Slay Beatz by Leah

The Chief Librarian and today’s guest is someone whose creativity, vision, and commitment to beauty excellence is rewriting the game.

She is the founder and CEO of SlaybeatzbyLeah Cosmetics, a brand that's all about empowering you to express your boldest, most beautiful self.
Leah is not just building a cosmetics brand; she's building confidence, artistry, and a movement.

So get ready, we're about to talk beauty, business, and what’s next for SlaybeatzbyLeah!

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You already know the vibe: strategy, growth, and excellence.

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Transcript

SPEAKER_01 0:00

Welcome to What's Next, the podcast where we explore life's pivotal moments and the decisions that shape our next chapters. I'm your host, the Chief Librarian, and each week I sit down with inspiring individuals who've dared to shift gears, whether it's in their careers, relationships, or personal growth. Together, we'll uncover their stories, challenges, and lessons to inspire your own journey. So are you ready to find out what's next? Come on now, let's go dive in. So hello, Leah.

SPEAKER_00 0:34

How are you? I'm amazing. How are you? I'm well. Thank you for asking.

SPEAKER_01 0:41

I'm so glad that you said yes to being on the show.

SPEAKER_00 0:45

Listen, I'm so excited. Literally. Um, when you asked, I said, Whoa, I'm going to go ahead and do this. Like, I was so shocked. Like, when somebody actually says, I want to want you to do something. I'm like, I can't believe you want to do something. Like, we just bad. Like, I love it though.

SPEAKER_01 1:06

Listen, because you slay. You slay by Leah. So let's start with how you started. What's your origin story?

SPEAKER_00 1:13

So the best and favorite part of my origin story and what I do stems from family, which would be my mom. Um, my mother is a very, I want to say poised kind of woman. Real chill, mild mannered, sophisticated. She will even call herself a little bougie, but she's so girly.

SPEAKER_01 1:37

Okay.

SPEAKER_00 1:38

She is, like, I think she took off when she had a girl, which is me. So she literally bodied like cosmetology. She got certified in it. Um, and she's been doing like neighborhood people's hair, nails, um, family members, of course. Oh, like she did one of my older cousins um hair makeup for her prom. Like everything is just beauty with her. So, seeing it, wanting to do it, because I just I really admired my mother. My mother is beautiful. I look just like her. So I know that's right.

SPEAKER_01 2:16

Beauty runs in the family.

SPEAKER_00 2:17

Beauty is so beautiful, like flawless lady. Um, I just wanted to do everything she wanted to do. I picked up literally a pair of, I call them big ben. Oh my goodness.

SPEAKER_01 2:33

Tell us more.

SPEAKER_00 2:41

Um, and she just didn't even say nothing. She just knew like this girl is determined to get cute and start flat ironing and doing everything she needs to do, just like she did. Um, the only difference is I kind of went towards makeup rather than hair. Um, I was doing hair for quite some time, maybe for since 2019. Um, and then originally I was just like, okay, this is what I'm gonna do, but I love makeup. I love feeling like, hey, let me enhance my natural beauty because it's only your beauty that you already have and you're just enhancing it. I don't like when or feel like people should think or women should think that they actually need it. Okay. Okay. Okay. So you do not need it. You are naturally beauty, love the skin that you're in. But I definitely followed suit with my mom. Um, and I just love everything about it. It's just my calling. I sat and did YouTube university and everything else online before deciding, hey, let's go get certified, let's take these classes, let's do what you need to do to get where you need to be, because I just had to love for it.

SPEAKER_01 3:52

I love that. I think that naturally goes into my next question of what made you take the leap into entrepreneurship.

SPEAKER_00 3:59

If I could be honestly very transparent, I got up one day and I never forget it was the summertime. I had a townhouse, and the townhouse was extremely hot. So that's why I know what time of the time of year it was. And I got up to speak to my husband and I said, Hey, I'm gonna start a business. I'm doing this all the time. People literally know that I'm doing hair and I'm doing makeup and they're asking me, but there's no LLCs, there's no trademarks, there's none of that going on. I'm just doing it for the love because I love to do it. And I got up and said, That's what I'm gonna do. And he said, you know what? He's always been, I'll guess I'll say a pillar of support. He'll say, just go ahead and do it. Like you know you want to do it, so go ahead and do it. And I said, Okay, I got up one morning and did all my paperwork literally right before going to work and pressed payment to the LLC.

SPEAKER_01 4:57

Oh, I love that, but it's about support, you know? We couldn't do what we do without the support of our community and our villages. So absolutely, absolutely.

SPEAKER_00 5:07

And he, him and my son actually, they, you know, I got a fuss, hey, do this, get this right, because I work out of my house, but I travel a lot more with the business. And it's just like, hey, get this right. And they just never say anything, okay. We're gonna put this over here. They put up my banner and everything. Like, they're just so like when I can't reach, I'm the shortest person in the house. So whenever they do something, I'm like, thank you so much. Because it's probably because I couldn't reach it.

SPEAKER_01 5:35

So you got your own your own in-house part-time stab. I love it. Yeah, they already paid, it's paid exactly. Um, so was there a moment where you realized that this was bigger than just makeup for you?

SPEAKER_00 5:51

Yes, and I'm gonna try to hold my tears.

SPEAKER_01 5:54

I'm gonna tell you why.

SPEAKER_00 5:56

Okay, oh, deep breath, girl, deep breath. Okay, so I want to say not last year in 24, but it had to been 23. If not, then it was 24. Um, nope, it was 23. So I've gotten an email from Miss Stacey Rogers' assistant. So she is the um now she's the president of the National Society of Baltimore County. Um, she does major work, social work, um, my goodness, the community, everything. She's just really in line with things. And I want to say she was going for, at that time, going for to be the president.

SPEAKER_02 6:48

Okay.

SPEAKER_00 6:48

And she got it. But her assistant was looking for a makeup artist. And she found me on Google. We conversed and set everything up and, you know, got the booking together. And when I received a text from the assistant after the services was done, telling me what amazing job I've done, that she's now the president because she had gotten the promotion and said, hey, add this to your resume. You did such a good job, and we'll keep you in future endeavors. And they did, they kept their word. I've probably seen them, I couldn't even tell you how many times after that. And I was so elated that I literally read that text and cried. Because if you know where you come from, even the and you feel like, hey, I'm not done, but if you know where you came from and you see the steps in between, I'm not done, it's still emotional. It still feels like, oh my gosh, like I made it to this point. So I cried and I cried, and my husband said, You deserve that. And I'm like, I put so much time into this makeup. I am so serious about it. I come in telling people, hey, everything I use is brand new. All you want to hear through this service is me opening up new things and everything just because hygiene, um, just how to run it to make sure that your face is what you want it to be. It's amazing, it just feels so good, and I just can't shake it. It's emotional now telling you.

SPEAKER_01 8:25

No, and I appreciate that. Bring your authentic self. That's what this is about. And you know, you and I met because you did my makeup for an event that month, and we connected, and I felt so beautiful and honestly the most natural that I've ever felt wearing makeup.

SPEAKER_00 8:41

I love that. So, with you saying that, I do want to put it out there. I am specializing and do specialize, and everything that says that I will in natural makeup. I still stand by, hey, looking your very best and wanting a little enhancement, but like I said, you're naturally beautiful.

SPEAKER_01 9:02

I love it. So you you just motivated me, and I'm sure our listeners will be motivated. How do you stay inspired and creative?

SPEAKER_00 9:13

Oh my goodness, I cannot lie. Research. Um, seeing different products and different things and videos, like I it's never a dull moment with learning. Um, you just don't know it all. So, even having all of the accolades, even having all of the education, it's still more to go. It's still an elevation there. I want to be my very best at any point in my life. So I will keep going, research, look at the different products because I still go into Ulta and Sephora and still shop, whether I have my own cosmetic line or not. I definitely do. Um, I love makeup to that capacity. Um just really digging deep and saying, hey, let's try this. When I look at certain videos that I know I haven't done because I have a specific type of clients, which are my natural clients, I go and I look, I go and I research, and then I do a look on myself. And then here you come on social media with poom boom, O Lynn is posting pictures of herself. Like, oh my goodness, her face is done. I just literally did one and I had um green eyeliner on underneath my eye, and then I put a little bit of like a sparkle glitter that's pink, and everybody's like, oh my gosh, you look like a mermaid, you look so pretty. And it was like, I don't wear that. I don't, I just was I just was trying to look out. Like I've never put glitter on, like it's so crazy. But the feedback and what I've done says, keep going. You gotta, you you just even if you don't wear it, just keep on, just try to get to a space where you're out of your comfort zone. There you go.

SPEAKER_01 11:00

I love to keep going. Keep going is a theme. When you keep going, you evolve, and it sounds like you don't mind stretching yourself and still learning. And I love, you know, that's a common theme that you've you've already said several times in the past few minutes. Um, but let's let's dig a little deeper into like some of the challenges that you've had to overcome building a brand.

SPEAKER_00 11:22

Oh, so because it just has to be as real as it gets. Sometimes it can get a little bit expensive. Um, I don't feel like I have any challenges with people, um, you know, to make the business hard. I honestly can say I can thank God for my clients. Um, typically my clients do become my family. Hey cousin Tiff, okay. Hey cousin. So, you know, my clients become close to me. So what it is, is like maybe, okay, you gotta get this product. This may not be the time to get this product, or you know, this cost shipping is crazy, like everything with the government. I am not necessarily struggling. That's not the word I want to use because I'm still here now. But it looks like if you look at some numbers, hey, I don't know. It's not adding up, it's not adding up, it's not adding up what you have to do. But because I'm so diligent and just focused, it's I just like I did the LLC. I got up one morning, I'm not playing press pay. We're gonna get this cosmetic brand out, we're gonna do what we gotta do. You're gonna figure it out. It's okay to not know everything right then and there. That's what your research is for.

SPEAKER_01 12:46

That's a word, especially coming from my field of librarianship. When I hear people use research, you know, people don't understand um how important research is in every field. It's not just about information specialists.

SPEAKER_02 13:02

Exactly.

SPEAKER_01 13:02

You do research to probably figure out your cosmetic line and what colors to blend and what textures feel nice and smooth, or you know, whatever it is that you're trying to accomplish. So I love this. Let's keep going. I would love to hear what a day in your life looks like.

SPEAKER_00 13:23

Well, do you want the weekday or the weekend? Oh, because there's a difference.

SPEAKER_01 13:30

Um, you you pick surprise us.

SPEAKER_00 13:33

So I'll give you both because it's it's it's a little different. Um, typically, a day in the life of me on a weekday is strictly like work. So I'm at work between the hours of 8:30 and 5. Um, that's a challenge, but we, you know, we we move it past that. Um, just with the job that I have, I'm actually a federal armed security officer. Um, I work with all kinds of organizations like IEs, um, immigration, oh my goodness, Social Security Administration, all of those kind of things. And um it's just it's love on the side of it, just a little 10% love because I'm a girly girl, but I love like going to the range. I love weapons, I like to collect, you know what I mean? So it's it's that for me. And as soon as I just get off and I know that that five o'clock mark has hit, I am wife and mommy. Okay, okay. I don't stray away from it. I love to be in that that light right there. I love to come in my house, and now I have a baby doggy, so I add it to the family.

SPEAKER_01 14:50

I love it. I love it.

SPEAKER_00 14:52

And that's that's just my where I'm at. Now, during the weekend is the most busiest times. Um, everybody wants their makeup done. Everybody has birthdays, everybody's going to brunch. Um, and then now, of course, is my peak time of prom season. So I almost don't have time for anything on Saturday, especially around this time. Literally all of May done. Like, it's so many proms that I have to do, it's unreal. Um, and I just love it. I love to travel to my clients because it gives me an opportunity to come outside and just enjoy some weather. Like it's nice outside right now. Um, it's sunny. I get to see different areas of Baltimore because I'm not just like locally. I will come to you. Let's say you live in Aberdeen. I'm coming to you to get that face together.

SPEAKER_01 15:45

That's good to know. Yeah.

SPEAKER_00 15:46

I hope y'all are listening out there.

SPEAKER_01 15:49

You will come to you.

SPEAKER_00 15:50

I will travel to you. So that is my weekend of bliss. On top of once I'm done, I'm outside. So it is about to be summer and cookouts and festivals and everything. I do have time and on the flip side to enjoy what time I have left. Then when I'm not so focused, when I want to let my hair down because you need that. Yes, you really need to just relax and not let the stresses of the week get to you. That's what I do. I'm I'm all for it. My less stressed moments are makeup, and then when I'm out with my husband and my friends and family, I love that.

SPEAKER_01 16:30

So it sounds like you have a decently balanced life where you work, you have your business. I don't like to call it a side hustle. It's your business.

SPEAKER_00 16:41

It's definitely right.

SPEAKER_01 16:42

So you have your business, but your your role as um mother and wife are very important to you. So you ensure that you are you're investing the time in each of those.

SPEAKER_00 16:55

Yes. I literally cannot go a day, and they will tell you without randomly saying, I love you. Um, me and my son have a thing where I say, hey, like let's say it's been a trying day, because like I said, I work with all of these different agencies. Things do happen. So if I had a trying day, I tell my son, hey, you know, Caden, I need an abundance of hugs today. And he says, I got you, Ma. And then and and it's that's so cute. I just love that.

SPEAKER_01 17:25

I love it. How old is your son?

SPEAKER_00 17:28

He is 15, so he will be 16 this year. And imagine a teenager not embracing their parents like they are known to do. My son openly gives me hugs. Um, I do get on their nerves randomly, just blurting out, I love you. Like I just need you to know that, you know, and a lot of times I say, hey, I'm saying it because I really do feel it, but you don't need to look for it nowhere else. Because you know what it feels like at home. So when you go outside and you go meeting people and create your own life, you don't have to feel like, why is this person not loving me? I know what it feels like to be loved.

SPEAKER_01 18:10

Because love starts with ourselves, it always does.

SPEAKER_00 18:13

And I tell my son, you better love yourself, get into what you like to do and figure out you for you. Um it just doesn't go past it. I literally have, like I said to you, I showed you when I just was saying the self-love, you know with you all the time. I stand by that, I stamp that, and it's very meaningful. I got that from my grandmother. It's very meaningful. Yes.

SPEAKER_01 18:39

You know, a lot of what we get, we do get from um our elders. I love a good story about a nana, a grandma, a meme, an auntie.

SPEAKER_00 18:50

I love it. I love it. I love it so much.

SPEAKER_01 18:53

This is the theme of community. Community is very important.

SPEAKER_00 18:56

Absolutely.

SPEAKER_01 18:57

I love it. I mean, with that being said, I know um you have your own line of cosmetics. And with your line, how do you want people to feel when they use your products? What's the goal?

SPEAKER_00 19:14

The goal is for you to unlock your true beauty. Is that your time line? Yes, it is. I I love it, and this is I say it again, you are naturally beautiful. So I have my lipstick on right now, and it's I'm her. Um, and I have each each color like designated for a certain reason. So my I'm her is you are in fact that. Whether you are a doctor, whether you are a librarian, whether you are a makeup artist, whether you say, Hey, I want to sell newspapers. Do not ever doubt yourself. You are her. Okay?

SPEAKER_02 19:58

Yes.

SPEAKER_00 19:58

Um, that comes from a deeper source, but we're gonna get into that a little, you know, a little later. We comes from a very deeper source of just not believing or having somebody speak ill towards what you deem is your goals and your aspirations. You gotta say I'm her, okay? Um, they are very high pigmented colors, very stylish colors, very chic colors, if you will, that it lasts a long time. Um, it's just amazing to actually build a brand the way that I have, honestly. Um, I had said, what do women want? A lot of women, when I mean unlock your true beauty, don't use a lot of makeup against the natural, you know, stance. So you want to come outside, you want maybe a lip gloss because I do have that, that is called mirror. Um, or you want I'm her, or you want to have a natural look and use um hourglass lipstick shade. Like it's certain things that says, Oh, I should do this and I should just wear this, and that's all that I need. Little lip pop, that's it, and you can go.

SPEAKER_01 21:16

Oh, I love that. That resonated so much because I feel like when I'm fully made, it's that I have on my lashes and a nice lip.

SPEAKER_00 21:25

Yes, and it's like that feels good, doesn't it? Because all we did was enhance you. You unlock your true beauty. Let me feel like I'm pretty today. Let me let me feel like I need to just give them a little bit of pop, but be my natural self.

SPEAKER_01 21:40

That's right. Coco Chanel said it best. Look better than you feel.

SPEAKER_00 21:45

Absolutely, yes.

SPEAKER_01 21:46

That's that's that is a statement to live by, yes, ma'am.

SPEAKER_00 21:50

It is, for sure.

SPEAKER_01 21:53

So as we um get to to the closing, I don't want to lose um what's next for Sleep Beats by Leah. So, what are you dreaming up for Sleigh Beats by Leah next? For you know what's next.

SPEAKER_00 22:09

What's next for me is to stand next to the greats of the greats and their cosmetic brand. Okay. Um, I refuse to stop. I would love to have like billboards and more attention to what I'm trying to promote because, again, it is unlocking your true beauty, enhancing your natural beauty. I would love for me to actually be on a panel to speak to other women who may struggle with how they look or may feel very insecure about them themselves. Um, I want to find some organization or create one myself that I can bring my sass to it because you can't tell me I'm not pretty. You can't tell me I'm not that girl. You know what I mean? That's right. So I would love to be there and be the support mechanism for other women who struggle with that.

SPEAKER_01 23:18

Wow, I think that's so amazing that, and what a beautiful dream. I mean, what right now, what is your support system? What is your your village look like?

SPEAKER_00 23:31

Every time and literally, because I I wanted I want you to look at this with this question is X. I have a specific group of people who never strayed away from from supporting me in anything I do. I'm a bearer of ideas, okay? Every year, and not even yearly, it could be every month with me. I have something new I want to do, and then I do it. And they just, oh, okay, Lynn, go in and do it, girl, and I'll get something from you. It could flop and they still are there. So I will say my son, okay, because he has a big put on carrying my things and saying, all right, mommy needs to do this, this, this. Okay, before she starts fasting, because I'm so serious about it. Like they all know I'm so serious about my makeup. My husband, who never tells me no, get your husband like mine. Um, he never, he never tells me no. Um, I actually coerced him into having this baby doggie. Um, so that I love it. Yes. Um, my best friend, who has been my best friend since I was five years old. Long time.

SPEAKER_01 24:46

How special is that?

SPEAKER_00 24:47

Yes, we are now 36. Well I turned 36 first. Um, she turns 36 in October, and that is my girl, okay?

SPEAKER_01 24:56

31 years of friendship. Yes, that's it's been so long. In 2025, that's rare. So that's a beautiful thing. I don't want us to move past that. I know, of course, son and husband are important, but 31 years of friendship. Yeah. Amazing.

SPEAKER_00 25:15

She is my sister. And even in the times where she plucked my little nerves, I'm like, that's my sister.

SPEAKER_02 25:23

Okay, that's what sisters do.

SPEAKER_00 25:25

That's what sisters do. We can't go on the phone like sisters, we fuss like sisters. I could never treat her because we are we are sisters. We grew up together.

SPEAKER_01 25:36

You like we go together, and that's it.

SPEAKER_00 25:38

And that's it. And she knows she can't go nowhere. So, um, my good, good, good, good girlfriend that I met, which will explain some connections. She was my old co-worker. Um, I met her in 2014, my friend Crystal. Crystal will research herself, like I said I would about makeup. She will find stuff to send me. She's gonna, hey girl, I got these makeup brushes and and bring them to. She's always been just whatever you need. She she's older, so she definitely treats me like a little sister. And I feel that bond from her, and I can't trade her either. She literally is so solid.

SPEAKER_01 26:24

Yeah, yeah, chair leader. Your encouragement, your support.

SPEAKER_00 26:28

It's like whatever Lin doing, Lyn gonna do it, and I'm here for it, whatever it is. She is really like that. Um, and I will say, my mom, last but not least, my mother, I do believe she does not know how much of what she's done trickled down to me. I really feel like she's oblivious to it. I do.

SPEAKER_01 26:53

Well, take a moment and tell mom now.

SPEAKER_00 26:56

Yes, you young lady, Miss Sonya, this is the reason why it started. I watched my mom do hair, I've watched her do nails, I've just seen so much. Even the job, my nine to five, uh, you see the fingers.

SPEAKER_01 27:16

The quotation fingers.

SPEAKER_00 27:17

Yes, even in my, we do the same job. We have the same occupation right now. You know what I mean? You know what I mean? So it's like you gotta see how I'm trailing up in that line. I'm following what you did. The only difference I will say is she kind of like said, hey, I don't have the patience for it anymore. I'm getting older now, I'm not doing that kind of stuff. I'm just like bullheaded. I'm going straight for it because that's what I want to do, and it's nothing shaking what I want to do.

SPEAKER_01 27:49

So I love, no, I love to hear it, and that's how you got to where you are and where you're going to go where you intend to go.

SPEAKER_00 27:58

Absolutely. It is, it's a love there. Um, she is very tedious. She's like much, she definitely will say, Hey, no, you have to do this. And like far as the beauty goes of things, I think you should do eyebrows like this. I think, and I'm like, my bad. Like, so we still fuss like sisters too. But my mother's very like, I'ma need you to do it this way because she feels like she's like the OG of the beauty industry, and she is, you know what I mean? It's like, shout out to you because I really do this because of you. I just went crazy about it.

SPEAKER_01 28:37

I love that. No, I mean, your mother sounds like as the as the youths used to say, the goat. They probably still say it, right? Greatest of all time. And I love it, and that's why I wanted you to give her her flowers and let her hear for you. And I know you you've talked to me about your mom before, and it's wonderful to hear publicly sometimes the things that you know, the way that people make us feel, even when they're close to us. So I I think you could take in a moment to share that as we come up on Mother's Day with her school self, yes. Listen, and and they and they are. Um my last question that I have for you is and I think you already touched on this, so if you want to add something more, you can. But if we look five years ahead, we're in 2025, 2030, what do you want your brand to have accomplished?

SPEAKER_00 29:33

Oh, I want my brand to accomplish two things. Of course, the products, of course, I want a wide range of e-commerce where it's not just lipstick, it's not just lip gloss, I mean the wide range of liners, concealers, even down to foundation. And you know, I've been doing the research on it right now. Um That and just the ability to reach globally. Um, I'm a person, I don't really worry about color. Um, I had to introduce, which is funny, to my husband, like how I listen to what we would say rock music, or I don't want to say like, you know, white people music, but that's just the sm the minute mind. Um, but he couldn't believe it. And I'm just, I'm so diverse. So I need my brand and my products to go for all nationalities, all races, all countries. I need it globally. That is where we want to go. That is what we're trying to see.

SPEAKER_01 30:45

I love that. Leah, thank you so much for coming on here and for being here. I just want people to know where they can find you. So, would you mind sharing all of your deets with everyone?

SPEAKER_00 30:59

Of course, of course. I first I want to say thank you because you didn't have to say, girl, come on, Alessie. But I do love your spirit. You really remind me of my favorite cousin, who is the tourist. That's so crazy. That's what we do. You are so bubbly and so sweet. I love that. But um, you can find me on Facebook, which is M U A Leah. Um, you can see me on two pages on Instagram. One is Slay Bee Spilea Cosmetics, and then the other that will be for the lipstick, of course. And then the other is Sleepy Spilea, just that by itself, and that's for all the services, all the makeup videos, all my clients' faces. You'll see everything, and then you'll see little old me.

SPEAKER_01 31:46

Leah, oh my goodness. Thank you so much again for attending, um, for joining us and for bringing your authentic self. Uh, this this um I learned more about you. I learned more about the line, which I'm excited. Listen, the makeup feels good, the lips on point.

SPEAKER_00 32:04

Absolutely.

SPEAKER_01 32:05

We're gonna we uh I have to go and um for like you said, you're gonna be outside this summer. I gotta go and fill up my um cart with some outside some outside makeup because you gotta be popping your hair, you gotta, you know, miss me.

SPEAKER_00 32:22

Because miss me, I'm going outside. Like you feel all my shades. If you feel like, hey, I wanna look slim and or look like I just got that figure, hourglass, come shop with me.

SPEAKER_01 32:34

Snatched. I want to be snatched, and the last and the lesson of the day is find you a husband that lets you do whatever, and he doesn't tell you no, and doesn't tell you no.

SPEAKER_00 32:44

I am a passage of princess and just a princess in general because he spools me.

SPEAKER_01 32:50

And I love that. Let's remind us that's what Soft Girl Era 26.

SPEAKER_00 32:54

Absolutely, yes.

SPEAKER_01 32:56

Thanks for tuning in to What's Next with the Chief Librarian. I hope today's conversation sparked new ideas and gave you a fresh perspective on life's transitions. If you enjoyed the episode, please subscribe, leave a review, or share it with someone who might need a little inspiration. For more stories and updates, follow me on Instagram, TikTok, and LinkedIn at the Chief Librarian. And until next time, keep exploring what's next for you. Bye.