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Creating Connection | The Necessary Skill That Elevates Your Career
90 Plays4 days ago
With the rise of social media, many of us have forgotten the true foundation of success in esthetics. Here at Beyond Esthetics, we aim to refocus on the most important aspects that truly create success now and in the long term - and social media will never be at the top of our list.
Among many skills like touch, product knowledge and retail sales, there remains a skill beneath it all that is the most important skill to learn and master - CONNECTION. Without connection, there is no relationship and without relationship, there is no career. But most of us are not taught how to create connection or communicate. Today, we do a deep dive and we make it tangible. Many of the things we discuss today will be new, and many will be a reminder that we always need to hear.
Connection is a skill that can be learned and we can't wait to share this episode and insight that will propel you forward on a long, joyful and fulfilling career as a beauty professional. Let's rise together!
CONNECTION FOR THE MODERN ESTHETICIAN PDF https://www.dropbox.com/scl/fi/1vn26i0wvq8b99nzmaa19/Connection-for-the-Modern-Esthetician.pdf?rlkey=locepnbuppbgd2drejrt6df6t&st=le3a2aia&dl=0
Connect with us!
Instagram and Tik Tok @Thebeyondesthetics
Tiff: @sweetcheeksuniversity Jess:@jessguidesesthies
You're invited to our Google To Booked for Estheticians Class 5/18/26 https://www.sweetcheeksuniversity.com/offers/PNgJZkzh
Join the movement of Rising and Evolving Estheticians coming together in community https://www.sweetcheeksuniversity.com/the-beyond-esthetics-community-copy-1
Email us! hello@thebeyondestheticscoaching.com
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Transcript
Introduction and Weekend Recap
00:01:20
Speaker
Good morning. morning. Happy Tuesday. even the that's fine Yeah, you it is Tuesday. It is Tuesday, but it absolutely feels like a Monday because it was Memorial Day weekend. And so I'd love to hear about your weekend. I mean, welcome to Beyond Aesthetics. My name is Jeff. And this is my co-host, Tiffany. And yeah, let's talk about your weekend. I wanted to ask how your event went and anything that you you know, just like your highlights about that.
00:01:55
Speaker
Yeah. So we had our customer appreciation in-store event on Saturday. it was a beautiful day. It was a beautiful event and gathering. And I've said this for years, but like events don't stress me out anymore. they used to, you know, but I think having a system in place, having supplies, like, um, like to, um,
00:02:19
Speaker
to like have food and drinks and having like that kind of stuff makes it so much easier. So I just like keep all of that like tablecloths, you know, all of the things I keep all that in my storage unit. And then we just, I go access that, set everything up. I made a beautiful charcuterie board of fruit and cheese and crackers. And then I got some delicious baked goods from our little hometown bakery here.
00:02:43
Speaker
And we had some lemon spa water and we had just a great turnout. It is always so so heartwarming. It makes my heart so full to host these events and then get to see clients and customers, you know, new and old and get to visit with them like outside of a treatment room setting. I think it is so important for not only me as the business owner, but also for them too to be able to just come and enjoy and feel appreciated as a customer.
00:03:15
Speaker
and treat them with food or drinks or whatever it is, skincare deals, like whatever it is, it is and just get to visit with them. And of course, like spoil them with skincare or toxic skincare outside of just like the regular routine. and andev inevitably, like regular clients will bring friends or family or are their kids. It's just so fun. So we had a great turnout, great event.
00:03:39
Speaker
And then that was Saturday. And then Sunday we hosted Ryan and I hosted a barbecue at our house for our families um and we did some yard work. So we were just home and then we hosted and just got to visit with everybody. And then yesterday We um went, what did we do yesterday? We went, Ryan was working it's called Iron Creek. And so we went up this mountain and had a picnic with him for lunch. And then we also went fishing and the kids caught a ton of fish. And so I got a lot of sun yesterday, but it was so beautiful, so nice.
00:04:19
Speaker
And that was our weekend. You did get a lot of sun. i'm a little I'm a little rosy and it's okay. I'm also have like a very like red undertone in my skin. So even when I get like a little hot or a little flushed, but then mix that with a little bit of, you know, too much vitamin D and then I just get pretty pink for a minute, but that's
Event Hosting and Client Connection
00:04:40
Speaker
okay. It was just so good to just like soak in the sun.
00:04:44
Speaker
Just be outside most of the weekend. And yeah, we had a great time. Oh, I love it. i will say that last year at your event in May when I was there, did notice. I'm like, this is so simplified. Like you really do have a great system in place. And I've been doing those with you for a long time. And so I love that you said that because I do think that that makes a huge difference. Yeah.
00:05:08
Speaker
Yeah. Yeah. And even I, like I said, I made this recruitery board like the past several years, I've always outsourced our food. And this year I was just like, you know what? I, I can do this. It's easy. And I just threw that together and it was beautiful. We just had this big, beautiful wooden board and I just arranged it all pretty and it wasn't it hard or stressful, but it really is having a system in place. You know, I have like a sandwich board. We've got all of the hosting supplies and then to just like preparing,
00:05:36
Speaker
um ahead of time. So I did little things throughout the week last week while I was here to just, you know, like clean the bathroom, scrub the floors, like tidied everything up. So it wasn't so stressful the day before and the morning of. And i think that made such a difference too.
00:05:52
Speaker
Yeah, I love that. Well, and I think that a highlight, ah like some of the things that you said too, in addition to having a system in place, is the connection and giving back to your clients and your customers. Because i think that that is the point of doing events is to...
00:06:11
Speaker
deepen the connection, maybe create different connections, right? Because they do tend to bring their family and friends and then to just give back to them. So it's just such a great way to say thank you and to maintain those connections, which is what we're going to be talking about later in this episode. So that was such a great segue. Thank you. Yeah. Yeah. I mean, we just celebrated 14 years in business. And so it's, it is so wild, but it really is. That's really what it's about. And when you make it about the customer and the client always, or the person on the other side and lead with gratitude in that aspect, it just makes it like so much more meaningful. It makes
00:06:49
Speaker
I think it flow easier and it makes takes the pressure off of you. you know, it doesn't feel performative to have an event. So yes. Thank you. much about your Tell us about your weekend. Okay. Okay. I had such a good weekend. As you know, Saturday i did something totally out of the norm and so I have this group of friends. I've talked about them before. we were like put together through our therapist and he knew what he was doing he and It's just been life changing. And so my friend Kara and i we ended up taking this flower pressing class, but we decided the day before to just spend the day, the whole day together. So we were like, actually, let's get up super early and let's go try. i was like, tell me your favorite coffee place. Great. Let's go do that first. So she literally showed up at my house at 815 on Saturday morning and
00:07:41
Speaker
We went to this amazing coffee place. It's called Push and Pour. And um it was so delicious and so cute. And I love discovering little things like that. I'm such a Starbucks girly.
00:07:54
Speaker
on a daily basis, but it was really fun. Just like when I'm in salmon, it's like so fun to go do something different and go to a new coffee place. So we did that. And then we went and took our flower pressing class and it was so fun. And I had no idea that that's a whole thing. Like flower pressing is a whole thing and it's just going to become part of my personality for a while. As you know, like my ADHD, I love taking on new hobbies, especially, you know, if it's something I'm really interested in. And so that was really fun. And what was really cool about it is it was at this massive greenhouse that I had never been to massive, probably the biggest greenhouse actually that I've ever been to. And the class itself, I showed you that video. It was in this beautiful gazebo and I was surrounded by these gardens and it had like the cool lights and it just, was like a no freaking way.
00:08:55
Speaker
And she had like the flower pressing kit available. It was only $85. And I was like, oh my gosh. And I have like a kit and all the supplies and she supplied the flowers and it was really fun. And then we stayed and shopped around a little bit. And then we went and had a picnic together and just sat, um,
00:09:16
Speaker
by the green belt for hours and just talked and had our picnic. And then I don't even think I came home until like four o'clock that day. oh my gosh. was so fun. It was so fun. It was so nice. And then Sunday, I didn't really do anything. I needed to get annoying things checked off, you know, like house cleaning and I have an iPhone I need to sell. And I just was on the phone. Anyways, it was just one of those days where like, you know what? Nothing special is going to happen today. Except for I'm going to reset my home, which always feels really ah good. But yesterday i woke up.
00:09:53
Speaker
And I was like, you know, i could sit home and work. I definitely could. I could definitely, you know, go to my 24 hour gym. I could sit home, I could work and I could go for a little hike later. yeah But instead i was like, that's so dumb. Life is way too short for that. And so I went up to Bogus Basin, which I do spend a lot of time there, but I ended up going for 12 mile hike. And that was my first double-digit hike of the year. And, you know, what i really want to say about it that I just think is so important is the amount of presence
00:10:37
Speaker
that you have to have when you're out in nature, like it's kind of instinctual, right? So my first thought when I get out into nature and I like get, let's say a couple miles into a hike, I instantly, without even having to prompt myself, I just think this is life.
00:10:53
Speaker
Yes. Oh my gosh. Yes. You know, i'm just like, no, this is, this is life. This is, yeah this is it. This is what life really is. Not that working and, you know, both of us are very much in our purpose and it feels good.
00:11:09
Speaker
But at the same time, i think what I have really fallen in love with and the reason why I'm such a hoe for nature is because I'm like, actually, This is life. And it feels really good to separate yourself from yeah kind of being caught up in the daily thing, which is still important. Like it is still good. But when you're out there, you really are like your survival instincts are kicking in. You just have to be present. You have to watch the weather. You have to watch for animals. You have to watch for other people. You have to like really pay attention to where you're going. Make sure you know.
00:11:45
Speaker
you know, where you're navigating. And so instinctually, you just become the most present you can ever possibly be. And, you know, Alyssa, our friend Alyssa, she had sent me this reel last year um that she had watched. And she was like, this reminds me of you because you love being out in nature so much. And that's exactly what it was saying. It was really, you cannot avoid the presence. And that is why,
00:12:13
Speaker
you love it so much and you feel so much more whole and alive and connected is because you instinctually like your survival instincts just kick in. yeah and so you don't have any other choice except for to be completely present. so I just wanted to say that I think even if you, um, I go for a walk every day or even if there's just like a a path or a trail that's kind of outside of your area. Well, just like Delisa was talking about too, is like go out in nature by yourself. Do it safely, of course, which I feel like I should teach a course in that. You would be qualified to teach that. You know what I mean? like I feel like I've nailed it um But yeah, no, it was just so good. And it really...
00:13:01
Speaker
reminded me of that and reminded me like, oh, well, this is why I love summer so much, you know, is because I just, I love it. It makes me feel so alive and so grounded, but there is that presence and then separating yourself from the daily stuff that um,
00:13:19
Speaker
fulfilling it's so real. It's so raw. It's so, I don't know. It's really hard to put it into words. And I think even if you're not a nature lover, like I am you still feel that. I don't think you can avoid that.
00:13:32
Speaker
I agree. I don't think you can avoid it. And I think the daily stuff can become all consuming. Oh, yeah. And so even if you're just like sitting outside, right? And they or if you like you said, go on a walk, or if you really do immerse yourself in nature, it really does put into perspective, like you said, like, this is it. And then you're like, everything else doesn't really matter as much. And like you said yesterday on your stories, nothing is an emergency. No, it's not. ah Right. And then too, like Delisa had mentioned, like go outside without any music or anything in your ear. So you can really tune into those sounds. And that's something that I recognize because I think we spent so much time outside this weekend of like, yeah, yeah even sitting on my porch, I'm like, man, I can hear the birds. Like ah everything feels so alive. yeah And like the trees are moving know and I'm just very aware of it. And everything just has this vibration that is brings your own vibration up so much. And again, it just puts it into perspective. This is it. Like, this is what it, this is what matters. And I can't even explain it. And it feels good. And nothing else matters as much. Yeah, no, I
Success in Aesthetics: Beyond Social Media
00:14:37
Speaker
agree. I think, again, even though it's good, like our daily lives are good and and all of that, there's it's still different. but There's still just something about it that you're like, no, this is what matters yeah the most is remembering who you are. Yeah, you got you kind of come home to yourself. Yeah.
00:14:54
Speaker
Yeah. Oh, I love that. I love that. Lots of time outside this weekend. Yes. And actually, now that I say that I did go on a hike Saturday night to after i got home from spending the day with Kara, I went up there as well. And that is kind of what prompted like, okay, on Monday, i need more time. Like it's time for a longer, longer hike. That was 26,000 steps. That is a lot of damn. Damn, girl.
00:15:19
Speaker
like it but so it was really good. I love three day weekends. But yeah, this morning was confusing. Right? Yeah, because like for both of us, all of our Monday stuff, and I think anyone listening can agree to all of your Monday stuff gets pushed into Tuesday. And it feels a little bit chaotic to start the week that way, even though I again, like I love a three day weekend as well.
00:15:41
Speaker
So yeah, but it's okay. It's all great things. It is all great things. It is all great things. And I'm so excited to dive into what we're going to talk about today. um and I'm surprised we haven't ever had this conversation, honestly.
00:15:56
Speaker
So, okay, let me get us started. Let me just pull up what I'm looking for here because basically we're going to be following up on a post that I made last week, which when you guys listen to this, this post will be a few weeks old, actually.
00:16:15
Speaker
and I wanted to do some follow-up because my caption was really valuable. My caption was really valuable, but honestly, when I was typing it and I wrote these two things at the very top, I was like, you know what? I think we need to yeah actually need to talk about this more. So the post that I am referring to is a reel that I made about social media. And it says social media is not, never has been, and never will be a determining factor of your success as an esthetician. And I stand by that so hard. And I know that you do too. And I do have to preface that by saying I enjoy social media. So, you know, i kind of went into it like...
00:17:00
Speaker
Let's see how people feel about this. Like, let's, I think that anyone who's listening, you're part of our community and you know that we stand by that. It is part of our brand and we've been talking about it more and more because more and more estheticians need that permission slip and not like a mindset shift, right? yeah But you and I both do go through roller coasters with social media lately. I'm really enjoying it. But very often, i think we get overwhelmed or it can get put on the back burner. And when it does, those are great times that I'm also reminded. And I think every esthetician we've worked with also is reminded through those times that, oh,
00:17:39
Speaker
Maybe I'm giving too much credit to social media. So that was my point. It's not that we don't like it. It's not that there isn't a purpose if you want to participate in social media. It's just saying that I don't know why there's such an emphasis on it um because it's just not the truth, right? And so I'm actually going to read the caption.
00:18:04
Speaker
Okay. Okay. So that was what it said. Social media is not, never has been, and never will be a determining factor of your success as an esthetician. The caption says, that's like saying that a spa or esthetician never existed or was never successful before social media came about. Honestly, that is crazy. You're being lied to and deceived by something that's actually brand new to humanity and aesthetics dates back to ancient Egypt. It only seems that way because you're glued to a virtual reality every day, all day. But what you're exposing yourself to isn't as real as you're convincing yourself that it is. My career success and the most successful estheticians I know never got their success from social media because their success became before social media existed. And even now my real success does not even remotely come from social media. Most people think it does because of my eminence page, but nothing could be further from the truth. My success has come from mastering my craft and building relationships. So, Social media can be a tool.
00:19:15
Speaker
It should not be your first tool else. You are missing the point of being an esthetician in the first place. So what matters most? Number one, knowing how to connect with people and to communicate.
00:19:27
Speaker
Number two, building relationships because word of mouth is king. And so is your recurring clientele. The next one is a strong ass work ethic. yeah Strong ass work ethic. The next is understanding retail and knowing how to sell gently and naturally in a way that connects. See my link tree for my course, because yes, that is my favorite thing to teach.
00:19:51
Speaker
The next one is rebooking, rebooking, rebooking, rebooking. Next is mastering your craft and your touch. Next is staying updated on education. And next is if you own the business, Google knowledge matters.
Communication Skills Across Generations
00:20:05
Speaker
Mm There's nothing better than handing exhausted, burned out, and unintentionally blinded estheticians a permission slip to refocus their priorities and come home to the true foundations in this industry.
00:20:19
Speaker
So what I thought we could focus on today, like I said, when I was typing that out, the first thing that I mentioned was connection and communication. And so when I was thinking about what the most valuable thing that we could offer,
00:20:35
Speaker
today, it's definitely those two things. yeah And even for me, as I was working on this, I thought, Even you and I forget. So I think that, ah you know, this conversation is definitely going to be good for a younger generation who was raised on the internet. We're in a generation that's in between there. And then the generation before us, they didn't grow up on the internet. They're great community communicators. They're great at connecting. They're so good with the in-person. We're like half and half, I think. And then the younger generation being raised on the internet There, I do think that they have a harder time and this doesn't go for everybody, but i do think that there is a harder time they're connecting with people in person. And so how I designed this episode today, I'm very excited about because
00:21:29
Speaker
the first segment that Tiff and I are going to talk about is how to teach the younger generation to communicate. But this is for everybody because some people just suck at communicating and that's okay. It's okay. And sometimes, like I was saying, we just need a reminder. So really this is for everybody. and But I definitely notice that like there are estheticians who, so I'm very observant, right? And when I'm In one of my spas with my spa partners, I definitely notice little things.
00:22:04
Speaker
Definitely notice little things. And so that's why that was the first thing I listed um that. Do you have an example one? Yeah, I do. So i was in a spa very recently helping, just helping with something. I wasn't doing a training or anything. And so the spa was still existing and functioning. And I was at the front desk and I noticed that an esthetician came to greet the client and take them back. And she didn't shake her hand. It was like a very quick introduction. You know, I'm so-and-so, going to be doing your, you know, treatment today and follow me. We're going to be right back here.
00:22:43
Speaker
And I just felt like, you know, shaking hands is like neither here nor there. I don't think I'm a handshaker. I have a really confident handshake and I, and touch is really important to me.
00:22:56
Speaker
i don't think you necessarily need to shake their hand. However, I think the eye contact, the smile, making them feel seen and important.
00:23:07
Speaker
I'm so excited to see you. there I think that there could have been just a little bit more to that for me, like in my opinion, it was really quick.
00:23:20
Speaker
Well, I think that's a lot of it too, is like, there's no pause there to just like meet that person and introduce yourself, ask how their day is and pause and really hear and listen to them. And then, you know, because I, I know what you're talking about. And of course I wasn't there, but I think a lot of SSHs was like, hi, I'm Tiffany.
00:23:40
Speaker
I'm gonna be doing your facial today. Follow me. And they're already, just mean they're back to them so they can follow them. yeah Like, holy cow, they just walked in the door. haven't even like had a chance to to assess their surroundings yet.
00:23:53
Speaker
It's true. Yeah. So it's just like a little bit more. And so I'm really excited. um you know, another thing I will just say before we get started in this list as well is I do notice when I'm doing trainings that Because I work with a lot of young people. Like the majority of people that I work with and teach, they're very young. I mean, just out of high school, you know, and i do notice their inability to make and maintain eye contact.
00:24:23
Speaker
I agree. And it, which is interesting. I think that is a generational thing for sure. Like you said, that generation has grown up on the internet in front of a screen. I also think it's a, um, like a biological process too.
00:24:38
Speaker
Right. of just like being young, feeling a lack of confidence, feeling. So there is something to be said with that too. Yes. It's like a, it's a little bit of both. And there's plenty of grownups who do it too. There's plenty of people already to do it too. But I always wonder when I'm noticing that I'm like, do you, is it,
00:24:56
Speaker
because this in-person is more uncomfortable for you or are you having a hard day? Are you like, i don't know. And it doesn't bother me. I have a lot of compassion for it, but i also want to like hug them yeah and just say I love you. It's okay to look me in the eyes.
00:25:15
Speaker
Yeah. 100% totally fine. You're totally safe. Because I don't know how not to connect. I'm such an eye contact person. Yes.
00:25:27
Speaker
Do you know what, though? That is a strength of being a strong communicator, too, is to pick up on that, too, and not just assume, oh well, they're young. And so they're going to come across as X, Y, z Like, yes, they're young and maybe they are having a hard day. Yeah. And I'm just going to like hold space for them energetically to like, it's okay.
00:25:47
Speaker
Yeah, no, it's so true. And I do, I, that is the first thing that goes through my head is like, oh my gosh, i I hope they're okay. Like, I hope that there's nothing going on, you know, because it seems like maybe there is. So what I've always tried to do too is hold a lot of space for that. And so I'm like, okay, don't over eye contact them, you know, and certainly don't call on them. You know, don't draw any attention to them. But then as soon as I'm done teaching, i will go to them and like ask them, how do you feel? Do you have any questions? Did you like, did anything stand out to you? Just to make sure like everything's good, because the truth is you don't know. It really could be an insecurity. hmm.
00:26:29
Speaker
you know, but at the same time, something really could be going on, but eye contact. Yeah. I think it's something that you learn too, because I think it can be kind of weird when like, I'm just so intense with my eye contact because that's how I teach really well. I kind of find my few people in a room and I, I just kind of keep going like back to that. And so I'm really comfortable with that, but I think,
00:26:56
Speaker
It's a learn. I think it's something you can learn because I've certainly had to learn it. And like FYI, I used to be incredibly insecure. I always have to remind people Eminence never wanted to hire me.
00:27:09
Speaker
I would say this and I'm like, yeah, you maybe thought that, but were you? out of yes, from the horse's mouth. Yes. I was like, very insecure. So I i always like people to know that though, because i'm so I was so shy, I was so insecure. And um I have learned, you know, so these really are. And that's why I wanted to have this conversation is because I had to learn these things to be where I am today. And I think that these are skills and traits that are very learnable.
00:27:45
Speaker
Which have appreciate you sharing that. And you have said that before, and I appreciate you bringing that up again, because it is a good reminder that you weren't born this way. You became, you were very aware and you worked on that, those skills and you've really mastered them as you've grown. And so that really is a good reminder for anyone listening that, you know, just because you weren't born that way or because you're a certain age, it doesn't mean that you can't still obtain those skills and really practice them and build that. Absolutely. Absolutely.
00:28:14
Speaker
um
00:28:17
Speaker
I think before we go through these lists too, what is important to know is that your success in this industry is built on relationships. Yes. So that's really where we're coming from is like, hey, you want to be in here for a while. And if you if you want your career to be easier and for you know opportunities to just pour in front of you or for your books to always stay full, that's why communication and learning how to connect with people really really matters. And that's why I'm so excited to have this conversation. and
00:28:53
Speaker
it's very tangible too. And so I think I would just encourage everybody to download this episode, flag it. If you can, you are going to want to come back to this. In fact, I think that I will make this into like a resource and Yeah, that's a great idea. And actually link it somewhere.
00:29:12
Speaker
e ah Because having it in a list format is always a good thing to revisit. So I think I'll create a PDF out of this so that our listeners, so whoever's listening.
00:29:25
Speaker
you know, like we're going to be rattling off so many things for the next little bit. I will make a tangible list for you and I will link it below or something. i think we can put that in the show notes. I'm pretty sure. yeah I think I can put it in the show notes and link it somewhere.
00:29:42
Speaker
Absolutely. We'll figure that out. well There will know it'll be a resource for you to, if it's not right directly there in the show notes, it will take you there. And that's a great idea so that you do have something tangible to refer back to. But I agree. I would, i would flag this episode anyways. So that it stays constant reminder for you as well to revisit that resource, to um come back to it Because you' like you said in the beginning, we do forget.
00:30:10
Speaker
Oh yeah. I'm guilty of that too. Like this is just going to be a great reminder for us as well. So I'm excited to have this conversation.
Building Client Relationships
00:30:17
Speaker
Yeah. And so we have four lists. The first one is teaching to communicate. So basically how do we teach a beginner who maybe has never had a conversation like this? Um, no matter how old you are, how, like, what does that look like? So it's really just laying the foundation. the next list is how to communicate with confidence. Okay. Okay. Cause those are two different things. The next one is how to create connection with clients from day one. So the second that you meet them, how do we create connection? And then the last one is how to maintain connection with clients, which is why i love that we started by talking about your event, because that's really what I was thinking in my head the whole time as I was like, well, You've gotten really good at this, you know, and this is another great way to like maintain those connections. And then also when friends and family are coming, we get to build those new connections. So these are long lists and that's why there is a resource. So don't let this overwhelm you.
00:31:20
Speaker
And the other thing I would say is pick one to start with and master it. That's how I had to do it. I was like, okay, I'm just going to pay attention to this one and really reinforce that with myself. And then, you know, you just continue from there. So let's go ahead and dive into it. do you have it in front of you?
00:31:41
Speaker
I do have it in front of me. And I do, I want to say too, to our listener, there's going to be one or a couple that are really going to stand out to you. That's going to be your signal of that's the one to start with. So just prefacing that for you, whatever catches your ear Start with that one.
00:31:56
Speaker
That is a great point. Do you want to get started? and then like, if there is any one of these, as we're reading through the list that one of us wants to, cause there's too many to dive into every single one with detail, but there are going to be some that will be like, okay, let's land here for a second. yeah So we're going to read that out in the list. Some of them we might expand on. So you can go ahead and get started if you'd like.
00:32:21
Speaker
Okay, so again, we're going to start with teaching to communicate. So communication is part of the client experience, like Jess just mentioned. It's not like an extra, right? This is like the foundation of your whole client experience communication. Clear communication is kind. I've said that's for years, so just keep that in mind.
00:32:43
Speaker
Eye contact, your tone of voice, your energy, your posture, your presence matter just as much as your treatment room skill. Like it really is you as a whole and presenting yourself and speaking clearly and making eye contact and your tone of voice, all of those things really do add to that client experience. But that's generally where we start the experience with our client is at the very beginning with those key, um key parts or pieces of ourselves. And that's why it really does matter so, so much.
00:33:19
Speaker
helping our client understand the difference between casual conversation and professional communication. There's space for both in my opinion, and I think both really matter. um And so do you want to pause here for a minute and what we got this?
00:33:35
Speaker
Casual conversation can be like, how was your day going through like, you know, your favorite coffee, that's casual conversation. And then professional communication is like your follow-up messaging. we so We don't want to get so casual with our clients that we're losing that professional communication as well. We still, we are licensed professionals. I think that's something that we can tend to forget. we want to always maintain that professionalism with our clients and our clients become friends. And it's so wonderful to have to have a career where our clients do become very dear friends and we care about them and we learn about them and things that they're going through in their life and great things, bad things, hard things. And we still want to maintain that professionalism because that really is going to nurture the relationship and keep it going forever. So that's really important to know the difference and to, um, to maintain that difference, if you will, um,
00:34:31
Speaker
as As that relationship grows. Yes, definitely. um Teach active listening instead of waiting to speak or curating your response instead of listening. This is something that I've had to really work on throughout the years because I think it's just a human nature thing. Absolutely. We're always formulating the response in our head as the other person is talking or we can tend to. And so when I start to do that, this is how I kick myself out of that when I'm like, okay, this is what going say. And she's still talking and oh my gosh, I need to get in there and say what I'm going to say before I lose it or before we carry on to the next. I just like pause and be like,
00:35:06
Speaker
just listen. That's just what I say. I just like take a deep breath and I pause. And I'm like, just listen, you will have your chance kind of like rearing in like the reins a little bit.
00:35:16
Speaker
And then it really does bring me back into the present and makes me focus on really what they're saying and not my response. Well, you know, the most important words that are ever spoken in a conversation are the words spoken by them, not by you. That's something I teach in my retail class because people need to be heard. They need to get their thoughts out. Why are we so focused on formulating our response?
00:35:44
Speaker
Why can't, like, why can't we just listen? Yeah. do you know what I mean? yeah i do. I mean, yes, there is the professional communication where you're going to take in that information and, like, make your suggestions and all of that. But I'm like, why? Why do I think that my response is more important than what she's saying right now? It isn't. Okay.
00:36:03
Speaker
Well, and it makes it about us and it's not about us. Exactly. Yeah. Yeah. Yes. That's really what it is. Yeah. A hundred percent. And well, i think that it goes into that in the next segment too. So i'm excited to keep keep like reinforcing that.
00:36:19
Speaker
practice asking thoughtful follow up questions. So you're yes, we're being good listeners. And we're really circling back and making it about them. So that's really important to is like, they can know that we hear them, we understand them by those like intentional, thoughtful follow up questions. And it just kind of brings it back around to them and kind of makes it this full circle.
00:36:41
Speaker
Um, role play consultations often confidence is built through repetition. I love this one because I think this is where esthetician can get in her head doing like a consultation and they overthink it or might feel a little bit insecure. But if you're role playing like with say a friend or a sister or your kids or in the mirror, there's nothing silly about that. And it really does help you build confidence the more you do it because your brain doesn't know if it's in real time or not.
00:37:09
Speaker
Yeah, it's true. Right? Yeah. um Holding space without over talking. We did mention that in the beginning and just really not being not making it about us, not having to fill the space with our own words or thoughts and really just holding space for that client, making eye contact and being comfortable in the silent pauses.
00:37:33
Speaker
is really so important. And that doesn't, that sounds counterintuitive because like communication, you're like, well, that should be like talking all the time. Good communication comes through with just like pausing and being comfortable in that silence as well. And waiting for, which I think we're getting to, but waiting for, your your client to respond and not just filling in that space.
00:37:54
Speaker
Yes. wait You can always tell when someone's uncomfortable because they can't be quiet. Now there are some people like the last two guys that I've dated, they can't stop talking and it's not because they're uncomfortable. it's like,
00:38:08
Speaker
And so I've learned that with them. I'm like, this is just a personality type that loves to talk and have conversation. And so I think that there's a huge difference. I think you can tell when some like that's someone's nature, but I can tell like my mom is the best example. She is so uncomfortable with silence.
00:38:28
Speaker
Which is interesting. And so she just has to like keep filling space. And I'm the opposite. I'm totally like Tiff and I are quiet around each other all the time. and it means nothing. And so you can really tell. And so you just want to regulate enough that you don't feel like you have to fill an empty space. Empty space is how you allow people to make decisions or work through things in their head. So allowing spaces, it is a gift that you will give to your clients to just be quiet for a second. It's totally fine. And it's like giving them permission that it's also okay to be quiet. Like we don't have to keep filling empty space here.
00:39:13
Speaker
Yes, absolutely. So I feel like that last part really applies in the treatment room, especially. So say you're doing like, not unnecessarily quiet service, say you're doing like a facial wax or something like that. And I'm feeling like you can let your client just be and not feel like you have to fill that space because the lights are on and because it's usually maybe your client usually talks or whatever, and just let that client relax, even though you're doing like waxing, that's not necessarily
00:39:43
Speaker
the most relaxing service, but maybe this is the only 15, 20 minutes of their day that they have to just be and not have to carry on a conversation, especially if it's like a superficial one.
00:39:55
Speaker
Right. I agree. And that's what we're trying to avoid here. Yes. Like that superficial conversation. Cause you're just trying to fill the space. So we like, we know when you're doing that.
00:40:08
Speaker
Yeah. You can feel it. you can like it's obvious. Yeah, it's obvious. You can feel it. Okay. um Confidence does not mean loudness or dominance. I love this one. I feel like the most confident people are just those ones that are just like they speak so intentionally when they speak. They're not.
00:40:29
Speaker
They definitely don't speak over anyone else. And there when they do speak like they have value, like they have something important to say and that lands so much deeper. So I really love that one. um Emotional intelligence. Okay. Having emotional intelligence alongside your technical skill. i feel like we probably need to land here for a second. Awareness of others, perceptions and states and how you may be affecting them.
00:40:57
Speaker
And so I think this comes back to being grounded yourself as a human being. Yes. As an esthetician, absolutely. Yes. And having that own, like you're grounded. And so, you know, that like,
00:41:13
Speaker
Maybe the conversation that you're having with your clients, again, doesn't have anything to do with you and having that emotional intelligence to know like when to speak, when not to speak, to um stay grounded in the moment and
00:41:31
Speaker
letting that mirror and match your technical skills for like the treatment itself. Do anything else to add to that? No, I think that this is something I'm still working on is to have more awareness of how the things I say might affect someone else or how my tone of voice is or how a text message might be perceived. um
00:41:59
Speaker
Being grounded enough to be aware that your tone of voice or the things that you say have an effect on people, potentially emotionally?
00:42:15
Speaker
Well, what's coming to mind with me, for me, is i think pausing before just responding. Whether it's through text, whether it's in conversation, And again, like coming back to yourself and really grounding yourself and asking like, instead of like, you know, say we're texting. Oh, we did this last week. Yes. Yes. This did happen with me and Tiff last week, actually. Yes. Yeah, it did. And it was like, it was, and it,
00:42:41
Speaker
I'm laughing because it was so funny because we both were just responding back and forth, I think, without pausing. And it was early in the morning for both of us. And so I wasn't grounded and I was driving and I know you were driving. and so we were like responding off of what else? What? What?
00:43:01
Speaker
that happen. And before like taking the pause to like maybe get curious and ask a question instead of just coming in with a response, at least that was for me on my end, right? No, same. Getting some understanding of what we were seeing and feeling and experiencing in that aspect. And you and I are emotionally intelligent enough to be able to like work through that together and communicate yeah through like our differences in that, which I love about us. I don't know if I actually have any other relationship on this earth. That is less triggering than you and i it was why I love you so much. Oh my gosh. No, it was so funny. I can't remember like, no, I'm trying to remember what you said to me. Like, why are you being defensive or something like that? And I was like, oh my gosh, I started laughing. Cause I was like, no, that's not. No. And I was assuming that.
00:43:50
Speaker
Yeah, instead of being curious, you know, and curious sounds silly to me like that word just sounds like, Oh, curious, George, that's where my mind goes. It's really where it comes into instead of like gaining some awareness of the situation and just being curious about that trying to understand.
00:44:04
Speaker
I was just assuming that I knew how you were feeling based off of a text message. Yeah. And like, and i was not air yeah, no, I was like on the freeway. i had to go drop my car off and I wasn't happy about it. I like, and so we were having a conversation and I was like, yeah, you need to pause. And the problem is I did it to somebody else a few days later. Well, it's just great awareness. And she's like, oh, I'm getting so flustered. And I was like, Jessica, that's because you can't just pause before you respond, you know? And so it's, it's basically learning. It's not an emergency to respond. The best thing to do is to take a minute because,
00:44:47
Speaker
you know, how you say things, your tone of voice, whether in person or over a text message or in an email, it has an effect on people because their perceptions are their perceptions and they're perceiving things in whatever state they're also in And so when I was working on this and that came up, I was like, you know what?
00:45:06
Speaker
That's what it is for me is I just need to chill. I need to have more awareness of how this is going to be perceived. But then when I'm thinking about it in the treatment room, it's the same. Like, let's say you have a client come in and they are...
00:45:21
Speaker
quiet, they're shy. it might be their first time there. when you really want to have enough emotional awareness to be able to sense that and match it. And then also make sure that let's say that's what you're perceiving. You're careful about the things that you say. We're not going to make them more insecure basically. So the emotional awareness this goes so many directions. I feel like we could probably have a whole episode about it. Um,
00:45:51
Speaker
But man, it matters because let's say you completely innocently didn't have the emotional awareness and you did say something that just triggered them or it made them more emotional or it made them feel more insecure. You've just lost a client. Yeah, and lost their trust, whether it was a new client or an established client.
00:46:12
Speaker
For sure. It makes me think about, you know, and I think we can all relate to this is when you like are replaying a conversation in your head after the fact, say you like have a conversation yeah in the treatment room with a client. And then later you're like, man, why did I say that?
00:46:27
Speaker
you know, because you're like going through their reaction or their lack of reaction or their lack of response or whatever you were feeling from them. And you're like, man, and then that's, I think, such a good clue or cue as to be like, i really should have been more aware in that. I should have paused. I should have not said anything. I should have said it a little bit differently. And so that for me is such a telling thing of like when it's bothering me and I'm replaying a conversation in my head, I'm like, even if like nothing comes of it and that client rebooks and whatever, I am more aware like, Oh, I do need to slow down a little bit. I am an over responder at times, especially when I get uncomfortable. i just like, and especially when it's like a question where I feel like I need to have an answer right away.
00:47:10
Speaker
yeah And so I've really tried hard to be like, pause And not feel like i have to have a response in that moment.
00:47:21
Speaker
And that's hard sometimes. is hard. Especially if it's a very pointed question. Yeah, it is hard, but it's important. And I feel like everyone can relate to that. Yes.
00:47:32
Speaker
Yes.
00:47:35
Speaker
Yes. Okay. um Normalize pauses and silence instead of nervous rambling. This is such an important one This is um grounding um or this is regulation for yourself and your client.
00:47:51
Speaker
Absolutely. Believe it or not. When you can stand confident in those pauses and silence, not fill it with that over rambling or nervous talk or whatever it is, it does regulate your client as well. Yeah.
00:48:02
Speaker
um Having professionalism in texting, your DMs on social media, your email, your follow-up communication. This is so, so important. i feel like there can be a disconnect in DMs especially because it's just, I don't know, it feels...
00:48:20
Speaker
to me at least, it feels like it can be less professional, right? Because we're like social media is kind of anything goes. Plus we're getting all of this information that's filtering into us as well. And so we do want to maintain our pre professionalism across any platform that we're communicating through. And like for me, I know it's really important for me. I want to, and I strive to be and talk the very same as I do in person, as I do through email, as I do through text messaging and my DMs and any other form of communication, even like my posts on social media. I want to be consistent. I'm very intentional about that. So that if somebody like meets me in person that they've found me through social media, only know me through there, I'm going to be consistent to them.
00:49:03
Speaker
And so always maintaining a level of professionalism. I think that goes with your social media posts as well, which has a whole nother conversation. Yeah, that we won't get into. We do have a lot to cover.
00:49:14
Speaker
um Understanding how body language affects trust. That's a huge one as well. And again, it goes back to that very beginning of like your posture and your presence. and how you hold yourself, how you speak, maybe slowing down as you speak, right? Having those pauses in there, like all of that does lead to a more confident communicator.
00:49:36
Speaker
And so being aware of that is important as well. Um, encouraging curiosity over performance. We did just kind of touch on that. Staying curious, not assuming things, asking clarifying questions. I think that's okay. I think that's very important to be a strong communicator.
Authentic Communication vs AI
00:49:53
Speaker
Um, understanding how to communicate clearly instead of trying to sound perfect. This is a big one that I think a lot of estheticians get stuck on. And I think it does can loop back to that social media of what we're seeing or perceiving as who's successful and who's really killing it in the field, in the industry. And then feeling like we have to raise to that bar or that standard in a so certain way. And then feeling insecure Because we're not in person with our clients. Yeah.
00:50:27
Speaker
You know? Mm-hmm. Yeah.
00:50:33
Speaker
how, uh, understanding that clients remember how they felt more than the exact words said. Honestly, they're probably not going remember your exact words. If I am being perfectly honest, they're going to remember how they feel good or bad.
00:50:47
Speaker
We always want them to feel so good. Um, reinforcing that communication is one of the fastest ways to build retention. Absolutely. um understanding how to regulate first, and then understanding how dysregulated people really struggle to communicate clearly. And as you really work on maybe one or two or three of these skills, communication skills, you will start to pay attention more of your dysregulated clients, of your dysregulated family members, of the dysregulated person at the deli market, at the store. Like you, so it will start to be become very, very clear who is regulated and who is really responding And um acting from a dysregulated standpoint.
00:51:33
Speaker
And like literally shameless plug, this is what my Aligned Foundations class is all about. It's teaching you how to... do your consults and your retail and communicate and basically develop relationships through regularity as for your career. So it's, I think, a career changing class. The feedback is really, really good. And it really does shed so much light on how you perform or how you ah approach your career regulated versus dysregulated.
00:52:11
Speaker
And it really does change everything. If you have not checked out your class, Jess's class, highly, highly recommend it. I know it has been life-changing for me. And it gives so much understanding behind why you teach what you teach. And that's why it's so successful is because it's not just like do this, do this and do this and you'll be successful. you get to the root, the deep root of why everything matters, how everything has a cause and effect and just really understanding people at such a deep level and understanding yourself too.
00:52:48
Speaker
Yeah. And making your career easier. oh my Like once you understand why you struggle with the things that you struggle with, and then you can fix that really easily, then your career is going to flow and everything is going to be so much more successful and easier for you. Yeah, absolutely.
00:53:04
Speaker
Um, encouraging presence instead of scripted interactions. Yeah. Yeah. There's been people who have asked for scripts before from both of us. They're like, can you create follow-up scripts? Can you do this? Can you do that? And my answer is no.
00:53:21
Speaker
My answer is absolutely not. I will never do that actually because that takes away connection. I'm not even using chat. I'm not even using AI as much as I used to because i tell Tiffany this all the time. Like my chat has ended up like I hate her voice. I can't.
00:53:38
Speaker
I can't stand her answers anymore. She is annoying the crap out of me. And I'm like, that has, it's not my voice. I've accepted it for so long. And I've just kind of gone back to like, even, even today's outline was just me. So, um, yeah, even that, like even the ai even like stop.
00:54:02
Speaker
Yeah. Stop. Well, we've talked about this over the last several weeks even is that it's becoming very apparent on social media, through email, through so all actually all forms of text communication, who is relying heavily on AI and who is still using their true authentic voice. I can pick it out like so easy and it's becoming a turnoff for me. Totally. Personally.
00:54:23
Speaker
Yep. Because I'm like, it is so perfectly curated. It is so scripted. And where are you? Where is the human behind it? yeah And like, I'm saying, I'm not, I'm not utilizing AI like I was. Me and chat have been in a fight for months. And I just had to like,
00:54:39
Speaker
let it go and walk away because saying like it's just gotten to be unreliable actually. yeah um and so I don't know what's going on there and I'm actually so okay with it. Um, but again, like going back to like that, say a scripted follow-up, your client can pick that up too. They know if it's, if it's you or if it's not right. And we want to maintain that true, authentic, honest connection and communication. And so it I think the more yes professional, we want to keep it professional and we want to make sure it's still you.
00:55:16
Speaker
Absolutely. It's so important. um Reminding You, that genuine connection will always outperform sales pressure. That's again, just, it just mirrors what I just said. Your genuine connection with your clients, with your customer customers, with your community members, with your followers on social media, like all aspects of your connection and your relationships will always 1000% matter so much more than,
00:55:43
Speaker
matter so much more than I think actually it is what's going to increase your sales. It is what's going to retain your clients. It is what's going to increase your bookings. Like it is all connected. It's really those roots. Like we were just talking about behind everything that makes your business successful.
00:56:01
Speaker
Yeah. Yeah, definitely. So now we're going to move into how to communicate with confidence. First, slow down when you speak. Disregulation is quick, fast talking, filling in space. So just slow down when you're talking. Next, we already talked about making eye contact. It's a skill. um I think when...
00:56:24
Speaker
When I started, I would practice for just holding for three seconds and then looking away. And there's a science behind that. So just start with three seconds and see how it feels. You don't want to overhold eye contact, but in three seconds I think is like very confident.
00:56:41
Speaker
Stop apologizing for existing, taking space or offering expertise. That's literally what you're here for. yeah i'm like that's literally what you're here for and you're allowed to take up space.
00:56:54
Speaker
Absolutely. We always have, we have to remind a lot of people that we work with. um Take your time, take up space. Yeah, you matter. You're worthy of it. matter. Yes. Yes. So stop apologizing for just existing and don't apologize for offering expertise.
00:57:13
Speaker
Next is learn your craft and trust your resourcefulness so your words feel anchored. So when you're learning your craft, um so the reason why I added that second part to trust your resourcefulness is because when you're learning and when you're educating and if you're newer to this industry or if you're approached with subject that maybe you're not 110% on, which you never will be, even I'm not, you're You want to also just trust yourself that you can find the resources when you need them.
00:57:47
Speaker
Speak directly instead of over explaining trust pauses instead of filling silence. So just a reminder that when you allow a pause, when you allow some space, you're also allowing other people, your clients to process information and to make a decision for themselves.
00:58:06
Speaker
We already talked about practicing consultations out loud. That will absolutely build confidence. We talked about regulating your nervous system before conversations. We're all still working on that, especially Tiff and I are both reactive. We are. and That's like a huge thing for me. So um focus on serving instead of being liked.
00:58:31
Speaker
wo Yeah. You know, we've actually been having this conversation quite a bit lately too. I think that there's always going to be people who misunderstand you and several people who will be very committed to that. And that's really not your problem.
00:58:50
Speaker
One, it's out of your control. Yeah. Especially if you do everything within your power to, to be kind, to communicate clearly and to serve, right. Show up as your best self. then, um, when you understand that too, like it, it is out of your control as long as you really have done your very best. Yeah. And it's okay. Like you don't, when you're everybody's cup of tea, then there's just like, it's just actually, I think humanly impossible to be everybody's cup of tea.
00:59:25
Speaker
Right. When you serve everyone, you serve no one. Yes. It's so true. Remove, I'm sorry, this might sound dumb or any other minimizing language.
00:59:40
Speaker
That definitely just screams that you're not confident in what you're saying. So remove that. Learn how to make recommendations without attachment to the outcome. We've talked a lot about that. We've talked a lot about detachment in previous episodes it is also a big theme in my aligned foundations class. and so so So, important. I think a lot of dysregulation does come from attachment. And so once you can detach, you can regulate. And then that energy transfer with your clients is so much more calm and grounded. And the response is always going to be better.
01:00:15
Speaker
Use grounded body language and a calm tone. Be honest when you don't know something. Ask better questions instead of trying to impress.
01:00:26
Speaker
I have worked with many people who think that if they sound smart enough, people will just believe them and trust them.
01:00:39
Speaker
And that might work one out of 50 times and the other 49 times you just overwhelm people. Right. We want to speak with people in a way that connects with them, that they can understand what you're talking about. It's the reason why I changed accountants so quickly and bookkeeping so quickly. It's like, I really don't understand what you're talking about. And so I just feel overwhelmed. I actually don't trust you. Right. It's like, you know just keeping in mind, it's great if you're smart.
01:01:13
Speaker
We should always be learning. We should always be growing. Yeah. We definitely want to speak with our clients in a way that they... can digest and understand and implement because if there's no implementation, then there's no success
Creating Trust with Clients
01:01:28
Speaker
there.
01:01:28
Speaker
So just trying to sound smart is only going to work every once in a while. Instead, speak to people in a way that connects with them, that they can understand what you're saying.
01:01:40
Speaker
One meeting them where they're at too, Yeah. like meeting them on their level, they don't need to know, like we have to remember, like we are again, licensed estheticians and professionals. And so we do have this education that our clients don't have and necessarily need. They just need to know like the basics of how to get from a to B or A to B to c And so breaking it down in a simplified way and clearly communicating that so that they understand you don't have to throw in all of these like fancy ingredients and,
01:02:13
Speaker
skincare systems and structures. Like they don't need to know what, you know? No. Yeah. That's not how that works. It is not how it works. My new accountant, the reason why i hired him is because I said, I need you to talk to me. Like I am a first grader from another country that does not speak English. Yeah. And he's like, I got you. And here's the class you can take. And I'm like, okay, perfect.
01:02:38
Speaker
And so that just drove at home because I've been teaching people that for a long time. And so it was really good for me to go have an experience of my own where I was like, oh, wow, I have no idea what you're talking about. And I'm uncomfortable every time I'm here and I leave very overwhelmed. Yeah.
01:02:56
Speaker
You know, to going from someone who makes me feel like everything's actually really simple and doable. And I got you. Yeah. And yes, i got there's like trust there. Instant trust. Totally. Yeah. yeah Yeah.
01:03:08
Speaker
Okay. The next one I really love to stop equating confidence with extroversion.
01:03:17
Speaker
introverts it let's talk on that for a minute yeah like introverts can also be very confident extroverts can be very confident I don't think that confidence has anything to do with introversion or extroversion I think a confident person is just a detached person that you know knows their worth and they're not out there trying to impress anybody yes
01:03:44
Speaker
It doesn't matter. So, you know, there is someone that we work with that I love so dearly. And this was a conversation we had from the very beginning is I was like, I'm actually your calmness is your superpower. And people actually really need that and are looking for it and very attracted to it. So you don't need to be buoyant. You don't need to be extroverted. Like it's cool if you are and it's cool if you're not. I don't think confidence has anything to do with either.
01:04:11
Speaker
Right. I agree. i was just thinking about her too, right before you said that. I love her dearly. Yes. Yes. Okay.
01:04:21
Speaker
Detach from needing validation. Yeah. Okay. So it kind of just goes with detachment as a whole, which again, I talk about this so much in my class. um It's fine if someone's not ready to pre-book with you.
01:04:37
Speaker
It doesn't mean anything. You know, we're really tied to them saying yes, because we're looking for that to validate our worth. And that is just effing ridiculous.
01:04:50
Speaker
right But it's true. you know it's a Again, we like are carrying our weird trauma into our careers, into like our pre-booking and our sales and all of this. And so when you can detach from needing that validation, needing that yes, needing any sort of outcome, then you'll get the best outcomes possible anyway. Absolutely. And I think too, like trusting that When you can detach from a certain outcome and be okay with it and still be confident with yourself and helping your, say your client or the other person on the other side of that feel okay with saying no or not right now and not making them feel weird or bad about it. yeah Just never know.
01:05:35
Speaker
Right. And so you never know, like because you created safety and um some emotional regulation in that moment with that client who did say no, then who freaking knows? They might refer you to your next ideal client. They might mention your name here or there. Like it will come back to you in one way or the other.
01:05:55
Speaker
Yes, absolutely. Practice saying things once instead of over justifying or over explaining, just say something and then pause and see how it's received.
01:06:09
Speaker
That's fine to do that. hi Totally fine. Well, and i I just want to add to that too. I think a grounded person who also can communicate on the other side of that, if they don't understand, they will ask the clarifying question. Yes, it's true. Well, and if you can create enough safety for them to know that they can do that,
01:06:26
Speaker
Like that's how that works. Yeah. And then the last one in this section is remember clients trust calm energy more than rehearsed perfection.
01:06:36
Speaker
Absolutely. Absolutely. Love it. Love it. Love it. Okay, let's move on So our next little section here is how to create connection with clients from day one.
01:06:50
Speaker
So we want to always greet clients very warmly, right? We want to shake their hand with confidence. Just mentioned this at the very beginning of the episode, you have a very strong confident handshake and you do. and I feel like it's, um, I will always notice more than anything when I'm shaking somebody's hand, if their handshake is very like limp or non-existent or uncomfortable more so than I'll notice like a confident handshake, right? Like that will stick with me more of like, Oh, this person is either uncomfortable, like touching, you know, if you like stick your hand out be the one to initiate it. So it's just very interesting.
01:07:27
Speaker
but I think it does say a lot about being a very professional, um grounded, having a grounded presence from the beginning, if you can feel confident enough to shake their hand. And if you're not a handshaker and you really want to be practicing it or implementing it at first, it's probably going to feel uncomfortable. You're probably going to feel silly. i know when I first started this business, um, I know I felt silly doing it and now it's just like second nature when I'm meeting someone for the first time, but I think it was just a young thing. I think it was just a, but whatever, a building a new skill thing, but um I think it it goes a long way.
01:08:04
Speaker
I would start if you are uncomfortable with it, start doing it with like an older generation. So anyone probably I would say 35 to 40 and up. We're used to it. I think if anyone younger than that might not be as used to it, but I would say especially anyone 50 and up there, they probably expect it Yeah. Yeah. I mean, yeah. So that's probably who I would start with.
01:08:29
Speaker
And it will help you build that confidence, right? Just by practicing. Totally. Love it um you Learn and use their name naturally and repeat their name three times while you're with them. So while you're having that first initial conversation, um whatever you have to do to remember their name and then repeat it out loud three times. I really love this this tip to build the skill set. Because I think it can be so important. And I'm one of those people that has a hard time ah remembering somebody's name, especially if there's like a lot going on. And so I will like repeat it, repeat it, repeat it at my head. Okay, their name is Mary, Mary, Mary, Mary. And then actually saying it out loud to them while you're with them at least three times um makes such a difference.
01:09:27
Speaker
Okay, let's carry on make the consultation feel collaborative, not transactional. And so i feel like how to do this well is to bring them into the conversation. And um instead of just doing your consultation and asking questions, and then them just answering those questions, maybe bringing it back to what we talked about earlier is um you know, trying to get some understanding behind it and making it feel personal and having like that human touch behind it instead of just transactional. I think we can all agree when something feels like a transaction and it feels repetitive and you're just like doing your job versus really trying to get to know that person and holding space for what that person, where that person is, what they're going through, what their routine looks like in not like a invasive way.
01:10:26
Speaker
hey Well, I am going to add something to that. Sorry, I stepped away my pest control knocked on the door. Okay. You're fine. So I think what we want to keep in mind during consultations is that sometimes people have insecurities.
01:10:42
Speaker
Mm-hmm. You know, and so when you're just going into it very like transactionally, i think that's where we just want to be really careful. So I think consultations is where we want to be really calm and grounded and mindful and have that emotional awareness of like, hey, this actually might be a touchy subject. i don't know. and so making sure that you're not being transactional instead, like really – just trying to connect with them and be curious and gain that information, like that emotional awareness. I think this is a really important piece of that.
01:11:19
Speaker
Absolutely. agree. Especially if it's acne. Yeah. I was just thinking that I think acne and aging are big ones for women, especially um because, you know, there's a certain self-consciousness that comes with it. And especially if you're it's a new relationship, say for the first time, they don't know you from anyone else. And you're asking like some pretty invasive questions. Yeah. And being able to not only hold space for them, but to proc create such a safe environment that they feel safe in like opening up or maybe this is what they've been going through in their life that's led to not taking care of themselves or whatever it may be. And then
01:11:58
Speaker
Having like a calm energy on receiving whatever they bring up as well is that's where that human touch comes in. And that's what, how they're going to feel. It's really about how they're, how they're feeling in this conversation before, during, and after. one night you know When we were talking about thoughtful follow-up questions, I think that's a great question to ask. If you can tell that it's like touching on something, just say like, how how is that making you feel to have this conversation? I feel like as an esthetician, creating a partnership with somebody, you know, or even just acknowledging, like, I understand that that can feel ah kind of uncomfortable, right? Or like it can kind of um just make you feel
01:12:42
Speaker
Like you're lacking confidence and just showing that what's the word I'm like, like compassion. Yes. yeah I think that though that's thoughtful follow-up questions. That's kind of where my mind went. Showing people compassion for the things that we go through with our skin. Yes. And those, yeah, consultations matter.
01:13:00
Speaker
They do. And say, and to touch a little bit more on those like thoughtful follow-ups also like, um, cause maybe our client maybe like shared or felt like they overshared in the moment. And then they might be feeling on the other side of that afterwards. Like, oh man, I kind of spilled and now I'm feeling self-conscious about that. So you can even bring that thoughtful conversation to your follow-ups and just say, Hey, thank you so much for being so open to sharing with me what's going on. Like I see you and I'm really like so here with you. Like, let's do this together. Like we're in a partnership now. And I'm like by your side, even after the treatment or the conversation in person or whatever it
Deepening Client Trust and Connection
01:13:40
Speaker
may be. And i think that's another way to bring that thoughtfulness and compassion to it as well.
01:13:46
Speaker
Yeah, and that would create the deepest connection possible. Like that person, now you're bonded. Yeah, absolutely. That's what creates those bonds is ah about that vulnerability and that compassion being received. Yeah.
01:14:01
Speaker
And knowing that like you're not judging them, you see them, you hear them, you're with them, and you're also like validating their say vulnerability or their openness. Absolutely. You're really good at that. Yeah. Yeah.
01:14:17
Speaker
it Well, I, I, I agree. It's I feel like I've been that way most of my whole life. And um it's just I think, my design and my like, I am a little bit of an empath. And so, but it but it's been learned as well e to really like because I've always felt it, right? I haven't always said it.
01:14:38
Speaker
And so as an adult, I really learned to just like in such a compassionate and kind way to really bring it back to them and validate where they're at and let them know like, hey, it's okay.
01:14:49
Speaker
Yeah. And, um, and like, it's still safe, even though it's done, we're outside of the treatment room. I'm still your safe person in that aspect. Yeah.
01:15:00
Speaker
Yeah. I love that. i admire that about you. Thank you. Um, ask questions that go beyond surface level skin concerns. And this is kind of just touches a little bit deeper on what we were just talking about and really getting to some understanding of like, you know, maybe why their skin is going through something. um and again, I think there's such a, uh, tender way that you can do it in a gentle way. So it doesn't feel invasive. Um, and a lot of it is just like being a good listener and holding space for them.
01:15:33
Speaker
Absolutely. Um, listen fully before educating. And this really comes back to that, not formulating our response while they're still still talking, letting them just talk, and then pausing before we answer and before we go straight into, well, this is why, and this is what you need. And this is how we're going to do it. And just really like absorbing what they're saying.
01:16:00
Speaker
And having some some pause and lots of compassion and then letting it naturally lead that way. Yeah. um Match the client's energy without losing professionalism.
01:16:15
Speaker
Absolutely. And I feel like, I feel like an esthetician as a whole is just so good at this. I feel like most estheticians are empathetic and can really tune into that energy again. And there's a lot of like moving factors here. We do have to be grounded. We do have to, um stay true to ourselves and, um, have that presence that's open and um, tuning into our clients with them and meeting them there.
01:16:45
Speaker
Yeah. Explain treatments in a way clients can actually understand. This comes back to, to again, like not feeling like we have to have all the answers, not feeling like we have to sound like the most educated person in the room and really just like simplifying our explanation and our treatment plan and like meeting them with where they can absorb it and then turn it into action. Mm-hmm.
01:17:16
Speaker
Um, avoid overwhelming clients with too much information, make recommendations, feel supportive, not sales driven. Remember small details about their life. I love this one. i will put those details in my client notes. Yep. Um, that's something that for sure i take note of mentally, but then if it's something really important that I don't want to forget and I want to make sure To highlight that the next time I see them or have a conversation with them, I'll put it in their notes right along with their treatment plan or the products they bought or the service that I did.
01:17:51
Speaker
I can make sure today to not forget.
01:17:57
Speaker
Be intentional with touch and pacing. Again, this is like slowing down. Yeah. Right? Validate concerns without creating fear.
01:18:08
Speaker
yes
01:18:11
Speaker
We never want to create a fearful energy or space or conversation for our clients. We actually want to do the opposite. and we want to like bring their fears down. and um well, if fear, I think encompasses like their fears, their concerns, their maybe insecurities, like all of the above. Yeah. Yeah.
01:18:36
Speaker
Create consistency in the experience. We do want to make sure that no matter what, no matter if it's their first time seeing you or if it's their hundredth time seeing you, that it is consistent, that they know what to expect, that we're not just assuming they remember what to do and how to dress down and what the aftercare process looks like after you step out of the treatment room. It's just something I've always taught my girls of like, You go through your same thing, whether it's your your client that's your friend that you've seen so many times or it's a brand new client.
01:19:07
Speaker
walk through Walk them through that process every single time and never assume that they know. They might be having like a crazy day. no I mean, there it's not their job to remember. It is actually your job to communicate that clearly. And that's what helps create a safe space for your client that's memorable, helps them feel cared for and they experience so well.
01:19:28
Speaker
And takes like the pressure off of them too, because they just know that you're going to, you're going communicate it clearly. You're going to tell out them what to do every single time. And it creates so much like your consistency is where safety comes from. We definitely want people to know what to expect.
01:19:47
Speaker
Well, and that kind of goes with your follow ups too, right? So making sure like your follow up consistency and process looks the same so that they can come to trust that it's going to look a certain way when they interact with you, whether it's in the treatment room, whether it's through your messaging, like however that looks, it does, it helps like bring their nervous system down, right?
01:20:12
Speaker
That's our job. As a whole, it's just bonus points that we get to make their skin look and feel beautiful. Yes, it's so true. Follow through on what you say. i highlighted this one because I think this is such an important form. of creating connections with your clients from day one and establishing and maintaining that connection as that relationship grows.
01:20:38
Speaker
Follow through with what you're saying. If you say you're going to text them in 24 hours to see how their skin is doing, make sure you text them within 24 hours to see how their skin is doing, right? If you say that you're going to get back with them on some dates for a an appointment,
01:20:54
Speaker
get back to them. Like, do not leave anybody hanging because that creates, I think, distrust and makes you seem less professional because it isn't professional.
01:21:06
Speaker
yeah It's not like be true to your word.
01:21:11
Speaker
Period. The four agreements. Isn't that, that's like a huge, yeah, that's such a huge one. And the four agreements and it's crazy how much it matters. And we don't give enough credit to it. Like really in your daily life, but literally with your clients, it's key.
01:21:29
Speaker
It is so key. If you have not read the four agreements or listen to it on audible, highly recommend it. a very simple read or listen. Um, and it will change your life. Did for me.
01:21:41
Speaker
Yes. Let your energy communicate calm and trust. Again, that comes back to being like grounded and being regulated in your own nervous system. And that's what's going to help you be a better communicator and more confident in how you hold and present and speak through yourself. Focus on connection before conversion.
01:22:02
Speaker
i think the conversion comes when the connection is. Yeah, I agree. Yeah. We're trying to convert. All we need to do is connect. Yes. Help clients feel seen and not managed. This is a big one too, especially I think as we become ah busy, like our books get fuller and that it can maybe feel a little bit overwhelming um as it gets harder to fit clients in or to move clients around if there's a cancellation or they need to reschedule and always just making sure that we help them feel human and help them feel like they are not an inconvenience to us or our business.
01:22:40
Speaker
Absolutely. build trust first and retention follows naturally. Again, like when there's trust there, your retention is established and it will it will only grow on itself and it will just come naturally.
01:22:53
Speaker
Absolutely. Yes. So good. So the last section, um a lot of it's going to be a repeat. This is how to maintain our connection with our clients. So first and foremost, we already said consistency builds trust more than intensity follow up after treatments.
01:23:12
Speaker
Thoughtfully, we have talked so much in past episodes about your follow-ups. So, um, Yeah, revisit any number of episodes about follow-ups because literally it is a game changer when it comes to your retention. Remember personal details and milestones like Tiffany mentioned. There's many systems you can implement to help you with this, but connection and maintaining the connection i also includes when someone says their daughter's graduating.
01:23:45
Speaker
you know, this week or, um they're having a surgery or whatever, make sure you note that so that you can follow up with them on that. It does make people feel really important and really connected to you.
01:23:59
Speaker
Create systems that make clients feel cared for between appointments. Again, that's your follow-up messages. Continue educating without overwhelming. Be reliable with timing, communication, and professionalism. Stay emotionally present instead of operating on autopilot.
01:24:18
Speaker
Learn how your clients prefer communication. This one's really important when it does come to your follow-ups. Find out if this person prefers text message, email, email,
01:24:30
Speaker
ah phone call, maybe everybody really is different. and Don't assume that you know how someone communicates best. There's, I have have really had to learn that with my spa partners.
01:24:41
Speaker
Um, everyone's really different. And if I want to have good communication, it means that I need to match their communication style. Right. So, um,
01:24:53
Speaker
don't assume that, you know, yeah ask, Yeah, you can ask during your checkout process or you can put it like on your intake form. I think there's a lot of different ways that you can discover and clarify how your client likes to communicate. But a good cue like when they reach out to you, if they give you a phone call and leave a message and expect you to call them back, then that's probably like they prefer a phone call, right? yeah So don't just text them back after they left you a voicemail. Yes. Or turn their phone call. Yes, absolutely. Yeah.
01:25:24
Speaker
Make clients feel welcome every visit, not just the first. Tiffany mentioned this so eloquently before. It really doesn't matter if it's the first time, the 10th time, the 20th time. We really want to welcome them as it's always their first time.
01:25:39
Speaker
We don't ever want to get so comfortable and so close with this person that we aren't maintaining that. Continue evolving your skills and knowledge. Check in with changing goals, lifestyle, stress, and skin shifts. Again, it doesn't matter if it's your first time, your 10th time, your 20th time, and beyond.
01:26:00
Speaker
Make sure that you're still consulting and checking in on if anything has changed just as a doctor would because we know that those small changes and big changes, they definitely affect shifts in the skin. So be sure you're continuing that consistency too. Okay.
01:26:18
Speaker
Hold healthy boundaries while remaining warm. oh ah That's,
01:26:28
Speaker
I think the sooner you can do it, the better and the more warm you'll be. but i think if you let things build up and we both learn this in and our own ways, when you let things build up because you didn't address something from the very beginning, then things can just get a little bit more like,
01:26:46
Speaker
hold or it becomes a really difficult conversation. So you can always hold healthy boundaries while still being very, very warm and kind. Not every time that you set a boundary are you going have to have a difficult conversation about it. There's definitely small ways to go about it if you can catch it soon enough.
01:27:05
Speaker
Absolutely. It's one thing I admire about the younger generation. We just talked about this a couple weeks ago. Yeah. Is it the younger generation has such great boundaries around like their time and their energy and who they allow into their lives. And as you and I are like hybrids between the older generation and the new generation, it's been a little bit harder for us, I guess. um So I really admire that from that younger generation. i do too. harris I, a hundred percent. It's a very inspiring and I really I'm impressed. You know, I like a very impressed by that.
01:27:40
Speaker
Okay. Don't disappear when clients stop booking reconnect intentionally. So, you know, just pay attention. Most booking systems have, you know, people who haven't been in for three months, people who haven't been in for six months and, you know, just pay attention. if if somebody crosses your mind And all of a sudden you think, oh, wait a second. I haven't seen her for a while. Reach out, you know, so utilize your booking system because it is most booking systems are set up that way to give you a list of who haven't, who hasn't been in, in a while. But also we all know that it always means something when someone crosses your mind
01:28:19
Speaker
That means you should probably reach out to them, especially if you're thinking, I i haven't seen her for a while. I hope everything's okay. Yes, that means you should reach out. So don't disappear when clients stop booking. Reconnect intentionally. It really makes a big difference. It's actually the first thing that Tiff and I do when someone is like, oh, my books are slowing down. We always say, let's let's.
01:28:42
Speaker
send out some messages. Let's reconnect with these people. It's not even so much like, Hey, do you want to book an appointment? It's Hey, I've been thinking you thinking about you, you cross my mind. I hope everything is going well for you. Just how are you? How are you just reconnect? Well, it never assume that's another one of the four agreements is never assume that, you know, why they stopped booking. Absolutely. And so reconnecting just helps them. Cause sometimes I think say a client like falls off your books and then maybe they're assuming that you don't have space for them or time for them, or maybe you're mad at them.
01:29:15
Speaker
And so we don't want them to feel like they're assuming X, Y, Z either. And so reestablishing that connection and making sure it's still safe for them to come back anytime they want, if and when they want, just helps just dissipate any assumptions on either side.
01:29:30
Speaker
Yes. I love that. That's a very good point. Create community around your brand. Tiffany is a very good at that. What would you add there?
01:29:42
Speaker
I think you're community like is part of the foundation of your brand, right? There's so many brand aspects that are important, but then I think there is no brand. There is no business without the community behind it. It is the whole point. We're here to serve. We're here to nurture our relationships with our clients and, um, yes, have this brand presence that's integrated within the community. So it's a very like, um,
01:30:10
Speaker
a nurtured circle. I think yeah that is really so important. So if you're in a spot where you are trying to establish your brand and build your brand and your business and focus on the community, because they're going to help establish that brand. Like my, my sweet cheeks community is like the heartbeat sweet cheeks. And I know that and feel that so deeply in my soul. And so i am very aware and intentional with attending to that community always.
01:30:37
Speaker
Yeah. I love it.
Using Social Media for Education
01:30:39
Speaker
Use social media to deepen connection, not just promote services.
01:30:47
Speaker
I would talk about that for too long, so I'm not even going to go into that, but I do think. Just that is kind of what social media can be for is just education and connection, not just so much like a constant promotion or constant marketing. It's a really good place for your clients to land to stay connected with you.
01:31:12
Speaker
Speak to clients like humans, not transactions. Allow the treatment room to feel grounding and safe. Keep your nervous system regulated because everything is an energy transfer. Your clients can definitely feel your energy. Lead with the genuine care, not retention tactics.
01:31:30
Speaker
And understand that long-term loyalty is built through trust, consistency, and emotional safety over time.
01:31:40
Speaker
Beautiful. I'm excited to turn that into a resource. I feel like it could be an ebook. Heck yeah. I mean, honestly, that's such a good, important conversation. Those lists are a little bit overwhelming. So just remember.
01:31:56
Speaker
like Like you said, Tiff, just if there's one or two things that just really jumped out at you, they jumped out at you for a reason, those are your best places to start. You can definitely trust your intuition on that. And so don't get overwhelmed by that extensive list. Just really pick those couple that you want to lean into until you master them. It took me the five or six years into being in the treatment room that I became more confident and connected And that is because I would just practice those little things over and over until I mastered them. And then I just got really good at connection and building those relationships. So it's definitely skills that can be learned. That is for sure. And such an important conversation.
01:32:44
Speaker
Yeah. And I know a powerful one. This is definitely going to be a game changer for so many ah of our listeners. and we're really excited for you. If you feel like you picked up on a few things that you're excited to work on and implement. um Yeah. Like, like you said, that's, that's your cue. Um, we're excited for you too. And I think the only other thing I would add is to remember that you are you for a reason and there's nobody else out there like you. And so yes, while you can work on these communication skills and these connection pieces, there's still an aspect of you that is needed and wanted and worthy and valuable and,
01:33:24
Speaker
um just so special. And so allow that that piece of you, those pieces of you to still come to the surface along with these skill sets as you build them and work on them.
01:33:35
Speaker
Yeah, absolutely. I think that creating connection too and good communication is what like lets people into you, you know, and your heart and who you really are and your authenticity and then like vice versa too. So I think that that is kind of the overarching thing here too. Like that's called building relationships is like, you're, you're good at communication. You're good at creating connection. And so people can't not just fall in love with who you are.
01:34:04
Speaker
Yeah. And the right people will, will filter in. They'll become magnetic to you. You guys will like find each other and those ideal clients and those ones that are really going to like be part of your community. And, um, I just think it is such a special, a special thing. Yeah.
01:34:21
Speaker
I want to end with one of my favorite quotes, and it just barely came into my head. And so I might not say it exactly perfectly, but the most important or let's see the most magnetic person in the room is the person who is most interested in other people.
01:34:41
Speaker
yeah So if you really think about all four of those lists, the essence of them is serve other people, get to know other people, listen to other people, serve their needs, don't overwhelm them, you know just connect with them, see them, care for them.
01:34:58
Speaker
And so like you're saying, that is what is going to just make you the most successful. So the most magnetic and interesting person in the room is the one who is most interested in other people. So what I love about aesthetics actually is that it has nothing to do with you.
01:35:12
Speaker
Yeah. That's what I love about all the work that I do. i'm like, none of it's really about me. You know, it's just really about... you know, other people. And it kind of allows you to step outside of yourself for a little while and just tune into other people, fulfill their needs, listen to them, help them because we love skincare, you know, because we're just junkies and hoes for the whole thing.
01:35:35
Speaker
And so it's like really fun that way to just forget about yourself for a little while. And when you lead with those intentions, that is where your success is going to come from. You just kind of naturally know, okay, well, that is where my clientele is going to come from. You know, I fall in love with people and then they can feel that. So they send everyone else to me.
01:35:54
Speaker
They buy from me. I mean, i think most of the things that we teach, most of our principles, they're all connected that way. Yes. Yeah. And it takes the pressure off your shoulders and it takes the confusion out of like, how am I going to fill my books? And how am I going to get that next client? And how am I going to pay my bills and get money in the door? And you're just like, actually, i just have to be me and be,
01:36:17
Speaker
you know, a kind communicator and be authentic and have compassion for that person that I'm serving. It's all I got to Hell yeah. Yeah. Yeah. It's so true. Well, if you are not part of our community, we would love to see you over there. The membership is just extraordinary. So for the month of June, by the time that our listeners hear this particular episode, we will have the Dermaplane education live, which is so exciting.
01:36:45
Speaker
and and lots more too we've got i mean we have facial massage in the works i don't quite know when i'm gonna add that in there but it's done it's ready um tiff has her derma plane peptides in practice that master class is already in there right now we're working randomly on hyaluronic acid and adding that to the equation too so continuing education we have those extra podcast episodes that are in there on the 15th of every month we have our live calls at the beginning every month What I want to say and a question that I got last week about the membership is that everything is self-paced.
01:37:20
Speaker
Yeah. You do not have to show up on the live calls. It's powerful if you do and when you can. And they're always the first Monday of every month. So if you want to be there, we'd love to have you. But if not, it all just lands within that channel or within that portal. So everything's recorded, all of the continuing education. It just lives there in that portal. And so that's what's kind of nice is that just whenever you're ready,
01:37:43
Speaker
to get in there and do whatever you want to do in there because there's lots of, you know, different ways to grow within there. It's just they're waiting for you and you can do it at your own pace. Yeah. And you don't have to do all the things. Like you said, you can pick one or two that really resonate with you or your and or your learning style yeah and really just dive in that way. And so um it is just such a powerful space. It's very interactive. It's lots of moving pieces. And again, there's like no pressure, right? You don't have to You don't have to like meet any deadlines. You don't have to put in like any extra work that's going to feel like it's like heavy on your shoulders. It's just there for you if and when you need it, which is just so cool. I like also just like such an amazing price that is so affordable for any esthetician. Like it's just like, holy cow.
01:38:34
Speaker
yeah So many resources, so much support and love, and it's super affordable. So we'd love to have you in there. We would. We would love to have you in there. And there's other things to look forward to this summer.
01:38:46
Speaker
we are going to make education kind of la carte. You don't have to be part of the membership. We don't have a date set for that, but it's something that we are looking into and we'll probably make a decision here pretty soon on what that is going to look like, which is really exciting.
01:39:02
Speaker
And yeah, so just if you have more questions about it there is a link in the show notes for you to visit. And the other thing is please share the show with other estheticians that you feel like would love to be a part of the community.
01:39:19
Speaker
That doesn't mean the membership community. It just means part of Beyond Aesthetics and everything that we represent and everything that we support. So we don't make money doing this. We do this because we love it. And so you sharing the show helps us reach more people. And it's just like, that's all that we want from you. We don't want to run ads yet. We're just not there. We would rather have you just share the show and tell people about us. And that's really all that we ask of you is to...
01:39:47
Speaker
Be here with us and share with other people that you feel like might be interested and connect with us. We're so grateful for it. It's so grateful for you guys. Anything else you want to wrap up with, Tiff?
01:39:58
Speaker
No, super grateful for you and this conversation and our listener and that we get to do this. Agreed. Agreed. All right. Well, have pretty dreams, everybody. And we'll see you in the next episode.
01:40:13
Speaker
Bye. Bye.