The Danielle K. White Show

Production is the topic this week as the ladies discuss tools of strategic marketing to attract clients and team members, how being real makes us more vulnerable and trustworthy, that where we are in life is based on the choices we make, and how it's necessary to let Assertive Sally take the stage when things need to get done. Point #1: Throw Yourself Under the Bus It's in our nature to want to look perfect all of the time. Yet, when you allow others to see the real you, that's what make you relatable as a human being. When you throw yourself under the bus and allow people to get to know the real you, sans the filters and editing, you become more trustworthy in people's eyes. Danielle: Back in the day when I started my brand on YouTube, people saw the real me. I'd talk about my sucky hair and show them the products that I used. I threw myself under the bus all the time. That's what people can relate to - someone who is real, someone who is like them. If you place yourself too high above others, they won't trust you or even be able to relate to you. QUESTION: In your experience, do you tend to trust and relate to people who expose their flaws or people who wear a mask of perfection? Point #2: Assertive Sally As women, we tend to play small and we don’t want to be labeled as the mean woman or the crazy bitch. But you need to access that authoritative power to lay shit down and get shit done. At the end of the day, shit’s going to go sideways at some point, and the nice, Passive Aggressive Polly in you is never going to get anything done. Danielle: I have this surgeon side where everything is black and white,  where I micro manage everything. And then I have the me I love - my artist hippy side. In my business, both sides of me are needed. Don't be afraid to  allow Sally Assertive to show up when things need to get done. QUESTION: Where in your life are you avoiding useful confrontation or collision because of your beliefs about how women 'should' show up? Point #3: Create Your Dream Team Marketing to attract the ideal client is essential, but have you ever thought about marketing to attract the ideal team member for your salon; someone who will be an asset to your team and help continue marketing and promoting your brand? Danielle: You create who you work with and who you work on. As stylists, we have a story about who we are and who we take on as clients - that we’re just so grateful to have clients and to have help. Actually, a little more research needs to go into finding the right team member that fits the vibe and the vision of where we want to go. QUESTION: What do you think about your team? Is it your Dream Team? Point #4: Superwoman Coach Ani: What we do is not easy and is a lot of work. When people say they want to do what we’re doing, what they're seeing are the highlight reels - the podcasts, the events, the results. What they're not seeing is the amount of work and hustle that's required behind the scenes to create and manage everything. Danielle: I got to a place where I had no 'me' time. I kept adding things to my checklist and found myself staying up late doing follow up emails and blogs, getting up early and then doing it all over again, day in and day out. It was a shitshow. QUESTION: Where are you spreading yourself too thin? How is that working for you? Point #5: Surrender and Choose Your Story Danielle: You choose your outcome and you choose how fast you grow. It takes consistency of choosing to create a better day, every single day. People give up too quickly and say it’s too far out of their reach. Where I am today seemed impossible just a few years ago, but now that I’m here, it doesn’t seem so far fetched or out of my reach anymore - something shifts. Power is all about capacity. When you’re uncomfortable and you don’t know what to do, and you don’t know how to go forward, you’re just reaching your capacity. You have two options: You can shrink back or you can push through. That version of you will die, but you grow to become something else - a better version of yourself. QUESTION: In your experience, when you have reached your capacity, what do you do to push through? Quote of the Week: "If you feel something is uncomfortable or unnatural, maybe you should visit that. I would challenge everyone who’s listening to ask yourself: where am I feeing uncomfortable?  Can I challenge myself to break through that and learn things about myself?  Don’t be afraid of change, you’re just becoming a better version of yourself." -- Danielle White "When I sat on the beach and Garrett asked us to close our eyes and envision where we wanted to be in a year, a voice said this is where you are supposed to be. So it became an obsession for me. I kept asking myself, what do I have to do to get there? I saw that it could be done differently, so why wouldn’t I do it?" Once I decide I don’t want to be where I am, I realize that no one can change it and no one can save me, but that everything is up to me." --Anianne Rivera "Just put in the work. It’s so crazy to see growth when it happens. It's the hustle and the grind every single day that people don’t want to do that actually gets you the results you want. So stop being shy about putting in the work.  If you have goals or things in life that you’re trying to achieve, do the work." --McKenzi Davis

17 Apr 201859min

Point #1: Industry Fables Many Artists don't believe in themselves and dutifully execute whatever the Industry has taught them to do. For example, we are taught that you accommodate everyone and everything that walks through the door until you have "arrived," even if it means doing what you don't like doing - which most Artists believe is their only option. This creates the all too prevalent and less than powerful scarcity mindset. QUESTION: What are some of the stories you believe that are simply not true, but are widely accepted as true? Point #2: Tell Me a Story The stories that seem to affect us the most are the stories we create about ourselves. Coach Ani describes stories as "a layer of made up bullshit that you tell yourself over and over again." We don’t know where they come from, why or how they start, but one day you tell yourself something, decide to fucking stick with it and pretty soon you have allowed that story to shape and define your life. Whether it was breaking an engagement and moving to California, teaching on a stage in front of 300 Artists at a convention, feeling 'worthy' to increase prices, or deciding to stop working Saturday's, each of the ladies have overcome and rewritten their stories, which has enabled them to get out of their own way and create a life they love. QUESTION: Where in your life are you putting off rewriting a story that isn't serving you? Point #3: The Lies we Believe Our stories impact every part of our lives. How many times have you told yourself: I'm not worthy, I'm not good enough, that's for someone else, not me. We get so much inside of our heads that we begin downplaying ourselves and live in a state of victimhood, and in the process we give away all of our power.  Oft times stories are wound up so tightly inside of us that we can begin projecting them onto others until they believe them, too. Garrett repeated the story so often that Danielle didn't want to have sex, that she actually started believing it was true. The voices and the stories inside our head are so much stronger than the truth of what really is. QUESTION: How often do you downplay yourself by telling yourself you're not worthy or you're not good enough? Point #4: Stuff or Stack? We have the ability to make life stressful or beautiful and zen. What do we do to remain in power when we get triggered or when things go south; when we start making stories up about the people and experiences in our lives? How do we handle our feelings rather than stuff them deep inside of us to handle "later?" Coach Ani uses a powerful tool each day called the Stack which is a series of questions designed to move her through these feelings and to see the story from different angles. By the end of her Stack, she has gained clarity, power and solutions. Coach Val is the queen of reframe where she is able to have conversations with herself and see things from many perspectives until  she can find something positive to move her forward instead of staying stuck in a story. QUESTION: When you get triggered what do you do to return to a place of peace and power? Point #5: The Power of Choice is Yours QUESTION: Where in your life are you playing the victim and blaming others for your circumstances?

10 Apr 201859min

This week’s conversation centers around the topic of Profit, specifically why it’s important to know and track your numbers. Point #1: Tracking Reveals the Truth Danielle: The Artist Ego is something we’ve all been guilty of where we brag about what an awesome week or quarter we've had, yet the actual numbers reveal a different reality. It's important to remember that tracking numbers is meant to bring awareness, not discouragement. Coach Ani: In our Mastermind classes, we have created a space where our students are very comfortable sharing their numbers in great detail, something normally viewed as a societal taboo. At the end of the day, numbers simply reveal where you are today. If you don’t know where you are right now, how can you expect to move forward with a realistic goal? QUESTION: When will you retire exhaustion as a form of currency and a barometer of your success, and replace it with the proven system of tracking your numbers? Point #2: Power Practice and Daily Four Coach Val: We require our students to practice NBR every single day. Daily repetition puts you on the Fast Track to Success. Danielle: After so much repetition, the technique has become second nature for me, allowing me to concentrate on the artistic side of color and blending - one of the biggest problems I see within the industry with hair extensions. Coach Ani: We require our students to do and track four things every single day: 1. Post a picture. 2. Post a video. 3. Send an audio message to a client. 4. Write a text post. This takes time, it takes effort, and it's something you have to get into the habit of doing - and it’s insanely important! It wasn't until Coach Kenzi started tracking her social media presence that her eyes were opened and showed her where she needed to make some shifts in her marketing to bring her the results she desired. QUESTION: How has being consistent in your daily repetitions and marketing changed your results? Point #3: Converting Mindsets Danielle: When using a funnel or some sort of paid promotion, if you’re not a household name, your job is to convert mindset. We may lure a person in with a pretty photo, but then we use videos and written copy to share our experiences and to educate, which changes a cold lead into a warm one really fast. Coach Ani: Converting a mindset isn’t about us convincing, forcing or coercing clients, rather it’s about them telling themselves that they want what we have been sharing with them via a ten minute video. If you do the convincing and converting, it’s buyer’s remorse every single time. QUESTION: What can you change in your advertising to create a different experience for your potential clients? Point #4: Leads, Applications and Consultations A lead is someone who has said, "Yes, I want to come sit in your chair." We personally talk with every single person who applies to either sit in our chair, attend a convention or one of our trainings because we want to make sure we are a good fit and vibe for each other. Coach Val: When we read through the applications and have conversations with potential clients, we are able to get on the same page with them, creating a bond that replaces the robotic production line mentality that is so prevalent within the industry. QUESTION: What could be possible for you in your business if you began having conversations with clients ahead of time? Point #5: It's In the Details QUESTION: How much money are you really making per hour?

27 Mar 201857min

A new voice has joined the BMS Team in a permanent way with McKenzi Davis, the newest member of the head BMS Team and stylist inside of the DKW salon. The conversation this week is about Production, specifically taking a close look at all areas of Marketing. In This Week's Episode.....PRODUCTION Point #1: Marketing: Are You Frozen in Time or Evolving? Danielle: With the market constantly changing and evolving, there’s not a set "A-Z Checklist to Making Millions" for people to follow. Test the market and run targeted ads to find out what’s working and what isn’t, level up your skills, and take advantage of the organic marketing available within social media. Marketing for Coach Val and Coach Kenzie felt foreign at first. Like most stylists, referrals were how they built up their books - that’s what they knew and what they were comfortable with. Their mindsets changed once they began seeing their results using social media and paid, targeted ads. QUESTION: When was the last time you invested dollars into your marketing? Point #2: The Art & Seduction of the Close Coach Val (aka: Assassin Closer) has the confidence that when a client sits in her chair, she will be able to produce the results they are looking for. Coach Kenzie says convincing and coaching your clients never works and often results in buyer's remorse. Danielle: If you say you are not good at sales, it's because you need to become better at your craft. Becoming better at your craft leads to loving your work more, which naturally leads to the sale. QUESTION:Are you engaged in the art of seduction or the game of convincing? Point #3: Deliver What You Market Danielle: It doesn’t matter how good your marketing is, if you are not an expert at your craft you’ll disappoint the marketplace. So stop worrying if you’re making more money if you’re not the BEST at your craft. Continue to be better. Always strive to be better and through time, results will follow. Coach Ani: We have so much content out on social media, that NBR is a recognizable brand at this point. Everyone knows what it’s supposed to look like: the rows, the blend, the cut and color. What we’ve seen are artists coming in who are not fully committed to doing the work and whose unhappy clients end up reaching out to us. QUESTION: Where would upping your skills lead to better results and happier clients? Point #4: Systems Yield Sustainable and Predictable Results If you can market to anyone and everyone - and you can close them - but you don’t have any kind of system in play, that’s when shit goes sideways, things fall through the cracks, and you’re not really sure where to go from there. Coach Val: We are constantly growing and expanding so every last detail has a system, allowing things to run smoothly, which also enables duplication. When Coach Ani went from pre funnel to post funnel, she saw a complete shift in her clients and no longer played the convincing game. Coach McKenzie: Having a targeted funnel has taken away the stress and heaviness of being a slave, allowing me to have the clients I want - clients that allow me to be an artist doing what I am passionate about. QUESTION: What link in the chain of your systems is broken? Is your marketing reflecting the ideal client you want to have sitting in your chair? Point #5: Capturing Permission Coach Ani: Capturing permission can be a phone number or an email - you are getting their permission in some way, shape or form to contact them. Coach Val: Capturing emails allows you to stay forefront in their mind; it's a fast and efficient way for us to communicate with those who have already been saying yes, allowing them to make decisions in their own time frame. QUESTION: What system do you have in place to capture emails?

20 Mar 20181h

In This Week's Episode.....PROTECTION Point #1: Protect Your Mind From Outside Influences  QUESTION: When you’ve allowed other people’s opinions to impact or influence you about your own industry - and they’re not even in the hair industry -  how does it actually affect you in the salon? Point #2: Your Circle of Influence Matters  QUESTION: Who is in your circle of influence?  Are they sucking the life out of you or are they assisting you in your growth? What changes do you feel called to make? Point #3: Clearing the Path Protects Your Future - There is another world that you cannot even fathom, a realm beyond whom you are currently giving yourself permission to be as an Artist and businessman or woman, where the excitement, abundance, experience, happiness, and Purpose in your life are so much bigger. Oft times, the only way for us to protect our future is to clear the path in our present moment with relationships and situations that no longer serve us. - An advocate for growth and change, Coach Ani believes that you can't remain the same person. As hard as it was at the time for her to break off her long-term relationship and engagement, she knew it was the right decision for her and her continued growth. She was willing to throw fucking caution to the wind and say, "Okay. I have no idea how this is going to play out, but I’m gonna fuckin’ try it." QUESTION: What hard choices are right in front of you that you need to give yourself permission to make? Point #4: You Are Your Worst Enemy QUESTION: What do you do when your own mind becomes your greatest enemy? What has become helpful to you as an Artist?  Point #5: Marketing is a Protection Game QUESTION: What area are you currently lacking in when it comes to marketing, knowing your numbers, or being an Elite Artist? What changes are you committed to making going forward?   Quote of the Week: "The marketing game is always changing, so you have to move with the trends. If you can figure out the marketing game and have success with whatever you’re trying to promote, and have figured out that piece of the puzzle, then regardless of where the economy goes, you feel more protected because you know how to market and you know how to rebuild." -- Danielle White "You have to know how to market, but you have to have a skillset that you can deliver on a level that will keep a client coming back. Inside our Elite Mastermind, we have implemented something called Power Practice where the students have to make a commitment of practicing daily for 15 minutes. It may not seem like a lot, but what we’ve seen is that by doing that 15 minutes every single day, it elevates their skillset immensely. We are holding our students to a higher standard of work that is worthy of the NBR brand that Danielle created." -- Valerie Plunk "Every hard decision you [Danielle] have ever made has not just affected you, Garrett and your children - it’s affected everybody. It affected Val and her marriage and family; it’s affected every aspect of my life. Everything has come about because you had the strength to stand up one day, change everything about your life and say: This isn’t enough. I’m doing more. I’m changing my life." --Anianne Rivera

6 Mar 20181h 4min

In This Week's Episode.....PROFIT Point #1: Profit Defined Profit means different things to different people. Monetary is the most obvious answer. The money you see from the work that you are putting in. At the end of the day it's about reaping the benefits of all the hard work, time, and energy that was put into something. It is a reflection of everything that you did. Many Artists will say I'm working hard but my account isn't reflecting the 12 hour days, 6 days a week, the exhaustion, the time away from family. At that point you have to figure out what that missing component is because the is profit isn't there.  QUESTION: How do you define profit in your life? Point #2: Numbers Bring Clarity QUESTION: Have you taken a hard look at your numbers recently, or are you making excuses to avoid them? Point #3: Abundance vs. Scarcity Val would see someone who was successful, actresses, singers, etc, and think they got an inheritance or they had an "in" somewhere. She didn't realize how much hard work goes into other industries and craft. She grew up in a modest household and assumed that is how she was meant to live, not realizing she could get to another stage in her life.  Scarcity is that you don't have enough of something. It comes with a sense of fear. Abundance from an artist standpoint is not servicing every client. It is having enough leads coming in that you are doing QUALITY clients, the right kind of client for you. Once Anianne stopped feeling desperate and left the place of scarcity she was able to stop working 6 days a week, eventually cutting it in half and only working 3 days a week.  She no longer came from a place of panic.  QUESTION: Where in your life are you living in abundance and scarcity? Point #4: Your Mental Mindshift Once Val left scarcity she wouldn't put up with the same bullshit. Clients coming in and telling her what to do, having an attitude, was no longer accepted. She knew she had the marketing tools underneath her belt to get another client  so she doesn't have to put up with it. Now everyone that sits in her chair is someone that wants to be there and trusts her in her craft. Everyone gets the amazing experience. Marketing puts the perfect client in your chair. Anianne bent over backwards for clients when she was living in scarcity. Even to the point of having to wear long sleeves to cover up her tattoos. She was making herself miserable by catering to them in fear of losing them if she didn't. Now coming from a place of abundance she is able to attract clients that she vibes and gels with. Scarcity doesn't exist inside DKW Styling Salon because the constant marketing is bringing new leads in everyday.   QUESTION: How would your life be different if you went from operating in scarcity to abundance ? Point #5: Profit isn't just money Although both Anianne and Val have received profit in the form of money, that is not the way it has shown up in their lives. The income Val sees is great but really the freedom is the biggest result. The ability to have quality time with her kids and husband, go on vacations, and do fun things together. That is what makes everything worth it for Val.  Although Anianne was making great money in Missouri she wasn't happy there. The clients and 12 hours days were draining her mentally, emotionally, and physically. It was making her miserable. BMS showed her a new way of life and having the ability to move to California has been the biggest form of profit that Anianne has seen. It's always been a dream to live by the beach and now that is a reality.  QUESTION: In what other ways do you see profit in your life?   Quote of the Week: "I went from making 4k a month to over 20k a month in barely over a year. Garrett would say jump, I'd say how high? I'd think he lost he damn mind but I did it anyway. That's why I believe in [BMS] so much... it has changed my life so drastically. " --Anianne Rivera

27 Feb 201858min

In this week's episode Coaches Val and Ani look at the importance of production within the salon, reminding Stylists that the client is NOT the Artist. The client may have an idea of what they want, but it's the Stylist's job as an Artist to know what will look best.   In This Week's Episode.....PRODUCTION Point #1: The Stylist Dilemma QUESTION: How do you feel about your current business and marketing? Point #2: BMS INTENSIVE vs BMS CONVENTION QUESTION: What has your experience with hair classes been? Point #3: Perspective of Significance Point #4: Strategic Seduction QUESTION: Where have you been seduced in your life?   Point #5: Stage 1: Communicate Message QUESTION: How are you communicating a message to your clients?   Quote of the Week: "You put yourself out there and people will come to you based on that. You don't have to be a celebrity in LA to get people to sit in your chair. You just have to be able to communicate a message." -- Danielle White "We are out to get results for everyone. We found this [BMS] is the most effective way to do it. Hands on training and then put some tension and competition with it. Everyone thrives. " -- Valerie Plunk "I talked to a lot of the students at the cocktail party and they said 'This [BMS] is nothing like what I expected. This is what I never knew was missing in all of my training. I didn't know this is what I needed and wanted... until I got it.' " --Anianne Rivera Stay Tuned for Next Week's Topic....PROFIT

20 Feb 20181h 1min

In This Week's Episode.....POWER Point #1: Belief in Yourself Behind and in Front of the Chair QUESTION: Do you currently have limiting beliefs surrounding your income limitations or capabilities? What are they? Point #2: It's an Inside Job   QUESTION: Who do you believe yourself to be? Who must you become in order to be, do, and have what you want? Point #3: The Toleration Game QUESTION:What are some ways you are stuck in the Sacrifice            Game by playing the Toleration Game? Point #4: Reversing the Frame   QUESTION: Where in your business will reversing the frame change the game for you? Point #5: Create a Life That Actually Matters to You   QUESTION: What are the top five things are tolerating inside your business - in front of and behind your chair - that if they became intolerable, your business would completely explode? Stay Tuned for Next Week's Topic....PRODUCTION

13 Feb 201851min