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Assembling an Unstoppable Team: Harnessing the Relentless Mindset and Recruitment Mastery · Salon Success Secrets — The podcast for salon owners who are done hustling harder and ready to break their revenue ceiling.

• 0:35
  Speaker 1: if you have ever wanted to bring on top level talent to your team, today's podcast is going to be right up your alley.
• 0:44
  Speaker 1: You have tuned in to the right spot.
• 0:47
  Speaker 2: Awesome.
• 0:48
  Speaker 2: So we're going from good to great today.
• 0:50
  Speaker 2: Recruiting your all-star team and a lot of things we're learning today comes from a really great book called Relentless by Tim Grover, so a lot of great concept.
• 1:00
  Speaker 2: He's worked with a lot of professional athletes.
• 1:03
  Speaker 2: Lindsay and I, through our network, even have some insights on some NBA recruiting that we're going to share with you today.
• 1:09
  Speaker 2: So it's going to be fun.
• 1:10
  Speaker 2: Buckle up.
• 1:11
  Speaker 2: Here we go.
• 1:13
  Speaker 1: Awesome, all right, and if you've ever read the book Relentless by Tim Grover, you know how incredible it is.
• 1:18
  Speaker 1: That's probably one of my top favorite books of all time and it really just kind of dives in deep to a few different mindsets that people have, which is, you know, in Jen and I's opinion, the most important aspect to be looking for when it comes to recruiting, most important aspect to be looking for when it comes to recruiting and, like Jen mentioned, we have some friends inside of the NBA that do recruiting and, you know, when talking to them it was so interesting to us to learn, you know, it's not always about finding that top talent.
• 1:51
  Speaker 1: Whoever can you know?
• 1:53
  Speaker 1: Whoever shoots the most hoops, or whoever you know is the fastest running down the court, or whatever that might be.
• 1:59
  Speaker 1: You know, the one thing that they look for is what are they doing when the cameras aren't shining on them?
• 2:05
  Speaker 1: What are they?
• 2:06
  Speaker 1: How are they as a human being?
• 2:08
  Speaker 1: What is their mindset?
• 2:10
  Speaker 1: Because, you know, we know, inside of the salon business, we can teach anybody to do anything.
• 2:15
  Speaker 1: You know, if somebody's not as great at highlighting, we can get them up to speed quicker.
• 2:22
  Speaker 1: Or, you know, if they're unsure how to how certain products work, we can.
• 2:27
  Speaker 1: We can catch them up on that.
• 2:28
  Speaker 1: But if their mindset is you know that of a red light individual and you know everything's a problem, they don't have any solutions for anything.
• 2:38
  Speaker 1: We know that gosh, that can be a lonely uphill battle that doesn't end well for either party.
• 2:49
  Speaker 2: And if you've ever experienced a walkout or had people leave your salon too, you know that, like, recruiting is something that you've always got to be doing, just like the NBA.
• 2:56
  Speaker 2: Just imagine if they quit recruiting at one point in time, like they would be kind of stuck where they are from creating their dream team.
• 3:03
  Speaker 2: So when we think about recruiting, we're thinking about like who is our avatar, like who is it that really will fit into our culture, that helps to carry out our mission, and so, like really getting crystal clear that you know really the success of your salon can lie within your team as well.
• 3:19
  Speaker 2: And you know the definition of team that I like to view is a set of people that have a shared reality, and so you're all playing the same game at the end of the day, where this game of basketball or the game of salon or the game of baseball, whatever it may be, is like that's really where you got to view is for you to get great places, you've got to have a really great, successful team behind you.
• 3:41
  Speaker 1: I love that.
• 3:41
  Speaker 2: Jen and.
• 3:42
  Speaker 1: I, I love thinking about that.
• 3:43
  Speaker 1: Everybody has that same shared reality because, you know, if you think about it, if there's one person on your team that thinks, hey, I'm, I'm the superstar, this team wouldn't be crap without me, you know, whatever it is that they, they view themselves as if they are viewing your team that way, it is impacting every single person.
• 4:05
  Speaker 1: You know, if there's somebody who's not allowing each person to live up to their full potential, that is potentially, you know, a toxic person on your team who could be, you know, inadvertently or subconsciously, maybe they're not even doing it on purpose, you know destroying those around them and you know so.
• 4:24
  Speaker 1: Like Jen mentioned, recruiting is something that we are always going to be doing, and so you want to make sure that you're paying attention to these mindset factors so that you can really have a highly motivated and skilled team, because you know that's the ripple effect of of of recruiting the right people is that you do have that highly motivated and skilled team and you don't have people on there who are tearing others down and and really, truly, what that creates is, you know, just a lot more satisfied customers that come into your business.
• 4:56
  Speaker 1: You have a lot more satisfied customers that come into your business, you have a lot more repeat business.
• 5:01
  Speaker 1: It really does just create continuity inside of your business.
• 5:03
  Speaker 1: So if you feel like you're lacking or missing that continuity inside of your business, you know just that repeat guests, that repeat customer people you know becoming raving fans, you might look around and say, hey, is there somebody on the team?
• 5:17
  Speaker 1: Um, you know that if we released them to find a new opportunity somewhere else, maybe they would do better there, um, but either way, we know we would do better here, um, with that move.
• 5:28
  Speaker 1: You know it's like how they they trade players all the time.
• 5:31
  Speaker 1: And so the NBA, um, you know not that we.
• 5:34
  Speaker 1: You know, really, if we focus on recruiting amazing people and get really clear on who people are, that can really kind of help prevent that from being a kink inside of our recruiting.
• 5:47
  Speaker 2: Mm.
• 5:47
  Speaker 2: Hmm, I love that, and you know, one of the greatest lessons that I took away from that relentless book was the way that Tim likes to work with elite athletes.
• 5:56
  Speaker 2: So he likes Michael Jordan, kobe Bryant.
• 5:58
  Speaker 2: He has lots of stories on their workout regimen, their mindset, like how they show up with pneumonia, torn ACLs, like just, you know the difference between the body and the spirit, but they're able to show up, up and still perform.
• 6:11
  Speaker 2: They know the game that they're playing, and so what it got me thinking about in the salon world is you know what?
• 6:16
  Speaker 2: Sometimes we spend our time coaching on people that truly don't want to be here, or spending our time recruiting people that we know will not be a good fit.
• 6:25
  Speaker 2: So when you're crystal clear about, you know that you want to work with the best of the best and you want to recruit the best of the best, the more clear that you can be about that, I think, the bigger that shapes your reality and makes that happen, because I would rather spend more time helping those, helping the able be more able, the ones that want it, versus the ones that are showing up and saying, oh, I'm too busy, or this is too busy, or you know, I was in an interview the other day and I said you know, what does it take to make you happy?
• 6:56
  Speaker 2: And she said I don't know, I'm not very happy.
• 7:00
  Speaker 2: And I was like, ok, perfect it.
• 7:01
  Speaker 2: Just no judgment against that person, it just helped me assess like that person and I just knew they're probably a great person.
• 7:08
  Speaker 2: They are a great person.
• 7:09
  Speaker 2: They're just not going to be the right fit for our culture, because we're always talking and promoting positivity and happiness and you know um helping people become the most beautiful versions of themselves.
• 7:20
  Speaker 1: Yes, I love that, so that's just a great thing to view.
• 7:22
  Speaker 1: You know, and I think when you were just talking about um, you know some of your favorite parts of the book, um, you know, one of my favorite ones was when he talked about how, um, on signing day, when Kobe Bryant got drafted um and into the NBA, most people were going out partying.
• 7:40
  Speaker 1: But Kobe went out and worked out and was getting prepared to be an NBA player.
• 7:48
  Speaker 1: And you know, I just think that that's such a beautiful view of of the world and and what he was there to do and and listen.
• 7:58
  Speaker 1: You know, that's probably like what the salon owner does.
• 8:02
  Speaker 1: You know, like you're, you're the ones who, um, you know, are behind the scenes doing all kinds of things that nobody even knows that are possible.
• 8:10
  Speaker 1: And so you know, for him, like, that was him making it to the top, like, but a lot of people can make it to the top, but can you stay at the top?
• 8:17
  Speaker 1: You know, and one of the ways that you stay at the top is by surrounding yourself by amazing people.
• 8:21
  Speaker 1: You know, that's why, kobe, he paid for all of this additional training.
• 8:25
  Speaker 1: You know, he worked with some of the best nutritionists, personal trainers, mindset coaches, like all of these people to make him the best possible version.
• 8:35
  Speaker 1: And that's why he's a household name, you know, and that's why people love and respect him, because he was always working on himself to become that better person.
• 8:45
  Speaker 1: And so, you know, I I just love that story.
• 8:49
  Speaker 1: I love because I think sometimes when you are somebody who's pouring that much time, energy and effort into becoming better, you think, hey, is this worth it?
• 9:00
  Speaker 1: And when you see other people that have that same passion, drive and love for life, it makes you realize, yes, it is all worth it.
• 9:09
  Speaker 1: And the impact that I think Kobe made inside of his industry and the world he's still talked about, and I think that that's an inspiration to everyone and can help create a path of what's possible for others in the book to the three categories of performers.
• 9:35
  Speaker 2: So there's coolers, closers and cleaners.
• 9:36
  Speaker 2: Say that three times fast.
• 9:36
  Speaker 2: It'll be a tongue twister for you, but you know, I really love this because it just helps you spot certain traits and potential recruits and in the team that you already have.
• 9:44
  Speaker 2: And so when we look at coolers, that's going to be, they're going to be dependable, but they follow the leader.
• 9:49
  Speaker 2: So you're going to need some coolers on your team.
• 9:51
  Speaker 2: We get that.
• 9:51
  Speaker 2: Your closers they're going to perform well under pressure, but with a defined structure.
• 9:57
  Speaker 2: So if you think about in the NBA, they might be under pressure, it's a playoff game, but they know the structure, they know the plays it's going to take to get them to where they need to be and they're aware of that.
• 10:08
  Speaker 2: And then we have our cleaners, and that's probably where most of salon owners show up is the relentless, self-motivated individual who set and achieve new standards, and so to have a cleaner on your team as well is so powerful.
• 10:22
  Speaker 2: And so, again, this is not a place to judge people, it just really helps you create that dream team.
• 10:26
  Speaker 2: Like, okay, I've got some closers, I've got some coolers, it'd be really cool if I had a cleaner on here.
• 10:32
  Speaker 2: You know someone that would help.
• 10:33
  Speaker 2: You know, two brains are better than one.
• 10:39
  Speaker 1: Someone that could really be present to help us take our company to the next level.
• 10:42
  Speaker 1: Yes, and I just, I just love looking at this.
• 10:49
  Speaker 1: You know, and and I also just realized that the full title of this book is relentless um, relentless, from good to great to unstoppable.
• 10:54
  Speaker 1: You know, and so I think you know, good to great to unstoppable, I think you know, I can even relate that to myself over the years.
• 11:01
  Speaker 1: You know, I think you you start out good, um, and and when you surround yourself with the right people, you can become great, um, and and keep working and keep, you know, working, and keep never in competition with others.
• 11:14
  Speaker 1: Just with becoming a better version of yourself, you can really become unstoppable.
• 11:20
  Speaker 1: You know, diving in a little bit deeper to some of those categories, you know, when you look at a cooler, you know this is a person, they're good people, but sometimes you know they can avoid a winning shot, so they're a little bit more cautious.
• 11:35
  Speaker 1: They wait to be told what to do.
• 11:36
  Speaker 1: You can get satisfactory results from a cooler, but the results will be within the boundaries of what you asked for, and so it's just a good thing as a coach, when you're viewing somebody who's a cooler, which a lot of people on our, on our teams that we get to serve will be coolers.
• 11:53
  Speaker 1: You know, just knowing like hey, they aren't as as well prepared and it's you know just.
• 12:03
  Speaker 1: They just aren't as driven to push themselves to perform at that higher level.
• 12:06
  Speaker 1: And so coolers provide a great, they're a great person to have on the team.
• 12:11
  Speaker 1: But just knowing, hey, you as their leader, as their coach, as their mentor, if you have the, you know the time to help paint a bigger picture for them.
• 12:22
  Speaker 1: That's going to be how you can start to really get them to be open.
• 12:25
  Speaker 1: You can start to really get them to be open to the idea to taking those winning shots.
• 12:29
  Speaker 1: You know that's where you know you can start to stretch some of their boundaries, because you know their results are only going to be within the boundaries you ask for.
• 12:38
  Speaker 1: So you are going to, you know, need to, as their leader, as their mentor, coach, you're going to need to ask for more from somebody who is a cooler, because then that opens them up to the idea of doing more.
• 12:54
  Speaker 2: I love that you said that, yeah, that, that that just really helps to bring some of that awareness, like the goat we say the gift of awareness today.
• 13:01
  Speaker 2: That's definitely helps you just to assess people and it really helps you to like build your roster.
• 13:07
  Speaker 2: You know, when you think about it.
• 13:08
  Speaker 2: Currently the NBA playoffs are going on and so like we have some a team the Timberwolves that were the underdogs right now and then they've like come over and above and like are on their way to a championship, and so the same thing relates back to the salon.
• 13:24
  Speaker 2: When you're building your roster is like taking people that are fresh out of school and being able to teach them your way can really help you create that all-star team.
• 13:34
  Speaker 2: And because sometimes not always, but when you hire someone that has experience, they come with their own expectations and service standards, and sometimes those might be great, but a lot of times it's hard for people to make that change or transformation.
• 13:50
  Speaker 2: So you know, really, just looking at like, where is it that you where are?
• 13:53
  Speaker 2: What is it that your company needs?
• 13:55
  Speaker 2: You know what is the different types of performers that you need in your salon.
• 14:00
  Speaker 2: Maybe it's that you need someone that is really great with haircutting and so, like when you're interviewing, you know, looking at that mindset and saying you know she's so open to coaching I've seen some of her work, too, on Instagram.
• 14:11
  Speaker 2: I know that we could teach her haircutting right away, and so that's what it takes when you're building that great basketball team as well.
• 14:18
  Speaker 2: And I know one of the recruiters said, you know, he said we, like Lindsay said earlier, you know he said we, like Lindsay said earlier, you know we, we do hire to skill set but more than anything, like, we are looking for that mindset, because to be that professional athlete, that mindset has to be there.
• 14:36
  Speaker 2: That is the golden nugget.
• 14:38
  Speaker 1: That is the golden nugget.
• 14:40
  Speaker 1: And, and you know, even diving in a little bit deeper to like what a cleaner or sorry, what a closer would look like is, you know, closers are great, but they take shots only if they think they have a good chance of making it.
• 14:55
  Speaker 1: So they'll deliver great results as long as there's not too many variables thrown at them, you know.
• 15:02
  Speaker 1: So it's just a great thing to know about a closers mindset, you know, is that closers prepare and practice, but they can also be prideful.
• 15:12
  Speaker 1: So you know, when they're faced with less rehearsed scenarios, sometimes they can have a tendency to fail.
• 15:20
  Speaker 1: You know, and and so this is just great to know it's kind of you know, coolers, they aren't really preparing, but closers, you know they'll prepare in practice.
• 15:29
  Speaker 1: But you know, if it's a less rehearsed scenario, that can be an area where they, you know, contend to fail, and so it's just great to know.
• 15:39
  Speaker 1: You know, sometimes these can be like leaders on your team, and so so being aware of that, so that you can help coach them, give them as many scenarios as possible, that's going to be the key.
• 15:50
  Speaker 1: And then to dive in a little bit deeper to those cleaners.
• 15:52
  Speaker 1: You know cleaners are really unstoppable.
• 15:54
  Speaker 1: You know they make their own rules.
• 15:56
  Speaker 1: They break them.
• 15:56
  Speaker 1: They're relentless, talented, focused, responsible and in charge, so they can withstand adversity, conquer challenges head on, and they do it because they want to be the best for everyone, so they don't care about the rules established by others.
• 16:14
  Speaker 1: They trust their gut and shoot.
• 16:16
  Speaker 1: These cleaners are just relentless, and so it's like being a salon owner you got to do whatever it takes.
• 16:24
  Speaker 1: If you were ever a salon owner in 2020, you know the definition of doing whatever it takes.
• 16:29
  Speaker 1: You have been there.
• 16:30
  Speaker 1: So just knowing you know about those three things you know is huge when building your all-star team.
• 16:39
  Speaker 2: Yeah, and one last thing before we go too is like, look at those job descriptions.
• 16:43
  Speaker 2: A lot of times when I see salons looking for help, like we're hiring, we're hiring.
• 16:47
  Speaker 2: Like like, make it about the recruits.
• 16:50
  Speaker 2: It would be like the NBA saying putting out an ad saying we're hiring, like it probably would get some interesting characters, so everyone would apply.
• 16:58
  Speaker 2: So like, really, like what's in it for them?
• 17:00
  Speaker 2: Just really looking at that strategy, create that you know, compelling job opportunity and description for them and I think that helps you really connect to top talent as well.
• 17:10
  Speaker 1: Yes, so you got something great out of today.
• 17:13
  Speaker 1: We'd love a review.
• 17:14
  Speaker 1: Share it with your favorite other salon or spa owner, and we can't wait to see you again soon.