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- [00:00]
A
Foreign. Hi guys. Happy Monday.
- [00:07]
B
I hope you guys are having the
- [00:08]
A
best Monday of your life. Today we are going to just talk about some things that I've learned throughout my career when it comes to owning a business. Skin care, just like everything. Because I spoke at a skin butter conference probably 2ish weeks ago and they asked me like my top three things that like I said, learned, I guess being in this industry. And it really like caught me off guard because I was like, oh my God, like what are the top three things? And so as I started talking about the three things, more things came to me. And yeah, I'm just excited to help you guys and like get into that. So first and foremost, I would say if you're growing a business, the people you have working for you is like the most important thing. You are nothing without your team. Um, you could be the best ever, but if your team is not just as good as you or better than you, you're not going to have a successful business. It will not work. And in the beginning I feel like I wanted to hire people because I was just so busy with clients and I was seeing, you know, at that time, 22 plus clients a day. And so I did not have time to train someone how to run the front desk. And honestly, I didn't really even know how to do a lot of the positions I was hiring for because I was just like texting people, you know, I wasn't answering emails. I still can't format an email.
- [01:35]
B
Absolutely not. I want to keep her as far away from our emails as humanly possible. Sometimes I would like back like a year or two ago, like you would
- [01:46]
A
like be like, hehe, we got that free. Yeah.
- [01:48]
B
Like at like 7pm someone would email and Savannah would, I don't know, be laying in bed and see it come through and just like respond to an email like she's texting me. And I was like, we've gotten away from that.
- [02:03]
A
So yeah, so I just feel like it was, you know, so hard for me to train them. And so I wanted to hire people that I was like, okay, they've worked at a med spa for da da da da wasn't really hiring on personality or character. I was just hiring like, who can get the fucking job done and do it well and need the least amount of training. And what it ended up with is just turnover over and over again. And like also just finding out people were like, not the right fit for my company. And so as I grew, I was like, you know what? I'd rather take A year and a half to be able to train someone really well and, like, give them grace and give them patience and, like, if they're shapeable, multiple. Like, there are some people where you. They. They have to care. And that's the thing is, like, if you fuck up, but, like, I know you care and you're trying your best and, like, you want my succeed. Like, I'm not going to be upset if you make a mistake. Like, you're going to make mistakes, people are going to fuck up. It's the people that, like, don't care or they're making careless mistakes because they don't care. Like, that's where I have a problem. So hiring people for who they are, like, their values, their character, and making sure it aligns with, like, the culture that I want, because also, I've seen a sour apple rotten, my entire team more than once. And having one person on the team that's not a team player or is a toxic person, it will completely destroy your business so fast. Faster than a bad review, faster than anything. And I've seen that happen.
- [03:36]
B
I mean, I feel like any time you or we have hired someone who is the best on paper, it was the worst hire.
- [03:44]
A
They were, like, the worst human being that we could possibly have ever encountered.
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B
Yeah.
- [03:49]
A
And so, you know the people that have zero, zero experience or a ged, like, so many of these jobs, like, it's not rocket science. Like, you can train. Tyler's never done COO and, like, he's grown into that role and learned. Like, you just have to have, like, the will to learn and, like, the integrity. And that's, like, what's so important to me. So, yeah, I would say, like, who you hire is, like, the most important thing. I've gone to places before where, like, their front desk is, like, the fucking worst, or they're rude or they're not kind, but, like, the doctor or whoever it was is, like, amazing. And it's, like, such a turn off because it's like, you're so great, but, like, it makes you almost not want to go or, like, deal with their team because their team sucks so bad. And it doesn't matter how great you are if, like, your team is not emulating that and also enhancing the experience. And, like, the days that I'm not 100%, my team makes sure that everything is 4,000%, you know, and we're just. Someone's hungry.
- [04:44]
B
Oh, no, no, it was a burp.
- [04:49]
A
Oh, okay.
- [04:49]
B
But I suppose you could literally. You. Y' all couldn't hear it but my stomach like bubbled all the way up my throat.
- [04:56]
A
Oh no. So, you know, then there's like that aspect. So I would say like that's like the biggest thing for me. And then next would be just being consistent. I know I talked last episode about like how I like have not been like my best version of myself lately. And in the beginning I'm able to get away with that and like skate by because I laid down the groundwork to where I was so consistent for nine years. And I showed up and I showed out every day and I busted my ass so that now like I don't have like we're still gonna make money if I'm not in clinic and if I'm not seeing clients. Like our E Commerce is doing well, but like none of that would exist if I didn't put in that groundwork and like build that up. And so I think just like literally selling your soul to your business and like just being on the clock 24 7, busting your ass and just putting everything into it to get it off the ground is like so important. Like you can totally get a business off the ground eventually if you have work, life, balance, but you're gonna get there a lot faster and you're gonna have more success if you just lock in and like give your all to that business for a couple years and then you'll be thankful you did because then you can like actually have a life again and it not be like the end of the world if you're not at your clinic. Um, and then number three, I said education, like especially with aesthetics, it's like there's new medicine, there's new technology, there's new products, there's new things every single day. And like a lot of like things are changing and shifting and even like thing, you know, beliefs that we had about hyaluronic acid or certain ingredients, like new information is coming out, the industry is growing, there's more funding for clinical studies now, there's more brands. Like there's just more out there. And so staying small minded and only following, you know, what you learned or what you started with is like not key. Like there's so many things that I've shifted and changed in my philosophy about skin over the years and you just have to adapt and you have to like not be like stuck in your way and like be like I know best, da da da da. Just be open to changing your views, be open to trying new things and be open to like adapting with the industry and also maybe things that you said in the past, like, you might not believe anymore, and, like, that's okay. And people get so scared that they've, like, labeled themselves as a certain type of esthetician. But then it's like, well, I kind of feel like I'm starting to like this more. And it's like, you can't pigeonhole yourself. And, like, it's never too late to, like, change if you want to change or, like, transition into something else or a different belief or a different way that you function when it comes to aesthetics.
- [07:33]
B
Yeah, I'm just learning with them.
- [07:37]
A
Yeah, you do so good. And then. So those are, like, my big three. And then I started thinking about it, and I was like, other things too. I think the most I've ever learned is, like, working on clients. And in the beginning, like, I had very affordable treatments, like $50 facials, and I wasn't making a lot of money, but I was literally learning so much because I got the opportunity to have my hands on so many faces, and, like, it really allowed me to expand my knowledge and, like, learn how to treat so many different types of skin, different skin concerns, different conditions, because, you know, it's easier for people to come see me at that point, you know?
- [08:16]
B
Yeah.
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A
And so I think that was, like, such a big thing is, like, you know, that was worth its weight in gold. Like, I would actually give them $50 to, like, allow me to, like, practice and, like, learn, because I didn't feel comfortable charging more than that because I was so new, and I just needed to, like, really get comfortable.
- [08:35]
B
Yeah. Making yourself accessible to. Yeah, and that's. There's a thing in, like, volume, too. I mean, Savannah was also crazily doing, like, 20 to 30 clients a day back then. She would be starting at 8:39am and going until 7:00pm, 8:00pm at night. And I mean, yeah, you. I mean, put yourself at a point where your services were really accessible, and you also did things that. Which I'm sure you were going to talk about, but, like, where, you know, you would pick people with more severe
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A
cases and do it pro bono and, like, give them all free product and treatments and, like, that one. Like, I think when you just do good things out of the goodness of your heart, like, the universe blesses you back. Like, I had no money. I had no business doing things for free at that time, but I knew that, like, helping someone would make me more confident too, and, like, it was gonna help them. And, like, if I could get good before and afters out of it, like, it was Just kind of like a jerk circle. Like, everyone was being benefited from that situation. And you know that one before and after, like, it brought me in $30,000. And I know that for a fact because I'd asked, like, why did you come see me? Because, like, I followed you for years and I'm like, I didn't stop it there. I was like, no, but like, if you followed me for years, like, there had to have been like one thing that you saw where you're like, it, I'm booking.
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B
Yeah.
- [09:59]
A
And it was always that picture. So like, if people are like, oh, I followed you on Instagram, or like, I saw you on Instagram, like, what post? Like, what did they see? And then like, once you start to know that I was like, okay, so people want before and afters. Like, and like, that sounds like a no brainer. But like, for me as a new esthetician and a new business owner, I just like, I knew they were important, but I didn't realize how much before and afters were going to impact my business and like, really set me apart from other people in my area and just like get my books filled.
- [10:28]
B
And so because it's one thing to share before and afters that the brand provides or the device or whatever, you know, assets you're provided from the brand, but people want to see that the work is being done by your hands and that you are able to accomplish that. So I think that's a big thing. And it's not that, like, you're advertising, like taking on pro bono cases if you have severe acne. But I feel like Savannah would get clients who come in and, you know, she would know how to clear them, be confident in that. But maybe their budget wasn't there and they're like, oh, I can't, I can't do this regimen. Like, I can't afford it. Or like, Savannah wants them to come in every three to four weeks and they're like, oh, I can only swing it every three months. Like, I feel like that's how you found those type of cases where like, yeah, you're not like advertising. I'm doing free services if you're have horrible acne.
- [11:20]
A
Yeah. And like, I knew that I could make a really big difference and like, really help them, which I want to start doing more of that again. Like, once we like, get the spa up and running better and like, things more like structured. Like, I'd love to take on like, you know, once a quarter take on a free case and like, just really help somebody. I miss Doing that. Yeah. So that was a big one for me. And then I would also say really getting comfortable with, like, ingredients and understanding, like, one of the things that I think has really set me apart. And, like, I hate talking about it because I don't want to ever sound, like, egotistical, but, like, it is a fact like, that. Like, you'll see a lot of estheticians post, like, their regimen, and it's like, the exact steps in order of all the, like, seven different brands that we use. I got so good at just, like, regimens. Like, creating regimens. Like, that was, like, a huge thing for me, like, mixing skincare lines. Just so funny, because before I became an esthetician, like, I would be on a website, be like, this looks so great, but I don't know how the fuck I'm gonna use it with this other product that I got. And so, like, I just, like, wouldn't get it. Cause I'm like, I don't know what to do. And so I would always be drawn to kits because they'd tell you I'd have a little card that comes in. It's like, step one, step two, step three, step four. And even though it wasn't what I wanted, I was like, at least I'm not gonna fuck it up. Because I'm such a Virgo, I'm such a perfectionist that I was like, I don't want to do it at all if I'm gonna do it wrong. So I'd rather not get what I want, not get the best thing, but get something that I know I'm gonna do it right. And regimen building, that was something that I feel, like, really set me apart and was, like, one of our claim to fames. And what got us through Covid and, like, funded our business was, like, being able to look at people's skin through the phone and, like, give them a regimen. And it was so effective that I was like, how am I doing this?
- [13:01]
B
Yeah.
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A
Like, at first, I had no idea. I was just shooting in the dark and, like, hoping that it would work. And it just kept working, and it kept working, and it kept working. And I was like, holy fuck.
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B
Like, I know what I'm doing.
- [13:11]
A
I'm really good at this. Like, I just remember being like, fuck, yeah. Like, I would be shocked to be like. And you didn't get any treatments? Like, are you sure you're not on, like, any medications? Like, this was me. And they'd be like, yeah. And I'm like, you're sure you're not with me. You didn't go get a chemical peel. And I mean, that was just, like, so euphoric.
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B
Yeah.
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A
Thinking about those things, it makes me like, you know, I think you just get so used to your job that, like, you lose that sparkle.
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B
Yeah.
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A
And I'm trying to get that sparkle back because, like, that was, like, just such a high. Like, it was just so fulfilling. I mean, it was like I felt like I was on top of the world when I would get that. And then after you get, you know, the thousandth person, you kind of like, I need to bring myself back to that. I think it's just, you know, two. Also when I'm, like, going through, like, some depression and, like, real life, like, it's hard to be happy all the time and, like, ignore.
- [14:05]
B
I also feel like so many, like, back then, and maybe I'm wrong, but, like, I feel like people picked, like, one to three lines or, like, stuff like that that they, like, rode hard for and, like, carried the whole thing. And I feel like you really, like, you didn't care about what other people cared about. I feel like you found new technologies or areas that you had a hole in your business for. And that's the thing is, like, not every skincare brand is going to have the best of everything. Like, everyone has their strengths. And I feel like you were one of the first people to, like, really seek out and, like, learn about, you know, a brand that no one else has heard of is not on the market or whatever, but, like, it was a hole in your business and you wanted to fill that for your clients.
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A
Like, Lipid Serum was one of them.
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B
Yeah. And Hydrenity, too.
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A
The brand that starts with a D and ends with a K. That we don't talk about.
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B
Oh, yeah, yeah.
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A
Who? Who? We don't know. No shade, like, great products.
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B
Some of them. Same thing. Yeah, same thing. All brands.
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A
All brands. Not everyone has everything. That's great.
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B
Yeah. I mean, like, the brands that I would say everything's great for are the brands that have, like, four SKUs plated. Yeah. They excel at exosomes and that's what
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A
they're doing, and that's what they be doing.
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B
But the brands that have a million skus, when I say that everything's great.
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A
No, we're not sure about that, fam.
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B
I love just a few. Just, like, three packages.
- [15:43]
A
I ordered this. Okay. So if you guys have seen, Sabrina Carpenter has this ring. This is a side note because we're having a crisis. Okay. So Sabrina Carpenter has this ring and it says SC on it, and it's, like, so fucking cute. And I was like, I want this ring. And lo and behold, the guy that makes it, like, popped up on my, like, algorithm. And I was like, no fucking way. I want it. So I'm, like, messaging him. I'm like, it's gonna be like, fucking 10k. Like, I don't want to pay 10k for an SB ring. It was a thousand dollars, and I was like, which is expensive, but, like, when you go into it thinking it's $10,000 and it's a thousand, I was like, he forgot a zero. He's like, no, it's a thousand dollars slay. So I'm like, I'm getting this SB ring. It's so fucking cute. It's so cool. Got lost. Got stuck in Canada. I had to pay, like, customs. And then it came today, and I was so excited because am spa's this weekend. Whenever we're recording this, whenever this comes out. So it'd been like two weekends ago. And I'm like, I'm gonna wear this fucking SB ring and I'm gonna. In Vegas. Like, it's perfect. It's glitzy, it's glammy, it's Vegas. It's exciting. Comes. Package is empty. So I'm like, ah, no.
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B
This package literally, like, first of all, it's a little, like, plastic mailer, which isn't my favorite, probably for sending.
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A
It can't be real diamonds if it's a thousand dollars.
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B
I don't know, but it's. I don't know if you can see, but it's like, literally a package with, like, four packing peanuts in it. Yeah. Not great. This ring has been a whole saga because it's just been. But okay. Other business tips. So you've covered hiring, you've covered grinding, you've covered education. Yeah, education is definitely huge because you don't learn shit in esthetician school.
- [17:31]
A
No, you don't. And then also, you know, I think just being adaptable is key. And that's really all I have for you guys. I gotta get home so I can get to my son's swim practice, but I love you guys and see you next Monday. And I hope you love this episode.
- [17:45]
B
Love you.