October 8, 2025 • 22 mins
We walk salon owners and beauty pros through the Invisible-to-Abundance staircase from our book, sharing the exact actions to move from unseen to stable to truly successful. We show how to coach teams one step at a time and why abundance is for multiplying, not drifting.
• the six stages: Invisible, Crisis, Urgency, Stability, Abundance, Success
• how to move from invisible: connect, be present, discover needs, deliver service
• crisis as proof of progress and how to reorganize
• urgency with discipline: produce, promote, adjust, manage time and money
• stability as platform not plateau; keep what works, improve small
• abundance strategy: economize, reinvest, ladder book, multiply
• success as leadership: document, mentor, sustain systems
• coaching framework: identify each person’s step and move one step up
Send us a text to 469-283-5590 with the word think. That’s T-H-I-N-K. So just send us the word think to 469-283-5590, and we’ll send you over a link to where you can purchase a copy of this book. If you got some great nuggets out of today’s episode, send it to a friend, leave us a review or send us a text.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_01 (00:00):
Hey salon owner, let me ask you something.
Have you ever looked at a newstylist on your team and
thought, wow, she has thetalent, but why isn't she
growing?
Or him, he or she, you know, ormaybe you remember what it felt
like when you were firststarting out.
(00:20):
You know, you were sitting inthe back room staring at an
empty book.
If you were anything like me,maybe you painted your nails or,
you know, added up some mathabout something, you know, but
you were waiting for somebody tonotice you is truly what was
happening, you know.
And here's the truth (00:36):
success in our industry doesn't happen all
at once.
It's not a magic wand, you know,it's not even luck.
You know, success is truly likeclimbing a staircase.
And the staircase has gradients,you know, so each step is a
(00:56):
little higher, a little harder,but it's also a little closer to
the top.
And, you know, you don't go frominvisible to six figures in one
jump.
You know, you literally take itstep by step, gradient by
gradient.
SPEAKER_00 (01:15):
Yeah, so good.
And so today we're gonna walkyou through um this exact model
from our book, Think and GetRich as a Beauty Pro.
It's what we call the invisibleto abundance staircase.
And you guys, uh, Lindsay,actually, we just had our salon
retreat.
Lindsay taught this to um myteam again as well.
And it's been so fun to see themtake this framework because I
(01:35):
know it works, I see it with myown team, to take this framework
and let them truly be able toincorporate it into their life
because it truly gives themsolutions to where they are at
in life.
And so, again, it's called theinvisible to abundant staircase.
And, you know, as we go throughit today and we explain it, I
really want you to be thinkingabout hey, where am I on this
(01:59):
staircase?
Um, maybe where's my team onthis staircase?
Because, like, truly, once yousee it, you'll know exactly how
to coach and grow every singlebeauty pro or service provider
in your company.
SPEAKER_01 (02:14):
So good.
Uh, Jen, you have an amazingteam.
I love, you know, seeing themput things into action.
And if you're listening to thispodcast right now, we know that
you are an action taker too.
So we are excited to dive in.
Let's kick it off with step one,which is invisible.
You know, this is every careerstarts in the dark.
(02:35):
You're invisible.
You know, nobody knows yourname, nobody knows your skills,
nobody even trusts you yet,honestly.
You know, and you know what?
That's okay.
Because this isn't failure, it'sjust the natural starting line.
Everybody starts at invisible,whether it's in the workplace,
in a relationship, like beforeyou met, you know, maybe your
(02:58):
spouse or your best friends,like they didn't know you
existed, you were invisible tothem.
And so, same thing when you'restarting off in your career,
everybody starts at invisible.
But here's the danger.
You know, some people stayinvisible.
Why?
Because they hide, you know,they sit in the break room or
they wait for somebody, youknow, to hand them opportunity
(03:22):
instead of creating it.
So you might be thinking, okay,how how do I climb?
You know, it's really simple.
Uh, the first thing that youwant to do is connect.
You want to introduce yourselfto clients, to the team, to the
front desk.
You know, then step two is youwant to be present.
So don't vanish.
(03:42):
Let your presence be felt.
And then step three isdiscovering needs, you know.
So this is where you listen towhat clients want.
See, you know, how you can serveinside of the salon, what's
missing?
How can you help somebody at thefront desk?
How can you help somebody on theteam?
And step four is then you wantto deliver service.
(04:04):
This is where you want to dolittle things with excellence,
you know, and and when we thinkabout putting those four things
into action, I think a lot ofpeople think, you know, maybe
you've experienced this at onepoint in time.
Uh, somebody has maybe eitherbought the company that you work
for, or there's been a newperson that's come in and
changed a whole bunch of stuff.
You guys, that is the exactformula for failure, is to do
(04:27):
something like that.
The first thing that you want todo is serve at this level, you
know, because when you do that,when you do it consistently, the
gradient starts to shift.
You know, you move one step upthe staircase.
And now, bam, you're visible,you know.
But visibility can come with acra with, you know, like a
little bit of a challenge,right, Jen?
SPEAKER_00 (04:49):
Yeah, it can.
So because above that next stepof invisible actually comes
crisis, and you're like, Jen andLindsay, what the heck?
I just went from no one seeingme to being in crisis.
And yes, you did.
But there's good news becausecrisis actually is where most
people quit.
But when you have these tools,you know how to keep moving
forward and making thatprogress.
(05:11):
And why most people quit here isbecause the second they get
noticed, they get tested.
You know what I'm talking about.
That client calls back andthey're like, I do not love my
hair at all.
Like maybe somebody messed up aformula, or maybe they uh got
double booked and started topanic.
And and this is where the heatshows up.
(05:32):
This is what we mean by being incrisis.
But listen carefully though, youguys, because crisis isn't
punishment.
Crisis is actually proof thatyou're climbing.
I'll never forget one time I hadsomeone say, you know, we had a
new person on our team, like, ohmy gosh, she got two callbacks.
I was like, that's great, that'sawesome.
Because we've gotten her frominvisible to crisis, and now we
(05:56):
can give her new tools.
Like, it's gonna happen.
And so when you think about whenyou're in that crisis step,
here's the formula that can takeyou to the next step.
And so the first thing you wantto do is step away from old
habits that no longer serve you.
You know, you also want tohandle situations head on, no
(06:16):
blaming and no excuses.
You know, if you have thatcallback, use it as a learning
opportunity to say, hey, whatwould I do different next time?
And the other thing you want todo, make sure is that you're
brutally honest with yourself.
You know, think about yourweaknesses, about what needs to
change, what are youropportunities?
And then the last thing you cando is actually reorganize.
(06:38):
And this is where you can bringorder where there's chaos.
So maybe in your consultation,maybe there's crisis in your
consultation and you learn fromthis callback, like, oh yeah,
I'm forgetting that part of thesales process in the
consultation.
And so now if I make sure that Istreamline that and do that with
every single guest, I bet it'sgoing to eliminate some of the
callbacks that I have.
(07:00):
And what we see is that mostservice providers in this stage
feel like they're failing, youknow, um, but actually in this
stage, they're transforming.
And transformation always looksmessy in the middle.
If you've been in transformationmode before, you know what I'm
talking about.
And when you think about thattoo, like the butterfly, you
know, the butterfly starts as acaterpillar, goes to a cocoon,
(07:22):
and then as a butterfly.
But in that cocoon area, it'snot pretty, it's not as pretty
as it is when it's a butterfly,right?
And so we know that growth canbe um awkward, but it is
necessary.
And so here's the secret (07:37):
if you survive crisis, you unlock the
stage or the step that actuallychanges everything.
SPEAKER_01 (07:46):
Oh, yes, you know, and and so you're thinking, wow,
I'm ready to unlock and changeeverything.
And you step into step three,and you guys, this is where you
actually unlock urgency.
And urgency is where the winnersstart separating themselves.
You know, this is now the beautypro or service provider who
(08:09):
wakes up hungry.
You know, they might post theirwork, they're asking for
referrals, they're showing upearly, you know, they're
studying how they can do abetter consultation.
You know, they find ways to keeppeople coming back.
But, and this is key urgencywithout discipline is just
(08:35):
burnout.
You know, so here's the gradientformula for urgency.
So here's how we would step upinto that next level.
Step one is you want to produceand promote.
So it's no longer just aboutdoing hair.
You've kind of worked out someof those things in crisis, you
know, like Jen mentioned, you'regonna get callbacks.
(08:55):
That's great.
Like she mentioned, you know,somebody said, hey, this person
got two callbacks.
Great.
Or we've learned the lessonsthere.
And so here we're gonna let theworld know that we do it, you
know?
And so uh we're gonna reallywork on, you know, producing
more beautiful work, producingmore amazing experiencing
experiences for people, and thenjust promoting, like, hey, I can
(09:18):
do this for your friends too, orwhoever else, you know, and step
two for this is you want toadjust what isn't working, you
know.
So uh if you start noticingmaybe you're getting some more
consultation or sorry, uh if youstart to notice that you are
getting some more cancellations,like you definitely want to
address that.
(09:38):
You always want to make sure,you know, that you keep that
under that five to 10% range.
Um, but also it's a great timeto look at your consultations.
Like, are they, you know,because sometimes we don't even
realize like we get in some sortof like a flow that might not be
serving us to the highest good.
So fix that.
You know, this is a really bigstage where you really need to
(10:01):
focus in on time managementbecause if it's off at this
stage, you have to change it.
You know, this is usually wherepeople start to ladder book,
where they don't just, you know,see one guest and then complete
that guest and see anotherguest.
Like they see a guest, then theysee another guest, then they
finish a guest, finish anotherguest, you know, and then it uh
really starts to unlock amazingpossibilities.
(10:24):
Um, this is also step three isyou want to manage your
resources, you know, becauseyou're starting to make a little
bit more money at this level.
Uh, so you want to make surethat you're investing it in
education and tools, um, butdon't waste your money, you
know, like if uh that's the keyis using some discernment to
say, hey, is this a greatinvestment?
(10:46):
Um, because you know, gettingfree education from somebody
online who doesn't have the samevalues is way different than
investing a little, pouringmoney into your mind so that
your mind can pour money intoyour wallet.
You know, you also want to staydisciplined here.
So that's step four, staydisciplined, you know, because
this stage is about consistency.
(11:07):
You know, it's not about like aviral moment on social media.
It's truly about beingconsistent in your work, you
know, because urgency is trulythe rocket fuel stage.
It can be exhausting, you know,because it kind of feels like
this a little bit, but it buildsthe foundation for stability.
(11:29):
And that, my friends, is anincredible place to be.
SPEAKER_00 (11:34):
Uh, Lindsay, I think you just had a mic drop moment.
I don't even know if yourealized it, but you said
something.
I was like, that is a writerdowner.
And I want to make sure that Iheard you say it, right?
You said pour money into yourmind so your mind can pour money
into your wallet.
Is that right?
SPEAKER_01 (11:50):
Yes, pour money into your mind so your mind can pour
money into your wallet.
And you guys really, that's allabout your beingness, because
like if you don't think, youknow, that's the whole, really,
that's the whole purpose of thebook, think and get rich as a
beauty pro.
Like, if you think it's notpossible, it's absolutely not.
(12:10):
But if you think it is and youstart pouring money into your
mind, your mind will pour moneyinto your wallet.
We've seen it time and timeagain with the countless.
I mean, Jin, we have more peopleon our teams, you know, that are
six-figure income earningpeople.
Like we could, you know, showmultiple W-2s of people over the
years who've earned six figures.
(12:31):
Um, and and truly it was like weas leaders saw the importance of
pouring money into their mind,or you know, we poured money
into their mind, they pouredmoney into their mind, and truly
it poured money into pockets.
SPEAKER_00 (12:46):
Yeah.
I mean, even like even ifthey're not as six figures, I
mean, being here for three yearsand making over$80,000,$80,000,
$85,000 a year does still, andthat includes them going through
some kind of training program.
So that is so, so true.
I love that.
All right, so we let's move upto the next step, which is
actually we just left urgency.
(13:07):
We're gonna step up one more,making that progress.
And the next step is actuallystability.
Now, you guys, stability feelskind of good, you know.
This is what a serviceprovider's books is finally uh
committed for, or foil, or foil.
This is my Southern coming outright there, or foil.
You know, they're not scramblinganymore, they've got regulars,
(13:29):
they've got consistency.
Like, I feel like maybe yourlevels three, four, sometimes
five can live right around thisstability stage.
But here's the thing (13:38):
let me warn you that stability is a
double-edged sword because itwhispers you made it, but
sometimes that can be dangerousbecause stability is either a
platform for your next climb orit can't actually be a plateau
that leads to decline.
And so when you think aboutmoving to that next step of
stability, here's the formula onhow you get there.
(14:00):
You guys don't change what'sworking.
I want to say that again.
Don't change what's working.
If you ever have anybody in yourteam that wants to rewrite
systems, just remind them you'restable.
Don't change what's working.
You know, I'll never forgetsomeone said, Oh man, we've been
getting all these new clientsevery month for so long.
It's working so great, but Ithink it's time for a change.
And I was like, okay, so you yougot a system that's getting you
(14:24):
uh thousands of or hundreds ofnew clients a month, but you
want to change it.
I think we should, I think weshould pump the brakes.
I think we should pump thebrakes just a little bit.
And so uh, you know, don'tchange what's working.
Another one here when you're inthe stability step is you want
to avoid drastic moves.
You know, don't just say throwyour hands up, like, oh man,
(14:46):
let's just do this, let's dothat, let's do this.
Um, another thing you want to dohere is to identify your success
drivers, you know, what'sactually filling your books?
Um, you know, are you givingguests complete looks from head
to toe?
Are there treatments involved?
Are there color analysisinvolved?
Is there a face shape analysis,brow shape, eye shape analysis?
(15:06):
I mean, there's so many thingsthat you can do here.
And this is when you want tokeep making those small, gradual
improvements.
And this is where you where youreally want to come in too and
think about when you're planningthe day or teaching your team to
plan for the day, to not alwaysplan from the past, but to think
about it from a futureperspective of like, hey, how
(15:26):
future actually actually meansum um, I don't even know what
future means.
I don't know what I was gonnasay, but it was gonna be really
good.
But when you think aboutplanning for the future, like it
helps the guest to see thebigger vision, to see what's
truly possible.
And so, like always giving thatsmall gradual improvements at
every visit is what's gonna keepyou at that stability and keep
(15:48):
you moving forward.
And you know, and truly that isthe power of gradients, you
know, small steps actuallycompound and a 1% improvement
day after day creates you know,exceptional, expansional growth,
but you have to resist thetemptation to relax here because
the next step, you guys, isreally where the magic happens.
SPEAKER_01 (16:13):
I love that.
Jen, probably what you're gonnasay is like the um the root word
of future is actually behew,which means to be, exist, and
grow.
And so that's truly when youplan from that place of the
future, it's you're gonna,you're already being, you're
existing, but you're gonna grow.
And so I think that that ties inperfectly with that formula, you
(16:35):
know, and then when you get tothat next step, it truly is
abundance.
You guys, abundance is so fun,but it is also so dangerous, you
know, because this is when, youknow, you have more than enough,
you know, more clients than youcan handle, usually, uh, more
(16:56):
money than you've ever had, moreenergy to reinvest.
But abundance has destroyed morecareers than failure ever did.
Why?
Because this is where peopleblow it.
You know, they buy the car, theyslack on the discipline, they
lose focus, or they think, oh, Ineed to offer this new service
(17:18):
that nobody is in town.
Well, you know, maybe there'snot a need for it, you know?
And so truly the formula here isstep one is to economize.
Um, that doesn't mean expandeverything and, you know, spend
all your money.
It means, you know, don't getreckless.
It means like really see whatmatters the most, you know, make
(17:40):
sure you're paying every bill,make sure you're staying clean
financially, and then get tothat next step, which is to
reinvest, reinvest in yourself,reinvest in your tools, reinvest
in your education, reinvest inyour, you know, guest
experience, whatever it is, youknow.
And step three here is to reallylock in on that latter booking.
(18:03):
You know, you really want tomake sure that you're maximizing
your time so that you can servemore people at a higher level.
Because when you get to thestage of abundance, all of the
guests that you're serving arethere too.
And their time is way morevaluable than their money.
So they're willing to spendwhatever they would love to
spend as little time aspossible.
It's like I always joke aroundand say, hey, I if I could drop
(18:26):
my nails off at the nail salonand get them done and then pick
them back up later, that wouldbe my idea of the perfect nail
appointment.
These are the clients you'reserving when you're in that
abundance stage.
Their time is more valuable thantheir money.
So maximize your time so you canserve more people at a higher
level, you know, and here'struly the mindset shift that
(18:47):
needs to happen.
Because abundance isn't forspending, you know, abundance is
for multiplying.
So if you use abundance to buildassets, you know, think
education, systems, anythingthat can, you know, help build
your reputation, it will trulylock you in to the next step.
SPEAKER_00 (19:12):
And you guys, this one is a secret step.
We didn't even tell you in thebeginning because we said
invisible to abundance.
Yeah, we wanted to leave thesecret step for last because
it's the best.
And this step, step six, isactually called success.
And once you get to this uhstep, excuse me, success isn't
like just having a full book.
(19:33):
Success is ease, it'sconfidence, it's leadership.
It's when a service providerdoesn't just do hair or skin,
they actually mentor others.
And you know, they document whatworks, they they follow the
sustainable systems, uh, theythey're trusted, they're
respected.
And, you know, the one thingthat people, when they reach
(19:55):
success that you have to beaware of is that success isn't a
finish line, it's actually astage.
And if you stop climbing, youstart slipping.
Let me say that again becauseit's so good.
So if you stop climbing, youactually start slipping.
And the best beauty pros serviceproviders, you know, they stay
connected, they keep learning,they keep improving.
(20:17):
So success is a staircase thatkeeps rising.
The gradient never stops, butneither does the reward.
SPEAKER_01 (20:27):
So good.
You know, so here's ourchallenge to you, salon owner.
It's to look at your team.
You know, every single person inyour salon is on one step of
this staircase.
You know, maybe they're atinvisible, maybe it's crisis,
urgency, stability, abundance,success.
You know, just really look atwhere are they and where are
(20:49):
you?
Because the fastest way to scaleyour salon is to know which
steps someone is on and to helpthem take just one more step,
one step up the gradient.
You can't skip steps either, youguys, it doesn't work that way,
you know.
So, you know, if you do that,you'll truly create a team of
(21:10):
unstoppable six-figure beautypros.
And if you're thinking, wow, Jenand Lindsay, you know, this was
just revolutionary for me.
I would love my team to knowthis information as well.
Send us a text to 469-283-5590with the word think.
(21:30):
That's T-H-I-N-K.
So just send us the word thinkto 469-283-5590, and we'll send
you over a link to where you canpurchase a copy of this book.
You guys, it is revolutionizingthe way that team-based beauty
pros or service providers thinkso that they can pour money into
(21:52):
their mind and their mind canpour money into their wallet.
Um, if you got some greatnuggets out of today's episode,
send it to a friend, uh, leaveus a review or send us a text.
We'd love to hear from you.
Um, thanks for listening.
We look forward to seeing youagain soon.
Hey salon owner, let me ask you something.
Have you ever looked at a newstylist on your team and
thought, wow, she has thetalent, but why isn't she
growing?
Or him, he or she, you know, ormaybe you remember what it felt
like when you were firststarting out.
(00:20):
You know, you were sitting inthe back room staring at an
empty book.
If you were anything like me,maybe you painted your nails or,
you know, added up some mathabout something, you know, but
you were waiting for somebody tonotice you is truly what was
happening, you know.
And here's the truth (00:36):
success in our industry doesn't happen all
at once.
It's not a magic wand, you know,it's not even luck.
You know, success is truly likeclimbing a staircase.
And the staircase has gradients,you know, so each step is a
(00:56):
little higher, a little harder,but it's also a little closer to
the top.
And, you know, you don't go frominvisible to six figures in one
jump.
You know, you literally take itstep by step, gradient by
gradient.
SPEAKER_00 (01:15):
Yeah, so good.
And so today we're gonna walkyou through um this exact model
from our book, Think and GetRich as a Beauty Pro.
It's what we call the invisibleto abundance staircase.
And you guys, uh, Lindsay,actually, we just had our salon
retreat.
Lindsay taught this to um myteam again as well.
And it's been so fun to see themtake this framework because I
(01:35):
know it works, I see it with myown team, to take this framework
and let them truly be able toincorporate it into their life
because it truly gives themsolutions to where they are at
in life.
And so, again, it's called theinvisible to abundant staircase.
And, you know, as we go throughit today and we explain it, I
really want you to be thinkingabout hey, where am I on this
(01:59):
staircase?
Um, maybe where's my team onthis staircase?
Because, like, truly, once yousee it, you'll know exactly how
to coach and grow every singlebeauty pro or service provider
in your company.
SPEAKER_01 (02:14):
So good.
Uh, Jen, you have an amazingteam.
I love, you know, seeing themput things into action.
And if you're listening to thispodcast right now, we know that
you are an action taker too.
So we are excited to dive in.
Let's kick it off with step one,which is invisible.
You know, this is every careerstarts in the dark.
(02:35):
You're invisible.
You know, nobody knows yourname, nobody knows your skills,
nobody even trusts you yet,honestly.
You know, and you know what?
That's okay.
Because this isn't failure, it'sjust the natural starting line.
Everybody starts at invisible,whether it's in the workplace,
in a relationship, like beforeyou met, you know, maybe your
(02:58):
spouse or your best friends,like they didn't know you
existed, you were invisible tothem.
And so, same thing when you'restarting off in your career,
everybody starts at invisible.
But here's the danger.
You know, some people stayinvisible.
Why?
Because they hide, you know,they sit in the break room or
they wait for somebody, youknow, to hand them opportunity
(03:22):
instead of creating it.
So you might be thinking, okay,how how do I climb?
You know, it's really simple.
Uh, the first thing that youwant to do is connect.
You want to introduce yourselfto clients, to the team, to the
front desk.
You know, then step two is youwant to be present.
So don't vanish.
(03:42):
Let your presence be felt.
And then step three isdiscovering needs, you know.
So this is where you listen towhat clients want.
See, you know, how you can serveinside of the salon, what's
missing?
How can you help somebody at thefront desk?
How can you help somebody on theteam?
And step four is then you wantto deliver service.
(04:04):
This is where you want to dolittle things with excellence,
you know, and and when we thinkabout putting those four things
into action, I think a lot ofpeople think, you know, maybe
you've experienced this at onepoint in time.
Uh, somebody has maybe eitherbought the company that you work
for, or there's been a newperson that's come in and
changed a whole bunch of stuff.
You guys, that is the exactformula for failure, is to do
(04:27):
something like that.
The first thing that you want todo is serve at this level, you
know, because when you do that,when you do it consistently, the
gradient starts to shift.
You know, you move one step upthe staircase.
And now, bam, you're visible,you know.
But visibility can come with acra with, you know, like a
little bit of a challenge,right, Jen?
SPEAKER_00 (04:49):
Yeah, it can.
So because above that next stepof invisible actually comes
crisis, and you're like, Jen andLindsay, what the heck?
I just went from no one seeingme to being in crisis.
And yes, you did.
But there's good news becausecrisis actually is where most
people quit.
But when you have these tools,you know how to keep moving
forward and making thatprogress.
(05:11):
And why most people quit here isbecause the second they get
noticed, they get tested.
You know what I'm talking about.
That client calls back andthey're like, I do not love my
hair at all.
Like maybe somebody messed up aformula, or maybe they uh got
double booked and started topanic.
And and this is where the heatshows up.
(05:32):
This is what we mean by being incrisis.
But listen carefully though, youguys, because crisis isn't
punishment.
Crisis is actually proof thatyou're climbing.
I'll never forget one time I hadsomeone say, you know, we had a
new person on our team, like, ohmy gosh, she got two callbacks.
I was like, that's great, that'sawesome.
Because we've gotten her frominvisible to crisis, and now we
(05:56):
can give her new tools.
Like, it's gonna happen.
And so when you think about whenyou're in that crisis step,
here's the formula that can takeyou to the next step.
And so the first thing you wantto do is step away from old
habits that no longer serve you.
You know, you also want tohandle situations head on, no
(06:16):
blaming and no excuses.
You know, if you have thatcallback, use it as a learning
opportunity to say, hey, whatwould I do different next time?
And the other thing you want todo, make sure is that you're
brutally honest with yourself.
You know, think about yourweaknesses, about what needs to
change, what are youropportunities?
And then the last thing you cando is actually reorganize.
(06:38):
And this is where you can bringorder where there's chaos.
So maybe in your consultation,maybe there's crisis in your
consultation and you learn fromthis callback, like, oh yeah,
I'm forgetting that part of thesales process in the
consultation.
And so now if I make sure that Istreamline that and do that with
every single guest, I bet it'sgoing to eliminate some of the
callbacks that I have.
(07:00):
And what we see is that mostservice providers in this stage
feel like they're failing, youknow, um, but actually in this
stage, they're transforming.
And transformation always looksmessy in the middle.
If you've been in transformationmode before, you know what I'm
talking about.
And when you think about thattoo, like the butterfly, you
know, the butterfly starts as acaterpillar, goes to a cocoon,
(07:22):
and then as a butterfly.
But in that cocoon area, it'snot pretty, it's not as pretty
as it is when it's a butterfly,right?
And so we know that growth canbe um awkward, but it is
necessary.
And so here's the secret (07:37):
if you survive crisis, you unlock the
stage or the step that actuallychanges everything.
SPEAKER_01 (07:46):
Oh, yes, you know, and and so you're thinking, wow,
I'm ready to unlock and changeeverything.
And you step into step three,and you guys, this is where you
actually unlock urgency.
And urgency is where the winnersstart separating themselves.
You know, this is now the beautypro or service provider who
(08:09):
wakes up hungry.
You know, they might post theirwork, they're asking for
referrals, they're showing upearly, you know, they're
studying how they can do abetter consultation.
You know, they find ways to keeppeople coming back.
But, and this is key urgencywithout discipline is just
(08:35):
burnout.
You know, so here's the gradientformula for urgency.
So here's how we would step upinto that next level.
Step one is you want to produceand promote.
So it's no longer just aboutdoing hair.
You've kind of worked out someof those things in crisis, you
know, like Jen mentioned, you'regonna get callbacks.
(08:55):
That's great.
Like she mentioned, you know,somebody said, hey, this person
got two callbacks.
Great.
Or we've learned the lessonsthere.
And so here we're gonna let theworld know that we do it, you
know?
And so uh we're gonna reallywork on, you know, producing
more beautiful work, producingmore amazing experiencing
experiences for people, and thenjust promoting, like, hey, I can
(09:18):
do this for your friends too, orwhoever else, you know, and step
two for this is you want toadjust what isn't working, you
know.
So uh if you start noticingmaybe you're getting some more
consultation or sorry, uh if youstart to notice that you are
getting some more cancellations,like you definitely want to
address that.
(09:38):
You always want to make sure,you know, that you keep that
under that five to 10% range.
Um, but also it's a great timeto look at your consultations.
Like, are they, you know,because sometimes we don't even
realize like we get in some sortof like a flow that might not be
serving us to the highest good.
So fix that.
You know, this is a really bigstage where you really need to
(10:01):
focus in on time managementbecause if it's off at this
stage, you have to change it.
You know, this is usually wherepeople start to ladder book,
where they don't just, you know,see one guest and then complete
that guest and see anotherguest.
Like they see a guest, then theysee another guest, then they
finish a guest, finish anotherguest, you know, and then it uh
really starts to unlock amazingpossibilities.
(10:24):
Um, this is also step three isyou want to manage your
resources, you know, becauseyou're starting to make a little
bit more money at this level.
Uh, so you want to make surethat you're investing it in
education and tools, um, butdon't waste your money, you
know, like if uh that's the keyis using some discernment to
say, hey, is this a greatinvestment?
(10:46):
Um, because you know, gettingfree education from somebody
online who doesn't have the samevalues is way different than
investing a little, pouringmoney into your mind so that
your mind can pour money intoyour wallet.
You know, you also want to staydisciplined here.
So that's step four, staydisciplined, you know, because
this stage is about consistency.
(11:07):
You know, it's not about like aviral moment on social media.
It's truly about beingconsistent in your work, you
know, because urgency is trulythe rocket fuel stage.
It can be exhausting, you know,because it kind of feels like
this a little bit, but it buildsthe foundation for stability.
(11:29):
And that, my friends, is anincredible place to be.
SPEAKER_00 (11:34):
Uh, Lindsay, I think you just had a mic drop moment.
I don't even know if yourealized it, but you said
something.
I was like, that is a writerdowner.
And I want to make sure that Iheard you say it, right?
You said pour money into yourmind so your mind can pour money
into your wallet.
Is that right?
SPEAKER_01 (11:50):
Yes, pour money into your mind so your mind can pour
money into your wallet.
And you guys really, that's allabout your beingness, because
like if you don't think, youknow, that's the whole, really,
that's the whole purpose of thebook, think and get rich as a
beauty pro.
Like, if you think it's notpossible, it's absolutely not.
(12:10):
But if you think it is and youstart pouring money into your
mind, your mind will pour moneyinto your wallet.
We've seen it time and timeagain with the countless.
I mean, Jin, we have more peopleon our teams, you know, that are
six-figure income earningpeople.
Like we could, you know, showmultiple W-2s of people over the
years who've earned six figures.
(12:31):
Um, and and truly it was like weas leaders saw the importance of
pouring money into their mind,or you know, we poured money
into their mind, they pouredmoney into their mind, and truly
it poured money into pockets.
SPEAKER_00 (12:46):
Yeah.
I mean, even like even ifthey're not as six figures, I
mean, being here for three yearsand making over$80,000,$80,000,
$85,000 a year does still, andthat includes them going through
some kind of training program.
So that is so, so true.
I love that.
All right, so we let's move upto the next step, which is
actually we just left urgency.
(13:07):
We're gonna step up one more,making that progress.
And the next step is actuallystability.
Now, you guys, stability feelskind of good, you know.
This is what a serviceprovider's books is finally uh
committed for, or foil, or foil.
This is my Southern coming outright there, or foil.
You know, they're not scramblinganymore, they've got regulars,
(13:29):
they've got consistency.
Like, I feel like maybe yourlevels three, four, sometimes
five can live right around thisstability stage.
But here's the thing (13:38):
let me warn you that stability is a
double-edged sword because itwhispers you made it, but
sometimes that can be dangerousbecause stability is either a
platform for your next climb orit can't actually be a plateau
that leads to decline.
And so when you think aboutmoving to that next step of
stability, here's the formula onhow you get there.
(14:00):
You guys don't change what'sworking.
I want to say that again.
Don't change what's working.
If you ever have anybody in yourteam that wants to rewrite
systems, just remind them you'restable.
Don't change what's working.
You know, I'll never forgetsomeone said, Oh man, we've been
getting all these new clientsevery month for so long.
It's working so great, but Ithink it's time for a change.
And I was like, okay, so you yougot a system that's getting you
(14:24):
uh thousands of or hundreds ofnew clients a month, but you
want to change it.
I think we should, I think weshould pump the brakes.
I think we should pump thebrakes just a little bit.
And so uh, you know, don'tchange what's working.
Another one here when you're inthe stability step is you want
to avoid drastic moves.
You know, don't just say throwyour hands up, like, oh man,
(14:46):
let's just do this, let's dothat, let's do this.
Um, another thing you want to dohere is to identify your success
drivers, you know, what'sactually filling your books?
Um, you know, are you givingguests complete looks from head
to toe?
Are there treatments involved?
Are there color analysisinvolved?
Is there a face shape analysis,brow shape, eye shape analysis?
(15:06):
I mean, there's so many thingsthat you can do here.
And this is when you want tokeep making those small, gradual
improvements.
And this is where you where youreally want to come in too and
think about when you're planningthe day or teaching your team to
plan for the day, to not alwaysplan from the past, but to think
about it from a futureperspective of like, hey, how
(15:26):
future actually actually meansum um, I don't even know what
future means.
I don't know what I was gonnasay, but it was gonna be really
good.
But when you think aboutplanning for the future, like it
helps the guest to see thebigger vision, to see what's
truly possible.
And so, like always giving thatsmall gradual improvements at
every visit is what's gonna keepyou at that stability and keep
(15:48):
you moving forward.
And you know, and truly that isthe power of gradients, you
know, small steps actuallycompound and a 1% improvement
day after day creates you know,exceptional, expansional growth,
but you have to resist thetemptation to relax here because
the next step, you guys, isreally where the magic happens.
SPEAKER_01 (16:13):
I love that.
Jen, probably what you're gonnasay is like the um the root word
of future is actually behew,which means to be, exist, and
grow.
And so that's truly when youplan from that place of the
future, it's you're gonna,you're already being, you're
existing, but you're gonna grow.
And so I think that that ties inperfectly with that formula, you
(16:35):
know, and then when you get tothat next step, it truly is
abundance.
You guys, abundance is so fun,but it is also so dangerous, you
know, because this is when, youknow, you have more than enough,
you know, more clients than youcan handle, usually, uh, more
(16:56):
money than you've ever had, moreenergy to reinvest.
But abundance has destroyed morecareers than failure ever did.
Why?
Because this is where peopleblow it.
You know, they buy the car, theyslack on the discipline, they
lose focus, or they think, oh, Ineed to offer this new service
(17:18):
that nobody is in town.
Well, you know, maybe there'snot a need for it, you know?
And so truly the formula here isstep one is to economize.
Um, that doesn't mean expandeverything and, you know, spend
all your money.
It means, you know, don't getreckless.
It means like really see whatmatters the most, you know, make
(17:40):
sure you're paying every bill,make sure you're staying clean
financially, and then get tothat next step, which is to
reinvest, reinvest in yourself,reinvest in your tools, reinvest
in your education, reinvest inyour, you know, guest
experience, whatever it is, youknow.
And step three here is to reallylock in on that latter booking.
(18:03):
You know, you really want tomake sure that you're maximizing
your time so that you can servemore people at a higher level.
Because when you get to thestage of abundance, all of the
guests that you're serving arethere too.
And their time is way morevaluable than their money.
So they're willing to spendwhatever they would love to
spend as little time aspossible.
It's like I always joke aroundand say, hey, I if I could drop
(18:26):
my nails off at the nail salonand get them done and then pick
them back up later, that wouldbe my idea of the perfect nail
appointment.
These are the clients you'reserving when you're in that
abundance stage.
Their time is more valuable thantheir money.
So maximize your time so you canserve more people at a higher
level, you know, and here'struly the mindset shift that
(18:47):
needs to happen.
Because abundance isn't forspending, you know, abundance is
for multiplying.
So if you use abundance to buildassets, you know, think
education, systems, anythingthat can, you know, help build
your reputation, it will trulylock you in to the next step.
SPEAKER_00 (19:12):
And you guys, this one is a secret step.
We didn't even tell you in thebeginning because we said
invisible to abundance.
Yeah, we wanted to leave thesecret step for last because
it's the best.
And this step, step six, isactually called success.
And once you get to this uhstep, excuse me, success isn't
like just having a full book.
(19:33):
Success is ease, it'sconfidence, it's leadership.
It's when a service providerdoesn't just do hair or skin,
they actually mentor others.
And you know, they document whatworks, they they follow the
sustainable systems, uh, theythey're trusted, they're
respected.
And, you know, the one thingthat people, when they reach
(19:55):
success that you have to beaware of is that success isn't a
finish line, it's actually astage.
And if you stop climbing, youstart slipping.
Let me say that again becauseit's so good.
So if you stop climbing, youactually start slipping.
And the best beauty pros serviceproviders, you know, they stay
connected, they keep learning,they keep improving.
(20:17):
So success is a staircase thatkeeps rising.
The gradient never stops, butneither does the reward.
SPEAKER_01 (20:27):
So good.
You know, so here's ourchallenge to you, salon owner.
It's to look at your team.
You know, every single person inyour salon is on one step of
this staircase.
You know, maybe they're atinvisible, maybe it's crisis,
urgency, stability, abundance,success.
You know, just really look atwhere are they and where are
(20:49):
you?
Because the fastest way to scaleyour salon is to know which
steps someone is on and to helpthem take just one more step,
one step up the gradient.
You can't skip steps either, youguys, it doesn't work that way,
you know.
So, you know, if you do that,you'll truly create a team of
(21:10):
unstoppable six-figure beautypros.
And if you're thinking, wow, Jenand Lindsay, you know, this was
just revolutionary for me.
I would love my team to knowthis information as well.
Send us a text to 469-283-5590with the word think.
(21:30):
That's T-H-I-N-K.
So just send us the word thinkto 469-283-5590, and we'll send
you over a link to where you canpurchase a copy of this book.
You guys, it is revolutionizingthe way that team-based beauty
pros or service providers thinkso that they can pour money into
(21:52):
their mind and their mind canpour money into their wallet.
Um, if you got some greatnuggets out of today's episode,
send it to a friend, uh, leaveus a review or send us a text.
We'd love to hear from you.
Um, thanks for listening.
We look forward to seeing youagain soon.
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