Heartland Presents- Let's Talk Tanning

August is wellness month, and salons that treat it like amarketing holiday are missing the bigger opportunity. Courtney Fredericks of Innove Beauty and Wellness reveals how to turn wellness into a habit-building, revenue-driving experience that keeps clients coming back - and why the future of salon wellness is a full-body treatment, not a single service.

Kristin Jackson sits down with Courtney to break down how Innove has evolved from sunless-only roots into a broader wellness environment built to complement UV, red light therapy, IV therapy, gym partnerships, and more.

Courtney explains why the industry is moving beyond one-off appointments and toward stacked, multi-modality experiences that help clients look better and feel better in thesame visit.

Most salon commission plans fail for one simple reason: they make success harder to understand, not easier to achieve. If you lead a salon team, this episode shows why clarity beats complexity every time and how to build goals people can actually follow.

Tori Quanstrom breaks down the leadership mistake hiding inside complicated commission structures, where layered percentages, bonuses, thresholds, and “reward everything” logic can leave employees confused, scattered, and unmotivated. Instead of creating more drive, overbuilt systems often create more mental friction. You’ll discover:

• Why employees perform better when they can clearly see how their actions affect results
• The danger of measuring too many goals at once
• How simplicity creates focus, action, and better performance
• Why attainable goals and small wins build confidence and momentum
• How scoreboards, progress trackers, and public recognition keep motivation visible
• Why commission plans need regular review as your salon, team, and market change

Tori also explains why leadership is not about saying the right thing once. It’s about reinforcing priorities until they become part of the culture. If your team seems disconnected, inconsistent, or unsure how to win, the problem may not be effort - it may be the system.

This episode is especially valuable for salon owners, managers, and leaders who want stronger performance without adding more pressure or complexity. The takeaway is simple but powerful: when people understand how to win, they show up differently, and everyone benefits.

Discover how decades of scientific research and real-world experience can transform your career and boost your confidence. Imagine turning your passion for tanning into a thriving business without the guesswork. Ivy Potter, a seasoned spray tan artist and educator with over 20 years in the industry, shares insider tips on mastering spray tan technique, understanding the science of DHA, and creating gorgeous, streak-free color every time.

Whether you're just starting or looking to elevate your artistry, this episode reveals the crucial steps to refine your skills, build client trust, and grow a profitable business. You’ll discover:

• The science behind DHA and how Norvell’s innovation leads to better results and happier clients

• The three pillars of success in the sunless industry: science, art, and business savvy
• Why mastery programs and hands-on training can fast-track your confidence
• The importance of retail and aftercare products in creating loyal, satisfied clients
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In a competitive market, knowing how to deliver a flawless tan can set you apart—and missing out on the latest techniques and scientific advancements could limit your growth. Guest Ivy Potter is a master sunless artist and educator, known for her passion for science and beauty, and for empowering others to succeed. Tap into the knowledge that’s helped thousands of spray tan artists around the world—because you deserve to look and feel your best, inside and out. Don’t just spray—master the art, science, and business of tanning today!

Most tanning salons are transforming into full-blownwellness destinations—and PEMF therapy is one of the secret weapons fueling that shift. If your business is ready to stand out in a crowded market, this episode reveals how pulse electromagnetic fields are redefining recovery, relaxation,and client loyalty. Discover how PEMF supports cellular health without any needles, downtime, or discomfort. We break down how electromagnetic pulses help your clients' bodies heal, recover faster, and boost overall wellness—whetherthey’re busy professionals, aging adults, or fitness enthusiasts. Learn why wellness centers and salons are integrating PEMF alongside red light therapy, infrared treatments, and hydration therapies to create sticky, repeatable routines. You’ll explore the simple, versatile ways to incorporate PEMF into your offerings without massive investment or space. Find out how this easy-to-implement technology can differentiate your business, attract a broaderclientele, and generate new revenue streams. With wellness now a top priority for clients of all ages, neglecting this trend could leave your salon behind as the industry evolves. Whether you’re a salon owner seeking growth or a wellnessadvocate eager to expand your toolkit, PEMF is a game-changer you can’t afford to ignore. The future of tanning is wellness—and this non-invasive, easy-to-usetechnology is at the forefront. Don’t miss your chance to capitalize on this emerging trend and elevate your client experience today.

Join Kristin and Tori as they discuss simple yet effective steps you can take in your marketing to get more exposure and make your digital branding work better for you.

Join Kristin Jackson, Tori Quanstrom, and Jessica Stone as they discuss some of the highlights of the recent Mind Your Business Retreat.

Most salon owners and managers mistakenly believeaccountability is about cracking the whip. But what if true leadership is about creating clarity—without confrontation?

In this explosive episode, Jessica Stone shatters the mythsaround accountability and reveals how to drive results with kindness, consistency, and strategic systems. You’ll discover the secret to turning expectations into repeatable behaviors—without losing morale—using proven frameworks like the Accountability Ladder and the Power of Visual Scoreboards. Jessica shares real tactics for coaching in the moment, reinforcing standards daily, and handling performance issues with confidence rather than conflict.

We break down:

• The ultimate reason team goals fall short—cluelessness, noteffort
• How clarity transforms behaviors and boosts profitability
• The art of coaching, follow-up, and escalation—withoutcreating tension
• The non-negotiables that form the backbone of any thrivingsalon culture
• The truth about written plans, accountability loops, andperformance improvement strategies

This isn’t just theory—it’s a call to action for salonowners, leaders, and those hungry to elevate their team without burning them out. Because when systems are in place, results follow. When leaders lead with clarity, morale soars.

If you’re ready to ditch the old habits, stop chasing afterproblems, and start building a powerhouse team grounded in performance andrespect—this episode is your blueprint.

Leadership isn’t about control — it’s about performance. AndJessica Stone has cracked the code.

Perfect for anyone committed to transforming chaos intoconsistency and growth. Hit play and start changing your results today.

Are you ready to transform your approach to skincare, healing, and wellness? Join us as Jerry Deveney reveals the secrets behind POLY, the science of red-light therapy, and how this game-changing technology is reshaping salons, clinics, and everyday lives. Prepare for a passionate, deep dive into a wellness revolution!

Main Topics:

• The science and history of red-light therapy, from NASA to skincare breakthroughs

• How POLY's professional-grade technology outshines at-home devices

• The FDA clearances and safety standards that make POLY a trusted solution

• How red-light boosts ATP production, healing, and anti-aging effects

• Practical tips for salon owners: bundling services, memberships, and expanding your business

• The importance of proper use, training, and safety precautions

• The revolutionary potential of red light for wound healing, skin rejuvenation, and off-label wellness claims

Timestamps:

00:00 - Introduction to episode and Jerry Deveney

00:23 - What is red light therapy and its natural origins

00:36 - The NASA connection: healing in space

00:55 - Red light’s cosmetic and medical history over 50 years

01:19 - How device strength affects results

02:19 - Red lights rise in social media and beauty trends

02:32 - Jerry’s decade-long journey with POLY

02:54 - The evolution from prescription-only to over-the-counter clearance

03:36 - The FDA 510(k) process and safety standards

04:19 - Real-world results: testimonials and early adoption

06:01 - Differentiating professional devices from at-home products

06:22 - Technical specifics: nanometers, power output, and why it matters

07:18 - The importance of device strength and FDA verification

08:37 - How to identify genuine, compliant devices

09:15 - Making accurate medical and cosmetic claims

10:26 - Exploring different FDA-approved treatments: skin, acne, and pain management

11:43 - Safety talk: blue light, eyewear, and protocols

12:07 - Interchangeable panels for multi-therapy options

12:55 - Starting with red light, expanding to blue, infrared, and beyond

13:15 - Real healing stories: post-surgical recovery and skin regeneration

14:57 - Beyond surface benefits: systemic wellness and off-label use

16:34 - Building consumer confidence and demystifying the terminology

17:08 - Usage protocols, safety, and misconceptions

18:02 - Customer loyalty, repeat treatments, and bundled services

19:09 - The value of red light in boosting memberships and year-round revenue

20:08 - Marketing red light services as wellness and attraction tools

21:02 - The crossover of tanning salons to full wellness centers

22:21 - Key strategies for long-term client retention

26:35 - Maintaining youthful skin with red light and collagen

28:05 - Managing expectations: results, sustainment, and maintenance plans

29:33 - Red light’s detoxing, purging, and mental benefits

30:24 - The versatility and focus of POLY panels

32:23 - Combining POLY with other salon equipment for enhanced results

34:25 - Consulting physicians for safe use and off-label applications

35:02 - Addressing overexposure concerns and safety guidelines

36:44 - The importance of FDA registration, clarity, and avoiding bogus products

37:49 - Introducing POLY GO — perfect for spot treatments

38:12 - Comparing commercial vs. handheld devices, strengths, and portability

40:24 - The scam of overpriced, ineffective devices

41:04 - Why POLY’s FDA clearance matters, endorsed by leading medical institutions

42:04 - Upcoming speaking engagements and industry events

42:39 - Wrapping up and future parts of the red-light conversation

Join us in embracing this revolutionary approach! Red light therapy isn’t just a trend; it’s a new standard in health, beauty, and wellness. Start integrating POLY today and see your business and your clients thrive!

Most tanning salon owners underestimate the game-changing power of the right software — until disaster strikes. Jeff Oakes from TanTrack reveals how his system’s cutting-edge tech, backed by 27 years of innovation, can transform your salon’s safety, efficiency, and profitability.
When your business’s data is protected by security, automaticbackups, and real-time AI monitoring, you’re not just surviving — you're thriving in the chaos. From storm-damage resilience to eliminating employee theft, TanTrack’s features are designed to shield you from the nightmares that can cripple your business.
In this episode, you'll discover:

• How TanTrack’s server scaling keeps your data safe and accessible, even during regional outages or natural disasters.

• The exact tools that eliminate theft, reduce manual errors, and streamline your daily operations, saving you countless hours and dollars.

• The powerful, easy-to-use marketing integrations that turn customer data into automated email and text campaigns — all built right into the system.

• The groundbreaking new features that are so advanced, they could someday replace traditional systems altogether.

This isn’t just about software; it’s about safeguarding your investment, gaining peace of mind, and unlocking a new level of growth. If you’re ready to run smarter, protect better, and grow faster, you can’t afford to miss this.

Especially for salon owners who know the margin of error is razor-thin — this episode is your blueprint for a smarter, safer future. Step into the future of tanning salon management with confidence.

Join us and see why TanTrack is the ultimate tool for success — and why the future of your salon depends on it.

Prepare to be inspired, informed, and ready to upgradeyour game. Hit play now!

Ready to make the switch? Use this CouponCode:  HEARTLAND0526 and save $100 (your setup fee). It is valid through 05/31/2026.

Visit: https://www.nichesoft.com

Are objections in your salon holding you back? Jessica Stone dives deep into transforming "no" into "yes" with bold strategies that empower you to handle every client concern with confidence. This isn’t just about sales; it’s about shifting your mindset and mastering a powerful framework that makes objections a gateway, not a barrier. In this episode:

• The true meaning behind objections and why they’re signals, not walls

• The ACE method: A simple, proven framework to flip objections into opportunities

• How to validate concerns without going on the defensive

• The importance of tone, timing, and confidence in sales conversations

• How to anticipate objections and prepare your "tool bag" of responses

• The powerful "Yes and" versus "Yes but" approach to stay aligned and build trust

• Practical tips for handling common salon objections around price, products, and timing

• Building a resilient, coachable team capable of handling “no” with grace

• Real salon scenarios broken down with step-by-step responses

Timestamps:00:00 - Welcome & Why objections are signals, not walls

02:09 - The sales ratio game: shifting mindset from rejection to engagement

03:49 - What are objections? The importance of understanding client concerns

04:45 - Why objections give you insights into buyer priorities

05:36 - The ACE method overview: acknowledging, clarifying, educating

06:56 - The power of active listening & how to ask open-ended questions

08:13 - Common phrases that kill a sale & what to say instead

09:54 - How to build confidence and set the tone in your salon conversations

10:49 - Handling price objections with confidence and clarity

12:14 - Reframing product comparisons & educating clients effectively

13:09 - Anticipating objections & practicing situational sales fluency

15:00 - The "Yes and" strategy: align and guide, don’t resist or shut down

17:42 - Managing salon resistance & creating safety in objections

19:17 - Overcoming hesitant clients & reducing perceived risk

21:55 - Turning "I need to think" into a natural progression

23:22 - Moving clients forward & closing with natural confidence

24:29 - Tone, timing, and confidence: key to professional, calm responses

25:23 - Building your confidence daily — it’s a skill, not a trait

27:00 - Real-world salon scenarios & customized response frameworks

29:20 - Upselling & educating across product ranges & packages

31:24 - The impact of positive language and reframing in sales conversations

33:45 - Practical examples of "Yes, but" responses that win

35:33 - Building a team that handles objections seamlessly

38:01 - Key traits of high-performing salespeople & coaching tips

39:22 - The cycle of confidence, habit, and revenue growth

40:19 - Final motivational push: embrace objections & lean in

41:05 - Additional resources & upcoming events for continued growthResources & Links:

• Heartland Private Facebook Group

• Heartland Mobile App

• Heartland Blog

• Heartland GoToStage Channel

Remember — objections are your opportunity to shine! Lean into them, master the ACE framework, and watch your confidence—and your sales—soar. Don’t let a “no” stop you. Turn it into your secret weapon and finish your season strong!