Trina Spear: Co-Founder & CEO of FIGS

Kara Goldin 0:00
I am unwilling to give up that I will start over from scratch as many times as it takes to get where I want to be I want to be you just want to make sure you will get knocked down but just make sure you don’t get knocked down knocked out. So your only choice should be go focus on what you can control control control. Hi, everyone and welcome to the Kara Goldin show. Join me each week for inspiring conversations with some of the world’s greatest leaders. We’ll talk with founders, entrepreneurs, CEOs, and really some of the most interesting people of our time. Can’t wait to get started. Let’s go. Let’s go. Hi, everyone. It’s Kara Goldin from the Kara Goldin show and I’m super super excited to have my next guest here. I’ve been such a fan about their company, their brand, their apparel, their CO founding story, super, super excited. So we have Karina spear here who was the co founder and the CEO of an amazing brand called FIGS. In case you hadn’t guessed. But Trina is as I mentioned, the co founder of FIGS if you are not familiar with it, you must have been hiding under a rock the last few years. I mean, they were the darling of the if there is such a thing of the pandemic. I mean, you guys just totally just skyrocketed, I think in everybody’s mind as like this incredible solution to not such a great situation especially being able to help so many in the health care community, those professionals out there. Definitely FIGS was top of mind. So FIGS is committed to helping humans look, feel and perform at their best with technically advanced apparel and products that feature an unmatched combination of comfort and durability, function and style. And they’ve really redefined what the word scrubs means. So as I was sharing with Trina I have a lot of family members and friends that are in the healthcare community when they heard that I was going to be talking to Trina there were they were like, Oh my gosh, we love fixes such a great thing. And by the way, they’re a public company went public in 2021 to pretty bold move, for sure. Very, very excited to talk about that as well. But welcome, Trina.

Trina Spear 2:28
Thank you so much, Kara. Thank you for having me. Super excited to be here.

Kara Goldin 2:33
Super excited to have you here. So talk to me about the story. I guess I know from a surface about I’m a brand person and I love the FIGS brand. I I sought you out to get you on here because I’ve just been such such a super fan of the brand and of you but would you mind sharing the story of how FIGS was co founded?

Trina Spear 2:57
Sure, sure. So Heather Hasson my dear friend and co founder she was sitting with her friend who’s a nurse practitioner at Cedars Sinai. And her friend showed up there grabbing a coffee. And she was wearing these boxy baggy o fitting, you know, really awful scrubs that she was complaining about how they were Itchy and Scratchy and and Heather said those are really bad like I will find you better scrubs. And her friends like no, this is it. This is what’s out there. And Heather at the time, I thought to herself, why were there these multibillion dollar companies like Nike and Under Armour and remove Evan, all focused on athletes, and helping you know, athletes score more goals run around a track faster? What is the company and who are the people that are focused on helping the people saving lives, what company exists for the healthcare professional, what brand is there that shows up and serves the healthcare community. And what she realized through some research and going to these stores where scrubs were sold, where there’s racks and racks and racks next to bedpans and knee braces, which I realized was that there wasn’t that company, there wasn’t that brand. And we sought out about a decade ago over a decade now. To solve that problem, create the highest quality medical apparel in the world with a focus on fit and comfort and durability and fabric technology. And then, you know, go direct to consumer build a real amazing experience where you can click two buttons and get your uniform and go to work and do your job well. And so, you know, it’s been a long an amazing, incredible journey. But that’s how it was done.

Kara Goldin 4:47
So was Heather in the apparel industry before or how did she know how to do this?

Trina Spear 4:53
Yeah, she’s been in the fashion industry. I don’t want to age her or she’ll get she’ll get upset so but for because she was, and her, you know, a very young person in her family has a background into as well. So she really understands manufacturing and product and supply chain. And so, you know, that side of the business had that expertise but applying it to a brand new industry. Neither of us came from the healthcare industry. You know, a lot of times we get asked, Are you a doctor or you’re a nurse, and we wish there was so much love and respect for the people we serve. We’re obsessed with health care professionals. But unfortunately, we never you know, Heather, she was pre med she said she doesn’t she didn’t pass all the all the, you know, all the all the tests and all the you know how hard it is actually to become a healthcare professional. And for me, I came from finance, worked on Wall Street for about 10 years and went to Harvard Business School. And so that was really my journey up until, you know, founding things with Heather.

Kara Goldin 5:54
So where did the name come from? Oh, it’s

Trina Spear 5:57
just her favorite fruit. Love it. And you know, the other things that make it great. It’s, you know, it’s memorable. It’s four letters, we always say, you know, four letter company names are great. You have Nike, Uber. It’s Can’t you could fit it on a roll. Yeah, hinge. There you go. There you go. So, it always it works. And I think, you know, even redefining what FIGS means, you know, I think that taking a word and redefining it, making it mean something different to a community is something that we’ve been passionate about. And it’s, it’s pretty cool.

Kara Goldin 6:34
That’s awesome. So what were the first items that that you actually came up with? I mean, was it was it actually the scrubs and that was the typical short sleeve and the pants and

Trina Spear 6:47
yeah, I think you know, prior to FeS, like I was saying everything was just, it was really just a V neck top, and a drawstring pair of pants. And so what we sought out to do was change what the you know, the redefine even what scrubs were. And so at the beginning, it was really about the fabric, creating a fabric that drapes well that’s super comfortable. But that’s also technical. And combining those two worlds was really difficult about took us about two years to really nail the fabric. And then on top of that, creating different silhouettes. At the beginning. We really just started with our Katerina one pocket top that is still by the way, our best selling top today. And we’ve sold hundreds and hundreds of millions of dollars of sales for that one top and then our we have essentially two types of pants. Now we have different silhouettes across them. But there’s a basic pant which is our Livingston pant we had that from the beginning, continues to perform extremely well. And our Zamora pant zarza more pianos, our jogger pant that actually came a few years later, but it’s a Cargo Pant it has you know, it was we kind of invented the scrub jogger. Right it was whatever your pants draped on the floor and getting into. And you know, there’s pretty incredible, incredibly the environments that healthcare professionals work in, right, there’s liquids and blood and all these different elements. And so having a jogger that is above your shoe, where you know, you’re able to protect yourself, but also be able to run around a hospital meet with your patients run into surgery, that was super important. And now we have a whole host of different styles and different colors that we’re able to bring to our community. But those early styles, those early kind of game changing silhouettes are still the best sellers in our assortment.

Kara Goldin 8:41
So I feel like FIGS when I first caught wind of it because I’m not working in a hospital. I think you you definitely had some fans even before I knew about it, but I felt like color was something that was definitely I associated with your brand. And you made it fun. Right. And so what, but I would imagine that was kind of challenging, to some extent as well. Like, not every hospital wanted color.

Trina Spear 9:12
Yeah. Yeah, I mean, it was like blue and green, right? We’re like the main colors. And I think a lot of the Our journey has just been asking the question why, like, why is it just a drawstring pair of pants? Why is it just a V neck? Why is it blue or green? Like why? Why why? And the answers just weren’t satisfactory. They were like, well, that’s the way it’s always been. And whenever any industry is, the answer is that way there. It’s always been I think there’s a incredible opportunity to change the game and do something different. And so bringing different colors and actually, you know, many of our colors have now become hospital standard colors, which is a really cool dynamic that we’ve seen across the country where they say we love your graphite. We want to make that the standard of care As our department or across our hospital and we do these color drops, which have become part of our, our brand that our community just is waiting for that next drop, waiting up until midnight to see what we’re dropping, and then it sells out in a matter of hours or days. And so that’s the dynamic that I think we’ve created over the years, but it’s really about listening to our community, understanding from them what they want to see from us and then delivering. And I think it’s that direct to consumer relationship that maniacal obsession with them and what they want and continue to bring them exciting and unexpected, different products, but also different experiences.

Kara Goldin 10:39
So when did you know that you were really onto something special? That this was like, you know, those early days, you’re getting your samples, the mock ups all put together, you’re figuring out the different fabrics, you’re talking about when when was the point when you just said, this can really be some, like, this is big, we’re off to the races? Yeah, I mean, I

Trina Spear 11:04
think we are I knew pretty early on it, you know, I was doing well, I was working on Wall Street, I was working at Blackstone at, you know, making good money and working on really challenging problems with very smart people. And so in order for me to leave, I really had this like overwhelming belief that there was something here. And that came from just we were selling scrubs outside of Heather’s car at 7am and 7pm, when all the doctors and nurses and healthcare professionals were changing shifts, and we were collecting cash on the sidewalk. And we also had our little Shopify app, and we were charging credit cards. And in I said, if people are willing to buy our product out of a car at seven in the morning, and by the way, we’d give him free coffee and free hot cocoa, we would go get the big jugs from Starbucks in the morning. And we would ask them what they liked what they didn’t like, and then we would show them our scrubs. And like I said, though, the fact that they were so engaged and they were so it was resonating on a sidewalk at seven in the morning, out of a car. I knew there was something here. So

Kara Goldin 12:22
did your has your consumer, obviously you’ve you have a lot more skews and a lot more items, different types of of things. Beyond you have shoes, you have lots of things that you’ve scaled beyond those initial pieces. But has your has your consumer changed? Like were you initially for nurses? And then you know, maybe? I don’t know, I’m so curious, like, has that changed over time? Or? What what do you think is like the biggest shift in your consumer over time?

Trina Spear 12:58
Yeah, I mean, I think, um, I hear a lot from other entrepreneurs and founders that they’ve pivoted, or the vision has changed. And what I think has been so special about FIGS is that our mission and our vision and who we serve, really has not changed at all from day one. So the entire vision was to help healthcare professionals look good and feel good and perform at their best, and really aim to celebrate, empower and serve them in every way we can. And that has not changed. And so it was always about bringing all healthcare professionals together and connecting them with each other. And I think one of the things that I’m really proud of is how we’ve been able to create a community around this profession and bring them all together nurses, doctors, physicians, surgeons, dentists, techs, veterinarians, students, everybody across the profession together with one commonality and that commonality is that they are an awesome human, which is what we call our healthcare professionals. And if you’re an awesome human, you should wear fakes, right? And so having that bridging all these different types of professions, within healthcare, all bridging that and bring them all together, was really important. And actually, I was with one of our ambassadors. We were having dinner a few years ago, and we have 450 Incredible ambassadors in our, in our community that are the most influential voices in healthcare. She was sitting next to me, this is a doctor, she’s a doctor in New York City. And she said, you know, what’s so great about FIGS is that it took an apparel company, to bridge the gap between doctors and nurses, and to bring down and kind of take that stigma away that that’s for the nurses, not for the doctors or the or I won’t wear what these people wear, and everyone is no doubt now wearing fakes. And it really brought this team element that we’re all on the same team. We’re all here to solve this problem. We’re here to save this life and take care of this patient. And that’s pretty cool. And so, you know, I do think that Serving all healthcare professionals has always been part of what we’ve aimed to do. And, you know, we have a lot to go because now we’re, you know, an international global brand. And so bringing that message as far and wide as we can, is really our goal. You

Kara Goldin 15:18
obviously had a many stories, I’m sure through the pandemic, and but I’d love to hear. You know, during that time, especially in the beginning, I feel like you guys were also doing a lot to really raise awareness to what healthcare professionals were going through. And is there anything that comes to mind? Like, what did you guys do as a brand? I mean, I think you, you did an awesome job. But I feel like you were also sampling product, you know, you’re really like, doing it in the right way. And during a time, that was incredibly stressful.

Trina Spear 16:03
Yeah. And I think there was a few things that were incredibly impactful from a brand standpoint, where we said, you know, everyone is now focused on the healthcare community. And I don’t know, if you remember, everyone was cheering at 7pm ngModel, the health care professionals would leave the hospital. And, and we and our goal, even prior to the pandemic was, how are we cheering them on, you know, 24/7, all year round, without fail. That’s our goal. And unfortunately, since the pandemic, you know, that stopped a bit, the cheering and our goal is to continue to shine a light on our community, the health care professionals that are showing up in saving lives and curing diseases and helping patients like how are we continuing to shine that light? The thing that really I think, was the paradigm shift during the pandemic was when the olympics got canceled and 2020. And we at that moment, said, now’s the time, to say who are the people that we you should look up to. It’s not just athletes and celebrities, although they’re all amazing. We all love athletes and celebrities, but it’s healthcare professionals. And so we launched the new icons campaign for the the exact timing of when the Olympics was supposed to happen in July of 2020. And we launched that campaign through the end of the year. And saying, here are the people that are the new icons, here are the people that you should look up to. And we showed them on all the different environments that they are working in. And we chose the people that real healthcare professionals that were in that in that campaign, were literally on the frontlines of the pandemic showing up getting on planes to go to the hospital hit hardest to show up and serve in protect all of us as a society. Health care professionals like Anna Wilkinson, who’s an incredible RN, who literally showed up day in and day out, she had lines in you know, from her masks at the end of the day. At the beginning she was the one you know all of them were were washing them in hot water having to reuse them and our goal was to get them wear PPE, whether was masks, isolation gowns, hazmat suits, the works, so that they can protect themselves. caldera who’s an emergency medicine physician, we spotlighted him, Lexi robolard, who’s an ICU PICU nurse, we spotlighted her and showed the work she was doing. She takes babies hearts, on helicopters and next hospital to save a baby’s life. I’m asked to say oboe, who’s an incredible medical student show the work that she was doing. And so it was about that, yeah, right. It’s not about things. Nothing is about me. Nothing is about Heather. Nothing, none of this company is about even although we love our team, it’s not about us. It’s not about the people who work here. It’s about healthcare, the healthcare community, and how can we continue to push this industry forward? How do we continue to move medicine forward with the people that we stand behind? In support?

Kara Goldin 19:13
I love it. Well, you did such an amazing job of telling those stories. And it’s, I mean, I’m not sure that I can actually name another health care company that I think did such a nice job of as you guys did. I mean, I really mean that. I mean, I think it like you said, I think more people became aware of during COVID of, of what was going on with these health care professionals and how, you know, how difficult it was in many ways, but you also, you know, being able to share their stories and you made them part of your brand.

Trina Spear 19:49
Yeah, and I think you know, we’re just so grateful like, I think given what they do every day like we if we can make their day even a little bit better, like 5%, right? Like, that’s the goal, like, they are so inspiring to us, like what they do every day, if they can get up and do what they do, the least we can do is make great apparel, great product. And in, in, in tell their story. That’s the least we can do. And so continuing to find new, more ways to show up in support. I mean, that’s really what we’re here to do.

Kara Goldin 20:24
So you started out on Wall Street? Did you always know that you were going to run your own company? I mean, was this an aspiration of yours? Like, one day, I’m going to I’m going to do it, I’m gonna be an entrepreneur.

Trina Spear 20:39
No, I mean, I definitely it. You know, I always just wanted to be in the room where great stuff was happening, I always wanted to be a part of the exciting change that was happening in the world, whether that’s in rooms with financial professionals, whether that’s in rooms with healthcare professionals, I think there’s so much opportunity. And I’ve always been an optimist. And I think you can change the world in a whole host of ways. And I feel I feel as though being an entrepreneur is probably the best way to go about making change in the world. And because you actually can, you know, move things forward and, and change the way things are done. And so, you know, I met Heather in 2012, with a mutual friend who I went to business school with that she went to undergrad, and we were connected. And I was just blown away by that initial idea of why was every company focused on athletes. What about the people saving lives? Like that question was like, just something that kept me up at night? Like, what about the people saving lives? Like who’s for that? Who’s showing up for them? And so it was almost like I had to do it. And so it’s not like I was necessarily looking for it. I don’t think anyone dreams about making scrubs one day, like when I left flagstone everyone, all my family, all my friends were like, Wait, you’re going to do what you’re gonna sell? You’re going to sell scrubs. What are you doing? You know, no one understood it. But I think it’s just like, sometimes it’s spiritual, or you get this feeling of I have to do this because it has to be done. And if we don’t do it, somebody else will or just, you know, what a way to live your life, right? What a way to live your life to be able to wake up and show up and serve other people. It’s like the biggest, most amazing thing. Yeah,

Kara Goldin 22:41
and you’re and people, thank you for a product, right. I mean, that is that is such a powerful thing, right to be able to lead a company that where people are actually thank you for creating this product. And I’m sure you, you and Heather have both heard that over and over again. Which is, yeah,

Trina Spear 22:59
or just like, I got three checks this morning, from friends with pictures of their doctors and nurses and FIGS. And it’s like, oh, that’s the coolest thing ever. You know, I

Kara Goldin 23:09
get those with hint, right? It’s, you know, when people are like, Oh, look, look at this frigerator I’m out at this house and or I met this hotel. And it’s in a minibar. And, you know, it’s just, it’s, it’s such a great, it’s a great feeling. So copycat companies, obviously, when you’re successful, you’re gonna have copycat companies trying to mimic what you’ve done. So what do you think about as a leader? Like, what can you do about these copycat companies? I mean, outside of if they’re literally like, copying you? And you know, not talking about trademark, but how do you think about these companies? I mean, any suggestions for founders who maybe are feeling like, you know, what can I do? How should I feel about this? Well,

Trina Spear 23:58
I’m glad you kabhi called it them copycats, because we call it the copycat landscape, we don’t call it the competitive landscape, or live use that word. It is flattering, right? When you create something truly original, and then others want to replicate it. I think, on some level, it is great, right? Having more players that and I wish they were more original, to be honest, because then it maybe would even push everyone further. But when it’s really just copying another company, I mean, it’s so it’s unfortunate, and it’s lazy. And so I feel bad for the people that work in that company that wake up and are told, and I’ve heard this, oh, just go to the FIGS website and copy XYZ. I mean, that is just what a horrible way to actually live your life if you’re working at that company. So I don’t really worry about it. I mean, we do so many different things here, right, from a product standpoint, from an experience standpoint, from E commerce from what we’re doing with advocacy, and how We’re showing up we have a government relations arm we have an awesome humans bill with Congress right now, we’re we’re pushing forward on better pay and training and safety and mental health support. And so there’s a whole host of things that we do at FIGS every day, that are changing the game in pushing medicine forward and changing the experience of being a healthcare professional. It’s really hard and difficult to copy all the elements. And because we’ve built a truly, I believe, authentic brand over the last 10 years, people see through the copy Katniss if I don’t know if that’s a word, but the people see through that, like, totally, I mean, customers are smart healthcare professionals are even smarter. And so they kind of see through that, that, that, you know, on originality, and they see that, you know, you want to be with the real deal. So, you

Kara Goldin 25:59
were obviously private in the beginning, you decided to take the company public, what was the moment when you just said, we should really go and take this public.

Trina Spear 26:09
I mean, it was really during the pandemic, because back to really wanting to put a spotlight on our community, we thought, you know, whilst getting Wall Street in New York via the New York Stock Exchange, getting times growing, we had, we had out of home billboards and wild postings and digital advertising, we, we blanketed New York City, with all of our healthcare professionals, and what they were doing during the pandemic. And so it was really about putting a spotlight showing the world, these are the people that you should look up to. And we brought 60 healthcare professionals to our the New York Stock Exchange for IPO, they were up with us on the podium ringing the bell, all of our healthcare professionals, and it’s it was about that we’re really, once again wasn’t about us. And, you know, I think we did that, I think we really brought an additional level of focus on our community. And you know, and having everyone kind of be behind them. Because it’s like this, it’s like, you know, if you are in a stadium supporting a sports team, there maybe 50,000 60,000 people in that stadium supporting that team, when you’re in it, or you’re in it. In a hospital patient room, there’s maybe two to six people in a surgery, for instance. And no one’s there to see the incredible work that they do. And so our job is kind of to be that stadium and bring the whole world behind what they do to cheer them on and support them. Yeah,

Kara Goldin 27:53
and you guys have done such an excellent job. So physical retail, you hadn’t had physical retail up until recently. Can you talk about that? And what was the decision to launch? And where was your first store? Sure.

Trina Spear 28:07
So yeah, I mean, I think at the scale that we’re at as a brand, we probably should have had physical retail, maybe about three years ago, or so. And then with the pandemic, and you know, how the world shut down, and all the things we were doing to show up in other ways kind of took precedence. And that became our focus. And so we’re really now excited to launch our community hubs. We’re not calling them stores. They’re called Community Hubs. We’re bringing our community together. We’re doing events and Speaker Series, and a whole host of different ways to connect with them, and so that they can come and connect with each other. We only have one store. It’s in Century City Mall. It’s our first Community Hub in Los Angeles. So we’d love to have you by whenever you can. And we are opening another community hub in Philadelphia early next year. And then there’s more to come. I think the best and most iconic brands have a place where you can come and experience the product and try on the product and talk to other people and become educated about all the things that make the product and make the brand grade. And so we’re really excited about what our community hubs will become in the future.

Kara Goldin 29:28
When you think back on building the FIGS, brand and the company, I always love to hear from founders what maybe they haven’t gotten credit for right? That was something that was really tough that you guys like sleepless nights, and that was just so hard to do. And obviously you got through it. But for us building hand for example. You know, we were trying to figure out actually how to make the product. We We have launched the product on the shelf. And, you know, we were trying to figure out how do we get longer shelf life, things like that, that are things that you, you know, they’re not on the front end of your marketing messages, for example, right. And consumers don’t necessarily need to know about all those things. But they were really hard. And we, we accomplished a lot. And I’m sure you and Heather have had many conversations about stuff like this. But I’d love to know what what is what is something that you’re really proud of that you don’t get to, you don’t get credit for, or you don’t get to talk about all the time? Well,

Trina Spear 30:35
it is on the financial front. And I know you said we were not necessarily going to talk about financials, but

Kara Goldin 30:41
what I totally can, but I never want to pressure people to do that. Yeah. So

Trina Spear 30:47
I think it was really hard at the beginning. And even today, to get people to really understand what we’re doing. Because many people in the investment community are not our customers, they’re not healthcare professionals, our brand isn’t for them. So they really didn’t understand it. And so from very early on, we realized we needed to be in control our own destiny, we weren’t going to be able to raise a ton of money. And we were going to need to do it the real way, the hard way and build a real business that will be durable for the next 100 years, and build a brand for the next 100 years. And that was the mindset. And so we today, what I’m most proud of is that we have built a company that we have only ever spent $10 million to do now close to $2 billion in sales. And $250 million in EBIT da, which I don’t know another company in that’s only existed for 10 years that has accomplished that. And so I don’t think we get credit for the level of growth and profitability. And doing both at the same time is really hard. Because you’re constantly making those trade offs. So that you can deliver, right, you can make a great product, you can continue to show up and serve, you can continue to execute and ensure from an operational standpoint, you ensure that all the trains move on time. But you’re balancing magic and excellence in order to balance magic and excellence and do it at the level that we’re doing it at. You need an incredible team. But you can’t kind of overspend and over hire. And so that’s why I think it’s a testament to all the things that we’ve done well, when you look at the trajectory of where we’ve been and where we are.

Kara Goldin 32:49
I love that answer. So what is surprised you about being a founder slash CEO that, you know, maybe when you were sitting at Blackstone, you were talking to different founders, maybe looking at different investments that you had made? Where like nobody told you that? This is what I’ve heard this, I remember talking to Greg Renfrew from beauty counter, and she said, No, nobody. Yeah, nobody told her that it was going to take a long time, right to build a brand. Like and, you know, and she and she and I laughed about, you know, that when we see plans, and it’s like, oh, yeah, I’m gonna, I’m gonna build this and flip it in three years, you know, and it’s gonna be a billion dollars, you know, or, or whatever it is.

Trina Spear 33:44
I think one of the things that I think about a lot is that people don’t care. Unless you’re successful. People don’t care about, um, I’m not explaining this well, but people, either either it’s not going to go well, in which case, it doesn’t matter what your thought of, or it’s going to go really well, in which case, it doesn’t matter how your thought of. And I’ll try to summarize that a little bit better. But basically, because basically, like, all that matters is, is that you have to you have to build a real business that actually creates value in the world. And if you’re so fixated, I met a lot of people, if you’re so fixated on how your thought of or your reputation, or what this group of people over here that that are not your customers, if you only care about all these things, all the noise of how people think of you, you will lose right and you won’t actually do the things that you need to do. And so I come back to that a lot of like, success has many fathers and failure has known the amount of people that took credit for FIGS when we went public is it to his group of people, many of which had nothing to do with our company. And then like if we wouldn’t have done well, I mean, these are the same people are some of them are the same people that said like, this will never become anything, of course. Oh, and so, like having the lens of just building it for the right reasons having the why of why are you doing it? And doing it for the you know, because it actually means something, and focusing on the things that actually matter for the community you’re serving. That’s all that matters. And when people get so fixated on all the other noise, the fundraising, the covers of magazines, the podcast, no offense is the best one. The best one, of course, when you get fixated on all the when you get fixated on the the glory. Instead of getting fixated on the work. You lose sight of what matters.

Kara Goldin 35:54
Yeah, no, I think that’s that’s a really powerful lesson statement. Wisdom, nugget for sure. So Trina spirit, thank you so much, co founder and CEO of FIGS, everybody needs to go out and buy some things, visit her store in Century City, Los Angeles, and we are rooting for you. And thank you for doing everything that you’re doing, including creating a great product, but also just building awareness for an incredibly important group of people to so thank you again.

Trina Spear 36:30
Thank you, Kara. Thank you so much.

Kara Goldin 36:32
Thanks again for listening to the Kara Goldin show. If you would, please give us a review. And feel free to share this podcast with others who would benefit and of course, feel free to subscribe so you don’t miss a single episode of our podcast. Just a reminder that I can be found on all platforms at Kara Goldin. I would love to hear from you too, so feel free to DM me. And if you want to hear more about my journey, I hope you will have a listen or pick up a copy of my Wall Street Journal, best selling book undaunted, where I share more about my journey including founding and building hint. We are here every Monday, Wednesday and Friday. Thanks for listening and good bye for now. Before we sign off, I want to talk to you about fear. People like to talk about fearless leaders. But achieving big goals isn’t about fearlessness. Successful leaders recognize their fears and decide to deal with them head on in order to move forward. This is where my new book undaunted comes in. This book is designed for anyone who wants to succeed in the face of fear, overcome doubts and live a little undaunted. Order your copy today at undaunted, the book.com and learn how to look your doubts and doubters in the eye and achieve your dreams. For a limited time. You’ll also receive a free case of hint water. Do you have a question for me or want to nominate an innovator to spotlight send me a tweet at Kara Goldin and let me know. And if you liked what you heard, please leave me a review on Apple podcasts. You can also follow along with me on Facebook, Instagram, Twitter and LinkedIn at Kara Goldin. Thanks for listening