matthews

04:16

your success is your your debt is paid off is your success. That's all I care about is that, honestly, and you know this so well, because we know each other pretty well quite that. Like the only thing I really care about is that people thrive in their business. And we've had some some core team members leave over the years like we were devastated when Jess left and many other people like when Abby left like several years ago, who and all these people were like, they felt like family to me and it was always sad. But on the other side of it like I'm always just so happy for when people are like thriving even beyond this because I know when I hire someone, they're not going to be here forever. It's like there's a time period. And unless they're like partnering with me in the business or something along those lines. They're going to want to pursue their dreams. And everyone kind of has like, they come to do what they're meant to do. And then they, you know, they spread their wings and fly, move on to the next thing that they're supposed to do. And as much as I always want to keep people forever, it's just I realized as a business owner, that that's not going to happen. So when it was time to kind of part ways, it was so bittersweet because I was so sad. I'm like, Who is going to take care of our community, and now we have like a great replacement for you. But I was worried about it, because it took a while to find that person. But then also, I was just so happy because more than anything, I really am just so impressed by watching your journey and what you're teaching to your daughter, which is something that I really want to dig into today. Because this is the most, like valuable lesson anyone can learn. And I know that this might be awkward, but I'm going to, like ask you to share just a little bit about your situation five years ago, and why it was, like really dire, and kind of what was going on for you if you don't mind?

Quay

05:58

No, absolutely. So, um, I was working full time, I am the breadwinner for my family. And I had a family for my husband, my son, and my daughter, and my husband was a stay at home dad, due to disability. And so I took care of everything for our family, especially when it came to making the money. And when I was laid off from a job, and I decided I was gonna go full force into my business, just and this all happened right after I finished the Laying The Foundation program. I was like, well, it's now or never. And so I was very, very grateful because I was able to see a significant change in my sales, thanks to taking Laying The Foundation. They weren't quite where they needed to be to support my family. But then I did come on to flourish and thrive, which was a really amazing experience in and of itself. And this amazing community that Tracy has built. And, and so I was just like, but now due to everything that I have learned from taking, Laying The Foundation, and also working with flourish and thrive, I am now running a multiple six figure business. And I were looking projected to be into seven figures within the coming next few coming years. And so I went from, you know, practically nothing to having a sustainable living.

Tracy Matthews

07:27

Yeah, and I just want to punctuate this, because you were making about five to $8,000 a year on average, when you started, you weren't profitable at all. And like your money was just going straight back into the business. So it's like you're making the five, eight grand, and there wasn't even like 100 bucks for you to like, use it to feed your family. And then the other thing, other part of it is that at that same time you took on some of your grandkids to foster them, which is huge. Like there's six people at home and quays family, like that's insane. She's taking care of so many kids that and the breadwinner for her family. And I know her she's like making the dinners and making sure that the kids are going to school and like dressed and doing all the things. So I know it's hard to talk about yourself, but I'm going to talk about you because I see you. And I want to share that because like you are literally my hero. Like I remember when we first interviewed you a while back and Brian, our CMO at the time was saying, quay is my hero, like how is she doing all of this like and it's true, you are kind of Superwoman. I don't know that. It's just it's just really incredible. But I really want to want to talk about like what's going on with these galleries. So you opened, you got invited into you had your jewelry business that had been growing, I feel like significantly over the years, and you're selling in this gallery who you became friends with the owner. And then you're I remember you telling me like you're like oh my gosh, like every week, you'd be like, Tracy I just sold my first $1,000 piece are Tracy, you know, this happened or you know, Tracy, they sold out on all my pieces, I gotta get to making more jewelry. So we can fill up the gallery, which is awesome. And then you have this opportunity to join this business and partner with this person to really help it grow. So let's talk about that. Like how did that all come about? Because that was about it. I feel like that was about a year ago, maybe was that was a year ago or two years ago? Yeah, it was a year ago. April. So one store a year ago.

Quay

09:23

Yep. So there was one store. And a year ago, April and my business partner wanted to grow and expand. And so we were just talking about how to do that just because the jewelry was going so well. And so it's just like, well open up a second location. And he was like, okay, and now he's like, Well, would you have like your jewelry studio there? If I let you so then people could watch you create? And I was like, Sure. You know, well I helped him to find a second location and not even thinking anything really of it. I was just helping out a friend. So yeah, we were little keynote a space. And he was just like, oh, it all sounds so great. The space is perfect. He goes, Hey, can I talk to you out in the hall for a minute? And I was like, Sure. And he's just like, Okay, I want to do this. He goes, but I'm gonna need your help. And I'm like, Sure, I'll help you out. However, I can, you know, he's like, No, I need your help. I want you to come on as a partner. And I was like, Oh, well, you want that kind of help. And so not only with, you know, everything else. And so I was just like, I'm gonna tentatively say, Yes, I said, because I do have to talk to my husband about it. And so I said, but I said, more than likely, I'm sure it'll be a go. And so yeah, and then that's how that all got started. And here I am just a little over a year later, you know, with multiple businesses and making a sustainable living.

Tracy Matthews

10:48

Well, the cool part about that is like you call like, you're just like, Yeah, you know, I can come on full time for flourish and thrive. And then you call me like, two days later, you're like, remember when I said I could come on full time? Well, I didn't really mean it. Here's what's happening. And like, my first emotion was, like, tears of joy. I was also really sad. And then I was like, shoot, how am I? How am I gonna deal with the situation? Now I need to replace quay? Like, how's that gonna work? Because you're kind of irreplaceable. Let's face it. So it was like one of those things where it was like this bittersweet moment, it was so exciting. I was so excited for you. Like, I know, I've done my job. Well, if I like teach people how to run a business so well, that they go off and are thriving in their own. Absolutely. That was one thing that actually made me feel so grateful when I had my first jewelry company, because several of the artists that worked for me ended up starting their own business, Gabby, Vanessa, and Mara all started their own businesses. And they were three of my key production people for a specific period of time, which was super fun. It was just really great to see how when, given the tool, someone can go and just, you know, replicate the thing, which is awesome.

Quay

11:57

Which you've given us all the right tools, Tracy?

Tracy Matthews

12:00

Well, thanks. Thanks, God. Not to that was not to toot my own horn, it was just like, I get really excited because like, I wouldn't be doing this. If I didn't see people growing. It's not this is not about the money for me, trust me. So much work. So I wanted to ask you, okay, so you start out a year ago with one store, then you open up the second location, that's when you go into the business. And you told me something in the pre interview that this, this conversation all started, because you posted in our diamond insiders, community thing, like dreams that come true, keep working the program, I can't believe this is happening. Pinch me right now. Something along those lines. And so she's opened, they're expanding their store, because business is booming so hard. And we're in the middle of a recession right now. So I want to hear a little bit about like, what's going on in your business? And what are you doing right? And how are you getting customers to come in the door? How are you continuing to like, get them to buy from you again, and all these things. So let's break that down.

Quay

12:55

We can start with the expansion of our flagship store, we are expanding into a new building, we will be doing that next spring, because the building has been built to suit for us. And we're doing that because we just have only so much square footage. And we can only put so much product in the store. But we're moving so much product that we have bare spots on the walls for art. And it's just like sometimes our artists can't get us work fast enough as we're selling it. And so we're hoping that with moving into a bigger space, we can also bring in even more artists because we already are at over 100 local and regional art out between our two galleries.

Tracy Matthews

13:37

And that's part of your your value prop right you want to make sure that you're carrying local regional artists and yes, cool. Awesome.

Quay

13:46

And so we figured with the bigger space then we can have room for backstock and be able to sell even more because we'll have a bigger space which means more people can be in the store that time shopping as well with more square footage. But we're also going to once we make that move, keep our smaller shop and we're gonna turn it into a nother our business just because we currently sell like rock specimens, beads kava shots and stuff for other jewelers and people who just want to go and make themselves a one off bracelet or necklace or whatever it is that they choose to do. But we're going to grow that to where we're carrying even high end mineral specimens, as well as it's going to be a rockin Fairtrade shop because we found that there's a lot of Fairtrade items that are made by small batch makers that are really great products and really fit with what we are trying to do. So it's with the fairtrade, we will be able to also help other people across the country who are small business entrepreneurs and have the same values that we do so that's really important to us too. When we are looking at our Fairtrade product is do their values align with hours.

Tracy Matthews

15:01

I love that it's so great. So your store is expanding, you're selling out like, how are you dealing with like these inventory issues to keep production up or use, like starting to stockpile or preorder or how does that work.

Quay

15:16

So that's why we brought in Fairtrade, as well, we actually have, I think, eight jewelry designers, which includes me and my business partner. So we have six other jewelry designers who are bringing in jewelry besides us. So then that way, we're not having to create all of the jewelry, we also have a jewelers apprentice who creates for us in our design style, then we're hopefully taking on another jewelers apprentice. So we're hoping to have to one in each location. So then that way they can help us with like, you know, I don't need to be putting the chains on all the pendants I make, I can give that to somebody else to do. Anybody can put a pendant on the chain even though and that is one of the things that Laying The Foundation and Flourish & Thrive Academy has taught me is I need to be doing the really, really important stuff. And all this other stuff can be designated to somebody else.

Tracy Matthews

16:09

Look at you master delegator boss lady, I love it.

Quay

16:15

It's taken a while it's hard to let go this stuff, sometimes I'm not to worry about that. It's hard to let it go.

Tracy Matthews

16:22

I know which is so so I wanted to ask you just like, okay, so you're planning for inventory. And part of the way that you are getting more inventory and volume is by bringing in other artists so that you can keep the sales rolling in because this is a retail location. So it's a little bit different than just having a standalone jewelry business, or a standalone jewelry store. But I think that's smart, a smart business move because you're leveraging other people to build your own business as well, because you're limited in quantity, because you're you're a maker. And you're also ambitious. And you know, right before this, we recorded like a testimonial, like recording for Laying The Foundation because we had issues with the last recording we had. And the reason why I'm saying that is just because like some of the things that you said on that were like how you've really managed your time, and how you, you took what, like cherry picked what really worked for you in the program. And I know one of the things that people and you worked with our community for so long. So you know this, one of the things that people often say is like, I'm a maker, I don't want to mass produce my work, and you're not doing that you've just found a way to adapt, so that you can make the most out of your handmade work. Am I getting that? Right?

Quay

17:30

Absolutely. I mean, I actually even though I do a lot of one offs, I do have some stuff that is slightly reproducible, but I reproduce it I don't send off to like a caster or anything. But I do have some of my a couple of my lines to where it's a little bit more easier to reproduce. But even my one offs, because I have them in collections. I can literally say okay, I need to build up this collection. Okay, here are the 24 stones I am going to work with and I will literally production style, make those 24 pieces. So it's like everything has its own step. So building a myself my own production line, even for one of a kinds has been huge. And so which saves me a ton of time.

Tracy Matthews

18:14

Well, how are you dealing with that with the production because I think some people aren't very smart when they produce their jewelry. And I learned this originally from Melissa Joy Mani because they can make everything like when I back in the day when I was doing my production line. We had parts of it that were cast, I had like studio assistants, obviously and a bunch of designers working for me too. And one of the things that I found fascinating because Melissa had all this intricate, like chain work. I'm like, how do you make all these changes, like every single jumpering needs to be soldered? And she's like, Oh, I have a tip. And she shared with me her production tip and it was like all of the chain links got soldered at the same time, by the way that she would set up like it took a minute to set it up. But but the soldering and like the production didn't take long because of how she was actually setting it up on the bench. So how are you maximizing your time on the bench to make it like worth your while.

Quay

19:03

So I have created systems to where I've literally sat down and created videos, taking pictures, typed out instructions, even for some of the stuff not all the one of a kinds, but even the reproducible stuff and I literally take the pieces and I break it down into all the different steps that I need to do. And so because of that, then I can create more pieces at one time because I know what I need to do. So for example, I've got my mosaic collection, each one is unique and one of a kind, although they all do look they are a similar base. So I can sit there and cut the same length of wire for 24 bases for my mosaic collection. And then I can cut all those at the same time. So boom, that's done. It's not like make one completed to the end and then start a new one. It's like know about all the wire cut that's shape, all the wire, everything shake, hammer all the wire. You Also, every little step is done in a batch format. And so and then when I get to the part to where it becomes more of the one of a kind piece, I will literally set all the stones out and then anything else that needs to accompany it to be made. And then it's like, everything is go, I can just take this one, okay, boom, take the next one, boom, done, you know, so it's just literally breaking it down into tiny, tiny steps and how I can even when I'm doing solder work, you know, it's like, Okay, I'm going to create 12 rings. Okay? Well, first, I'm going to make the bezels for every single ring, you know, for each stone. And so then I make every all the bezels at once, you know, and they stay with their stones. So it's very production style, even though every stone is a different shape, but different size, you know, it's super, super smart.

Tracy Matthews

20:51

I feel like the smart one of a kind designers like Alex Camacho, I would put it in this category, she like can crank out so many pieces in such a very short period of time because of this. It's like she knows exactly like what she's doing. And she has everything mapped out. It's like super easy, and She's fast. She's just like, boom, boom, boom. And that allows her to make so much more higher of a profit margin off the pieces, and still charge a premium for the work. Because it's, you know, because she's efficient. And she's still making all the pieces. I mean, she's not doing every single step of the process. Like I think her husband, who's now her business partner does some polishing for her, and like assembly, but she's doing the art work, which is super cool. The artistic parts of it, which I think is super cool. Yeah, so you're saving a lot of time with your production in that, like, how are you? Like, how do you go from being an artist to like, manage dealing with the business side of it? Because now you're I'm sure you're looking at p&l statements. And you're like, how do we forecast for growth, and you're opening up this new location, which I'm sure the build outs expensive, and all that stuff. And also stay positive, knowing that, you know, the rest of the world is kind of freaking out, and we're heading into a recession.

Quay

22:02

So a lot of it is just really looking at the numbers. I mean, ever, a lot of people are afraid of their numbers and their money, they're afraid of what they're going to find out. And yeah, maybe shocking. I know like that first time, I really looked at my numbers from taking Laying The Foundation. I was like, Oh my gosh, but Oh, like I was probably the same way I felt when I realized I wasn't charging enough for my work. And I was on the floor crying in that fetal position. That's how I felt I was devastated. But you know, you have to look at the numbers, you can't ignore the numbers, because they are going to tell you what is truthfully going on in your business. And that is so important. And so I mean, I am looking at our numbers daily. And and that's just because I'm doing all the financial stuff on the back end right now, because we don't have a bookkeeper at this point. But it is so important. And it keeps things so much front of mind. Yeah, because then when I go to like make a purchase, like yesterday, you know, me and my business partner were talking which we talk pretty much on the daily. And so and actually tomorrow, we have a strategy meeting, we have strategy meetings every week to where we literally have a laundry list of stuff that we talk about, and strategize about for the business. Which is also important. I mean, if you're the only person in your business, strategize with yourself or get a mentor, even as a business, we actually have a mentor with a group called the entrepreneurship fund here that help entrepreneurs get funding for their businesses and stuff. But yeah, we qualified to get a free mentor for a year. And

Tracy Matthews

23:44

I was a financial mentor, to help financial but

Quay

23:47

also just a business strategic as well. And she's amazing. And it's just like, you know, we talk about, like, what our strategies and what we're thinking of and how we're looking towards the future. And then, you know, she will play devil's advocate on certain things, which is great, you know, because she brings an outside perspective. And so and it really makes you think, but you know, and she's really about the numbers. And it's just like, which is great, because that's how we have been from the beginning. Because I learned that from you, Tracy, is it's all about the numbers, and you can't be profitable unless you know what your numbers are. And that is huge, because then you can see where you're spending excess money. Or hey, can I buy those extra displays that I need right now? Do I have the extra cash flow coming in? What is my projected cash flow? Do I need to put some stuff away and savings? Do I you know, all these different questions you need to ask yourself, and it all revolves around the numbers. And that's how we are recession proofing our business and able to open up new locations during what might be a more you know hard time for others is because we are making really really smart money decisions.

Tracy Matthews

24:56

Are you creating a cash reserve so that you have a backup Yes. Okay, awesome. And is there a certain percentage of your revenue that you're putting into that? Or how are you managing or deciding on that?

Quay

25:08

So it's a percentage of our profits that we make, because we know we know, every month, how much is going out the door? You know, what we need to just stay open, which is our bottom line. This is what we need to break out your breakeven. Yeah, it's our breakeven, and then everything after that is okay, well, we have we want to do this, this and this. Okay. Well, then we have to discuss timelines. I mean, even time time is very important to, you know, is this something that we need to get done right away? Or can this wait one month, three months, six months, a year, three years, you know, not everything has to be done now. And so we do ask ourselves, we have these three questions we asked ourselves is, does this need to be done? Now? You know, does this need to be done by us? Or me? You know, whoever's, you know, whatever, might, whoever might be in charge of it, because that can be important, too. You know, and can we give this to somebody else? Or can we just get rid of it? You know? Yep. So it's just, it's really important.

Tracy Matthews

26:16

Yeah, it's a do ditch or delegate system that we teach. So good. It's like, do I move this forward? Now? Is this something we table for later? Or is this something that we even need to do at all like? Or is this just a waste of time? You know? Or is it something that someone else could do better, you know, and save us time, which is great. We all

Quay

26:36

have a lot of great ideas, even with my jewelry. I'm just kind of like, oh, there's all these new things I want to do. So well, that's research and development versus do this collections almost out, I probably should focus on that build that collection, backup, then work on my research and development, you know, a new line.

Tracy Matthews

26:53

Let's talk about that a little bit. Because I think people who are creative, they just keep wanting to go to the new idea instead of thinking strategically about what is actually working. And so they I do this all the time, like our ads team was like, Tracy, instead of creating a new workshop or event, why don't we take a look at what actually worked really well before and try to replicate that again, because we know it works. And I'm like, oh, yeah, that's a good idea. And it's just natural. As creatives, we want to create new things we want to because we're we get a little bit bored. But like there's a balance between leaning into your creative creativity versus leaning into, like being a smart business owner, right?

Quay

27:33

Absolutely.

Tracy Matthews

27:35

So how do you like you just refocus and you're like, Well, this is what I know this is going to sell, so I'm going to focus on that. And then when I have X time or X, like extra resources, our funds then we can focus on the new collection.

Quay

27:49

Yeah, and that's pretty much it. It's really, you know, what is of utmost importance right now what absolutely has to be done right now? Yeah. And so like, we I just had my first show of the season, and I'm still doing shows, but they are the select ones. And they're based on driving traffic, either to our website, or our brick and mortars. And so it's great when we do really well at the shows, but our ulterior motive is always to get them into our brick and mortar stores.

Tracy Matthews

28:18

Yeah, yeah, it's also a bit feed both right you're like feeding the website and the brick and mortar, you know, at the same time, which is great. And this is like you kind of get that you're using like all of the sales channels to work each other, which is very smart,

Quay

28:33

and social media to get people into our stores to our shows on our website. I mean, our newsletter, it's all cyclical. It's just a big circle and it keeps helping each other out.

Tracy Matthews

28:46

I love it. Thank you. That's so great. So Cray Is there anything else that you would like to share any final words of advice that you'd like to give people who are kind of freaking out maybe they have a brick and mortar or maybe they're they're just have a jewelry brand, who really want to prepare well for a recession and recession proof their business?

Quay

29:06

First things first, get your own standalone website. I mean, if we can all learn anything from what happened with the pandemic is that online shopping went through the roof. And so with your own standalone website that is huge for bringing sales in the door also utilizing your social media and your email list is gold. Oh my gosh. You know, that has I cannot tell you how that has helped us so immensely. And anytime we run a new promotion or we get a new artist in you know, or a new product, you know, we are talking about it, we send out email blasts, we put out Facebook Instagram posts, we're going to soon be on Tik Tok and I can't remember the other one. I don't have to worry about

Tracy Matthews

29:54

Snapchat or the other one twitch. I can't

Quay

29:59

remember Read something else, something I am not familiar with. So I'm glad somebody else is handling. But it's just making sure that you are, you know, implementing everything. Because if you don't implement, you know what you say you're going to do, then you're not going to get anywhere, you know, you actually have to take the steps and get things done for anything to happen. And without taking those steps, then you're gonna be in the same rut that I was in over five years ago, making the same amount of money, and not even making money because I was putting all that money back into the business, if not, plus some. And so you know, it just makes a world of difference. You need to implement it to your business, everything that you learn,

Tracy Matthews

30:45

Okay, quick, because people are gonna say, Well, I don't have time clay has all the time, but like, you do not have all the time. So can I just I thought that was my last question. But can you tell people like, how do you get so much done, because I want to remind everyone, when clay, the beginning, Clay was making five to $8,000 a year, she was supporting her family of six, she had just been laid off from her job, then she took a almost full time job with flourish and thrive and was building her business at the same time. And she's still she's the sole breadwinner for her family. So she's doing it all. So quay, tell us, choir hero, tell us how you do this.

Quay

31:23

So well, I'm not gonna lie, it takes a team. And it takes time management. And one of the key things I learned through Flourish &, Thrive Academy was time blocking. And so if you were to look at my calendar, you will see it looks like a rainbow. And that is because everybody in my family has their own color. Everything I do for my business, while my businesses, our businesses, our galleries are called Yellow Bird is our main is our logo. So everything's in yellow, that revolves around the business. You know, and, but everything goes into a Google calendar that is shared with my husband and my nanny. And so that way, everybody knows where they need to be when and who's taking care of who and we even have daily discussions. Okay, what's going on tomorrow, or every Sunday, we talked about what's going to happen for the week, but then we still meet almost daily, okay, what's going on tomorrow, who has to take who, where, who's doing what, who is, you know, all the things. And so I have a great team that helps support me, so I can run my business. So with my husband and my nanny, and then help from family occasionally as well. And, but time management is huge. And you just got to find the right time management that's going to work for you. And so there is no one perfect thing that's going to work for everybody. But for me, time blocking works great. I even break down my time when I am, you know, literally in the gallery, if I'm not on the sales floor, and I'm like, if it's a bench day, I'm literally focused at my bench, I work in 30 minutes, sprints, take a quick short break, and then I'm back at it again. But I come in with a game plan as to what needs to be done. And that is how my days are laid out. And my home is the same way. My personal life, everything. It's the same way. Everything is time blocked out

Tracy Matthews

33:15

structure. And I know you keep mentioning a nanny, and I've known you for a long time. You haven't had a nanny the whole time. You can barely afford to put food on the table at one point. So when did you bring the nanny on so that people are clear that this is not like a luxury you've had the whole time?

Quay

33:30

It is not a luxury that we have had. We've had the nanny, I think for two years now. Okay,

Tracy Matthews

33:36

yeah, when things just really sort of grow two and a half. Maybe I wanted to just talk about your daughter, Rosalie, we started talking about her in the pre interview, and I started crying, you started crying. And here's something you know, in, in a world where people come from all different places and situations. And I remember when you came to us, you were in such a bad place. Like you really didn't have money to put food on the table. I could tell that you were really, really stressed and the qualities that you've instilled in your daughter, Rosalie are just so impressive, because every year you said something to me as like how's Rosalie doing? And you're like, What did you say to me? You said something about her selling? What did you say?

Quay

34:23

Oh, she is she is our little budding entrepreneur. Thanks to everything that I have learned with Laying The Foundation and Flourish & Thrive Academy because I've taken a lot of those lessons that I learned and my father had also instilled a very good and hard work ethic in me. So that helped as well. So my daughter Rosalie had a goal of wanting to take her entire troop to Girl Scout camp for the summer. And she had asked me what she would need to do to do that. Because she had experienced camp to where it was just her and I we got to go to family camp one year it was her first introduction to camp, I figured that was the best one. And so and then she got to go the year after that on her own. And she loved it so much that she wanted to take her whole troop, which is almost 14 Girls, or I said it is 14 Girls Not almost. And so we discussed what she needed to do to be able to do that. And so she realized, you know, during our discussion how she had sold cookies previously, was not going to help her quite reached the goal that she wanted to achieve. And so she would work a cookie booth at the grocery store, which was like for an hour or two. And then we reached out to family and friends in regards to, you know, getting cookies from her. And so we were trying to come up with other ideas for her, you know, and so she had literally asked me, Well, can we sell at the end of the driveway, and we're in northern Minnesota, and I'm like, Yes, we absolutely can. But it's normally during February, March, we have to sell so you will find us bundled up on the side of the road in our driveway, and her cookies, standing on top of the snow banks waving at every car going by. Because she had a goal to she had to sell at least 5000 cookies to be able to send her troop to camp. And that was boxes, whether it was online or in person. And she ended up selling almost 7000. And so she definitely more than reached and passed her goal, because she had that goal in mind. And but thanks to what I have learned from my father and Flourish, & Thrive Academy. Not only did we celebrate the end of the driveway, we utilized resources that we have like social media, emails, and I helped Rosalie get on TV, I sent a news tips to her local news stations. And they put the word out there were like people can find her. And now because of all of that, and we continue to do that. Now she has repeat customers. So she doesn't even have to work as hard to get customers new customers because she has repeat customers. And they come looking for her every year.

Tracy Matthews

37:12

That's so great. What did she say to you? You said something about like she's like, Yeah, well, Mom, I know that. If I don't do this, then what did she say?

Quay

37:21

So she said, you know, mom, she goes cookie sellings really hard. And there are days that I just don't want to do it. She was but I want to send my troop to camp. So I know I have to do it. So I need to go to work. So now her cookie Salinas, her job she calls it work.

Tracy Matthews

37:43

I just I want to really acknowledge you clay because so many people could have been in your situation, and really let the situation take them down and and say like well, I That's not me, I can't do this and look at where you are right now you're on. You have a multiple six figure business, you're teaching your daughters how to be, as have be successful, just in general have the mindset of a successful person, that knowing that if they set a goal, they have to do the work to reach it. And I think if we can all learn anything from this entire interview today. It's what determination and hard work can bring anyone, it doesn't matter where you are. I mean, you were like, I can't, I know it didn't probably really come out. But like, I say this so much like you were in such a bad situation. And you you played it off, like, everything's fine, like I'm gonna be fine. But like you had to take in food and stuff like that like to support your family in the very beginning. And I remember that because you were taking in your foster kids, or your grandkids and all that stuff. And like, I know that it was hard. And I just really want to acknowledge, like the legacy that you're leaving for your children. Because that's like, the biggest thing that any of us can do right, is to pass down our success habits. So you are such a rockstar. And I want to remind you of that.

Quay

39:08

Thank you setting off not just setting but showing, you know, our younger generations, you know what success looks like and not giving up is so important. And so that's why I mean, I will take on and teach young kids how to make jewelry. I'm hoping to inspire the next round of jewelry designers. I mean, I didn't even get into that. I'm going to be starting like teaching my own silver smithing classes while you're weaving classes, to where people can come and learn how to become a jeweler. And I'm super excited for that because it's just like to inspire those that are younger than us because I know I was inspired by others who came before me and to continue that legacy on and So and I hope that my kids and grandkids will do the same. I hope that they will, you know, continue to set those examples the same way that I have.

Tracy Matthews

40:09

It's so inspirational. So thank you. I'm like, need to redo my makeup for the next interview? Great. Thank you so much for being here. If you want to stock your stores online, where can they find them or in person?

Quay

40:24

So you can find us at in Duluth at Yellowbird arts Yellowbird duluth.com. Our other store is in Grand Marais, Minnesota. Sorry, I should have sent Duluth Minnesota because so you all know I'm in Minnesota. And that is Yellowbird fine art and we are also spriggan stone LLC, so and you can find us there as well.

Tracy Matthews

40:47

Thank you so much clay. Thanks, Tracy. It

Quay

40:49

has been a blast. As always.

Tracy Matthews

40:52

Thank you so much for watching this episode today. If you are curious to hear a little bit more about the Laying The Foundation program that Quaid Flom spoke about you can head on over to flourish & thrive academy.com forward slash LTF our Laying The Foundation program is our signature program that is centered around The Desired Brand Effect methodology. It is designed to help you grow a six figure empire and and help you launch grow and scale your business in a way that works and is aligned with what matters most to you. So if you're interested in learning more about that head on over to flourish, thrive academy.com forward slash LTF and check it out.

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