The Ryan Hanley Show - How Shawn Nelson Built a $Billion Brand in 27 Years

Episode Date: November 4, 2025

Join our community of fearless leaders in search of unreasonable outcomes... Want to become a FEARLESS entrepreneur and leader? Go here: https://www.findingpeak.com Watch on YouTube: https://link.ryanhanley.com/youtube This isn't your typical "rise and grind" story. Shawn David Nelson, founder of Lovesac, didn't build a furniture empire overnight — he spent 27 years doing the hard, often ugly work while most entrepreneurs quit. Connect with Shawn Nelson: Website: https://www.lovesac.com Instagram: https://www.instagram.com/shawnoflovesac/ LinkedIn: https://www.linkedin.com/in/shawndnelson/ Let Me Save You 25 Years: Mistakes, Miracles, and Lessons from the Lovesac Story: https://amzn.to/3JKhmAO From sewing giant beanbags in college to surviving a $30 million tariff hit, Shawn's story is raw, relentless, and radically honest. In this episode, you'll discover: Why "just doing something" beats perfect planning every time How emotional intelligence separates the winners from the quitters The underrated power of mental toughness — cold plunges and dirt bikes included Why sustainability isn't a buzzword, but a business moat in a disposable world How tariffs forced a pivot that actually made the company stronger This is about presence — showing up fully even when it sucks. Energy — harnessing discomfort to grow. Awareness — mastering your emotions when everything's on the line. Kalibration — fine-tuning your business and mindset for the long haul. Want a shortcut to 25 years of business lessons? Shawn's book and podcast are your no-fluff mentors. Hit subscribe, turn on notifications, and let's get your hustle calibrated for real, lasting success. This is the way. --Recommended Tools for GrowthOpusClip: #1 AI video clipping and editing tool: https://link.ryanhanley.com/opusRiverside: HD Podcast & Video Software | Free Recording & Editing: https://link.ryanhanley.com/riversideWhisperFlow: Never waste time typing on your keyboard again: https://link.ryanhanley.com/whisperflowCaptionsApp: One app for all your social media video creation: https://link.ryanhanley.com/captionsappGoHighLevel: It's time to take your business workflow to the Next Level: https://link.ryanhanley.com/gohighlevelPerspective.co: The #1 funnel builder for lead generation: https://link.ryanhanley.com/perspective--Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

What I've found is that while we're tempted to quit quite often and we're beat down by the world by all kinds of things, blindsided, let down by people who knows what, when we start to really think about it and do the math, unless we are certain that this is an exit and needs to be quitted, tie goes to the runner. So here I am 27 years in after a thousand different tough parts with no moment compelling enough to actually make it clear that I should quit. By not quitting, I get to run a company that's worth billion dollars and provides jobs to thousands of people and has an opportunity to build a brand that can be here for 100 years. That honestly came from just not taking one of those escape patches. There's great power in

fortitude, stamina, tenacity, all those things. John, it's great to have you on the show, man. Thanks for taking the time. Great to be here. So dude, can you give me the Tencent tour real quick on you getting to your business, your kind of career to where we are today? There are a lot of things that I want to talk to you about, about what's going on with your business, with the economy, with the space, what you're dealing with, decisions you have to make. But kind of catch us up real quick on your journey. Yeah, look, Love Sack. I'm 27 years into a company that I started.

when I was in college as a side hustle to be funny, making giant bean bags for people who liked it. And that's evolved into now mostly a couch business. You've probably seen our famous couches on TV or online. You know, you can arrange and rearrange them infinitely and add to them forever. And that makes them the most sustainable solution in all of furniture because the one I'm sitting on, in fact, is 18 years old, made it with brand new pieces, made it with new things that didn't exist until just this last year. Because that's our designed-for-life philosophy and action at Lovesack. We have 300 stores now.

I opened a store right out of college, and it's grown into this business that's publicly traded on NASDAQ at about 700 million in sales and continues to grow and expand. So 27 years ago, you decide to create beanbags. Now, a lot of people, when they think college entrepreneur, they immediately go to Silicon Valley, right? You decided to go retail product. What was, you know, where did that entrepreneurial spirit come from in general? And then why beanbags outside of they're comfortable and a lot of people sit on them in college? Yeah. I mean, so I don't even think of it as an entrepreneurial spirit.

I think of it as my impulsive self having a dumb idea while watching the prices, right, 10 days out of high school. Like, how funny would it be? to make a bean bag like this big, like me to the TV, the whole floor, and I turned off the TV, drove down to Joanne's fabrics, bought some, you know, vinyl, pleather, brought it back home because that's what you make beanbags out of, began, cut it out like figure eight,

sewed it up, jam my mom's sewing machine, my neighbor finished it for me, put a zipper in it. I started stuffing it with beanbag beads from Michaels, couldn't even possibly buy enough. So cut up everything soft I could find out my home, blankets, packing peanuts, But it was the foam mattresses, like camping mattresses, you know, with a bungee cord around them in the basement that you'd take camping. You know, cut those up on a paper cutter in the basement.

And that made this thing really squishy, like a giant pillow that would just eat you when you jump on it. And so everywhere I took this thing three weeks later when I had it stuffed, everyone loved it and wanted one. And, you know, I actually put off making him for three years until my neighbor finally just kept bugging me. and if I'm going to, okay, if I'm going to make you one, I'm going to sell it to you, if I'm going to sell it to you, I need a business, I need a name, love, peace, hate war, hippie beanbag, love bag, love sack. Ah, that's cool. Paid 25 bucks at the Utah State Tax Commission to start a little business. And it was my side hustle in college.

I called my side hustle because I was paying my way through school as a waiter. You know, this business never made any money. Like any new business, it just ate my money. It just, you know, the shredder would break, have to fix it. The van would break, have to fix it, need more. fabric. And so by the end of school, I won it out. We gave it one last shot, got discovered a trade show, took a big order, built a factory. Eventually, no retail stores would have us. So to keep the factory going, we open our own store. And now, fast forward today, we have 300 and 2,000 employees.

And we make all kinds of stuff. We still make sacks, but we've branched into other things that have gotten bigger. how did you know how to do that like i've had a lot of ideas and usually it stops at like well i have no idea how to do that thing yeah so i'm not going to pursue that but did you know how to sew were you were you in that space or this was just it's a challenge in front of me and i'm going to go figure it out i knew how to sew from my seventh grade home mat class you know i made some slippers and you know some some shorts or something um you know so i wrote this book let me save you 25 years i have a podcast as well uh let me save

you 25 years where i talk to successful people about each each episode's a little different i talked to them about shanism so i talked to them about these little lessons i've learned along the way and we go right in on that um versus a typical interview and i mentioned that because the first shanism in my book and there's 25 of them in the book is just do something. So, so I love what you said. We all have these ideas. Everyone does. I think everyone everyone, everyone is an entrepreneur at heart to a degree. We're all creative people. People are creative, you know, we're made in the image of God, the great creator. Like, we are creative. And the difference, I think, between any kind of, any one entrepreneur, as it were, and entrepreneur

is the doing. So look, I got off the couch. I bought some fabric. I couldn't sew it up, actually. I had to get my neighbor to finish it for you know what I mean so first Seanism just do anything do something second Seanism just do the next thing you know as an example in the book I um very you know once I could afford any help I hired a kid part time to shred foam and stuff sacks for me you know while I waited tables for real money whatever and um he quickly cut the end of his finger off with a knife because we had to use the knives to cut up this foam. And, you know, went to the hospital, got it stitched up, and I quickly got a call from the Utah State, OSHA, whatever.

And I discovered a thing called Workers' Compinsurance. I didn't know anything about workers' comp insurance. But I learned pretty quick. And it wasn't the end of the world. I had to pay a fine and, you know, whatever. And look, today I am the CEO of a public company. I've been a CEO on NASDAQ for seven, eight years. I've learned a lot doing that a lot.

The first stock I ever owned was my stock. Really? Outside of like a 401k. You know what I mean? Yeah, yeah. And now I meet with Wall Street analysts and investors last week, and I was with Larry Fink of all the... And I'm only saying that because you can do anything and go anywhere

if you're willing to take the risk and do things and just keep doing the next thing. And it actually will work out just fine. So in that vein, you know, I see a lot of people talk about the sacrifice that it takes to be successful. All of our sacrifices are different, what we choose to sacrifice, what we're willing to sacrifice for success or for the thing that we want. I don't necessarily need to know what your sacrifices are, but a lot of people are unwilling to make that trade-off. How did you get past, or did you even have, the fear of those sacrifice?

Like, looking at it going, I can't do X. Like, I'm assuming if you're building lovesack on the side as your side quest and you're waiting tables and you're also in school, right? There are things that you couldn't do that others who didn't have job waiting tables and a side quest that they got to do. And you made that trade-off, obviously.

I mean, you're sitting here today. How did you get past those trade-offs? How did you do that value calculation in your head? How were you able to say, I'm willing to play this long game for this thing that has zero guarantees, right? I know you said at a certain point, you were kind of at that do-or-die moment,

but like most people give up before that moment even, right? They start to hit a point and they go, you know, all my friends are going out this Saturday. I deserve it. I'm going to go out. or all my friends are, you know, they watch this show on Tuesday nights. I'll just take tonight off even though I, you know, have this thing I'm working on and I'm just going to watch that show and have a glass of wine or whatever.

And but you were able to push through a lot of that. And I'm sure not perfect, but you obviously were. How do you deal with that cost-benefit analysis of the sacrifices you have to make versus getting what you actually want out of life? It's a great question. I share some of these moments in my book. the subtitle for the book is mistakes, mistakes, miracles and lessons from the love sex story. And I share a few of these moments where I did give up. In fact, I think I have probably quit in my mind or thought about quitting a thousand times, including probably last week.

And when I say that, because we would be foolish not to. to pay attention to our life, to the landscape, to the world, to our finances, and be trying to make the best decisions for ourselves. But, you know, I think one of the best pieces of advice I can give anyone is when it comes to quitting, let's just go there broadly. the tie should always go to the runner. So, you know, we weigh these things and there's no way to really do the math because things are just not equal.

Like the math on taking that off because I deserve that obviously self-care matters and we got to keep ourselves in good spirits so that we can go back and do the work the next. But there's no real math on that. There's only good judgment. And there's only judgment in the moment. And sometimes we sort of get it right and sometimes we sort of get it wrong. But that's why you're paid the big buck. is because you can exercise judgment, moment to moment, minute to minute, strategy to strategy

year to year, decade to decades. So what I've found is that while we're tempted to quit quite often and we're beat down by the world by all kinds of things, blindsided, let down by people who knows what, when we start to really think about it and do the math, unless we are certain that this is an exit, and needs to be quitted, tie goes to the runner. So here I am 27 years in after a thousand different tough parts with no moment compelling enough to actually make it clear that I should quit. And by not quitting, I get to run a company that's sometimes worth a billion dollars

and probably will be in the right markets and provides jobs. to thousands of people and has an opportunity, I think, to build a Nike, you know, a brand that can be here for 100 years from. And that honestly came from just not taking one of those escape patches. And so I think there's great power in, as they say, you know, fortitude, stamina, tenacity, all those things. Did you operate, do you contribute that to operating through some higher goal or higher power or higher calling that, you know, kind of was able to take you? away from, I think, the innate selfishness that we have or self-orientation, which allows us to listen to the excuses, right? To start as, you know, one of my favorite Kobe Bryant,

we'll call it sayings, because I don't know the quote exactly was around. He never negotiates with himself. Like, how were you able to show up at 3 a.m. and put an extra workout in every day when all your, you know, all your teammates were rolling in practice at 10 a.m., you'd already gotten a full workout in. How are you able to do that? And he was like, I made a commitment to myself, I never, I just wouldn't negotiate, right? And so, and he had some, some higher callings. Did you have a higher purpose for the company or, or something that kept you going through those moments? Or was it just innate self-reflection, awareness, and discipline that allowed you get through it? Listen, I'm no Kobe Bryant. But, um, I think I've had different

motivating factors at different times. And they overlap. Um, in the earliest days of Love Sack, it was just survival. You know, I had, in fact, I talk about this in the book, embrace economic pressure. You know, you get a lot of, this is not financial advice, but I will tell you that as much as I've had to carry debt at different times, almost all the time, whether for myself personally or the company, I maxed out all my credit cards to build the first factory. I spent, you know, I had a big customer place a big order. This is our first order that got us even to build the first real factory we had.

and I had to basically wire the money that they gave me on deposit to this factory in China to make their order. I had spent the money of one of the biggest retailers in the United States. Like, I could feel the consequence if I didn't deliver. And I didn't even know what the consequences probably were, but I knew they would be bad. So this economic pressure is like, I have to deliver. And so I'm buying farm equipment and tractors on an agricultural loan from the United States government. so that I could shred enough foam to make that first order because I couldn't afford a half a million dollar German shredding machine at 22 years old. So ingenuity took over and after a few visits to farmland to find these little shredders that we had been using, you know, I asked if he had something bigger.

He showed me this hay buster. I then was purchasing a 1970s hay grinder, the size of a house, dragged around by a tractor, powered by a tractor, because that's the way I could afford to make it work. and it worked and it did work and it worked for years actually and this is the type of ingenuity that finds us when we're willing to put our ass on the line when we are willing to um you know take the risk uh and and so i've never had a safety net i don't have a safety net today in fact i haven't even taken my chips off the table almost all my personal wealth is still in L-O-V-E stock, which, by the way, I'm proud of, our ticker. Yeah, that's cool.

And it looked, again, not financial advice. But here I am recruiting people and for asking them to leave their careers from the best companies in America to come work for my little company. You know, why should I be liquid and wealthy with a giant pot of cash that they don't have, you know? And so I keep my chips on the table. table. I need Love Sack to work. Our stock is under pressure because the home category sucks right now with housing down and everything else. And I am cool as a cucumber. Why? Because I've got such a good

team. And so you navigate through tough times. And I've lived through every kind of tough time. That's the value. You know, the cool thing. And that's led me to this. You asked me if I had a higher purpose. Yeah. Today at Lovesack, we have a higher purpose. Our stated purpose as a company has evolved to this, we will inspire humankind to buy better stuff, so they'll buy less stuff. And this chair that I'm sitting on is the example, right? Like, it's 18 years old. You wouldn't know that. It has brand new.

In fact, I just put a new cover on it today. It's on its like 10th set of covers. And it can be mated with, again, brand new pieces and all these other things. That's our product and action. We weren't born with that. I made a big beanbag because I thought it's funny. People liked it. But we did make them very well.

It turns out even some of those ones I sold in college are still alive and kicking today. That gave us a point of view on how to do it with couches and shrink them down for shipping, which was really crucial in the early 2000s for the internet and everything else in our tiny stores. And it's led to this place where we operate some of the most productive retail in retail forget furniture and make these cool products that can be with you the rest of your life and has given us now this purpose that I just told you about which allows me to employ 2,000 people and

growing to do it which listen you know that's a commitment so it may not be the debt that's driving me anymore but that but man I don't want to let all those people down we have this beautiful thing that we're doing it'll lead us and I think on the on the back of all of that we can build the brand that's here for 100 years, and even 27 years in, look, it hurt, but it didn't hurt that bad. I could probably do it again. So that's my point of view. And when you have that kind of point of view, a year that sucks, two, three, four years that suck now since COVID. Okay. We'll just keep grinding. And we're doing fine. We're profitable. We're making money. all these things. But it's a very hard landscape to operate in. But that's the strength that

comes. And it can only come with time and experience. Yeah, I love that you say that you do it again. I get frustrated when I listen to a podcast or business show and they'll be an entrepreneur or a former entrepreneur, someone who's made it in their career. And they'll ask them the question, you know, would you do it again? And then it's, oh, no, if I knew how hard it was to be, I wouldn't do it again, ha, ha, ha, is they're like Scrooge McDucking into their billions, you know? And not saying that, I'm not inferring in any way that that's what you're doing, but I always find that to be disingenuous because you wouldn't be the person you are today. You wouldn't have the insights that you have.

You wouldn't be on this television show or whatever. You wouldn't have the company. You wouldn't have the houses if you didn't go through that. So you're telling me you would trade all of that and not do it again. That's what you're saying? Like, you actually hate where you are. And maybe that's true, you know, maybe to a certain extent. But I find that to be very disingenuous because I think that they would go through it again,

as you said, even despite the pain and the pressure and the frustration and the letdowns. And because with all those things, right, like with all those valleys come the peaks. You get these peaks, too, where you launch your first, you know, your first couch section or you come up with a, you know, you hit some number in terms of total beanbag sold at the beginning, you know or whatever right uh you make a list you launch on the on the nasdaq like you wouldn't get those peaks if you didn't deal with the valleys and i find it very disingenuous when that story is well i wouldn't you know it was so hard i wouldn't do it again well and and for me two things when i say i'll do it again i mean i mean it's taking me 27 years to get to the point where

i have something big enough to matter and the momentum behind a brand name which can only come with time really to have a shot at building a Nike and Apple out of love sack. And listen, for anyone listening, it probably sounds ridiculous. You'll see. Give me another decade or so. And that's what I mean when I'll do it again. I'll do another 27 if that's what it takes. And sometimes, you know, that feels odd because I have so many friends who've built and sold three companies or 10 companies or whatever. And look, that's their story. And it's great. And it's great for them. But what my point is what motivates me has changed. In the beginning, I was just trying to survive. That was motivational. Then I was trying to make a bunch of money.

And it's not to say that that's even happened exactly. I haven't exited like that. And I've made plenty of money along the way, but I'm not whining about it. My point, though, is that, look, you don't need very much money to just live an awesome life. Like, none of these crazy things, yachts and private jets are necessary. Just not even remotely necessary. In fact, a lot of it leads to a lot of angst and heart. I know plenty of billionaires and 100 millionaires. I know them personally. And I think a lot of them might, some of them might trade places with me to be on my first wife with kids that I know and love and hang out with and whatever. And so maybe I've come up to, maybe I could have gotten richer faster. Maybe I could have made better decisions who knows what.

But along the way, I'm now just motivated, not even by the money, but by the chance to build something that really matters, the chance to build something that does get to employ thousands of people inside of a culture that is good. And that, I mean, and then that affects their families. And, you know, to me, like, this is highly interesting, highly difficult and highly motivating. And that's what I've evolved to. But I only get the chance to have this point of view because I stuck it out through periods of time where,

We had no stated purpose. We had no, you know, core values that we lived up. We were just trying to keep going. And that's okay. That's what I'm trying to articulate is like for people out there that, you know, you look at businesses like mine that are further along or whatever. You hear these stories or you hear about the entrepreneur that, you know, was a billionaire after three years.

You'll hear those stories because they're remarkable. Of course people are going to talk about them. But for every one of those, there's 10,000. others like you or like me who are somewhere on a timeline that looks nothing like that and it's totally okay because there are plenty there are thousands of great success stories that that all things told maybe even more successful than that dude who made a billion dollars overnight you know and when I say successful I mean in the broadest sense of the word you know And so all I have is my story, and I'm just trying to articulate, you know, this is what keeps me going today.

And it's different than what kept me going before. So one more question on mindset, and then I want to transition to some of the things that are happening today. One of the things that I've found with a lot of younger founders coming through, there's a sense that there's only so much pressure they can take. It feels like our skills as a society with dealing with. pressure in general are not as strong or not intrinsic to how kids are raised today. I'm not exactly sure. You know, I'm not pretending to be a sociologist. But, you know, it feels like there's like this, when pressure starts to get applied,

that whole like, you know, barrier chest and rise to the challenge mentality isn't necessarily intrinsic in a lot of people. And they start, well, why is this happening to me? I hear it's too much. You know, this shouldn't be this hard. all these different, like, kind of excuses around this idea of pressure. Do you have a mindset, a framework, something you turn to when you're feeling that pressure that allows you to think through what's actually happening on the field so you can continue

to make the best decision possible? Thank you. I have developed, if I were to back up and analyze myself, I have developed a, a, strong capacity for compartmentalization and it's not perfect you know when financial pressure or market pressures or you know investor pressures whatever are at their heaviest I'm not immune to it I feel stressed I you know it can affect my sleep not not completely like I'll never be kept up all night but um you know I can I can feel all of those things.

And I work really hard to, when it's time to sleep or when it's time to be with my kids or be on vacation or whatever it may be to put those things over here and just simply, I will not think about them. I will not be, and I certainly will not be rattled by them. And in the beginning, forget pressures. I was a very volatile, wild-eyed young entrepreneur and, you know, so much so that my own team kind of made a joke of it. Like, they made me this T-shirt one time. It's in the book with like the, it was like the international symbol for flammable liquids, you know, on my chest.

And it was, and it was my head because I had this spiky hair at the time, you know, in place of like the flames. And it was like, and it said something like combustible or something. And it was, and I took it actually kind of as a compliment, because this is in the days of Steve Jobs, where it was kind of cool to be like a real hard ass and to be like, super aggressive and whatever. But really, I was just kind of like a young little tyrant. And I got my way. And by the way, there's advantages. I mean, there's, there are results that can come that can be good from behaving that way to a point. But I talk about this in the book, another shana's, um, stay cool and be kind.

And, and so now when I feel that stress and pressure, because I do feel it, even though I'm able to compartmentalize it, uh, it'll still weigh on me. And I, and I, and I view the chance to walk through the airport and, you know, interact with people, have meetings with my own team, and maintain a super cool level head, un rattled, unfazed demeanor as an awesome challenge. You know, it's kind of like waking up early to go workout. Can I do this for this moment, for this day, for this week, for this month, for this quarter, for this year of extreme stress and pressure? And when you're able to do that, of course, it helps others remain calm and perform well.

And it's tricky because, you know, you don't want people to mistake your calmness for a lack of urgency because there are urgent things that need to be dealt with. But I've just, I just think it's a matter of growing up and maturing and that's where I'm at. Look, I'm still not perfect. But I view that as like the ultimate personal challenge under the most extreme pressure. And so I've had to look, and I think my life has shaped me into that. I think it's given me the chance to break myself on the rocks of tough times. But I was not always up to that task. And I still survived.

But that's how I view the task today. It seems to me like you have a tremendous amount of self-awareness, right? To be able to consider who you were, who you become, how you got there, to even, you know, I know a lot of people, I've very hot-headed as well early in my life and career and maybe still in some in some situations today uh and a lot of people don't learn these lessons about themselves they have to have like a like a rock bottom moment or you know run into a brick wall in some place in their life before they go maybe it's me right like if you is that self-awareness uh survival tactic is it something that you just learned over time was it intrinsic to you

Was there some place that you picked it up because, you know, we don't know each other that well, but I can just tell from the way you talk about your life and your career that you've obviously spent a lot of time thinking about, not just, you know, not just reflecting on the successes and the tactics, et cetera, but also in who you were throughout that journey. I appreciate that. I am, you know, saying that you're super self-aware, it's like saying you're super humble. But I read a book early on called Emotional Intellectual. by Daniel Goldman that had come out, you know, in the time I was coming up.

And thankfully, I was always a reader. Like somehow I got up from my dad. He was like a ridiculous reader, you know, six books at a time all the time. And this book begins as its foundation for emotional intelligence, which, by the way, the title of that book has become a meme. I mean, it's become part of our lexicon. We take it for granted. but it didn't always exist. I saw it born. And the first section of that book is all about

self-awareness. So when I've been asked in my career in different forms, you know, the secret to success, some version of that, it's always rooted in that. Self-awareness is the root of all success. And again, I'm using success in its broadest form, not just money. Money can be taken. and commandeered by total unself-aware tyrants, no doubt about it. We've all seen it. But for broad success across many spectrums, you will not have it if you can't get self-aware. And my best advice is start with the books. Read Daniel Goldman.

Read Tasha Uruk, Insights. It's required reading at Lovsack. We have three required reading books. One of them is Insights by Tasha. Marshall Goldman and recently, Emotional Intelligence 2.0, who is also on this podcast. This is a real science, and I believe that it's not just another thing. It's the core thing. It's the thing on which all other things stand.

Well, I love that you've talked about reading so much. I mean, I attribute much of the success that I've had in my own career to reading. I've never really had, you know, I've had a few mentors, but nothing formal, nothing overly consistent. And I wasn't raised by parents who really knew anything about business. My mom's been a receptionist for 40 years at the same company, and my dad was a laborer on the railroad until he retired. You know, their entire, you know, theirs was just put your head down, work, try not to get into trouble, work for the big company. You know, that was their best advice. And the day that I came home and said I was going to college, their response was good.

And there was like no expectation. You know, I was just like, oh, okay, that's the next thing you're doing. And my point saying that is, like, coming out of high school and getting into business was such a culture shock. Like, just having never been exposed or even seen my parents work in that world, and now all of a sudden you're in. And it was reading that got me through all those years and just reading book after book after book. I mean, I have a lot of them behind me. I have more upstairs. I'm probably like your dad.

I got books freaking everywhere, you know. And at any given time, yeah, I can appreciate at any given time having. six books going, you know, as you work through them. But, you know, that, it's very difficult if you're, if you're working through, especially if you're reading, I'm going to say the right books, that is a very broad stroke, but books that are geared towards helping you become better at something you're doing or yourself, or it is very difficult for that not to start to leak in through osmosis into your brain.

Like, it is just such a, it's such a superpower to read. And I hate when I see these stats of, of, you know, reading. leadership in the United States in general going down consistently every year. There's a bunch of reasons for that, obviously, but I don't think it's giving us more depth, more pliability, more adaptability to consume everything in short form. There's something to a nonfiction book, whether it's a biography or whatever, that just even if you get one idea, the 15 bucks that you pay for the paperback is worth it, right? You pull one idea that sticks with you, and so few people are reading, and so few people attribute their success to reading, and I'm really glad that you brought that up.

Yeah. I mean, by the way, back to tie it back to what you asked about kids and their resiliency, your kids should be reading. And your kids should also be doing things that force them to feel some fear, some. resistance, some vulnerability, some danger. You know, we want, so we complain about kids these days, but we have the chance, especially as parents or mentors or who knows what, to do, to be more intentional about how to raise kids these days. So I do my best, you know, to read with my kids, read to my kids, see them reading, buy them books. And, and, and, you know, and put them in situations that require some risk, some difficulty, some hardship,

and that can come in so many ways, hiking, you know, cannoneering, in my case, dirt biking. I love it for my son and my daughters, because dirt bikes are loud and heavy and scary and difficult, and you can't, you're on your own. Like, I can't even, there's no training wheels. You can't ride it for them. They got to learn to drop off of embankments and cliffs and things like that. And by the way, the same advice to you, meaning adults listening, right? Like, are you reading?

I totally agree. I don't think anything can replace it. I don't think there is a replacement for it. Yes, mentors are great. I was probably too cocky to really seek out mentors, if I'm being honest, probably still to today. But books can be my silent mentor to a large degree. And I put myself at risk in many different activities to keep.

myself. It's amazing the perspective it gives you when you almost die once or twice on a really narrow, tough, fast dirt bike trail on the cliffs of southern Utah. Before breakfast, you know, it makes the Costco parking lot like pretty benign. Yeah. So I agree with this point. It's something that I've been talking about on the show and talking with other people as well is, like, you know, I use it as a microcosm, you know, probably five times a week. I cold plunge for five minutes. Yeah. So 45 to 47 degrees for three to five minutes.

Three in the winter because it's freaking cold in upstate New York, five when it's a little warmer maybe. But the reason I do it, there's all kinds of health benefits, it doesn't matter. You can believe them, you can just believe it doesn't matter. I do it for one purpose because it sucks. It's terrible. It was terrible the very first time I got in it. And five years later, it's still terrible when I get in it.

I still stand over the edge with my finger on the start timer button going like, just get in. You can, like, I'm pumping myself up. It's like the thousandth time I've been in this stupid thing and I still have to pump myself over time because it's terrible. And people are like, well, why do you?

Because if I can force myself to do something terrible that there's no positive feeling. It's terrible from the moment you get in until the moment you get out. And the first moment you get out, it's even worse. and yeah you feel great afterwards and there's health benefits

but mentally it's something I don't want to do and then when a decision comes up later in your day you've now trained your brain to say I can make decisions to do things that I don't want to do but I know are in my long-term benefit and it's that training mechanism of whether it's riding a dirt bike first thing in the morning

or you know going out for an extended run and you come back and you're dripping in sweat and you're, you know, pushed yourself hard and you've ever gone or jumping out of an airplane or making that cold call or whatever that thing is that causes you fear.

Like, just the act of doing the thing, even if it falls right on its face and doesn't work, is training you to do more of those things. And we just, I feel like with all the Instagram course, three steps to figure out all your wild as dreams come true kind of society that we have, everyone's searching for,

the hack and it's like the same kind of bedrock concepts and ideas seemingly get everyone who's successful to success yet yet it's almost like you know how do you know you're the sucker at the table you're the only one that doesn't know who the sucker is uh it's kind of the same thing with all these tips and tricks and five steps and buy my template kind of stuff that people chase you know using it as a microcosm is they just it's like just learn how to do hard things and then go figure out those hard things and you'll eventually get the answer but no one wants to hear that and certainly they aren't going to pay for that advice look it's just first principles you know can you expect striated bulky ripped shoulders from not exercising it's it's impossible you cannot

expect to be mentally tough if you don't work out your mind and so pick whatever medium you cold plunge, you know, running. You know, I like dirt biking. Yeah. And another surfing even, you know, it's, because by the way, you know, you watch a surfer, it looks so smooth and fun. It's surfing. Yeah.

Dude, like, if you've actually paddled out through breakers and in real conditions, it's terrifying, especially, by the way, if you didn't grow up doing it like me. Like, it's terrifying and fun as well, but it's freezing and cold and all. these things, right? So whatever it is, man, build that mental toughness. Cold plunge is great. And don't expect big muscles if you're not willing to work out. It will not, and it cannot happen. So my kids convinced me to get two kittens. We had a cat. We got a kitten given to us. I didn't want a cat, but my kids want an animal and I'm divorced and their mom wouldn't get them anything. So they convinced me to get this kitten. Kidden's great. Nine months in,

the kitten has a freak seizure and passes away. Oh shoot. Kids lose their friggin mind because they love the cat. So I'm like, all right, when it's kitten season, because it's like the middle of the winter, we can get another kitten, you know, whatever. And somehow, because I'm a complete sucker, they convinced me to get two cats, two kittens. Now, probably a good decision from the standpoint of they basically just play with themselves and leave me alone during the day. but we got one like normal cat that does kind of like normal cat things and then we got one cat that is either a ninja or retarded and I'm not sure which it is because he just somehow opened the microwave door and then hit some button on the microwave and that's what was ringing in

the background driving me insane so apologize for that so I would like to transition our conversation here to what's going on in the marketplace today so you would mention that the home category is struggling and you had mentioned before we went live that tariffs were playing a role in that. There's so much information out there around the tariffs and depending on what channel you listen to, you're going to get a completely different story. I'm very interested in, for someone who's dealing with it every single day, you know, what does the reality on the ground look like for you? What are you dealing with and kind of how are you navigating this, you know, next challenge in your business?

Yeah, look, I will have written a $30 million check to the government this year that would have been profit, you know, for my company. That's like a kick in the nuts, you know what I'm saying? And it wasn't expected. There was no notice given, you know, it's kind of blindsied you as it's moving so fast. now the upside is we had been we were quick to move out of China when they first dropped the tariffs on time tariffs on China back in 2018 because we had already been working on it on instinct you know so entrepreneurs have to follow their instincts we we've had a long instinct that we could make our product in the United States through automation because we can't

make our core products in the United States apples to apples the way that they're manufactured is super labor intensive and it's just not even remotely affordable we'd have to you know double the price of our is we'd be out of the market but on first principles if you understand what's unique about love sack right you can buy a bunch of seats buy a bunch of sides build any couch you want add to it years later because our are these sectionals pieces are uniform so we are fundamentally creating a lot of demand for sameness not novelty, not the new season, not the new collection, not the new style, but actually for sameness because it's good for you as a buyer, because now you have all these advantages

if you buy into this platform. Well, with that kind of platform and the success that we've had and the volume that we have overall, we should be able to automate that more successfully than anyone else that we compete with. And we've known this for a long time, but we've, it's just so cheap and easy to do overseas in the in the current dynamics that have been created by the globalist system. These tariffs have just kind of kicked us out of the nest and forced us to fly and do what we've always believed we could do, but never really bothered to do because it didn't,

it wasn't a burning platform and there's plenty of other things to worry about as a business. So finally, we just announced, you know, we'll be able to onshore most of our product by the end of next year and starting in the middle of next year. but it's only because we started working on this on instinct a long time ago researching new materials researching new manufacturing methods robotics all of these things and it's going to come to bear very quickly and I think Love Sack is going to be on the right side of history and going to be a leader there and regardless of even if tariffs went away we can do it on a cost neutral basis so in our world this is pretty remarkable

but what's I think even more interesting is not that we're doing it and that we're on shoring will be a leader in a lot of respects but that we've created a system that really goes against the grain of all the stuff we buy generally like most of the stuff you buy like your iPhone you know like you don't really need a new iPhone they've convinced you you do and by the way they've even more dastardly made it so you do we all know like even my own son very quickly at age 14 you you know dad don't update your phone my sucks now you know he's experiencing this and it's no one told them you know these this is a real phenomenal and the crazy thing is we let it happen we're like lambs to the slaughter man just keep walking you know what I mean toward the death of the earth

they'll extract more resources to build this thing again and give you back the same thing you practically already had you and I could imagine what the love sack version of this looks like the built to last designed to evolve version, you know, maybe with a camera that could be swapped in, swapping the battery. These things are not rocket science to think of, but we both know, you and I both know, they'll never do that. The business is too good. And because of that, they've never really been forced to innovate in places they could have cured cancer by now. They have hundreds of billions in cash. Apple does. They could have solved traffic. They could have done something instead of give me better emojis. AI emojis now. And so look, I'm trying

to build a brand that is very different on principles that are very different, not just from furniture, but from all stuff. We're trying to create demand for sameness, not newness only. And we still need newness to drive the business in lots of different ways. So I'm really proud of what we're doing at LoveSack. You know, we call this philosophy. This design for life philosophy, it's very unique to Love SAC, and ultimately the result is sustainability. And I don't need to be a tree hugger and preach to you about, you know, climate change to do the things that are good things. Like I forget, forget the politics of it. I think that being, you know, for instance, making stuff closer to the end user shipped over

shorter distances is a good thing no matter what. Because right now I'm chopping down trees in Canada to get them to Vietnam, to use probably coal-powered electricity, to turn them into furniture, to then diesel-fuel them back to Long Beach, to then rail them to Chicago, to them FedEx them to your house. And by the way, almost everything you own in your life came to you that way. You tell me that makes a lot of sense. Do you think you are at the tip of the spear of a trend back to sustainable long-lasting products, or do you think you guys are kind of a snowflake in that regard? know. I would love to believe that we are the tip of the spear, and I would love to believe that people will put their money where their mouth is. Because, you know, our products are not

cheap. Because to build something that lasts a lifetime is not cheap. So we'll never be selling cheap couches or cheap anything to fill in the blank. We are winning. You know, we have the best selling sectional in the United States of America by the numbers. So we're not losing. And we're being emulated in many respects and I think ultimately if we can convince people to think this way and have this great experience with the products they buy they might start thinking differently about the other stuff they buy and that's where the movement needs to come from it's not going to come from guilting people in to feeling bad about the polar ice caps it just it should but it it won't it will come from leveraging people's self-interest so they're doing the right thing

themselves because it's better. It's better for them. Like buying one of my couches, if they understand it, ultimately saves them money, saves them time, saves them headache. Their dog can puke on it, peel a cover off, wash it. Your cat can destroy one arm. One cover to one arm. The whole thing's new again. But that's a mouthful. That's a lot of stuff to try and tell someone in a 15 second ad that also needs to look pretty so that their spouse will accept it into their home. I mean, so it's a very high bar. It's very difficult what we're doing. But, If we can do it at scale, it will then be emulated. And I think the movement can be both pushed and pulled by people wanting better stuff.

And so to me, we come full circle back to why am I still here? Why am I still interested in doing this after 27 years in? It's because, man, like, look, I'd love to make money doing it, all this stuff. We need to make money doing it. But, like, if I can do something like what I just explained to you, that will have been a life well lived. and it can move the needle. And to me, that's highly motivating. Yeah.

I hope you're right, man. I had an experience the other day. I have a Chevy Tahoe. It's a 2019, so it's six years going on seven years old. Runs great. It's got 8,000 miles. I love it to death. I have kids in sports so they can beat the shit out of it, and I don't care.

I can truck teammates around. And I had someone the other day go, because there's a couple of dings in it, you know, six years old, you know? and I had someone come up to me and go, why don't you just get a new one? And I was like, well, this one runs great. I don't have a payment on it. And it does everything I need and it's comfortable and I like it.

You know, but it was like, but they're like, yeah, but you could trade it in and get a new one. And I'm like, yeah, but then I'd have a car payment. Like I would, like I would still owe, I would be have more money coming out out of my pocket for something that does the same exact thing as the thing that I have now. But it's, it's like I could see a business case. it's almost the sad part is in close with this is like I can almost see the business case for what for the

movement that you're developing right for sustainable products interchangeable products for people enjoying and building on the things that they have not just tossing them out and getting something new I'm all for that and with it I worry more about the consumer mentality than the corporate mentality in that movement not that it can't come around and I would love for it to do that but and maybe with AI, it starts to, right? Maybe we get the time back in our life where we like maintaining our home, maintaining our cars, maintaining the things that are important in our lives again because we have more time. I do feel like it's very hectic. Life can, I think life is intrinsically hectic. You can set yourself up to reduce that, but it's an intrinsically

hectic time. Um, but ultimately, I think consumers, uh, have a long way to come in the way that they've been trained for the last two decades. But dude, I'm on, I love the story. I love what you're going after. I appreciate the hell out of you and the time that you've taken with us today. Tell everyone where they can get the book and then if they just want to get deeper into your world in general, is there anywhere where they can connect with you and follow along other obviously than the your actual retail site, the LoveSack site? Yeah, look, slide into my DMs. I'm Sean of Lovesack on every social media channel, YouTube channel with the podcast. Let me save you 25 years, which reflects the content from the book. Let me save you 25 years. Available everywhere

you get books. I'm really proud of it. If you have a young person in your life that, you know, has some ambition, buy them this book. I wrote it for them. I wrote it, you know, it's meant to save you from at least a little bit of the heartache by learning from my mistakes that I made starting at 18 years old versus making them all yourself. And I love to be available through social media for sure, easy to find, and so is Love Sack. Awesome. And guys, I'll have all the links, whether you're watching

on YouTube or listening wherever you do, just scroll down, you'll have them. Connect with Sean. I love what you're doing, man. Appreciate you. Thanks again for the time. Thank you.