Issue link: https://www.ahpindiestylist.com/i/1498691
N ot a m e m b e r ? J o i n at a s so c iate d h a i rp rofe s sio n a ls .c o m 49 out what your numbers mean—what is your overhead cost; what are the costs of your shampoo, conditioner, products, and coloring. If you're not charging enough, there's no way you can pay your living expenses and your salon rent. Base your service prices on what you need to make—to thrive and not just survive. Then, when you start making a profit, don't spend it. When you're growing up, your mom always says to save for a rainy day—that's a real thing. IS: Now that you've had your business for a while, what are the perks of having your own place rather than being the employee? BS: You get to dictate the services you want to provide. For me, if it's not something I am truly passionate about doing, I don't do it. For example, I don't believe in hair relaxers. For years, I was forced to do relaxers even though I didn't like them. Whatever you have integrity behind, you can stand behind it as an independent stylist and you can explain why. I think a lot of times people want to be independent to make more money. Realistically, you're not going to make a lot of money right away. I've learned to not do it for the money. Do it because you love what you're doing. The money will come later. IS: You chose to specialize in luxury extensions. How did you discover you were passionate about them? BS: The first time I wore them was for my senior prom. I was never allowed to wear them before that. The extensions helped give me confidence, and I wanted to give that feeling to other people. When I first started my business, I was doing extensions for maybe $200. They would last my clients 3–6 months through social media and word of mouth—that's how I built my business. IS: We love your Instagram (@thebeautysmith). You have a way of combining inspirational quotes with tutorials. What advice do you have for other hair professionals who want to succeed on social media? BS: The inspirational quotes I post help me. When I first started, there were [many quotes I posted that were intended for me] to talk myself through it all. And honestly, the quotes were something for me to post if I didn't have a client that day. Then, on days when I had a lot of clients coming in, that's when I learned to maximize the content and chop up videos. I guess the advice I would give to people is: You have to show up to glow up. It can be so easy to compare your social media posts to others'. But post it anyway; you never know who's going to like it or who's going to be looking for exactly what you're posting that day. I would also advise others to try anything new that comes out—that's going to keep you tech-savvy and fresh. And a lot of times, whatever is new is what they're moving toward on their platform. Also, be intentional about each post. Really think about who you're trying to market to. Make sure it's hair- related, but make sure you throw some of your personality in there too. IS: In 2019, you made it to the $100K club. What advice do you have for others who are trying to get there? BS: Know your numbers. It was my biggest "aha" moment. I was operating my business for so many years based on what other people were charging in my area. But honestly, you have to figure and I was only seeing these people 1–2 times a year. I wasn't charging them enough. I also had too many services. I was doing anything and everything. But according to my business reports, my most-booked services were color and extensions. So, I removed everything else off my service menu. I wasn't generating income because I was spending money on inventory that was just sitting. I thought I needed to be able to do everything, but according to my business reports, my clientele loved color and extensions. So that's what I decided to do. IS: You have so much more confidence now than you did at the beginning of your career. How do you continue to feel that confidence? BS: It's really hard some days. When I first graduated and got my license, I was 19. I'm 33 now. It's easy to get really intimidated by the industry, comparing yourself to the younger people coming up. I've learned it's OK to like what I like and do what I do. If I stay in my own lane and excel there, that's important. A lot of my confidence comes from continued education [about the topics I'm passionate about]. One of the first salon owners I worked for said, "Honey, the moment you feel you know everything in this industry, just quit." This industry is constantly evolving. I've invested so much money in my education every single year since I've been out of hair school; I'm always trying to learn something. IS: You mentioned in your winning Indie Stylist of the Year entry that you want to share your knowledge with others. How do you plan on doing that?