Transcript
Speaker: Welcome to the beyond aesthetics podcast. We are your hosts. I am Tiffany or this is my beautiful co-host. I'm Jessica Peterson. And we're so excited that you're here today. And we're so excited to be here with you today. And we have a lot to talk about.
Speaker: I really do have a shirt on. I was just thinking that. Sorry. Should I scoot back? yeah You gave us a little peek of your of your tube top and now we can move on. They'd pull it up. ah That's so funny. The camera is just like so high up here on my monitor that who knows what I'm wearing at any given moment, really. There we go. ah Working from home has its perks.
Speaker: You know, it does and it's also, it's just so hard. Yeah. It's just so hard. I was with Marty yesterday and we were talking about that. And i was like, you know, everybody thinks that you want to work from home.
Speaker: I don't. Yeah. You know, because I instantly was like, I don't recommend it. You should go get an office. It's so hard, you guys. It's so hard.
Speaker: Except for you can wear whatever you want. this is true Which is nice. Oh my gosh. Well, I'm so excited to be here today. I'm really excited about um many different things I was going to ask you. So I don't know how smoky it is in salmon right now.
Speaker: But here we've been totally smoked out. I mean, it's been so bad that it actually has made me work harder because I do kind of want to be inside. And I feel like this spark and this passion again for everything because, you know, when it's like sunny outside and it's summer, I want to go play. And right now I'm like,
Speaker: so I don't want to go play. It's so gross outside. So I'm going to stay inside and get stuff done at home and and work and whatever. And so it's like winter almost for me where i'm like, no, I'm good inside working and, you know, doing what I do. That's really interesting. I do definitely feel that. It's like when the weather changes and shifts and it gets colder outside and then you have this this pull to be inside more and then you're like, oh there is things going on that I do probably should attend to and then that re-sparks your creativity. It is not super smoky here and this is the first summer in a really long time where I'm located that it's not, I mean, we do have some smoke, but I can still see blue in the sky. Yeah. which has me feeling the opposite. I'm like, man, I just want to be outside. I want to go play. And I really like my motto I've adopted for this summer is work hard, play harder. And I have lived by that. Um, and it's been such a great summer. And so I feel really, really blessed because really we do typically, cause we're like in this Valley and we just get smoke from Washington and Utah and all of their surrounding areas. And we don't have a forest fire super close to us this year. Thank goodness. And so it's been really nice to enjoy that blue sky that especially by August, usually we're smoked out for sure.
Speaker: Yeah. Good. I'm so happy for you. That's good. It's good. Um, well, I'm really excited. Let's just update everyone on what's going on in our membership community right now. Um, yesterday we had our, our live call for August and I feel like it was so good. In fact, um, I'll get out my notes. If you want to update on other things that are going on in there, i will grab that.
Speaker: Okay. And I have them right here too, but okay cool yeah, the membership is just, I don't know. it makes my heart so happy, especially when we get together on the live call once a month and everybody who shows up and we get to connect in real time. I think it's just really powerful And the energy that's brought there by our members and the conversations that we have. And then of course, just like everything else that's going on in the membership to our continuing education classes that we're continuing to release every month. And those are continuing to grow and become more dynamic as we grow this membership. And, um
Speaker: What else do we have going in there? Just, I think that the connection in the community that this membership offers for these estheticians who are just all over the place, right? They're all over the, the, the,
Speaker: the map North America, really, because we've got some Canadian members in there too. And um being able to stay connected and support each other and offer our guidance and our different perspective and our wisdom and our like, yes, we've tried this and it didn't work like this way, but I learned this way. It's just, it's so cool. And I actually was a guest speaker on um the Aestheticians Earning More podcast yesterday with Brittany Hageman and our conversation really kept coming back to community and aestheticians who are
Speaker: kind of like navigating in the dark and it can feel so lonely. And we've talked about this for years and we've both been there in our careers about how it's just can feel very isolating when you feel like you're the only one going through what you're going through or you're building your career a certain way. And yes, you might have a support system that's your family or your spouse or friends, but they're not within the industry that you're in. And it's just so cool to have guides and friendship and sisterhood and girlhood and have, you know, fun conversations even outside of aesthetics that still help you help support your life. And um so I mean, the essence of the membership is just that it's just this sisterhood that within aesthetics and within this industry that we know and love, and it's so diverse, see every single member in there is offer something so completely different as estheticians do, right? Everybody has their secret sauce. And, but for us to be able to like come together in a very safe space outside of social media and outside of a social media platform is so just everything I think I ever dreamed and wanted for, for this industry and for estheticians everywhere.
Speaker: I agree. And the only thing that I would add to that I think makes it really unique is that, you know, you're getting good advice because of where it's coming from. Right. So, you know, we I think one thing about this membership and and a reason why we did even like a fast track for it was because when you need, you know, when when estheticians have questions about, so you know, their menu or their pricing or. you know, are you like, so for the summer or whatever, they're asking really important questions, but they're potentially asking it in the wrong place and getting wild advice. It's like all across the board. And that's what I just, I don't like about Facebook groups is you don't really know who you're asking and what their experience is. What is their success level? You know, are they even booked esthetician? What is their mindset? What is their overall energy? And so I think that our favorite thing too about that community is like, you really do know you can have confidence in the advice that you're getting because of where you're asking that question. And you're getting that advice from people who have the experience, the mindset, the energy that you're really looking for. And that makes all the difference in the world because I'm sure everybody listening has been in one of the esthetician Facebook groups and a question's asked and you start going through the comments and you're kind of just want to pull your hair out because you're like, wait, it's either really confusing or
Speaker: It is just simply bad advice from someone with like a very poor attitude and someone who I don't even know how to put it into words. It's like they haven't even really tried very hard or they have a really negative mindset. And so they, you know, there's a lot of like negativity and toxicity in those groups because it can just attract anyone and everyone, you know, can be in those groups. And so I think the difference with beyond aesthetics is that we've tracked very positive, you know, spiritual high vibe people you
Speaker: have success. And so you just know that you're getting that level of support and that makes it really unique too. Absolutely. Yes. I, I mean, there's just,
Speaker: there is a, it's a different level. And like you said, that negative energy that comes across on Facebook groups, if especially for the esthetician or the listener that doesn't have a a community or a support system with their career, then it can feel, make you question everything, right? When that advice comes in and then you're like, Oh wait, maybe, you know, if you don't have like that foundation or you don't have that anchor of support, And then it can get you off on these side streets and bring your vibe down. And it's just, yeah. So that's, i love, I mean, that's the basis of Beyond Aesthetics. That's basis of this podcast and our conversations that we have here. It is positive. It is very spiritual. It is so high vibe. And um so, yeah. And Beyond Aesthetics, the membership community is just that and more. Yeah.
Speaker: Yeah. Let's talk about our call um on Monday. Yeah. yeah august or august live call Yeah, it was such a good call. So um the first thing that we talked about was retail sales and commission. And I think the point that I want to drive home about this is like basically the question that was asked was, You know, we always hear about estheticians making more money and retail sales being a part of that, but I'm working for somebody else and making a commission, you know, so does that still hold true? And will the answer is yes, of course, you know, that still holds true. If you're making a commission and you want to give yourself a raise or you want to make more money, you just need to sell more product.
Speaker: Um, you know, yes, you are just making a commission. So no, you're not necessarily making the same amount as the ah owner per se However, you also have to take into account all of the overhead that an owner carries in the business. And so they probably aren't actually keeping the other 50% of that, if that makes sense. And so that conversation kind of led to also, you know, being a solo esthetician isn't better than being an employee. Both come with
Speaker: c pros and cons and a lot of highs and lows. And, you know, we all go through different phases estheticians to where, you know, I have had solo estheticians who go back to working for someone else or, you know, they grow a team and then they go back to not having a team or i loved working for someone else.
Speaker: And I am so happy to be the voice for the industry to say as an esthetician, if I went back into the treatment room, you guys, I don't know if I'd have a solo business. I might. I've talked about it. I've thought about it, but my heart lies in the resort industry. I would probably move back to Las Vegas or back to Scottsdale or somewhere else cool you know, Palm Springs, whatever.
Speaker: And I would just work for a resort. Like my heart truly just loved it. I think about it all the time. There are so many pros. I was still making really good money and it's a lot less stress than carrying, you know, being a business owner. And so That was the point that I really wanted to drive home in that conversation too, is just that there are so many bonuses to being an employee and working for someone else. And there's bonuses to doing your own thing. um
Speaker: And those lists are really long and it just depends on where you're at, you know, personally in your personal life, in your career. um i think that it's really trendy these days to want to be solo. You know, I specialize in working with schools right now and I have for a long time. And um the trend for the last, I would say five or six years is that estheticians want to work for themselves. And, know,
Speaker: That's great. I love entrepreneurship. I mean, everybody that I love the most is like entrepreneurs. And it's not an easy road. And if you don't have a baseline work ethic already, you're going to struggle more as a business owner than you would struggle as an employee. So there's just long lists of the the pros and cons. And I know it's like really trendy or it seems really amazing to be a business owner.
Speaker: And it is. it's It's hard. It's with hard. You're trading a nine to five for working 24 seven, eight days a week. It's not an easy thing to do. I really struggle with it. And I'm really open and honest about it. Like me being a business owner is probably not a good idea. i Like it's just, you know, it's a lot of responsibility. It's a lot of It's a lot and it's wonderful at the same time. And so i really want everybody to understand that wherever you are is good. Wherever you are is great. And we can make the absolute best of where we're at right now. Being an employee is an attractive thing to do. It's a good thing to do. You learn so much. And we've also said that from the very beginning you you should start working for someone else. you know like You can go out on your own immediately. And I know many people who do and they do really well. And I know many people who do and they don't do really well. There's nothing wrong with going and you know working for someone else and learning the ropes and learning as much as you can you know before you go that direction too. So I just want everybody, like you said in our episode,
Speaker: I don't know if it was the last one or the one before, but like wherever you are stop and smell the roses. You are there for a reason. It's good. There's positives to it. There's so much to learn from every situation that we get into, you know, no matter what that status is. And so that was a lot of the conversation and her just like questioning, is it time for me to go out on my own? Like, is that what I should do? Or is being an employee right now, you know, good for me and my family? And my answer was just like, don't think that the grass is greener on the other side of either one of those fences. The grass is greener where you water it, where you are right now is where you're meant to be for a reason. So lean into that while still listening to your heart. And I think also trusting,
Speaker: We've said this before, like trusting that when the time comes for you to make a change or make a leap, your heart's going to tell you far before you do anyways. And so there is just that surrender and to trust in your career that when, when it's time to make a pivot, you're going to know.
Speaker: Yes. It's going to still feel scary. You're still going to probably question it, but your, your heart and your soul is going to know you're going to get those, those callings that just not going away and it just keeps showing up for you. And so, yes, that's when you know And you when you know, you know, right, even when it's scary. And that's when you feel the fear and do it anyways. But I'm really glad you brought that up because I think what happens is a lot of estheticians look outward at what everyone else is doing and think, oh, I won't be successful until I have my own. And then that's when they think like, I got to get there now. And then they leap too quickly without
Speaker: you know, putting in the work and the time before to really like have a strong foundation to land on when they go solo. And then, you know, like you said, a lot of them will go solo and then it doesn't work out for them. And that breaks my heart, you know, when they're waitressing at Outback or something because their solo practice in it didn't work for them. And so, yes, I think there's the timing. i think there's stepping stones, the work ethic, the trust, and just putting in energy
Speaker: putting in that energy on Where you're at is where you're at and trusting that where you're at is where you're meant to be. And then again, answering those callings when they do come. And when you know, you know, yeah you know, but not not making those decisions based on what what either you think you should be doing or what everybody else is doing. And that looks like success. So therefore you're just going to follow it because, because somebody else is doing it or everybody else is doing it.
Speaker: You know, that makes me, well, it does. And I, social media is the problem. Exactly. so Exactly. if um so it's very rare for an estetician who is working for someone else and is super successful as an employee somewhere to also have like this busy social media page and so i think the problem is that as staticians say actually we aren't seeing the other side on social media. We're seeing mostly the solopreneurs because they are using social media as part of their marketing strategy. And so that makes it seem like everybody else is doing it. And I'm here to tell you guys, nothing could be further from the truth. I work with
Speaker: a lot less solo estheticians than I do big spas and med spas and i he's working for someone else. So I, that's so interesting that that is just barely coming to me. Like no wonder it seems like it's such a popular thing to do or everyone's doing it. I am here to tell you guys they are not right. They are not, they like line it's actually not even 50, 50,
Speaker: No, I would agree. Not even. And I mean, was coming to me as like, you know, on TikTok and you see like that the, the esthetician on your for you page that's solo. and she like his, you know, day in the life of the esthetician and you, she does all of this content and there's a ton of content. And I'm like, Yes, she is busy. And even if she's posting what she makes every day and whatever, but also that's not the typical norm of a solo esthetician. She's this unicorn esthetician that kind of, you know, has made it big on TikTok or her social media. And she's got this thriving social media or excuse me, aesthetics practice and all those things. And it looks really sexy. Yeah. And, you know, and then but there's so much more to it underneath that we don't see. And you and I know that because we know what's underneath and what it takes to get there. Yeah.
Speaker: Yep. Yeah. So that was, you know, it's funny because the conversation started out as like retail and I did go into retail sales and that's going to be a chunk of our conversation today, which I'm really excited about. But I also was like, you know what, let's actually just have this conversation real quick. And she was relieved. She was she was like, okay, thank you for saying that, you know, and the truth is too. So here's something to really consider is commissions.
Speaker: are great. I make commissions. That's where my money comes from. And guess what? I never get a raise on that. I've been making the same amount of commission for third. Well, let's see in Idaho. i Well, I've been making the same amount of money this entire time. So I have been the rep in Idaho for this is my nine year anniversary.
Speaker: ah Crazy, huh? Yeah. So so crazy. I've been, well, I will say it's my nine year anniversary of living in Boise. Cause I moved, you know, you know, met you several months before i moved to Boise when I was living in my parents' basement. 30 years old. Yes. So, but yeah, this is my nine year anniversary, i guess here in Boise, but April was my nine year anniversary in my current position. I make a flat rate commission and that doesn't effing change.
Speaker: Yeah, I ever. So if I want to make more money, I have to pour myself into my spa partners to help them make more money or I need more spa partners. Right. And I that never increases. That never changes. It's always going to be what it is. I eminence doesn't say like, hey, I'm going to give you.
Speaker: you know, such and such raise like, Nope, this is what it is. And it's what it's always been. And it's not going to change. And you know, it's the same, like with retail sales, some of you are making 10% commission and that's what it's always going to be. I am here to say 10% is normal. Okay. If you are making less than 10% without a sliding scale commission, that's not enough. 10% is like the norm. And then what I wanted to say is we do recommend a sliding scale commission. so if you are an owner and you're listening to this, take that into consideration is that the more your team sells, the more money they can make. And that's also win-win for you. And it's such a beautiful, motivating structure. Things really changed for you when we switched to sliding commission scale. And so that was the other part of the conversation is I was like, well, what is the commission structure actually like? Are you making a flat 10%? And that's just what it is because that's okay too. That's totally normal. Yeah.
Speaker: And I do recommend sliding scale commission. So if you're in a position as an owner to look at your commission structure, i highly recommend that for retail sales and then potentially like a pre-booking aspect to that too, where like, hey, you know what, if you're, or maybe even a bonus structure for that, right? So like if you're staying- let's say 70% booked on, you know, a normal monthly basis. And every three months, every quarter, or like every six months, I'm in a boat. I give you a little bonus for that too. So I think having those little like motivating structures of sliding scales and bonuses huge.
Speaker: huge and it's so win-win and luckily this person actually was on a sliding scale commission she just needed to go back to the owners and remember be reminded of what that sliding scale actually looked like and we did tell her like you are actually the one and i know that because i work with them and i know their numbers i was like you are the one who you know really is selling the most and we know that everybody knows that so don't hesitate to also kind of negotiate you know, go back and say, could I get even like a half a percentage increase or 1% increase, you know, if I maintain this number. And so I think that 10% is great. And I want everybody to know that that's normal. But a sliding scale commission is such a good idea or bonus, yeah whatever you want to do. It's kind of like the the same sort of an idea.
Speaker: Well, the sliding scale offers incentive and we all work better with incentive. It's just a human nature type of thing when we have benchmarks to meet and goals to reach in there. And then potentially there's more money behind that goal. If we meet that, heck yes. And so it really did change the business, my business for me and my team. When I switched to a sliding scale from that 10% structure and um and it helped support my team, and it was just a win-win. And so part of that conversation on the live call, too, was if you're an employee, how to have a conversation with your with your boss or with your manager, whoever you're whoever's in charge of and you report to, on how to have a conversation if, say, you' you're not making 10% commission on retail sales, or you are, or you don't have a sliding scale in place, then how to have a very positive win-win conversation with your employer on presenting solution-oriented,
Speaker: um, proposition, like, look, this is, this is my idea for the team on how the business can make more money. Cause if the business makes more money, then we know that me, the employee and the team is going to make more money and how I can make more money. And like, it's just that we can serve our clients deeper. And so I loved that part of the conversation as well on like, as ah as a, as owner Anytime my team would come to me with solution oriented proposition, i was so receptive to it. Like, okay, you've done the work, you've done the footwork, you've ran some numbers and you presented it in a way of like, here's some ideas. And how can I help as a team member to execute this without just like dumping it in your boss's lap?
Speaker: Mm hmm. You know what else that makes me think of is if you ever don't understand why something is being done the way that it is in your spa that you're working for, go ask.
Speaker: Yes. Just go ask. Just get some clarification so that you have an understanding and you're not... holding like any resentment or you're questioning or you're frustrated, go directly to the source and just say, i just have a question about this and you know, why things are this way, get that clarification and let the director, the owner invite you in to the way that things are done and why, so that you have a better understanding of things. I remember doing that when I worked at the resort and she helped me to understand the importance of how like retail sales, then creates a better budget for her to give me the back bar that I wanted, you know? And I was like, okay, yeah great. You know, because instead of being like, why can't I have these products that I want, you know, or like, why aren't you know, making the back bar order? She's like, oh, well, we need, you need to sell more if that's what you want. Or we need to work with the team to, you know, help them with the recommendations and the home care, because that's what frees up the budget.
Speaker: you know, for this particular company or how, you know, their purchase orders are working so that we can get you those products in the back bar. And even her inviting me into that conversation was a game changer because then I wasn't always resenting her for not having the back bar that I wanted or like, why aren't you ordering this for me? She's like, I would love to order that for you. Here's what we need to make happen so that I can,
Speaker: so that I can do that. and i was like, great. man And then there's so much understanding behind the why of but why your employer or your director, as you said, like once you or why the systems are in place the way they are, right. Or why their policies are in place. If we have clarification, understanding behind them and have an open conversation, With curiosity. And then it just creates like, okay, we're working together. Like it's a team. We're a a team, you know, just like a basketball team. Not one person doesn't just carry the team. We all got to work together to get to make the goal. I don't know.
Speaker: but It's true. It's so true. I love that. So we'll talk about the strategies that I shared about retail sales. So I'm really excited to share those a little bit later. The next conversation we had is about online consultations. Do I charge for them? You know, does part of that charge?
Speaker: get credited back to them? How much do I charge? And i love the idea of online consultations, you know, especially if you are trying to build an online storefront, which we do definitely recommend if if that's possible for you to do. um i think that consultations in person or online can be really, really helpful because You know, it could translate into services or creating treatment plans, treatment packages. um It could just translate into retail sales to like someone who maybe only gets services every once in a while, but we're really working on their home care. So.
Speaker: You can look at it many different ways, but I see so much potential for relationships, partnerships, service sales, and retail sales by offering consultations again, either in person or online. You do need to charge for them. Like doing free consultations is wild, but I do love the structure where you did like five to start and you opened up whatever it was, five spaces, I think for the free consult so that you could get your process down and then started charging after that. and So I love that. I think there's so many different strategies that different people take.
Speaker: um As far as like charging for consultations in person or online, it's really the same concept as your menu pricing, right? It's who are we trying to attract to be that next client or client, even if it's just purchasing retail, we want someone who we know can afford the products on a regular basis, and is going to be really committed to the time that we're also putting in. And so that's just something to consider. And I think that you can just ask yourself, like, what is your goal that you're making per hour on a daily basis? Because that's also part of how you're structuring your your pricing and your normal menu.
Speaker: And then just say, okay, if I want to be making, let's just say $75 an hour, then I'm going to charge $75 for my consultations. And then maybe I'll credit them back like half of that if they purchase, you know, product that day, there's so many different scenarios, so many different ways that you can lay that out.
Speaker: But Just make sure that you are charging. You're charging enough for your time. There's a value there for the client to perceive that value. Boom. Again, yeah, everything is perceived value when you're setting your prices. And so if you're doing $20 consultations, $20 isn't always that much to everybody. And so they may or not may or may not hold that respect for your time and your expertise. But if you are someone who's charging, you know let's say at least $75 for your consultation, people are going to take that really seriously. and i was saying if it were me, I would probably charge like $120 And then I would probably use 50% of that or so to give them a credit toward retail purchase.
Speaker: he yeah And then I'm going to pocket the rest for my time because that's what, you know, my time is worth even more than that. But 120 seems really reasonable and is going to attract the person who's going to take me seriously. Like the amount of people who reach out on my social media, on my eminence page with personal questions, even though I've told people not to, and I have that like pinned to the top of my page.
Speaker: They don't take me seriously. um Most of them only take like bits and pieces of my recommendations and then they come back a month later still experiencing the same issues because they didn't actually listen to me. And that is another reason why I posted that is like, I'm not here for free consultations. You can go get consultations with my spa partners because free information isn't taken seriously.
Speaker: Oh, mic drop right there. Free information is not taken seriously. Well, and I guess it depends on the situation because obviously like on social media, we're there for education and that's, you know, we're putting out content and that's not what I'm talking about. like, that's different. and That's different. It's like when, when someone is reaching out to you and your DMs asking for skincare information, you'll find that when you're just divvy, divvying that out for free, especially lots of it, I mean, you can answer all answer questions. Like they're like simple questions are no big deal. But when someone's really wanting this in depth, like what would you recommend for me? This is what's going on. And they're sending all these pictures. I'm like, okay,
Speaker: If I sit here and give out all this information for free, I can already tell that it's not even going to land because they aren't even like they didn't even offer to buy me coffee or something to like have this conversation with them. They don't really value me or what I'm about to say. Or respect your time. It takes a lot of time to type out. some home care recommendations as as we all know. Yeah. I, and you know, and you're in the DMS and on Instagram, it's like, okay, it does take time. And that's just, it is like,
Speaker: the respect for your time needs to be there because you are the professional, you are the license holder, you do have value to give. and yes, it is different than just answering questions. It is different than just, ah you know, sending them in the right direction.
Speaker: But a whole consultation can be like this whole beautiful service. And I think that's how you should look at it when you're doing virtual consultations is it's a service. It's a deep level of service. It's really no different than a treatment room service.
Speaker: And so when you do set your pricing, however you structure that, make sure that the value matches that and that you a professional are offering deep value to the client themselves. Right. However that looks, I've seen virtual consultations all over the board and I think they're all cool and I think they just really do need to align with you. And align with your current service menu and what you want to offer and how you want that to look. And they can look so many different ways. And that's what's cool about it. Yeah.
Speaker: Yeah. And that's how you're going attract your ideal client through your virtual consultations. 100%. And you can always go back to the drawing board. It's kind of like a referral program. You can change it whenever you want. You know, try one thing, see how it goes. And if you need to change that up, change it up then. So I think the the other best piece of advice that you and I could give is to not overthink it you know, just put something together, try it, see how it goes, and then make whatever changes you need to make as time goes on.
Speaker: And that's what I did when I first started offering virtual consultations years ago. That's what you were referring to with those five free ones I gave away. I offered five spots for complimentary for my time. I booked to like a 30 to 45 minute appointment with them and to to work through those kinks that I did because I didn't really know what I was doing. I didn't really know what was going to work. And it gave me the opportunity to work on my confidence behind that virtual consultation that I was just figuring out.
Speaker: and see what was going to work and see how that appointment was going to look and the conversations were going to look. And I learned so much, but i capped it, right? I only had five spots available that were complimentary. They filled up so fast. And then it was really, it was really great information. And then I was able to take that data and that experience and turn it into but the system that I would then charge for.
Speaker: Absolutely. i love it. Yeah. Yeah. The next thing we talked about was websites and e-commerce, which is right in from the virtual consultation because, does you know, if you're offering virtual consultations and say you book with somebody, say you're based in California and you book book a virtual consultation with a friend of a friend who lives in like, I don't know, Missouri, how are they going to purchase from you?
Speaker: Like, how is that going to look? Right. And it doesn't necessarily mean that you have to have an e-commerce store to do virtual consultations, but it is something to think about. But let's get into the website talk first, because there's more to that.
Speaker: Well, I said you should have a website, you know, even if it is really simple. um I think that's normal. It's good. It gives people a little bit more of an inside look than just social media. But obviously it can be linked to your social media as well. But yeah, it probably should. Very professional. I think it's really necessary. And, you know, i work with a lot of solo estheticians or i get a lot of leads that I have to sift through once a week.
Speaker: And a lot of fellow estheticians don't have a website and it is kind of something that we're looking for. It's not a deal breaker by any means, but, um, I do. I think it gives such better insight than just having like a link to your Vegaro.
Speaker: Yeah. Well, and that was the question from our member for the live call was like, do I need a separate website outside of my booking link landing page where clients go that I have in my Instagram buyer bio where clients go?
Speaker: do I need a separate website with like some information? And your advice was really great. And that was really good insight because it's like, yes, if you're first so many reasons, but for especially a client's perspective, which we always want to put our shoes in our client's perspective and go in the back end door of our business and our platforms to make sure um that everything is working right, how they view it, and not just from our eyes on the inside. So when a client like like lands on your Instagram, okay, they're gonna go to your links to see what you who who you're about, right, and what you have to offer. And then if it just goes to your Vegaro and it's just your list of services, but there's no like about you or there's no information about your business or who you are or what you're about or the products you carry, then it's kind of a little bit of a disconnect. And so having just a very simple website and it doesn't cost a lot and you can even use, you know chat or Claude to help you set that up and get that going. And, um,
Speaker: I think it's really important. And when you're thinking about partnering with skincare companies is like Eminence, like you, and they do look at that, right? But more importantly, your clients and potential customers are going to want to learn more about you. And having a website is just such a simple way to do that because our booking links are pretty simple.
Speaker: Yeah. You know, they're there. The booking link serves the purpose for them to book an appointment with you. yep It's not this whole website. And so you can create a couple landing pages, you know, and about you, a contact page, some pictures of your business. And I do think it definitely takes it up a notch in a professional way. That's even outside of your social media. You can have all that on your social media too. But then having that website is like, oh, she's serious. She means business.
Speaker: I agree. and Tell us about e-commerce. So, i mean, e-commerce is just, it has my heart, as you know. but That's where my business kind of blew up is when I launched my Shopify store around COVID. um And yeah, the rest is history. I love Shopify for e-commerce. I will recommend Shopify any day over any other e-commerce platform because it's so easy. It's so user-friendly. And so if you're going to sell um, tangible products and ship them. Shopify just makes it so, so easy. And so that's the platform that I use for my e-commerce store. And that's where I host my website as well. And then, um, it's just, so it's just another avenue. It's another channel to be able to serve clients and customers, not in your area. And it's a way for you to grow your community of clients and customers even farther because, i mean, it it's a it's a word of mouth thing, right? And so, of course, we're going to have our in-person community of clients, but then they've got sisters and mothers and friends that live across the country or in other places, and but they' but you're still their girl, right? You're still their girl for their skin and their skincare and They want to support you as their esthetician and they want to extend the love that that is you and your services and your products to the ones that they love. And so i just can't recommend if you have retail products and you're able to, taking that aspect of selling retail in person to an online e-commerce platform. And it's like freaking Christmas to get to like package it, to get an order in your queue and then package it up, put your personal touch and taste on it. You can do your handwritten note. You can literally like wrap it in a bow and then get to send it to somebody like, you know, States away or towns away. I just think it's so cool.
Speaker: And then that it really is how I personally have grown my, my community and it's just all over U S and I just think it's so cool. I have some of my best clients are online clients who shop with me through, online and I've never met them, but you know, I know them well and I know their skin and, um I get to be their girl from Little Salmon, Idaho.
Speaker: Do you want to talk about the income potential with e-commerce too and why that matters? Because that is really where for you, things were already going really well. And then ah your business really went to another level. And then because of the work that you put into that, now it doesn't actually even require as much work because you did so great in and the beginning. So the income potential with e-commerce can be, i think what I want to say before you even get into that is like, i have some people who do e-commerce that want to keep it small, you know, they don't want it to turn into anything crazy, but then you have people like Tiffany who, this is like a bread and butter part of her business. And so the thing about e-commerce too, that I think is nice as you get to kind of choose, uh, how big you want that to be, how much do you want to put into it? Um,
Speaker: You know, and and it doesn't have to be anything crazy. It can be a small supplement to your income, but it could be a large supplement in your income, just depending on what you want to pour into it, too. Yeah. And, you know, i the e-commerce side of my business. Yes. Initially, it was a lot to set up to learn and navigate a new platform like Shopify to add all of the products. to build my website and my branding to match it and everything like that. But once that's set up, it's like there.
Speaker: And so and then you, you know, just like anything, any new platform, once you learn it, you learn it. And there might be new features or things that come in, but those are pretty easy to navigate. But truly, the income potential is incredible because it's it's another like I would say almost half of my business, business's income is my e-commerce platform and selling retail. And it's so, I don't want to say like easy, but it's easy. It's like freaking easy money to just sell skincare and, you know, do the marketing for it, whether it's through email or text message marketing or some social media marketing or in person marketing, you know, whatever that is. And then you send them over to your website or you're having those conversations in your DMs and people are asking questions and you can literally send them a link to your website. How freaking easy is, mean, it's just, it's stupid easy. And I'm like, if you're selling retail, why wouldn't you take that online and to make it easy? And so many of my in-person clients will shop on my website when they know they can come and grab it in store, but it's the convenience aspect of it where they can shop from their bed at 12 PM or 12 AM. and not have to bother me and they're just restocking their skincare and then they can choose local pickup and then it's just so easy. But that income potential, and I'll give you an example of it. Last week, um i was like, okay, um you know, I was thinking outside the box of how I can up my income for the end of the month. and And so I sent out an email to my subscribers, my email subscribers, and, um I did a bundle 24-hour sale. So what I did was I did purchase three or more, I retail Eminence Organic Skin Care. So it was three or more Eminence Organic Skin Care products and received 20% off. And it was 24 hours only. And then I also have a gift with purchase going, which that was an extra bonus that they could do. um if their order qualified. And I just sent that email out and I was able to supplement my income more than $2,000. in 24 hours. And so it was just really so easy to send an email, set up their discount code on Shopify, and then offer a 24 hour and I called it like the dog days of summer sale because everybody was feeling like, or I think I was feeling like, okay, we are mid summer, the kids are driving me crazy.
Speaker: Yes, we're having lots of fun. And I'm feeling like I need something for me. And so I took that energy that I was carrying and like gifted it to my, my clients and customers, my email subscribers, and it supplemented my income over $2,000 within 24 hours. I mean, it was so easy. And, um So that's just is a little example of how quickly you can supplement your income through having an e-commerce platform.
Speaker: Yeah. Do you feel like, okay, so like if we go back to the very beginning and the legwork that I was talking about with you, what do you think made the biggest difference in growing your online platform?
Speaker: The biggest difference in what? Like what made it? how it grew,
Speaker: know, think it was a mixture of everything. was, was definitely producing a lot of content then. And that's not what the only aspect of it was. was doing a lot of collaborations I was having. So I was, um, connecting with a lot of, um bigger platforms on social media that had the same target audience that I was trying to reach. And so it was really about like getting my name out there and in front of people and putting myself out there in the information that I had to offer and the products I had to offer and, um, growing my email subscriber list. That was huge. And so I was very intentional about it. So all of the content that I was creating and all the conversations I was having on social media in the DMS, I was making sure that I was directing that traffic right to my subscriber list. So that, cause I, and I've said this for years, like we don't own our social media platform. Those followers could disappear tomorrow and your followers do not equate the number in your bank account, but your email subscriber list is something that you own. That's something that you can take with you. That's something that you can transfer. And so it is so valuable. And so I was putting in the work as I was making these connections with larger audiences and then definitely funneling that traffic to my email subscriber list at all the while putting in the work to grow my community, um, in person and on social media and with all of these new connections to become, I think reputable. I've been thinking about that a lot. this that Like that really served its purpose. to create a reputation for myself as a knowledgeable skincare guide or advisor and to be somebody who like people could feel like they could reach out to and ask questions and not feel intimidated by and like to for them to know that I was going to be able to offer
Speaker: them solid advice, right? And not just like, I'm trying to sell them something. So that's a little bit all over the place of an answer, but it was a combination of a lot of things for sure. And it still is. I mean, I still growing my email list. I'm still growing my community. I'm still putting in that work and pouring that energy into it. um All the while, you know, at the time I was still learning eminence, just like i am still learning eminence now and still learning the products and the ingredients and then being able to transfer that knowledge into ah digestible way for my clients to understand it, not just the aesthetics information that, you know, I need to understand for it. So, yeah, I literally just wrote that down because I was going to ask you like
Speaker: You know you were all learning more and more all the time. But that's another thing that i could say about you and from the very beginning is that you never let yourself be held back by the fact that you were often still learning. um you had a massive online platform. You were selling products like crazy.
Speaker: and at the same time, you didn't. you don't know everything. I don't know everything. So you don't know everything, yeah but it never stopped you from creating the content, having the conversations, selling a ton of product in person, you know, selling online, you know, but the other thing that I think made the biggest difference for you and your authenticity, and I've said this before,
Speaker: You truly are the type of esthetician that anybody knows that they can come to you at any point and ask you any question and you're going to love answering it, you know, and there's never going to be any judgment. You are just there to serve. You are just there to help. And I think that your online presence is very, very good doing demonstrating that if you will, like really from the very beginning, it was like, not only do clients or prospective clients, um, or buyers feel like they can reach out to you and ask you anything, but so do estheticians. And it's one of my favorite things about you is just your level of humanness and love and desire to connect with people is really off the charts. And so that's, I think another Two more pieces of advice for people is like, when it comes to retail sales, don't think that you need to know everything about a product. The key word Tiffany said is digestible. You know, we're taking our esthetician information, we're putting it in a box over here, but I'm going to repeat back to that client what is digestible to them and what connects with them and what they understand, you know? And then that other piece of the puzzle is like, when you are putting yourself out there on social media and when you're sending your emails,
Speaker: make sure that you're doing it in a way that is like very true to you. You're being very authentic. You're being loving, you're being open and you have this air of like, say anything you want, say anything you want. No judgment here.
Speaker: Yeah, absolutely. It's so important because you, I mean, it's so important to just to be a safe space, right? For anyone to approach you because anyone can be a potential client, right?
Speaker: Anyone. And usually those potential clients don't always look how we have them perceived in our mind or how maybe we're like our ideal clients.
Speaker: how we have them in our mind and who we think we're looking for. i mean, some of my best clients have been somebody that i wouldn't have picked out on the street. You know what I mean? And I'm just so grateful for them. So we kind of have to like get out of our own head in that aspect too and realize that any conversation can lead to a client which can lead to, ah ah what am I looking for?
Speaker: um a retained like long-term client and relationship. and which leads to money in your bank account, which is like, and that money in your bank account supports this life that you're trying to create for yourself. And it's just like this full circle thing. And so like, let's not kid ourselves. Yes, we are trying to like profit in this career and pour into ourselves. And it like really does come back to our all authenticity, to our safe life.
Speaker: space that we're creating for any, who can then turn into those dollars in our bank account. Yeah. Right. Yes.
Speaker: Yes. Yeah. I love it. I love it. Good. Yeah. I think e-commerce is a great opportunity. In fact, i was telling everyone on the call that day too eminence recommends it.
Speaker: We're a skincare company that all you have to do is fill out fill out an application ah so that we basically have all of your information and make sure that you're, you know, well-branded and that your website's looking good. and then we're like, you should, you know, sell online. Why wouldn't you do that? Um, it's such a great Avenue. And I just think that you are like one of the absolute best examples for people. And, um, you teach a class on it. So like, if anybody is wanting to go that direction, Tiffany has an e-commerce course that she teaches live, you know, one-on-one in person. And so you can always reach out to her to book that time with her and she can help you even set up your online store.
Speaker: Absolutely. I'd be happy to do it. I love it. um You know, the only other thing that I wrote down is there's more oncology information to come. And I do want to touch on that really quick. I don't know why this is happening, but man, I'm getting this question a lot lately. And so, you know, one thing that I did a couple of weeks ago for someone is I... Did a lot of research. I pulled all of the information that I had. And then I just created um a document that basically went through, you know, what you would want to avoid in this type of a scenario as far as ingredients go and why. and then gave the recommendations and even like a protocol and a treatment plan for moving forward with oncology. But the main piece of information that I want to give people is
Speaker: And something that I think, Tiff, I would love to do is find the best resources. I'm not one. like i just And I'm so honest with people about that. I'm like, you know what? I am not an oncology-trained esthetician. am well-researched and I've learned a lot, but I still don't know a lot of things. And that's not an area that I'm comfortable saying that what I say is the word because it, yeah so we really do want to find an oncology trained esthetician educator and probably take a course. Like if this is a direction that you want to go, if if you're having clients who are in remission or going through chemo, you know, and radiation or however they are taking care of their cancer,
Speaker: um you should go right to a very educated source. And so I think we should look into that and like provide that information because it's very nuanced depending on. So it's interesting because even with breast cancer, there's nuances with maybe the type of breast breast cancer that we're even talking about, you know, and then like the skin, after going through chemo and radiation is trashed. And so, you know, you want your first mode of treatment to just be rebuilding that and supporting that before you can even start getting into doing more corrective things. And so i really do recommend going directly to an oncology trained esthetician educator and learning as much as you can from someone who is like actually certified in that type of treatment. um I am going to put together a resource just based on what I know and what I have found, and we will be providing that in the membership. um
Speaker: But I think it's also evolving in the industry. I think it's continuing to be an evolving conversation, like cancer rates are at an all time high. And so that conversation is continuing to grow and evolve. And and I think it's great information to have on hand too, because I guarantee as an esthetician, you are going to be faced at least one time with someone who is in remission. I guarantee it I have probably in my span of 13 years in the treatment room, I had about 10.
Speaker: yeah I would say comfortably that I can just sort of remember like at least 10 people who are in remission. So it's just something to think about and something that I wanted to kind of drive home. And I think an evolving conversation for us as well.
Speaker: Yeah. And going to take a leap and talk to our listener directly. If you are, have a history with oncology as an esthetician or know of a source that you have learned from, please reach out to us. Please.
Speaker: We would love to connect with you learn from you and have a conversation with you and maybe even have you appear on the podcast for a conversation. So do not hesitate. You can reach out to us. You can send us an email or slide into our DMs. I mean, and those are in the show notes. So yeah. Don't hesitate. We would love to connect with you. would love that. Yep, definitely. Um, you know, the only other thing that I want to say about the, the membership currently is that our vitamin C decoded class is live and what we ended up doing because everyone's a little bit behind for summer in general. and so there's still many people, I mean, so are we,
Speaker: Because work hard, play harder. is Definitely our theme. But we decided to switch up just the timeline of the continuing education. um So for August in the membership, we have my facial massage training. If you don't know, ah specialize in facial massage. I always have And so Tiff was lovely enough when we were together in May to record. And then I also recorded. So we have a video of me talking through, explaining, slowing things down. i have different viewpoints. i ah The best massage video training that I have ever created is live in the membership for August. And it's just a video. It's a little over an hour, I think. And so It's not, um, terribly time constraint and it's something that you're always going to have access to. Uh, it's not being sold separately just yet, mostly just cause I need to go in on the backend and make that happen. And I haven't done that yet. Um, so for the time being, it's in the membership and the membership is the cheaper way to get that. Cause I, there's going to be a good price tag on that. You're getting 22 years of someone who specializes in facial massage. So That will be a price tag. So if you want it for the cheapest way possible, get into the membership. It's $47 per month. Plus you have access to many other continuing education opportunities opportunities in there and a community of, you know, beautiful, wonderful souls who are also estheticians, um, supporting you on your journey.
Speaker: And so I just wanted to throw that in there too, because then for the month of September, we are going to be releasing what i what's probably going to end up being a series on women's wellness and hormone and nutrition support for the skin throughout the the aging process. And we've already hired, um two people realistically to like get that going already. And ah very excited about the resources that we have currently working on that to start releasing that in September. It honestly could end up being a two to even three month thing. It really depends on and how this information starts coming together from these resources. Um,
Speaker: We're going to see how dynamic we're so excited because we're bringing nutrition into that aspect too. And we were, so it could be months worth of education on supporting women's hormones and through nutrition and skincare, it's dynamic and wonderful. And something that is also evolving in our industry is yeah understanding what's happening with the skin, you know, through these different phases of life and then how to also support the nutrition aspect of it too, with the skin. So I'm so excited about it. It's been, so that's another reason why we needed to kind of put this off is because as we started talking to these people, we were like, wait, there's,
Speaker: There's actually more that could be happening and and this could be even bigger and better. And so that's where we're at with that. So, you know, the first part of the equation of the women's wellness, you know, series is going to be September hmm.
Speaker: as the release and we're really excited about that we're really really excited i'm excited to be a learner in it i'm excited for our members to learn with it and then for any of you listening we really do invite you into the membership and you know what i was like coming to mind for me is The beyond a sex membership is kind of like insurance.
Speaker: You don't have to have it. It's like, you know, insurance for your business. It's not a law that you have to have it. Nobody's checking that you have to have it, but you can't afford not to have it. Right. Because if you think about like not having a liability insurance, you're going to make sure you pay for that every month because what if, right? And so the membership is the same way you're like, man, under $50 a month. And yeah I get this whole resource of people and information and knowledge and courses. and connection for under $50 a month. I can't afford as an esthetician, not to have that in my life and in my career. And so we really do invite you in to, if you're feeling a little bit called, go check it out. It's on the website, sweetcheeksuniversity.com. It's also in the show notes. We'll put a link there. And then if you have questions, don't hesitate to reach out as well. We would be happy to answer your questions. Um,
Speaker: And if you want to know how it works exactly and you can pause it anytime, you can cancel at any time. We don't recommend that because, um but if you need to pause at any time, you for sure can. You're like not locked in. You're not stuck with us forever, even though you'll be like, man, where have you been all my life?
Speaker: What have you been on my career? Well, and you know, everything that we just talked about, which took a lot longer than we anticipated, but it's part of the live calls, which happen once per month. And all of those are in there too. So every time that we do one of those, they're saved. So you can even go back and watch every single one of those and be a fly on the wall in those conversations because,
Speaker: the The value that comes out of the live calls, I don't even think initially we anticipated how valuable that was really going to be, but but it really, really is. And so that's kind of the other nice thing is it doesn't matter if you're not there live. Those are all recorded. They all just live in there.
Speaker: Yeah, absolutely. And like your, our continuing education courses, those are yours forever and you can re-access them. You can access them at any time. It's not like they're going to disappear. And so being inside as a member, you are just growing your own resource library. That's going to take your career and your goals and your dreams to the next level. And like,
Speaker: us and all of the other members are here to help you do that. So it's just really beautiful. We're really proud of it. If you can't tell, yeah we're really excited about it. And we want to make sure that, you know we want to invite you in to join us. Absolutely.
Speaker: Absolutely. So I'm just going to give a couple of retail sales. tips. I think as we go, you know, this is something actually with Eminence, we were just highlighting our strawberry rhubarb hyaluronic collection for the last couple of months and then continuing through August. And part of my training, oddly enough, ended up being about retail sales and cocktailing actually. And it was really, really fun to start talking about retail sales again. And um you know just giving kind of some of those reminders and so i thought on this episode today we could do that and then i did it when uh we were in our live call too when the retail conversation came up um i first just want to pinpoint what holds people back the most when it comes to retail sales i'm not going to go super in depth to it i think that maybe i'll do like another episode and go a little bit more in depth but there's
Speaker: a couple of key things that are holding people back. And number one is your own nervous system and the shadow self protector aspect. So your nervous system is designed to keep you safe. And we all have a shadow self of trauma And every time a shadow piece of you is created due to trauma, a protector piece of you is always is also created. And so whenever we're in a situation where we might get rejected or we might make somebody uncomfortable, then our protector side comes up and tells us, don't do that. Like if there's potential for me to get rejected,
Speaker: or to be a burden on someone or be pushy to someone or whatever, we're just gonna hold ourselves back and not do it because our protector side is now coming out. So that all ties together.
Speaker: um And again, maybe i should maybe we should do another episode or I should do a solo episode about it, but that is actually the number one thing. like If you stop and pay attention in the moment to why you're suddenly so uncomfortable with retail sales, There's very likely a part of you stored in your nervous system that's trying to protect you from something that probably happened in childhood or your adolescence. We all have them. Nobody has bigger rejection wounds than me. Like I swear to God.
Speaker: I, it's still like an ongoing thing for me. And so whenever it comes to retail sales or rebooking or like, there are so many times and Tiffany can attest to this where that pops up for me and freaks me out. And I have such an issue with it. And that's why I know this to be true because I knew that for myself. And then over the years, especially when I started working so closely with estheticians, I was like, man, This is so much deeper and psychological than anybody is giving credit to. And nobody talks about that except for me. Everyone's like, here's your system.
Speaker: Here's, you know, how you can do this. Here's the conversation. But man, until you can realize that there's just a shadow protector part of you stored in your nervous system that's making you so uncomfortable, it's really hard to fully get over the hump.
Speaker: Exactly. we Move forward. And so I think it's just always worth asking yourself when that comes up, like, is there a wound here? Am I trying to protect myself from something? And if so, you know, what is that? And you don't even have to take it to a therapist. I think it just takes some self-reflection and then having a conversation with yourself or journaling about it a little bit and just talking to that part of yourself and,
Speaker: acknowledging that that part of you feels that way. Let them vent. Why did this happen? You know, where did this rejection come from? And sometimes that actually can come up just from previous clients telling you no. And then that like made you feel bad or something or a client made a comment. And so It often is from childhood or our adolescence, but it actually can just come from your own experience in the treatment room too, when maybe you've had an issue with your client about something. And so now that is stored inside of us and we're like, well, now I need to be like extra careful or now I don't want to sell retail or, you know, even like, oh well, this person broke out from this product. So I can never recommend that again. You know? Yeah. that's one too yeah So it's like,
Speaker: There's deeper reasonings for these things happening. And I think it is so worth exploring. And I do have my aligned foundations class that goes so deep into this. And that is also available. In fact, I'll, I'll link that in the show notes. I haven't talked about that forever. Absolutely. It's one of the most powerful classes I've ever done because I wasn't afraid to just you deeper issues and here's what they probably are and how that's showing up for you. And then this is how we can start to move forward and overcome that so that we have a total career change and make our career feel more cohesive so that when it comes to the foundations of retail sales and rebook rebooking and follow-ups, our nervous system isn't going into this alarmed state over that. Exactly. You know, and, and that's really hard to have a career that you love it at the same time, your nervous system is being sparked by the very things that make you successful in this career. That really, and I think until you address it or you know, uncover those wounds, um, you're going to stay stuck in it, right? You might gain a little bit, but then it's going to like slingshot you back.
Speaker: yeah And that's the whole point I think is to heal that part of us. And so that's why we tend to stay stuck until we, you know, open that door or open that wound or really give it some attention and time and energy. um that's how we grow through it. That's how we, um,
Speaker: That's how we evolve. I think and heal ourselves really. And so there's no shame in being stuck. That's just your signal that we need to attend to this. 100%. So that's the first thing that tends to block us the most. The next thing is our limiting beliefs or our own money stories. and And this is what I hear all the time is like, oh, but my clients can't afford that. or you know, they just spent all this money on this. And so they can't afford this. And the truth is that most of the time you're actually not even giving them the opportunity because you are the one putting this limitation on someone. And if you really think about that, it's so weird. It's so weird. I don't know what your budget is. Like, I don't know what your finances look like.
Speaker: ah You know, a lot of people do have a discretionary budget for things, or they'll put it on their credit card, and they'll figure it out, they could be saving their money for this. Like, the truth is that we don't know. And so it's so interesting. um This is just a self projection based on your own money stories or your own past. Or again, you could have just like one or two clients that had like said something to that effect. And now you believe this to be true about everybody. And so being able to identify those limiting beliefs that you're projecting onto other people because of your own stuff or a couple clients stuff, um has such a a ripple effect. And so simply bringing your attention back to that too and having enough presence and awareness in the moment that when that thought comes up again, you can say,
Speaker: this may or may not be true. Like not everything that I think is true. In fact, most of the things that pop up in our head are not true, you know? And so I don't have to believe everything that I think. I don't know if that is true or not. And you don't want to hold your clients.
Speaker: You're holding your clients back because you're not even giving them the opportunity. Yeah. You're, you're literally blocking their, their needs or wants or, or whatever, or even information. by getting in your own way and getting in their way too. And I think what always reminds me is you had said this a long time ago that has stuck with me. It's a weird form of manipulation a little bit to like put our own limiting beliefs and our own self projections in the way of what our, we're perceiving and our client can or cannot afford or, or may or may not want.
Speaker: So weird. It's weird. It's so weird. And it's a thing. i I know that because it's a thing. It's been a thing for me. It's been, Part of but how I was raised and how I was brought up. And then it gave me my own limiting beliefs and projections. and And so it's been something that I've had to continuously heal in my life. And but I think the key is, is just um giving it the attention and recognizing it when it shows up for you. And then detaching yourself or separating yourself from those beliefs or those emotions that come up and just never assuming. And that's one of the four agreements that I love. If you have not read that book, you should. It is the quickest read of your life and it will change your life is never, ever, ever assume.
Speaker: You know? Never assume. We don't know what our clients can't afford. Like you said, they may be saving their money for this. And like for me, like ah when I go get my hair done, when I go get my skin done, when I go, I want to freaking treat myself. It is a treat. And I usually like to buy something whether I need it or not, because that's an extra treat, you know? yeah And so just never assume.
Speaker: Yes. Show up as you have the conversation, give the recommendations. um you know, with authenticity and love and trust that even if you're just having that conversation and they buy or or don't buy, that's actually not what matters. It's you showing up and giving your best foot forward.
Speaker: It's your job. And statistically, I can prove that people expect you to do it. So you might as well do it because if you don't, it makes you look bad. Well, that's just it too, is there is a certain level of a Especially if like I've been in situations with service providers where I like ask questions about product and they're just like not taking the cue. They're not giving hints or they're just very like downplaying it And then they're not doing their job. And like I'm like I said, I want I'm wanting to buy something. I want to spend money. But then they're for whatever reason, like not not doing their job to retail me the product or sell me the product. And, um
Speaker: And it's such a disservice. It's a disservice to me as a client. It's a disservice to them as a service provider. And so, Yeah. yeah Yeah, such an interesting thought process. So those are the two things that I really want to drive home and have people bring attention to. Now, what I was talking about in my trainings was cocktailing and making things easy for people.
Speaker: um It's really important to always put ourselves in our client's shoes and just understand that they don't usually... No, they have a very different perception of skincare than we do. So, you know, everybody listening, i think understands that we can use 12 different products and it only takes five minutes or less to use those 12 products. But when we're recommending to our clients, they don't know that. And so, um, what people really appreciate and respond well to the majority of people respond really well to simplicity and bringing down the overwhelm that they can often feel when we're making recommendations and telling them how to do something. And it's not everybody, but I'm here to say it's like most people. So it's a lot of people. And so basically, and there's two two different pieces to this equation that I just want to draw attention to. i think the first thing is um
Speaker: The point, ah so skincare is good, better, best. And Tiffany and I talk about that all the time. And until I can get you in a good case scenario, I can't get you into the best case scenario because I need to build a foundation, build a habit, you know, build the trust. But at the same time, I think we can often overthink that. So the thing with cocktailing, and this is what I've been out talking to, estheticians about for the last couple of months is, you know, i got to a point in my own skincare routine where I was like, I need this, this, this, this. this this this
Speaker: I mean, so many different freaking products and ingredients for what my skincare goals were. I'm not even kidding. It's crazy. The amount of products that I use every single night is at least 15 different products. I am a not kidding, but I love them all. I want them all. My skin is doing amazing. However, I'm also the type of person that I just really want to go to bed. Like skincare is the last thing that I'm going to do.
Speaker: You know, I wait until the last possible minute and then my bed is calling my name. So we all know as estheticians that layering is best case scenario because of molecular structure. So obviously there is like a best case scenario order that you're using your products in. There's even a lot of products that you're like best case scenario would be that you let this sit for two to three minutes before you put something else on top of it.
Speaker: I'm not doing that. I mean, if I do, it's a special night, you know, it's like, I don't know, for whatever reason, maybe I'm having like a self care night and I'm willing to do that. So you guys, what I started doing, um, I've probably, I've been doing this for minimum three months. is I am just mixing this shit together.
Speaker: Yeah. Cocktail. I'm just cocktailing and it's throwing it all on. And sometimes I'm still, you know, I'm still layering a little bit, but it's like, realistically, there's three points in my nighttime routine where I'm applying something. It just so happens that like,
Speaker: Most of those are all mixed together. And here's the other thing is I'm also mixing textures and not overthinking it. So I'm mixing together a ceramide balm, a nighttime moisturizer, an oil, and two different serums. yeah And so like ah I've even stopped like thinking all of my serums need to go together because they're the same molecular structure. All of my moisturizers and oils can go together because they're the same. Nope.
Speaker: I'm tired. i want to go to bed. i need all these ingredients. So let's get it on there. yeah, but So, you know, that's an extreme scenario for me because we're estheticians, you know, and I know that I'm not the only one who does that. However, when it comes to clients, you guys, this is extremely valuable because if your client knows that this particular serum that you're recommending to them can be mixed with the serum that they're already using. Yeah. then that mitigates the amount of overwhelm that they feel to add in another product because I'm also letting them um them know how easy that's going to be. so I'm going to give you guys a scenario that I actually started to master at Tiffany's Mother's Day event last May. So May of 2025, was at Tiffany's shop
Speaker: And I was having conversations with her clients and recommending home care. So these two women came in and they were telling me what their goals were. And they had about two to three different products in their routine currently just bread and butter, like their cleanser, their moisturizer, and then maybe like one other, maybe like an exfoliant or whatever. So they had kind of just started and they were in a really good habit and they liked the products, but they were both kind of like, I feel like now I'm ready to, you know, add a little bit into the routine, but I still want to keep it simple. And I was like, okay, no problem. So we go over to the retail shelf and I pull out a hydrating mist and a serum. I'm well, this is what they're missing in their routine, which is also key, right? So you're missing these in your routine. They're really easy to add into your routine. I literally say that to everyone. I'm like, it's so quick and easy. This is all you're going to do. I'll even write it down for you. No problem.
Speaker: Then what I did is I said, then when you're ready, This oil is going to take things to a whole other level for you. You know, this is such and such oil. You were talking about how much you needed this. So these products are going to be your starting point. Then you're going to be ready. you know, whenever that is, this is going to be the next thing here. Let me show you now how to use it. Cause all you're going to do is mix one to two drops of this into this serum that you're already buying today. So let's just do it. Like, let's, let me show you now how that's going to feel. I think you're really going to like it
Speaker: Both of them just bought the oil, you know, they were like, oh, okay, well that's no big deal. Let's just do it right now. You know? And so because I made it sound easy and I was like, well, you can just mix, you know, this into this. So super easy. So we're still keeping things really simple for you. You know, it really took things to another level for also the results that they're seeing at home, but I did it without overwhelming them.
Speaker: Yes, which is key, which is key is keeping it simple so that even when we're adding two to three things into someone's routine, we're making sure that we're doing it in a way that feels very good to them.
Speaker: They're like, yes, I can do this. And I was like, whenever you're ready, you know, and so yeah the other thing that I like to do with people is as you always say, give them the authority to make that decision so that they feel really good about that decision. And because I was like, you know, just whenever you're ready, doesn't matter. You know, we're doing this today. These are going to build the foundation for what you need for the results that we were talking about. Then when you're ready, this is going to take it to another level. And they're like, well, p I'm ready. Yeah, because you broke it down for them. You ease the overwhelm. You showed them how. and you gave them the, ah you gave them the, their choice to make the decision instead of, you know, like saying, well, you really do need this to get to your goals. It was like, no, when you're ready. And i want you to like highlight that difference in income, not potential income that,
Speaker: Like, pra or what am I trying to say? The sale, like the money aspect of it. Yeah, well, and there's a couple different things that I want to say about that is like, um girl math.
Speaker: Yeah, yeah. Girl math, you know, if we're mixing together this, this, this, and it's going to last me longer, then clearly I'm saving money. Okay, no, you're not. However...
Speaker: In our girl math brains, in our brain we are. so So honestly, there is kind of that girl math that you watch that happen with women, especially like when we're thinking about that and we're like, well, if this is gonna like, if I buy all three of these at the same time, and they mix together that well, I'm gonna have these for a year.
Speaker: i'm saving so much money. That's true. We're going to roll with that, right? So girl math is a real thing, first of all. and But you know the other thing is that that oil that I was recommending was $118.
Speaker: Yes. So another piece of the conversation actually that we were having on the live calls, i was like, if you are making commission, then you should be focusing on selling those. you know Learn as much as you can about those higher price selling items. Those are usually missing pieces in somebody's routine.
Speaker: Sell more of those. but that goes for anybody right and so whenever you're looking at making those recommendations it sure doesn't hurt to make sure that you're very educated on the higher ticket items and how powerful they are because you guys higher ticket items are always vitamin c And usually really powerful peptides, you know, usually really beautiful oils for the skin, which everybody needs. They really are integral pieces of a skincare routine that takes things to another level for people. And so gaining comfort with recommending those in and a way that feels very good to the client. Yes.
Speaker: is such a win-win situation. You're truly serving them the best because we're giving them products that are really going to take things to another level for them. And we are making more income, which is always the goal.
Speaker: Don't be afraid to say that. Like I want financial abundance. Tiff wants financial abundance. Everybody we work with wants financial abundance. That has to be a piece of the equation. And so those higher ticket items Those are really valuable to gain more comfort with.
Speaker: Absolutely. And it takes your commission. it creates higher air commissions for you. If you are on commission or if you are the owner, it brings more profits into your business. I mean, it's just black and white. It's,
Speaker: Makes sense. Yeah. The math, math, math, their way that's math either way though yeah that's that's it that's what i want everybody to take home with that conversation is like yes i understand obviously skin carere is good better best however if cocktailing simplifies things for somebody so much so that they are so great at building the habit and they're doing it and they're getting, you know, results from that, then that is actually the best case scenario, you know, and it sure wouldn't hurt to, to say, you know, what,
Speaker: If you want things to be quicker in your routine ever, i would rather have you mix these things together on those nights just to get it on the skin. But yes, you know, when you can layer them, you that's like optimal, but still, if you ever need to do it this way, just do it this way, you know, and put that in their court and letting them know, like it's, It's better to layer, however, it's totally fine if you want to just mix all those together. If you're really busy and tired, I get it
Speaker: Yeah, I always say done is better than none. Absolutely. Right? We want it on the skin. We want you using it. And if you need to cocktail it, great. As long as it gets on the skin. You know what i mean?
Speaker: Yeah. Yeah. So try that method. you know, I really encourage people to go to your retail shelves and start brainstorming different things that would make sense to use together. and again, it doesn't have to be based on texture all the time. it can be.
Speaker: Yeah, it totally can be. But at the end of the day, it doesn't have to be solely based on texture. We want to get really creative with things so that we can truly meet our clients where they are.
Speaker: That's the key right there right is meeting them where there are meeting them where they are at with love and understanding grace and then helping guide them in the right direction so they meet their goals and so they feel good in their skin.
Speaker: Yeah, that's really what it's all about. And having those conversations and it's just a conversation. Retail is just a conversation. You're just having girl talk. That's really all it is. Don't overthink it.
Speaker: Just talk about it. You don't have to have everything memorized about that product. Literally, I still on some products will pull the box off the shelf and read some information from that box because I my brain can't hold all that information. youre kidding me? You know what I mean? And so don't be afraid to just have a conversation. You're just talking girl talk. You're just talking skincare and make it fun. And that's a big, actually, that's one big piece of the conversation that we had on the August live call was the enthusiasm behind it. And you're so good at this, Jess. And you've really helped me be good to be at that is like, share your love for the product and your enthusiasm and your energy behind it is contagious and it's attractive and it's magnetic and it
Speaker: You're excited about it. Your clients are going to be excited about it. You could know very little about this product. You could just be obsessed with it, love the way that it smells and have a general idea of what it does. And if you're excited about it, they're going to be excited about it. And I think that that can often be, and oh man, I'm going to get hate for this, but That is often why esthetician influencers or people who aren't estheticians and they're like selling stuff on TikTok or whatever it is, they do better sales than estheticians because estheticians overthink the data. They overthink the information. They overthink the data.
Speaker: And instead of just talking about it and going for it and loving it and being excited about it which is what influencers do, they're stuck here overthinking and complaining about the influencers. And I noticed that from day one. I was like, all of you who are complaining about influencers all the time, if you would just talk about products more.
Speaker: And be more excited and stop overthinking the data aspect of it. You would sell just as much as they are. Probably more because you are an esthetician. Yeah. You know?
Speaker: but Don't overthink it. it's Don't overthink it. Exactly. And it makes me think when I first started retailing, products in general, I had, I had was operating sweet cheeks for many years without even selling retail. But when I first started selling eminence, I didn't know much about the freaking products, but I was so excited and they smelled the yummy and delicious and the textures were amazing. And that's really how I just started selling products until I got to learn what the, you know, technology behind ingredients are and all of those things. But it took me years, but I, would it's just the excitement. Yeah.
Speaker: And i'm I'm still learning things all the time. We talked about that with vitamin C. It's like, oh my gosh, I didn't know this thing about hyaluronic acid or I didn't even know that this type of vitamin C even existed and how that affects like hyperpigmentation. We're all learning all the time. It doesn't matter where you're at in your education because that's really truly not what actually sells things anyways. But yes, you do want to be learning more all the time. But those are two different things.
Speaker: I think that the data and the information that we learn as a professional helps us with the confidence of knowing exactly what to recommend for our clients and what their skin really needs, but it's not necessarily what's going to sell the product.
Speaker: Yeah, no, no. It's just that esthetician information suitcase or box yeah or bag, whatever, you know, that we're carrying around and we're adding to it all the time. We're, you know, learning more. It exists. But when it comes to making recommendations, that's actually a different thing. It's like a slow trickle of information and it's information that connects with people. Yeah.
Speaker: but it's even not always like information. I mean, ingredients don't sell things. You need to know the ingredients and understand them obviously so that you understand what you're recommending, but like to your clients, that's not the main piece of information that connects. They don't, they don't want to know, you know, the details behind L-ascorbic acid. And i mean, their brain is just going to be like, it's going bounce right off their forehead because they actually don't care. They want to know,
Speaker: how it's going to help their skin and how to use it. Yeah. 100%. And then like the price and the price. Yeah. And does it smell good? And does it smell good? And how long is it going to last? yep Yeah. Yeah. And how can I get it from you? You know, you're talking online.
Speaker: So true. It's so easy. It's just, we make, we overcomplicate it. Mm-hmm. and retail is the, it can be the bread and butter of your business, no matter what your structure looks like, whether you're an employee making commissions, whether you're an owner, like retail literally is the golden nuggets. Um, it's just, it's so simple to supplement or add to your income.
Speaker: Yep. You know, if you think about it too, like, let's say you're an esthetician making 35% commission and you do a hundred dollar service. So we know we're going to get paid $35 of that before taxes and you know, whatever else comes out. And then let's say you get $20 tip that. Well, if sell, you well if you sell
Speaker: $118 product, you're then adding another $18 to your income that potentially if you do that, you know, three times in a day, that's an extra $60. And then let's say that you work Okay, so $60 selling three products a day, just three high ticket items. That's going round upwards to we're just going to say, you know what, I'm even going to do it lower. And I'm just going to say 52.
Speaker: Okay, so $52 per day, and let's say we work even four days per week, that's an extra $200 per week which is an extra per month just for selling a three expensive products in one day that doesn't even include the cleansers, the moisturizers, you know, the toners, the exfoliant that's just focusing on selling $318 items every single day.
Speaker: That is your car payment and a trip to the grocery store. That is your once a year trip to Hawaii. That is your, you know, your daycare bill, like that is, it is so impactful on your life when you're making $18 on one product commission. yeah Like that's how we want you to start really thinking about it and thinking about the power behind retail sales is how it's going to impact your life. Those dollars translating directly to your bank account.
Speaker: And then how that's going to bring more value and abundance and opportunity to your life to live the life that you want. Yeah. but it's interesting. Like we understand that 10% doesn't really sound like a lot, but it sounds like a lot when you add it up like that.
Speaker: And so we really do encourage you to, to run some numbers, right. To, if you have access to your retail sales for the past three, six, nine months, ask your employer for that data so that you can really look at your own retail trends, or if you're solo, run your own numbers, and then run some potentials like we just did on, okay, if I sell three high ticket items a day, I'm seeing on average, say six to eight clients a day. Okay, if I sell half,
Speaker: to or sell to half of the clients that I see a day on average. This is what those numbers look like. This is what my income potential can be for the week for the month, and then really set yourself some goals based on those numbers. You know, it's going to, I guarantee you, it will, you will surprise yourself when you get that data and those numbers out in front of you. So look at where you've been, look at where your trends have been up until now, and then also do some projections for yourself.
Speaker: It's crazy how just looking at the numbers changes everything. Changes everything. Because it takes it from this like overwhelm, um all of like, oh gosh, I got to you know sell $1,000 a month in retail. That sounds like a lot. But then when you break it down and then we do have this goal, but when it's broken down, then we can work backwards from that goal step by step. And you're like, actually, it's just having three yeah at least three conversations a day. with, you know half of my clients that I'm seeing a day. Like that's not hard, right? But but but we're really going have conversations with all of our clients a day. It just breaks it down into a simple girl talk conversation and sharing our excitement about the product. So true. It's so true. oh my gosh.
Speaker: Was that not like one of the most valuable episodes ever? Yeah, I was thinking that. high That's what I love about the live call. I'm like, listen, let's let's talk about all these things because it's real time. Like this is what this is what you guys are really asking and needing helping with and needing help with in real time.
Speaker: We could talk about it all day You could talk about it all day. or really do encourage you to check out the all Align Foundations Masterclass that Jess has um on the website as well. That is accessible even if you're not a member. yeah Highly recommend retail, understanding retail, and then really diving into it in your practice and your career will really change your whole life. And there's so much in that in your masterclass that...
Speaker: um, is life-changing even outside of, of the aesthetics part of it as well, but it's just, it's, there's so much to it. So can't recommend that enough. And again, that's in the show notes for you to access. Yes.
Speaker: Um, wonderful. So is the, the Google class is actually still there as well. So the Google class is there. I'll put the aligned foundations class in there, all the information or links to learn more about the membership. If you're not there already, we would love to have you. i believe the vitamin C decoded link. um if it's not there already, I'll stick that in there too.
Speaker: Cause that is purchasable yeah outside of the membership as well. And the massage video will be too. Maybe it will be by the time that we put this out. I just have to like sit down and actually get in there and do it. And I'm behind on a million different things, but it will be available eventually um outside of the membership, but it's always going to be cheaper inside the membership. So just go for that. Is there anything else before we wrap up that you want to say any like words of wisdom or oh Um, words of wisdom. i mean, we are in August, mid-August when you, um
Speaker: listen to this conversation. And I just I think my words of wisdom is like, enjoy the rest of summer as much as possible. I know kids are going to be going back to school pretty soon. But like soak it up. I summertime is just such a special time. it is very near and dear to Justin's heart. And we like thrive in summer. and I know that's not everyone. But at the same time, it is a special time of year where you can just like slow down a little bit before it's like the calm before the storm. The weather is beautiful. And so you know, because we're headed into fall, we're headed into busy holiday season. And so for me personally, I am just soaking up as much of summertime and being home with my kids as much as possible and playing really, really hard and going to the mountains and going swimming in the lakes and all of the things and so I just want to share that with you to listening, just soak it up and enjoy it. And I know fair season's coming. We love fair season. So all of those things. And then the only other thing I have to add is like, thank you. Thank you for being here. Thank you for.
Speaker: joining us on the podcast and these conversations. And we value you so much. And you are our our community. And we would love a rating and review on the show wherever you listen. Because it really does help us keep coming back for more conversations. It helps us reach more estheticians who are searching for help and guidance and support. And so we really appreciate your support.
Speaker: And we would love a reading and review. Yes, we would love it so much. We appreciate you so much. Enjoy the rest of your day until we see you again. Have pretty dreams and we'll see you in the next episode.
Speaker: Bye. Bye everyone.
