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Transcript

Why Nobody Wants to Work at Your Salon (And What to Do About It) · Salon Success Secrets — The podcast for salon owners who are done hustling harder and ready to break their revenue ceiling.

• 0:35
  SPEAKER_01: What if I told you that the reason you're struggling to recruit great beauty professionals might have absolutely nothing to do with the number of people looking for a job?
• 0:49
  SPEAKER_01: And what if it's not because nobody wants to work anymore?
• 0:53
  SPEAKER_01: What if it's not because everybody wants to booth rent?
• 0:57
  SPEAKER_01: And what if it's not because you cannot compete with the salon down the street?
• 1:02
  SPEAKER_01: What if the real problem is that you've been selling the wrong thing?
• 1:07
  SPEAKER_01: You know, think about the last time someone came into your salon for a shadow opportunity.
• 1:12
  SPEAKER_01: What did you talk about?
• 1:13
  SPEAKER_01: You know, I use this voice, my team loves it.
• 1:16
  SPEAKER_01: I'm like, did you talk about how amazing the team is?
• 1:19
  SPEAKER_01: How fun it is for everybody, or how much fun everybody has together, or all the you guys get all this education that we have.
• 1:28
  SPEAKER_01: My team loves when I do that voice.
• 1:30
  SPEAKER_01: And maybe you told them that your salon is like one big family.
• 1:35
  SPEAKER_01: And listen, you guys, those might be wonderful.
• 1:39
  SPEAKER_01: I get it.
• 1:40
  SPEAKER_01: But here's the problem that's what everybody says, you know, and even a every time a talented beauty professional walks out of your salon and chooses another opportunity, think about what that could cost you.
• 1:54
  SPEAKER_01: It's not just one missed hire.
• 1:56
  SPEAKER_01: You know, it's every guest that they could have served, every future reservation, every referral, every person that could have or that they could have helped developed and potentially years of growth that never happened.
• 2:10
  SPEAKER_01: All because they never saw what was possible with you.
• 2:14
  SPEAKER_01: You know, recently I had a beauty professional who come shadow in our salon.
• 2:19
  SPEAKER_01: She had just moved to the area from a few hours away.
• 2:21
  SPEAKER_01: She'd been in the industry for 13 years, which 13 years, that's a good time to commit to this industry.
• 2:28
  SPEAKER_01: And she was um, like I said, moving to her industry and she are moving to her industry, moving to her hometown and she was looking for a place to call home.
• 2:35
  SPEAKER_01: You know, and during our conversation, I just asked her one question.
• 2:39
  SPEAKER_01: And it's a question I don't think that most salon owners would even think to ask.
• 2:43
  SPEAKER_01: And her question, it absolutely stopped me in my tracks.
• 2:47
  SPEAKER_01: Because in 13 years of doing hair, she had never experienced what I knew, what our company knew could be possible for her.
• 2:56
  SPEAKER_01: And by the end of our conversation, something had shifted.
• 2:59
  SPEAKER_01: She wasn't just interested in working at our salon anymore.
• 3:02
  SPEAKER_01: She was excited about what her entire life could look like.
• 3:07
  SPEAKER_01: And now, I mean, she's reaching out a lot.
• 3:09
  SPEAKER_01: And, you know, she's asking about next steps and how she can become part of our team.
• 3:15
  SPEAKER_01: And here's what I want you to understand.
• 3:16
  SPEAKER_01: You know, I didn't convince her by talking about our holiday parties, even though they're great, our team mountings, even though they are awesome, or how much fun we have together.
• 3:24
  SPEAKER_01: You know, I truly just helped her see something she couldn't see before.
• 3:28
  SPEAKER_00: Yeah, and I think that's the difference between what we would call like the perk pitch and the possibility conversation.
• 3:41
  SPEAKER_00: You know, because most salon owners are giving the perk pitch to everybody that walks in.
• 3:47
  SPEAKER_00: And today, Jen and I want to show you what happens when you start having possibility conversations instead.
• 3:55
  SPEAKER_00: And we're gonna give you three questions you can use during your next shadow opportunity because you're not just recruiting people to work in your salon, you're inviting people into a future.
• 4:09
  SPEAKER_00: And people don't just choose where they want to work, they choose what they believe their life could become.
• 4:18
  SPEAKER_00: So let's talk about how to help them see it.
• 4:22
  SPEAKER_01: Yeah.
• 4:23
  SPEAKER_01: So I didn't get to the point where I said um 13 years in the industry and how much money she had done in service sales in one single month.
• 4:31
  SPEAKER_01: So that was the question that I asked her.
• 4:33
  SPEAKER_01: I said, I'm just curious, not from a place to blame or shame, really just as an opportunity to view.
• 4:37
  SPEAKER_01: And I love to ask people this question, especially if they have some experience in the industry.
• 4:41
  SPEAKER_01: And I wasn't that shocked because I hear it so often when I ask this question in this scenario.
• 4:46
  SPEAKER_01: Um, but she said her answer was uh$3,000.
• 4:49
  SPEAKER_01: So that's the most 13 years in the industry.
• 4:52
  SPEAKER_01: Just want to make sure this is clear.
• 4:53
  SPEAKER_01: 13 years in the industry, the most she's ever done in service sales was$3,000.
• 4:59
  SPEAKER_01: Now, that was not even her take-home pay.
• 5:01
  SPEAKER_01: You know, that was her gross.
• 5:03
  SPEAKER_01: And so, you know, if you think about that, then she's got booth rent, she's got supplies, she's got, I mean, all kinds of other expenses.
• 5:11
  SPEAKER_01: So I don't actually know her take-home pay for that because I also know her tax situation.
• 5:16
  SPEAKER_01: But if you do the math, the math is not mathing for me, right?
• 5:19
  SPEAKER_01: There's probably not much left at the end of the day when you spend that kind of time in the industry, and the byproduct of that is you're making less than$500 to$1,500 a month.
• 5:34
  SPEAKER_00: Yeah.
• 5:34
  SPEAKER_00: And you know, how many salon owners would have even thought to ask her that question?
• 5:41
  SPEAKER_00: You know, because truly, like when you think about this, 13 years in the industry, and that's the highest month that she's experienced, you know, it really made us start to question long before this episode ever came out.
• 5:58
  SPEAKER_00: But like, how many beauty professionals are out there who have no idea what they're actually capable of?
• 6:09
  SPEAKER_00: You know, I think that that is something that just runs rampant inside of our industry.
• 6:15
  SPEAKER_00: And even, you know, when we have a new salon owner join us through the salon owner code, like just seeing how much they expand and grow that they didn't know that they were truly capable of either.
• 6:31
  SPEAKER_00: You know, I think people often mistake the limits of their experience for the limits of their potential.
• 6:41
  SPEAKER_00: You guys, that's huge.
• 6:42
  SPEAKER_00: Let me say that one more time.
• 6:44
  SPEAKER_00: People often mistake the limits of their experience for the limits of their potential.
• 6:53
  SPEAKER_01: Yeah.
• 6:54
  SPEAKER_01: So as we went into the conversation, I asked her that question and she said 3,000.
• 6:58
  SPEAKER_01: You know, we had had previous conversations with her because I really like when someone comes to Shadow, we want to understand what their values are, make sure that our values align with that.
• 7:05
  SPEAKER_01: We want to understand what's important to them.
• 7:07
  SPEAKER_01: Just like when we ask a guest what's most important to you today, we under what we want to understand when someone comes to shadow what's most important to her.
• 7:12
  SPEAKER_01: And I can tell her family was everything to her, you know.
• 7:15
  SPEAKER_01: So I just asked the next question I followed up with was like, hey, what kind of take-home pay do you think you could create that would make you like financially free, that would set you up for success?
• 7:30
  SPEAKER_01: And she was like, Wow, if I could, if I could take home like, I don't know, seven, eight thousand dollars, that would be awesome.
• 7:40
  SPEAKER_01: And I said, absolutely.
• 7:43
  SPEAKER_01: You know, I started, you know, marrying the bridge together, where she's at.
• 7:47
  SPEAKER_01: So what could be possible and how, you know, just some systems and things could marry or create that together.
• 7:52
  SPEAKER_01: And, you know, as we started to talk about that, like she could see it for herself.
• 7:56
  SPEAKER_01: And, you know, I was giving her, you know, success stories in our team and people that are been here less than three years and already take that home.
• 8:03
  SPEAKER_01: And so it was a fun journey to share that with her.
• 8:05
  SPEAKER_01: But you could see like her whole body shifted as she started to realize what would truly be possible for her and her family.
• 8:13
  SPEAKER_01: She's like, Oh my gosh, my family, my husband, he wouldn't have to work out of town as much.
• 8:19
  SPEAKER_01: He could be home with the family.
• 8:20
  SPEAKER_01: He's like, I have two small kids.
• 8:22
  SPEAKER_01: We could go to more vacations together.
• 8:25
  SPEAKER_01: Um, and it was just, it was such a gift, not only for her, but for for me as well, to see when she fall finally was starting to cross that bridge and see what was possible, her entire identity started to shift.
• 8:38
  SPEAKER_00: It's so beautiful.
• 8:40
  SPEAKER_00: And you know, I think what stands out is she didn't really want that seven or eight thousand dollars, you know, or whatever that would math out to be, and service sales and tips and all that stuff.
• 8:51
  SPEAKER_00: She wanted what she believed that success could make possible for her family.
• 8:59
  SPEAKER_00: And that's the part I think that most salon owners never discover.
• 9:03
  SPEAKER_00: You know, they're talking about their salon while the person sitting across from them is thinking about their own life, you know.
• 9:13
  SPEAKER_00: So I think, you know, when you started asking her those questions, Jen, and uncovering what was most important to her, recognizing that her family was one of those things, like, you know, if you're a salon owner listening, like you could even take it deeper, you know, and I'm not saying Jen didn't.
• 9:31
  SPEAKER_00: Um, but you know, you could ask them, like, what would having your husband home more mean to you?
• 9:36
  SPEAKER_00: You know, why would that be important?
• 9:39
  SPEAKER_00: Um, because I I think that, you know, service sales and personal earnings like are different, obviously.
• 9:47
  SPEAKER_00: Um, and really truly like achieving that kind of production and take-home pay, it would require, you know, a realistic development plan.
• 9:57
  SPEAKER_00: I love that you said, you know, you got to talk about people who had been there for under three years who'd accomplished that.
• 10:03
  SPEAKER_00: Um, but if, you know, it's just such a beautiful thing to start thinking about whenever you bring somebody into your company and you start to uncover what they want, like, how can you connect that to what you offer?
• 10:17
  SPEAKER_00: You know, because if you're listening, like think about the last three people who either like shadowed your salon or interviewed your salon and then they didn't join.
• 10:27
  SPEAKER_00: You know, what did you talk about?
• 10:30
  SPEAKER_00: And what did you never ask them?
• 10:33
  SPEAKER_00: That now you're like, hmm, maybe that would have been a great opportunity.
• 10:37
  SPEAKER_01: Lindsay, I think about career fairs.
• 10:39
  SPEAKER_01: I'm just out of career fair too.
• 10:41
  SPEAKER_01: The same thing happens there, you know, everybody's showing their their career path.
• 10:45
  SPEAKER_01: You know, everybody has the one very similar, and that's all they're talking about.
• 10:49
  SPEAKER_01: But like really the the greatest opportunity is getting to know that person and understanding, like, we asked what's important to them and what do they see possible for them and help help them cross that bridge.
• 10:59
  SPEAKER_01: Man, if you do that, you'll never have a hiring problem again in your entire business.
• 11:04
  SPEAKER_01: Um, and then one other thing that came to me is she was such a sweet little soul.
• 11:09
  SPEAKER_01: And um, she I asked her if she had ever worked at a team-based salon because she'd been in the industry for 13 years, and she said, Oh, yes, Jen.
• 11:17
  SPEAKER_01: I my last salon was a team-based salon.
• 11:20
  SPEAKER_01: And bless it in the South, we say bless her heart.
• 11:22
  SPEAKER_01: Because, you know, team-based is usually not a natural thing that happens in booth rent salons.
• 11:28
  SPEAKER_01: And so I said, Okay, tell me like, tell me about your team-based salon.
• 11:31
  SPEAKER_01: What was that like?
• 11:32
  SPEAKER_01: She said, Well, everyone was so nice.
• 11:35
  SPEAKER_01: I was like, Oh, this is great.
• 11:36
  SPEAKER_01: Everyone was so nice.
• 11:37
  SPEAKER_01: I said, perfect.
• 11:38
  SPEAKER_01: So, does is that kind of what team based means to you?
• 11:40
  SPEAKER_01: She said, Yeah, I think so.
• 11:41
  SPEAKER_01: I said, So I'm just curious and really I'm just trying to discover and understand.
• 11:46
  SPEAKER_01: That's the beautiful thing about questions.
• 11:48
  SPEAKER_01: I said, So in your team-based salon, this is kind of what team-based uh means to us.
• 11:52
  SPEAKER_01: So I'm just want to make sure that like we help you understand what it means to us.
• 11:55
  SPEAKER_01: And she's like, That's great.
• 11:57
  SPEAKER_01: I said, So, like if you were running behind, did they help you?
• 12:00
  SPEAKER_01: She's like, Oh no.
• 12:01
  SPEAKER_01: I said, Okay, did did the did they help you get guests?
• 12:05
  SPEAKER_01: She said, Oh no.
• 12:07
  SPEAKER_01: She said, I said, well, okay, did they teach you systems like to grow your income or systems to help you retain that guest?
• 12:13
  SPEAKER_01: She said, Oh no.
• 12:14
  SPEAKER_01: It was funny.
• 12:15
  SPEAKER_01: She's like, Well, I guess I did it did work for a team-based salon.
• 12:18
  SPEAKER_01: I said, This is not to judge.
• 12:19
  SPEAKER_01: And I'm just expanding your knowledge and helping you see, like when you really get to be part of that business model, a team-based business model, that's truly what's going to set you up for success to go from not even taking home$3,000.
• 12:33
  SPEAKER_01: We don't know her exact take-home pay, to the possibility of taking home$8,000.
• 12:38
  SPEAKER_01: That's what's going to close the bridge, okay, close the gap.
• 12:41
  SPEAKER_00: Yeah.
• 12:41
  SPEAKER_00: You know, Jen, what you said, like I feel like happens so often in our industry.
• 12:46
  SPEAKER_00: Like, there's what salons say, or like, you know, what she said.
• 12:51
  SPEAKER_00: But I think what oftentimes, like, you know, we'll see stuff on social media or something where people are like, we're like family, you know.
• 12:59
  SPEAKER_00: And first of all, that can be triggering for people because some people have wonderful families and some people didn't, you know.
• 13:05
  SPEAKER_00: But I think the difference between somebody saying we're like family and what a true team-based salon does, like someone inside a salon business school, is that you know, you just establish shared expectations and standards and you make accountability a part of it.
• 13:24
  SPEAKER_00: And I think another thing that we hear outside in the industry is we help each other.
• 13:31
  SPEAKER_00: You know, they will say, Yeah, we help each other, but they don't have a clear system for supporting guests and one another.
• 13:40
  SPEAKER_00: And that's something a team-based salon does.
• 13:42
  SPEAKER_00: You've got a clear system.
• 13:43
  SPEAKER_00: When something goes sideways, it's going to we deal with people, you know, life is unpredictable.
• 13:49
  SPEAKER_00: Like, what do we do in that moment?
• 13:51
  SPEAKER_00: You know, I think another thing that salons like to say is we provide education, you know, and gosh, there's a lot of interesting education out there.
• 14:02
  SPEAKER_00: You can get a lot of free education, and it's probably worth what you paid for.
• 14:08
  SPEAKER_00: You know, but I think a true team-based salon knows they have their eye on the prize, like they know what's going to really help make that guest experience better and grow the team member.
• 14:21
  SPEAKER_00: And so they build that defined growth path, and there's coaching and there's measurable progress.
• 14:28
  SPEAKER_00: And you know, because there's a difference between you going in somewhere and shadowing or interviewing, they're like, Yes, here we want you to succeed.
• 14:37
  SPEAKER_00: Okay, that's great.
• 14:39
  SPEAKER_00: I hope everybody has that intention everywhere.
• 14:42
  SPEAKER_00: But are you teaching that team member how to retain those new guests that you're bringing in?
• 14:50
  SPEAKER_00: Are you bringing in hundreds of new guests each month?
• 14:54
  SPEAKER_00: You know, are you pre-booking, getting that future reservation set up?
• 14:59
  SPEAKER_00: You know, what is the productivity like in your salon?
• 15:03
  SPEAKER_00: Are you constantly looking out for these things?
• 15:05
  SPEAKER_00: Because, you know, like you mentioned, Jen, being nice is wonderful when she said we're they're so nice, you know.
• 15:14
  SPEAKER_00: But being nice isn't a business model, you know, and that's the difference between everywhere else and truly what a team-based salon can create, you know, it with meaningful careers and sustainable schedules.
• 15:31
  SPEAKER_00: I mean, we're not doing the people that Jen was just talking about on her team exist on my team and teams of salons that we get the opportunity to work with, they're working 28 to 32 hours a week and taking home more than that just a few years in.
• 15:48
  SPEAKER_01: Yeah, and I did ask her how often she was working, and it it was probably about 25 to 28 hours a week, too.
• 15:53
  SPEAKER_01: Cause I was like, is she working one day or what is it?
• 15:55
  SPEAKER_01: So that was just even more flavor to the mix there that for you for us to understand, you know.
• 16:01
  SPEAKER_01: Because when I think about it, Lindsay, most salon owners they just want to have a they just want to have a fully staffed salon.
• 16:07
  SPEAKER_01: Who doesn't, right?
• 16:08
  SPEAKER_01: And so what they do is they just start doing more recruiting, right?
• 16:11
  SPEAKER_01: They post more jobs, they offer more incentives, or they change their incentives because they saw Sally coachability teach them that maybe they should offer a less commission or something.
• 16:23
  SPEAKER_01: I don't know, crazy stuff's out there, right?
• 16:25
  SPEAKER_01: Or they just start to talk about more benefits, or hey, maybe we need to change all of our benefits because now Gen um Generation X likes this instead of this or that.
• 16:36
  SPEAKER_01: So, you know, but what if instead of all that, what if the first thing that needs to change is what is who you need to be as a salon owner?
• 16:45
  SPEAKER_01: Like, who do you need to become as a leader to build a company where great people can truly thrive?
• 16:52
  SPEAKER_01: You know, just just like the girl that came to Shadow.
• 16:54
  SPEAKER_01: Like when they come to Shadow and they've been in that industry, I want to learn more about them.
• 16:59
  SPEAKER_01: We want to learn more about them.
• 17:00
  SPEAKER_01: That's all we ask those kind of questions.
• 17:02
  SPEAKER_01: And, you know, it there's not about having any right or wrong answers.
• 17:07
  SPEAKER_01: It's just truly knowing that, hey, I know where they're at and I know we can help them.
• 17:11
  SPEAKER_01: Let's just see what's truly possible together.
• 17:16
  SPEAKER_00: And if you're a salon owner listening right now, you know, a great question to think about is like what does our salon actually need in place before it can competently offer someone that kind of future?
• 17:30
  SPEAKER_00: You know, that's uh a great thing to consider.
• 17:34
  SPEAKER_00: Are you there?
• 17:35
  SPEAKER_00: You know?
• 17:36
  SPEAKER_00: Um, and right away we want to give you something that you can utilize in your company that can help you start to see different results from those shadows and your recruiting efforts.
• 17:50
  SPEAKER_00: And so we want to give you three questions you can use the next time someone comes into shadow.
• 17:56
  SPEAKER_00: So the first question is really what you're trying to uncover this is where they've been.
• 18:03
  SPEAKER_00: You know, so the question might look like what's the most you've ever produced in service sales in a single month?
• 18:09
  SPEAKER_00: Like Jen asked, you know, like what's been your best month that you've had behind the chair?
• 18:15
  SPEAKER_00: How much money was produced in service sales?
• 18:18
  SPEAKER_00: Because, you know, this helps discover their experience and their current beliefs about what's possible, you know, because that's a that's a powerful thing to uncover.
• 18:32
  SPEAKER_00: The second question that you want to uncover is like, what do they want?
• 18:37
  SPEAKER_00: You know?
• 18:37
  SPEAKER_00: And so that could look the question, could look something like if you could create the income and the schedule you really wanted, what would that look like?
• 18:47
  SPEAKER_00: And then a great follow-up would be like, what would that make possible in your life?
• 18:53
  SPEAKER_00: And then what would that mean to you?
• 18:55
  SPEAKER_00: You know, um, that really helps them paint a picture of the reality that they would desire to create.
• 19:02
  SPEAKER_00: And then the third question that would be powerful to ask them has something tied to like who you're becoming.
• 19:10
  SPEAKER_00: So if we were sitting here a year from now and you told me this was the best career decision you've ever made, what would have happened?
• 19:21
  SPEAKER_00: Let them describe it.
• 19:22
  SPEAKER_00: This is their desired future that they're talking about.
• 19:26
  SPEAKER_01: Yeah.
• 19:27
  SPEAKER_01: You know, Lindsay, one thing I wanted to add too was like when we asked, when I asked her, where have you been?
• 19:31
  SPEAKER_01: That question, what's the most you ever produced in service sales?
• 19:34
  SPEAKER_01: Like, we gave her an experience here.
• 19:36
  SPEAKER_01: So we actually did the beauty code on her.
• 19:37
  SPEAKER_01: She learned her body, shape, her face, shape, her color now.
• 19:40
  SPEAKER_01: She got to experience it from a guest perspective too.
• 19:42
  SPEAKER_01: So we do add that value pieces so she can see it.
• 19:45
  SPEAKER_01: I as soon as she walks to the door, I didn't grab her and say, So, what's the most money you ever made in a month in service sales?
• 19:51
  SPEAKER_01: She probably would have ran out the back door.
• 19:52
  SPEAKER_01: So I did want to set that up, set that up directly too.
• 19:56
  SPEAKER_01: Yeah, yeah.
• 19:56
  SPEAKER_01: It's like, like, serve them, add value to their life, do the beauty code on them, like help them see, like, because I know she's never given a consultation like that.
• 20:05
  SPEAKER_01: So for her to experience the compliment consultation, it's already expanded her and it has her wills turn in, like, wow, this place feels different.
• 20:12
  SPEAKER_01: And then you can plant those seeds.
• 20:14
  SPEAKER_01: So I just want to make that distinction as well.
• 20:16
  SPEAKER_01: Um, and you guys, the the magic isn't memorizing those three questions, you know, it's actually listening to the answers.
• 20:23
  SPEAKER_01: So um, you know, after we challenge US salon owners, that, you know, after that person leaves, there's always one more question you need to ask yourself.
• 20:32
  SPEAKER_01: And if they say yes today, if that person that came in said yes today, could my business actually deliver what they just described?
• 20:40
  SPEAKER_01: That's the bridge that we just talked about.
• 20:43
  SPEAKER_01: And I know we have the scripts, I mean the scripts, we have the systems, the processes, because people do it in our companies every single day.
• 20:50
  SPEAKER_01: So we have the evidence to back it up and show her that it's real.
• 20:54
  SPEAKER_00: I love that.
• 20:55
  SPEAKER_00: And Jen, what I love most about this story is for 13 years, this beauty professional had been operating within the limits that she had experienced, you know, not necessarily the limits of what she was capable of.
• 21:12
  SPEAKER_00: And in one conversation, something changed.
• 21:16
  SPEAKER_00: She started to see a different future for herself.
• 21:20
  SPEAKER_00: And I want to leave you listening today with something.
• 21:24
  SPEAKER_00: You know, if what if she had walked into your salon today?
• 21:28
  SPEAKER_00: Would you have known what questions to ask?
• 21:31
  SPEAKER_00: Would you have known how to uncover what was really important to her?
• 21:36
  SPEAKER_00: And if she had said yes, would your business be built to deliver the future she was imagining?
• 21:42
  SPEAKER_00: Because promising someone an opportunity and having a company built to deliver one are two very different things.
• 21:49
  SPEAKER_01: Yeah.
• 21:50
  SPEAKER_01: And here's the real shift, real shift.
• 21:52
  SPEAKER_01: You know, most salon owners are asking, where are all the good people?
• 21:56
  SPEAKER_01: Where are they at?
• 21:57
  SPEAKER_01: Right.
• 21:58
  SPEAKER_01: But you guys, that what if that's the wrong question?
• 22:00
  SPEAKER_01: You know, what if the better question is, hey, have I built a company where great people can become even greater?
• 22:08
  SPEAKER_01: Because talented people aren't just looking for a nice place to look.
• 22:11
  SPEAKER_01: They're looking for that opportunity, they're looking for growth.
• 22:14
  SPEAKER_01: And sometimes they're looking for someone who can see something in them that they haven't been able to see in themselves.
• 22:21
  SPEAKER_00: Yeah, and here's the part that might be a little uncomfortable.
• 22:24
  SPEAKER_00: You know, what if the recruiting problem you've been trying to solve isn't actually the real problem?
• 22:31
  SPEAKER_00: You know, what if the opportunity is for you to become the kind of leader great people are looking for?
• 22:39
  SPEAKER_00: Because that's not just a recruiting skill, that is an identity shift.
• 22:44
  SPEAKER_00: You know, it's the difference between being a service provider who happens to own a salon and becoming a true salon owner.
• 22:54
  SPEAKER_00: And you know, that's something Jin and I have spent so much time talking about and thinking about.
• 22:59
  SPEAKER_00: And really, it's why we wrote Think and Get Rich as a Salon Owner, because sometimes the biggest thing holding your business back isn't what you don't know how to do.
• 23:10
  SPEAKER_00: It's what you haven't yet learned to see.
• 23:14
  SPEAKER_00: And when you start seeing your business differently, you start leading differently, you start building differently, and you start creating opportunities that weren't possible before.
• 23:26
  SPEAKER_01: Yeah.
• 23:26
  SPEAKER_01: And that's what makes this so exciting, you know, because this isn't just about getting someone to say yes to working at your salon.
• 23:33
  SPEAKER_01: It's about building a company that can actually help them create a better life.
• 23:37
  SPEAKER_01: And when you do that, you're not the only one who wins.
• 23:40
  SPEAKER_01: Your team wins, your guests win, their families win, and your business gets stronger in the process.
• 23:46
  SPEAKER_00: Yeah.
• 23:47
  SPEAKER_00: So here's our challenge for this week.
• 23:48
  SPEAKER_00: The next time someone comes into shadow your salon, don't start by telling them everything that's wonderful about your company.
• 24:00
  SPEAKER_00: Do what Jen did, offer some value first, then ask them where they've been, ask them what they want, ask them who they're becoming, and then go home and ask yourself one more question.
• 24:15
  SPEAKER_00: Could my business deliver that?
• 24:19
  SPEAKER_00: Because the goal isn't to convince someone that your salon is amazing, it's to build a company where their future can be amazing.
• 24:28
  SPEAKER_01: Yeah.
• 24:28
  SPEAKER_01: And I feel like the best part of this story is that beauty pro who came to shadow, like she is reaching out.
• 24:35
  SPEAKER_01: She's ready, she's asking for her next step.
• 24:37
  SPEAKER_01: She's so excited, and she wants to know how she can join our team.
• 24:41
  SPEAKER_01: And it's not because I convinced her with a rap sheet list of benefits, even though we do have some great benefits.
• 24:47
  SPEAKER_01: It's because like she started to see what could be possible for herself.
• 24:52
  SPEAKER_01: And that is your salon success secret for the week.