 All right, here we go. You guys ready? Thank you for choosing this classroom I know there was hard choices to make on where you were gonna spend the next hour and a half So thank you guys for coming in here I Want to first off. I don't have a microphone right now because I had the choice between the Britney Spears microphone or The handheld so I'm waiting on the handheld just because I know but it's uh They gave me this this short guy So unless you want to see me just stand right here over the entire time. It's okay. It's okay so I want to start off real quick and How many people have had a class with me before all right all right? Making my way around the world that's good All right, so that's good That's not gonna take as much to impress you guys. It's just the first time Today, we're gonna discuss salon business, but in a modern way I am Very anti-old-school ways. So if you're setting your ways, this is not the right place for you If you're open-minded, this is gonna be a lot of fun. We're gonna talk. We're gonna share And we're gonna try to connect as salons. I'm a salon owner. I've been a salon owner for six years I So I want to really just start off. I want to tell you guys how Why I'm up here in front of you guys and why I'm not sitting with you really because there's no difference between me and you I own a salon. I run it every day I just happen to leave it to come here to talk to you and then I got to go back and run it again. I Grew up in Illinois A small town in Illinois 750 people I'm sure you some of you guys live in a small town, right? Anybody? Yeah Popular around here right in the Midwest 750 people in my town and Really never thought about doing hair at all. It was not on my radar is something I liked doing but What I loved what I realized is I was doing hair anyways I was always changing my hair being at a salon was one of my favorite places Growing up when I was growing up frosting your tips was like the really cool thing So I was getting my tips frosted with the frosting cap Often I had a good frequency of visit on that So so growing up I kind of I had the idea I just never put the two together I tried every job there is so I have been In my senior year of high school. I've cleaned toilets at a truck stop. That was my favorite Third shift when I was 15, then I worked at Pizza Hut for a while. That's where I got my service industry start and then In high school I interned at a radio station Which was really fun. It's actually one of my favorite jobs I ever had The challenge with radio is that I got a raise to $12,000 a year and I was so excited so There's no money in radio and obviously we know how things are evolving and changing and then I started detailing cars and Detailing cars is was honestly. I'm gonna tell you one of my favorite jobs. I ever did. I love cleaning cars I love I don't know what it is about it But obviously don't make much money doing that either. So one day I went into work and I worked with a bunch of guys very manly guys and I had bleached out my hair The guys always laughed about it and one day this guy said my wife is a beauty school teacher you should go talk to her and So I did I called her up that night and I said do guys do this and she said yes and I was kind of on my way three months later joined beauty school in Davenport, Iowa Went to school. You need 2100 hours in Iowa. If any of you guys are familiar, which is a lot of hours So I ended up I went to my first Paul Mitchell hair show. I met a guy named Sam Burns Who's taught here quite a bit? and I decided to move from Illinois to the East Coast near Philadelphia to start my career with Sam Burns and And that's really where it all launched I left school early in Iowa because I didn't want to stay for the 2100 hours. You need 1,400 in PA So I moved I got my license started my career with Paul Mitchell worked for Paul Mitchell for ten years You know that career was fun I think this job for all of you guys out there any you guys educators Yeah, so The thing that I had I always wanted to do this. I wanted to speak to people. This is where I found my passion in the industry and I think everybody has their own path ten years into Paul Mitchell. I had a lot of great experiences with the company I loved it. I decided to go off on my own develop my own company which is free salon education with my team back in PA and You know we started the company and from there it's just blown up over the last couple years and That's why I ended up here Because we have a big following on YouTube and people want to have you come places when you have a following on YouTube Because it showcases their company as well. So as we go through today and We quickly go through it because this program could easily be a four-hour program We're gonna do it an hour and a half We're gonna break down all the systems that I use in the salon that made my salon successful I took my salon about six years ago now and It was not doing well. So me and my wife we bought the salon six years ago We took it from a failing salon where I couldn't cash my paycheck to the most successful salon in our town We're booked three months in advance I don't want to be bigger than I am right now. I'm 900 square feet in my town. I do not want to expand We have to And that's stuff that we're gonna talk about But we have a very success. I have successful stylists. They're 90 percent Rebooking percentage they're booked out and now my challenge is how do I fit more clients in my business? Because right now I can't that's where so we went from nothing to that in about five years And we built the YouTube Channel and website as well. So I'm gonna share with you guys all of that stuff and how it worked out And we're gonna start with this question. It's one of my favorite. Who is your favorite guest in the salon? Anybody have one? Who is it? Her name's Jan. Okay, and why do you like Jan? Okay There were key points in that. I don't know if you guys good conversation tips Well hair is not that hard, right? So that was that's good. Anybody else have a favorite? Okay, that's great so My favorite guest in the salon and I think I just have a different mindset. I've always been very driven by Numbers in the salon business and my favorite guest is Kathy I've been doing Kathy's hair for about 10 years even if I quit doing hair and Have to go do other business things. I would still do Kathy's hair forever. I love her She comes every single week to the salon. She gets her hair blown out. She gets her hair colored every three weeks We do highlights every other visit She always gets a great bob haircut. I love doing that and I love the conversation I have with her but the reason I love the conversation is because she comes in every week and That's so when we talk about you're relating numbers in a business with Relationships right so we have somebody that comes in very often We have a better relationship with them So they're more of our favorite guest our salon is more successful because we build a better relationship with them So the numbers go up the whole thing works together So we have to incorporate numbers whether we like them or not because we're artistic people Numbers are still very very important Now who's our least favorite guest anybody this is on film So, you know, I will blur your face Yeah Yeah, and they get pissed you're like what yeah, yeah, I know Three inches of new growth right And they know showed their last two appointments and they want to pay the same price of somebody that comes in every week, right? couple months, yeah Yeah That's my yeah, that's a good one that might be my favorite ever actually I I totally agree with you the thing I like about so the person that I don't like usually is the person that Well, most of time they do come in the most often actually because you see them constantly and you don't want to every time I go in I swear there's this guy Jeff and he's in my book every single time I go into the salon I don't know how it happens but he's always there and As soon as I see his name. I'm like, I want to quit today today Is my retirement So Hopefully Jeff's not watching Here's the other great thing about today and what we're doing Monaco blue was was Gracious enough to let me film today. So if anybody doesn't want to be on film Here's your time to run and And I'll blur you out as you go But for YouTube so if you guys want to look back on this class you can As well creating loyalty people are not loyal unless they have a reason to be does everybody agree with that Right. So, how do we get people in our salon to be loyal to our salon? That's a big challenge in the industry and I think that the problem with this industry right now is that we are So old-school right now That we are we're messing everything up, right? Everything is going with the times Starbucks now. You don't even have to wait anymore, right? Everybody use the app nobody Said I happen here Pretty sure that was nationwide If I want Starbucks right now, so I'm gonna I'm gonna blow your mind. You didn't even need to come for anything else At Starbucks now they have they have an app an application for the internet device and you can you can Literally go on the app Put in the drink that you want pick the store that you want to pick it up at and when you get there It's ready for you right so So no one's in line today. There is like three Starbucks around here No one has to wait in line. Just order it on your phone and you'll save a lot of time The world is all about time right the guests that we hate the most the one that calls that day and they want in But I'm telling you guys right now. Those are the people That's how it's gonna be now. It's not gonna get better It's gonna get worse. The only way it's gonna get better is if we focus on Rebooking them before they leave Otherwise people want in that instant because they're used to it. I ordered clothes for this event Tuesday and I was so pissed when they didn't get there They didn't arrive the day before I left to come here They didn't come and I was so angry because I'm so used to Ordering things and I'm coming within a day or two from when I order them, right? People in our businesses are gonna do the same thing that they're they want in I don't know if you guys have seen there's apps that are Launching there's an app called mainstream. It's out now and that app is an on-demand beauty service so any of you in here could sign up for that app and then Go live and it's uber for hairdressers. So now Somebody could just summon you and you go to their house and do their hair whether that's cool or not I don't know who's on board with that, but that's But that's the reality. I mean, I would never do it because I I value my time I can't drive my car going everywhere But some stylist is not busy might want to do something like that and that client that called in that couldn't get in with you Because you're so busy. They are going to do something like that. The loyalty is not gonna be there So how do we create loyalty in the salon buy ten haircuts get one free is not okay anymore, right? It doesn't do anything to grow our business So any of you guys I'm not saying anything if you guys do a punch card system or something like that now Or you found the app online and you launched it with your business The reason that this does not work for your business is because it doesn't help grow Your clients it doesn't help your frequency of visit which we're going to talk about in a little bit It just says buy ten haircuts whenever you want to and I'll give you a free one someday in life, right? So this could really take them four years So they're not growing your business this way and you're giving them something for free, which doesn't really work out Coupons in the paper. Obviously, I think we're we're good. I could probably delete that one, right? I don't even know where the paper is anymore, but I'm pretty sure I can remove that from this presentation Thirsty Thursday to for Tuesday promotions. Now. Here's the thing for those last-minute people now I believe that you can you got to stop posting on Facebook. Hey, I'm free right now come on in But I believe that there is a way that we could do this if you have the people that call in last minute You put them on a list and when that when that when you want to run a promotion Or you want to do something creative then shoot something to those people that are on that list Collect the data of last-minute people. You know who they are, right? They already are always last-minute people so we can capitalize on them We have to categorize our our customers, right? So I have my customers that read book all the time But then what am I doing for the people that don't and that besides getting upset with them, right? Now it's time to just because we're upset about it now We can fix it come up with a last-minute people list and start pumping this stuff Maybe email them text them do something to show them that you have something quick and ready for them This is our loyalty program. I'm really good friends with Millennium software It's here, which is kind of cool. I use Millennium software in my salon business. How many people do not use software? Thank you for not for being honest. Thank you and That's a that's a good. That's good to see because a lot of times people aren't using software yet I like Millennium software. This is a loyalty program that they have built into their system So I give 500 points for booking a future appointment with your customer So it's $5 a hundred points is $1 it's $5 earn a thousand points referring a friend Now I'll give $10 if you refer your friend to my salon business Why would I give $10 every time does that seem like a lot of money? Because if I were to go put an ad in the paper it would cost me a thousand dollars and it would maybe get three people from that ad Probably not even three people anymore one and a half probably So a thousand points, I'll give you $10 for referring a friend If they refer a hundred friends, we're good to go there They're making bank and getting their hair done for free and I've got a ton of their friends coming into my business 200 points for trying a new service. We have to get people trying something new In our salon if you don't have time for it recommend it next time. That's where we fail as hairdressers right now We get them all psyched up about that visit and then we let them go and we don't ask them to come back Right, they come in. They're like I want this big change. I'm looking for this haircut. I can't wait We should totally do it today. Let's cut it all off and then we cut it off We highlight it we color it we send them out We don't see him for six months because we made their day. We need to do what they were booked for Get them excited about the next thing you're going to do with them Pump them up for next time then that way they're going to book sooner and come in It's not going to cram up your book and you can book them for new services next time 200 points for any product purchase over $30 just pushing retail and then one point for every dollar spent That just makes them feel like they're getting something, but I'm not really giving anything for just spending a dollar that doesn't Doesn't keep things moving This is a loyalty car that we ran in our salon now I'm going to tell you guys right now the one thing that upsets me the most I've been through the last 10 years And I'll watch somebody do a business program and I'm not saying everyone there's amazing business people here this weekend none of the people I'm talking about are here this weekend, but I I have gone to the business program and then I get to know them and I find out they're not doing any of these things That they say and it drives me crazy There's one person in this room right now that I can tell you I know he's doing what he says and that's been back there Where's your team at? so You can tell who his team is in this room and that's and I like that But this is the thing guys everything I'm doing are telling you about I either did or I'm doing currently Some things I did and now they don't work for my business I have a different model, but I still share them with you because they worked This is a loyalty card. This was a Starbucks idea of Again, do you guys go to Starbucks? You do right? At least okay, so at Starbucks if you go in the morning and you buy a coffee They give you a receipt a treat receipt, right? Robert Cromings does this as well. This was kind of my thought process of it was Maybe I could give you 10% off for Something that you want to get so what we would do is write their name and a date in the future now I wouldn't give you a deal on four weeks from now when you want to get your color again That's not what this is for this is for maybe I want to get you in for a blow-dry So I'm going to write two weeks ahead of time on the card and your name And then try to get you back in two weeks for a blow-dry something that you wouldn't have done, right? So don't give it to them for anything that they would have done already give it to them To try something new Systems What are some systems you guys run in the salon? Anybody know what a system is Client manager app and how does that help you? Okay, what's awesome about it? Okay, okay Okay, so it's an appointment book type and you can put your client list in it Yeah, does everybody have a client list manager type thing software STX okay so The beauty of the evolution of what's happening now in the industry We're being able to communicate better with our clients right my no show rate I have when we have a no show we're like wow we had a no show like it it never happens anymore because We use a company called demand force, but we We seriously send them an email We have an automated person that calls them through voice. We text them four times and Then if they don't text back yes, then we call them personally That's how we will not let you forget like the days of leaving with a card where I write the appointment on the back That doesn't even happen where they're like you will let me know I know it Because that's what happens in our salon now We're able to communicate with our guests. That is the number one thing I'm gonna say that was the number one thing 18 times today, but that really is one of the number one things in my mind communicating with your guests What are systems in my salon? We have a few different things that I think are really important and I call these systems Systems is also a good word for software technology but the guest greeting is a system because of it's a it's not a rule, but it's a Expectation in my salon for my team to Say hello to everyone so no matter what anybody that walks in the door. I don't care how you say hello You could be the craziest weirdest person and I totally embrace it I'm not the shake the hand look in the eye kind of person. I think it's That's just weird at this point Hello, thank you so much for that to me I would rather hey, I like I want you to be my friend when you come in you are everyone that visits our salon You're our friend. I don't want the stuffy atmosphere. It's not okay. I don't think anybody wants that anymore So guest greeting is really important beverage menu is something that we set up I'm sure a lot of you guys have this at this point But it's really just just like if you were at your house or I took you to a restaurant I want you to have options and I'm the kind of person if you see me around this weekend. I'm a very quiet person I don't really talk much and tell him here. I don't know what happens up here, but I Don't talk much. I kind of hide I duck around the corners but So if you ask me if I want something I'm gonna tell you know, I'm good. I'm good. I don't want to trouble anybody That's not the way that I am so in my salon I don't want people that are like me to be sitting there dying of thirst Because we didn't offer them something and they're not gonna ask for it, right? So we have to cater to people station set up. What does your station look like after you finish somebody and Before you start the next one and I'm gonna tell you another thing right now. It's gonna be a big ha ha a cool like whatever I Don't use assistance in the salon at all. I also have a small salon. So there's different models I took away assistance about four years ago because I Think that Sometimes there's a disconnection and because my son is small. I didn't feel the need for that. So we book up So the owners in here are like sweet. All right, and the stylist like don't say that please But I'm gonna tell you right now and Ted Gibson who you know again take her leave not my friend I don't know but I did hear him say one time that You know, he says he charges a thousand dollars for a haircut. That's totally cool We can't I can't but He doesn't leave his guest the entire time, right? He caters to them So if you're looking at how do I elevate my salon business? Maybe think about that. How much time are you spending with that guest? What type of relationship are you building with that guest right now, right? Why should your haircut be ten more dollars? Probably if you're spending that extra time with them giving them the blow-dry Shampooing them building that relationship. That's what it's all about. So Just make sure that you're really focused on that relationship. So on menu, we're gonna talk about consultation important we're gonna talk about Consistent shampoo experience is another thing that Pulmichel does really well with the wash house So any pulmichel sign Ben and I always see some kind of really nice area where we shampoo The most important thing about that is that you're consistent and being consistent in a salon business is one of the hardest things, right? It's every owner in here. We're the owners Okay, we come up with an idea as a team or whatever, right? It's so good for one week, right? It works really well for one week and then next week you're like what's wrong with them like why? Why can't we and here's what happens because we put it out there, right? First off, we probably came in and we said you got to do shampoos like really good. That's my salon owner voice I don't know why We have to do shampoos really good Go do them, right? And we don't come up. We don't work together on it You have to work together all of it if you have a team and your team is here. That's awesome Work together come up with your ideas to do the same shampoo at my salon if Justin gives the best shampoo ever and this lady comes in she's like oh my god that Justin guy I got the best shampoo ever she tells her friend her friend comes into my salon and then gets Thad and Thad's like Whatever fumble hands and doesn't do the same Shampoo experience now their friend is upset and they talk to their friend They got the good shampoo and now there's bad dialogue about our business, right? So we have to be consistent whether it's with the shampoo or anything else finishing menu talk about it team contest we're gonna talk about Name this is something Bob Mccony See in here. No From Millennium. He owns a salon as well big salon Which is what I love because he has a big slime of a small one So sometimes I I think because I have a really tiny space that I can do different things that some bigger places can't But Bob's proving me wrong on that because he's doing some stuff So the name is so important how many people have trouble with names in here be honest Right, okay I'm bad as well. I'm trying to get better though And I think that's one thing if you raised your hand try to get better at it But the name is so important and why I hate walking through my salon and not Knowing people's names if they're not if they're my client or not most time. I don't even remember my own clients names, right? Thanks for Millennium. It's written down in there, and I hope it's correct All right, and then we walk up so what we do is we write the name on the mirror in front of them So the cool thing about that is we used to do like a little wedding tent thing And that's how the idea happened. So me and my wife Run the salon together, which is really fun and sometimes really anybody partners that run Exactly so Me my wife run it together and she's always right and I'm like I'm always the one with like a million ideas, but she's like such a good reality person But so we're sitting at a wedding and and everything becomes a salon conversation So no matter what I write off every meal because it just doesn't matter Whether at McDonald's or whatever it is business the whole time So name tag at the wedding we see it. We're like that's kind of cool It lets everybody know where they're supposed to be and then you would know their name So we started with the name tent the clients went crazy over it You think it would be like not that big of a deal And I really did it for my own selfish reasons of not knowing your name 15 minutes into the appointments. I forgot And now I look down and I have it written down there then the name tag We got different stations couldn't really it got a little messy looking so we got the the mirror markers And we started writing their name on the mirror And it's really cool because we can write happy birthday to them You can do little messages if you want to it brings the experience Into a more personal thing, right? So the name is so important if you guys can do something like that Bob said he started doing it And the clients went nuts. So I think you know that goes to show you he's got 35 40 employees I have five employees, but he's making it work and it worked for us team contests All right, so the contest is Every week I Like to give out. I'm driven by some cash sometimes Not gonna lie Some people are driven by other things I Grew up Midwest small town. My dad was a diesel mechanic. My mom didn't really work So I Always wanted to get out of my town and go do something. I like building businesses I'm realizing now like I started selling friendship bracelets in fifth grade and then I was in a band All through junior high and high school and I couldn't wait to print the CDs and the labels and you know It starts selling them for a dollar at every show like I think that that's always been in me so Whatever drives you guys, but this is cool because this Focuses on the things that are gonna grow your business right and you can focus on these numbers and who's been doing here for one year in here anybody One two years Okay, who's been doing here for 20? Okay, and all of you in between congratulations as well. That's good So two years right 20 years. It's like we separated the whole young people over here and the older people I'm gonna I'm gonna move. I'm getting more towards this area So you can compete with them right if you try to compete with them On a weekly number basis or the dollar amount that you bring in you couldn't compete Hopefully you're blowing them away right but on service per guests retail per guests and rebooking It doesn't matter if they have ten clients and you have a hundred you're gonna have the same numbers Right, so you can compete I can compete with the young kids No matter how much money I bring in so service per guest is how many services they're doing per guest easy breakdown Retail per guest same thing and rebooking percentage. Those are the three key factors When you're trying to grow your business, so what I do is for each of those categories I Love that I write that out Whatever Sometimes it's a late night, and I'm like winner gets $10 like it. All right. I could have just said that I'm actually starting I was doing this and I'm like power points are so lame Like I don't even want to do a power point, but I feel like it still needs to happen Like I feel like we could just talk about everything So the winner gets $10 of Each category so if service per guest if Brian brings in the most And I give him $10 and I give fad for rebooking and somebody else for whatever or you could win 30 bucks Maybe that doesn't seem like a big deal, but it's gas for the week It's a hundred and twenty dollars a month if you win them all so it's kind of a big deal and for a salon owner I think $30 a week is pretty fair to give out and they fight like they fight for this And it's hilarious because at the end of the day on Saturday I see them like checking their numbers and they hope that somebody forgets because if you forget you're out of the contest Right, so you have to write them down To be to be in it Now here's the menu At my salon I've done a lot of different menus. I'm a menu guy, but I'm also like not a fancy menu guy So anytime I go into a salon I see like a really fancy brochure Which works for some businesses again I Have no idea what any of it means if I go to a fancy restaurant and it doesn't have pictures of the food I get so angry And I'm getting better at like reading the description and being like oh it sounds delicious But really I just want to see the picture of like the juicy it's never gonna look like that, but I just want to pretend So we created a menu. This is the front page. It's actually one of my stylist Drea Second page opens up to our starters My wife is from the restaurant business. She worked in it for 16 17 years So she has a lot of ideas with menus and stuff So we did starters like appetizers. That's all shampoo experience stuff We did Paul Mitchell treatments. We're a Paul Mitchell focus on Cara triplex retreat is a keratin treatment and then hey sugar sugar is their sugar scrub with lavender mint shampoo conditioner I don't want to over complicate anything. I don't want to have 95 options for people But I think it's cool to just have a little tiny upgrade that people can get we have our haircut prices We're the cheapest place in town and we're the most expensive and that was always my model. We opened in 2009 So times weren't good, right? Those of you that had a salon at that point People just quit coming like they started pushing everything off, right? Well, we opened and that's when I say I couldn't cash a paycheck and all of that had a lot to do with those times And it was if who was a salon owner before that time and went through that I Love every single one of you guys because that was tough, right? That was a big deal so you really got to look at I When I couldn't catch my paycheck it was when you get to a business is not fun like a lot of you guys out there that I are Stylus now and maybe thinking about being a son owner later in life or whatever it is hard work Right, so I commend anybody in here that does that and it's really half the reason why I do this the other half is to you know, I like getting up here and and the And the other half is really just being a part of you guys because this is it's a hard business it's a lonely business and Nowadays with the internet it's getting more social It's becoming a little bit easier. I think in that way But we're up late at night trying to figure out how how to pay you guys, you know, because there's a lot that goes into it So I Came out where the cheapest and the most expensive I didn't want to be just the cheapest because I don't think that that shows your brand The way you should and I wanted to give people options So if you don't want to pay a lot of money, that's cool But those people that still weren't struggling through that whole thing can come in and pay the more expensive prices We've a breakdown of why we have multiple price structures And I also believe that the only way you're gonna keep staff in your salon is to offer them incentives To grow their career with your business Because right now if you're all the same and you're on the same playing field Then they don't know where to grow from there. The only way they can grow from there is to open their own Right, so we got to show them and it's not giving them more percentage necessarily, okay, and stylists in here Don't worry about the percentage. The percentage is awesome. You get a lot of what you bring in but being priced more expensive and growing yourself so a lot of people when I first moved to Philadelphia Sam was like, oh, I love how you cut hair. I I hadn't even worked in a salon yet I worked there for two months. He took my haircuts from $40 and raised them to 75. I think I had like four clients So I spent the last or the next three years Trying to build a book on a $75 haircut with no reputation whatsoever Except for the new kid in town kind of thing, right? So it took me forever now I will not move you to a higher price point unless people cannot get in with you if People can get in if you have room in your book. You're not ready to move Right and that's the mindset that we have to get in because if you move too quick Then you're just there's no reason you should be sweating behind a chair and So booked and clients should be begging to get in and then you raise your prices And you don't have that problem with are my clients going to be upset because I promise you when you say I'm making more room for you guys Because some people are not going to want to pay my prices. It'll be okay, and you won't have to worry about that So different levels of pricing. I think is really important. This is our color menu cool little palm of your ink ink works image and also This says starters Every time I do this program like I need to fix that it's supposed to say sides So I put up the wrong one, but we have color regular prices there and then sides The sides are single foils Treatments that can go on the ends glazes Olaplex, you know all of those different things Go on there Blow-dry bar How we feel about this Think it's great. Anybody else anybody not think it's great Okay, I'm gonna change your mind And I have a salon too, so and I don't have a blow-dry bar. So here's the thing 20 million dollars in sales. This is dry bar statistics right that company dry bar 23 salons and six states and actually this has grown a lot. This is not a date, but 50,000 women per month So it's bigger than this 50,000 women per month are going to get their hair blow-dry at dry bar, right? Why are we upset because we feel like they're taking from what we're doing? But why we shouldn't be upset is because they took something that we weren't promoting and doing well and Made a company around it The beauty of this whole entire thing and why we shouldn't be upset is we have blow-dryers in our businesses and Chairs and every bit of equipment that they have we just have to utilize it So why can't you say you have a dry bar in your place? If you type in blow-dry bar in New Hope, Pennsylvania I come up first and I'm the only one there because I'm the only salon that decided to put blow-dry bar Somewhere in my website So now if they search for a blow-dry bar, I come up and then I have a blow-dry bar Here's the other thing average dry bar net profit is 15% to 35% I know none of you guys are seeing that percentage in your salon business for profit right now average salon is 11% and Here is our blow-out bar menu. This is one of our clients You have three different steps to your blow-dry. We just try we created an experience around it to compete with the dry bar companies I'm gonna put up this wedding hair thing But because this is an open book and I'm open with you guys I quit doing wedding hair in my salon because we are so busy now that weddings were affecting the business and I'm actually in a huge tourist town thousands of people every weekend come to my town New Hope, Pennsylvania and and there's a lot of weddings, but we have to turn them all down because our Clients that are our regulars will do their hair for their wedding But our clients that are regulars couldn't get in to get their hair colored So I quit doing so that I erase this from our website and if anybody calls we recommend somebody else It's just how we're how we're rolling right now, but There's our menu for that we used to do mimosas and we would shut down the salon for bridal parties because we're small But financially it just wasn't smart so Consultation and really that goes to show like you don't have to do everything And I think we try to throw in every single aspect of the beauty industry that we can my salon is really good at cut color and styling And blow dries or whatever so that's what we do. We don't do anything else like the trends that come and go Sometimes I don't jump on them because I just want to be good at what we're good at and focus on it This is a hair analysis card that we we have done in the past right now I have my staff has been with me for four years. This is very become very regular dialogue for us But this card can be filled out by your assistants. Maybe your new stylist For every client that comes in and put their name their starting level percentage of gray check their density Texture formation. Why do I need to know all this stuff? Anybody? If you're coloring affects your coloring and what does it affect the client? Why does the client need to see it happen cost, right? So if I circle you have a high density of hair I'm right away going to turn the dialogue into I'm gonna have to use more hair Color on you, so it's gonna be a little bit more than the price So we get price out of the way right at the beginning because if you don't do that and you surprise them at the end with this High ridiculous price. They're not gonna understand it and they're not gonna come back again. It's all about relationship How many people hate going to the car mechanic? Right why? Because we have no idea what they're charging us for they just say a bunch of stuff And then it's over a thousand dollars every time and we pay it and it's just is what it is And we put them off and put them off until our car is falling apart and then we take it back in there, right? Because we don't want we don't have that relationship. You got to build the relationship in there Take inspiration from everywhere This is So I just put up a video about this on YouTube from a presentation. I did I With Millennium actually I was at a Millennium event in Miami in January of this year and I quickly Needed an energy drink in the morning and the Starbucks app wasn't invented yet So I went across the street to this grocery store and when I say I've done every job I this is another job that I've done is third shift stocking shelves and Again, I think it's with the car detailing. I just love seeing this like this What do you guys see there? Everything's faced. It looks beautiful. This is what a grocery store looks like at 6 a.m. in the morning I don't know if you guys have ever been in there. You should try it sometimes pretty cool And then people just come in and tear it apart and then somebody has to go back in and Reface them and make them look beautiful again that night and he's doing that for like $7 and 25 cents an hour so when you guys look at Being upset because you got to face 10 products in your salon and make them look nice. Look at this guy's job That's not why I put that up there this In the salon you think about This is what a grocery store looks like. What is your salon retail look like? Right when you think about your salon right now if we could all go walk into each of your salons right now when you quickly ran out yesterday after work and Left it however. It was hopefully we didn't all do that But in reality I probably did the same thing What does it look like? Does it look like that? That's what it should look like all the time. You got to put in the effort So I see those things and I just think alright I need to go back to my salon and redo how we stock everything. I like everything looking like it's about to fall off the shelf Like catch it purchase it Take it home. That's what I want to happen if I could have a lever to just kind of Shove it off. That would be pretty cool. This is another app for your phone It's the world of beers. This is something that I Another thing in Miami so After the grocery store and then I did my presentation we went out that night we went to a place called world of beers and John Harms the owner of founder of Millennium and I were sitting there and I looked at this wall this wall represents the number of alcoholic beverages This person has consumed 2000 2186 at that place like this is a corporate place, but that's that person she was there that day obviously She doesn't go anywhere else But so she's there and I guess when she drank her like 2187th beer they rang a bell Really loud and celebrated her So this got me thinking I try to take everything that I see because you have these companies out there We don't have a lot of money where it was salon owners, and it's just the reality of it and you know if you have if you have some money, that's great You're doing a great job, but we just it's not it's not like the crazy business where we're now flying in our private jet Because we're late for our client, you know So here's the deal How can we celebrate our our clients? Services right how many services they had for the year put the number one person up there, right? That could be kind of cool. These companies have millions of dollars Worth of marketing and advertising and all that they spend so much time Learning how people think and what will make them excited. I Don't have millions of dollars yet Just kidding So I take this idea and I transfer into my business. It's not that's easy Starbucks you see the treat receipt thing you can transfer into your business every single thing That's happening from the way that the girl answers the phone at our hotel this weekend I don't know if you guys have called room service. They're the nicest people and I couldn't find I was like looking on the phone for like food Dry cleaning like usually they have like different sections This is like you call one person and she'll do whatever you want for her, right? So that goes to show you like you could you can transfer that stuff to your business making a comeback We really already talked about that that making a comeback is getting them excited about the next visit We're gonna jump into numbers real quick. I promise this won't be boring. What can frequency of visit do for your business anybody? Make more money. Does anybody know what their frequency of visit is now? Stylus does anybody know what their frequency of visit is? For you for your business Per week does anybody have any clue what that number is if you don't know what that number is You have to go look it up You have to figure out what this number is because this number will change your business. I promise you you need to know this number Here's why average client returns every 12 weeks It's $50 per client. Let's say an average ticket of $50, right? They come four visits a year. Do you know? I'm about to break stuff. Did you know that the average client visits the salon about 4.6 times a year? 4.6 That's their frequency of visit is 4.6 times a year. That's every three months basically a little less So how do we get them to come back in if we change up our frequency of visit? Our goal is every four to five weeks getting them in for their color at $50 a client So I take that $200 client. I get them to come in more often and now they're a $600 client I didn't upgrade them. I didn't ask for a raise and get more commission I started making more money because I talked and I got them to come back in sooner now the next thing pre-booking Pre-booking Needs to be like there shouldn't be a question anymore of are you pre-booking your appointment? Like unless you people know their schedules now people know what's going on You need to tell them when they're coming back You're the expert. You don't say to them. Would you like to come back in four weeks? Can I get you rescheduled? Don't ask anything I have clients that I pre-booked them nine appointments without even telling them Because I just they know that they have to come back and they know that because my schedule is so busy They have to come back if your schedule is not busy pretend that it's busy Right get them to rebook Stephen Terry Cohen, you guys know who that is. They're pretty close to here This this is what changed my pre-booking when they said They gave ways of pre-booking And they said did you have trouble getting in today if you say yes, that's perfect. That's easy, right? They say yes, well, let's get you pre-booked for next time so that you don't have that problem anymore easy done If you say no I had no problem. It was easy. It called you got in Then you say well a lot of my clients are having trouble So let's get you pre-booked before you leave start the dialogue as soon as they sit down in the chair If you do that then by the end you're not shocking them by the end your client is checked out They can't wait to get out of there as much as you think they love you They can't wait to move on to the next thing, right? You're taking up an hour and a half two hours of their day, right? And I had to realize that because I thought People just loved hair as much as I did They really don't they don't care I see them out and about I'm like what that's what you got out of what? I did, right? So you really people don't care. They don't have time They don't so they're only spending that time so that one time that month when they go out in front of their friends They don't have gray hair other than that. They would not care They would sit in their PJs at their house drinking wine and not caring about their head, right? We love hair So we need to love their hair for them and get them excited to pre-book Average ticket So we broke down just a regular $50 average ticket 12 visits a year So now we've got our frequency of visit at 12 It's a $600 client if we just add a simple conditioning treatment hair cut whatever to bump that up to an $85 average ticket now you have 12 visits a year and they're a thousand twenty dollar client So you're taking somebody That was coming in As much as the average client is with a $50 average ticket, which is pretty normal, right for you guys If you look at your average tickets probably around 50 bucks if it's higher than that congratulations, but $50 is a pretty basic number 12 visits a year so from $200 to a thousand twenty dollars and this is stuff that you can do tomorrow Right, maybe not tomorrow Monday. We're all closed Tuesday. You can do it Tuesday, right? So this is simple simple stuff. It will change The entire way that you're doing hair will change your salon will change your paycheck Industry average single color every 12 weeks. It's $50. So this is what the typical stylist is doing right now 250 guests $50 average ticket for visits a year is $50,000 a year. That's what you bring in That's not what you take home, right? So our average stylist is sitting between 17 and $25,000 a year And that's not okay. It's not okay with me. I don't think it's okay with anybody in this room, right? So what we do to change that is everything I just talked about Tuesday you can fix it Tuesday you can start being this person and It doesn't matter what happened in the past. It doesn't matter what clients you have same clients You can do this exact same thing single-color haircut treatment, right? Three things three services Average ticket $110 not unattainable 250 guests harder to do get your reputation up 12 visits a year $330,000 a year that's now I don't know currently a stylist doing this I'm not gonna say that my stylist are doing it the most I've ever brought in as 175,000 a year doing hair And that wasn't take home that was bringing in, right? $330,000 a year, but it can be done and You could say what who has a big dream big goal in here? Anybody what's yours? Move out of state. Okay? Okay, so that's your big dream Who else who has a big? Own your own home. All right All right, I'm with you Anybody else? Buy you a boat and this is the thing mine is to buy a suite At Lincoln Financial Center so I can watch the Eagles from a suite every weekend That's all I want, right? Am I ever gonna be able to do it? I don't know. I really don't know But it can be done. It can be done. Are any of you gonna bring in $330,000 a year as a stylist? I don't know, but it can be done Easily as long as you follow this stuff and you start focusing on your numbers Bob Mccony had somebody come up to him, and I don't know if they're in here or not But I'm gonna tell you they said they have a paper appointment book, which is totally cool I'm totally I get the struggle with technology But things are moving quickly and that is way back there We have already trampled that right, but they said to Bob I Don't need Software I just need to know when my my clients coming in And that's it and if the power goes out what am I gonna do? right and The reason I'm telling you guys this is because you need to know way more than whether your clients coming in or not Right we have to know more We can't grow we will always be this this is without computer software And I don't even care if you buy Millennium to be honest. I love the guys, but I don't work for them But I'm gonna tell you right now You you're gonna be this person It's very difficult not to be if you're not keeping track of what you're doing Okay, so to get to this you have to study your numbers, and they're just a few numbers Nothing big deal and you can get a report on them So whatever software you're using in here find those reports and look at them. This is Rob. Deirdic. I love him I I'm actually in the process right now of finding my fantasy factory I'm looking for a 5,000 square foot warehouse space that I can make a salon in a little bit of it and Free salon education filming Editing offices shipping and all that at the same time Probably a half pipe in there, too. I don't know but I think it's gonna happen But I like this saying make your own luck because it really is people There's a couple people that look at you and they say you're you're a lucky person But it doesn't take luck to be good at what you do like it doesn't take luck to buy a salon. I got I had a Client who I was struggling in in the salon business. I was in I had moved a thousand miles for my family I was by myself met my wife three months into moving but and Thankful thankful for her. I would have quit and went back to Illinois if I wouldn't have met her so But I had a guy three years into working I wanted to grow as a salon stylist and be a salon owner someday I never thought about owning a salon and I had a client one of my clients say I was cutting his hair and He said where Sam I said Sam moved to California and he said Really and I'm like, yeah, he goes Why don't you buy this from him and I said well I can't because I don't have the money to buy it from him and he said I've been watching you for three years. I know what you can do call Sam when you get home and offer him whatever amount of money and That's what I did. I called him. I offer the money Sam was so excited Because it was you know, we all he didn't want me to not have a job But he was moving on to other things So he was trying to keep it open I offered it to him Had I did a quick loan with this guy for three years I paid off the business and it became me and my wife's but that That might seem like luck, but it's not luck because he was watching if I would have just Been doing my thing having a good time laughing and joking. I 100% of the time Besides maybe tonight at the little party thing and thinking about My businesses right now free salon education is is number one It's it's I love being able to provide free education for everybody. My salon is right there I'm in it all week long You have to be in it you make your own luck because it doesn't take luck you create that you do it Membership is the last thing. I don't do memberships. I do men's memberships at my salon now I took away the women's again because we got so busy But before we were busy when we weren't busy these memberships were awesome We had a platinum membership and we have a regular membership So you pay $160 per month you get your color for free not free, but it's included a haircut and a blow-dry once a week For $160 now How many people think that $160 sounds cheap for that? Okay, why is it not cheap? It's every month. It's a hundred and sixty dollars twelve times a year Right So I will give you a couple extra and I'm gonna tell you right now Nobody came in once a week and you probably could change it to two times a month if you wanted to this is fully customizable So but this really came up because I I think memberships is you're seeing memberships become a big thing, right? Nobody buys music anymore They are on a membership. Nobody rents movies anymore. You're on a membership YouTube now is offering Coming up a membership That's people want to be on a membership. The other great thing is It's a guarantee that they're gonna come in so I'll give you a little bit of a deal If you're gonna definitely come in and pay me every four weeks for your services The men's membership is the same It's seventy five dollars per month. That includes unlimited haircuts They come in once a week I love seeing my guys every week because you seriously could just blow on their head and They're good like it takes like three seconds to finish. It's like cleaning up the neck Whoever told a guy to come in every four weeks was out of their mind Unless you're growing it for something. There's no reason a guy should do that So we got to get guys in we are guys It's definitely every two weeks with the membership they come in every week and we just clean them up detail them They're out in ten minutes. So it's worth the the time This is our men's menu Just giving them options we shave their neck we do hot towel treatments different things with them It's all part of our book picture menu This is a pretty old-school image, but this is something we did a long time ago I color 80% of the guys that sit in my chair 80% of them get color and I know I'm gonna tell you right now. It's not because of my area So a lot of people would be like well guys around here would never color their hair if you Make it cool and you give it to them for free for the first time. It's getting them hooked on it And then you look at average ticket frequency of visit guys come in 12 to 24 times a year This free service that you give them one time that takes half an ounce of color could now turn into $20 every two weeks Added on to their ticket. So that's a big deal as well So I offer it for free if you haven't tried it because no guy I did concrete construction another job And they used to call me M&M because I had like bleached out crazy hair But like guys don't want to look like that. That's what they think hair color is going to do to them So if you show them for free one time that they won't look any different like guys won't pay you to make them look Nothing different than when they walked in It's awesome. So take advantage of that All right, don't know who said this but there's three types of workers those who get things done those who watch things get done And those who wonder how so much got done This is for real right in the salon. We always have different levels of people and As I kind of sum up This we still have a little bit of time But I want to I'm gonna do some question-and-answer stuff This is the reality of a salon and any business there is right you have people that work really hard So you have the salon owner Like me like you guys some of you guys out there That all you think about like I said when we go to McDonald's we go wherever it is business the whole time Then you have that stylist that is the it's the one that you know gets it Right you we all have that one Or maybe two if we're lucky a little bit more than that, but it's harder to find Then you have your workers under that who just do really good hair, right? And then you have the people that One false move and we're getting them out, right? So That's what a salon is made up of that right and what I had to realize is that nobody's gonna love My salon as much as me ever right Nobody's gonna love your salon as much as you do. It's your salon So to get somebody else to be on the same page Takes a lot, but if you get them involved in it, you're gonna have a better time doing it Ben where so where's Ben Steph so You guys are in Chicago, right? Anybody come from further than Chicago Where Newcastle, Indiana, okay cool How how do you get people young people to drive do you guys take a bus? You drove three cars. How did you get a group of people to come? Three hours away Why'd you guys come? Did he force you is You're expanding soon Yeah, okay Yeah, yeah, this is why I get so angry when people talk about millennials and there's a book I'm actually gonna I'm gonna steal it There's a book over there about millennials But I am I'm right on the edge of the millennial thing. So I throw myself over there, but Like that's what there is that in the industry. It's hard to find I know that but a lot of people ask me the question of how do I get? People how do I get people in my salon? How do I get stylists that are inspired and want to work and you you can't get them? They don't come you have to go get them You have to go find them you have to go to what school did you guys go to? Palmatril anybody not palmatril Ben and and I would be calling out a lot of you guys if I knew you But I'm gonna get to know you tonight and we will I'll call you out next time But here's the deal Ben. I know because I watch him on social media. He flew him and Christian sorry, Christian Christian puts out some of the most awesome education videos Ben and Christian flew all over the country on their own dime to teach at palmatril schools all over the country and They're young and they probably were able to do that and some of us can't but there are schools near you And that's all that matters You don't have to travel the whole country But the reason that they have a stack full of people right now that are that couldn't wait to be here is because He went into all those schools and they got to know him. So if you guys are looking for Hungry energy people find the schools. There's a school here and did a presentation today, right? Was it today? Those are hungry kids I would go scrape them up right now all of you Run get them Because that's that's who you need. That's your future This and then we'll do a little bit of Q&A. Does everybody feel pretty good? I have a half an hour right still or a little less than that 20 minutes This is all cool. All right, we're good This is a movie theater. So I did a lot of when I left palmichol I did a lot of education with the distributorship a big a big distributor and So I was driving every single weekend an hour from my house to teach and every weekend I would drive by and look at this old theater and and just think like Who goes there like I don't know who would go to that theater and then eventually I went by there And it says that's all folks. Thanks for 30 years. So that theater movie theater 30 years ago was probably the coolest theater there is right Now No one would go in that theater. Obviously. That's why they closed down. But why why wouldn't they go? Why wouldn't you choose this theater? Didn't change the times. It's old school, right? It's now when you go to a movie theater. Somebody waits on you They have alcoholic beverages. They have lazy boy recliners, right? I Pick my seat via the app. I Choose that I don't have to sit in the front row, but I can show up late. You don't have that Sometimes I forget so the arm rest goes It's like sometimes the arm rest goes up. That's cool. That's really cool This the arm rest did not go up on this. Yeah But that's it so 30 years ago. They opened their business very excited to be a movie theater 30 years later. They look exactly the same as they did 30 years ago with the same probably angry upset employees Have no motivation haven't grown like nothing was working out with this business So they closed their doors because they couldn't compete with all of the other businesses Now the average salon will not last ten years. Who's had a slum over ten years? You know why because you're here Right the average salon isn't here this weekend. I Don't think any of you guys are average slums, and I don't know you yet but I will and so Average slums do not come to these things. They don't take the time They don't invest the time in learning the business so they can grow Most hairdressers became salon owners because they hated their boss and They wanted to do it on their own right So Is there anybody that was like I love my boss, but I just gonna go open Not the ones that Heather boss here It's good sucking up though, I like it so I Think that's That is that so Real quick, and then let's do some question and answer For for a few minutes And again if you guys want to watch this as long as everything was successful, which doesn't always happen in recording stuff Looks like everything's still blinking You can watch this on YouTube again If you want to write more stuff down now Free salon education is The company that I started two years ago. We grew from really organically through YouTube for the most part It was really just me I think like a lot of people just I was an educator. I wanted to put out education. I love building websites and Everything you see on free salon education. I didn't outsource anything at this point I Do all of it so I'm actually only working in the salon a day and a half a week now To take care of my clients still that I love like Kathy But I That's another reason Every time like I could retire today it would be fine So free salon education and so now I got my team involved now So we're all putting out videos. We do Last week. I think we put out eight videos step-by-steps Podcasts business videos you guys can ask questions on social media and we'll answer them that week on the videos So it's really an open source for you guys to be able to If you're having that question late at night, and you don't know the answer I don't know if I do either but we can work our brains together and try to figure it out and we'll do it live over YouTube So all I have to do is submit a question and we'll answer it and Then you know we're trying to just provide quality education that was always my plan for free because This you pay for because this is Person-to-person. This is hands-on One-on-one, but on the internet. I believe that Education should you know is free in my mind and I will make the companies pay for it So that was always my goal Is to get the corporations to pay and I will keep giving you guys stuff for free. So as long as that keeps happening We'll keep going Social media we're all over it Facebook Instagram all that we're friends now, right? So it's all free salon education Twitter is at salon education How some company didn't have salon education. I don't know and And that's pretty much it. So let's do some questions a few I have 15 minutes I think in my salon we use millennium Software so if you guys are looking for a change in software or whatever go talk to Bobby's really awesome He knows a lot of stuff so I That is a it's a really good question. I've been asked this before I Should we have individual it's a good point. I should repeat these questions that picture is alive He didn't like that question just jumped right off the wall I Be careful that could fall more All right, so the question was would you prefer 1099 employees or? I like a W2 right so I I Don't I Don't want my staff to worry about any of that stuff I I like running and I know that Salon is a very easy business to make not so legit Fully and I'm not I'm actually not looking at anybody in here. So I'm sure we're all very legit But I really like the W2 aspect even though it falls more on me It's costly. It really is but I believe that I'm gonna have more a Better relationship with my people if we're all in it together and I'm and I'm helping provide You know that stuff because at the end of the year I work 1099 on a lot of things and that's a tough Like that's tough for for people so And I think a W2 is just easier for your staff if they want to go buy a car or a house or whatever It's just a an easier process. I think if there's other ventures that they do like some of my staff Will do some video shoots with me or whatever and I'll pay them sometimes that's more of a 1099 feel Or if they go out and educate That is but in the salon I like doing the W2 That's my opinion, but so I hope that helps Yeah, so it's totally gonna sound like a millennium right It's gonna sound like a millennium commercial, but millennium does it all for you So you put the other packages you say I want it's this much per month You sign them up you swipe their card and every month millennium just like a gym takes it out So it's you don't have to worry about anything so I when we run payroll Our employees get paid 45% of the transaction so if they signed up on the 25th of the month and the Transaction comes out 25th of the month. I pay them 45% of that Which has been really good. I mean if you think about The it's all about the frequency of visit, you know, that's an over $2,000 your guests and most guests are not spending that they're Like writing that thousand dollar line a year and that's a color and cut client. So Really, it's a good thing And and the commission works best for me. I think a few a couple more So good question. Do I have any role models and what do I do to advance my education? so I I do have role models. I I I'm getting to a point in my life now like My wife tells me all the time like I I study someone so much like I I Study you until I can get nothing else out of you and then I move on to the next person So I did that with Robert Cromings at the beginning of my career I listened to his CDs over and over and over. I could probably rehearse those CDs to you Stephen Terry Cohen was the same way and then Outside of like Paul Mitchell. I really I've always DJ Maldoon, I really I've always loved the way he cuts hair and You know, so it's you I always study people. Well, the problem is now in my life. I am I start to become That person like it's really weird so And it's something I'm actually really fighting with like I I Becoming like I'm an original person But I'm made up of like 15 people, right? so Right now I'm really into Gary Vaynerchuk who is a has nothing to do with the hair industry But he's very social media guy and I've studied him so much the last couple months that I'm like I just have to quit watching because In my mind starts to get messed up. So now in my life. I'm really just looking at myself To I need to start just picking myself apart to put out original stuff because I think we get wrapped up in watching Somebody and then we I think it's good to start to imitate a bit But when you really want to be like an original person You kind of have to let that go and my wife's really good at telling me that you're acting too much like somebody else You know, I get a text every single time. I'm about to walk up here that says Just be yourself, please You know and that's I don't even know if that's an all I think that's like dude seriously just be yourself But yeah, it's you know, it's a good it's a good thing but that's So there's been a lot of people and I think it's good to have those people So right now. I'm just really I'm trying to pick apart me and figure out the actual like person now So I didn't and I think that's why so how did I how did I start when I started free salon education? How did I separate that from doing hair if you walk into my salon today? I seriously have 900 square feet that is packed. We have I purchased $30,000 worth of live broadcasting equipment that's in it's right next to my color bar like in the salon I have lighting that's like that they use on TV sets all lining my salon That when we plug them in it lights up like a football stadium But that's just we warp it into free salon education I think the reason that free salon education is working is because we are real We are a real salon in a really small town that is On the internet trying to do big things and I think because we're real That's another reason why I do hair a day and a half a week I honestly could really use that time to not be doing hair, but I feel like if I stop doing hair I'll lose What has made me? Kind of who I am, you know like I I know the salon industry because I'm behind the chair And I know that I have Jeff that ruins my day and I know that I have Kathy and you know what I mean like so that's been So that's I didn't separate it Focus is hard. Yeah. Yeah, I'm doing a lot. So I I always thought like business to me like you guys all in here You you all either run a salon or you work behind a chair. I don't do anything else like I don't have This is this is my fun Right, so it started out like I liked editing video and I liked Shooting education videos. I started doing this because Paul Mitchell wouldn't hire me to go out and shoot a DVD I was like well hell just do it myself. You know like I'm not gonna wait for them, you know So that's why I started this company, you know, and and you put out one video and it was literally like us me and Thad drinking beer One really tiny camera that I had and we just shot the video and that video has like 500,000 views now from two years ago And then we just then when I started rolling through then we I Got a couple companies that wanted to start sponsoring so I started reaching out to companies And Mizzatani scissors was a big one. They reached out to me and I really just wanted a free pair of scissors that was my whole goal and It's like man if I can make a video get a free pair of scissors I'm like I've made it and then he sent me the scissors and I loved them and so I was like all right. Well, maybe Maybe I can sell them. So we started using them on the videos and they started selling So then there's money So then I started buying more cameras and my step that was crazy because every two days There was more and more cameras and just equipment so it was stocking up because you never know when it's gonna be over Right, like you don't know like if everything quits today. I'm still a hairdresser I still own a salon and I still have lots of cameras So I can do whatever I want with that, but I Don't remember what the question was I don't know where I was going with that but you know, oh but time time so So that's what I spent all my time. I have a seven-year-old son sound like I said 77 seven-year-old son that I love and So I do stuff with him. I help coach his football team The and I do this and that is it all day I wake up I do this Clean the house a little bit Take my son to school with my wife. We you know, we have dinner together. We talk about this I get we don't we sit down to watch a TV show. I'm doing this. She's on her phone I don't we don't even watch the TV show like this is what we do So I think if you want to make anything out from your life, if there's something that big goal that you're looking for You just got to go do it. Don't worry about the time You'll make time and if it's that important you will do it If it's not that important you won't and it doesn't matter like not everybody has to do something like this But it's your choice. I have a class on Free Slime Education and YouTube At the end of the day today. So if any of you guys want to come back for that We're gonna discuss. I'm gonna show you guys how to film and how to make a good video I brought some equipment with me. We're gonna do it together, which would be pretty fun and That's pretty much it. John. Did you have anything? I Thought I saw your hand flag like five times and I felt bad Yeah, so my salon so how often do we as a team meet we actually so our Podcasts we do a live podcast every Wednesday night that started by us just having our weekly kind of get together to talk about hair So then we started doing the podcast. So that's kind of our weekly get together and then Quarterly we go out as a team and we do something fun karaoke or Whatever, you know, whatever fun thing we we find sometimes it's just going to dinner Coaching sessions daily like I'm if I see something I don't wait, you know I mean like I think you can't wait for that stuff I I think we get wrapped up trying to do like a monthly get together pow wow But I think if you if I see a number going weird I'll talk to them right away about that and and we'll come up with an idea to make it better, you know All right guys