Sandi Glandt’s Secrets to Balance, Business & Burnout Recovery

Today’s episode is all about the crazies that have either found their way into your chair or who are trying to get on your books and into your chair…and what you can do about it. Danielle and Ani share more WTF salon stories and want to hear your “dude, you gotta hear what happened” stories, the crazier the better. Send them to ani@hairextensionsecret.com For Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..PRODUCTION Point #1: What’s the Lesson? No matter what industry you’re in, you’re going to have your share of crazy client stories. Danielle is quick to remind us, “If you have a ton of crazy clients, I want you to consider that you might be the crazy one.” When you do have those crazy clients, step back and ask yourself what you can learn from them or from the situation. Take a look inside your consultation process, ask yourself what you will or won’t tolerate, and look at your policies to see if you need to make an adjustment. QUESTION As you think back to some of your crazy encounters, what lessons did you learn? What have you fine-tuned or changed as a result?   Point #2: From Fucked Up to Fabulous…Over Time When you have a client with really fucked up hair and yet they want an immediate transformation, you’ve got to have some honest and hard conversations with them and share with them a realistic timeline which includes getting their hair to a healthy place along the way. The better the integrity of the natural hair, the more natural the extensions are going to look. When your client’s hair is fried and not in a good place, it needs time to recover. Over time, the look they’re going for will be achieved…and they will thank you for it. QUESTION What has been your experience with this?   Point #3: I’ll Do Anything A lot of artists are SO excited when they get an NBR lead – a $2k service – that they are willing to do ANYTHING. And they’ll take on clients they know they shouldn’t because they’re afraid to have a conversation with them. “I will tell you from personal experience that it will bite you in the ass!” warns Danielle. At the beginning of her career, Danielle would be so stressed out because she thought she had to service everyone…including doing toe waxing. “When you’re seeing a lot of red flags and you’re hitting a ton of resistance, that client may not be right for you. It’s ok. Don’t get so hungry and excited for a lead that, in the long term, could end up costing you more time and stress.” QUESTION Are you a people pleaser, a conflict avoider, or are you just so damn excited to get an NBR client that you’re willing to ignore all the red flags?   Point #4: Can You Be Bought? A salon hopper is someone who hops from salon to salon until they find someone willing to give them what they want, most of the time ending up with fucking shitty-ass hair because, ultimately, they refuse to listen to the recommendations of the artists. In the end, they find an artist willing to give in and compromise their standards. Danielle has learned from personal experience that it’s better to let them go. “We’re in the service industry so people think it’s almost a given that our time can be bought. There are certain people that cannot buy my time. It doesn’t mean I’m a bitch about it or rude, but more matter of fact: I’m a professional, here’s what I’m offering and what I’m willing to do.” QUESTION What are you learning from this conversation?   Point #5: Newsflash Color is SO important! The biggest no-no with extensions in before and after photos when you have one platinum color extension slapped in and it doesn’t match the hair. “We’re not in the 90s, we’re not in the day of Kelly Clarkson. You can no longer mix a dark brown and a platinum blonde. It just doesn’t work.” Coming up in 2020: Look for big conventions with Danielle and Ani and the training team, as well as smaller classes. For Mastermind only, Shadowing is officially opening up at DKW Styling Salon and the team of trainers’ salons as well. To receive all of the exciting news of upcoming events for 2020, go to bigmoneystylist.com and enter in your email. QUESTION What excites you the most about what’s in store for you inside of BMS? Quote of the Week: “Are you a people pleaser or a conflict avoider? I want you to consider that you’re not actually that nice, you’re just avoiding conflict and confrontation with your client. And then in the end, when you end up giving them what they want, it fucks you anyway.” — Danielle K White “Even if the client is sitting your chair, you can still deny them. Just like when people say they wanted to cancel their wedding but it was too late…you can be walking down the aisle and still cancel your wedding because it’s NEVER too late.” —Anianne Rivera

18 Juni 201934min

Salon life sounds like it would be so mellow but…no! It’s insane! It’s the most dramatic shit show you’ve ever seen behind the chair! And the ladies have the stories to prove it! Whether you’re part of salon tribe or not, Danielle & Ani want to hear YOUR stories – your crazy, inspirational, ‘what the fuck’ moments. Send them to ani@hairextensionsecret.com. Who knows? You may be one of the lucky ones who gets pulled in as a surprise guest on a future episode! For Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..POWER Point #1: Mindfucked & Overwhelmed! When you hear the world mindfucked, what does it mean to you? For Danielle, “It’s when your mind just shuts down and becomes paralyzed. And oftentimes, it means that you’re probably headed in the right direction.” For Ani, “It’s totally insane or out of this world. It also translates into business where you are at the point of I can’t fucking do this, it’s insane, crazy, out of my league, what the hell…” QUESTION How do you define mindfucked?   Point #2: Video Tips For Mom Danielle’s mom is in real estate and recently came to Danielle asking questions about videos & funnels. She’s been asked by her company to interview clients and feels a little weird about the logistics of setting up a tripod for the interviews. “The biggest mistake I see people make when starting to do videos and create more content is that they act too professional and stiff, which comes across as inauthentic – more like a CNN scenario than a casual conversation – which doesn’t allow your viewers to connect with you.” QUESTION What can you do to make your videos more personable and less inauthentic?   Point #3: The Funnel Game Danielle went on to explain to her mother the benefits of having a funnel where you provide “free content and value through video that helps people to get to know you and your personality… and where you ask for their email.” Danielle’s mother was intrigued – with an added dash of mindfucked, overwhelm, & lightbulb moments – as Danielle went on to describe in more detail the results of her funnels, as well as the ins and outs of creating and publishing video content – which happens to be a total game changer in the world of hair, initiated by BMS. QUESTION Have you started playing the funnel game yet? If not, what’s one thing you could begin doing today to ultimately create your funnel?   Point #4: More Than a Pretty Picture A lot of artists believe that posting a pretty picture on Instagram is all it’s going to take to attract business when it comes to their advertising. But the complete saturation in the marketplace tells a different story. Danielle: You can’t just have pretty pictures anymore…you CAN’T. People are more likely to come to you if they see a video of you and if they feel comfortable and confident with you. You don’t have to have a million fucking models on your Instagram anymore.” QUESTION What results have you noticed with the implementation of more content in addition to pretty before and after photos in your social media accounts?   Point #5: What’s Your Vibe? “I don’t care if someone is super chummy, but what I do care about is weird energy.” Danielle described an experience she had with an older artist in a different salon where “the outcome wasn’t bad, but I was so disappointed in her energy and the experience.” “On the other hand, I had someone blow out my hair that was super cute, she didn’t talk much, her energy was good, she was happy to be there…and the curls sucked ass! But I still tipped her 30%. I looked like Farah Fawcett but the girl had the best energy and I didn’t care what my curls looked like!” QUESTION What can you do to ensure that the vibe in your salon is on point? Quote of the Week: “Don’t let yourself get overwhelmed! Sometimes your content is going to be fuckin’ stellar, and other times it’s just going to be ok. But it’s better to be consistent than to not do anything at all.” — Danielle K White “You need to slow down to go faster. I swear to God, the faster you try to go some days, the slower it’s going to make you because you start jacking shit up!” —Anianne Rivera

11 Juni 201932min

Danielle’s guest this week is husband Garrett J White. They have a conversation about their backstory which segues into the topic of the saturation taking place inside of social media, as well as the importance of becoming an expert in your field while zeroing in on your niche. For Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..PROFIT Point #1: Business vs Platform Instagram is not a business, it’s a platform for distributing a message. That’s it. What is marketing? It is the distribution of a message.  Long before Instagram, the marketing and distributing of a message began…and it goes all the way back to Jesus Christ. He had a platform, he taught in parables, and he had thousands of followers who cared about and listened to him.  QUESTION How do you use Instagram to market your message?   Point #2: Tribe vs Followers As a marketer, just as Jesus, Buddha, and Gandhi were marketers, what are you chasing down? If you have 2.3 million followers but you can’t sell 36 fucking t-shirts, that’s a problem. You gotta wonder, who exactly is following you? This is the distinction between having a tribe of people who believe in you and your product and services vs having a band of followers. It’s also a distinction between getting paid or being popular. QUESTION Do you have a tribe or a following?   Point #3: Significance vs Results Danielle: More followers give one a feeling of significance. I think we hide behind feeling significant instead of getting results. If I wasn’t seeing results in my business, I wouldn’t continue doing what I’m doing. When I started seeing results, I started caring less about the social media following. You need a foundation AND you need systems and structures so that as you slowly build up your following, you look like a professional. You don’t need a couple hundred thousand followers, but you have to realistically look at your work and services and ask yourself if this is the best you can offer. QUESTION Are you driven more by the accolades of significance and popularity or are you driven by profitability?   Point #4: Threefold Game There’s a threefold game that has to be uncovered: celebrity, expertise, and authority. Expertise sits at the core, authority sits above expertise, and then you have celebrity. Across the game right now, many have skipped the baseline and the core of the game. They’re not actually experts and they’re not that fucking good. The internet has given you and I the ability to create a “celebrity” brand. But, even the bubble inside of the celebrity is starting to pop & fizzle.   QUESTION How strong is your core? Have you skipped that baseline and gone straight to the celebrity phase instead?     Point #5: Expertise & Niche   As the marketplace becomes saturated, what is your actual stand? How do you create a distinction in the marketplace and clarity for a client to be able to find their pathway directly to you? At the core, you must narrow down your expertise. Stop being a stylist and artist that delivers fucking everything to everybody. How in the world on God’s green earth could you be an actual expert at everything? QUESTION What is your niche? Where have you taken a stand? Quote of the Week: “Slow down, stop worrying about the social media numbers, and start focusing on how you can improve in some old school business tactics to retain clients.” — Danielle K White “You can build all the social credibility in the world that you want, but if you suck ass behind the chair and you can’t get it done, you must make a decision: am I committed to being profitable, or am I committed to being popular?” —Garrett J White

4 Juni 201937min

While in Vegas for the weekend celebrating Danielle’s 36th birthday, Garrett & Danielle have a conversation around this topic of toleration & standards and discuss ways in which you, as an artist, can raise your standards. For Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..PROTECTION Point #1: Tolerating Bullshit Toleration is what you accept to be as true. The challenge of being a business owner or hair stylist is that most of us have been taught, trained and educated to tolerate a whole bunch of shit that doesn’t make any sense, things like working 14-hour days, six days a week. Your bank account is a reflection of your skillsets & mindsets as a business owner and as an artist. Consider that you are not setting yourself up to the standard of what your artwork could be because you’re not doing what you really want to do. Instead, you’re settling. QUESTION As you step back and take a look inside your business, what bullshit are you tolerating that you must stop? Point #2: The Artist is the Prize Danielle holds herself to a very high standard as she paves the way for and leads artists. “I have very little tolerance. I’m very professional and, as the expert, I do not allow clients to dictate to me how I do their hair. As a result, clients trust me.” It all comes down to trusting yourself and not feeling awkward and weird about the experience with your client, and not thinking that you have to please them. There’s always this balance between making the client happy and creating conditions in which you, as the artist, win, while delivering your art at the most amazing level. QUESTION How do you see this spilling over into your personal life? Point #3: What Are You Tolerating? Tolerating means there is something going on that you don’t like or necessarily agree with but that you’re not doing anything about and not confronting. Most artists tolerate conditions or people because they don’t want to collide with anyone. Consider that your bank account and your business are a reflection of the level of tolerance that you have for the behavior and the results, both in your salon and for yourself, and that the reason you tolerate so much bullshit is because you hate the idea and the action of collision. QUESTION What are you costing yourself by not doing the things you know you need to do? Point #4: What’s Your Value? You tolerate what your standards are. When you let your standards slide, then what you tolerate slides. This comes back to the value or lack of value that you place on yourself. When you lack value in yourself, you will tolerate high levels of bullshit because the level they tolerate is equal to the standard that they hold. What happens inside of this is, the artists get angry at other artists who have chosen to not tolerate, who have chosen to raise their standards, and who expect & demand more out of their business and out of their life. QUESTION What exactly are your standards? What could you be missing out on by not holding yourself to a higher standard? Point #5: Raise Your Standards If you don’t hold the standard that spending time with your spouse is important while building your salon business, then you may tolerate all kinds of clients whose business takes hours of your time in exchange for pennies. Danielle: I believe we hold ourselves hostage by what we believe is possible for us. The industry standard is that we work 24/7. What about setting your own standard regarding how much and how often you’re going to work? QUESTION What is one thing you could change this week that would raise your standards? Quote of the Week: “In order to change what you’re actually tolerating, you have to raise your standards, which means the first collision that you’re going to have is not with your client, it’s with yourself.” — Garrett J White “We create stories in our mind of what’s possible based upon our tolerance and our standards.” –Danielle K White

30 Apr 201921min

Welcome to the Big Money Stylist Podcast with co-hosts Danielle K White and Anianne Rivera. The conversation inside this week’s episode includes the importance of taking a stand in your life and also explores the ten top reasons why people don’t start something (business or project) even after feeling inspired to do so. In Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..Power Point #1: SELF DOUBT Ani: When it comes to a dream or idea that you’ve always wanted to accomplish, it’s so freaking scary that instead of immediately thinking ‘I got it’ the first thought is usually ‘I can’t do that!’ When Garrett suggested to Danielle that she start a brand, what initially held her back was that the idea of a brand didn’t even live in the realm of possibility for her. “I could be inspired by others but never once considered it for myself.” QUESTION In what area of your life do you tend to experience the most self-doubt? Point #2: I DON’T HAVE TIME Danielle: The lazier I get, the less I’ll do, but if I’m super busy, the more likely I am to MAKE time. The thing is, there’s always time; it’s just a matter of prioritizing what to choose to do with that time. It’s a matter of consolidating and prioritizing and deciding what will push you forward, and what you value the most. As professional businesswomen with massive amounts of responsibility on their plates, Danielle and Ani have chosen to prioritize their life to include the things that are most important to them, including family time and time for themselves. QUESTION What can you do to prioritize your time in order to make room for what’s most important to you? Point #3: WHERE DO I START? When you’re beginning a project or wanting to start a business, it can seem so overwhelming in the beginning as you think about everything that you need to do, which stops many people from moving forward. And many women think that committing to something will take time away from their children, which is the opposite of what they want. Ani: Just because you have children, it doesn’t mean that you have to be with them – or that they even want to be with you – 24/7. Danielle: You can commit to being a mom AND doing something else; it all comes down to a choice. QUESTION What have you been considering doing as a mom with kids but have been putting it off? Point #4: TARGETS & PASSIONS Danielle: If you look at the big picture, which is a year’s worth of goals and targets, you’ve got to remember that you’re not going to accomplish these in a week. If you think that way, you’ll go nuts. The key is creating calendars and then setting realistic goals and targets each month, one week at a time. Ani: A lot of people have these big ideas and dreams of things they would love to do. But if it’s not your passion, that’s going to make it a thousand times harder. I’ve been here for eighteen months and yet it feels like I’ve been here for five years. The more moves you make – and the quicker you’re willing to make them – the faster that timeline moves. QUESTION What is one thing you can do today to begin creating realistic targets towards your dreams? Point #5:  LACK OF CONSISTENCY Throughout their careers, both Danielle and Ani have learned that staying consistent has been the key to their success. The thing to remember though is this: when you’re starting out at something, you’re going to be shitty. That’s just how it is. Danielle: It’s hard to be passionate about staying consistent when you know you suck at what you’re doing. But it’s through consistency that, over time, you realize how far you’ve come, eventually becoming an expert in your field. Don’t underestimate the small consistencies on a daily basis that ultimately can create huge wins in your life. QUESTION Where in your world do you lack consistency? Quote of the Week: “Don’t underestimate the small consistencies on a daily basis that can ultimately create huge wins in your life.” —Danielle K White “You just have to make a decision. Are you going to let these reasons hold you back? Or, are you going to acknowledge that you have no idea how you’re going to accomplish your dream… and then ask yourself, ‘What’s the first thing I need to do?’ Do that. Then take it step by step.” –Anianne Rivera

9 Apr 201930min

Welcome to this episode of the Big Money Stylist with your hosts Danielle and Ani who can hardly contain themselves as they share all of the new things happening inside the beautiful world of BMS and NBR. They also engage in an in-depth conversation about the role of egos and the slippery slope of entitlement. In Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..Power Point #1: ISLA The unveiling of Danielle’s much-anticipated hair line, ISLA, is just around the corner and is only going to be available for the students inside of BMS Mastermind. The quality of the hair is top-notch and has been tested and rested by Danielle herself to ensure quality. It’s also going to make an artist’s jobs easier. There are twelve essential foundational colors where everything is pre-rooted, pre-toned, more grams per weft, and less silicone. In laymen’s terms, it’s the best of the best. QUESTION What are the issues you’re having with the hair currently available to you? Point #2: Get Off the Fence The doors of BMS (Natural Beaded Rose education) are closing in April for the rest of 2019 to any new students, so if you’re on the fence, now is the time to take action. Among the other benefits of being a student, with the shortage of hand-tied hair, not only will you have access to ISLA, but you will also get it at the wholesale cost. QUESTION Where are you in the qualification process? Point #3: BMS = Business, Marketing & Sales BMS is the acronym for Big Money Stylist but some students inside the program are referring to it as Business, Marketing, and Sales. “Everybody has a preconceived notion about what is possible to make, or where they need to live in order to make this work,” but BMS blows the lid off those stories. Ani: One of our platform artists who works five days a week, has one employee, one assistant, 2-3 chairs, and a tiny salon did $75k of her own sales in February. QUESTION How has your income changed since incorporating NBR and BMS into your business? Point #4: You’ve Been Declined In order to be admitted into BMS Mastermind, one of the requirements is to fill out an application, each of which is individually read by head trainer, Ani. She’s the one who gives either the stamp of approval or the letter of denial. Grounds for denial include: 1-you are not currently licensed 2-you’re currently not doing hair or 3-how you respond to the questions. While it might be perfectly natural to have the thought that you already know all there is to know about hair and business, placing that on an application is not the way to get your foot in the door. QUESTION Inside your world, what has been your experience when you have had the attitude of knowing it all? Point #5:  Show Me the Money As an artist inside a salon, if you find yourself at a crossroads and are trying to do things differently, the best way to approach your boss is to show them the numbers. Don’t just tell them your vision, SHOW them the numbers and the potential. In the long run, egos and entitlement can only serve you to a certain point. If you’re that person that says it’s not possible to make “that kind of money,” you’re selling yourself short. If you don’t have an open mindset, that leaves you stuck in your beliefs of what you think is possible. QUESTION How has expanding your vision of what is possible opened up your world? Quote of the Week: “As business, hair, and marketing evolve, you also have to evolve if you want to keep up with this game.” —Danielle K White “Our artists are having massive results, ranging anywhere from $10k up to $75k per month!” –Anianne Rivera

26 Mars 201940min

The White’s are in the studio this week having a conversation about the importance of clear communication and framing as an Artist, especially within the elite luxury experience of Danielle’s creation, Natural Beaded Rows. *This is an encore presentation of a previously recorded episode. Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..PRODUCTION Point #1: The Bigger Picture In 2010, Garrett was the man behind the camera filming Danielle’s first educational videos for the Natural Beaded Rows Extension method she created. While editing her first video, the thought of “Who do you think you are?” entered Danielle’s mind, which thought was quickly replaced with, “You have no idea how many people this is going to impact.” QUESTION Where did your journey begin as an artist? Point #2: Clear Communication Artists have to powerfully communicate with clients what they’re going to do before the appointment begins. As an artist, you must own that you’re the expert. It’s your job to lay out the facts and the outcomes so the client knows exactly what to expect. QUESTION How do you set yourself apart as the expert? Point #3: Framing Inside of Seduction Framing is the reality when it comes to seduction and assisting people to make better decisions. It’s the ability to put a particular story around the way someone views something. What framing does is create for the individual who is going to buy from you price elasticity. Our story about what we’re going to pay for something opens up and actually becomes something bigger because of the new frame. QUESTION How are you framing the experience your clients receive? Point #4: NBR is the Bently of Extensions When you’re dealing with high-end services, you’ve eliminated 90% of the marketplace. Let them go somewhere else. When we talk about Natural Beaded Rose, we’re talking about a luxury product that helps people change the way they see themselves. QUESTION What elite experience do you provide for your clients? Point #5:  Communication Equals Cash The conversation of power inside of a frame of elite services exists when the client is in the chair, but they’ve already moved themselves into that place. Pricing and communication become simpler because you’ve already been communicating the value of that service from the very beginning. QUESTION What can you do to improve the way you communicate with your clients about the services you’re providing? Quote of the Week: “What framing does is create for the individual who is going to buy from you, price elasticity.” –Garrett J White “When you have a niche or specialty, you can get away with charging a little more. Part of it is because you’re an expert in that niche.” –Danielle K White

12 Mars 201928min

Admittedly different than most in the hair industry, the dynamic duo of Danielle K and Garrett J White bring a little spice to the table, a different flavor to the mix, and together, with their artists, deliver up BIG results. They’re turning the world of hair upside down and couldn’t be happier about it. In Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..PRODUCTION Point #1: Slave Behind the Chair With his background as a PE teacher, many have questioned Garrett’s involvement in the hair industry. Yet, when you’re married to an artist as he has been for the past 15 years, you see first hand the challenges the hair industry presents. Garrett recognized that even if an artist becomes world class in their artistry and abilities, they remain chained to the chair due to their lack of business know-how, which is NOT taught in hair school. QUESTION What have you been led to pursue even though it was out of your scope of study or training? Point #2: What’s Driving You? After Danielle finished hair school, she wanted to find a solution to her “crappy hair,” which began her journey into the world of hair extensions. Along the way, she had to figure out how to be a better businesswoman. What drove Danielle, in the beginning, was her passion for hair and problem-solving. She attributes her business success to loving what she does, sharing it with others, and delivering up great results in the form of transformation. QUESTION What is the driving force behind your success? Point #3: Addicted to the Craft When artists step back and take a good look at the big picture, more often than not, they realize they’re not making as much money as they thought they were. In many cases, they’re quite shocked by the reality of their situation the facts and numbers are painting. Danielle: I realized, like most artists, that I was working a ton and wearing myself out. I was not detail-oriented nor was I doing my numbers. I was, however, addicted to the craft, to the transformation, to the money. QUESTION Where in your world are you running yourself into the ground because of your addiction to the money, the results, or the craft? Point #4: Raising the Bar The changes inside of BMS in 2019 are results-driven; they’re creating an environment of elite artists with sustaining and lasting results who are dominating in the hair game. The Road to BMSCON4 in November 2019 has benchmarks along the way that every artist MUST complete in order to attend, including six months of training and pre-requisites, as well as a financial commitment. “Gone are the days of going home with another piece of paper that you can hang on your mirror and nothing happens.” QUESTION How are you leveling up your game? Point #5: The 7 Problems Artists Face Garrett: In the beginning we launched NBR training but then we saw a bigger problem: it’s one thing to learn the NBR method, it’s another thing to build a business that works and ultimately fulfills the three pillars of BMS: work less, make more, love your life. Each of the 7 Problems that Garrett identifies has an opposite to it, which is what their students are experiencing inside of BMS. “The game I play is results. That’s it. The real commitment is assuring our students have a shot to get results.” QUESTION As you step back and take a look at your life, what are your results? What actions are you willing to take if you’re not happy with the results? Quote of the Week: “Most artists are completely and utterly stuck in a rut. The only difference between a rut and a grave are the dimensions.” –Garrett J White “The more business savvy we become, the more we can love the art and the hair; the more we can create that balance and lifestyle that we’re looking for, which is ultimately how to win in this game.” –Danielle K White

26 Feb 201938min