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Unlocking Hair Loss Mysteries with Mandy Wright · The Heart-Led Business Show

• 0:01
  Speaker: Welcome to The Heart-Led Business Show, where compassion meets commerce and leaders lead with love.
• 0:09
  Speaker: Join your host, Tom Jackobs, as he delves into the insightful conversations with visionary business leaders who defy the status quo, putting humanity first and profit second.
• 0:20
  Speaker: From heartfelt strategies to inspiring stories, this podcast is your compass in the world of conscious capitalism.
• 0:29
  Speaker: So buckle up and let your heart guide your business journey.
• 0:36
  Tom Jackobs: Today we have the delightful Mandy Wright.
• 0:38
  Tom Jackobs: A trichology Titan, and the mastermind behind Hair-Oh Yeah! in Bellevue, Washington.
• 0:44
  Tom Jackobs: With a passion for helping folks reclaim their confidence in luscious locks, Mandy blends customer care with cutting edge tech.
• 0:52
  Tom Jackobs: So get ready to dive into the heartfelt journey of a true hair heroin.
• 0:56
  Tom Jackobs: Mandy, welcome to the show.
• 0:58
  Mandy Wright: What a lovely introduction.
• 1:00
  Mandy Wright: Thank you, Tom.
• 1:00
  Mandy Wright: Good morning.
• 1:02
  Tom Jackobs: Good morning to you as well.
• 1:04
  Tom Jackobs: I know you're up very early today, so I appreciate you being here.
• 1:08
  Tom Jackobs: And I'm excited to talk to you about this topic because it's dear to my heart,'cause I don't have hair.
• 1:15
  Tom Jackobs: I could have used you like 20 years or 30 years ago now.
• 1:17
  Tom Jackobs: I'm excited to, to dive into today, but of course the first question I always like to ask is, what's your definition of a heart-led business?
• 1:28
  Mandy Wright: For me, a heart-led business is something that's so congruent with who you are and your values and how you, portray yourself to the world that it's almost seamless for you.
• 1:41
  Mandy Wright: It's comfortable, it's an extension of yourself, so to speak.
• 1:46
  Mandy Wright: And when you're acting from your heart, you can passionately drive your business and feel that you're not losing when you put in more than a 12 hour day because it's just, it just is what you want to be doing.
• 2:09
  Mandy Wright: I think that's the difference is that it's fulfilling for both your patients or whatever business you're in, but also it creates a circle back to you and fulfills you to.
• 2:21
  Tom Jackobs: Oh that's nice.
• 2:22
  Tom Jackobs: The, I like the part where you talk about the comfortableness, that it's an extension of yourself and feels lighter.
• 2:29
  Tom Jackobs: Than putting your words in your mouth.
• 2:30
  Tom Jackobs: It's not as heavy and like you're walking through mud.
• 2:34
  Tom Jackobs: I've been there before and this is the heart-led business just feels lighter and easier to accomplish things.
• 2:41
  Tom Jackobs: So thank you for that definition.
• 2:42
  Tom Jackobs: That's great.
• 2:43
  Tom Jackobs: So tell us a little bit about your journey into becoming a heart-led business.
• 2:50
  Mandy Wright: I've had a very many varied background.
• 2:54
  Mandy Wright: I've done a number of different jobs because I've traveled from one country to another, and as a woman, you have children and your availability changes and you go to a new country and what you did before.
• 3:08
  Mandy Wright: There isn't a need for.
• 3:09
  Mandy Wright: And I think that's what happened when we ended up in, in Seattle.
• 3:14
  Mandy Wright: It was time to reinvent myself yet again.
• 3:18
  Mandy Wright: And I started working in the aesthetic industry here, and it was during COVID that we suddenly realized how many people were battling with hair loss.
• 3:31
  Mandy Wright: More so than before owning to the coronavirus, owning to obviously a buildup in different stresses.
• 3:39
  Mandy Wright: And it was also a time when everybody was on camera.
• 3:44
  Mandy Wright: So suddenly you want to look the best.
• 3:47
  Mandy Wright: You had more disposable income in your pocket.
• 3:49
  Mandy Wright: So many people were coming in for obviously Botox, fillers, things to look good and there was very little that was really working for hair loss.
• 3:59
  Mandy Wright: Suddenly there was a new technology out.
• 4:02
  Mandy Wright: And I myself had a little bit of a journey.
• 4:06
  Mandy Wright: I can tell you a story about that.
• 4:08
  Mandy Wright: I was recently divorced and I'd always wanted long hair, but my hair is a bit like cotton candy.
• 4:15
  Mandy Wright: There's not much of it, and it didn't really ever grow.
• 4:18
  Mandy Wright: So I put extensions on which put extensions onto cotton candy hair and it breaks off.
• 4:26
  Mandy Wright: I ended up looking a little strange after that experience, and I suppose that was another drive and that I want to do, have better looking hair and I would prefer to have done it naturally and as there was a gap.
• 4:40
  Mandy Wright: There was a huge gap in between.
• 4:45
  Mandy Wright: What was being provided.
• 4:46
  Mandy Wright: And even our hairstylists were not able to provide solutions.
• 4:52
  Mandy Wright: So there was this, okay, do I go to dermatologist?
• 4:55
  Mandy Wright: What do I do?
• 4:56
  Mandy Wright: How do I fix this?
• 4:57
  Mandy Wright: And what's available?
• 4:59
  Mandy Wright: So that, that kind of I think I naturally I am an empathetic person and I like to help and I like to feel like I'm contributing so it was also a win for me.
• 5:11
  Mandy Wright: I need that kind of feedback from a job where I at some point I get okay, this is my sense of satisfaction, this is my job satisfaction.
• 5:21
  Mandy Wright: When I get you hair and your hair grows, that makes me feel good.
• 5:25
  Tom Jackobs: Yeah.
• 5:26
  Tom Jackobs: You've transitioned from the aesthetics into trichology, which is this the fixing of hair.
• 5:36
  Mandy Wright: Yeah, at that time I didn't know the word trichology at all, and I naively thought if I had a device that would be sufficient and that was not sufficient, I had to reeducate and become a trichology to understand more about what causes hair loss, how to identify it, how to treat it, because the treatment in itself is just part of the solution.
• 5:59
  Tom Jackobs: Yeah, I can imagine that.
• 6:00
  Tom Jackobs: Obviously stress, environmental factors, all that goes into and hereditary.
• 6:06
  Tom Jackobs: I think that's, that's my thing.
• 6:08
  Tom Jackobs: It all goes into why we lose hair, or hormones as well as specially for men.
• 6:13
  Mandy Wright: It's so varied and it can be one thing, but it most often, it's more than one thing.
• 6:20
  Mandy Wright: It could be an insufficient diet.
• 6:22
  Mandy Wright: It could be dramatic weight loss from a new weight loss regime or a GLP one drug, it could be postpartum.
• 6:32
  Mandy Wright: It's so varied.
• 6:33
  Mandy Wright: And then you get the difficulty alopecia as well, where people have autoimmune conditions and how some of those are treatable and some of them need steroids and how the scalp is treated.
• 6:45
  Mandy Wright: You have certain cultures that like to use oil on their hair and it's can be fantastic, but it can also exacerbate certain conditions.
• 6:56
  Mandy Wright: So it's sometimes you're dealing with a cultural norm and saying, okay, that is now causing a problem for you.
• 7:04
  Mandy Wright: We need to take you in a different direction.
• 7:07
  Mandy Wright: And it's a huge combination and I think a lot of patients don't understand that until they start the journey that as much as I do, they have to partner with me.
• 7:18
  Mandy Wright: Because there's a lot of work that needs to go on this side of SC to get a result.
• 7:24
  Tom Jackobs: Yeah.
• 7:24
  Tom Jackobs: Yeah.
• 7:25
  Tom Jackobs: Yeah, for sure.
• 7:26
  Tom Jackobs: When you were starting from aesthetics to trichology and helping people with their hair.
• 7:33
  Tom Jackobs: Was that a brand new business for you or did you just add that into the aesthetic business?
• 7:39
  Mandy Wright: So essentially at that point, I was working as an office manager for an aesthetician who'd taken over practice and we bought her business and it was time for me to then branch out and yeah I essentially bought this huge device.
• 7:57
  Mandy Wright: It was, okay, you're gonna invest in yourself now instead of building other people's businesses.
• 8:01
  Mandy Wright: It's time for you.
• 8:03
  Mandy Wright: So it was, yeah, the Harrier was born from that.
• 8:07
  Mandy Wright: We built the business around the device, around the offering.
• 8:10
  Mandy Wright: And we are one of the few businesses who just do hair loss.
• 8:14
  Mandy Wright: We don't offer a plethora of different aesthetic services and that makes us unique.
• 8:22
  Tom Jackobs: Exactly, and there's something to be said about the simplicity and I just saw an article today that was talking about Chipotle of all places, they have four, four things on the menu The same ingredients for all four things.
• 8:36
  Tom Jackobs: And it's just so simple and they're able to do a lot more in less time.
• 8:42
  Tom Jackobs: Or they're creating more burritos or food items in an hour than a normal restaurant would or another faster or quick food, a restaurant.
• 8:51
  Tom Jackobs: Have you found that having just the one offering or one service has helped you in the business?
• 9:02
  Mandy Wright: Yes, I do think so, because yes and no.
• 9:05
  Mandy Wright: It's a double-edged sword.
• 9:07
  Mandy Wright: 'cause I agree with you.
• 9:08
  Mandy Wright: I lived in Dubai and we had Starbucks in Dubai, and it had a limited menu and it worked seamlessly.
• 9:16
  Mandy Wright: I get my order, no problem.
• 9:20
  Mandy Wright: I got to the home of Starbucks, Seattle.
• 9:23
  Mandy Wright: And I have to wait forever to get my coffee because they had so many fancy options on the menu that it was hugely frustrating for me.
• 9:33
  Mandy Wright: I actually stopped buying Starbucks.
• 9:35
  Mandy Wright: I just couldn't understand the difference in service levels and yes, so I think personally coming from a retail background as well, it's keep it simple, stupid, do something and do it well.
• 9:49
  Mandy Wright: And from that perspective, yes.
• 9:52
  Mandy Wright: I like to build things around my offerings.
• 9:56
  Mandy Wright: So like now I have products that support, I have nutritional nutraceuticals, but they all support their key offerings so that when somebody comes through the door, they might not be an ideal patient for my key offering, which is ultrasound.
• 10:14
  Mandy Wright: But I can still help them.
• 10:16
  Mandy Wright: I can offer, different elements and whether they buy for me or not today.
• 10:21
  Mandy Wright: There's obviously no coercion, but that's an additional revenue stream for me because I think that's the, maybe the downfall of having such a niche offering is that you, I don't have the opportunity to cross patients onto other treatments, other modalities so that I'm continually buying new patients, if you can call it that.
• 10:45
  Mandy Wright: I continually need to get fresh order, and that's expensive.
• 10:49
  Mandy Wright: Whereas in a normal practice, you would maybe bring somebody in for microneedling and then you'd move them onto laser and then you'd sell them products and then you do some Botox.
• 10:59
  Mandy Wright: So your patient stays within your fold.
• 11:02
  Tom Jackobs: Yeah.
• 11:03
  Tom Jackobs: A lot to be said about not going wide, but going deep with that offering.
• 11:09
  Tom Jackobs: And I'm sure there's some things that you could add in that have continuity to them and probably the nutraceuticals would be one of things that you could keep people on for a while.
• 11:19
  Tom Jackobs: How does the heart come into your business?
• 11:22
  Tom Jackobs: You're working on people's head, right?
• 11:24
  Mandy Wright: Yes.
• 11:25
  Tom Jackobs: How do we connect to their heart?
• 11:27
  Mandy Wright: Even you take anybody losing hair drastically where it's shedding all over, it's traumatic.
• 11:35
  Mandy Wright: Somebody post cancer and looking in the mirror and not recognizing the new hair that's growing and how they look.
• 11:43
  Mandy Wright: I have young people.
• 11:45
  Mandy Wright: Completely bored from things like alopecia areata and it's almost learning to live differently.
• 11:53
  Mandy Wright: So yes people come in and they're very vulnerable.
• 11:55
  Mandy Wright: Sharing their story can be very difficult.
• 11:58
  Mandy Wright: They often tears.
• 11:59
  Mandy Wright: And in the, in a sense, there's gotta be a lot of trust.
• 12:03
  Mandy Wright: 'cause I'm like, hair doesn't grow.
• 12:05
  Mandy Wright: It's not like I inject Botox and you walk out and you go.
• 12:11
  Mandy Wright: Our results it's not instantaneous.
• 12:14
  Mandy Wright: It takes time.
• 12:15
  Mandy Wright: We have to heal the follicles and then slowly they begin to grow.
• 12:19
  Mandy Wright: And then you've got these fine baby hairs and then they thicken up.
• 12:23
  Mandy Wright: And if you haven't cured that underlying problem, maybe they fall on again.
• 12:27
  Mandy Wright: So it's a journey.
• 12:30
  Mandy Wright: And that's when we talk about continuity in the businesses, people we often need longer periods of time to support them through it, but in the meantime, they're giving me money.
• 12:42
  Mandy Wright: So there's a huge trust thing going on that there, there needs to be this partnering where they trust me that what I'm gonna do is actually going to deliver some kind of result while they give me money and, yeah, and I'm going, okay, this is what it is, and I need to trust that at home you're going to, whatever it is, you're going to be brushing, you're gonna be using these products to support your journey, you're gonna follow an anti-inflammatory diet, whatever it happens to be, that's required, otherwise it doesn't work.
• 13:17
  Mandy Wright: And then you get these reviews online.
• 13:21
  Mandy Wright: You've probably noticed Instagram is flooded with hair products and people, one person will say, oh, loved it.
• 13:28
  Mandy Wright: And the other person will say, oh no, it didn't work at all.
• 13:30
  Mandy Wright: That's the challenge.
• 13:31
  Mandy Wright: It's one solution doesn't fit all.
• 13:33
  Mandy Wright: I need to work out what's gonna work for you.
• 13:38
  Mandy Wright: You've gotta trust me and it might not be, we might need to tweak it along the way.
• 13:44
  Mandy Wright: So heart-led is, yeah, me investing my energy and you trusting me and putting your side of the work.
• 13:56
  Tom Jackobs: Yeah, so how do you establish that trust?
• 13:59
  Tom Jackobs: What are some mechanisms that you use to establish trust?
• 14:04
  Mandy Wright: I recently read your book.
• 14:05
  Mandy Wright: Thank you for sending that.
• 14:09
  Mandy Wright: And I agree with a lot of what you say because my consultations start with understanding, I have to listen.
• 14:17
  Mandy Wright: Everybody's journey is different, and as people speak, the clues come out.
• 14:23
  Mandy Wright: The way the hair comes out.
• 14:25
  Mandy Wright: What has happened in their life?
• 14:26
  Mandy Wright: They had maybe had an operation or, they lost their job or there are triggers to hear loss, lots of things.
• 14:32
  Mandy Wright: They put a chemical on their scalp.
• 14:34
  Mandy Wright: Then it comes out and I need to give them time.
• 14:37
  Mandy Wright: And I think that is a huge differential when they're going to a dermatologist.
• 14:42
  Mandy Wright: Dermatologist has to see so many patients in a day.
• 14:45
  Mandy Wright: So the dermatologist, I continually get the comment that didn't even look at my scalp.
• 14:51
  Mandy Wright: It was a maybe 10, 15 minute consult.
• 14:54
  Mandy Wright: And the only tool that a dermatologist really often has is a prescription pad.
• 15:00
  Mandy Wright: So you end up with one of the prescription drugs.
• 15:03
  Mandy Wright: Yeah.
• 15:04
  Mandy Wright: And it's not always a fit.
• 15:06
  Mandy Wright: And if it is a fit there, there are a lot of side effects to those.
• 15:10
  Mandy Wright: So my consults in general are an hour long.
• 15:15
  Mandy Wright: And it, yeah it takes time.
• 15:17
  Mandy Wright: It takes time to work through the questions to understand the patience.
• 15:22
  Mandy Wright: What the patient wants, yeah.
• 15:25
  Mandy Wright: There's always a conversation.
• 15:26
  Mandy Wright: I also do this analysis on the scalp where we take photos and I look at it microscopically, but also it gives us a starting point, and we track the progress with AI.
• 15:36
  Mandy Wright: Because slow hair grows slowly.
• 15:38
  Mandy Wright: So it's how much, how many more hairs did you get?
• 15:40
  Mandy Wright: How much thicker did they get?
• 15:42
  Mandy Wright: We need it to be quantifiable.
• 15:44
  Mandy Wright: We need to, and if it doesn't happen to go, okay, see we need to address that.
• 15:49
  Mandy Wright: But it's a process.
• 15:52
  Mandy Wright: And sometimes I do have to turn around and say, I can't help you.
• 15:56
  Mandy Wright: So it's time with alopecia.
• 15:58
  Mandy Wright: I can confirm that this, I cannot treat him.
• 16:01
  Mandy Wright: I can.
• 16:03
  Mandy Wright: Maybe get you here, but I can't stop you from losing it.
• 16:06
  Mandy Wright: You'll need to look at this and that.
• 16:07
  Mandy Wright: And also it is, it's understanding the pain points.
• 16:10
  Mandy Wright: It's how much do you wanna throw at this?
• 16:14
  Mandy Wright: How much of your time, how much of your spend you are, 20, you're already presenting with this.
• 16:19
  Mandy Wright: You're gonna fight this the next 20 years.
• 16:22
  Mandy Wright: If not, so would you rather go bald?
• 16:25
  Mandy Wright: There's always that talk, can you embrace this?
• 16:28
  Mandy Wright: I can't make that decision for a patient that's for them to decide.
• 16:32
  Tom Jackobs: Yeah.
• 16:33
  Tom Jackobs: So how do you set expectations then with patients when they first come in terms, because it is a such a long process to regrow.
• 16:41
  Mandy Wright: It's difficult.
• 16:43
  Mandy Wright: We live in a world of instant gratification.
• 16:46
  Tom Jackobs: Exactly.
• 16:48
  Mandy Wright: Yeah, Turkey offers hair transplants, so it's, and I think it's part of what I need to explain is the quick solutions like your minoxidil, your hair transplants.
• 17:02
  Mandy Wright: This is what happens and it's short-lived.
• 17:05
  Mandy Wright: Yes, it works.
• 17:06
  Mandy Wright: Then you plateau or you transplant the hair and you still need to support those transplants or deal with the underlying problem.
• 17:15
  Mandy Wright: Otherwise, they'll fall out too.
• 17:16
  Mandy Wright: You'll need to repeat and then you won't have as many hairs to harvest.
• 17:20
  Mandy Wright: I often have to talk through that.
• 17:21
  Mandy Wright: And even then there's still this, I still will have a lot of people coming in and going.
• 17:26
  Mandy Wright: I don't see much difference.
• 17:28
  Mandy Wright: And that's where the photos come in, because yes, in those few first few months when I see them, we are just waking everything up.
• 17:38
  Mandy Wright: So it is a little bit of a it's not, hair is not easy because it take time and yeah it can go backwards if it's not looked after so.
• 17:50
  Tom Jackobs: Exactly.
• 17:51
  Tom Jackobs: I imagine it's very similar to weight loss for some people as well, because if you're constantly looking at yourself in the mirror, you don't see the subtle changes that happen.
• 18:03
  Tom Jackobs: Same with the hair.
• 18:03
  Tom Jackobs: You wake up one day and it's all gone, which should of course, it doesn't happen that way.
• 18:08
  Tom Jackobs: Or, it grows super long.
• 18:09
  Tom Jackobs: It's wait, how'd that happen?
• 18:11
  Tom Jackobs: But it doesn't, you know, it takes time and I think it's brilliant that you do the photos.
• 18:16
  Tom Jackobs: And then you said you use AI to, uh, enhance or to give a measurement, or how does that work?
• 18:24
  Mandy Wright: The AI interprets the data.
• 18:26
  Mandy Wright: So we have something called a growth track camera, and it'll count the follicles and measure the density of the thickness.
• 18:34
  Mandy Wright: So it can then compare it against, we normally use photos against the back of your head'cause that's where it's normally, normally, in most cases, closest to how it was before.
• 18:47
  Mandy Wright: 'cause obviously I've known, see my patients before, so I need some kind of measure.
• 18:51
  Mandy Wright: So initially it compares with that.
• 18:53
  Mandy Wright: As we are getting more and more data into the system, we'd be able to say, okay, as a 25-year-old Caucasian man, this is your norm.
• 19:04
  Mandy Wright: And compared to the norm you are losing, maybe you're, you've lost 50% of hair.
• 19:13
  Mandy Wright: But this is a tricky one for me because I have more maybe of a European type of hair versus you take somebody with a Spanish background we're also mixed.
• 19:25
  Mandy Wright: We are not clear races anymore.
• 19:27
  Mandy Wright: We've all got a little bit of something.
• 19:28
  Mandy Wright: We have different genetic makeups and some people can have very thick hair.
• 19:32
  Mandy Wright: So when you lose a hundred hairs a day and I lose a hundred hairs a day, it looks completely different.
• 19:38
  Mandy Wright: So those kind of little tick boxes go out the window and I think that again goes back to the consultation if, yeah, some people stop brushing their hair because it's just too traumatic.
• 19:50
  Mandy Wright: Too much falls out.
• 19:51
  Mandy Wright: But yes, that AI tracking helps me compare you with you.
• 19:57
  Mandy Wright: Yeah.
• 19:57
  Mandy Wright: Are we making progress?
• 19:59
  Mandy Wright: Percentage wise, how much more are you getting?
• 20:02
  Mandy Wright: Yeah, it's important and yes, I think for patients it's invaluable.
• 20:09
  Mandy Wright: I do also ask them to ask their hairstylists to keep an eye.
• 20:13
  Mandy Wright: Tell them you're doing this, and let them give you their objective opinion.
• 20:19
  Mandy Wright: As to whether it's working or not.
• 20:21
  Mandy Wright: 'cause they're working close on your scalp.
• 20:23
  Mandy Wright: They often, the hairstylist is a very trusted person.
• 20:27
  Mandy Wright: You go on a regular, you share a lot of your life.
• 20:29
  Mandy Wright: They may, they know all your children, all your divorces, your whatever's going on.
• 20:35
  Mandy Wright: They're shared.
• 20:36
  Mandy Wright: Another one is I ask them to ask children if they have young children in their lives.
• 20:41
  Mandy Wright: 'cause children are honest and they will go.
• 20:45
  Mandy Wright: You are wasting your money.
• 20:46
  Mandy Wright: This is not happening.
• 20:48
  Mandy Wright: Somebody's having a laugh or you're looking well.
• 20:50
  Mandy Wright: You're looking better.
• 20:52
  Mandy Wright: It's thickening up.
• 20:55
  Tom Jackobs: That's, yeah.
• 20:56
  Tom Jackobs: That's brilliant too to involve the people in their lives as well.
• 20:59
  Tom Jackobs: That's really smart.
• 21:00
  Tom Jackobs: Yeah.
• 21:01
  Tom Jackobs: Very cool.
• 21:02
  Tom Jackobs: Shifting gears just a little bit how do you balance making a profit and still being heart-led?
• 21:09
  Mandy Wright: It's difficult because I think there's often a time where you go, if we just add this, it'll be better.
• 21:22
  Mandy Wright: So if you just add it in and it costs me.
• 21:24
  Mandy Wright: It's if patients often, they don't have, they don't see that perceived extra value or the extra treatment or whatever it is that you're doing.
• 21:36
  Mandy Wright: But it takes out of the profit of the business.
• 21:39
  Tom Jackobs: Yeah.
• 21:39
  Mandy Wright: And I think it's also, again the, I don't think patients realize how expensive it is to procure them in the first place.
• 21:50
  Mandy Wright: I'm up against huge chains and they're spreading that marketing across a number of franchises.
• 21:58
  Mandy Wright: For me, it's my website, it's my marketing, it's me, it's my time, my money.
• 22:04
  Mandy Wright: So the leads can be very expensive to begin with.
• 22:07
  Mandy Wright: And then if you offer something like financing cuts, that's the patient doesn't feel that.
• 22:14
  Mandy Wright: That's pain.
• 22:15
  Mandy Wright: But yeah, the providers feel the pain at the financing.
• 22:20
  Mandy Wright: So there are all these little things that under the surface, I think for me as well the cost of insurance.
• 22:29
  Mandy Wright: Medical insurance, you know, uh, our practice insurance very high.
• 22:34
  Mandy Wright: Warranty costs on the machinery very high.
• 22:37
  Mandy Wright: It's, there are a lot of things that are not conducive to small businesses in the US right now too.
• 22:46
  Mandy Wright: If keep banging your head.
• 22:48
  Mandy Wright: Most of a lot of my colleagues have shut down this year.
• 22:51
  Mandy Wright: It's just no longer viable to keep their businesses open.
• 22:54
  Mandy Wright: Yeah.
• 22:54
  Tom Jackobs: Oh, that's too bad.
• 22:56
  Mandy Wright: Yeah, it's just, yeah.
• 22:59
  Tom Jackobs: Yeah.
• 22:59
  Tom Jackobs: Everything has to be aligned just right.
• 23:02
  Tom Jackobs: And the small businesses that I talked to on this show, the leading kind of message is, yeah, it's great to be heart-led.
• 23:10
  Tom Jackobs: It is more difficult.
• 23:11
  Tom Jackobs: It takes a little bit more time, but the rewards are so much better down the road because it's a lighter business.
• 23:18
  Tom Jackobs: It feels more natural and you're just having fun and you're making money at the same time when it all works out.
• 23:25
  Tom Jackobs: It's like pushing a boulder up the hill.
• 23:27
  Tom Jackobs: You're waiting for it to get across the hill so it comes back down.
• 23:31
  Mandy Wright: Yeah, you drown yourself in your patience.
• 23:33
  Mandy Wright: 'cause that's where the pleasure is at.
• 23:35
  Mandy Wright: But you have to, you still have to do the back end, and it's ugh.
• 23:40
  Mandy Wright: And I like this.
• 23:41
  Mandy Wright: I actually like the business side of it, but it's just, there's so many scams and so many so many modalities at the moment.
• 23:50
  Tom Jackobs: Yeah.
• 23:51
  Mandy Wright: which one's real, which is gonna deliver.
• 23:55
  Tom Jackobs: Yeah.
• 23:56
  Tom Jackobs: There's a lot to be said in terms of how to incorporate your marketing to hit that type of consumer behavior.
• 24:02
  Tom Jackobs: 'cause it, if it's on B2B, it's definitely B2C as well.
• 24:06
  Tom Jackobs: Showing the proof and doing everything that you're doing, getting referrals from other medical providers.
• 24:11
  Tom Jackobs: Mandy, this has been very very stimulating conversation around hair.
• 24:17
  Tom Jackobs: How can people learn more about your business?
• 24:19
  Mandy Wright: We're on the social platforms, but I'd encourage them to look at the website, hairohyeah.com.
• 24:26
  Mandy Wright: Everything is explained on there.
• 24:28
  Mandy Wright: They can book an initial trichology appointment.
• 24:31
  Mandy Wright: Our initial consult is free.
• 24:33
  Mandy Wright: And we do use a new modality, it's called Alma TED, and it's an ultrasound device instead of needles.
• 24:42
  Mandy Wright: So a lot of people have not heard about this, although it's offered worldwide.
• 24:46
  Mandy Wright: But it's also, if you're in another city, you could learn more about it and find out where that is offered in your country or your city too.
• 24:54
  Mandy Wright: I think it's important to understand that there are people like me out there, trichologist.
• 25:00
  Tom Jackobs: Thanks.
• 25:01
  Mandy Wright: So there's probably one around somewhere that you could see if you're not happy with what you're getting at a dermatologist's office.
• 25:08
  Tom Jackobs: Yeah.
• 25:10
  Tom Jackobs: And when you said 10 to 15 minutes, I was like, wow, that's being generous.
• 25:13
  Tom Jackobs: It's
• 25:14
  Mandy Wright: Yes.
• 25:14
  Tom Jackobs: I remember it was like five minutes.
• 25:17
  Tom Jackobs: There when lucky.
• 25:19
  Mandy Wright: Yeah.
• 25:20
  Tom Jackobs: Yeah, definitely check this out.
• 25:22
  Tom Jackobs: Check out what Mandy's doing with that.
• 25:24
  Tom Jackobs: So Mandy, thank you so much for being on the show today.
• 25:27
  Tom Jackobs: Really definitely appreciate you sharing your business wisdom and your journey.
• 25:31
  Tom Jackobs: And your story about your journey.
• 25:33
  Mandy Wright: Oh, thank you Tom, and thank you for your book.
• 25:36
  Mandy Wright: I really enjoyed it.
• 25:38
  Mandy Wright: I think it's, it struck many chords in me and I appreciate you having me on the show today.
• 25:45
  Mandy Wright: It's lovely to be able to get the word out.
• 25:48
  Tom Jackobs: Yes.
• 25:48
  Tom Jackobs: Of course.
• 25:49
  Tom Jackobs: Yeah.
• 25:49
  Tom Jackobs: My pleasure and thank you listeners for tuning in today and watching or listening to the show, depending on what platform you're on.
• 25:56
  Tom Jackobs: We do appreciate it.
• 25:57
  Tom Jackobs: So make sure you're checking out everything that Mandy is doing.
• 26:00
  Tom Jackobs: We're gonna put all the links down into the show notes so you can just make that very easy to go and click and check out our website and see if you are a candidate for this type of treatment, which is really interesting which I like.
• 26:14
  Tom Jackobs: I go back to I really like being bald myself.
• 26:17
  Tom Jackobs: And show listeners while you're down there checking out what Mandy's doing.
• 26:21
  Tom Jackobs: If they see a review link down there, please give the show a rating and review.
• 26:25
  Tom Jackobs: We really do appreciate it and just help spread the word about the Heart-Led Business Show.
• 26:29
  Tom Jackobs: And until next time, lead with your heart.
• 26:33
  Speaker 2: You've been listening to The Heart-Led Business Show, hosted by Tom Jackobs.
• 26:38
  Speaker 2: Join us next time for another inspiring journey into the heart of business.