E72. Why Your Retail Isn’t Selling (And How to Fix It Fast)

I need to say something that might annoy you a little bit…

You don’t actually hate selling. You just hate how it feels when you do it.

When it’s awkward… when it feels forced… when you can literally feel yourself cringing mid sentence because it sounds like you’re trying to push something onto your client… so you avoid it.

You don’t bring it up, you don’t lean into retail conversations in your salon, you just hope your clients will ask. And when they don’t, it turns into “my clients just don’t buy retail” or “no one can afford to buy retail products.”

But that’s not actually what’s happening.

What’s happening is no one has shown you how to sell retail in a salon in a way that feels natural. In a way that actually feels like you. In a way that builds trust with your clients instead of feeling like you’re pushing products or trying to increase sales in a forced way.

Because when it clicks, retail sales don’t feel like selling at all. It feels like you’re just talking. Like you’re recommending products as a beauty professional. Like you’re genuinely helping your clients get better results between appointments.

And that’s when clients start buying retail. That’s when your salon retail sales increase. That’s when your revenue grows without needing more clients or more appointments.

In this episode, I properly break down:
💋 Why your salon retail sales aren’t increasing
💋 What’s actually missing in your retail strategy
💋 How to sell retail products without being pushy or salesy
💋 The simple shifts that will help you increase retail sales in your beauty business

If you’re a beauty therapist, lash artist, brow artist or salon owner who wants to increase retail sales, boost salon revenue and feel more confident recommending products to your clients… this is the episode you need to listen to.

If you’ve ever thought “I hate selling” or “I don’t want to feel salesy,” I think this is going to completely change the way you see retail in your beauty business.

Are you looking to level up your salon in 2026? Every beauty business owner needs Beauty Business Foundation, this is the KEY areas you need to have a successful beauty business. Want to learn more? 

 https://beautybusinessschool.com.au/beauty-business-foundations/ 

Transcript

Welcome to the Beauty Business School podcast. Beauty Business School is proving beauty therapy is more than just a hobby. We're your new beauty besties, your partners in crime, your ride-and-die crew with a sprinkle of Regina George's confidence but none of the drama. Picture us as your personal cheerleaders, the BFFs you've always wished for as we tackle the beauty industry together. Beauty training taught you how to be really good at treatments, and Beauty Business School is here to teach you how to attract your dream clients by creating a beauty business that stands out in a busy industry, navigates salon owner life, and talks about the mindset shifts that you need to thrive in the beauty industry. It's time to become the CEO everyone is trying to marry. Let's get into the podcast with me, your host, Kimberly Howard. Have you guys ever had one of those days where there is just a song stuck in your head? Well, today, the song that's stuck in my head is, "If I had a little money, it's a rich man's world." Honestly, the way that I start some of these podcasts, it gets me. Like, it gets me good. Like, I really enjoy it. And if you guys don't, I apologize. But this is where we're at in life. Honestly, I am at my second podcast in. I was like, I don't know if you guys are going to love it or hate it, but I thought this would be like riding a bike. I was like, take two months off, jump back in, just start talking, and everything will be fine. No, no. I don't know if I've spoken about this on the podcast before, but a lot of planning goes into these podcasts. Like, I mean a lot of planning. And I'm sitting here with my notes, trying to not sound like a robot. And I'm like, I don't know if I'm nailing this, if I'm really honest, but I'm excited to be back. And at the end of the day, this audience is growing, so I can't be doing too bad,right? Right. We're going to roll with that. So for those who don't know, we have jumped from, on average, having 198 people listening to this podcast a week to 400. Yeah. I'm just going to sit with that for a second. Like, holy shit, guys. Thank you so much for making this little girl's dreams come true because never in my wildest dreams—I mean, actually, in my wildest dreams, like, I am such a big manifester. I'm such a big believer that, like, anything is possible. I was like, if I can get to 500 a week, like, that would be insane. Like, never thought it would happen. And then we hit it. Like, we hit 500 in one week, and I was like, that's possible? It has calmed down since then, but it's just really affirmed to me that, like, dream big. Dream really big. Dream bigger than you ever thought. Because now I'm like, what if 1,000 was possible? Like, what can we do in this industry? We mostly have listeners from Australia, some from New Zealand. The US and UK are beginning to build, but imagine if we took over the world, the things we could do, the people we could impact, the lives we could change. I just—it really excites me. I was talking to someone in my DMs this morning about it, and she was just like, you can genuinely tell that you love your job and that you love doing this. And I was like, I'm so glad because, you know, there's this little fear in me, guys. And I don't like speaking it out loud because I don't want to bring things into, like, reality or manifest, those sorts of things. But there is this little fear in me that someone's going to come for me and be like, this bitch, who does she think she is? And it would almost be warranted because I wasn't a very nice person in my previous lives,right? But I just believe that we all get to make a comeback and we all get to be those better people and we all get to change the way we see, act, feel in this industry. And that's why I'm here. Like, that is why this was created, was because I was the problem. I wasn't perfect. I made lots of fucking mistakes throughout my career, and I certainly will never put myself on a pedestal and be like, I'm better than anyone. I'm not better than anyone. I just—I share. And that's what I'm doing. I'm sharing our speakers with you. I'm sharing my knowledge with you. I'm so genuinely excited when people come into my world, which this week we've had seven new people join Beauty Business School. And I'm like, oh my gosh. Like, Beauty Business School is about to do its biggest month in business in February. Like, no, ever. But like, for February, I was like, whoa, hang on. And I took some really big gambles to be able to do that. And I, you know, I cut off revenue streams to be able to do that because if you want a business to grow, you need to be able to focus your attention and just to see the podcast grow, whether you are just not just listening, but whether you're listening or you're buying and you're in the community and you're working really hard and getting the results. I just am so deeply grateful. And I feel like I do say that a lot, but I don't think I say it enough. You are single-handedly changing my life and allowing me to bring to this industry the change that I was almost too scared to come in and bring. Like, my coach was like, imagine you can get on there and talk about emotional intelligence. And I was like, who the fuck wants to listen to me? The ex-industry bitch, talk about emotional intelligence. I can tell you there are definitely some people out there who are like, oh, hell no. But having all of you here listening and hearing my stories and my journey, it's changing my life. And I truly, truly hope it's changing your life. And I always get really emotional. Far out, I'm a silk. Actually, I'm going to share an insider secret with you guys. Okay. I recently was sent a screenshot about me spilling the tea. And someone was like, oh my God, she's always crying on the internet. True. True friend. I mean, can I even argue with that? Like, I literally saw it and I was like, I'm not even triggered because I do cry a lot. And I used to think, uh, from the littlest age, I was—I was a crier when I was a kid, got called Suhi Lala. You know, all of those things, I used to have so much shame around it. And now I'm like, no, no, no, I am a crier, but it's like my superpower. I love a good cry. I love showing joy through crying because forever I thought you could only cry if you're in the deepest depths of despair. Like, that's when tears came out. And I have really worked with my coach on not being ashamed of my emotions and being able to cry. And I just wasn't even triggered by this message. I feel like I want to do a whole podcast on, like, what do you do when someone sends you information about yourself? I'm like on the edgeright now of being like, scrap everything and I'll just talk about this, but I'm not going to. We're going to save that for another podcast. That means you guys have to come back. See what I did there? I've left you on a cliffhanger. But essentially, it's so interesting when someone sends you stuff about you. And I've really had to start saying to people, like, thank you for having my back and sending me this. But also, what am I supposed to do with that information? Like, am I meant to get mad? Am I meant to approach them? Am I—what am I supposed to do? Because I just—I think it happens so much in our industry, but it kind of just leaves you in this awkward position of being like, well, now I know someone doesn't like me, or they don't like that I cry. What do I do with that information? I'm definitely going to do a podcast on this. I'm so sorry to leave you guys on a cliffhanger. But like, we're just kind of catching up. And there's been so much. It's funny. I come out and I'm like, I'm the emotionally regulated baddie in the industry. And the universe is like, do you know what, bitch? We're going to send you 17 different obstacles and see if you really can handle them. How much emotional intelligence do you have? The 2025, the end of 2025, I literally got a message from Tamara Reid because I put something up and I was like, someone has the same business name as me and there's nothing I can do about it. And she just was like, holy shit, Kim, like, you really have been smashed this year. And I was like, yeah. What do you want me to do about it? Like, what am I supposed to do about it, guys? This is business. It's not going to not happen. It's not going to not come for you. And I just, yeah, I'm definitely going to do a podcast on this because I feel like I could honestly just keep going and be like, let me talk to you about how I handled last year because it was kind of cooked. And, uh, I'm definitely fried. Yeah. It definitely, it got me and it tested the edges of my emotional intelligence. But I reckon I came out the other side so much better, calmer, cooler, collected. I'm really proud of how I handled last year. And I've had many messages from people being like, how do you stay humble in those situations? And I was like, oh, it's not easy. I'm not going to sit here and be like, that was an easy thing to do. Because it definitely wasn't. Definitely wasn't. Allright. Pause that. I'm going to take notes on everything I just said. And we're going to do a whole episode on like, how do you handle industry drama? How do you handle when someone doesn't like you? How do you handle when people send you text messages and all those sorts of things about you? Because the more success you get in business, it doesn't have to be the same success. Like, obviously I have a very public profile at this point, um, which is so ironic to say. I got recognized, guys, in public. I felt like a fucking celebrity. I was like, uh, sorry, what? She's like, she did, she did call me Courtney and that's fine. I'm happy to take it. It's still a win. But she was like, are you counting on Courtney? And I was like, oh, Kimberly. She's like, oh my God, yeah, Kimberly. I was like, that's me. And honestly, I did lose my shit because I was like, that means that you're doing somethingright in your brand and in everything. So I think when you put yourself out to the public, the public is then allowed to scrutinize you. That's just how it is. And you're either going to love me or you're not going to love me or you're going to hear something about me. Like, maybe you listen to my podcast and you love me and then you go somewhere and someone's like, oh my God, I shot a hatchet and upshot a dick. Yeah, that's probably true. I can be a dick. I can be the best person you've ever met as well. I can be a positive ray of sunshine and I can have days where I am down in the dumps as well. I just think it comes part and parcel with the whole package. So that was my 10-minute off-tangent. Hello, I'm back. I've got so much to say and there's not enough podcast hours to put it into. So let's just get straight into the topic now, shall we? I want to talk to you guys about selling retail. I recently have one of my amazing students on this podcast and she was talking about how she went from $300 retail weeks to $3,000 retail weeks. And I just thought you guys might be interested in the actual how to do that. Like, what is missing in your current setup of your business that is not making you retail? And to all of my lash and brow girls who are like, we just don't have enough products. I call bullshit. You absolutely do. There are so many different things that you can put into your salon to sell. You just keep a very closed mind about it. So this podcast is for you if you hate selling retail. If you're literally like, it is cringe. It makes my skin crawl. Well, well, well, my friend. We need to talk about that. I'm going to fix it because it is one of the most powerful assets you have in your business for so many different reasons beyond making money. Okay. This is a big thing beyond making money. So if you hate selling retail, if you feel like you don't have retail options, if your staff don't sell retail, if you're experiencing any of these sorts of things, you're going to love today's conversation. And I have notes off to the side, but I'm like, I'm really trying to like not be a robot. I'm really trying more than ever before to show you guys, I'm a real person. I'm a real human. I'm still sitting in a sauna. I really like it. I really like it. So if you hear any like weird creaking noises every time I move, because my feet keep going numb sitting on the sauna with my legs crossed, it makes a little creaking noise and I'm hoping it's like traumatic haunted effects. Like a haunted beauty business podcast. I don't know if you guys laugh with me, but I crack myself up. Like I genuinely think I am one of the funniest people I know. Okay, let's dive into it. If you feel unawkward, if you feel salesy, if you don't want to push products onto your clients, I'm going to solve all your problems today. It literally is so much easier than you think. Now, I want to give you guys a little bit of a backstory on why I'm such an expert at this. One, really, really good at selling retail. I was a sales rep for such a long time. I don't know if you guys know that. No, you do know that. I worked for Alibaba and I was one of their head trainers, aka sales rep. We essentially demonstrate the product so you can buy it. And I used to set myself challenges in my classes. If you were ever in one of my classes, you might be like, oh shit, I'm giving away my secrets. But I used to challenge myself to pick one of the products that didn't move as well as the rest of the products and I would try to sell it. And I'd be like,right. So for example, we had an incredible product, which was green tint and purple tint. And I used to always challenge myself to sell the green tint, purple tint, and the graphite. I would not sell people like this product because I was like, oh, I want to move it off the shelves because it genuinely was a hidden secret. It was a hidden secret. I was like, if you like blue black tint, you're going to love black and violet tint. You're going to love green and black tint. You are going to love these. And you can color coordinate it with people's eye color. Like it will make their eyes pop so much more because the undertone is complementary. And people just didn't even realize this information. I was like, if you have gray hair, use graphite in it and it's going to help it like grab onto the hair better. Do an oxidant wash and it's going to open the pores of the hair or the pores of the hair. I just lost my brain there. I was like, that doesn't soundright. It's been a while since I've taught. Don't judge me if I got that wrong. But honestly, guys, this was the stuff that I would love to show people. One, it got them into different areas of our range, but two, I knew there were benefits to these products and I had fallen in love with them. And I was like, why is no one buying this shit? So when you think of retail, I want you to think of retail as a hidden secret or a problem solution. If you want to stand out in the industry, you need to be doing something different. So teaching people color theory in tinting was a really big thing for Alibaba. I don't say this enough, probably, and I'm going to give out Alibaba a little bit of a shout out here. I honestly had one of the best starts to my career because Alibaba had such an extensive range, such an amazing reach, that I was able to connect with so many people, to educate at a higher level from a very early, early time in my career. And what I realized by working with them was if you want to stand out, you have to have something different about you. There has to be something interesting about you. There has to be something in your product range or in the way that you're doing things that is different. And I honestly am so grateful for that lesson from them because I've led with that since then to be like,right, what, what makes me different? In an industry that was going with beige and, you know, lookingultra professional and having, you know, everything look so perfect and put together, I was like, fuck. Let's go unhinged. Let's be cheerleaders. It started as a joke. I literally was like, I'd love to be the cheerleader in the industry. And it just evolved from there. So don't be scared to be different in your retail, in what you do. I think you guys love these side quests. Always imagine like I'm trotting off to the side and I'm slowly coming back around the loop, back to the main story that we have for today. But honestly, such an incredible experience and made me very, very good at problem solution marketing. And that's essentially what we're doing here. We are solving problems for our clients. So the other side to this story that I really want you guys to know is when we went into product development, and don't worry, I'm not giving away Alibaba's secrets or anything here. I actually just genuinely think that this is so intriguing. But when we went into product development, and I was there when they made Alaplex and Elevate, there was so much research that went into that. There was so much time and work. You see a product come into the market, they've been working on that for a year, if not longer, years. It is always to solve a problem. Every single retail range is there to solve a problem. In this case, back in the early days with lash lifting and everything has come so far and there's new formulations, we were seeing people's lashes become really dry. And it was because we were drying them out,right? We broke down the disulfide bonds in the hair and then we restructured them. So as a result, it's a perm, dry hair. And this was a conversation that we kept being like, we need something that puts that nourishment back into the hair between appointments rather than just the treatment at the end of the treatment. The treatment at the end of the treatment. Um, you guys know what I mean. You know, the keratin-based treatment at the end. So we needed something that actually was going to solve that as a take-home product. And Otto and Zoe came out with this incredible concept of having day and night, where they had a mascara that would do the job, and then they would also have an oil that you could use at night. And it was tested so rigorously. It was, by the time it rolled out, I had so much faith in this product. I was obsessed with it. I knew that we were going to be able to sell it. I knew that people would sell it in their salons. That I was actually, I got it into my salon. I was doing lashes and I sold it out twice. And like twice and nearly a third time before it ever even hit the shelf. Why? Because I believed in it. I believed in it so deeply. So this leads me to point number one, guys. You have to love your product line. If you do not love, and I mean obsession-worthy love, your products, how can you ever sell that? And if you are a business owner and your team don't obsession-worthy love the product, I guarantee you they won't sell it. Don't get products in just because you're like, I need something on the shelves. I need something to sell. I need to make more money because it's just going to stay on the shelves. If you truly want to get to a point where you are selling retail consistently, you need to have a range that you love, that you believe in, that you are obsessed with, that you are getting on and you are personally using, that you are showing people the incredible results at every single appointment. And if you're not there, go back to the drawing board. Go back to your products. You may be able to fall in love with them. And if you do have a team, you need to educate them so well that they do fall in love with them. But truly, you need to go back to the drawing board. You need to look at your products. You need to review them. You need to fall in love with them. And if you cannot fall in love with them, let's say the results are subpar, you need to get rid of them. Honestly, you need to get rid of them. You have to be so in love with them. You have to trust the product. And if you don't trust the product, then I promise you, you're never going to move that product. So go back to the drawing board and find products that you believe in. Test products. Buy them. Spend the money to test them. And while you're testing them, get on your stories and show people you're testing them. Because then they're going to build trust in it because they're watching you test and try it as the expert. And that's going to help them be like, oh my gosh, I am going to buy this product when she settles on it because I know that she's tested it so much or the team has tested it so much. Trust me when I tell you, this is a really great marketing plan. Hey bestie, sorry to interrupt the episode, but we need to talk. How full are your booksright now? Let me guess. You've opened your dream beauty business, set up the space, stocked the tools, even made an Instagram and Facebook page. But now what? You took the leap and finally you're working for yourself. No more making money for someone else thinking, I could do this, because you did. But here's the tricky part. How do you get clients? What should you charge? How do you show up online? How do you pay yourself? Let's be real. Beauty school didn't teach you this, but you don't have to figure it out alone. That is exactly why we created Beauty Business Foundations. Your step-by-step guide to building a beauty business that stands out is in profit and attracts dream clients. If you're interested in joining, send me BBF on Instagram and let's see if it's theright fit for you. Now back to the episode. Actually, side quest. Oh, this is still relevant, but side quest of a story. The way that I sold out the product nearly three times before it even came in, and there was a minimum order of 12. I had a minimum order of 12. So this was, what is that? I don't know. I sold nearly 36 shit. No one do maths. No one, no one, no one fact-checked me on that. 36 soundsright. But honestly, the way that I did it was I had been talking about it. I was like, oh my gosh, I'm so excited. This is a new product coming. I helped, I helped development. I did. Like I was in the testing process. I didn't develop it. That was all them. But like I was able to be part of it. So I was showing them, I was showing them my results. I had taken a before photo of my lashes and then an after photo. And people were like, holy shit. And I was like, I know it's insane. It's so good. Um, and then I was talking about it constantly with my clients. And before you knew it, it sold. It sold us so well because I'd sold it before it ever came in. So if you're looking to market new products and you think you're going to get the product in and then just sell it, you're wrong. You need to pre-sell it. You need to word up all your clients. This is the marketing side of this. I think I've got that later in the podcast, but hey, we're, we're here already. And you need to make sure that you actually are putting it out there on social media, doing your lashes every single day, sending it in emails, being like, I'm so excited. Something is coming, guys, making it feel personal, making it feel relatable. And it will freaking sell. It will walk out the damn door. It'll do the selling for you if you love it. And I just, I think that that is such a skipped step of having product in your salon. You need to love it. So I'm sure by now you guys are all like, gosh, yeah, Alaplex, Elevate, Kim's selling me on it,right? Like you're like, oh wow, she's spoken about it so positively. Yeah, I integrated these stories for a reason. The reason is this entire time I've been selling to you, this entire time I have been selling to you, I am able to sell this so well because I'm coming in and I'm telling you stories. I'm connecting with you on a level that you can relate to rather than actually selling. I am coming in and saying, oh my gosh, I was able to help formulate it. I was able to see the results. I was able to do all these things. If you truly want to be a master at selling, learn how to tell stories. Learn how to take people on a journey. So when clients would come in and I'd have a new product in the store, or I would have a new product in my actual salon, when I say in the store, I used to be the sales rep. I'd go to like salon first and I'd teach there and stuff. So when we had new products come in and people walked through the door, they're like, how are you? I was like, oh my God, I'm so good. I've got the best thing to show you guys today. And I would gear them up straight away. And same with in the salon, people would come and be like, how are you? I'd be like, oh, do I have the tea for you? I'd be like, oh, I am ready. Because what are our salons for? They're for spilling tea. What if I have tea? And what if that tea is a new product? What if I've been testing something? What if I've been keeping a secret? And what if I'm letting you in a little bit earlier than I'm letting everyone else in? I'm telling stories. I'm getting you freaking excited. You're like, oh, I love Kim. She always gives me that little bit of something. Yeah, I do. But I'm selling to you. And you never see it coming. I'm actually quite good at this. I don't know if you guys have picked up on this. This is like a superpower of mine. So when you have a client come in, have a story ready. Oh my God, my mom's been using this and I've taken before and after photos. Say, you know, beforehand, she was absolutely just so ashamed of her lashes. She hated them. She would say all these things about them. And I was always like, oh mom. And I felt so bad for her. And then she started using this. And six weeks later, you won't believe the results. And show them the results. And they will be like, oh my God, that is amazing. Yeah, I know. And it's only, I don't know how much it is now, but it's only $35. Like insane. And it's going to last you three to six months. Oh my God, sell it to me. Take it. I'm, I'm done. I'll grab one at the checkout. Thank you. The worst someone ever said to me when I told stories and I sold like this was, uh, I don't have the money this week. Put one aside for me and I'm going to get it next week. And I was like, you bet your ass I will. Like I've got you. So this storytelling, selling, I was going to like try and come up with a cool word, then it just did not come out. But this story selling is just, it hits different. It hits so different. And I promise you, it works so well because people can genuinely connect with you. So make sure you have stories lined up that solve a genuine problem that your audience has or your clientele have. It needs to solve a problem. And if it does solve a problem, they're going to want to buy it. I don't know if you've noticed that I try to solve problems for you on this podcast, guys. And then I say, if you want the templates, you want to take this deeper, you need help with this. I have this incredible program called Beauty Business Foundations. Laaa, I've mentioned it. It's happened in this podcast. It's because I'm telling you stories. And eventually, yes, I hope you would join our world. But if you don't, there's still so much value in here. You still get so much out of it. I still position myself as the expert,right? And I always say it's a matter of time. Matter of time till you slide into my DMs, guys, and we become best friends. I very much enjoy it, by the way. So I really want you to have those stories. And I've already mentioned my next point in that last story. It's social proof. Social proof equals safety. Start showing as much social proof as possible. Like she sells seashells, by the way. Sure, guys. Today is a time to start. I really want you to start showing some social proof. Show the results. Show the transformations. The more that you show, the better. In fact, I want to give a little shout out to Taylor Small from Lash Art Master Street. Artistry. Oh my God. Master Street. Do I have to say Master Street? Artistry. Taylor. She's been on the podcast before, but I joined her program and one, there was a couple of key things that I really wanted to fill in gaps in my own knowledge, and I knew that she had them. And one thing I knew was social proof sold, and I was really good at it. I dribbled it in like a couple of times a week, and it always worked. But she was like, you need to ramp that shit up. And I was like, oh, really? Not doing enough? She's like, just ramp it up. You're doing everythingright, everything you should be. Ramp it up. So I did. And as a result, we had seven signups in a week,right? Like that was this week, but we have been increasing and increasing. The more social proof I show, I don't, there's no such thing as too much. Show all the results. Show them over again and over again and talk about it over again and over again. Have your clients do little testimonials for you, and it will absolutely change the game for you. So a little shout out to Taylor there. Thank you very much, my love. Oh, everyone's got a shout out today. Ali Bana, Tamara Reed, Taylor. Ugh, guys, I'm just, here I am. I'm going to have to tell them. I don't even know if they listen to this podcast. I don't even think Ali Bana listened to this podcast, but I'll be like, guys, I gave you all sorts of shoutouts in my shoutouts. What is happening? I'm not even going to stop or try and edit this. I am trying to be as authentic as possible on this podcast at the moment, and you're going to get all the things. Just remember, social proof regulates the nervous system, builds trust. The more, the better. Okay? Now, there are so many things I can teach you about selling retail, about how and when to put it into the conversation, but these are the key things I want you to sit withright now. Do you love it? Can you tell stories about it? And do you have social proof? And if you want to know more and you want the full strategy, we do have it inside Beauty Business School, but this should be enough to get you seeing results and changing things in your business. And that gets me really excited for you. Talk to everyone. Stick with this process. I promise you, it will be a game changer for you. And let me know. Come into my DMs. Tell me and say I tried it. And holy crap, this changed the game. And finally, if you haven't set yourself KPIs, targets to hit for your clients buying, set some targets because you probably are sitting there being like, I need to set, you know, I need to sell X product, but you haven't even set any targets. Are you looking at who's coming in for the day and being like, who can I sell what to today? Because that's even going to help you. Have you looked recently and been like, who is due to buy more product? Because that's a big gap I see. And this is all the stuff that I teach inside Beauty Business Foundations because it matters and it's a process and it's a strategy and it bloody works. And I've built my entire business on this. So let me tell you, I know what I am talking about and I know this will work for you. And that gets me really, really freaking excited. And with that, 10 minutes of me just chatting, off on a side tangent, and 20 minutes of you teaching, of me teaching you this, that is the end of today's podcast. I am so excited that I am back. The things we are going to do and see this year together, guys, is going to blow your mind. And that's a wrap on today's episode of the Beauty Business School podcast. If you love what you heard, don't forget to subscribe and leave a review. It helps us keep bringing you the best beauty biz insights and juicy industry tips. Remember, we're more than just beauty business besties. We're here to help you build a business that turns heads and breaks the rules. Until next time, keep shining, keep thriving, and keep showing the world what a beauty boss really looks like.