The Burnouts with Phoebe & Sophia

How did Shelby Sapp go from selling rat poison door-to-door to becoming a 24-year-old founder making 8-figures per year? It's the same trick she uses to win arguments with her fiancé and pick the wedding venue she actually wants... In this episode, Shelby breaks down the tactics she's used that can win over anybody.

Shelby Sapp is a high-ticket sales coach who teaches sales psychology to other women. She started knocking on doors at 18 selling pest control, became the top first-year rep in the entire company, and was making $300K a summer by 21 — before going all-in on remote high-ticket sales and building a training program that turns servers, nurses, and bartenders into five-figure-a-month closers. 

 

Chapters 

00:00 - The Bartender Who Made $62K in Sales Her First Month 

01:16 - Why You Don't Need to Be Extroverted to Sell 

02:16 - From Zero Sales to Breaking the Company Record 

08:07 - Top Confidence Tips 

09:04 - Female-Specific Sales Tips 

10:38 - The Sales Trick That Closes Deals 

13:49 - Why She'll Never Take a Brand Deal 

14:34 - When to Quit Your 9 to 5 

16:28 - From Door Sales to High-Ticket Closing 

19:22 - Why You Have to Be a Psychopath in Sales 

20:14 - Using Sales Tactics in Your Relationships 

29:48 - Making More Than Him 

33:22 - If She Started Over at 20, What She'd Do 

 

🔗 FOLLOW US 

https://www.instagram.com/phoebegates 

https://www.instagram.com/sophiakianni 

https://www.instagram.com/shelby.sapp 

 

🔥 FOLLOW THE BURNOUTS 

https://www.instagram.com/theburnouts 

https://www.tiktok.com/@theburnouts 

https://www.linkedin.com/company/the-burnouts 

 

📲 Support What We’re Building 

Phoebe and Sophia aren’t just your hosts—they’re the founders of Phia, a fashion-tech app helping shoppers find the best prices across retail and resale. Download the app and help us grow → https://www.phia.com 

 

About The Burnouts 

The Burnouts brings you raw, unfiltered conversations with today’s top founders, creators, athletes, and culture-shaping entrepreneurs. Hosted by Stanford roommates turned startup co-founders Phoebe Gates and Sophia Kianni, the show goes beyond the headlines to reveal the real stories behind ambitious careers. 

Past guests include Paris Hilton, Chelsea Handler, Kris Jenner, Karlie Kloss, and more. 

Subscribe for the insider playbook to build your dream career.

Barbara Corcoran is the founder of the Corcoran Group, one of New York's most iconic real estate brands, and a star investor on ABC's Shark Tank for 17 seasons. From being told she was stupid in school and her ex saying she'd never succeed without him to building a 1,000-person company and selling it for $66 million, she's become one of the most trusted voices in business and a fairy godmother to hundreds of entrepreneurs. 

 

Chapters 

00:00 - Her Biggest Failure Started in Childhood 

00:41 - 22 Jobs By 23 and Becoming Her Own Boss 

01:26 - The Boyfriend Who Loaned Her $1,000 

02:18 - The Insult That Built Her Empire 

04:37 - Marrying "Lucky Bill" and His Craziest Stunt 

07:42 - Scaling to 1,000 People and the $66M Exit 

09:18 - How She'd Rebuild With Only $1,000 Today 

10:06 - Her "Queen of New York" Vision 

11:22 - The 3 Traits Every Great Entrepreneur Has 

14:17 - Why She Bets on People With Unhealthy Childhoods 

16:52 - The Self-Tape in Her Head Until 35 

19:55 - Her Best and Worst Bosses Ever 

21:18 - How She Fires People (Always on Fridays at 10) 

22:58 - Getting Her Shark Tank Seat Back After Being Fired 

25:41 - What Makes Her Pass on a Shark Tank Deal 

27:49 - Her Advice to Her 20-Year-Old Self 

 

🔗 FOLLOW US 

https://www.instagram.com/phoebegates 

https://www.instagram.com/sophiakianni 

https://www.instagram.com/barbaracorcoran 

 

🔥 FOLLOW THE BURNOUTS 

https://www.instagram.com/theburnouts 

https://www.tiktok.com/@theburnouts 

https://www.linkedin.com/company/the-burnouts 

 

📲 Support What We’re Building 

Phoebe and Sophia aren’t just your hosts—they’re the founders of Phia, a fashion-tech app helping shoppers find the best prices across retail and resale. Download the app and help us grow → https://www.phia.com 

 

About The Burnouts 

The Burnouts brings you raw, unfiltered conversations with today’s top founders, creators, athletes, and culture-shaping entrepreneurs. Hosted by Stanford roommates turned startup co-founders Phoebe Gates and Sophia Kianni, the show goes beyond the headlines to reveal the real stories behind ambitious careers. Past guests include Paris Hilton, Chelsea Handler, Kris Jenner, Karlie Kloss, and more. 

Subscribe for the insider playbook to build your dream career.

Michael Rubin breaks down the truth about the White Party, why relationships matter more than people realize, and how he thinks about building rooms where power, business, and culture collide. He shares how Fanatics grew into a $40 billion company, why he treats networking as a real business skill, and what most people misunderstand about success.

Michael Rubin is the founder of Fanatics and one of the most connected figures in sports, business, and culture. In this conversation, he opens up about the White Party, building authentic relationships, running philanthropy like a business, and the work ethic, resilience, and mindset behind becoming a billionaire.

 

Chapters

00:00 - Relationships Are Everything 

01:25 - The Meek Mill Story That Changed His Life 

05:19 - Why He Started Reform Alliance 

06:09 - Running Philanthropy Like a Business 

09:04 - The Truth About the White Party 

12:41 - Sophia’s White Party Fall & Meeting Jay-Z 

13:53 - The Only 3 Events He Throws Each Year 

15:19 - How He Learns by Talking to People 

17:16 - Spotting Young Talent Before Everyone Else 

17:54 - Dyslexia, Learning Disabilities & Starting Young 

20:10 - What His Kids Have Taught Him 

21:46 - Sleeping 4.5 Hours a Night 

22:30 - Recovery & Trying to Live Longer 

23:19 - Weight Loss, Ozempic & Not Taking Himself Too Seriously 

26:10 - If He Lost Everything, How He’d Rebuild 

28:02 - The Most Important Early Business Decisions 

 

🔗 FOLLOW US 

https://www.instagram.com/phoebegates 

https://www.instagram.com/sophiakianni 

https://www.instagram.com/michaelrubin 

 

🔥 FOLLOW THE BURNOUTS 

https://www.instagram.com/theburnouts 

https://www.tiktok.com/@theburnouts 

https://www.linkedin.com/company/the-burnouts 

 

📲 Support What We’re Building 

Phoebe and Sophia aren’t just your hosts—they’re the founders of Phia, a fashion-tech app helping shoppers find the best prices across retail and resale. 

Download the app and help us grow → https://www.phia.com 

 

About The Burnouts 

The Burnouts brings you raw, unfiltered conversations with today’s top founders, creators, athletes, and culture-shaping entrepreneurs. Hosted by Stanford roommates turned startup co-founders Phoebe Gates and Sophia Kianni, the show goes beyond the headlines to reveal the real stories behind ambitious careers. 

Past guests include Paris Hilton, Chelsea Handler, Kris Jenner, Karlie Kloss, and more. 

Subscribe for the insider playbook to build your dream career.

Chloe Shih breaks down all the best dating tips she wishes she knew in her 20s. Learn how to flirt, which guys to date, and how to build a relationship that lasts.

Chloe Shih is a creator, entrepreneur, and former tech operator who shares an honest look at modern ambition, relationships, and personal growth. She reflects on love, therapy, career pressure, and how the right partnership can reshape the way you think about success. 

 

Chapters

00:00 - Intro 

00:34 - What makes a relationship actually work 

03:32 - The biggest lesson from couples counseling 

03:55 - The “four horsemen” that predict relationship failure 

06:33 - Chloe’s advice on flirting and seduction 

07:22 - How she met Kevin 

08:39 - The disastrous first date 

11:43 - How Kevin won her over after rejection 

15:37 - The Facebook prom turning point 

16:43 - The 25-item partner checklist 

17:22 - What was actually on Chloe’s list 

18:36 - Why you should not date the person who only looks good on paper 

20:09 - How a happy relationship changes your career 

20:30 - Redefining ambition and “the bag” 

21:45 - Success without scarcity 

22:20 - Good mindset trick 

 

🔗 FOLLOW US 

https://www.instagram.com/phoebegates 

https://www.instagram.com/sophiakianni 

https://www.instagram.com/chloe.shih 

https://www.instagram.com/jomo.pod

 

🔥 FOLLOW THE BURNOUTS 

https://www.instagram.com/theburnouts 

https://www.tiktok.com/@theburnouts 

https://www.linkedin.com/company/the-burnouts 

 

📲 Support What We’re Building 

Phoebe and Sophia aren’t just your hosts—they’re the founders of Phia, a fashion-tech app helping shoppers find the best prices across retail and resale. Download the app and help us grow → https://www.phia.com 

 

About The Burnouts 

The Burnouts brings you raw, unfiltered conversations with today’s top founders, creators, athletes, and culture-shaping entrepreneurs. Hosted by Stanford roommates turned startup co-founders Phoebe Gates and Sophia Kianni, the show goes beyond the headlines to reveal the real stories behind ambitious careers. 

Past guests include Paris Hilton, Chelsea Handler, Kris Jenner, Karlie Kloss, and more. Subscribe for the insider playbook to build your dream career.

Eyebrows built a billion-dollar brand—and Anastasia Soare explains exactly why. In this episode, you’ll learn the “golden ratio” method she used to shape brows for any face, plus the business and personal decisions that turned a Hollywood brow room into Anastasia Beverly Hills. 

Anastasia Soare is the founder of Anastasia Beverly Hills and the pioneer behind modern brow shaping and the eyebrows of Oprah Winfrey, Kim Kardashian, Jennifer Lopez, and more. From leaving communist Romania with her daughter to becoming Hollywood’s “best kept secret,” she built a global beauty empire by mastering her craft, obsessing over education, and staying ahead of culture. 

 

Chapters 

00:00 - Why eyebrows define the face 

01:20 - The 80s tweezing mistake that started everything 

02:30 - Golden ratio brows (the pencil method) 

04:10 - Working at 12 in Romania + learning work ethic 

06:10 - Leaving communist Romania + arriving in America 

08:35 - Discovering the brow opportunity in 90s Hollywood 

10:45 - Quitting with $5,000 to start her own business 

12:10 - The early salon years + creating products clients demanded 

13:30 - Oprah: the moment that changed everything 

19:30 - Nordstrom + the live demo that sold the Brow Studio idea 

21:10 - Beginner beauty advice + how to practice products 

23:20 - Expanding beyond brows: contour + the kit that sold out fast 

28:20 - Biggest makeup mistakes and trends (over-contour, blending, laminated brows) 

29:55 - If you only have 5 minutes: the simplest routine 

31:10 - Why she refused “pencil-thin” brows (and what doesn’t grow back) 

34:50 - Building social early: Instagram, tutorials, and influencer community 

38:10 - Working with her daughter (including firing her) + running ABH together 

43:45 - Learning finances the hard way + funding growth 

45:00 - What’s next: innovation, expansion, and global markets 

48:20 - Advice for entrepreneurs: resilience, focus, and starting before you feel ready 

 

🔗 FOLLOW US 

https://www.instagram.com/phoebegates 

https://www.instagram.com/sophiakianni 

https://www.instagram.com/anastasiasoare 

https://www.instagram.com/anastasiabeverlyhills 

 

🔥 FOLLOW THE BURNOUTS 

https://www.instagram.com/theburnouts 

https://www.tiktok.com/@theburnouts 

https://www.linkedin.com/company/the-burnouts 

 

📲 Support What We’re Building 

Phoebe and Sophia aren’t just your hosts—they’re the founders of Phia, a fashion-tech app helping shoppers find the best prices across retail and resale. Download the app and help us grow → https://www.phia.com 

 

About The Burnouts 

The Burnouts brings you raw, unfiltered conversations with today’s top founders, creators, athletes, and culture-shaping entrepreneurs. Hosted by Stanford roommates turned startup co-founders Phoebe Gates and Sophia Kianni, the show goes beyond the headlines to reveal the real stories behind ambitious careers. 

Past guests include Paris Hilton, Chelsea Handler, Kris Jenner, Karlie Kloss, and more. Subscribe for the insider playbook to build your dream career.