Esthetician Podcast; Business tips for Beauty professionals

067: From Solo Esthetician to Sales Rep: How to Grow Beyond the Treatment Room with Kelly from Dermalogica

• Kari Jo

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Skincare industry veteran Kelly shares her 16-year journey from esthetician to sales representative at Dermalogica, revealing what the job really entails and how spa owners can maximize these valuable relationships.

• Sales rep careers require passion, industry knowledge, and planning abilities
• No two days are the same when managing territories across multiple states
• Sales reps aim to support business owners, not just take product orders
• Schedule regular meetings with your rep and don't wait to ask important questions
• Keep retail products in stock rather than dropshipping for best client experience
• Top retailers consistently discuss products throughout the client journey
• Offer clients options to "walk, jog, or sprint" toward their skincare goals
• Plan seasonal promotions months in advance with your rep's guidance
• Sales reps have access to your purchasing data to help set strategic goals
• Building relationships with reps gives you access to free education and resources

Reach out to Kelly on Instagram to learn more about the sales representative career path or how to maximize your relationship with your current skincare rep.  IG: @kellydermalogica.  FB: Kelly Dermalogica




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Links You May Want to Check out:

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Check out Kari Jo’s courses here https://esthelaunchacademy.com

Kari Jo Patterson:

Welcome to the Esthetician Podcast, where passion meets prosperity. Your host, Kari Jo Patterson, transformed from a solo esthetician into a successful business owner, achieving ultimate time and financial freedom by the age of 38. Kari is the author of Fearless Prosperity, empowering estheticians to build their empire and achieve financial freedom, and the creator of the Empire Growth System for Estheticians. Get ready for some empire-building wisdom Now. Welcome your host, Kari Jo Patterson.

Kari Jo Patterson:

Have you ever wondered what it's really like to be a sales rep inside the skincare world? Or maybe you've seen a rep that walked through your spa with their branded bags, their glowing skin, and thought, dude, how do I get a job like that? Well, today I have brought on Kelly, and Kelly was actually my sales rep when I owned my company, before I sold it. And she is here. She is going to spill all the tea. What does that job look like? How did she get into it? And on top of that, guys, she is a sales rep, so she knows best how to utilize herself and how to, and so she's basically going to break down for all of us how we can best use our sales rep. So let's jump in today.

Kelly :

Thank you so much for having me. I'm a fan and I listen to all your stuff and I read your book and I do the things, so this is great. I'm also really just excited to be here.

Kari Jo Patterson:

Yeah, oh my gosh. So I? The reason why I brought you on is because I, when I was thinking about it, like there are so many estheticians out there that are so interested in becoming Cells Reps. Do you know what I mean? Especially because, like some of them, I feel like in the group chats I don't know if you're ever in there, but in the group chats I see estheticians that are like they're struggling slow in the treatment room and they're like I think maybe I could do like a sales rep on the side, Like, and I was like let's dive into it, let's learn about what a sales rep role actually is. Right, they do so, give us the goods.

Kelly :

Yeah, give us it all right.

Kelly :

Well, I think, if you're looking for something a little bit more, this industry not just in the realm of business consultants or working for a brand, or working for a skincare or hair care or whatever this industry provides so many opportunities for us, and it's just about kind of knowing the direction of where your passion grows.

Kelly :

Because I do think that, in order to be successful, whether you want to stay in the treatment room forever, whether you want to manage a salon of 500 people, whether you want to be on the sales rep side or be an educator, you do have to be passionate. You have to be passionate about exactly what you're doing, and that is where it all starts. So, whether you're just getting started in the treatment room and you know, because that's what happened with me is I knew that I wasn't always going to be a service provider, so I was always looking at what does that look like for me and what are some of my opportunities, and so that, I think, is the first step for anyone is to figure out where they want to see themselves grow.

Kari Jo Patterson:

Yes. So how did you end up going into doing the sales rep? Was it like something that you dreamed about, like like that's where I want to go, or did you love the brand, or how did you get it?

Kelly :

Yeah, so well, honestly, my industry career kind of started at 15 because I worked for my sister's salon and I saw how much she loved it and of course, there was a part of me that was like I'm not going to do what my sister does, I'm going to do something different. Well, jokes on me. Because I went one year in college and immediately quit and went to cosmetology school. And during my time at my sister's salon because I ended up working for her through college and stuff like that I met a lot of sales reps, I met distributorships, I met people who work directly with brands and I was just kind of there. I wasn't necessarily a big part of the salon at 16. But I saw it, you know, and I interacted with them and that ended up coming full circle because, after being behind the chair so I graduated with a cosmetology license in the early 2000s and then I was working at a full service salon in spa doing all of the services and I loved it, you know, and I loved every part of it. The other side of that that I loved is that we were a level system salon and it used to be called KRS, because my cosmetology school also was a KRS school and so I loved that. That was something that I dove into. That feeds right into my A style brain of like I want to track every service, I want to track everything, and so that kind of always spoke to me.

Kelly :

And then full circle moment is when I get a call from one of those sales reps that I met at my sister's salon and she said, hey, I'm now the district manager. It was aerial company, then it's now known as Cosmoprof and I have an opening. I don't know if this is something you've ever been interested in. And I was like, okay, give me a day to think about it, because I was always kind of interested, just like everybody else. What is it you do all day? So I took that time and I asked her those questions and I got to say, thinking back, she took a shot on a really young kid, 23-ish, and it was my first outside sales job and working for a distributorship, you do all the things and you know a little bit about all the brands and so when you start working with brands you find out really quick like maybe working directly for a brand is what I want to do.

Kelly :

So I was always looking for those things and I didn't know if that meant, you know, writing along with those distributors I don't know if anybody has ever experienced that where they have their regular consultant come in and then they have a representative from that hair care line or skincare line along with them, you know, just sharing some information and things like that. I didn't know if that's what it looked like. So I was always kind of looking and then the Dermalogica job came across. Monstercom I don't even know if that's still a thing that ages me Came across because that's where I was looking for gigs and I applied and then the rest is history. I've been with the company now 16 years. I was in the business consultant role for 15 and a half and then now I've transitioned into the district manager role for the last five-ish months. So it's been a ride and I've loved every bit of it. Yeah.

Kari Jo Patterson:

Yeah, wow, yeah, there's so much that I want to dive into on all of that. How hard is it nowadays to get in working with a brand and being a rep for them? Would you say it's pretty hard nowadays or do you feel like it's? You just have to network, know the right people, like you did?

Kelly :

Yeah, both both, I mean, I think just like anything, you know, I have friends who are in insurance and in all the other things and a lot of times it does come down to who you've networked in, because needing to know some of those job jobs are coming available or jobs will be available or knowing somebody that's hiring is key.

Kelly :

I mean we have things like LinkedIn that have made things a lot easier but I think it is a little bit harder to get in directly with a brand because now that I've been replacing myself my business consultant self, getting in on that hiring process, you do learn that it is definitely difficult. And working directly with a brand we do want some outside sales experience prior. So, looking for your first gig, it might be closer to a distributorship where you do do multiple brands and do some of that, but yeah it's a little bit more difficult.

Kari Jo Patterson:

So when you're looking to replace someone like you and your job are you like looking at people that you know you worked with is? Are you reaching out to them, or do you have just like applicants applying and then you're looking, or is it both? Yeah, so.

Kelly :

I'm lucky enough that at Dermalogica we do have recruiters that work for us, so some of that was off my plate Right. But then as I got to know and actually the person that I ended up hiring, she used to work at Dermalogica prior and it was somebody that I knew. So again, it was a networking thing because she reached out and wanted to ask questions before she even applied. So it's it's kind of it's kind of one of those things. But we had a lot of it's never easy because we had a lot of really good applicants and it came down to I had a couple through the last final things and it was a difficult choice Because you do need them to be ready to take it on but also have a little bit of experience in the industry.

Kelly :

Because if you can imagine, put yourself back into the spa owner side side, if you had somebody that came in and they had sold insurance for their entire career and this is their first step into the salon, not so sure how that would roll Right. So it's about kind of balancing all of those things out.

Kari Jo Patterson:

Yeah. Well, there are like two different conversations we're going to totally hit today. You tell me what one you want to hit first. So I think we could talk about because I'm actually interested in like what does your date actually look like? Yeah, like what?

Kari Jo Patterson:

do, you do.

Kari Jo Patterson:

On the other side. I am like, well, you work one-on-one with a bunch of salon owners and you know just, it doesn't matter what industry you're in, like you always have the bad clients. Not that they're bad, do you know what I mean but they are like, oh, they're like so difficult. And so I'm like we could dive into that and we can be like what don't we know? Like what? What makes you a better salon owner? What do we need to know? Secret wise yeah, it's a solid question.

Kelly :

So let's start with the day to day, because sometimes I think the day to day is misunderstood, you know, I think that you know. Sometimes I think that they they don't realize how much planning goes on into our day to day, our week, our month, our quarter, you know that kind of thing. So, day to day, the best thing about it and one thing that I love about it is it's different every single day. You do not have two days that are the same. You are always working with different types of businesses. You're working with different types of owners. You do have to learn to work with different personalities, with different styles of running a business, because there's a lot of different ways people go about things you know, yeah, yeah Like you were a planner.

Kelly :

you wrote things down, you planned it out, you visualized what you wanted and you saw the end goal and then you worked your way backwards.

Kari Jo Patterson:

Am I right? Like that's kind of how your brain works?

Kelly :

Yeah, you worked backwards, yes, and so many people are kind of the opposite. They're kind of like in the now, and what do I need to do today to keep my doors open, sell enough product, keep my employees happy, whatever is kind of their pain point at the moment? Sometimes they're working more day to day or week to week. So you do have to kind of meet them where you are, so you do have you're going to. So I was a morning person Not everybody is quite a morning person but I was out the door by eight, eight, 30, kind of at the latest, and so before that I had prepped for my day, I had gotten my folders together, I'd gotten my product, I got all these things ready to go in the car.

Kelly :

And then that part varies, right. Maybe it's an hour to my first one, maybe it's two hours to my first meeting, and then you're working that area, you're working that area for the day, right? So if I could ideally have my first visit at 10, that was wonderful, and then I built my day around that. So you have to kind of plan where you're going. And since I covered I didn't say this in the beginning, but I covered Iowa, nebraska and Minnesota, so you are being strategic on where you're going. Are you ever home?

Kari Jo Patterson:

Yes, believe it or not, I am home. So if you are covering so many, how many like are you traveling all during the week? Are you staying at hotels? What are you doing Sometimes?

Kelly :

sometimes. So I did it where I was gone a max of one night per week most weeks. And then there was one week of the month that I usually had to do about two or three when I went up to Minnesota, cause that one was a little bit further of a distance. And I added that in the last year, before that, I didn't have it. So it was kind of a learning situation for me too. It's like, oh my gosh, I added this whole other area, I got to figure out how to navigate it. So so on average I was gone, you know, one to two nights a week, but then I would still do day trips where I would drive out two hours to my first one and then maybe work my way back or work that area and then drive back.

Kelly :

So it all varies and in these jobs, whether you work for a dermatologist or you work for skincare or hair care, that varies as well. But we have definitely seen a trend in this industry where the territories are getting larger, so your reps are getting stretched a little bit more thin, and that is something to think about when you were working well with your, your rep, you know, with any company, because there are reps out there that cover more than what I just mentioned. Some of them cover South Dakota along with that. Some of them cover Kansas, down to Kansas city, um, along with that as well. So it is not unusual to have that big of a territory anymore. So what?

Kari Jo Patterson:

is your goal? I mean, like, are you trying to sell the product to estheticians? Are you trying to help salon owners? I mean, is it both? What is the ultimate goal of what you're doing every day?

Kelly :

Both and all the things. So every single again, every every meeting is going to kind of vary the more you get to know. And this is where my advice to some estheticians is going to be to like build a relationship with your consultant, because they don't know how to help you if you don't let them in a little bit. So if you talk to them about your pain points and things that you are trying to grow, they will strategically help you with things that the brand can do in that same topic. Right, so I might be talking more product knowledge to one esthetician, because that's what helps her sell the product better or build her back bar up, you know, is having more one-on-one conversations about product knowledge. The next person it might be they really don't understand marketing and they need marketing ideas. It's just where they get caught up in in their head. So we might be strategically talking about hey, this new product came out, it's going to land with you on the 15th. How are we going to strategically introduce that to your clients? And that's what they need.

Kelly :

Help with Others. You're working with a salon and spa owner that has five estheticians at the spa and you're just talking about how you're going to get them educated so that they can build their clientele base, because all of those things work into the ultimate goal of them supporting your brand. Because if their estheticians are successful, if they're busy, they're selling more product and you're selling more product to them because they're reordering Right. So it's all kind of full circle. And that's the strategy I've always kind of had is just having a full circle, big picture inside salon and spa.

Kari Jo Patterson:

Yeah, so what are? What's the best way to use your rep then?

Kelly :

The best way to utilize your, your consultants, are to make sure that you're meeting with them regularly, even if it is a phone call. If you're too busy and you want to maybe do a quarterly in-person, make sure to schedule something with them for a phone call or a Zoom call. Now that we have Zoom, I mean, it's really easy to be able to do that with them. Getting on their books is important, and I'm not saying that they forget about you intentionally. It's their day gets pulled away from them pretty quickly and so instead of getting to you that day, they might not get to you for two days. So, just getting on that regular rapport, I would also say, like, ask the questions you need to ask. Don't wait until you're meeting with them.

Kelly :

I think that I saw that happen a lot where, which is great, because then you had things to talk about, of course. But then when I would come into a spa and I would find out that they held these questions back for three weeks because they saw me four weeks ago, I'm like, oh my gosh, you should have just emailed me, because then you could have hit the ground running with this new product. So, like, never hesitate to lean on them, you know, utilize them. We're here to support your business. That's really the goal, and I think a lot of times when they think of us, it's like, oh well, I don't want to bug her because I don't have an order or I'm not going to do inventory before I talk to her, so I don't want to bug her with this. But honestly, our job is to support you as business owners and estheticians and make sure you're successful. That's what's going to make us successful is being a part of that.

Kari Jo Patterson:

Yeah, I love that. I didn't. You know. I think you're totally. You hit it now on, cause I think when I started I was like well, I don't want to bug her, I don't. I think of you as like I just have to purchase an order. She doesn't. You know what I mean. And that is like I yeah, I definitely see how that could totally stop somebody from doing it.

Kari Jo Patterson:

Because I think you're right, I think if you have a product line, don't you want to be fully educated in that line and know all the new things, the greatest things, like learn all of it? And the only way to do that is if you take initiative and if you're covering such a wide area and you're not trying to be seen by them you know what I mean Like you are going to get the attention. I think sometimes estheticians expect that their reps are going to like do all of the work, but I like how you're like, no, I'm going to put myself on her schedule instead of waiting for her to come find me. I'm going to be like okay, when are we going to talk next? When are we going to do our next education? Whatever it is planning, whatever, let's book it now so that I.

Kari Jo Patterson:

I love that. That was like such good advice. What do you see that like cause? Oh well, actually I'm going to come back to that question. I just had a phone call just the other day and I get this all the time and I'll tell you mine. But I want to know what yours is. I get asked all the time Well, I just do drops shipping. What do you think about drops shipping? That's what I get asked all the time. I want to know your response and then I'll tell you mine.

Kelly :

How much time did we? No, I'm just kidding, yeah. So that is a tricky conversation. I understand the philosophy and why people are interested in it. You know, not having to have inventory, I get all of those points right. But then when I think about the shopper and I I'm sure you do this too I read up on, like how people are shopping, how women are shopping, what the beauty industry is doing and, knowing that back knowledge. People are instant gratification shoppers. We have to supply them while they're there.

Kelly :

I hear often, well, my client purchases from XYZ. My person goes here and they don't purchase Dermalogica. They go here and my first question isn't about what. Xyz. My person goes here and they don't purchase Dermalogica. They go here and my first question isn't about what XYZ place is doing, what their loyalty programs are, anything like that, what discounts, whatever? My question is is why are they leaving your service after all that time and not leaving with product?

Kelly :

I know that's a generalized way to look at it, because things happen, life happens and they stopped by somewhere or whatever. But we need to make sure that we're providing that service. It's so much more than just the protocol that you did and the treatment that you did. You also gave them your knowledge and you educated them on what they should be using for their skin. So, making sure that we're getting comfortable in that conversation about shop local now more than ever, shopping local and supporting you as the local esthetician is so important and most of the time, honestly, you don't even have to have this big pitch about it.

Kelly :

You just need to say well, you know what, carrie, what would it take for you to buy your product from me? I know you've mentioned before that you buy your product from me. I know you've mentioned before that you buy your product from XYZ. When you're there, what can I do to get you to try Dermalogica today? Is it sampling or is it? I have these GWPs. You know you don't want to, I guess, go too crazy with them, but you do have to ask the questions and I think it's important. So drop shipping a lot of times. You're not going to make a hundred percent of that profit either. Even just going down to making a profit, you are better off selling something. You're buying it at wholesale. You're selling it at that manufacturer's suggested retail price. That is where you are going to help your business. I can't even say how much percent, because this could be such a big part of your day-to-day Retailing is just so important. It's one of the most important things to keep your doors open.

Kari Jo Patterson:

I know I love you. I love you for saying that, because when they tell me I'm like okay, let me tell you, when somebody buys something, it's an emotional thing. You're literally sending them with nothing out the door and they just had this emotional experience and now they're going to regret buying it because they don't even have it. And so there's that moment of regret when they walk out the door and they don't and they bought it what they're going to be thinking is should I bought that? Do I really need that? But if you gave them the product to walk out with, you just take away all of that regret. So absolutely, I love that.

Kari Jo Patterson:

You said that and I'm huge into like you gotta. I think like if you can't put your product on your wall and you're saying something to your customers automatically like I don't trust myself well enough to sell anything, so I'm not going to keep it stocked because I don't, you know what I mean. But if you have like a wall like yours, in the back of this photo, we're like saying to everyone dude, I carry a lot of product because I like sell the crap out of it and I'm like fully invested.

Kelly :

I love this line, like it's almost like a statement yes, it is a statement, and you're also giving them just the statement from the moment they walk in that this is their one stop skin shop. They don't need to think about anybody else. They don't need to scroll TikTok and ask about what they should be doing. They've got everything they need from Carrie because they walked in and she's got it all. So I'm just going to ask her questions, and the statistics support what you and I are saying as far as what consumers are buying and doing. They are buying skincare, you guys. That is not the question.

Kari Jo Patterson:

Yeah, it's. The question is who are they gonna buy it from are? They gonna buy it on amazon or from you. Come on like let's like yeah. So what would you say between the salons and estheticians either, or that are killing it in product sales versus the ones that are not? What are they? Do you find any common thread at all Talking about it? Oh, okay.

Kelly :

They're always talking about it, whether it's social media, whether it's just even with their consultations, but they have most of them have a like a very methodical way of dealing with their guests and it's in the guest's best interest. Honestly, it's from the moment you walk in you're seeing the retail wall. They have things facing where you're sitting in the waiting room, making sure that you have any promotions that are visible and easy to read, making sure things are clean and stocked. And then it's from the moment you start that consultation to what you're doing. But it is about the guest. It isn't necessarily about I have to sell 10 pre-cleansed today. It's about I need to help my clients solve their problems that they have with their skin. And how am I gonna do that outside of this treatment room Home care product. And so by having that mentality that you are probably problem solving with them, that'll go through the treatment. You're telling them about what you're using and why you're going to end the treatment, you know, with all of their lovely products. But then you're also taking the moment after they leave that treatment room, fully dressed, emotional because they just had this great experience, and relaxed. Hopefully Now they have their questions like hey, you mentioned. I know I told you that I really hate that dark spot on my cheek. What can I do? They are asking you to talk about it, and so take that opportunity to tell them everything they should be doing.

Kelly :

I learned this strategy and I wish I could give her credit, because I'm trying to think of who told me about this. But in talking with your clients in the retailing process, you should have a treatment plan with them and you should also have a retail home care plan with them and you can ask them and I always loved this you can ask them if they want to walk, if they want to jog or if they want to sprint towards their goals, and that'll tell you what you can do to build both the treatment plan and the retail plan. And they're comfortable with it and they like knowing that they have options, because they don't want to think like, oh, Carrie, there's no way I can come here every three weeks, spend all of this money on product and then after three weeks, I have to come in every three weeks for the next six sessions and all this stuff. That's only if you want to sprint, If you want to walk towards your goals or you're more comfortable jogging we do every six weeks with XYZ, and then we're going to follow it up with home care and the home care. Obviously, we all know this. You're not buying that every time you're there. You're set for months, right, and then we might tweak it as we go along.

Kelly :

So, but having that conversation with your clients is so important and those successful retail salons and spas are doing it. Each and every time, whether it's the first time I meet you, whether it's, you know, the 10th time I'm there, they're talking to them and saying, okay, Carrie, you went home with these six products last time, let's talk about them. This is the treatment that we did. This is where we decided we were going to go. Today we have this. I think you need to do this. Instead, you tweak the plan with them so that they feel like they're going on a journey with you and you have your best interests, their best interests, at heart, which is their skin goals, and we all have them.

Kelly :

Yeah, and if you over the age of 30 and you don't have skin goals, we need to have a conversation.

Kari Jo Patterson:

More advanced as you get to 40, you need a lot more. Agreed, I said 30, because, yeah, I'm well over that. Yeah, I love that advice, because I feel like money is kind of a taboo like thing Estheticians don't feel comfortable like really talking about that. But like it is a good way to you know what is your budget without saying what is your budget and let me like go around you know what I mean.

Kari Jo Patterson:

So I absolutely love that. Okay, well, we're down to like our last five minutes. I know it's like going by so fast, so I want to know is there any little gold pieces of nuggets that you can share with our audience that you're like? This is just something that you need to know, coming from a sales rep. Oh gosh.

Kelly :

Coming from a sales rep. This is the nugget that you need to know. I think that, honestly, just taking the time to plan and this isn't like any big mind-blowing advice this is truly probably something you've been thinking about doing. Take the time to do it. Plan out with your sales consultants. Reach out to them and say how can you support me? This is my goal. How can you support my education future? How can you support my retailing education Because I need to get better at it. Reach out to them. That's the biggest thing that I have. That they need to know is that we really are here to support you and utilize all the tools that they bring to the table, because they do. They bring a lot of tools that you might not know about.

Kelly :

I would talk to people all the time. Dermalogica has so many programs that are for the esthetician that are so underutilized and sometimes I would say, well, you do realize our education is free and they'd be like what? And it's just that we hadn't gotten there or whatever. So making sure you're utilizing every program that every brand has for you, that's probably the biggest bit of nugget and use it in your future and then sit down and plan that out and what it looks like. Take the day plan for your business. Then it is become so much easier to see how you're going to get to your end goals.

Kari Jo Patterson:

Yeah, yeah, I love that. Well, I remember the best lesson that you taught me and you probably don't even know that you taught me. This is I don't know, maybe it was October or November, I don't remember the date, but I remember you were like, hey, let's get together and let's plan your December specials together and how like we can set up, how we're going to set it up on your shelves, whatever, and I was not even thinking that far in advance. But then you were like, looking at yourself, this is what I loved is you were like this is how many I should. You should buy a different thing, and that was so stinking helpful. It was like taking the guesswork out of my own mind of like I don't know how many I need. It's like just, this is the program, follow it. And so is there anything? Because not, maybe not all sales rep do that. How did you figure that stuff out? Like what? Um, I do love numbers. Have a sales rep, that's great.

Kelly :

Like you, there's a lot of great sales reps out there. That is certainly true and, honestly, I take little things. I learned from them all the time, but this is why we all follow all of these great pages. But I'm a geek when it comes to numbers. I really do like digging in. So that is something that I did help my clients with a lot because I enjoyed it. But the data is there.

Kelly :

If you want to know what your top purchases are from a company, they should know, they should have a way to pull it, and that's what I did for you is. I basically just looked at like, hey, these are the holiday promotions, or these are what we did last year in holiday sales, so this is what we need to look at doing or setting a goal for bigger than that. If you purchase six of the daily microfoliant GWP on pack at the time, you know we need to do better than that. It's our number one selling SKU, so why wouldn't we do 12 and set a goal? And how are we going to get there? So they do have the data. So just ask hey, is there any way that you could tell me what my top 10 purchasing SKUs are? Oh my gosh, they can tell you.

Kari Jo Patterson:

Yeah, that's so great. And when should we start planning our Christmas events, like products, sales and stuff like that, just based off of your everything that you've learned?

Kelly :

Timeline. Yeah, yeah, I mean, I always think it's crazy, but we do have to start talking about Christmas in July, right? Because a lot of companies, ours included, will have kind of a sneak peek to what the holiday looks like. And that is your cue to kind of plan ahead, make those commitments to what you're going to purchase for the holiday season and then start strategically planning how you're going to execute it. Does it mean a promo with a service? Does it mean a holiday event? What does that look like for you to be able to sell through that starting amount that you look at? Because most of us are going to start coming at you with your holiday sets in July. We don't love it either. There's a secret too we don't love talking about holiday that early either, but we have to.

Kari Jo Patterson:

We have to we have to plan ahead yeah.

Kari Jo Patterson:

Companies are doing. They're doing it obviously right. They got there somewhere, so let's just follow suit. Oh my gosh. Well, you are the best If my followers wanted to reach out and learn more about maybe getting into your field or even questions about selling, because you do have some good tips. Like I'm sorry, one little plug. I sent Kelly a message. I was like do you remember that one time, like a few years ago, when you told me if, if a client leaves with like X amount of products, they're going to come back? And she's like oh yeah, and she like sends me this statistic. So if you're having trouble like you know what I mean you can reach out. But where's my listeners find you?

Kelly :

Yeah, so I'm on Facebook and Instagram under Kelly Dermalogica. So on Instagram it's at Kelly Dermalogica and then my name is Kelly Dermalogica on Facebook, so you can find me there. I have a feeling we have some similar followers, especially since of the reason we know each other. So I look forward to hearing from you. And, yeah, reach out if you have any questions or you just want to connect and learn a little bit more. Yes, definitely.

Kari Jo Patterson:

Well, thank you for taking your time to coming on. I hope you guys enjoyed this episode. I love learning about different careers in this field. You're not. You don't always have to be stuck behind the chair. You can be out there helping business owners and if you're good at selling, like I mean, double down on your niche and go, maybe look into some fields where you're in a sales position, selling to big companies, helping them grow. Yes, I love that. Well, thank you so much, guys, and we will see you next week.

Kari Jo Patterson:

Bye. Thank you for listening to the Esthetician Podcast with Kari Jo Patterson. Each week, Kari brings you real-world lessons on how to grow your empire. To learn more about Kari Fearless Prosperity Mastermind Group, one-on-one VIP coaching opportunities and more www. karijopatterson. com. See you next week for more insights and strategies on the Esthetician Podcast.

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Kelly Schrauth

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