I Pay My Clients $50 Per Referral (And I Should Be Paying Them More)

Summary

Podcast Summary: Beauty with a Twist – Episode: "I Pay My Clients $50 Per Referral (And I Should Be Paying Them More)"

Hosted by Dede | Release Date: June 20, 2025

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1. Introduction of Guest: Mila Sombrano

In this compelling episode of Beauty With A Twist, host Dede welcomes Mila Sombrano, the owner of Skin Bar by Mila, an esthetician based in Long Beach, California. Mila shares her journey in the beauty industry, emphasizing her six-year experience as an esthetician and her entrepreneurial endeavors.

Notable Quote:

[00:08] Mila Sombrano: "Hi. My name is Mila Sombrano. I am located in Long Beach, California. I have been an esthetician for six years now, going on seven. And I'm the owner of Skin Bar by Mila."

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2. Career Journey and Educational Background

Mila discusses her initial academic pursuits in communication and public affairs, coupled with a minor in marketing and human resources. Despite excelling in retail management roles at major brands like Banana Republic and Gap Inc., she felt unfulfilled and faced significant workplace challenges that led her to reevaluate her career path.

Notable Quote:

[01:25] Mila Sombrano: "I was just not happy. I just felt like I was constantly working and it really killed me."

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3. Overcoming Personal Challenges: Anxiety and Burnout

Mila opens up about her struggles with severe anxiety and burnout, exacerbated by a toxic work environment. She describes how these challenges led her to take a leave of absence and eventually pivot towards the beauty industry as a means of finding personal fulfillment and managing her mental health.

Notable Quotes:

[03:54] Unknown Host: "And like in the Mexican world, my mom never believed in anxiety. It's not real for us."

[04:34] Mila Sombrano: "When I got married in 2015 in Ecuador, my makeup artist never showed up... So when I did the trial, I looked like everything but myself."

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4. Transition to the Beauty Industry

Mila's personal experiences, including a negative encounter with a makeup artist at her wedding, propelled her to pursue formal education in makeup. She shares how her passion for skin care and makeup led her to establish her own business, Skin Bar by Mila, focusing primarily on facials.

Notable Quote:

[05:07] Mila Sombrano: "When I found out that my makeup trial looked nothing like myself, it pushed me to take matters into my own hands."

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5. Building and Growing the Business: Strategies and Challenges

Mila delves into the early stages of building her clientele from scratch. She emphasizes the importance of educational content on social media, authentic engagement, and personalized client interactions in establishing trust and loyalty. Mila also discusses the impact of the COVID-19 pandemic on her business growth.

Notable Quotes:

[17:51] Mila Sombrano: "A lot of Hispanics book me because since the beginning, I've always put, I'm Ecuadorian."

[19:46] Mila Sombrano: "Putting content. And when someone just makes a comment, be like, that's not correct... I just kind of like, I'm just going to do it."

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6. Social Media and Client Engagement

Mila highlights how authentic and motivational posts on social media have been pivotal in attracting and retaining clients. She discusses the balance between educational content and personal storytelling, which fosters deeper connections with her audience.

Notable Quotes:

[20:30] Unknown Host: "They can relate to me."

[20:43] Mila Sombrano: "It makes that person more human."

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7. Pricing and Referral Strategies

A significant portion of the discussion centers around Mila’s referral program, where she pays clients $50 for each referral. She explains the evolution of her referral incentives, emphasizing the importance of offering substantial rewards to encourage client participation and attract like-minded individuals.

Notable Quotes:

[29:45] Unknown Host: "So if, let's say I'm a new client and then I go to you, and then I bring someone else to you, you're gonna give me $50 for referring them."

[31:18] Mila Sombrano: "For every new client that that client brings me, I'm going to give them $50. And that I think is cheap. I should give them a little bit more."

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8. Hiring and Managing Staff: Quality Control and Training

Mila shares her approach to expanding her business by hiring skilled estheticians who align with her brand's standards. She discusses the importance of slow hiring—taking time to train new staff thoroughly to maintain the quality of service that clients expect from Skin Bar by Mila.

Notable Quotes:

[34:45] Mila Sombrano: "I make the girls a little bit more affordable, just a tad bit. So they can go to them."

[35:11] Mila Sombrano: "I train them one facial at a time... Once you graduated from this facial, then we move forward."

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9. Client Relationships and Emotional Support

Mila emphasizes the profound connections she builds with her clients, often providing emotional support during facials. She recounts instances where clients have shared personal struggles, highlighting the therapeutic aspect of her services.

Notable Quotes:

[56:37] Unknown Host: "I literally carry it."

[58:13] Mila Sombrano: "People will remember how you treat them. Yes."

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10. Work-Life Balance and Managing Stress

Balancing business demands with personal life is a recurring theme. Mila discusses her strategies for maintaining mental health, including setting boundaries, prioritizing family time, and avoiding overcommitment to ensure she remains effective and fulfilled both personally and professionally.

Notable Quotes:

[54:22] Mila Sombrano: "Quality of life. So I was like, what? What does it matter if we have that money if we're not able to, like, enjoy it together."

[56:14] Mila Sombrano: "To make sure that I am the best version of myself for my clients. That's why I only take four, because if I take five, seven, or six, I am a watered version of myself."

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11. Final Thoughts and Inspirational Message

As the episode concludes, Mila offers invaluable advice to new estheticians, stressing the importance of education, authenticity, and self-acceptance. She encourages listeners to focus on personal growth rather than comparing themselves to others, fostering a healthier and more sustainable approach to building a beauty business.

Notable Quotes:

[61:43] Mila Sombrano: "Education will be the backbone of your entire business. So once you pour yourself into education, everything else just flows."

[62:37] Mila Sombrano: "Stop looking at what everybody else is doing. And who has more. More is not necessarily better."

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12. Closing Remarks and Contact Information

Mila shares her social media handles, inviting listeners to connect with her for services and further insights.

Contact Information:

• Instagram: @SkinBarbyMila
• TikTok: @SkinbyMila11
• YouTube: Skin by My Mila

Notable Quote:

[64:35] Mila Sombrano: "Come and see me in Long Beach."

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Key Takeaways:

• Authenticity Matters: Building genuine relationships with clients fosters loyalty and trust.
• Educational Content: Sharing knowledge not only positions you as an expert but also attracts a dedicated clientele.
• Referral Incentives: Providing substantial rewards for referrals can significantly boost business growth.
• Work-Life Balance: Prioritizing personal well-being ensures sustained success and prevents burnout.
• Quality Over Quantity: Focusing on delivering high-quality services rather than maximizing client numbers leads to better client satisfaction and business reputation.

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This episode offers a deep dive into the entrepreneurial journey within the beauty industry, highlighting the importance of mental health, authentic client relationships, and strategic business practices. Mila Sombrano’s experiences serve as an inspiring roadmap for aspiring estheticians and beauty entrepreneurs.

Transcript

[Mila Sombrano]

Hey, guys.

[Unknown Host]

Welcome back to another episode and a new season of Beauty with the Twist. I'm super excited for this episode because we have a special guest. Go ahead and introduce yourself.

[Mila Sombrano]

Hi. My name is Mila Sombrano. I am located in Long Beach, California. I have been an esthetician for six years now, going on seven. And I'm the owner of Skin Bar by Mila.

[Unknown Host]

Oh, my gosh. Wait. I've been an aesthetician for, like, six years, too.

[Mila Sombrano]

Really?

[Unknown Host]

Yeah.

[Mila Sombrano]

What school did you went to?

[Unknown Host]

I went to Amy's Beauty school in Corona.

[Mila Sombrano]

Okay. I went in Huntington beach called West.

[Unknown Host]

Did you go full time?

[Mila Sombrano]

Full time, baby.

[Unknown Host]

So you finished how long?

[Mila Sombrano]

Six months, Almost seven.

[Unknown Host]

Okay.

[Mila Sombrano]

I can't remember. It's been so long.

[Unknown Host]

Honestly, I feel like now the schooling only does.

[Mila Sombrano]

It's nothing. I'm so scared. We were just talking about this. I was like, yeah, it's like, no, practical.

[Unknown Host]

Are you serious? Just written. But did they. Do they make the written harder, you think?

[Mila Sombrano]

It was. I don't know. But for me, the written was so easy. Just because I was, like, in your book, eating skin all the time. Like, I was just obsessed, which I still am, but it was just so easy. Even though for me, it's hard to kind of give tests in English since it's a different language.

[Unknown Host]

Yeah.

[Mila Sombrano]

When you know it by heart, it's easy.

[Unknown Host]

It's easy. So did you kind of, like, when you started school, did you know you already wanted to do facials? Or, like, tell me, tell me, how did you start this journey?

[Mila Sombrano]

Okay, so I started this journey. I always see. I always wanted to be somewhere in the beauty industry. I just didn't know what. But I went to school for communication and public affairs, and I did a minor of marketing and human resources. So I did my third year here, and I met my husband, and that's, like, close to the area that we're here. And then, long story short, I graduated in communication and public affairs. And then when I was here, I had a really horrible boss. Like, I became so good at doing retail, and I was managing stores like Banana Republic, Asics, Gap, Inc. Lucky Brand. Like, all of them. I mean, not at the same time, but, like, through career. Yeah, yeah, yeah. And that gave me so much confidence with, like, working with teams and, like, managing people. And that's part of, you know, my career that I graduated with. And human resources with, like, hiring, firing. Because it's not easy. And I was very good at it. And then the sales, I was very good at it. But then I Was like, I'm just not happy. I just felt like I was constantly working and it really killed me. Like I was literally size 4, running on coffee 24 7. So it was just insane. And then it's a blessing in disguise, I guess that my last boss was just such a nightmare that I just went into, like full on stress that I just take a leave of absent. And then I started doing things. It took like a year off where I save a lot of money. And then I was like, I'm just going to try to find myself because I started getting a lot of anxiety from it. My name was Creepily. Yeah, my hair fell off. It was just so bad. And other personal things came into play. But then just having that much anxiety got me into the point that I wouldn't even leave my house. I wouldn't even drive because I got anxiety once in the freeway, on the freeway. And then I was like, that is horrible because you feel like you died.

[Unknown Host]

Yeah, yeah.

[Mila Sombrano]

Like, it was just so bad. And then, bless my husband, he tried everything he could, but, you know, only when you go through it, no one can help you. No one can help you. And when people tell you you just have to breathe.

[Unknown Host]

And like in the Mexican world, my mom never believed in anxiety. It's not real for us.

[Mila Sombrano]

They don't talk about it. So, you know, people try their best. But anyways, it took a long time. But that gave me the opportunity to go into makeup, do all these other things that I wanted to do. Because when I got married in 2015 in Ecuador, my makeup artist never showed up. He only sent his assistant to do my hair. So it was also a blessing in disguise because when I did the trial, I looked like everything but myself. Like, it was just too much.

[Unknown Host]

Oh, yeah. And I feel you're naturally beautiful. Like, you don't need the whole extra.

[Mila Sombrano]

I always want all the extra, but it was just not myself.

[Unknown Host]

Yeah.

[Mila Sombrano]

And then my bestie, she actually did my makeup and it was so much better. Like thousand percent so much better. And then that kind of pulled me into. Well, I want to. I don't want to risk it with anything else. I want to take matters in my own hands. So when I came back after getting married in Ecuador, I went into school for makeup. So that was kind of like a little bit of the taste that I got.

[Unknown Host]

Because they teach you makeup in Esthetian school, right?

[Mila Sombrano]

And yes, but they were having issues with, like, still having texture under the makeup and doing all the things. And I was like, I was really into prepping Skin. And my husband was like, you're disgusting because you're watching all these horrible videos while you're eating. Because it was like, blackheads. I think it was like, I went into, like, a YouTube of Dr. Pimple Popper.

[Unknown Host]

Oh, my gosh. And she's.

[Mila Sombrano]

She's crazy. So I was like, I love this. And then she was literally, well, if you want to keep doing makeup, you can do makeup. So I did. The main career point is when I took a gig to work at Milk Studios to work for. Do you know the scraps were fixed?

[Unknown Host]

Oh, my God, yes.

[Mila Sombrano]

Out of everything that I have done, because I've done some shows and I've been like. Back then, I was like, I. I had anxiety, but I also wanted to, like, work, because I didn't want that to deter and ruin my life. But I also wanted a control environment where I can tap out. And my friend helped me out with that, and she hired me for that. And then we got a lot of nurses and dermatologists and doctors in general.

[Unknown Host]

Yeah.

[Mila Sombrano]

And everybody that I had made, like, it were exactly that. So they literally were just like, just go to school. What are you doing? Just go to school. And that was the last point where I was like, I'm blessed to have this opportunity at Milk Studios, because every makeup artist wants to do that, but it was just not for me. Like, I hated the fact that I had to roll my entire things and, like, put everything and then clean all the things. I was just like, it's a lot. I know it's a lot. And I have so much respect for makeup artists because this sanitation is just so crazy.

[Unknown Host]

You're. And honestly, it's a lot of labor, if you like.

[Mila Sombrano]

Yeah.

[Unknown Host]

I. When I used to do weddings, and I would do, like, all the bridesmaids, eight bridesmaids, and then the bride, and I would get there, like, 4, 3:30 in the morning, and I would not stay. Stop. And I remember, like, at the end of it, I would be, like, exhausted.

[Mila Sombrano]

Exhausted. I was so exhausted, and my back was hurting me anyways, so then I was, like, blessed, but I don't want to do it again. They invited me again. And I was like, I just. It's not for me, kid. You. Not from that time till two months later, I enrolled in esthetician school. I was like, I just have to do it. And my husband was like, just do it.

[Unknown Host]

Yeah.

[Mila Sombrano]

Like, you know, you always wanted to do it and go all in. So he was the one who pushed me, and he's like, you just have to do it because I'm from Ecuador and my family was like, you know, nails, hair, that's labor that doesn't get paid well. So my dad was like, you already have your degree. Lean on that. And I was like, it just doesn't make me happy. In my culture is like, you have to climb the corporate ladder in order to find success and. Not true. It's not true. Yeah, it's not true. So, yeah. So I went to school in 2018, six months I went in and mind you, I was having full on panic attacks. Like it was insane.

[Unknown Host]

But what was it? Was it because you still had it from like your PTSD from your old job? Or was it because, like, just you.

[Mila Sombrano]

Can'T really pinpoint it if it's there and everything is just heightened. You just can't really pinpoint it. So, you know, if you are an esthetician who wants to go to school, there are school resources that will help you. And it was nice to have the resources. I never used them and I think a few of my fellow estheticians knew, you know, and I was still taking medication, but those medications make me gain so much weight, which my doctor didn't disclose. So it was like very kind of like you get anxiety, then you gain weight, then you don't recognize yourself and you're like, what the hell is going on? Then you're excited because of this new career. Then it's also like you're 30 and you change careers. So it's like everything, everything was just smacking you all but exciting at the same time. Yeah, yeah. The ladies that I graduated with, it was such a nice class because the teachers were the ones fighting with each other, but we were cool. So normally it's from what I heard is the opposite. So that was really nice. And then in. Then I went to work for a sugaring place. See, but you told me, like, but what did you know that you wanted to do facials. I didn't know. I knew that facials is the main thing. All I could think about is like, give me all those blackheads, you know, give me like, like, you know, But I just went for it. And then once you get the hands on, like what to do. My school wasn't good at like really fully training you. A lot of the people who went to get facials were older people in. Around our area and they just wanted to get rubbed and massaged because we offer European facials. What I did know right away is that I did not want it to do waxing anywhere. N. I Don't care about sugaring. Exactly. I don't know why. Because I can tell you why. Because the friend that I had back then, she actually did sugaring and her mentor did sugaring. And when I rented a place next to them, it was just. I don't know, I didn't think it through. And I was like, well, if it's a demand, I'll own it. But you have no idea how much labor sugaring is, have you? My fingers, because you have to drag. And then I was like, this is not for me. I was a sweaty mess. And I just felt like the labor that. And I also wasn't fast, so I just felt like the labor that I put it in, it didn't reflect in the dollar amount.

[Unknown Host]

No. We had a sugaring person that was working here, and she did a Brazilian. Usually I do Brazilians in like, 10 minutes or less.

[Mila Sombrano]

See?

[Unknown Host]

And she did a sugar. And it takes her like, 45 minutes.

[Mila Sombrano]

It's insane. And money down the drain.

[Unknown Host]

Yeah. And I'm like, maybe because I have no idea. She waxed my arms one time. She triggered my arms and it took her, like, cool minute. I'm like, I could have done this in, like, Right. I'm thinking, like, five minutes. Yeah, yeah.

[Mila Sombrano]

It's very different. You know, it's also like, whatever the client wanted. But I started in Cyprus in, like, in a tiny, tiny room. I only paid like, 600 for that tiny room, which felt like thousands of dollars back then, because, mind you, I'm from Ecuador. I have people that I know, but I don't have, like, a really close, close, close friends that will actually are interested in doing facials. And we don't have family here. It's just my husband and me. My husband is from Colombia, so it's like, we're just.

[Unknown Host]

That's it.

[Mila Sombrano]

By. It's by ourselves. So when I started my business, I started by myself, like in a dream. And I think I just had, like a thousand dollars. And then I was like, this is what I'm going to invest. This is what I'm going to do. I'm not going to buy a machine. I'm just going to do this. But when I was school, I was still going to trainings with Image Skincare, because that's all we knew. Going to all the trainings in Dermalogica, getting all the knowledge that I could, that was for free. And I paid for other stuff. I also got certified in lash lift. Lashes? No, not lash lifts.

[Unknown Host]

Lash extensions.

[Mila Sombrano]

Lash extensions. And I was like. I was Good at it. But I was not fast, and I knew that I had to stop myself because I was gonna get carpal tunnel.

[Unknown Host]

Oh, yeah.

[Mila Sombrano]

And I was getting booked with them, and then I was like. I just took them out of my menu. I was like, I don't want to be a lash artist. This is a lot of work. And I was in so much pain at the end of the day, and I was like, this is gonna kill me. So I just focus on facials.

[Unknown Host]

So then you went after school, you went to that sugaring and got a room?

[Mila Sombrano]

Yes, I went to. Okay, I jumped the gun. I actually went to this franchise, sugaring, big triggering franchise that I will not name. And then I just didn't like the way that they were serving clients because it felt very transactional, and they were not as clean. So I was really afraid to have my license on a place that I could get signed or just felt very transactional. Yeah. So when I was in the training part, I just literally called the. The. The owner, and I was like, you know what? I could only imagine how much money you're pouring into me. I'm just not gonna move forward because this is just not for me. I was listening to one of your podcasts where you talked about with one of the waxers that was here, and she said that she went to European Wax center, and they, like, threw her into the walls. It felt like that. I think I only have five models. And they're like, you're ready? I was like, no, girl, I'm not ready.

[Unknown Host]

And that's it.

[Mila Sombrano]

They wanted me to do it. Probably like, and how many? 10, 15 minutes. No, I didn't get to the point.

[Unknown Host]

Oh, you could.

[Mila Sombrano]

Because I was like, this is horrible service. I know that I'm not gonna deliver. They're like, well, we'll give you more time. We'll give you five more minutes. And I was like, no. And then I realized that when we were getting the next. Even if there were models, they were just not clothes, painting and other things were this close that I was like, this is not okay. So I just quit.

[Unknown Host]

So then after that, you went and.

[Mila Sombrano]

Rented a room, and then this girl was like, just come, come, come, come. And I was like, okay. Then I decided to get a puppy. First doctors noticed. They're like, you just get a puppy. It's going to help with your anxiety. So I convinced my husband, and that's how I got my firstborn. So I took probably five months so I can train him before I went solo. And then I found this place. And I was like, I'm just going to do it. And I was only there on that place, I think, for four months before my. My business grew.

[Unknown Host]

How did you make it grow? Like, what's the secret? Because, y' all, she's big, okay. In this industry. I was looking at her. You know what it is, though? You know what attracted me to you? Your reels.

[Mila Sombrano]

You're so, like.

[Unknown Host]

I don't know, like, you're. The way you are with your audience and the way. I don't know, you just so. I don't know. I loved your page.

[Mila Sombrano]

Thank you. I just feel like I have a little connected.

[Unknown Host]

Yeah.

[Mila Sombrano]

I feel like I just post whenever I'm very, like, motivated and I have something to say. Even though some people are going to tell you, you just have to have consistency, I feel like you just have to be authentic and just post what you truly believe, because people can call bullshit when they see stuff. So I. So I did that, and then I moved to. Because I was in Cyprus. And then I moved to Long beach. And when I moved to Long Beach, I. I just went on a. When that was. I think I went on business on June. And then Julio Costa, September Octurre. Yeah. And then, like, around that time in November, I moved. And then I started in this new place, which is the same place that I have been, but I just moved to a bigger room. Now it's the same building, but now I moved to, like, I was there for, like, a year. And the moment that I moved, Covet hit.

[Unknown Host]

Oh, my gosh. So it was coveted. It just because for me, I always say it was. It was a good thing for me.

[Mila Sombrano]

It was a blessing. But I felt so guilty saying it was like, a blessing. So I didn't say anything for years because I just felt a lot of people were just.

[Unknown Host]

Yeah.

[Mila Sombrano]

Closing their businesses and everything. But before I. My page was not. It was growing. I was getting a lot of referrals. I was blessed to have clients that were not afraid to share me, and they were giving me referrals. So I really don't know at the beginning how I grew. I just knew that for me, I didn't want them to feel transactional. So I really cared. And what I did at the beginning was like, I was making notes of, like, she talked about this. She said this. So when they will come in, I will also be like, hey, Gabby, so how is your grandma? And, like. But a lot of Hispanics book me, because since the beginning, I've always put, I'm Ecuadorian. In my Ecuadorian flag.

[Unknown Host]

Yeah.

[Mila Sombrano]

In my booking site.

[Unknown Host]

Yeah. And see, a lot of people, I have, like, a lot of Mexican clients, and they only speak Spanish, and they love that I'm so, like, you know, I only talk to them in Spanish, and they feel comfortable with me.

[Mila Sombrano]

Correct.

[Unknown Host]

And then they send me their friends, and then they send me their. Or someone in their family, but they.

[Mila Sombrano]

Send you their mom that only speaks Spanish. And for me, that's such a blessing. Like, that is such a blessing because you're trusting me with your mom. Like, for me, it's like the biggest compliment. So I did that, and then I moved to that second place, and I. I was solo for that long, you know, But I was like, you know, when Covid hit. If you look at my page from the beginning, you only see. I think what helped me at the beginning was that I put a lot of educational content and a lot of new estheticians are like, I just don't want to sound stupid. I don't want bigger estheticians to tell me that that's not correct. And I just want to say, if a bigger esthetician tells you something or calls you out, that says more about them than you, because you can literally address it privately and not bash someone in the content because it's already so vulnerable. Putting content.

[Unknown Host]

Yeah.

[Mila Sombrano]

And when someone just makes a comment, be like, that's not correct. A chemical sunscreen, blah, blah, blah. And I'm like, shut up. Like, don't be crazy. Who cares? Sell sunscreen somewhere else. You know, people are just wild. But that, for me, I just kind of like, I'm just going to do it. And at the beginning, people were like. People from Ecuador were like, probably thinking, oh, she's an influencer that does facials or whatever. And now those people actually text me and they're like, oh, my God, I have this. I went to Germ and they burned my skin. What should I do? And I was like, oh, now you want. Now you want to thank.

[Unknown Host]

Yeah.

[Mila Sombrano]

So it's really.

[Unknown Host]

Yeah, Yeah. I feel like that whole. Whole thing of, like, educational post, too, we were talking about earlier. Like, you don't want to just attract esticians, though.

[Mila Sombrano]

No.

[Unknown Host]

You know, and I feel like for a minute I was doing the same thing. I was putting educational posts, like, what not to do. What. Here's some tips and tricks. And for me, that's not who I want to attract in this page. My podcast. Absolutely.

[Mila Sombrano]

Yeah.

[Unknown Host]

But this is why I have two. This is why I have this page. This is why I Have my business page, but I have gotten in the habit of not doing that. Like educational posts on my other page and posting more about my personal life.

[Mila Sombrano]

Yeah.

[Unknown Host]

And can you believe how many people I've gotten And they like more clients than ever because I'm posting. They can relate to me.

[Mila Sombrano]

Oh, I love when people post personal stuff. I'm so nosy. I want to know what they're buying. I want to know what do you do when you wake up? Do you go pee first? Do you go and get coffee?

[Unknown Host]

Do you go on your phone?

[Mila Sombrano]

Like I would know.

[Unknown Host]

Yeah.

[Mila Sombrano]

You know, I just feel like it makes that person more human. I was talking to a nail tech and she's like, you look like you have everything put together. And I was like, no, I don't, why would I? And she's like, oh my God. That makes you not be on a pedestal. I think that's what she put it. I didn't took that in a bad way. I was like, for sure. Because people are just people. Why would you put someone on a pedestal? You know what I mean? Like when I started in this industry, I really didn't have a mentor. It was very hush hush. People didn't want to share anything. One of the first person that was very kind to me was Winnie. Do you know her?

[Unknown Host]

Winnie.

[Mila Sombrano]

She does websites now but she's also an esthetician. I think she has changed her Winnie shout out to Winnie. I don't know if you have changed your Instagram, but she was very kind. I took her for lunch. You know, it's just the pension and then other people were very clicky. So I never had a mentor. And it's very hard to have a mentor here in this industry either. People want money from you. But I also understand because you know, it's, it's, it's hard. But at the same time you can always be kind, you know. Yeah, I can always share things. But like, am I going to share my secret?

[Unknown Host]

I.

[Mila Sombrano]

But like, you know what I mean? Like my essence. Yeah, that's only mine.

[Unknown Host]

Am I gonna gatekeep it?

[Mila Sombrano]

That's only mine.

[Unknown Host]

Yeah.

[Mila Sombrano]

You know what I mean? So if people come to me, they come to me also for my personality. But what also helped me during COVID to backtrack a little bit is I was forced to be the face of my brand. Which I didn't want to be. No, I didn't.

[Unknown Host]

And that's crazy because a lot of people want to be. They want to be.

[Mila Sombrano]

They could care less, you know, it will be less Work for me if I can make it faceless. But I was able to connect and I was able to reinvent myself and I was able to do virtual consultations and I could only wash so many times my face and people wanted to see how I wash my face. Did I have the prettiest bathroom? No. But I still showed up and I showed all these things and at the moment I was doing skinscript, so it saved my life because I could, I was able to do like drop ships and do all these things and like make it affordable for people and it was crazy. And my husband really realized that I was helping people because when I will clear them, they will literally cried during like a video calls. And like also everybody had a lot of time to be off and, and actually be online. So they were like having lives all the time, you know? Yeah. And I was just having life, talking to myself and people were actually, I think like back then I had a tighter community of clientele than what I have now. It's not that they're not tight, it just feels like now it's more broad. So back then it was like people were able to like comment a little bit more or do those things. Now everybody just likes. It's such a busy type of like, I just feel like the span of everyone is just two seconds, so.

[Unknown Host]

And social media now is just so different.

[Mila Sombrano]

Like, so different. I was such a 90s kid and we didn't know how good we had it until.

[Unknown Host]

Oh, I know.

[Mila Sombrano]

You know what I mean? Like, imagine our teenage years being out and about. I will be canceled. I was a wild child. Me too. Now I'm so boring and I love it.

[Unknown Host]

So sometimes I've gotten canceled on this podcast on my Tick Tock and.

[Mila Sombrano]

You have?

[Unknown Host]

Yeah. I mean, it's because I. I have said anything. My guest said some stuff and you know, I've. I like agreed to it, you know, because it was true what they said. But it's not nice. People are really mean.

[Mila Sombrano]

And it also depends on, you know, how, like on TikTok the audience is different. And then on Instagram and then on YouTube, everybody's different. I mean, everybody's going to either hate you because they want to do what you're doing, they just don't know how or. But something that people don't have is common sense. Not every single thought that crosses your mind has to be delivered, so it really doesn't. But people just want to talk.

[Unknown Host]

Yeah. How much did you charge for your facials in the beginning to now?

[Mila Sombrano]

No.

[Unknown Host]

No. Yes. Yes.

[Mila Sombrano]

Oh my God.

[Unknown Host]

Let's talk about it.

[Mila Sombrano]

And let's talk about the fact that because I didn't start with any type of clientele and I had to build from zero. Yeah, we're talking about zero. Nadia Nadie.

[Unknown Host]

So, so you wait on Instagram though, you were posting. That's when.

[Mila Sombrano]

That's crazy. And then I started getting clients. Right. But then I'll start doing all these like Facebook. Facebook humbles you because Facebook will remind you about your mistakes or like all your past things and all the crazy status that you put and stuff. And I will constantly do like sixty dollar facials. Like I will start with like ninety and then I'll do a special or like buy one, get one free. Why?

[Unknown Host]

Because you're trying to attract them, you're.

[Mila Sombrano]

Trying to bring them. But I was not booking though. And when I didn't book like when I was posting those things, people start asking why is she so cheap?

[Unknown Host]

Like what is she using that she's correct.

[Mila Sombrano]

So like cheap. So instead. So I stopped doing that and I started doing. I remember when I started charging 125 for a 90 minute and it was called the extract me facial. I was like, I thought that I made it. I was like, oh my God. But then I realized that I was charging too little because it was full on extractions and it was people that had like non inflamed acne and my back, my fingers, like I was done because I for some reason will book them back to back to back to back. Because if someone wants to book you $125 back at the time when you were like making $23 per hour, you're gonna say yes. And then you can cry later, you know, about your pain.

[Unknown Host]

Yeah.

[Mila Sombrano]

And then if I posted more like educational content once I was able to kind of like record and like post time elapsed. Yep, I got booked like this. But that was back in the day when nobody was doing that. And I got booked like that. And then I, it just, it just took me to another level where I was like, okay, I need to record this. I guess. So annoying, but it's the only way. Yeah, but if you think about it too, like marketing says, which I went to school for, a person has to listen to something for seven, at least seven times before they start thinking about the possibility or investing or buying it.

[Unknown Host]

Let's short clip that.

[Mila Sombrano]

It's insane.

[Unknown Host]

That's a good.

[Mila Sombrano]

It's insane. And I didn't know that. So it's not like you know how you go into the cashier. And then you have like a Chiclete, you know, the Bonbon Boon, or like all these little things. Yeah. It's because those are impulsive buys. Right. So, like, when I check someone out, I have my lipsticks, my, like, my blushes, my little things. And those are things that people can just add or like to travel mini sizes or little things like that. But when it's like an investment, even for yourself, if you want to buy like an hourglass, which is a little bit higher in price, you're going to see probably seven reviews before you buy it. Oh, unless you're like me, that sometimes you're just an impulsive buyer. But because you already have built trust.

[Unknown Host]

In that brand and you already kind of know a little knowledge about it too.

[Mila Sombrano]

Correct. About that product. You already had really good past experience with that brand that you're like, okay, they're not gonna fail me. You know, and that's how it is. You want to see your research. So that translate into. There's. Yeah. You offer, I don't know, a Hydrafacial. You can talk about so many things out of the one video that you did and break it down in different things. You can talk about the steps. You can also talk about the boosters. You can talk about the difference in the tips. Like that already there gives you three videos. But a lot of people, they just don't even. They're. They're like, how can we get new clients? Okay, but what have you done to take care of the clients that you already have that will probably bring you the new clients? Yep. So something new that I did that people are going to say, that's a lot. But I give. For every new client that that client brings me, I'm going to give them $50. And that I think is cheap. I should give them a little bit more.

[Unknown Host]

So if, let's say I'm a new client and then I go to you, and then I bring someone else to you, you're gonna give me $50 for referring them.

[Mila Sombrano]

Yeah. After that client comes.

[Unknown Host]

That is really good idea.

[Mila Sombrano]

$10. Nobody cares for $10.

[Unknown Host]

Oh, my.

[Mila Sombrano]

Then I was doing $20. Nobody cares about $20. Then I was like, I can give you a cleanser. Sometimes the cleanser lasts you longer. But $50 and giving them the option to do it towards a facial or towards a product. People have refer us so many people.

[Unknown Host]

That is a great idea.

[Mila Sombrano]

And a lot of people say, oh, my God. But like, 50. That's a lot. I'm a small business. Well, $50 is an investment. I either tell my clients, come and get a dermaplane. How much does it really cost you for the dermaplane? You're also charging for your expertise. You know, so I dermaplane like this. I also tell them I'll give you a free LED session. I'll give you a free lymphatic. Like those are also things that you can add. Tell them, tell them if you don't want to give them the 50, you can pretty much prefix it for them. But the $50, maybe they want to try. Like one of my most expensive products is 235. And I know that a lot of people can afford it, but once they try it, if they use that $50, once they try it, they will fall in love. Because I know that they will fall in love because you will educate them about it and they will always buy it.

[Unknown Host]

That is a great idea.

[Mila Sombrano]

So that investment. And also when they refer you people, they refer you people exactly like them. Their friends are going to be very similar. So if you already vibe with them, that's the vibe that you're going to attract. So that for me has been game changer this year especially to fill my girls books because we have two more institutions at skin bar.

[Unknown Host]

So how do you feel there? Like it is stressful for you? Do you post your schedule? Like, how do you. How did you come to the realization of like, okay, I don't want to do. I can't do all these facials by myself. I need to hire somebody. When did you know you got to that point?

[Mila Sombrano]

So when I was, when I moved From Cypress to 2nd Street, Long Beach, I had to make. I then made the decision of first bumping my prices because I literally will get home.

[Unknown Host]

Yeah.

[Mila Sombrano]

And I wouldn't be able to do laundry because everything will hurt. And I would literally cry.

[Unknown Host]

How many clients are we talking about?

[Mila Sombrano]

Like I will used to take when I was solo, 60 to 70 clients per month for me on 90 Minute. All of them.

[Unknown Host]

That's insane.

[Mila Sombrano]

That was insane.

[Unknown Host]

The lymphatic drainage, the massages, the facials extractions, champagne problems.

[Mila Sombrano]

Right. Because you're like crying in many. Because, you know, I was a little teary with, with the hundred, but I was done.

[Unknown Host]

Yeah.

[Mila Sombrano]

And it was also making my marriage like to the point that he was like, okay, but you were not. He was trying to push me to move forward with hiring. And I was like, I just for me, I wanted to hire and make sure that I had all protocols in place. And. But that's just not the case for everyone. When you need the hell, you just need the help. So my first. Hi. So what I did first was like, I'm not gonna hire first. I'm gonna bump my prices and then I'm gonna bump them again. And they people were not leaving. So that made me realize that I was undercharging and that I was. They value me. But some, maybe two, three of them kind of like left. But also they left because I went from Cyprus to Long beach and they didn't want to have like another 10 minute drive. And that I did first. And then after that I decided to hire one of my girls that graduated with me and that helped me because I was like, I need a break. I need to go on vacation. I need to see the world. I just need to go back home. I just need to do stuff. So it was nice to have her.

[Unknown Host]

Help you and. Yeah, yeah.

[Mila Sombrano]

Did she bring the clientele? That's very different. So you have to kind of see. Do you want them to bring the clientele, which of course we all want, or do you want also for them to see the clients and for you to have a little bit more of a freedom and quality of life? So when I raised my prices, I was making this way more. Right. But when I also hire someone, I was working less and making the same. So it was heaven for me because I didn't have to compromise. And I went to like only working three days. I was like, you can take the rest. I. I was burned out. So I was like, you can take the rest. But it's. I don't know if it happened to you when you had your employees for me was a little bit higher, hard to. People wanted me.

[Unknown Host]

That's my issue. That's exactly what it was.

[Mila Sombrano]

People wanted me. So I make the girls a little bit more affordable, just a tad bit. So they can go to them.

[Unknown Host]

Yeah.

[Mila Sombrano]

And I do take pride in training them slowly. So I'm a psycho. And I just train them one facial at a time. Once you graduated from this facial, then we move forward and then we'll open your books on that and then like that.

[Unknown Host]

Yeah. No, mine. That's exactly what my issues. They're like. They're not deity. It's not your hands. We love the way you do this. We love the way you, you when you do this and this and this. And then it's. When I did have someone do the facials, right. They weren't saying, I'm not. My results are not there. Like when I go to you, my skin Clears up like this. And when I'm with them, it's like, no, it's not the same.

[Mila Sombrano]

Did you. We were talking about this before we filmed. But I do. I don't call them inspections. I just call them, like, quality control in a nice way. Because my girls are. I always tell my clients. And it's also kind of like how we rewire their brain.

[Unknown Host]

Yeah.

[Mila Sombrano]

To like, I'm not abandoning you. You always have access to me. It's just that also, if finances are an issue, if you want to come for the weekend. Because I don't work weekends anymore. That was my main goal. That was my main goal because I didn't see my husband because he works. He works too. So I'm like, girl.

[Unknown Host]

And he has a weekend.

[Mila Sombrano]

What is this marriage? And for me, it's like, quality. So I was like, what? What does it matter if we have that money if we're not able to, like, enjoy it together?

[Unknown Host]

Yeah.

[Mila Sombrano]

So for me, I was like, no. And it's just made everything so easy. When I schedule them to do, like, give me a facial. Let me see how your pressure when you do dermaplaning works. Okay. So how do you do this? Okay. And like, it's just quality control because they know the protocols. But it's kind of like. I also like our facials to. There's 1, 2, 3. But not everything is 1, 2, 3. So we always have, like, that kind of nice way that we can just customize every single thing. And I do that very often with the girls, and they never disappoint. And they also give themselves facials and feedback and stuff like that.

[Unknown Host]

So what are. When do you work? What are your hours?

[Mila Sombrano]

What are your days? Now I pick up a little bit more hours. So I do Monday, Tuesdays, Wednesdays and Fridays.

[Unknown Host]

Mondays, Tuesday, Wednesdays and Fridays.

[Mila Sombrano]

So my Thursday is admin day. With them. With them. But like, Kinsey works and takes clients on Thursdays, so we always try to find trainings. Thursdays are like, whenever we have our trainings or like our touch base with our reps. And then they work weekends. And I have half day on Friday.

[Unknown Host]

And how many clients do we take when we are working Mondays, Tuesdays I.

[Mila Sombrano]

Can take, for example. It just depends really, the flow. I try to only take four max, because my. Mine are longer. Three is a happy medium. But last Wednesday or Tuesday, I took seven. And I always say I'm going to fire myself. But my client couldn't come, and I had a training for HydraFacial Thursday and Friday And I was like, did you.

[Unknown Host]

Just get HydraFacial in?

[Mila Sombrano]

We bought another. We already had one.

[Unknown Host]

How do you like.

[Mila Sombrano]

I want to get them.

[Unknown Host]

I want to get on it. The rep keeps calling me, but I've heard mixed reviews now.

[Mila Sombrano]

Do you want. Do you want to come? Yeah, come to my studio and I'll try it.

[Unknown Host]

Because I'm literally going to Vegas for that.

[Mila Sombrano]

Okay, come to the studio. I'll. I'll try it. I will also send you a link to get up because I know people there. I know people there. I have tried all the machines and there's a place for everything. But in my opinion, if you can afford it, those are the good ones. If you can buy one, I will say Allegro. It's my favorite.

[Unknown Host]

Yeah. We'll talk about pricing later. Because if you know, you know, it's.

[Mila Sombrano]

Like buying a car. No, literally, you just have to be okay with the overhead of probably spending $2,000 for payments each month.

[Unknown Host]

Yeah.

[Mila Sombrano]

My second one I bought at Use. You could do that once you buy the first one. If not, you have to find a licensing fee. I know. That's how they get you. How they get you. Yeah. So I got it for my esthetician. I was like, let's just buy it. And that is great because you can do events, like, you can bring it for, like, where you are living right now to here.

[Unknown Host]

Yeah.

[Mila Sombrano]

You know what I mean?

[Unknown Host]

Yeah.

[Mila Sombrano]

And why not? I also feel like it's how you price yourself, you know, if you already know. Because they tell you that the cost is X amount. Right. But they're not counting if you're giving. Because the way that we give facials, we're not just helpful in protocol. We are literally putting that extra juice to make it even better. Because they're going to go and get hydrafacials in a med spa. Yeah. What's going to make a difference from us? And we make it prettier. We make it really, like, super hydrating. We have all the boosters. We do another layer of enzyme mask. I have this amazing machine from Cements that I love. If you don't want to invest in the glacial machine that is high up in price, they have cool restore, and that is like a coal hammer. And after doing all of that extractions, it calms the skin, Strong skin. Yeah. The other places don't do that. So I have clients who are like, oh, yeah, I went to a derm. Don't kill me. And they had the Hydrafacial. So I did the deluxe with them, but they didn't do this and this and this. And I don't know what they used in backbar, but my face was not so glowy.

[Unknown Host]

Glowy.

[Mila Sombrano]

She's like, no, I'll pay your prices because we on purpose are higher in price than everybody around us. Yeah, on purpose.

[Unknown Host]

Because we're getting the tricks today.

[Mila Sombrano]

No, I don't know if those are tricks. They're just statements.

[Unknown Host]

I love it. I love it though, because we don't talk about that.

[Mila Sombrano]

Yeah.

[Unknown Host]

About like certain brands or anything. Because people are like, oh, we don't wanna. If they're sponsored by them or like, you know, they'll talk about it. But like how you were going into like, oh, if you don't want to go with this, then you can get this machine because it's more affordable.

[Mila Sombrano]

I love Ambassador. I love them. I think that they have a really price point. And then again, if you're not able to afford a HydraFacial.

[Unknown Host]

Yeah.

[Mila Sombrano]

The best investments that you have are your hands. So work on that first. Work on making sure that you have a really good back bar. We charge the way that we charge because our back bar is legit. And I'm not saying that because you have a more affordable pro brand that yours not legit because our back bar goes from skinscript to Jan Marini to DMK to like really, really, like it's clinical, like we have it all. It's just a specific things of what I like. Every single brand that I carry a skin bar doesn't have the entire line. We cherry pick because your favorites what works for what. Yeah. And it can be a pain in the butt to when you have to place orders. Because when you place orders for these companies, they have a minimum skus or they have a minimum account for you to like, you know, you got to meet their quota or whatever. That's your thing. But we just carry what we love. Because if you don't love it, you can't sell it.

[Unknown Host]

Yeah, that's so true.

[Mila Sombrano]

And the way that you can sell your products is actually having the back bar that you sell literally for your clients to like, smell it, taste it. Not taste it, but like, you know, feel it. And that's an easy way to sell because a lot of people wait to sell.

[Unknown Host]

Yeah.

[Mila Sombrano]

In the bed. Sorry. At checkout, we sell just by the sense and everything.

[Unknown Host]

I want to know how much your facial is. Let's say I'm getting a full customized facial. Whatever you think I need. I'm like, here you go. I'm giving you gain of whatever you need to do on me.

[Mila Sombrano]

So let's start by saying that every single facial that you get at skimmer is very customizable depending on your budget and what you need for your skin. No matter what you book, that is exactly what we will give you. Now, if you're able to come in for the first time, I always recommend either do the deluxe or the platinum because it gives you deluxe. It's going to be 60 minutes and platinum is going to be 90 minutes of bliss. So if you're able to do the platinum, that one I charge 330 and I choose what I want to do on you. But it will mainly be like it will have, I call it all the toys. It has all the toys. It literally has lymphatic, it has a form of exfoliation and we have a glow to facial. We have, you know, we also have a form of exfoliation. It could be the hydrafacial machine. We can throw in a peel at the end but it has like a full on massage so it gives us weight. And then obviously we finish with like a jelly mask and like a full facial massage. That is the only one that has that because we want people to upgrade because it has that perk. So if you ever go into my page and you see someone that looks lifted sculpt, it's that one.

[Unknown Host]

It's that one.

[Mila Sombrano]

And then another favorite of mine, if people are able to afford it, is the DMK muscle banding. Have you done dmk?

[Unknown Host]

I love.

[Mila Sombrano]

Okay. I'm obsessed with dmk. So we have enzyme one, right? That you need to do before you graduate to enzyme muscle banding, which is enzyme 1, 2 and 3. But that one is lifting and tightening.

[Unknown Host]

And that one seen it.

[Mila Sombrano]

And that one, I charge 450 for it. We do have quite an amount of clients who get that and the results are insane because with DMK you can actually customize every single thing that you do for exfoliation prior to applying the mask. So we can do so many things. We can target pigment glycation, like all the things. I cannot rave enough about them. And they're local. We like to support local. But I like that's kind of like we. My pricing is way higher than what I have my girls because I do that on purpose. I want to build their books. But also that doesn't mean that because they are more affordable, that they are not quality because I do the quality control. Like I told you, I literally go in and I'm like, we need to do a Facial, and I'm the model, and then I give them feedback. And it's kind of like to always retouch. Something about Skin Bar is that we always are doing trainings.

[Unknown Host]

Now, I have a question, because we talked about how you were. You were saying they may think I'm a little micromanaging them, Right. Do you make them sign something where it's like, because you're building their clientele, Right. Do you have them sign something like, this is our clients and our clients.

[Mila Sombrano]

Here only, or that's illegal, or I don't care what everybody says. Yeah.

[Unknown Host]

They're verging out. And because I've heard that. I've never done that. Yeah. But I'm like. I've heard where people are like. And I know this brand. I mean, that brand, a place where they specifically make you sign something. Or like, these are our clients only.

[Mila Sombrano]

You cannot take them European West Center. That's that. But the law in California doesn't sustain that in court. But now, here's the thing. As a business owner, you don't owe anyone, Right? And if my girls decide to leave tomorrow, of course it's gonna break my heart.

[Unknown Host]

Yeah.

[Mila Sombrano]

But I also. When I hire them, a lot of my clients went to them. And I'm okay with that because they had two options in this economy. Either don't come and get facials at all or go to them. So I wanted them for them. And at the beginning, you know, with clients that are so attached to you and you have built such a bond, five years, six years together, they don't want to do anyone else. So I. I made really detailed notes. She doesn't like what the lights were on. She likes this, she likes that. She doesn't like any wording on their music. She likes this. So they just follow that. And it just. You don't have to start over. You know when you gotta go to a OB GYN and you're like, let me tell you all this. I'm not crazy, but when I do this, everything hurts. When you don't have to explain yourself and start all over, Everything is taken care of.

[Unknown Host]

Yeah.

[Mila Sombrano]

So that maybe has been a key factor for my clients to trust me to the point that they're like, go on your vacation. I'll go to Kinsey. Go to your vacation, I'll go to Riley. And I love that. Now, of course, I want the girls to stay with me forever, but if they can stay, I'll support them in everywhere that I can. It will be shady if, you know, things happen where the entire clientele goes with them. But at the same time, who am I to tell? Not shady. Shady is not like the real world, but it will be devastating. But at the same time, it's kind of like how you handle yourself. Right. In this industry, this industry so small.

[Unknown Host]

Who am I to tell her that.

[Mila Sombrano]

She can't go to her, tell her that she can't grow?

[Unknown Host]

Yeah.

[Mila Sombrano]

Right. But at the same time, if she wants to say something, any of them, they can tell me and I'll help them grow. But at the same time, it's kind of like they can make at Skimboard the amount of clients and money that they want. It's the amount of effort that you put in. It's what you get out. Right. If you're constantly posting on social media or doing this, a lot of the people that are new that call me to book, I always send them to the girls first. I don't even mention my. My books because I want them full. And a lot of people that own a business are going to be like, what they can tell. Take your clientele. They're looking for a skin bar in general. In general.

[Unknown Host]

Yeah. We get calls all the time, like, hey, is this person booked for this? And this person's booked for that? And it's like, I don't. I have someone that works under me now. I finally just hired someone because I needed help on the days that I was off because I just had a baby.

[Mila Sombrano]

Yeah.

[Unknown Host]

And I've known her for so many years. I know her work ethic. I know how she's. How good she is. And now that I'm able to get her booked, it feels like. And my clients do trust her because they're like, you. She's working at your. Your salon. I know that you trained her.

[Mila Sombrano]

And I'm like, yeah, and that's exactly what I meant. The word that I wanted to use was not shady. The word is like, I just feel like I took my time to find people that I trust and I haven't had an issue. Yeah. We can have disagreements here and there, but I have such an open communication that even if people don't like confrontations or just my husband, even if people don't like confrontations or having a serious conversation, that is not a confrontation, people can be very like, you know, But I tell them, listen, I want you to be happy, but if you don't tell me what is happening, what do you need for me? Do you need more trainings? Do you need me to, like, are you not happy with the Menu. What's something that you love enjoying and that you don't? I have that conversation even though it is my business. And we're gonna keep this menu. It's like, what do I need you to train you more so you can be happy with the service that you're delivering?

[Unknown Host]

Yes.

[Mila Sombrano]

My girls are. They have common sense, love that you can't find that here. And they also have the mindset of, like, not having everything transactional. Say they really, you know. So my best advice is like, higher, slow fire, fast. That's the best way. Yeah. Hire slow fire, fast. That's the best way that you can do. Manage your business because. And also your employees, they can be sweet, kind. They're not your friends. Business is business. And you can treat them with respect, pay them well, don't pay them like crap, and also protect your business. And that's. I'm constantly checking in on their clients that. I think that's the key is everything good? Are you happy? How's your routine? Send me pictures. I'm always texting them just to see. And nobody has complained, because my girls are simply the best.

[Unknown Host]

Yeah.

[Mila Sombrano]

And then, you know, of course I want them to stay, but if they don't stay, it's part of owning a business. Of course I want them to stay. Like, Kinsey's gonna turn two, and then Riley's gonna turn one with me. I never thought that I was gonna have a team of two, which, like, we talked about it could be a lot. And demanding. Two different personalities. Girls. We're all demanding, and we all have. It's a lot of mentorship that happens. And that is the part that is. I don't want to use the word draining, but demanding the most, because as a business owner, you also are taking care of your clients, your life. You have a kid. I don't have a kid.

[Unknown Host]

But you have two kids.

[Mila Sombrano]

Yeah, See, you have two kids, but I have two dogs and my husband. And that also demands, like, having. Trying to have the quality of life. Yeah. I do all my social media. I post everything. I make sure that I come up with promotions. It's like. It's a lot.

[Unknown Host]

And see, and this is the thing. One of the things that I got canceled for, they were like, oh, my God. But there's people with, like, jobs out there. They do so much more labor than. We're just estheticians. And this isn't that. They were saying that. And I'm like, yes. But a lot of times when people have, like, these nine to five jobs, it's kind of like they can clock.

[Mila Sombrano]

Out, don't think about the rest, and.

[Unknown Host]

They don't think about it.

[Mila Sombrano]

I also don't care what people have to say if my job is less labor or not, because at the end of the day, everybody can have their opinions. It's literally like, I hate when it's a lot of toxic positivity as well, where people are like, oh, my God, you have anxiety, but you're not dying. You just need to breathe. It was like, my perspective and my reality, and whatever I'm going through, the moment is not taken away from whoever else has it worse, because everybody's built differently to sustain so many issues all at once. So your bottle can look completely different. Like, a lot of estheticians will take, like, 17 clients a day. That could be me. I don't want to make that much money because I want to have a life, and I want to be happy. I get very overstimulated. We were talking about this, me not going to Vegas this year because I have tunnel vision where if I put my full focus, I will get things done and I will meet all the goals. And that's how I started this year. And then I was feeling burned out, and then I was like, nope, I'm gonna go to Miami. I'm not gonna go to Vegas. I'm gonna spend time with friends, because that recharges me. For me to be a better esthetician, to serve my clients that pay me. That's all that matters. Fresh.

[Unknown Host]

I'm refreshed. I have a clear mind when I come home. Yeah, when we go to Vegas, we're like, oh, yeah, we're overstimulated because of all these brands, and then we have to go to all these, like, events out there, and then it's just like, you're around so many other people in the industry, and it's like, I can understand that now.

[Mila Sombrano]

I am so happy with all the brands that I carry, all the services that I have, all the training that I have done. There's always trainings that you can do, but I'd rather pay a little bit more and have that private training that's just me can sound a little bit entitled. It's just how what works best for my anxiety, because when I go to those events that are very demanding, and you have to put out a. You have to be yourself, but you have to be peppy. You have to put up a show, and it's very draining. When I've been to those events, I get sick the next time. But If I get sick, I don't get paid and I can't see my clients. So I have to be in top shape for my paying clients. That's. That's the main focus. To make sure that I am the best version of my. For my clients. That's why I only take four, because if I take five, seven, or six, I am a water version of myself. And I don't think it's an. It's okay for me to charge what I'm charging and you getting half a brain cell. You know what I mean? On that day that I had seven, it was a bunch of peels. So peels are like, na, na, na, na na. And then you're like, laughing. But it's not like. I know a lot of people will understand what I'm saying. Like, when you're massaging, it's like a lot of energy exchange.

[Unknown Host]

I'm so glad you talk about that.

[Mila Sombrano]

And it's very draining, right? Yes. And the focus, when someone comes to see me, it's not on me, it's on them. So I do. I'm those people that, like, I do absorb that energy. So when I get home, I need to shower, be like, I'm washing this day off. I made someone better today.

[Unknown Host]

Yes.

[Mila Sombrano]

But, like, it can take a toll on me. Yeah, that's me.

[Unknown Host]

I literally. I tell that to my man all the time. Like, he's like, why are you such in a bad mood? Or why so like this? I'm like, I had a long day because I'm dealing with multiple personalities. Right. One, they're telling me, like, if someone, like, how my client. I told you about this whole thing that's going on right now. You know, times are tough right now. Especially horrible with everything that's going on and how her mom. They took her mom. And that right there. Couldn't even see my next four clients after that because it was just like, I will cry.

[Mila Sombrano]

And you. You cry with them. You know what I mean?

[Unknown Host]

And all you could do is just. She came in here, she's like, I just need my. Like, I just.

[Mila Sombrano]

Yeah.

[Unknown Host]

To like, be here and, like, take my mind off of it.

[Mila Sombrano]

Yeah.

[Unknown Host]

But imagine me, I'm over here. I mean, I'm being selfish. Yeah. But I was just like. I don't even know what to tell you at this point. Like, I'm just crying. You know what I mean?

[Mila Sombrano]

But. And I took it home. Yeah.

[Unknown Host]

But, yeah, I carried it.

[Mila Sombrano]

You carry it. Like, when I go home, it can sound dramatic, but when I go home, I'M like, oh, my God, Tony. And her dog. And her dog. It's her whole heart. And then I was like, oh, my God. And then I text her and I was like, do you need me to, like, cancel your appointment? No, I wanna. I need the self care. So we sent her flowers and we gave her an extra birth.

[Unknown Host]

Yeah.

[Mila Sombrano]

Because I'm like, she could have. She had the vet bills going up and up and up, and she couldn't be like, hey, girl, you know what? Right now I can't. And I was like, we'll take care of you because you're taking care. Taking care of us and you're going through a tough time and you. Yet you decide that this is self care. Yeah, we don't take that for granted.

[Unknown Host]

Yeah.

[Mila Sombrano]

You know, so.

[Unknown Host]

And that's.

[Mila Sombrano]

We try. Yeah, we try to go above and beyond and.

[Unknown Host]

Absolutely.

[Mila Sombrano]

Because people will remember how you treat them. Yes. And then with my clients, I tell them, this is your time. If you want to talk about things you can't. If you want to snore, please do. And a lot of clients, it's something about the bed. They cry, they tell me stuff, and, you know, I'm just receptive to hear it. But I also go home and I start thinking about them, oh, my God, how are they doing?

[Unknown Host]

And I text them too, you know, So I have a lot of clients that I'm so close to now, and I just. If they go through something, I'm just like, I'm thinking of you. Hope you have a nice day and I hope you're okay. You know what I mean? But that's what they keep coming because they're like, wow, like, she actually does care. And they. I've had clients that have been with me since day one, since working from Home Fair. You know what I mean? And they do not go anywhere. And they've come to me every single month for the past six years. And it's insane.

[Mila Sombrano]

I love that.

[Unknown Host]

I've gotten clients that I got invited to their wedding. I've gotten clients like, we become friends, but they still treat me when they're here. I'm their esthetician and they pay me what they never ask me.

[Mila Sombrano]

Hey, there's a fine line. They can be a fine line. Yeah.

[Unknown Host]

They respect and I love. And I'm like, I need those clients.

[Mila Sombrano]

Yeah. I also feel like a lot of people tell me, like, how can you. How come? Because I charge a deposit. I don't know if you do. I charge a deposit. I have to. And people forget that you need to educate your clients when it comes to your business boundaries. You just have to. And you just have to be consistent. Because when you stop, then it becomes messy. And there's a fine line when you hang out with your clients and all those things. It can be messy, but I have, thank God, manage it to a point where I tell the girls, you guys need to charge. I feel horrible. Charging, but this is a business.

[Unknown Host]

Yeah.

[Mila Sombrano]

If we don't work, we don't eat.

[Unknown Host]

Yeah.

[Mila Sombrano]

And then if they get. Which we barely do, but our clients will text us 90%. That's a high number in my books. It will be like, hey, I'm so sorry, Canceling last minute. Please charge me the remainder of the appointment.

[Unknown Host]

And those are your loyal clients, right?

[Mila Sombrano]

Even new clients.

[Unknown Host]

Yeah, I like that too. Because me, for me and my regulars, like, they always respect. They never have an issue. Oh, yeah. Charge me whatever you need. It's the same. Even though we're cool outside, they always.

[Mila Sombrano]

Say, hey, and you know what I do? I throw in a free dermaplaning next night.

[Unknown Host]

Y.

[Mila Sombrano]

It cost me. Everybody's like, oh, my God. But if you charge $50 for dermaplaning, you're losing. I'm having that client for life. Because she could have just said, I already give you the half the deposit. Can you charge? And you do have clients that do that. So it is a fine line. But if you stop putting those boundaries, if they can leave you, they can leave you. Because if they cancel it out of nowhere once and they got mad, that's their behavior.

[Unknown Host]

Yeah.

[Mila Sombrano]

And that's okay. That's just not the clientele for you, you know? So that's the main thing.

[Unknown Host]

Well, we're going to end this on a good note. We always end this podcast on a good note. We always end this podcast with a quote. So you have a quote to give. You can think of anything, anything that your husband has said that stuck with you. Something you got from tv. We've had funny ones. We've had really inspirational ones that I'm like, wow, whatever you think.

[Mila Sombrano]

I don't know. I just feel like few things, probably, if you are just starting in your industry, and then if you feel like you need to have a mentor in order to be successful, that is not the truth. Education will be the backbone of your entire business. So once you pour yourself into education, everything else just flows and everything looks like rainbows and butterflies on social media, and everybody is doing their best as they can, and nothing is rainbows and butterflies. You know, everybody can be having slower months, even your highest pain. Esthetician or whoever posts on social media, you know?

[Unknown Host]

Yeah.

[Mila Sombrano]

That's kind of like what I always say. So don't look down on yourself and say, oh, my God, I only made 8,000 this month or 30,000 this month. Or comparing yourself to others. Back in the day, when you used to work your other job, you used to make less.

[Unknown Host]

That's it right there.

[Mila Sombrano]

So you know what I mean? Now having this job where you can always be flexible with your time, like if you have kids or if you want to take that trip or if you want to drop ship products and instead of shipping, like, all those things have so many perks. Stop looking at what everybody else is doing. And who has more. More is not necessarily better.

[Unknown Host]

Damn, I love that.

[Mila Sombrano]

It's true. Enjoy what you have.

[Unknown Host]

Yeah. And don't compare yourself just because this person's doing good. That does not mean. No, it's all how you said, rainbows and butterflies and not even just that, but I see client esticians say, like, 30 Brazilians in a day, and I'm like, wow, that is.

[Mila Sombrano]

That's not appealing to me. I don't even look at the money. I'm like, no. I see carpet tunnel. I see two more years in the. In the business, and then you are done. Because I had a friend of mine who was in the European wax center, and she had a disc, I think, on her shoulder from having the same movement. Wow.

[Unknown Host]

Well, you guys, this is her first podcast, and she was great. I'm so happy that you came. This is our first podcast.

[Mila Sombrano]

Yeah. With a Latina.

[Unknown Host]

I. I think this was meant to happen.

[Mila Sombrano]

Yeah.

[Unknown Host]

I think after everything's happening right now, we were meant to, like. Yeah, we were meant to do this.

[Mila Sombrano]

I agree. Today I was like, if I'm gonna pop my cherry, this one, it had to be a Latina cherry. Yeah.

[Unknown Host]

Oh, well, thank you so much for coming out. And then tell them again your Instagrams.

[Mila Sombrano]

Yeah, you can find me on Instagram at Skin Bar by Mila and on TikTok Skin by Mila11 and on YouTube. Skin by My Mila.

[Unknown Host]

Perfect.

[Mila Sombrano]

All right. Come and see me in Long Beach.

[Unknown Host]

Go see her. Please use a HydraFacial.

[Mila Sombrano]

Yes. You gotta come.

[Unknown Host]

I'm gonna go. I'll take my mom, too.

[Mila Sombrano]

I'm gonna film your mom. Yeah, I'm gonna do.

[Unknown Host]

I'm gonna do all that because I need.

[Mila Sombrano]

There you go.

[Unknown Host]

Look at this.

[Mila Sombrano]

I'm stressed.

[Unknown Host]

I have a baby. Like, once you have kids, it's another thing, but that's a whole nother story. But thank you so much for joining, and we'll see you guys in the next one.

[Mila Sombrano]

Bye. Bye.