{"version":"1.0.0","segments":[{"speaker":"Morgan Franklin","startTime":2.46,"endTime":5.31,"body":"Welcome to the"},{"speaker":"Morgan Franklin","startTime":2.46,"endTime":5.31,"body":"Aspiring Stylists Podcast with"},{"speaker":"Morgan Franklin","startTime":5.31,"endTime":9.6,"body":"Tracey Franklin. Where to begin,"},{"speaker":"Morgan Franklin","startTime":5.31,"endTime":9.6,"body":"grow and aspire to become the"},{"speaker":"Morgan Franklin","startTime":9.6,"endTime":13.17,"body":"best stylist you can be. Whether"},{"speaker":"Morgan Franklin","startTime":9.6,"endTime":13.17,"body":"you're thinking about becoming a"},{"speaker":"Morgan Franklin","startTime":13.17,"endTime":17.22,"body":"stylist opening a salon, or"},{"speaker":"Morgan Franklin","startTime":13.17,"endTime":17.22,"body":"developing your skills as an"},{"speaker":"Morgan Franklin","startTime":17.22,"endTime":20.64,"body":"experienced stylist the next"},{"speaker":"Morgan Franklin","startTime":17.22,"endTime":20.64,"body":"step of your beauty career"},{"speaker":"Morgan Franklin","startTime":20.67,"endTime":23.94,"body":"starts here. Each week we'll"},{"speaker":"Morgan Franklin","startTime":20.67,"endTime":23.94,"body":"discuss strategic ways to"},{"speaker":"Morgan Franklin","startTime":23.94,"endTime":28.77,"body":"design, plan and execute on"},{"speaker":"Morgan Franklin","startTime":23.94,"endTime":28.77,"body":"becoming a stylist that excels"},{"speaker":"Morgan Franklin","startTime":28.77,"endTime":32.73,"body":"behind the chair and above the"},{"speaker":"Morgan Franklin","startTime":28.77,"endTime":32.73,"body":"bottom line. Here's your host,"},{"speaker":"Morgan Franklin","startTime":32.91,"endTime":34.2,"body":"Tracey Franklin."},{"speaker":"Tracey Franklin","startTime":34.65,"endTime":37.65,"body":"Before I became"},{"speaker":"Tracey Franklin","startTime":34.65,"endTime":37.65,"body":"a hairstylist, I can't remember"},{"speaker":"Tracey Franklin","startTime":37.65,"endTime":41.67,"body":"a time when I wasn't living"},{"speaker":"Tracey Franklin","startTime":37.65,"endTime":41.67,"body":"paycheck to paycheck. I worked"},{"speaker":"Tracey Franklin","startTime":41.67,"endTime":43.74,"body":"in early childhood development"},{"speaker":"Tracey Franklin","startTime":41.67,"endTime":43.74,"body":"so that I could be in the"},{"speaker":"Tracey Franklin","startTime":43.74,"endTime":47.28,"body":"facility where my children were."},{"speaker":"Tracey Franklin","startTime":43.74,"endTime":47.28,"body":"And that was pretty much the"},{"speaker":"Tracey Franklin","startTime":47.28,"endTime":50.73,"body":"only benefit. The pay was"},{"speaker":"Tracey Franklin","startTime":47.28,"endTime":50.73,"body":"horrible and the stress levels"},{"speaker":"Tracey Franklin","startTime":50.73,"endTime":54.72,"body":"were so high. I knew I needed to"},{"speaker":"Tracey Franklin","startTime":50.73,"endTime":54.72,"body":"find another path. So as soon as"},{"speaker":"Tracey Franklin","startTime":54.72,"endTime":57.6,"body":"my kids were both in public"},{"speaker":"Tracey Franklin","startTime":54.72,"endTime":57.6,"body":"school, I enrolled in beauty"},{"speaker":"Tracey Franklin","startTime":57.6,"endTime":61.32,"body":"school. I knew all throughout"},{"speaker":"Tracey Franklin","startTime":57.6,"endTime":61.32,"body":"school that I was going to love"},{"speaker":"Tracey Franklin","startTime":61.32,"endTime":65.52,"body":"this industry and I landed my"},{"speaker":"Tracey Franklin","startTime":61.32,"endTime":65.52,"body":"dream job after graduation, and"},{"speaker":"Tracey Franklin","startTime":65.52,"endTime":69.45,"body":"I started building my clientele."},{"speaker":"Tracey Franklin","startTime":65.52,"endTime":69.45,"body":"I really had no idea what a"},{"speaker":"Tracey Franklin","startTime":69.45,"endTime":72.69,"body":"solid clientele would look like."},{"speaker":"Tracey Franklin","startTime":69.45,"endTime":72.69,"body":"But the guy I worked with had"},{"speaker":"Tracey Franklin","startTime":72.69,"endTime":75.81,"body":"back to back clients, so I at"},{"speaker":"Tracey Franklin","startTime":72.69,"endTime":75.81,"body":"least had a good example of what"},{"speaker":"Tracey Franklin","startTime":75.81,"endTime":79.14,"body":"it could look like. However,"},{"speaker":"Tracey Franklin","startTime":75.81,"endTime":79.14,"body":"after finishing my"},{"speaker":"Tracey Franklin","startTime":79.14,"endTime":82.83,"body":"apprenticeship program, I had my"},{"speaker":"Tracey Franklin","startTime":79.14,"endTime":82.83,"body":"first day behind the chair, and"},{"speaker":"Tracey Franklin","startTime":82.83,"endTime":87.15,"body":"my day didn't look anything like"},{"speaker":"Tracey Franklin","startTime":82.83,"endTime":87.15,"body":"that. I didn't have one client"},{"speaker":"Tracey Franklin","startTime":87.18,"endTime":90.45,"body":"on my first day behind the"},{"speaker":"Tracey Franklin","startTime":87.18,"endTime":90.45,"body":"chair. The next day, I had one"},{"speaker":"Tracey Franklin","startTime":90.45,"endTime":97.08,"body":"client, followed by another day"},{"speaker":"Tracey Franklin","startTime":90.45,"endTime":97.08,"body":"of no clients. By day three, I"},{"speaker":"Tracey Franklin","startTime":97.08,"endTime":100.86,"body":"came home crying, I just knew I"},{"speaker":"Tracey Franklin","startTime":97.08,"endTime":100.86,"body":"had made a huge mistake. But"},{"speaker":"Tracey Franklin","startTime":100.86,"endTime":104.04,"body":"when quitting is not an option"},{"speaker":"Tracey Franklin","startTime":100.86,"endTime":104.04,"body":"when you have two kids at home"},{"speaker":"Tracey Franklin","startTime":104.04,"endTime":107.28,"body":"and you realize this is the path"},{"speaker":"Tracey Franklin","startTime":104.04,"endTime":107.28,"body":"you've chosen, and not making it"},{"speaker":"Tracey Franklin","startTime":107.28,"endTime":111.69,"body":"work isn't a choice. The next"},{"speaker":"Tracey Franklin","startTime":107.28,"endTime":111.69,"body":"day I went to work and a local"},{"speaker":"Tracey Franklin","startTime":111.69,"endTime":115.11,"body":"radio station called the salon"},{"speaker":"Tracey Franklin","startTime":111.69,"endTime":115.11,"body":"and asked if anyone wanted to"},{"speaker":"Tracey Franklin","startTime":115.11,"endTime":119.4,"body":"donate haircuts to their working"},{"speaker":"Tracey Franklin","startTime":115.11,"endTime":119.4,"body":"women's Wednesday series. My"},{"speaker":"Tracey Franklin","startTime":119.4,"endTime":122.79,"body":"boss said I could do whatever I"},{"speaker":"Tracey Franklin","startTime":119.4,"endTime":122.79,"body":"wanted. So I gave away eight"},{"speaker":"Tracey Franklin","startTime":122.91,"endTime":126.81,"body":"haircuts. And would you believe"},{"speaker":"Tracey Franklin","startTime":122.91,"endTime":126.81,"body":"that one of those eight haircuts"},{"speaker":"Tracey Franklin","startTime":126.84,"endTime":131.31,"body":"is still my client today after"},{"speaker":"Tracey Franklin","startTime":126.84,"endTime":131.31,"body":"over 20 years, honey, those free"},{"speaker":"Tracey Franklin","startTime":131.31,"endTime":136.53,"body":"haircuts have paid off tenfold."},{"speaker":"Tracey Franklin","startTime":131.31,"endTime":136.53,"body":"I also created the cringy used"},{"speaker":"Tracey Franklin","startTime":136.53,"endTime":140.94,"body":"flyers and had them out wherever"},{"speaker":"Tracey Franklin","startTime":136.53,"endTime":140.94,"body":"anyone would let me the Tech"},{"speaker":"Tracey Franklin","startTime":140.94,"endTime":146.31,"body":"campus outside of Kroger like"},{"speaker":"Tracey Franklin","startTime":140.94,"endTime":146.31,"body":"wherever I needed to. And I had"},{"speaker":"Tracey Franklin","startTime":146.31,"endTime":150.18,"body":"a fat stack of business cards on"},{"speaker":"Tracey Franklin","startTime":146.31,"endTime":150.18,"body":"me at any given time and had my"},{"speaker":"Tracey Franklin","startTime":150.18,"endTime":154.35,"body":"elevator speech on lock. And"},{"speaker":"Tracey Franklin","startTime":150.18,"endTime":154.35,"body":"after a few months, I was seeing"},{"speaker":"Tracey Franklin","startTime":154.35,"endTime":157.86,"body":"an average of two to three"},{"speaker":"Tracey Franklin","startTime":154.35,"endTime":157.86,"body":"clients per day. That's pretty"},{"speaker":"Tracey Franklin","startTime":157.86,"endTime":161.49,"body":"great. When you're coming up"},{"speaker":"Tracey Franklin","startTime":157.86,"endTime":161.49,"body":"from zero. I even started seeing"},{"speaker":"Tracey Franklin","startTime":161.49,"endTime":166.44,"body":"repeat clients come in to me"},{"speaker":"Tracey Franklin","startTime":161.49,"endTime":166.44,"body":"that felt like a huge win. I"},{"speaker":"Tracey Franklin","startTime":166.44,"endTime":170.79,"body":"still remember the moment I"},{"speaker":"Tracey Franklin","startTime":166.44,"endTime":170.79,"body":"realized that my paychecks would"},{"speaker":"Tracey Franklin","startTime":170.79,"endTime":175.41,"body":"never dip below $500. Again, I"},{"speaker":"Tracey Franklin","startTime":170.79,"endTime":175.41,"body":"had reached a level of"},{"speaker":"Tracey Franklin","startTime":175.41,"endTime":178.95,"body":"consistency in my income that I"},{"speaker":"Tracey Franklin","startTime":175.41,"endTime":178.95,"body":"could count on and it felt"},{"speaker":"Tracey Franklin","startTime":179.01,"endTime":182.94,"body":"amazing. A solid clientele is"},{"speaker":"Tracey Franklin","startTime":179.01,"endTime":182.94,"body":"going to look different to"},{"speaker":"Tracey Franklin","startTime":182.94,"endTime":186.39,"body":"everybody. I got to the point"},{"speaker":"Tracey Franklin","startTime":182.94,"endTime":186.39,"body":"where I was seeing between four"},{"speaker":"Tracey Franklin","startTime":186.39,"endTime":189.03,"body":"and eight clients a day"},{"speaker":"Tracey Franklin","startTime":186.39,"endTime":189.03,"body":"depending on how many colors I"},{"speaker":"Tracey Franklin","startTime":189.03,"endTime":192.63,"body":"had. And I was booked out a"},{"speaker":"Tracey Franklin","startTime":189.03,"endTime":192.63,"body":"couple months at a time. To me"},{"speaker":"Tracey Franklin","startTime":192.63,"endTime":196.59,"body":"that's when I felt built. But"},{"speaker":"Tracey Franklin","startTime":192.63,"endTime":196.59,"body":"for someone else their built"},{"speaker":"Tracey Franklin","startTime":196.59,"endTime":200.85,"body":"might look different. I will say"},{"speaker":"Tracey Franklin","startTime":196.59,"endTime":200.85,"body":"the industry standard for growth"},{"speaker":"Tracey Franklin","startTime":201.0,"endTime":205.35,"body":"is being booked 85% of your"},{"speaker":"Tracey Franklin","startTime":201.0,"endTime":205.35,"body":"scheduled time behind the chair."},{"speaker":"Tracey Franklin","startTime":205.53,"endTime":208.23,"body":"So once you remove your lunch"},{"speaker":"Tracey Franklin","startTime":205.53,"endTime":208.23,"body":"breaks, and your doctor's"},{"speaker":"Tracey Franklin","startTime":208.23,"endTime":211.05,"body":"appointments and anything else"},{"speaker":"Tracey Franklin","startTime":208.23,"endTime":211.05,"body":"that wouldn't be available for"},{"speaker":"Tracey Franklin","startTime":211.05,"endTime":214.26,"body":"clients anyways, you're going to"},{"speaker":"Tracey Franklin","startTime":211.05,"endTime":214.26,"body":"take the hours that you were"},{"speaker":"Tracey Franklin","startTime":214.26,"endTime":217.86,"body":"booked and divide it by the"},{"speaker":"Tracey Franklin","startTime":214.26,"endTime":217.86,"body":"hours you had available. And"},{"speaker":"Tracey Franklin","startTime":217.86,"endTime":222.03,"body":"this is going to give you your"},{"speaker":"Tracey Franklin","startTime":217.86,"endTime":222.03,"body":"percentage. So how many clients"},{"speaker":"Tracey Franklin","startTime":222.03,"endTime":225.0,"body":"do you actually need? Well,"},{"speaker":"Tracey Franklin","startTime":222.03,"endTime":225.0,"body":"there isn't really one answer to"},{"speaker":"Tracey Franklin","startTime":225.0,"endTime":228.03,"body":"this question because it really"},{"speaker":"Tracey Franklin","startTime":225.0,"endTime":228.03,"body":"does depend on the services that"},{"speaker":"Tracey Franklin","startTime":228.03,"endTime":231.09,"body":"are booked and not the number of"},{"speaker":"Tracey Franklin","startTime":228.03,"endTime":231.09,"body":"people you serve. And here's an"},{"speaker":"Tracey Franklin","startTime":231.09,"endTime":234.81,"body":"example. If I'm doing haircuts"},{"speaker":"Tracey Franklin","startTime":231.09,"endTime":234.81,"body":"all day, I need like eight"},{"speaker":"Tracey Franklin","startTime":234.81,"endTime":238.05,"body":"clients. But if I've got a"},{"speaker":"Tracey Franklin","startTime":234.81,"endTime":238.05,"body":"client that's getting a base"},{"speaker":"Tracey Franklin","startTime":238.05,"endTime":241.35,"body":"color and a Bolyard and a full"},{"speaker":"Tracey Franklin","startTime":238.05,"endTime":241.35,"body":"set of hand tied extensions,"},{"speaker":"Tracey Franklin","startTime":241.35,"endTime":244.89,"body":"well I probably only need three"},{"speaker":"Tracey Franklin","startTime":241.35,"endTime":244.89,"body":"clients that day. This is why I"},{"speaker":"Tracey Franklin","startTime":244.89,"endTime":247.8,"body":"encourage stylists to look at"},{"speaker":"Tracey Franklin","startTime":244.89,"endTime":247.8,"body":"percentages instead of butts in"},{"speaker":"Tracey Franklin","startTime":247.8,"endTime":251.46,"body":"the seat. I always tell my"},{"speaker":"Tracey Franklin","startTime":247.8,"endTime":251.46,"body":"students no matter how many"},{"speaker":"Tracey Franklin","startTime":251.46,"endTime":254.25,"body":"clients you think you're going"},{"speaker":"Tracey Franklin","startTime":251.46,"endTime":254.25,"body":"to need when you leave school, I"},{"speaker":"Tracey Franklin","startTime":254.25,"endTime":258.93,"body":"promise you will need many, many"},{"speaker":"Tracey Franklin","startTime":254.25,"endTime":258.93,"body":"more. Again, this is all related"},{"speaker":"Tracey Franklin","startTime":258.93,"endTime":262.65,"body":"to what type of services that"},{"speaker":"Tracey Franklin","startTime":258.93,"endTime":262.65,"body":"you're offering. And I know not"},{"speaker":"Tracey Franklin","startTime":262.65,"endTime":265.74,"body":"everyone will agree with me on"},{"speaker":"Tracey Franklin","startTime":262.65,"endTime":265.74,"body":"this but I do not believe that a"},{"speaker":"Tracey Franklin","startTime":265.74,"endTime":268.83,"body":"stylish should go straight into"},{"speaker":"Tracey Franklin","startTime":265.74,"endTime":268.83,"body":"booth rent after graduation."},{"speaker":"Tracey Franklin","startTime":269.07,"endTime":272.28,"body":"I've talked about the many"},{"speaker":"Tracey Franklin","startTime":269.07,"endTime":272.28,"body":"reasons on previous episodes,"},{"speaker":"Tracey Franklin","startTime":272.28,"endTime":275.91,"body":"but client recruitment is among"},{"speaker":"Tracey Franklin","startTime":272.28,"endTime":275.91,"body":"my top reason. If you're going"},{"speaker":"Tracey Franklin","startTime":275.91,"endTime":278.76,"body":"to work in a salon with a good"},{"speaker":"Tracey Franklin","startTime":275.91,"endTime":278.76,"body":"reputation and an effective"},{"speaker":"Tracey Franklin","startTime":278.76,"endTime":281.82,"body":"marketing strategy. You are"},{"speaker":"Tracey Franklin","startTime":278.76,"endTime":281.82,"body":"going to build your books so"},{"speaker":"Tracey Franklin","startTime":281.82,"endTime":285.63,"body":"much faster, you just will. The"},{"speaker":"Tracey Franklin","startTime":281.82,"endTime":285.63,"body":"amount of time that goes into"},{"speaker":"Tracey Franklin","startTime":285.63,"endTime":289.02,"body":"recruiting one client will"},{"speaker":"Tracey Franklin","startTime":285.63,"endTime":289.02,"body":"surprise you. So as a newbie in"},{"speaker":"Tracey Franklin","startTime":289.02,"endTime":292.86,"body":"the industry, you need some big"},{"speaker":"Tracey Franklin","startTime":289.02,"endTime":292.86,"body":"salon energy in order to start"},{"speaker":"Tracey Franklin","startTime":292.89,"endTime":297.0,"body":"strong. To be perfectly honest,"},{"speaker":"Tracey Franklin","startTime":292.89,"endTime":297.0,"body":"if you're not effective at"},{"speaker":"Tracey Franklin","startTime":297.0,"endTime":300.27,"body":"marketing yourself and you may"},{"speaker":"Tracey Franklin","startTime":297.0,"endTime":300.27,"body":"not do good ever In an"},{"speaker":"Tracey Franklin","startTime":300.27,"endTime":303.81,"body":"independent setting, once you"},{"speaker":"Tracey Franklin","startTime":300.27,"endTime":303.81,"body":"are a small business owner and"},{"speaker":"Tracey Franklin","startTime":303.81,"endTime":307.47,"body":"running your one chair, salon,"},{"speaker":"Tracey Franklin","startTime":303.81,"endTime":307.47,"body":"all the marketing, all the self"},{"speaker":"Tracey Franklin","startTime":307.47,"endTime":310.41,"body":"promotion is on you. So if"},{"speaker":"Tracey Franklin","startTime":307.47,"endTime":310.41,"body":"you're great at this, and you're"},{"speaker":"Tracey Franklin","startTime":310.41,"endTime":312.33,"body":"probably going to have a better"},{"speaker":"Tracey Franklin","startTime":310.41,"endTime":312.33,"body":"chance of maintaining your"},{"speaker":"Tracey Franklin","startTime":312.33,"endTime":315.3,"body":"business, and if you're not,"},{"speaker":"Tracey Franklin","startTime":312.33,"endTime":315.3,"body":"you're gonna have a hard time"},{"speaker":"Tracey Franklin","startTime":315.3,"endTime":318.45,"body":"replacing clients that fall off"},{"speaker":"Tracey Franklin","startTime":315.3,"endTime":318.45,"body":"your book, because trust me,"},{"speaker":"Tracey Franklin","startTime":318.57,"endTime":321.96,"body":"they're gonna fall off your"},{"speaker":"Tracey Franklin","startTime":318.57,"endTime":321.96,"body":"book. So how many clients will"},{"speaker":"Tracey Franklin","startTime":321.96,"endTime":328.41,"body":"you come out of school with on"},{"speaker":"Tracey Franklin","startTime":321.96,"endTime":328.41,"body":"average, um, very few, very few,"},{"speaker":"Tracey Franklin","startTime":328.56,"endTime":331.26,"body":"probably your friends and family"},{"speaker":"Tracey Franklin","startTime":328.56,"endTime":331.26,"body":"and a few clients here and"},{"speaker":"Tracey Franklin","startTime":331.26,"endTime":334.05,"body":"there. But most people going to"},{"speaker":"Tracey Franklin","startTime":331.26,"endTime":334.05,"body":"a school for their services are"},{"speaker":"Tracey Franklin","startTime":334.05,"endTime":336.54,"body":"going because of the"},{"speaker":"Tracey Franklin","startTime":334.05,"endTime":336.54,"body":"availability and the pricing."},{"speaker":"Tracey Franklin","startTime":336.54,"endTime":339.87,"body":"And that's going to be hard for"},{"speaker":"Tracey Franklin","startTime":336.54,"endTime":339.87,"body":"you to match. And you will find"},{"speaker":"Tracey Franklin","startTime":339.87,"endTime":344.07,"body":"that most of the schools clients"},{"speaker":"Tracey Franklin","startTime":339.87,"endTime":344.07,"body":"stay with the school. This means"},{"speaker":"Tracey Franklin","startTime":344.07,"endTime":347.64,"body":"recruitment has to start before"},{"speaker":"Tracey Franklin","startTime":344.07,"endTime":347.64,"body":"you even graduate. Hopefully,"},{"speaker":"Tracey Franklin","startTime":347.64,"endTime":350.76,"body":"you have decided on a salon home"},{"speaker":"Tracey Franklin","startTime":347.64,"endTime":350.76,"body":"before you graduate so that you"},{"speaker":"Tracey Franklin","startTime":350.76,"endTime":354.18,"body":"can start telling people where"},{"speaker":"Tracey Franklin","startTime":350.76,"endTime":354.18,"body":"they can find you. If there's"},{"speaker":"Tracey Franklin","startTime":354.18,"endTime":357.39,"body":"any kind of lag time between"},{"speaker":"Tracey Franklin","startTime":354.18,"endTime":357.39,"body":"graduation and starting your"},{"speaker":"Tracey Franklin","startTime":357.39,"endTime":360.45,"body":"time behind the chair, then you"},{"speaker":"Tracey Franklin","startTime":357.39,"endTime":360.45,"body":"need to make sure that you keep"},{"speaker":"Tracey Franklin","startTime":360.45,"endTime":364.23,"body":"your social media audience"},{"speaker":"Tracey Franklin","startTime":360.45,"endTime":364.23,"body":"engaged and stay in touch with"},{"speaker":"Tracey Franklin","startTime":364.23,"endTime":368.25,"body":"clients that plan to follow you"},{"speaker":"Tracey Franklin","startTime":364.23,"endTime":368.25,"body":"out of sight out of mind. And"},{"speaker":"Tracey Franklin","startTime":368.25,"endTime":371.13,"body":"people will lose interest"},{"speaker":"Tracey Franklin","startTime":368.25,"endTime":371.13,"body":"quickly if we don't keep them"},{"speaker":"Tracey Franklin","startTime":371.13,"endTime":375.3,"body":"updated. Realistic goals are"},{"speaker":"Tracey Franklin","startTime":371.13,"endTime":375.3,"body":"important, or you're going to"},{"speaker":"Tracey Franklin","startTime":375.3,"endTime":378.6,"body":"constantly feel like you're"},{"speaker":"Tracey Franklin","startTime":375.3,"endTime":378.6,"body":"letting yourself down. So set"},{"speaker":"Tracey Franklin","startTime":378.6,"endTime":382.59,"body":"yourself a goal of having two"},{"speaker":"Tracey Franklin","startTime":378.6,"endTime":382.59,"body":"clients in your chair every day."},{"speaker":"Tracey Franklin","startTime":382.86,"endTime":385.38,"body":"And then once you are"},{"speaker":"Tracey Franklin","startTime":382.86,"endTime":385.38,"body":"consistently hitting that goal,"},{"speaker":"Tracey Franklin","startTime":385.41,"endTime":389.34,"body":"it's time to level up. Keep"},{"speaker":"Tracey Franklin","startTime":385.41,"endTime":389.34,"body":"adding and reinventing your time"},{"speaker":"Tracey Franklin","startTime":389.34,"endTime":393.03,"body":"behind the chair until you find"},{"speaker":"Tracey Franklin","startTime":389.34,"endTime":393.03,"body":"what works best for you. And"},{"speaker":"Tracey Franklin","startTime":393.03,"endTime":396.69,"body":"what keeps you excited, not"},{"speaker":"Tracey Franklin","startTime":393.03,"endTime":396.69,"body":"exhausted. So you need to start"},{"speaker":"Tracey Franklin","startTime":396.69,"endTime":400.41,"body":"taking the steps as a new"},{"speaker":"Tracey Franklin","startTime":396.69,"endTime":400.41,"body":"stylist to attract your initial"},{"speaker":"Tracey Franklin","startTime":400.41,"endTime":403.8,"body":"clients. And the first step"},{"speaker":"Tracey Franklin","startTime":400.41,"endTime":403.8,"body":"starts in school. And that's"},{"speaker":"Tracey Franklin","startTime":403.8,"endTime":407.16,"body":"with creating your professional"},{"speaker":"Tracey Franklin","startTime":403.8,"endTime":407.16,"body":"Instagram page. If you think"},{"speaker":"Tracey Franklin","startTime":407.16,"endTime":410.43,"body":"your future or potential clients"},{"speaker":"Tracey Franklin","startTime":407.16,"endTime":410.43,"body":"aren't interested in your"},{"speaker":"Tracey Franklin","startTime":410.43,"endTime":414.66,"body":"education journey, I promise you"},{"speaker":"Tracey Franklin","startTime":410.43,"endTime":414.66,"body":"they are. First of all, people"},{"speaker":"Tracey Franklin","startTime":414.66,"endTime":418.32,"body":"are so nosy. And second, it's"},{"speaker":"Tracey Franklin","startTime":414.66,"endTime":418.32,"body":"really fun to go back and look"},{"speaker":"Tracey Franklin","startTime":418.35,"endTime":421.14,"body":"on your journey and see how much"},{"speaker":"Tracey Franklin","startTime":418.35,"endTime":421.14,"body":"you've grown while you're in"},{"speaker":"Tracey Franklin","startTime":421.14,"endTime":424.68,"body":"school, how much better you got"},{"speaker":"Tracey Franklin","startTime":421.14,"endTime":424.68,"body":"at things and how people have"},{"speaker":"Tracey Franklin","startTime":424.68,"endTime":428.82,"body":"supported you throughout your"},{"speaker":"Tracey Franklin","startTime":424.68,"endTime":428.82,"body":"entire journey. These people are"},{"speaker":"Tracey Franklin","startTime":428.82,"endTime":432.42,"body":"your tribe and you need to start"},{"speaker":"Tracey Franklin","startTime":428.82,"endTime":432.42,"body":"building that tribe first thing,"},{"speaker":"Tracey Franklin","startTime":433.08,"endTime":435.63,"body":"your challenges are going to"},{"speaker":"Tracey Franklin","startTime":433.08,"endTime":435.63,"body":"change as your career"},{"speaker":"Tracey Franklin","startTime":435.63,"endTime":440.01,"body":"progresses. At some point, your"},{"speaker":"Tracey Franklin","startTime":435.63,"endTime":440.01,"body":"availability or lack thereof is"},{"speaker":"Tracey Franklin","startTime":440.01,"endTime":443.58,"body":"going to cause someone to move"},{"speaker":"Tracey Franklin","startTime":440.01,"endTime":443.58,"body":"on. Or maybe you're experiencing"},{"speaker":"Tracey Franklin","startTime":443.58,"endTime":447.09,"body":"a ton of success and your prices"},{"speaker":"Tracey Franklin","startTime":443.58,"endTime":447.09,"body":"just keep increasing. Well good"},{"speaker":"Tracey Franklin","startTime":447.09,"endTime":451.74,"body":"for you, you're doing the thing."},{"speaker":"Tracey Franklin","startTime":447.09,"endTime":451.74,"body":"But not everyone's gonna come"},{"speaker":"Tracey Franklin","startTime":451.74,"endTime":455.46,"body":"along for this more expensive,"},{"speaker":"Tracey Franklin","startTime":451.74,"endTime":455.46,"body":"less available version of you."},{"speaker":"Tracey Franklin","startTime":455.46,"endTime":459.48,"body":"And that's okay too. But they"},{"speaker":"Tracey Franklin","startTime":455.46,"endTime":459.48,"body":"will need to be replaced. This"},{"speaker":"Tracey Franklin","startTime":459.48,"endTime":464.16,"body":"is why you need to always be"},{"speaker":"Tracey Franklin","startTime":459.48,"endTime":464.16,"body":"building. Some people want it"},{"speaker":"Tracey Franklin","startTime":464.16,"endTime":466.71,"body":"fast and cheap. And that's just"},{"speaker":"Tracey Franklin","startTime":464.16,"endTime":466.71,"body":"who they are. And the more"},{"speaker":"Tracey Franklin","startTime":466.71,"endTime":470.49,"body":"successful you become, the less"},{"speaker":"Tracey Franklin","startTime":466.71,"endTime":470.49,"body":"available you will be for this"},{"speaker":"Tracey Franklin","startTime":470.49,"endTime":475.32,"body":"particular type of client."},{"speaker":"Tracey Franklin","startTime":470.49,"endTime":475.32,"body":"Looking back, I can identify a"},{"speaker":"Tracey Franklin","startTime":475.32,"endTime":479.43,"body":"time that significantly"},{"speaker":"Tracey Franklin","startTime":475.32,"endTime":479.43,"body":"accelerated my growth. And that"},{"speaker":"Tracey Franklin","startTime":479.43,"endTime":483.24,"body":"was when I started doing Bali"},{"speaker":"Tracey Franklin","startTime":479.43,"endTime":483.24,"body":"asure, I was the first artist in"},{"speaker":"Tracey Franklin","startTime":483.24,"endTime":486.72,"body":"my salon to offer this new way"},{"speaker":"Tracey Franklin","startTime":483.24,"endTime":486.72,"body":"of doing hair color. And people"},{"speaker":"Tracey Franklin","startTime":486.72,"endTime":490.92,"body":"were so intrigued and Facebook"},{"speaker":"Tracey Franklin","startTime":486.72,"endTime":490.92,"body":"had just started becoming wildly"},{"speaker":"Tracey Franklin","startTime":490.92,"endTime":493.86,"body":"popular, and my social media"},{"speaker":"Tracey Franklin","startTime":490.92,"endTime":493.86,"body":"journey got kicked into high"},{"speaker":"Tracey Franklin","startTime":493.86,"endTime":497.22,"body":"gear. Another one was hair"},{"speaker":"Tracey Franklin","startTime":493.86,"endTime":497.22,"body":"extensions. You guys hear me"},{"speaker":"Tracey Franklin","startTime":497.22,"endTime":500.4,"body":"talking about hair extensions"},{"speaker":"Tracey Franklin","startTime":497.22,"endTime":500.4,"body":"all the time, there were only a"},{"speaker":"Tracey Franklin","startTime":500.4,"endTime":503.34,"body":"few stylists in my area that"},{"speaker":"Tracey Franklin","startTime":500.4,"endTime":503.34,"body":"were offering them but they"},{"speaker":"Tracey Franklin","startTime":503.34,"endTime":506.37,"body":"didn't really promote"},{"speaker":"Tracey Franklin","startTime":503.34,"endTime":506.37,"body":"themselves. So when I did, I"},{"speaker":"Tracey Franklin","startTime":506.37,"endTime":509.22,"body":"became known as the go to"},{"speaker":"Tracey Franklin","startTime":506.37,"endTime":509.22,"body":"extension girl in my area. And"},{"speaker":"Tracey Franklin","startTime":509.22,"endTime":513.66,"body":"this increased my popularity and"},{"speaker":"Tracey Franklin","startTime":509.22,"endTime":513.66,"body":"my income immensely. Some"},{"speaker":"Tracey Franklin","startTime":513.66,"endTime":516.78,"body":"marketing strategies are more"},{"speaker":"Tracey Franklin","startTime":513.66,"endTime":516.78,"body":"effective than others at"},{"speaker":"Tracey Franklin","startTime":516.78,"endTime":520.2,"body":"attracting new clients. And I do"},{"speaker":"Tracey Franklin","startTime":516.78,"endTime":520.2,"body":"think that all marketing"},{"speaker":"Tracey Franklin","startTime":520.2,"endTime":523.26,"body":"strategies work. That's why it's"},{"speaker":"Tracey Franklin","startTime":520.2,"endTime":523.26,"body":"so important to have a few"},{"speaker":"Tracey Franklin","startTime":523.26,"endTime":526.77,"body":"different avenues. I've done"},{"speaker":"Tracey Franklin","startTime":523.26,"endTime":526.77,"body":"billboards, I've done bathroom"},{"speaker":"Tracey Franklin","startTime":526.77,"endTime":530.25,"body":"stall marketing, I even had a"},{"speaker":"Tracey Franklin","startTime":526.77,"endTime":530.25,"body":"full page ad in the Yellow Pages"},{"speaker":"Tracey Franklin","startTime":530.25,"endTime":534.48,"body":"a million years ago. And I'll"},{"speaker":"Tracey Franklin","startTime":530.25,"endTime":534.48,"body":"never forget how expensive that"},{"speaker":"Tracey Franklin","startTime":534.48,"endTime":537.66,"body":"was. All of these marketing"},{"speaker":"Tracey Franklin","startTime":534.48,"endTime":537.66,"body":"platforms are still available"},{"speaker":"Tracey Franklin","startTime":537.66,"endTime":541.11,"body":"and still effective. But I don't"},{"speaker":"Tracey Franklin","startTime":537.66,"endTime":541.11,"body":"believe anything is as effective"},{"speaker":"Tracey Franklin","startTime":541.11,"endTime":545.64,"body":"as showing up in person in your"},{"speaker":"Tracey Franklin","startTime":541.11,"endTime":545.64,"body":"community, and marketing"},{"speaker":"Tracey Franklin","startTime":545.64,"endTime":550.23,"body":"yourself on social media, there"},{"speaker":"Tracey Franklin","startTime":545.64,"endTime":550.23,"body":"just is no comparison. It's"},{"speaker":"Tracey Franklin","startTime":550.23,"endTime":554.04,"body":"easier than ever to share your"},{"speaker":"Tracey Franklin","startTime":550.23,"endTime":554.04,"body":"greatness with the world. I will"},{"speaker":"Tracey Franklin","startTime":554.04,"endTime":557.25,"body":"not accept any excuses when it"},{"speaker":"Tracey Franklin","startTime":554.04,"endTime":557.25,"body":"comes to my team being present"},{"speaker":"Tracey Franklin","startTime":557.25,"endTime":560.85,"body":"on social media, if they cannot"},{"speaker":"Tracey Franklin","startTime":557.25,"endTime":560.85,"body":"at least do that for themselves,"},{"speaker":"Tracey Franklin","startTime":560.91,"endTime":564.0,"body":"invest in their selves and in"},{"speaker":"Tracey Franklin","startTime":560.91,"endTime":564.0,"body":"their future success in this"},{"speaker":"Tracey Franklin","startTime":564.0,"endTime":568.02,"body":"way, then why would I want to"},{"speaker":"Tracey Franklin","startTime":564.0,"endTime":568.02,"body":"invest anything? When something"},{"speaker":"Tracey Franklin","startTime":568.02,"endTime":573.36,"body":"is this free and this effective?"},{"speaker":"Tracey Franklin","startTime":568.02,"endTime":573.36,"body":"I'm sorry, no excuses. I don't"},{"speaker":"Tracey Franklin","startTime":573.36,"endTime":576.81,"body":"think there's one particular"},{"speaker":"Tracey Franklin","startTime":573.36,"endTime":576.81,"body":"service or product that's really"},{"speaker":"Tracey Franklin","startTime":576.81,"endTime":580.92,"body":"the answer and helping you"},{"speaker":"Tracey Franklin","startTime":576.81,"endTime":580.92,"body":"attract a dedicated client base."},{"speaker":"Tracey Franklin","startTime":581.31,"endTime":584.55,"body":"I think it's when you make a"},{"speaker":"Tracey Franklin","startTime":581.31,"endTime":584.55,"body":"decision on what type of stylist"},{"speaker":"Tracey Franklin","startTime":584.55,"endTime":587.85,"body":"you're going to be that you're"},{"speaker":"Tracey Franklin","startTime":584.55,"endTime":587.85,"body":"going to see this huge pivot."},{"speaker":"Tracey Franklin","startTime":588.33,"endTime":592.05,"body":"When I decided I wanted to be a"},{"speaker":"Tracey Franklin","startTime":588.33,"endTime":592.05,"body":"luxury stylist I put myself"},{"speaker":"Tracey Franklin","startTime":592.08,"endTime":595.17,"body":"under an umbrella of"},{"speaker":"Tracey Franklin","startTime":592.08,"endTime":595.17,"body":"opportunity, meaning that as"},{"speaker":"Tracey Franklin","startTime":595.17,"endTime":599.34,"body":"long as I stayed educated and"},{"speaker":"Tracey Franklin","startTime":595.17,"endTime":599.34,"body":"good at what I did, I could"},{"speaker":"Tracey Franklin","startTime":599.34,"endTime":602.4,"body":"continue to do offer the best"},{"speaker":"Tracey Franklin","startTime":599.34,"endTime":602.4,"body":"luxury services out there to my"},{"speaker":"Tracey Franklin","startTime":602.4,"endTime":606.39,"body":"clients, I prove that I was"},{"speaker":"Tracey Franklin","startTime":602.4,"endTime":606.39,"body":"someone they could count on, I"},{"speaker":"Tracey Franklin","startTime":606.39,"endTime":609.36,"body":"was someone worth paying a"},{"speaker":"Tracey Franklin","startTime":606.39,"endTime":609.36,"body":"little more for I was someone"},{"speaker":"Tracey Franklin","startTime":609.36,"endTime":612.3,"body":"worth booking out an entire"},{"speaker":"Tracey Franklin","startTime":609.36,"endTime":612.3,"body":"year's worth of appointments"},{"speaker":"Tracey Franklin","startTime":612.3,"endTime":617.01,"body":"for, you can decide what your it"},{"speaker":"Tracey Franklin","startTime":612.3,"endTime":617.01,"body":"factor is. And as long as you"},{"speaker":"Tracey Franklin","startTime":617.01,"endTime":621.33,"body":"stay true to that, services will"},{"speaker":"Tracey Franklin","startTime":617.01,"endTime":621.33,"body":"come and go and your loyal"},{"speaker":"Tracey Franklin","startTime":621.33,"endTime":626.01,"body":"clients will remain. I found my"},{"speaker":"Tracey Franklin","startTime":621.33,"endTime":626.01,"body":"niche through the process of"},{"speaker":"Tracey Franklin","startTime":626.01,"endTime":629.64,"body":"elimination, the more successful"},{"speaker":"Tracey Franklin","startTime":626.01,"endTime":629.64,"body":"I became, the more I was able to"},{"speaker":"Tracey Franklin","startTime":629.64,"endTime":633.72,"body":"remove services from my menu"},{"speaker":"Tracey Franklin","startTime":629.64,"endTime":633.72,"body":"that no longer spark joy that no"},{"speaker":"Tracey Franklin","startTime":633.72,"endTime":637.68,"body":"longer felt rewarding, I was"},{"speaker":"Tracey Franklin","startTime":633.72,"endTime":637.68,"body":"able to hone in on the ones that"},{"speaker":"Tracey Franklin","startTime":637.68,"endTime":642.48,"body":"did and made them my niche. I"},{"speaker":"Tracey Franklin","startTime":637.68,"endTime":642.48,"body":"don't encourage stylists to find"},{"speaker":"Tracey Franklin","startTime":642.48,"endTime":644.73,"body":"their niche from the start. I"},{"speaker":"Tracey Franklin","startTime":642.48,"endTime":644.73,"body":"know that may sound a little"},{"speaker":"Tracey Franklin","startTime":644.73,"endTime":647.4,"body":"weird, but you got to get out"},{"speaker":"Tracey Franklin","startTime":644.73,"endTime":647.4,"body":"there and you got to experience"},{"speaker":"Tracey Franklin","startTime":647.4,"endTime":651.12,"body":"this industry. I always ask my"},{"speaker":"Tracey Franklin","startTime":647.4,"endTime":651.12,"body":"students on the first day of"},{"speaker":"Tracey Franklin","startTime":651.12,"endTime":654.21,"body":"school what they think they're"},{"speaker":"Tracey Franklin","startTime":651.12,"endTime":654.21,"body":"going to specialize in. And then"},{"speaker":"Tracey Franklin","startTime":654.21,"endTime":656.7,"body":"I asked him again, sometime in"},{"speaker":"Tracey Franklin","startTime":654.21,"endTime":656.7,"body":"the middle, and then again at"},{"speaker":"Tracey Franklin","startTime":656.7,"endTime":662.22,"body":"the end, it always changes it"},{"speaker":"Tracey Franklin","startTime":656.7,"endTime":662.22,"body":"has never stayed the same. When"},{"speaker":"Tracey Franklin","startTime":662.22,"endTime":666.03,"body":"I decided to stop taking haircut"},{"speaker":"Tracey Franklin","startTime":662.22,"endTime":666.03,"body":"only clients, I lost a huge"},{"speaker":"Tracey Franklin","startTime":666.03,"endTime":669.78,"body":"percentage of my clientele,"},{"speaker":"Tracey Franklin","startTime":666.03,"endTime":669.78,"body":"which was something I accepted,"},{"speaker":"Tracey Franklin","startTime":669.78,"endTime":673.92,"body":"and I made sure I was prepared"},{"speaker":"Tracey Franklin","startTime":669.78,"endTime":673.92,"body":"for it. I knew that in creating"},{"speaker":"Tracey Franklin","startTime":673.92,"endTime":677.31,"body":"holes in my schedule, I would"},{"speaker":"Tracey Franklin","startTime":673.92,"endTime":677.31,"body":"run the risk of decreasing my"},{"speaker":"Tracey Franklin","startTime":677.31,"endTime":681.42,"body":"income. That was a chance I was"},{"speaker":"Tracey Franklin","startTime":677.31,"endTime":681.42,"body":"willing to take. I was a well"},{"speaker":"Tracey Franklin","startTime":681.42,"endTime":684.57,"body":"known stylist in the luxury"},{"speaker":"Tracey Franklin","startTime":681.42,"endTime":684.57,"body":"salon community. And I knew that"},{"speaker":"Tracey Franklin","startTime":684.57,"endTime":687.63,"body":"as long as I did my part, I"},{"speaker":"Tracey Franklin","startTime":684.57,"endTime":687.63,"body":"would attract the right clients"},{"speaker":"Tracey Franklin","startTime":687.63,"endTime":691.26,"body":"to my chair. And I did but I"},{"speaker":"Tracey Franklin","startTime":687.63,"endTime":691.26,"body":"just don't think it's the right"},{"speaker":"Tracey Franklin","startTime":691.26,"endTime":694.86,"body":"move for a stylist in the"},{"speaker":"Tracey Franklin","startTime":691.26,"endTime":694.86,"body":"beginning. One thing we haven't"},{"speaker":"Tracey Franklin","startTime":694.86,"endTime":698.61,"body":"talked about yet is word of"},{"speaker":"Tracey Franklin","startTime":694.86,"endTime":698.61,"body":"mouth, I still find word of"},{"speaker":"Tracey Franklin","startTime":698.61,"endTime":702.66,"body":"mouth to be wildly effective and"},{"speaker":"Tracey Franklin","startTime":698.61,"endTime":702.66,"body":"amazing marketing tool. And you"},{"speaker":"Tracey Franklin","startTime":702.66,"endTime":706.65,"body":"know why? Because a happy client"},{"speaker":"Tracey Franklin","startTime":702.66,"endTime":706.65,"body":"is a really loud client. And an"},{"speaker":"Tracey Franklin","startTime":706.65,"endTime":711.24,"body":"unhappy client is also a really"},{"speaker":"Tracey Franklin","startTime":706.65,"endTime":711.24,"body":"loud client. So when we find a"},{"speaker":"Tracey Franklin","startTime":711.24,"endTime":715.23,"body":"client that just loves us and"},{"speaker":"Tracey Franklin","startTime":711.24,"endTime":715.23,"body":"loves everything we do, we need"},{"speaker":"Tracey Franklin","startTime":715.23,"endTime":718.41,"body":"to let them know how much we"},{"speaker":"Tracey Franklin","startTime":715.23,"endTime":718.41,"body":"appreciate them and use them in"},{"speaker":"Tracey Franklin","startTime":718.41,"endTime":722.49,"body":"our marketing strategy. Let them"},{"speaker":"Tracey Franklin","startTime":718.41,"endTime":722.49,"body":"know how valued they are and"},{"speaker":"Tracey Franklin","startTime":722.49,"endTime":725.28,"body":"that you're looking to add more"},{"speaker":"Tracey Franklin","startTime":722.49,"endTime":725.28,"body":"people just like them to your"},{"speaker":"Tracey Franklin","startTime":725.28,"endTime":729.15,"body":"book. Let them know about any"},{"speaker":"Tracey Franklin","startTime":725.28,"endTime":729.15,"body":"discounts that you offer when"},{"speaker":"Tracey Franklin","startTime":729.15,"endTime":731.94,"body":"they refer their friends and"},{"speaker":"Tracey Franklin","startTime":729.15,"endTime":731.94,"body":"family. Give them some referral"},{"speaker":"Tracey Franklin","startTime":731.94,"endTime":735.81,"body":"cards and ask for your help. Now"},{"speaker":"Tracey Franklin","startTime":731.94,"endTime":735.81,"body":"they have what they need and the"},{"speaker":"Tracey Franklin","startTime":735.81,"endTime":739.65,"body":"assignment is clear. Send your"},{"speaker":"Tracey Franklin","startTime":735.81,"endTime":739.65,"body":"friends honey, send your family,"},{"speaker":"Tracey Franklin","startTime":740.22,"endTime":743.79,"body":"I find that people are willing"},{"speaker":"Tracey Franklin","startTime":740.22,"endTime":743.79,"body":"to help in most situations, we"},{"speaker":"Tracey Franklin","startTime":743.88,"endTime":748.8,"body":"just have to be willing to ask,"},{"speaker":"Tracey Franklin","startTime":743.88,"endTime":748.8,"body":"Are you ever really done"},{"speaker":"Tracey Franklin","startTime":748.8,"endTime":752.43,"body":"building your clientele? Well,"},{"speaker":"Tracey Franklin","startTime":748.8,"endTime":752.43,"body":"the short answer is no. Unless"},{"speaker":"Tracey Franklin","startTime":752.43,"endTime":755.31,"body":"you are in transition to"},{"speaker":"Tracey Franklin","startTime":752.43,"endTime":755.31,"body":"retirement clients will continue"},{"speaker":"Tracey Franklin","startTime":755.31,"endTime":758.61,"body":"to fall off your book. And in"},{"speaker":"Tracey Franklin","startTime":755.31,"endTime":758.61,"body":"order to maintain your level of"},{"speaker":"Tracey Franklin","startTime":758.61,"endTime":762.0,"body":"income you will need to keep"},{"speaker":"Tracey Franklin","startTime":758.61,"endTime":762.0,"body":"building to replace them. The"},{"speaker":"Tracey Franklin","startTime":762.0,"endTime":765.84,"body":"long answer is sometimes, as"},{"speaker":"Tracey Franklin","startTime":762.0,"endTime":765.84,"body":"your career evolves and"},{"speaker":"Tracey Franklin","startTime":765.84,"endTime":768.36,"body":"progresses, you may find"},{"speaker":"Tracey Franklin","startTime":765.84,"endTime":768.36,"body":"yourself interested in other"},{"speaker":"Tracey Franklin","startTime":768.36,"endTime":772.26,"body":"aspects of the industry like"},{"speaker":"Tracey Franklin","startTime":768.36,"endTime":772.26,"body":"education or leadership. And a"},{"speaker":"Tracey Franklin","startTime":772.26,"endTime":774.87,"body":"situation like this, you may"},{"speaker":"Tracey Franklin","startTime":772.26,"endTime":774.87,"body":"find yourself with more clients"},{"speaker":"Tracey Franklin","startTime":774.87,"endTime":778.59,"body":"than you can handle if you're"},{"speaker":"Tracey Franklin","startTime":774.87,"endTime":778.59,"body":"trying to add something else. I"},{"speaker":"Tracey Franklin","startTime":778.59,"endTime":781.29,"body":"haven't been recruiting clients"},{"speaker":"Tracey Franklin","startTime":778.59,"endTime":781.29,"body":"in over two years now and"},{"speaker":"Tracey Franklin","startTime":781.29,"endTime":784.89,"body":"continue to place my clients"},{"speaker":"Tracey Franklin","startTime":781.29,"endTime":784.89,"body":"with other amazing stylist as I"},{"speaker":"Tracey Franklin","startTime":784.89,"endTime":788.97,"body":"transition away from the chair."},{"speaker":"Tracey Franklin","startTime":784.89,"endTime":788.97,"body":"And sometimes you just decide to"},{"speaker":"Tracey Franklin","startTime":788.97,"endTime":792.45,"body":"slow down for some of us we"},{"speaker":"Tracey Franklin","startTime":788.97,"endTime":792.45,"body":"can't fathom that. But for"},{"speaker":"Tracey Franklin","startTime":792.45,"endTime":795.18,"body":"others, they get to a place"},{"speaker":"Tracey Franklin","startTime":792.45,"endTime":795.18,"body":"where they want to spend more"},{"speaker":"Tracey Franklin","startTime":795.18,"endTime":798.45,"body":"time with their family or"},{"speaker":"Tracey Franklin","startTime":795.18,"endTime":798.45,"body":"traveling or doing something"},{"speaker":"Tracey Franklin","startTime":798.48,"endTime":802.53,"body":"else that they've always wanted"},{"speaker":"Tracey Franklin","startTime":798.48,"endTime":802.53,"body":"to do. The best strategy for"},{"speaker":"Tracey Franklin","startTime":802.53,"endTime":807.51,"body":"long term client retention is"},{"speaker":"Tracey Franklin","startTime":802.53,"endTime":807.51,"body":"consistency. Again, be someone"},{"speaker":"Tracey Franklin","startTime":807.51,"endTime":812.31,"body":"that is dependable and great at"},{"speaker":"Tracey Franklin","startTime":807.51,"endTime":812.31,"body":"what they do. Not sometimes"},{"speaker":"Tracey Franklin","startTime":812.58,"endTime":817.62,"body":"every appointment every time,"},{"speaker":"Tracey Franklin","startTime":812.58,"endTime":817.62,"body":"people crave consistency and"},{"speaker":"Tracey Franklin","startTime":817.62,"endTime":822.81,"body":"their hair is no exception. Also"},{"speaker":"Tracey Franklin","startTime":817.62,"endTime":822.81,"body":"be someone they can trust. No"},{"speaker":"Tracey Franklin","startTime":822.81,"endTime":825.99,"body":"doubt if they're like most"},{"speaker":"Tracey Franklin","startTime":822.81,"endTime":825.99,"body":"clients, they go deep with you."},{"speaker":"Tracey Franklin","startTime":826.14,"endTime":829.23,"body":"Make sure you're someone that"},{"speaker":"Tracey Franklin","startTime":826.14,"endTime":829.23,"body":"can bear their soul to and trust"},{"speaker":"Tracey Franklin","startTime":829.23,"endTime":832.38,"body":"you to keep their secrets. I"},{"speaker":"Tracey Franklin","startTime":829.23,"endTime":832.38,"body":"know this may sound like a no"},{"speaker":"Tracey Franklin","startTime":832.38,"endTime":834.87,"body":"brainer. But I've heard some"},{"speaker":"Tracey Franklin","startTime":832.38,"endTime":834.87,"body":"pretty private conversations"},{"speaker":"Tracey Franklin","startTime":834.87,"endTime":837.81,"body":"happen in a break room that"},{"speaker":"Tracey Franklin","startTime":834.87,"endTime":837.81,"body":"shouldn't have. And that trust"},{"speaker":"Tracey Franklin","startTime":837.81,"endTime":840.96,"body":"is also extended professionally"},{"speaker":"Tracey Franklin","startTime":837.81,"endTime":840.96,"body":"meaning that they can trust that"},{"speaker":"Tracey Franklin","startTime":840.96,"endTime":845.01,"body":"you will always bring the latest"},{"speaker":"Tracey Franklin","startTime":840.96,"endTime":845.01,"body":"and the greatest to the chair."},{"speaker":"Tracey Franklin","startTime":845.73,"endTime":850.26,"body":"Trust is so important. For me"},{"speaker":"Tracey Franklin","startTime":845.73,"endTime":850.26,"body":"what's changed the most about my"},{"speaker":"Tracey Franklin","startTime":850.26,"endTime":854.4,"body":"recruitment strategy is the"},{"speaker":"Tracey Franklin","startTime":850.26,"endTime":854.4,"body":"sense of urgency. In the"},{"speaker":"Tracey Franklin","startTime":854.4,"endTime":858.0,"body":"beginning, you're working with"},{"speaker":"Tracey Franklin","startTime":854.4,"endTime":858.0,"body":"almost no clients. So everything"},{"speaker":"Tracey Franklin","startTime":858.0,"endTime":861.6,"body":"you do is about building and"},{"speaker":"Tracey Franklin","startTime":858.0,"endTime":861.6,"body":"attracting people to your chair."},{"speaker":"Tracey Franklin","startTime":861.96,"endTime":864.24,"body":"And then it transitions into"},{"speaker":"Tracey Franklin","startTime":861.96,"endTime":864.24,"body":"something that requires"},{"speaker":"Tracey Franklin","startTime":864.24,"endTime":868.02,"body":"consistency, but it's not as"},{"speaker":"Tracey Franklin","startTime":864.24,"endTime":868.02,"body":"urgent because now you're able"},{"speaker":"Tracey Franklin","startTime":868.02,"endTime":870.93,"body":"to pay your bill. So instead of"},{"speaker":"Tracey Franklin","startTime":868.02,"endTime":870.93,"body":"trying to build an entire"},{"speaker":"Tracey Franklin","startTime":870.93,"endTime":875.64,"body":"clientele, you're just trying to"},{"speaker":"Tracey Franklin","startTime":870.93,"endTime":875.64,"body":"fill holes. So now you can be a"},{"speaker":"Tracey Franklin","startTime":875.64,"endTime":878.37,"body":"little bit more selective about"},{"speaker":"Tracey Franklin","startTime":875.64,"endTime":878.37,"body":"the clients you want to serve"},{"speaker":"Tracey Franklin","startTime":878.37,"endTime":882.09,"body":"and lean more into your niche."},{"speaker":"Tracey Franklin","startTime":878.37,"endTime":882.09,"body":"Managing a schedule that"},{"speaker":"Tracey Franklin","startTime":882.09,"endTime":885.3,"body":"supports work life balance is"},{"speaker":"Tracey Franklin","startTime":882.09,"endTime":885.3,"body":"really not that hard when you"},{"speaker":"Tracey Franklin","startTime":885.3,"endTime":888.75,"body":"maintain healthy boundaries."},{"speaker":"Tracey Franklin","startTime":885.3,"endTime":888.75,"body":"When you decide on a schedule"},{"speaker":"Tracey Franklin","startTime":888.75,"endTime":892.5,"body":"and you stick to it. There will"},{"speaker":"Tracey Franklin","startTime":888.75,"endTime":892.5,"body":"always be special circumstances"},{"speaker":"Tracey Franklin","startTime":892.5,"endTime":897.3,"body":"but the standard needs to be"},{"speaker":"Tracey Franklin","startTime":892.5,"endTime":897.3,"body":"Hey, this is my schedule. This"},{"speaker":"Tracey Franklin","startTime":897.3,"endTime":900.6,"body":"is when I'm available. I'm sorry"},{"speaker":"Tracey Franklin","startTime":897.3,"endTime":900.6,"body":"if that doesn't work. Are you"},{"speaker":"Tracey Franklin","startTime":901.17,"endTime":903.69,"body":"bending over backwards for"},{"speaker":"Tracey Franklin","startTime":901.17,"endTime":903.69,"body":"clients who continuously"},{"speaker":"Tracey Franklin","startTime":903.69,"endTime":906.87,"body":"reschedule or don't respect your"},{"speaker":"Tracey Franklin","startTime":903.69,"endTime":906.87,"body":"boundaries teaches them bad"},{"speaker":"Tracey Franklin","startTime":906.87,"endTime":909.51,"body":"booking habits from the"},{"speaker":"Tracey Franklin","startTime":906.87,"endTime":909.51,"body":"beginning. So you just need to"},{"speaker":"Tracey Franklin","startTime":909.54,"endTime":913.98,"body":"nip that in the bud. I can't say"},{"speaker":"Tracey Franklin","startTime":909.54,"endTime":913.98,"body":"this with any real certainty."},{"speaker":"Tracey Franklin","startTime":914.19,"endTime":917.58,"body":"But after being in the industry"},{"speaker":"Tracey Franklin","startTime":914.19,"endTime":917.58,"body":"as long as I have and leading so"},{"speaker":"Tracey Franklin","startTime":917.58,"endTime":921.39,"body":"many professionals to success,"},{"speaker":"Tracey Franklin","startTime":917.58,"endTime":921.39,"body":"if I had to put a timeline on"},{"speaker":"Tracey Franklin","startTime":921.39,"endTime":924.3,"body":"building a sustainable"},{"speaker":"Tracey Franklin","startTime":921.39,"endTime":924.3,"body":"clientele, I would say you need"},{"speaker":"Tracey Franklin","startTime":924.3,"endTime":927.42,"body":"to give it two years. That"},{"speaker":"Tracey Franklin","startTime":924.3,"endTime":927.42,"body":"doesn't mean you're going to be"},{"speaker":"Tracey Franklin","startTime":927.42,"endTime":931.65,"body":"scraping by for two years. Okay?"},{"speaker":"Tracey Franklin","startTime":927.42,"endTime":931.65,"body":"That means it's going to take at"},{"speaker":"Tracey Franklin","startTime":931.65,"endTime":935.04,"body":"least this long to build a book"},{"speaker":"Tracey Franklin","startTime":931.65,"endTime":935.04,"body":"of clients that feels solid and"},{"speaker":"Tracey Franklin","startTime":935.04,"endTime":938.73,"body":"a book that you can actually"},{"speaker":"Tracey Franklin","startTime":935.04,"endTime":938.73,"body":"thrive in. So just know the"},{"speaker":"Tracey Franklin","startTime":938.73,"endTime":943.53,"body":"exception to this rule is crazy"},{"speaker":"Tracey Franklin","startTime":938.73,"endTime":943.53,"body":"amounts of effort. If you hit"},{"speaker":"Tracey Franklin","startTime":943.53,"endTime":946.05,"body":"the ground running, if you're"},{"speaker":"Tracey Franklin","startTime":943.53,"endTime":946.05,"body":"doing everything humanly"},{"speaker":"Tracey Franklin","startTime":946.05,"endTime":949.26,"body":"possible to build your"},{"speaker":"Tracey Franklin","startTime":946.05,"endTime":949.26,"body":"clientele, given it all you got"},{"speaker":"Tracey Franklin","startTime":949.26,"endTime":951.96,"body":"day and night, I mean, you're"},{"speaker":"Tracey Franklin","startTime":949.26,"endTime":951.96,"body":"obviously going to build faster"},{"speaker":"Tracey Franklin","startTime":951.96,"endTime":955.32,"body":"than someone that takes a part"},{"speaker":"Tracey Franklin","startTime":951.96,"endTime":955.32,"body":"time approach. So at the end of"},{"speaker":"Tracey Franklin","startTime":955.32,"endTime":960.06,"body":"the day, your success is up to"},{"speaker":"Tracey Franklin","startTime":955.32,"endTime":960.06,"body":"you in the beginning. And in the"},{"speaker":"Tracey Franklin","startTime":960.06,"endTime":964.5,"body":"end, the type of professional"},{"speaker":"Tracey Franklin","startTime":960.06,"endTime":964.5,"body":"that you are is truly up to you."},{"speaker":"Tracey Franklin","startTime":965.28,"endTime":969.54,"body":"My last piece of advice is to"},{"speaker":"Tracey Franklin","startTime":965.28,"endTime":969.54,"body":"always act like Gone isn't gone"},{"speaker":"Tracey Franklin","startTime":969.54,"endTime":973.47,"body":"for good. I've had countless"},{"speaker":"Tracey Franklin","startTime":969.54,"endTime":973.47,"body":"clients leave and come back to"},{"speaker":"Tracey Franklin","startTime":973.47,"endTime":977.64,"body":"my chair. So when for whatever"},{"speaker":"Tracey Franklin","startTime":973.47,"endTime":977.64,"body":"reason you find one of your"},{"speaker":"Tracey Franklin","startTime":977.64,"endTime":981.36,"body":"clients in someone else's chair,"},{"speaker":"Tracey Franklin","startTime":977.64,"endTime":981.36,"body":"treat that situation with love"},{"speaker":"Tracey Franklin","startTime":981.36,"endTime":984.15,"body":"and respect, because you never"},{"speaker":"Tracey Franklin","startTime":981.36,"endTime":984.15,"body":"know when they're going to"},{"speaker":"Tracey Franklin","startTime":984.15,"endTime":986.79,"body":"realize what they had in you."},{"speaker":"Tracey Franklin","startTime":984.15,"endTime":986.79,"body":"And come back."},{"speaker":"Morgan Franklin","startTime":986.0,"endTime":989.69,"body":"Thank you for"},{"speaker":"Morgan Franklin","startTime":986.0,"endTime":989.69,"body":"joining us on this episode of"},{"speaker":"Morgan Franklin","startTime":989.69,"endTime":992.03,"body":"anytime soon. The Aspiring"},{"speaker":"Morgan Franklin","startTime":989.69,"endTime":992.03,"body":"Stylist Podcast with Tracey"},{"speaker":"Morgan Franklin","startTime":992.03,"endTime":994.64,"body":"Franklin. If you enjoyed"},{"speaker":"Morgan Franklin","startTime":992.03,"endTime":994.64,"body":"listening and you want to hear"},{"speaker":"Morgan Franklin","startTime":994.64,"endTime":998.42,"body":"more, make sure you subscribe on"},{"speaker":"Morgan Franklin","startTime":994.64,"endTime":998.42,"body":"Apple Podcast, Spotify or"},{"speaker":"Morgan Franklin","startTime":998.42,"endTime":1001.81,"body":"wherever you find your podcasts."},{"speaker":"Morgan Franklin","startTime":998.42,"endTime":1001.81,"body":"The Aspiring Stylist Podcast"},{"speaker":"Morgan Franklin","startTime":1001.81,"endTime":1005.29,"body":"with Tracey Franklin is a Morgan"},{"speaker":"Morgan Franklin","startTime":1001.81,"endTime":1005.29,"body":"Franklin Production. Today's"},{"speaker":"Morgan Franklin","startTime":1005.29,"endTime":1008.74,"body":"episode was written and produced"},{"speaker":"Morgan Franklin","startTime":1005.29,"endTime":1008.74,"body":"by Morgan Franklin editing and"},{"speaker":"Morgan Franklin","startTime":1008.74,"endTime":1011.5,"body":"post-production by Mike"},{"speaker":"Morgan Franklin","startTime":1008.74,"endTime":1011.5,"body":"Franklin. Want to find out more"},{"speaker":"Morgan Franklin","startTime":1011.5,"endTime":1015.19,"body":"about Tracey and the Aspiring"},{"speaker":"Morgan Franklin","startTime":1011.5,"endTime":1015.19,"body":"Barber and Beauty Academy go to"},{"speaker":"Morgan Franklin","startTime":1015.25,"endTime":1016.96,"body":"aspirebarberandbeauty.com"}]}