 This is the Matbeck Podcast. Today's episode is powered by MinervaBeauty.com. What's up, guys? Welcome to the Matbeck podcast. Today's episode is powered by my friends at MinervaBeauty.com. Let me throw up their site here. MinervaBeauty.com has the best salon furniture and selection. And also, the cool thing about MinervaBeauty is that they stock pretty much everything. So when you order it, it actually comes that day. It doesn't have to ship from China and take weeks and weeks and weeks to get in. I just got some really cool color trays in the salon. They just sent them to me yesterday. So I'm really excited to share that stuff with you guys as well. Today is a very exciting episode. Well, I mean, literally since last time, he was on the last episode, too. So I haven't done an episode since last time. But it's been the most exciting episode since the last one. This is so exciting because it was just as exciting as last time. Jason, welcome to the show. So technically, this is our show at this point. I like it. I like it. The intro. So Jason, if you guys don't know who Jason Everett is, he has a company called High Performance Salon Academy. Really cool. We're going to talk tons of stuff today, commission-based stuff. But you're a pro commission, which is my favorite thing. I just love that. We talked about this last time, but the industry shifts. And you built this company that caters to building big businesses within the salon industry, which is really exciting. And I think it keeps the integrity of the industry because I think you should have all of it. But I like that you do both. So welcome. Yes, sir. Dude, glad to be on. Thanks for doing this, man. You do a great job. And it's always awesome to be on your show. Like I tell you all the time, it's always hard to keep up with the coolness of Matt Beck. But the rest of us mere mortals do what we can. I think it's funny because you're the easiest person to have on the show. Because it's hard to do with anybody else because we both like this stuff just as much. We could just sit here and talk about the stuff it takes to put on a live show just as much as actually doing the show. So it might be amount of camera cases and things and stuff is enormous. So I feel you. Yeah, for sure. So all right, let's I want to get in. We'll just jump right into questions so we can start doing some stuff for some people here. I did put out a question near thing. I asked for people's questions on Instagram. So that's what we're pulling from. The first question is from the worst name on Instagram. It's got to be the worst name. How can I market myself outside of social and work to gain my own clientele to bring to my salon? And at what point in your career do you say goodbye to commission and go booth rent? Any tips, advice on that would be awesome. So I thought this is a perfect question for you. Dude, you're such as disturbing. You're like, you like to stir it. You're like, this is perfect. Let's chat about this. Yeah. Well, can I just say, man, that question is the question. I mean, you nailed it. Like, dude, Flavor Saver. Is that what it was? Right. Flavor Saver. By the way, I don't think that's a horrible name. I think it's awesome. I think it's creative. I shouldn't say it's creative, but Flavor Saver. I like it. And it's only I only say that because it's more creative than something I would do because I just use my damn name. That's all. Oh, for sure. I mean, right, right? It hits the creative side of it. Yeah. Yeah. So, so, dude, here, that's the question, right? It's like, you know, people are like, and here's the thing. It's such a, this is such a good question. I'm so glad you pulled that one first because this question is like, what's wrong with the industry in one question? Yeah. That's it. Like, that's exactly what's going on, right? If somebody said, look, let me go a little deeper in this comment, how I perceive it, right? Is look, they say, look, I'm working for a salon. It's OK here. I don't really like it that much. I'd rather just do my own thing, go off on my own. I don't like the owner that I'm working for. And I'm ready to go booth rent because it sucks here. It's not giving me what I need, what I want, where I want to go. I don't see my future with what I'm doing. And so, you know what? Screw this. I'd rather go do something on my own, go booth rent because this environment blows. That that's basically what this is saying. So, out of desperation, they now have to become a business owner of their own salon because the salon owner is failing in my opinion and like I'm sure the salon owner of Sleva or Savor is going to be on this podcast and be like, screw you, Jason. But here's the thing, like what's happening is that's a failure of ownership to recognize talent, to treat people well and grow people. Because if you don't continue to grow people, then people will leave. Like that's it. Like I read this quote the other day that said, it said, treat your employees or it said, grow your employees. I'm paraphrasing. It was like, grow your employees so well, they can leave you. Treat them so well, they'll want to stay. Yeah. And so, here's the thing. Yeah, this is good. I don't even remember who said it. So, I'm not taking credit, but it's somebody else, right? And here's the thing. Is that what I teach is that you don't want your staff to go build up their own clientele. You don't want them to necessarily know how to market and advertise and build themself up and do all these things like your job. Like if that staff member is having to advertise for themselves to build up their own quote clientele, it's because the owner probably doesn't even know how to do it. And so, they're relying on whatever walk-in traffic and like maybe the owner throws them a couple of clients when they can or whatever it is. But that person says, screw it. I'm going to be responsible for my own destiny because the owner's not taking care of me. And I don't mean to blame the owner. I think it's industry-wide that people have thought that like all you have to do is like rent a space, go buy some chairs from Minerva, clearly from Minerva, but like go buy some stuff from Minerva and magically you have your own space. And voila, I own a salon, but they don't know how to be a leader. They don't know how to manage people. They don't have team meetings. They hate their own team meetings and it creates this huge problem where everybody just goes, eff it, I'm going to booth rent. Yeah. And then the issue comes to where now you're on your own and being on your own is fun. Like this is the thing where there's the beauty in being your own boss, right? And having your own hours and all that stuff. All that stuff looks great. But then once you move into being a booth runner, what is the future like? And that's the scary part. It's like, well, do you know like at that point you have to start investing? Like for me, it's like as a salon owner or as a commission stylist or whatever, but like let's say you're going to go open something, right? If you're just doing it on your own, the future has to be well, how are you investing the money that you're bringing in and what does the future look like? I've always looked at it like, I didn't want anything to ever be really about me. I like things being about me from like, being the guy on the internet or whatever, but from a business standpoint of like, I didn't name my salon my name. I didn't want my education to be me. I don't want that because I'm trying to build something bigger than me. You know what I mean? So like, I think people have to think about that when they go into what are you creating? I know some guys that they do booth rental, but they're also really highly into education and building an education company. For me, it's like, okay, we'll do that because that gives you the freedom to then go travel and work, that's hard to do when you work in a commission salon or on commission or whatever. And you don't have that experience. So, you know. Yeah. So dude, I think, I mean, that's the thing. It's like, you know, when the last podcast, I had somebody, I think I told you this, but I had some guy message me and he said, I could see on your face that you hated booth renters. So I want to talk to you. Cause he was all like pro commission hated booth rent. But here's the thing. It's not that I hate booth rent. There's times and places to booth rent. And it's like, you know, there's some people who are like, look, I want to own my own salon. So I go booth rent for a while and then they move to a commission salon and they build their own team. Cause they want to do it better than the owners that they were working with before. Like I get it. And to your point, sometimes you're a traveling educator or the other thing is a lot of like quote influencers. Like this is the other thing. I just, I just got back from doing a Redken artist connection and they wanted me to speak on influencers and we're doing this like 30 day influencer challenge, which by the way, you know, I've roped you into, right? And like it's one of those things that like, when I talk to people who want to become influencers, sometimes their lifestyle can only function in a rental environment. Sometimes that's the case. And depending on what type of salon they work at, right? But it's not that like booth rent's horrible. It's that booth rent is a symptom of a leadership deficit inside commission salons, right? It's like, you can't hold your staff hostage. You can't just assume that like, well, I gave you a space to work. Don't you love coming to work here because it's a good building. It's pretty decor. It's all these other things. And it's like, business is so much more than just pretty decor and a good space to work. But in the salon industry, they've treated it that way. So guess what happened? Is it everybody goes, well, I'm just basically renting a suite anyway, but giving you more than 50% of my commission. So why don't I just go leave and do it on my own. And then they have to become, they have to run the rest of the business. So here's the other danger that happens. And by the way, like, I don't know if I'm answering that question. I'm totally not. I'm diving around the first question we had. But I think what happens is that so often, people go out and they start a salon. Like I talked to this gal the other day. She's like, I have a staff of three. I want to be a commission salon. But I said, well, what's your goal? She's like, I'd like to have four people in my salon. And I'd like to only work one day a week behind the chair and let everybody else do the work and me not have to do anything. And I was like, well, that's not what a commission salon is about either. Is they think that like, I can go from being a one chair booth renter to opening a salon of three people, letting them do all the work and then they get to retire. That's what people think. And I'm like, no, no, no, you need to decide if you're gonna be a commission salon, how do you grow to half a million or a million dollars to actually grow a legitimate business that can work? And at that stage, you can make an owner income, you can make a behind the chair income and you potentially have an asset that's worth something down the road. Cause again, you talked about future proofing, right? Well, you didn't say future proof, I'm saying that, but like, you know, how do you grow a business that like in the futures worth something to somebody else? Three people in a tiny salon that all just kind of work whenever they want to work is not really an asset. It's just something that like, it's a job that you get to work with your homies at. Right. As hard as that is. Let's talk about this, because when you look at a commission salon, so I have five, I think we have five staff. Yeah, five. And when you have, like my salon doesn't really, it makes money, it makes enough money to survive, right? But I have this other business. So, and it was a goal of me and my wife, like we have this other business, let's keep the intimacy of what our salon is. So it's a different story. And that's what we're talking about. There's a lot of different instances where you do different things. But in your mind, and you working and coaching other salon businesses, do you think there's a certain number that's the sweet spot of like, what have you found like from a profitability standpoint, like that kind of thing? Yeah. Yeah, so there is a sweet spot. And again, Matt, I want to be clear on numbers because sometimes I talk numbers with people and they start freaking out. And I mean that like, oh, three people or five people or whatever. There's some like, what am I trying to say? Like averages that I'm tuned into. And like, there could be a salon that has three people that does a million dollars a year. So it's not always like three people that do, like I've had salons say they have three people and they do $100,000 a year. And I've had salons who have three people who literally have told me they do $750,000 a year, right? So it's just kind of a range. What I would say, at least in my experience, is that for salons that are in a mode where they're kind of to their first half a million and maybe $750,000, that at that part of the business, like from zero to 750 roughly, is when you're building the business and you have to be working behind the chair to make money there because the business doesn't have enough extra income to really pay an owner's salary and business. Now there's probably somebody who would be on here who's making 300,000 like, oh no, I make this. But I want to break down these three things. I think they're super helpful. There's behind the chair income, right? You work, you get paid like a commission stylist, okay? There's that one. Then there's management income that you make for running and managing the business. That'd be like if you had to hire somebody else to do that job, they'd get that position. They run one-on-one meetings. They run the advertising. They do the accounting. They do all these other things. Now you can break that up and pay an accountant and you can pay a manager and you can pay all these people or you can keep it all for yourself and run behind the chair half the time and a business half the time. Those are two types of like employee income that come from a salon. Then the third income from a salon is the profit. Meaning after you've paid the staff, after you've paid yourself as a behind the chair owner, after you've paid the management salaries, what's left over from the business is what's considered the salon owner profit. Which starts to kick in at that 500 to 750,000 and then gets a little stronger at about a million dollars. Like that starts to kick in. Then there's a fourth income that most people don't really get into. And I think you're familiar with this. It's called owning the building that you're in because you have a business that has to pay rent. So either pay yourself rent or pay somebody else rent. And some salons have been in a building for 25 years, basically paid off the building for whoever owned the building or you could pay it off for yourself and that's the fourth stream of income. Now are there other incomes that you can have in there? Of course, but those are the main streams of income. And when we talk about a booth renter, the only possible option of income for that booth renter is income number one. When you work, you get paid, period. Right. And that's what people need to like really think about. But here's the thing, and this is where people go into it. They don't wanna be a salon owner that owns a commission salon. They just wanna do hair. Is it, if you're just doing hair in a commission salon or what are the benefits of being in a commission salon in your opinion, the salons that you work with, not all of them, right? So like, this is what other people need to understand as well. If you work in a commission salon in my salon, you get your health insurance. You get different benefits that go along with it, right? If you work in other people's commission salons, it's not necessarily, there might not be any other benefits other than the norm. So tell me like, what are you coaching your commission salons on? Yeah. Yeah, that's it. I mean, I think at its basic premise that like the high level, like a motivational quote on Instagram level, it's like, if you wanna go fast, go alone. If you wanna go far, go with somebody else, you know? Like that's the Instagram level quote, okay? It's like, it's better with a team, but why is it better as a team? Well, dude, you mentioned a great example. It's like health insurance. Like when we talk to commission salons, we talk about what are all the benefits besides a place to work and education, right? It's like, what else is there? And so like, for example, like if you, here's the difference for like a commission salon versus a renter. If a commission salon has 10 or 15 people or even five people and you decide you wanna go rent a booth at a bridal show and you're gonna go shell out $1,000 or $2,000 to go do that. If you were a single renter, going to shell out money to go advertise at a bridal expo, it might be extremely cost prohibitive to do it. But when you have five or 10 people on your salon and you split up that workload, now all of a sudden you kind of, you have an extra exposure for advertising and marketing. You can go out and you can actually grow what you're doing long-term. The other big advantage that I see for commission salon owners that can be really important is they offer additional positions for growth, meaning if at some point these fingers do not last forever. Now I don't cut hair, so my fingers might last a little bit longer, okay? But for a lot of people, they use their hands and fingers every day and they're like, well, look, I'm only 20 something. I'm only 30 something. I'm only 40 something. I don't want to retire. So this doesn't really matter now. But do you know what? In order to be in a position, and this is the craziest thing, in order to be in a position as a stylist, behind the chair stylist and be able to make money without having to cut hair, it's about a 10-year process to build up any sort of income besides behind the chair. Yeah. So like, if you think about that, that one advantage of being in a commission salon, maybe growing into management, maybe then going into education, maybe then going into shareholder, or maybe buying out the salon owner, that could take five or 10 years. And I think there's a lot of 20 somethings that are like, I don't want to wait that long. I just want to go rent a booth. I want to get my money right now. But then all of a sudden, it's like you've literally cut off your future because you can't call up another stylist and say, I'd like to sell you all my clients here. Give me $50,000 to retire, which by the way, you'd never retire on 50 grand, but like give me 50 grand and I'll give you all of these wonderful people who by the way only love me because I'm so great. And I'll give them to you and they might try you, but they'll probably never come back a second time. They'll just go find some other random stylists. And it's like, you cut off your future in that scenario. Now, again, you mentioned yourself in this. For you, this business of free salon education and the Matt Beck brand of like what you do internationally and globally is like, that is another business for you. So like, that, you know, you can do, that's not, you're not cutting hair right now. Like you've got other things that make you money and that's cool. So that's, you know, and, but you've also got your streams of income from the salon and from the business side. So I think part of it is in benefits, like having, you know, benefits, like having paid days off, vacation days, part of it is being able, you know, like actually like, wouldn't it be cool if you didn't have to go to work and you still got paid instead of like save, squirreling away your nuts is that what they say, right? Like putting all your money aside so that you can take two weeks off because you know that every one of you have to work your face off for a couple of weeks. So you make extra money so you can then take some time off and then come back to working your face off. It's just like, do you value the safety, security and the comfort of being able to work in a commission salon that takes care of you well? And that, by the way, that doesn't mean and that this is another question that comes up that I'm just gonna keep rolling. But like, a lot of times stylists work in a commission salon and they're like, you know what a commission salon could do to take care of me. They could pay me more commission, right? Like, oh, I make 40% now or 45% now. If that salon just paid me 60% commission or 70% commission, then I'd be quote taken care of. Well, look, first of all, you gotta remember there's way more to run a business than just like, you know, the rent on the building. Like it's just ridiculous, the amount of stuff that a salon owner has to do. And if you ran a commission salon at some point you'll figure that out. But like, what most stylists go increase my commission and I'll be happier to stay. But what I look at is like when we sit down with commission salon owners and say, how do you talk to your team? We have all these really cool tools. Actually, I don't know. Maybe I'll show you one of these at some point. But like, we have these cool tools that like you go in and you figure out, well, how many new guests do I need? What's my retail to service dollars? What are all these things? So the idea would be that the salon owner or manager for that commission salon can coach you to make more money without having to work your face off behind the chair or even having to increase your commission. They coach you on how to do that. Like how to actually get you comfortable selling more retail to the clients who walk through the door inside the salon because here's an extra five bucks here, 10 bucks there or whatever in the end of the month. You're like, holy cow. I just made another couple hundred dollars. Like I had a nail tech who just went through a challenge with us. She normally does about $1,500 a month in retail. That's the most she normally does. She used to $3,500 a month in retail. 3,500 in retail because I gave her new questions to ask when she's talking to people. She's like, it was super easy. More people just bought stuff and went from $1,500 to 3,500. And she gets commissioned really well on retail products. This is the thing that kills me every time. Like people talk about, and I put out a post a while back and I think you saw it, but like it was about like, I'd rather have 40% of $150,000 than 60% of $50,000. You know what I mean? And it was like this whole, and a lot of people got upset about it because they want 60% commission and not 40%. The point is whether you make 60 or 40, it doesn't matter. If you're not opening your mouth and actually talking about the right things while somebody's in your chair, actually it's the same thing with this podcast. If we're not giving you advice that actually helps you and we're just talking about, that's why I hate interviews because I think they're- Lovey stuff. They bring no point to anybody, right? So I think for me it's like, well I could talk about Jason's life and you could bring benefit or we could talk about this stuff and then people fall in love with Jason and wanna figure out who he is. It's the same thing behind the chair. If you're not bring, if your conversation isn't bringing something to the people, the person in the chair, then you're not gonna sell anything and they're not gonna benefit from it. Like you should only be talking about the things that you truly believe in. If you don't believe in the products and then you have the wrong products and you should really be trying to help that person that's behind the chair or that's sitting in your chair instead of all the other random things that we talk about and you see it and then you're like, I can't sell retail. Well, you didn't talk about it or I can't get people to re-book. Well, you didn't talk about it. You didn't just bring up the fact. So those are- It's like a pendulum. Yeah. People have swung the other way. So I heard, there's a buddy of my name, Simon Bowen who said this the other day. He said sales used to be about crappy sales tactics. It's like, here's a puppy dog clothes or here's this type of clothes. And it was all these tactics but sales has changed from tactics to transparency. That's changed in the last five years. It's like, it's super important. Again, this is for my buddy Simon. What happens is people in a salon say, I don't want to sell because I don't want to be sleazy and I don't want to take advantage of my client. I love my client. I love my customer. I don't want to rob them, steal from them, whatever. So this pendulum idea, what you're exactly talking about Matt, is like, it's swung from like, I don't want to take advantage of my client. So they're way over here. So they actually run away from retail sales. Yeah. Now, because it's called sales, that's like the dirty word, right? It's like, it's called sales. They're like, why don't want to do that? But if I said, well, what if instead of being about sales, it's about serving? And like, if you were, if like, if let's say I went to a restaurant and I made a steak and some other food at a restaurant, but like I didn't season the food, would I be doing the customer a service or a disservice? I'd be told, like, I'd be like, look, I didn't want to flavor your food because I didn't want to like, I didn't want to like have to sell you some salt and seasoning and like, I just know, it's more expensive for me to put seasoning on the food. And like, I just, I just, I didn't want to like try and like, it's going to cost you more money. I didn't want to take money out of your pocket. And like, I didn't want to offer you like dessert because it's just dessert. It's like, I mean, it's such a decadent thing. And like, you know, so they end up doing things like, you don't like, you don't want to buy any retail products before you leave today, right? I didn't want to push any on you. You don't want to buy any, right? It's like going to a restaurant and them going like, I know you didn't want dessert, so I didn't even bring it up. Right. Like what the F like, I'm here and this is the craziest thing to me. I go to a salon and I go, look, there's things I love about my hair. There's things I hate about my hair. If you can accentuate the things that I love and fix the things I hate, I will hand you my money. That's what I'm doing. That's what I'm here for. And then they like, they miss it. Yeah. Actually, tonight's the night. So we take our son to this La Crosse practice and there's like a window where you sit at this food only bar and you can watch them practice or whatever, right? And so we go there every Thursday and they just opened this restaurant in there. And so me and my wife, we go and we sit down and there was like two nights where we went there and we sit down and you know they want you to eat food there. They don't want you sitting at their bar and watching your kid and then just leaving and not buying anything, right? But there's like younger people working there and I don't know, they're just not trained well, I guess because I don't know if it just opened or whatever if that's why, but we're sitting there and they don't once say, here's a menu or would you like something to drink? Like nothing happened. So we're sitting there and we just watch and then we get up to leave and they're like, thanks for coming. And we're like. Yeah, you're like, awesome, great business. Yeah. And it's because, and again, this goes back to, yeah, if they just would have dropped you a menu that's the thing, right? It's like, people are so afraid to sell right now because they see selling as bad. And I would agree. Selling is bad. Like the selling is bad, serving is good. And if you serve your client well, like, if this is always the thing I make this argument, if a customer came into your salon, Matt and like you were busting out Pantene Pro-V to shampoo their hair or herbal essence or, you know, tail and mane or whatever and you were using that in the salon, then cool. I don't know what it is, but like, right, it's like the horse shampoo. Oh, thank you. Thank you for schooling me on said mane and tail. Tail and mane. But the whole thing is like, you wouldn't ever do that in the salon. You're like, you treat their hair like royalty in the salon, but then you allow them to go listen to advertisements on television or whatever shampoo they used when they were a child that their parents bought them or whatever, when they go home is like, look, I take care of you like a VIP here. But the other 45 days between service, you do whatever you want. I don't care about you those 45 days. I only care about you the one day while you're here in the salon. I'm like, look, people pay premiums. It's like they pay premiums to work with you. Yeah, they're barely with you ever. So all you have to do is teach them while they're there. They're only there for an hour and a half, sometimes three hours for some reason. You know, teach them while they're there. Five minute haircuts, Matt. Five minute haircuts, that's all it's about. Yeah, I don't bring that up. I know, I know, that's not go there. A couple of people on Jordan Cox. What's up to him? Johnny Livingston says in PA, we don't have to, we don't have a choice. He's saying that we don't have booth room. Don't have a choice, yeah. Which is true, but we do have studio, right? So they do allow that because it's a different business. And you still have to be a good owner just because the law says it. It doesn't mean be a crappy owner and they'll work for you. They could move out of state to go to work somewhere else or they can cut in their damn basement. Like, you know what I mean? And Brittany is saying, is working more hours mean making more money? Well, yes and no. I mean, if the only thing you can do is work more hours. It's like, I think there's a bigger question that's happening here, Matt, like about this whole thing of like work equals money. And I think this is like, if somebody catches it, if only one person as a whole podcast catches this, is there's people who work for money and then there's people who invest money and let that money make more money. That's the difference we're talking about right here is a employee trades time for money. A business owner trades their money and resources and ideas and real estate and other things. They just have other ways to make money. Yes, and this is the thing. I think what happens is they make the leap from being a trading time for money person, like as an employee, and they make the leap to salon ownership, but they're still behind the chair as an owner. And sometimes they make less money as a salon owner when they're, because they're now, they were making 50 grand a year, I want to say, they're making 70 grand a year as a stylist. They go and own a salon and now they only make 50 grand a year as a stylist because they have to keep their business running, right? And then their staff tells them, well, you're not paying me enough commission and they can barely run the salon in the damn first place. And they're like, I can't afford to pay you enough commission. I'm already taking a hint to even run this thing and keep it open. I had somebody tell me the other day, they're like, Jason, I don't want to take, cause I said to them, you're making half as much money as you were as a booth renter. Maybe you should just go back to renting a booth. And they're like, well, Jason, I don't want to go backwards. And I said, well, the problem is you did go backwards and you either need to go forwards or you need to go back to the forward step of just being a renter. Cause that was actually more forward than you are now. But the fact that they can say, I was a stylist, now I'm an owner is a perception that they've moved forward. It's a perception to the outer world. I was a renter, but now I own a salon. I don't know, I think I deviated off the question, but like, I think that idea is like working more for money is totally, that's the catch, right? Yep. And that's where people like, I'm glad that you said that point because I think it takes you from being like, don't work booth rental to like, like just saying like, There's reasons. There's reasons. Like when it's about building a business, right? Your job, what you do for salons is help business owners grow. So it's not necessarily that being a commission stylist or a booth renter is one way or the other. It's building yourself a future. I got another, I got a couple more questions. So I want to pop that up in this one. I'm going to give you some time to think about this one because it's actually, technically I think for me for fundamentals of like hair cutting, let's say, but I want you to take that same question and twist it into your kind of business. So when it comes to perfecting your fundamental technique, what are five rules to think about? So I'll go first and I'll talk about hair cutting. And then you can go and talk about that. All right, so when it comes to perfecting your fundamental technique, I actually wrote down the five things that I think and the reason, so I want to make a video. He stalled for me, but then also wrote them down in advance. She didn't have it ready for myself. That's why I'm giving you time to think. All right, so five rules to the fundamentals of hair cutting I'll say. So the first one I thought of was clean sectioning. So I think where, what I've noticed like over 12 years of educating and just doing hands-on classes and watching people even after they watch me take a section or tell them how to section it out and then watch them do it, they're never clean in their sections. So that's the first thing, make sure your sections are nice, clean and tight. And then the second thing is clean partings. So if you practice anything out there, I think that practicing, taking a line, sectioning and really understanding the purpose of that line. So like when I take a line for a haircut, I might take a diagonal forward parting and a lot of people just be like, okay, cool, diagonal forward and it doesn't really matter what the angle of that diagonal forward parting is. For me, it matters a lot. So that parting is where I'm basing my finger angle and how the whole haircut's gonna go. So I'll maybe go right along the jaw and take that diagonal parting and go with that. So think about why you're making that parting and what you're gonna do with it. The third one is even tension. So a lot of people just take a section up quickly, cut it and all of it's mismatched, it doesn't really work. So when you recomb that section, you don't have a bold line or a strong line that can really affect your haircuts. The fourth thing, small sections. So a lot of people take too thick of a section as they're going through a haircut. They bunch a lot together. Sometimes condensed cutting is a good option and sometimes it's not. So you gotta think about that. And then body position is the last one. You can't cut something with structure if you're not structured from your head to your toes. So make sure that you're standing in front of the section really working clean. So I'm gonna make a video about this but I wanted to answer your question because you asked it, Olivia. So hope that helps and we'll go more in depth in a YouTube video coming up. Your turn. Well, in the last few minutes, while I listened intently to how to cut hair that I didn't really because it's not my jam, I was like, I hope the camera's not on me because I was like hair sectioning is way over my head. No pun intended. But here in the few minutes, yeah. No, I'm just kidding dude. I was doing my best to smile. Yeah. In the last minute or so that you gave me to come up with that, I've not only come up with my five things but I put together a digital download and a whole worksheet and all this stuff. I've already, man, I'm just that fast. I actually, here's how I look at it. Do you mind if I share my screen because I can show you this, is that cool? Wait for real, did you? Can I do that? I have a button. I have a button. Dude, I don't play around, bro. I know that's why. Can you see this thing? I told you, I just built this while we were talking is what happened. Yeah, nice. Yeah, I just whipped it together real quick. Thank you for getting my sarcasm. No, I actually had a tool that actually addresses this clearly that I wanted to bring up but this is my cheat sheet for professionals versus amateurs. And this is how I look at it. So professionals, if you think about this is like, what are the fundamentals? Like professionals and amateurs, I'll take it down and I'll share this in again. So, because everybody's gonna just gonna read it for a second. Yeah. All right, let's check it down. So here's the thing and I'll give this to you in just a sec but the deal is, is that most people don't understand the difference between a professional and an amateur. And when you talk about fundamentals, professionals study fundamentals, amateurs are constantly looking for new tricks and shortcuts, okay? That's what they always want to know. Now here's my definition, like whether it's basketball, lacrosse, haircutting, anything is if you think about it, amateurs love what they do but they don't care. So number one, amateurs love what they do but they don't care how much they get paid for it. So basically that means they would work for free or they would play for free. Like if you and I, Matt are gonna go play basketball because we love it. We're just gonna go play in the backyard because it's fun or talk like, we would dork out and talk about gear, right? And we could talk about gear till we're blue in the face but a professional cares how much they get paid for the work that they do. So for example, you and I can dork out on gear, that's fine but we also dork out on gear because we monetize it with our businesses and it justifies our habit, right? It's like I have a business that pays me money that allows me to buy cool things, right? So like I care about what I get paid, you care about what you get paid. So that's the flip flop for amateur to professional. That's point number one, that's a fundamental technique. Number two, amateurs don't track, measure and manage their results. Meaning they're like, I make something, it's okay. I don't really care how much retail I sell. I don't care how many new guests I have. I don't care, whatever. Like they just, I don't wanna track, that's not my jam. Versus professionals always track and measure their results, right? They wanna know they live by the numbers. Like Matt, I have no doubt in my mind that you, if you lost half of your followers tomorrow you'd be like, what the, what just happened? Like something went drastically wrong, right? Maybe that Jason guy is not always cracked up to be. Take him off the podcast, right? Is it like, if you, if that happened the number tracking part of your business or if all your sponsors left you or something happened, like you would look at that and go, what's going on? Not like, woohoo, it's cool. I'm just having fun here. Okay, so again, pro versus amateur. Number three, oh, go ahead. No, no, go ahead, that's fine. That's all good. Well, weigh in whenever, bro. I'll just, I just keep going. No, I know, I was just gonna say like I've always kind of set myself up to have multiple eggs in the basket, right? So like, I do think about salons, you know, a lot of times, like I've always set myself up. So even if my step left today, it would be okay, right? I would be able to work on, I wouldn't be happy about it, right? I wouldn't be like, it wouldn't be a joy, but at the same time, everything would be okay. And I would move forward and then I could rebuild in a way. So like, I think a lot of people have to think about that. I've never wanted to be at the mercy of something else. Right, so I think that takes away your creativity. It takes away your passion for something when it's, you're just trying and struggling to work. So like that's something that I've always, whether it's been education or whatever, I've always had something else that I could rely on just in case. Okay, great. Well, dude, and it's helpful because if you're only on Instagram or you're only on YouTube, it's like you have all your eggs in one basket, you'll be screwed. And it's that same, I mean, again, it's like, how do you diversify your income streams? And that goes back to the very first point I made about is your only source of income if you work behind the chair? Right. Not, could you also be a manager? Could you also be an educator? Do you also make money from the building? Do you have shareholders? Can you sell off your, it's like, it's about diversifying your income, but people who very often are Boothwrenchers, they only have one source of income and I'd like to fix that. I don't mean start a fricking Arbonne business on the side or, you know, start selling for Amway. What I mean is start to understand the multiple income streams that exist inside the salon world. And Boothwrenchers only have one source of income. So this is my only thing. So okay, number three, amateurs don't seek outside help. They basically, they do it on their own. And by the way, an amateur might watch a YouTube video or they might get up to speed, but like the difference for me in my mind is a professional seeks and help and support from outside objective third parties, meaning they get coaching, they get advice. Cause see, there's something, and again, I don't think this will offend you by saying this, but like, if I just went on your YouTube and watched all your videos and try to become a hairdresser, I could probably do some things, but if I've never had somebody watch me cut hair and say, oh, you're actually doing that wrong, that technique is off. Or like, cause I can't see what I don't know, right? So like if I just watch YouTube tutorials and teach myself how to cut hair, I will probably learn things wrong that I can't even see. But as soon as you get that two-way feedback of like if you were trying to teach me how to cut hair and you'd watch me, and watch a video and do something, you'd be like, bro, you didn't even see that, like this one thing is really important about, you're holding it wrong. I'm like, oh, I didn't even know that. So part of it is making sure that you get two-way feedback. So again, if you're in a salon, hopefully you're in a salon that has management level feedback that gives you feedback on your ability to offer retail to your guest or to increase on your technique or watch how you're doing color or like saying like, look, it's taking you three hours to do this. Why? Let's give you some feedback on it, right? So getting outside help from and third-party feedback. The other one is amateurs only develop goals. Like they go, oh, I have a goal. I wanna be a millionaire. I wanna own my own salon one day. I want, they say things, right? Versus professionals develop a process. They go, look, I want to own a salon and here's how I'm gonna save up money to get there. I want to make a million dollars, which means I'm gonna make this much from behind the chair, then I'm gonna make management salary, then I'm gonna own a building, then I'm gonna do this, then I will have a million dollars. So like one is throwing a goal out there. The other is developing a process. Okay, so I think I'm on four. Five is amateur thinks they're good enough at everything. Like I'm pretty good. I don't need to learn more about this. Like I'm really good at this, I'm really good at that. The way I see that is when I go to hair shows, like I'm going to ISSE this week. Are you gonna be at ISSE by the way? I'm not doing hair shows anymore. No, Matt's like, screw that. I'm not going to these places. It's just to hang out with me, bro. Not to do anything else, just to hang out with me. That's true. I should do that, but yeah. Anyway, the idea is that when I go to hair shows, the classes on like a new color technique will fill up. And I do a class on like how to increase your income sometimes. And it's like crickets, cause they're like, ah, it's fine. I don't need to know the business side of things. Now the big salon owners, they'll show up there, but the average person doesn't want to invest in business classes. So they're like, I'm good enough at business, good enough to be a renter versus again, a professional understands what are their weaknesses? What are their limitations? And they actively work on them. Actively. And they're like, look, I'm not that good at this. I need to fix it. And then the last one, you said five, the guy who asked that five, I gave you more. It's a bonus. It's a bonus tip. Amateurs take feedback personally. Like if Matt, dude, and I know you don't do this because you would never survive in the world of internet if this was you, is that amateurs take feedback personally. It's like one person says, I didn't like that show yesterday. And then you're like, oh God, I got to change the show. Like that one person's offended. I didn't please everybody. So I'm, I'm taking it down and I'll reboot the show when everybody will like it. Versus professionals always seek feedback while taming their ego. Meaning like it's like, you don't take it personally and say that's a personal attack on Matt Beck. What I look at, like I had somebody comment on my feet. I had, I have one video that we just hit like a really a good number of views for us. And like, you know, so now starting to attract, you know, negative comments. And it's, it's the party started in my opinion. And so this one person says, blah, blah, blah. He said nothing during this entire video. And it's one of my most popular videos right now. Right. He says, absolutely nothing. So I look at that person and I'm trying to decide, do I want to respond to this drama? How do I want to handle this? And I click on their thing and I go to their page and literally everything that they've shared is them talking S on every, by the way, that's short for other things, but that's, it's people talking S on, on every other person's stuff on their page. It's just like, this is dumb. I hate this, this sucks. The world is going to end. Here's a crappy post and I'm like, this person is super angry and it really has nothing to do with me. It just has to do with no matter what they see, they're viewing it through a filter of garbage. And I'm like, cool. And so I, like I said, that's like, I don't take it personally. I just take the feedback and roll forward. So as a stylist is like, if, if, if you're, if the salon owners like, hey, I'd like to work with you on helping you sell more retail so you can make more money. And they're like, what do you mean? I'm not doing my job. I'm not good enough. You should just pay me more commissions. And I won't have to worry about selling more retail. My job will be, that's that personal response, knee jerk reaction response. And so I think these things are really clutched for, for really talking about working on your fundamental techniques and becoming better at what you do. Like you've got to become a professional and a professional works on fundamentals. So that was great, by the way, you nailed that. Thanks, bro. I just spent a minute thinking about it right before we talked. It was so easy. Isn't it awesome when you have that stuff? Yeah. Bro, I love it. I love it. So this is my, I love the whole point of that. And I think that I, I definitely was somebody that for a long time and still I get a little like, cause I get negative comments every day. Right? And it's something that like, we're trying to teach our 12 year, our 11 year old son at this point. Like, you know, how to deal with like feedback, right? It's like, and people, I had a hard time. Like, I guess it's cause I'm getting older now, but you know, I would see a negative comment on, on YouTube or Facebook when I, I've been doing this now for eight years, but when I would see it, I would get like super, you know, bummed about it. Like not bummed, but like, I would, I would attack, you know? Like I'd be like, whatever, you know? Like, or try to prove my point. Or, you know, whatever it is, you start to learn like, you know, you don't know, I don't know what that person's, you know, deal is, right? I don't care, you know, really that it doesn't affect, that you can't let it affect you. And I think that that's a good lesson for in salon relationships. You know, whether it's owner, stylist or stylists that work together, like, you know, we go through these things where the communication's not great. And, you know, I think that's probably one of our biggest things now. And the salon is that, I don't think anybody talks to each other, you know? Like they do, but they, but about the important stuff, you know, and everybody should be able to, to help coach each other, like as a peer to peer thing, you know, and work through it. So I like that point. That's, that's definitely a good one. Yeah, dude, it's so hard. I mean, I was just doing this training, like I said, with Redkin, it was their RAC Worldwide Conference in Miami a couple of weeks ago. And they asked me to go there and to train their trainers on like how to start posting more on social media and like interacting with lots of people. Because as you know, being a content creator in the online space, like people are shying away from going to more beauty shows and going to live education. And they're like, they're like, I can just pull it up on my phone. Why do I need to drive to New Brunswick to go to a class like or whatever it is? Yeah. And so this whole idea of like them doing more is good. But as soon as I say, okay guys, we're going to create content. Everybody goes, oh God, but then people that will say bad things and all that stuff. And like I was on stage with this girl and we, I had her do a video. I shot the video with her and I filmed her. And I said, well, what did you think? And she goes, well, I talked too fast while I was on the video. And it wasn't, you know, it was way too much personnel and all that stuff. And so I surveyed this room and this room was probably like eight, 900 people. It's a lot of people. And I was like, okay, how many of you in this room think that she spoke too fast? And like six people of this room raised their hand. And then I said, how many think it was just right? Everybody else was like, totally just right. And so she goes, see, I need to work on slowing down. And I was like, wait, wait, wait, wait, wait. Right. You're going to change for the six people that might just not be your people. Yeah. Like they might not be. Like so many people are so obsessed about making everybody love them. And especially as hairdressers and as stylists for crying out loud, you guys know this better than anybody else. Yeah. You want everybody to love you so much, you're willing to sacrifice who you are in order to please the people who can't be pleased. True. Dude, it's crazy. And again, the unpleased person or the angry person has been triggered by you by something that had nothing to do with you. It says more about them and who they are than you and who you are. But what happens is we as adults, learn at a very early age, like we have to fit into the group, right? We have to fit in at school, we have to fit in at work, we have to fit in here. So if somebody doesn't like me, I better correct it. But the problem is we haven't evolved yet with this world of social media that gives you access to thousands or even millions of people where all of a sudden you have to deal with people who don't like you. You just now don't have to never see them. They're just now in your face because you've decided to put yourself out there. You've taken a risk. You're interacting with more people on your Instagram, on your Facebook page, on YouTube or just, you know, it's like you're constantly in a giant concert on stage. That's what social media has done. And they've been able to put almost everybody on stage and now you can deal with what celebrities for years have had to deal with. We're now starting to have to, as a society, deal with as the average person in very small doses. Right, yeah. But you have to get past that idea that not everybody will like you. Not everybody will buy retail from you. Not everybody will rebook from you. And that's totally okay. Find your people. For sure. Ryan Teal's on. You know Ryan Teal? Yo, Ryan. No, but what's up, Ryan? We should know Ryan Teal clearly. You should, yeah. At the way you asked that. So he said, I don't take positive or negative comments on social media personally, but I care about every single comment. Yeah, that's good. I would agree with that 100%. I also want to throw out one more thing for that on that topic, man. By the way, I'm searching you, Ryan Teal, to find out who you are. But here's what I would also say about that, is I care about every comment because I appreciate that people are there, but I also would say one other piece of advice I've had to learn as we've grown and done what we do, is when taking feedback, and this is really important when you're trying to be a professional, is take feedback from people who are ahead of you on the journey in the area they're giving you feedback. Yeah. So like, if I want to take feedback on how to do my podcast better, I should probably get feedback from that back. If I want feedback on like, like if I get feedback on my podcast from my mom, probably not the best person, like I didn't like that interview you did, sweetheart, or my mom doesn't talk like that, but I'm making a mom voice, right? Like, I didn't like this or I didn't like that. Look at the people who are giving you feedback and ask yourself, are they ahead of me in that area of their life or not? Otherwise, I say thank you and ignore the feedback. Yeah. That's a personal rule I have and it's super, it's served me really well. I get off a big stage and somebody goes, that wasn't really good, but I just have a comment about what you said after point three, and I'm like, do you do big events? They're like, oh no, but I just, you know, I sit in all these audiences, I watch speakers all the time and you didn't do this. And I'm like, cool, that's not me, I don't do that. So if you're not on these stages, I don't want your feedback. I don't say that to them. I just say thank you and then go forward. You know what I mean? For sure. Ryan said, don't look him up. Anyway. Oh, oh, all right. There's a lot of, there's a lot of Ryan Teals that don't look like you is all I'm saying. He, I see a YouTube picture of a guy layered haircut, this very well could be you. It is. Anyway. He's been in here. I see it. I see it. He's a Naha winner. Right on. All right, so. Well, bro, I'll be a Naha this week. I actually, we're gonna throw up one more question. You have time. Let's do it. Yeah, I'm good. All right. So, this one comes from Cosmo Kristen. She says, I wanna know how to enforce cancellation policy for the last minute cancellations or no shows better. Easy. When it's not totally up to me since I'm not the owner. So that's like, that's probably a key point. Especially for repeat offenders without scaring them away. Totally. Okay. Yeah. What happened today? I had a color service. Yeah. All right, so. Yeah, dude. So that's been a hot topic on the inner tubes lately, man. That's been the deal. I've seen that one floating around. Even me and Christina currently right at this moment are working at our cancellation policy. So. Yeah, it's hot in our, we have a private Facebook group and our salons have been talking about this too. So clearly it's a big thing. And I wanna say this because I've canceled on my stylist selling myself out. I've canceled on my stylist in the last three months. Two different times within 24 hours. And here's what I did. I literally sent her my full amount of money that I would pay for my haircut. I Venmoed her and I was like, I'm really sorry. Like I just said, look, here's my cancellation policy in my business. If somebody cancels inside 24 hours, they forfeit their appointment and they pay 100% for their appointment in my business. Now that's not a salon business. That's just my business because I treat my time sacred. I can't get time back. It's really important. I can't rebook. I can't prebook. Now, how does that work in a salon? Because that doesn't work the same way in a salon. Okay? Right. Most of our salons, two things I have to address all these little subtle nuances that she asked. I'm not the owner. How do I enforce the policy? My not so easy answer to hear on that is if the salon, you can't have a policy that supersedes the salons. Okay? Unless you have a specific agreement with the client and customer and they make at least a verbal agreement with you. Okay? Here's the thing. Most people are interested in enforcing a rule on somebody that they never got agreement with. Okay? Right. So in my business, the way we teach it is that like Matt, if you wanted to have a policy that said, look, any cancellations inside 24 hours and this is a pretty, like the people who are doing it well, this is the policy. Okay? That most people have. Okay, good. Cancellations inside 24 hours incur a 50% charge. So if the service was supposed to be $100, it's 50% of that service gets charged to your credit card automatically. People who make online bookings, and this is a policies that I hear in a lot of our academies is that, or sorry, a lot of our salons in our academies is they say online bookings require a deposit before booking the service. So it's a long service. It's a $100, $200 service. It requires a 50% deposit. And then it states in the cancellation policy when they book, if you cancel inside 24 hours, your 50% deposit or it says non-refundable deposit will be charged and not returned. Right? So that's a general salon policy though that if the owner chose to adopt, they could do. But that has to have the agreement in advance. You can't just take somebody who said, well, I booked an appointment. I didn't show up. You're like, fine, pay me that 50%. Otherwise you can't come back because there was no agreement for that rule. Like they didn't agree to that in advance. So people will follow rules if you set them up. It's like when you drive down the street there's a speed limit sign. And we all have an agreement that we make with DMV that says, the DMV and the police. If I get on the road to drive my car and I break the speed limit, there's a chance I will get a ticket. Right? We all know that from getting on the road. But it's an agreement we make to drive the car. So if there's no agreement in the salon the only thing you can do is sit and have a conversation with your guests and say, look, Samantha, right? Samantha who came in and canceled last time. He's like, look, Samantha, here's the deal. I know you had to cancel then 24 hours and I know emergencies come up. That's totally fine. And the first one I always, it's a cancellation. Like that's totally fine and it's good. But I need to let you know that I can't replace that time. Like I can't reschedule somebody. If you cancel on me the same day in the morning, it's really hard. I'm totally full. So just in the future I just wanna make this agreement if it's okay with you. Is that if for some reason that happens in the future every appointment is gonna require a deposit. And if for some reason that cancellation happens in the 24 hours then it's at least 50% of what your service is. And I do that because I can't replace my time. Would you be okay if I did that? Now, if she says, screw that, I don't wanna work with you anymore. I hate you, die. Well, she probably wasn't a very good client in the first place. That's number one. Number two, if she says to you, you know what, that's a lot. And I just, it's a really hard thing for me to swallow that I didn't get a service done. But it's gonna take me money to go, well look, but here's the problem is like I have a fully booked schedule or I respect my time. And I just, I can't lose that time because it's too important for me, my family and whatever. Now, if she's having a good conversation with you and she goes, well look, and I would say this, I don't wanna take your 50% deposit ever. Is that clear? And by the way, this works the other way around. If I'm a stylist, this is really hard to hear too. If I'm a stylist and I get sick and I have to cancel on you, then I'll give you 50% off your next service. Yeah. You wanna really ask somebody up and say it goes the other way too. Is it, because I've had my stylist, she's like, look, I'm really sick. I have to cancel on you today. And I'm like, F, I have an event this weekend. I have this, like it screws me up. So like, what's my return? So I think two things, whatever the agreement is, it needs to be agreed to in advance. That's number one. Number two, it has to go both ways. And then the other thing is if the owner doesn't have a policy, you have to be really careful about that. And I would just say, you need to sit down with the owner and say, I'd like to set up a policy. And if the owner is fighting you on that, like then you're stuck. That's the whole thing about a lack of leadership in the salon industry is then the only thing you can do is have a conversation with your guest and have a separate arrangement with them. For crying out loud, you've got them in a chair for 30 minutes to an hour to maybe, what did you say, Matt? Maybe three hours. That maybe, right? Maybe there's some conversation you can have. And by the way, this just comes with loving and valuing yourself and valuing your time. Because if you don't value it, nobody else will. And they'll just learn that it's okay to cancel on you and there's no consequence. Did that help at all? Did you get any value out of that? That was great. So that's good. And my take on it is there's a lot of things that lead to you being super frustrated that somebody cancels as well. And I think that it's another insurance policy that I kind of put into place when I book people, I will book a couple people within the same amount of time. So I utilize my downtime. So I do double book. I don't double book to where I need an assistant for sure. Sometimes I need a little bit of help, which comes back to you working with a team. But at the same time, and everybody should help each other, which is the other thing. But I book so that if somebody cancels, I still have someone within a half an hour coming in. And we're getting to this point where we're in this age of like, a color and a cut takes three hours and we can't do anybody else in that three hours. And we're gonna try to charge them 400 bucks. It's just exclusively three hours. Right, so it's three hours. We're trying to charge 400 bucks. And then when that person cancels, because first off, they don't think you're, it's worth 400 bucks. So they thought they would rebook. And then now they're thinking, I don't wanna spend the 400 bucks. So I'm gonna cancel and I'm gonna come back in in a month. That's what happens. And then now you've got a three hour gap in your day and you're not making any money. And now you're upset. And now we're turning into, we got a cancellation policy. Yeah, I wanna get them, damn it. It's their fault. I get to the point where somebody cancels. I'm like, oh, thank God. Because now I can like kind of breathe. Dude, my schedule is to book like that too. But I still have somebody, you know? So like, and that was back when I was booking, you know, my day all up. But this is where, you know, it goes back to the fundamentals that you're talking about. Communication, we had a client who would call and be kind of rude to the receptionist all the time. It was one of my clients. And, you know, he was coming in and one day he was rude on the phone again because he couldn't get in the time he wanted. He always cancels. And then when he wants in, he wants in. And so, you know, that day I did his haircut. And then as he's walking out, I walked him outside and I talked to him and I said, you know, you're rude on the phone and we need to fix this because you're making people uncomfortable when you come in. And he was like, oh, you know, like he was surprised. Right. We went through this whole conversation. It was great. He now comes. He doesn't cancel. He comes in when his appointment is. He's super nice to everybody. It's communication. Like we don't talk. If you have a client. It's also the like you, man. It's you. It's your confidence in being able to have that confrontational conversation. I don't mean confrontation. Like you're going to go boxing in the parking lot. But it's your confidence and ability to say like, dude. Hey, can I bring something up? And by the way, this is my softener. I would say, can I bring something up with you that's hard for me to even bring up with you? Would that be okay? That's a good one. That's good. And you're like, it's really hard for me to bring this up. But are you okay? If I try to bring something up that's uncomfortable for me. And they're like, yeah. You're like, look, man. Like some of the people here think that you're kind of rude and I like I don't get that vibe. But like I'd like to figure out what that is. And I need to fix it. Now you might be like, dude, you're rude. Fix it. But like just that idea, like it really is like your confidence is so helpful. And I hope people kind of hear your confidence. And that's probably why people like watching your stuff, dude. Is your confidence like, man, I wish I was like that because they can kind of feed off that and do it. But that's where it goes back to that fundamentals of like, what are you doing mentally to keep yourself focused? What are you doing to sharpen not just your scissors and that skill, but what are you doing to mentally sharpen what you're doing? That's what we do is that mental sharpening. Yeah. And that's why I wish like, and that's like my frustration with hair shows too is I would go there for social media classes and my classes would have a good amount of people but at the same time, people like, people aren't understanding what is important in this business. It's not just doing hair and doing it well. It's understanding that it's hard work and sometimes you're doing things you don't wanna do and you just have to like, you should be booking differently. You should be like, people need to take a second and just think about like what, why things are affecting them the way they are. You know what I mean? It shouldn't be like, oh, it's the salon owner. I've gotta go do this. I gotta quit and go do this or whatever. Like this, you gotta look at yourself and what are you doing to cause that stuff? Somebody that is canceling on you all the time there's probably a bigger reason why they don't show up for their appointment than them not wanting to get their hair done. You're not the dentist. You should be an enjoyable experience like or maybe they are busy but then that's where like I'll tell a client like you just can't pre-book. You gotta call me and I hope I can get you in but you cancel often and my time is valuable and I can't take that gap. So there's like or know like that like that busy person who runs, that's the attorney that always has some last minute emergency. Like me, I can afford to pay for that appointment that I didn't show up to. Like it's very normal. And again, sometimes you ask them is like, this is a very like, if you don't say it passive-aggressively this is something you can say is like if they're an attorney or a lawyer or whatever is like what's your policy if somebody shows up late for, sorry, if somebody no shows you at your business what's the policy? Yeah. Just like, I just genuinely and you have to genuinely want to know not go like, what's the policy if somebody's late at your business? You don't ask it that way. But like, you know, just say like, look, I respect my time. What's your policy? And if they're like, oh, well, it's cool. They can be late no matter what if we have infinite, you know, we have infinite, you know, things because people have that problem. And like, okay, well, that's cool for your business. I can't do that with mine unfortunately. So here's how I've decided to make that happen. If you want to remain a client, here it is. The other one last thing on that Matt that just comes up. Loyalty programs and reward programs. The other amazing thing if you're a salon owner that has a staff and you have a loyalty program that's watching this, if you have a loyalty program, you can work into your loyalty system that they, they have like basically a reward only applies if they've never canceled an appointment. Like part of your loyalty system says in order to be a VIP for us, it means you can't ever cancel them 24 hours. If it does, you eject yourself and lose all your points from your loyalty system. So it's like, there's another repercussion for that. If you don't want to like charge them money because you're freaking out about that, just say, well, then we'll take it out of your loyalty points or we'll take it out. It just, just give some sort of consequence and it makes a big difference. It could be small, but it makes a big difference. No, that's totally good. I think people should do, should focus more on that stuff. That's something we had that, like when we had the old millennium so we use millennium software and we switched to Mevo and I haven't had a loyalty system for a while. We were jumping like, I keep getting these alerts, you know, the Facebook like memories or whatever and it's all these liars that I created. We created a long time ago. There was like, six ways to salon gratitude and it was like all these different, like super complicated loyalty things, but I need to relaunch a loyalty program. That's number one. Number two, I think that, I don't know if Mevo has it, honestly. I haven't even checked, but I don't know if you do know that. I don't know. These are things that I don't know. Yeah, so, but yeah, loyalty programs are awesome because it allows people to have those goals set. And I like the idea of if you do cancel an appointment, it affects that. So, pretty cool. Yeah, and you can set that up in the software for sure. And in most softwares, you can set up some of those things, yeah. Yeah, and even if you don't, if you're using probably whatever your payment system is, like the square and all those, those have loyalties too through that. Totally, almost everything does at this point. Sweet. So, anything else you wanna talk about? Are you good? How you feeling? Dude, I'm pretty good. I just wanna say, Matt, dude, it's always awesome. And I was just gonna say, one of these days I'm gonna have to have you come out to one of our Academy events. Dude, you're welcome anytime. You know, we do our retreats three times a year and you should come out to one of our retreats, dude. I think you, all these things that you're like, excited to talk about, that's what we talk about for two days. And I'd love to get you into one of those spaces at some point. So, dude, you have to take it anytime. Just know, I'd love to have you out, but I just appreciate you doing this because I think this is the topic that nobody in the general world of hair celebrity, you know, and that thing is like, like this idea of like, hey, you're somebody cool that people look at. You're talking about the hard topics and I think you said it. Everybody wants like, hey, here's this new cut, here's this new technique and you're willing to dive deep on these business issues that are not every day. So, I just wanna thank you for doing the work that I think is needed to change the industry, bro. Thank you. Well, you too, man. And it's always fun. It's cool and you talk about like, you should the people that are doing something, you know, one step ahead of you, like the way that you understand online marketing, like that's the one thing that for me, whenever I have a conversation with you, I learn something about that. Like you know the ins and outs. I know how to create content, but I'm not the best at figuring out how to market it. You know, and you've always got like, it amazes me when you have like, you can pull up that form and then you can send it here and they're gonna sign up here and now all of a sudden you got them on a list. I'm probably on six of your lists and I don't even know it because of the way that you kind of push things around. So it's cool. And you know, I love having you on this podcast. So if everybody out there, especially if you're a commission salon owner and you're looking for more information on Jason's stuff, just high-performance salon, is there a website? Yeah, just high-performance salon or comment, you know, drop a comment below and if you want that form that I had or anything else, if you go to high-performance salon, we have so many resources to give you guys. I just, you know, I always wanted to be like, we have free quizzes, we have all kinds of free stuff. There's tons and tons and tons of resources available. And yeah, just give us a call if you want some help if you want to create a commission salon. But I would just say like my job to help give you guys so much value that it's ridiculous. And I, like, I love being in a spot as they told me yesterday. I gave her a tip and a thing and she called me up and she goes, Jason, you made me like five or 10 grand last week because something you said. I like to give so that you get value before we even do business together. You know what I mean? Like take one of the tips you got from today. Do, apply it in your salon, make a change, go, hey, this guy might actually know something. Then call us and get more because there's more where that is, you know? That's hot. For sure. That's awesome, man. So thanks bro for having me on. I appreciate it. Yeah, everybody follow Jason and I'll have you back for short. Like this is just fun. Like I said, hopefully my next podcast isn't the next time I have you though because like that would be, I gotta get better. It was holidays and things, man. There was holidays and things, yeah. So I'm gonna get better at that. We'll blame that, we'll blame you. Be more consistent, but every few shows I gotta have you on because there's just so much to talk about. So all right, man. Let's do it, man. Thanks so much. All right, bro. Thank you guys. All right, I'm gonna click over to here. Thank you guys so much for watching the show, being a part of it, being live on here. There were so many people on live today, which is really cool. Can't wait to, you know, sift through all the comments and everything, but thank you guys so much. And we'll see you on the next show.