Thriving Stylist Podcast – Episode #412

Title: How Would a Salon Membership Work?
Host: Britt Seva
Release Date: November 17, 2025

Episode Overview

In this episode, Britt Seva takes a deep dive into the concept of "salon memberships"—an idea that’s sparked significant interest among hairstylists and salon owners. Britt explores whether salon memberships are worth the hype, what benefits and pitfalls exist, how other industries use membership models, legal regulations, and what practical steps (and warnings) stylists should heed if they’re considering adding memberships to their service menu. The tone is candid, practical, and grounded in real industry experience.

Key Discussion Points & Insights

1. Why the Salon Membership Conversation Now?

• Britt admits she’s avoided the topic for two years because she’s skeptical about the feasibility and benefits of salon memberships for most stylists.
• Prompted to record by seeing a viral social media post (by a non-industry influencer) offering "terrible" advice about salon memberships.
• Quote (01:50):
  “I always said it’s not my favorite. And the reason I haven’t recorded a podcast on it before is…I don’t think it would be the landslide victory that at the surface it feels like it could be. I think it’s more trouble than it’s worth.”

2. The Allure of Memberships: What’s So Appealing?

• Recurring Revenue: The main appeal is steady, predictable income without needing to "chase" every payment.

• Improved Retention: Clients on memberships are assumed to be more loyal and consistent in booking appointments.

• Consistency of Business: Smoother scheduling and less seasonality—but this is often more theory than reality.

• Quote (03:11):
  “On paper, it sounds amazing…I completely get it.”

3. Successful Membership Models in Other Industries

• Gyms, spas (e.g. Massage Envy, Burke Williams), and tanning salons: All operate on membership models that function fundamentally on volume, not personalized service.
• These businesses aren’t as bound by the one-to-one service time stylists face.
• Many memberships bank on customers paying but not always redeeming their services (i.e. “breakage”).
• Relatable Example: The “Friends” Chandler gym episode illustrates how hard canceling used to be, which is now illegal due to consumer protection laws.

4. Critical Concepts: Churn & Attrition

• Churn/Attrition: The percentage of members lost each cycle. It’s universal in memberships; you always have people dropping off.
  • “Churn rate is 30% over the course of a year. So one third of people who start your membership will have quit before the year is over.” (15:25)
  • “Around half of new members quit within the first six months.” (16:05)
• “Filling the Tank”: You must continually add new members just to maintain stable membership numbers.

5. Legal Minefields for Salon Memberships

• Membership contracts are heavily regulated—federal AND state rules.

• Clients must be able to cancel as easily as they enroll, ideally online with no gatekeeping or persuasion required.

• State-specific notifications: Some states (e.g., California and 13-15 others) require sending reminders ahead of each auto-billing period.

• You need a legally verified agreement, drafted with an attorney, spelling out all contingencies: cancellations, pauses, failed payments, service interruptions.

  • Quote (22:40):
    “This is 1,000% something I would have an attorney draft for you, because memberships are so legally regulated.”

6. Will Memberships Create New Habits? (Spoiler: Probably Not)

• Memberships capitalize on existing habits (e.g., people who already get frequent blowouts, root touch-ups, or haircuts), rather than creating new ones.
• If you try to use a membership to invent demand, you’ll struggle. You can’t sell people on a routine they don’t want.
  • Quote (28:15):
    “A membership will not convince somebody to do something they don’t already want to do.”

7. What Memberships Could Work in a Salon Context?

• Promising Options:

  • Root touch-ups: For clients who need frequent, regular color maintenance (e.g., heavy gray coverage).
  • Haircuts: Especially for precision or barber cuts (those who want frequent trims).
  • Maybe extension touch-up memberships for in-between adjustments.

• Less Feasible:

  • High-labor services like full foiling or blonding—too time-consuming for the needed volume.

• Quote (36:08):
  “The things I think would be most effective would be root retouches and haircuts.”

8. Service & Logistical Hurdles

• You must fulfill what you promise—no “use it or lose it” (not legally allowed for personal services).
• Design systems for tracking redemptions, rollovers, and ensuring you’re not overextended.
• Memberships typically function best with stylist teams (multiple providers—no guarantee clients can see the same person every time).
• For unlimited or high-frequency memberships, expect some clients to maximize usage (and you can’t resent them for it).
• Financial management: Member payments should go into a separate account, and credits need to be honored even after cancellation.

9. Who Might Benefit from Salon Memberships?

• Salons seeking to build up new talent (busy stylists can’t absorb significant extra demand).
• Scenarios where the business can handle increased frequency and unpredictability in visits.
• Those willing to navigate significant legal and administrative complexity.

10. Big Picture: Is It Worth It?

• Britt reaffirms her skepticism, but sees possible fit in limited niches.
• Memberships excel in “non-personalized, one-to-many” models—not the average stylist’s experience.
• Feasibility always comes down to logistics, legal compliance, real client behavior, and your capacity to track and manage the system.

Notable Quotes & Memorable Moments

• On influencers giving bad advice (02:35):
  "Someone’s gonna hear this, roll with it and get themselves into trouble."

• About auto-renewal legality (21:15):
  "Most states say if you are going to have people sign up for a membership online, they also have to be able to cancel online, as easy as it was to sign up."

• On high-volume needs (09:45):
  “All of those businesses run on volume in a way that the average stylist does not.”

• About “use it or lose it” models (42:18):
  “In my research…I could not find a use it or lose it membership in the service industry that was legally allowable.”

• Candid skepticism (47:15):
  "I think they’re incredibly complicated. I think they’re deeply misunderstood. I think memberships work better when it’s less of a one to one service because logistically it just becomes feasible and possible."

Timestamps for Important Segments

• 01:50 — Britt’s skepticism and intro to the episode
• 03:11 — Three main reasons stylists consider memberships
• 09:45 — Why other industries’ models don’t directly translate to salons
• 15:25 — Churn and attrition explained
• 17:45 — The marketing challenge and “filling the tank”
• 21:15 — Legal requirements for memberships (cancellation, reminders)
• 22:40 — Why a custom legal agreement is crucial
• 28:15 — “Memberships won’t create new habits” discussion
• 36:08 — The only services memberships might suit (root touchups/haircuts)
• 42:18 — Logistical and financial realities: no “use it or lose it”
• 47:15 — Final cautions and who might benefit from membership models

Conclusion

Britt Seva offers a thorough, reality-checked exploration of salon memberships—dispelling common myths, highlighting significant legal/regulatory risks, and offering industry-specific practical advice. Her message: for most stylists, memberships may generate more headaches than benefits, but they could work for certain high-frequency, low-labor services in the right business model.

If you’re tempted by the allure of salon memberships, use Britt’s checklist:

• Identify clear client demand and habit
• Confirm your capacity for volume and unpredictability
• Get legal help to craft airtight contracts
• Prepare for substantial ongoing administration
• Don’t expect memberships to change client behavior

Final Thought (48:25): “If you decide to pull the trigger on the membership, please let me know. I’d love to know how it goes for you and what comes together.”

Episode mood: Supportive, realistic, and empowering—with a dash of dry humor and tough love.