The Danielle K White Show

*This week's podcast is a special encore episode initially published on June 12, 2018. On the heels of a wildly successful BMS Convention, Danielle and Coach Ani are back in the studio having a candid conversation about Production in this week's episode of Big Money Stylist, which continues to top the charts as the #1 podcast in the category of Fashion & Beauty in iTunes.

Clear communication, structure, and leadership are some of the topics that Danielle and Ani take on inside of this week's episode of the Big Money Stylist. Although it's hard to put the CEO pants on if you've never actually been a CEO, learning to walk in another's shoes is something we can all benefit from.

For Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week's Episode…..PROTECTION Point #1: Don't Cross the Line

• Danielle: I feel like I rode the friendship train out too long with no structure, so when I did try to lead, no one gave a shit; nobody respected me.
• What she has learned is the importance of establishing lines and defining roles inside of her business and her personal life, making certain not to overlap the two.

QUESTION

Where in your world is it time to establish lines and define roles?

Point #2: Clear Communication

• During walk & talks and weekly team meetings, you are able to find flaws in the system and nip them in the bud instead of having them drag on and on.
• When you don't have communication, stories are birthed, and from there, everybody assumes their story is true; feelings are hurt, people feel misunderstood, and it becomes a chaotic shit show.

QUESTION

As a salon owner, are there things weighing heavily on your shoulders that you've been avoiding discussing?

Point #3: Contracts

• When it comes to signing contracts, some artists have this feeling of, "How dare you ask me to sign a contract! We're friends! We had tequila one night!"
• One of the biggest parts of contracts that artists have a problem with are the non-competition and non-solicitation clauses which in reality, are in place to protect the business.

QUESTION

What are you doing to protect your business?

Point #4: Risking All

• As a business owner, you take on ALL of the risk. You also pay for and provide everything for the artists who are working inside your salon.
• Putting yourself in the shoes of a business owner, how would you feel and react if one of your artists decided to leave, giving their number to all of your clients on their way out?

QUESTION

Where in your world are you taking all of the risk and are letting others take advantage of you?

Point #5: Structure

• Danielle loves the freedom of being an artist, and also realizes that in order for her business to thrive, she can no longer fly by the seat of her pants. She has learned that she has to surrender a little and allow structure to come into play.
• There comes a time when you have to put your CEO pants on and make the hard decisions that have to be made. Ask yourself this question: If this was mine, what would I do?

QUESTION

As a salon owner, where have you been slacking and because of it, and things have gotten a little out of hand?

Quote of the Week:

"I'm putting my giant CEO pants on and moving forward. I will turn every fucking corner you put in my way."

— Danielle White

"Things not being voiced creates resentment and hard feelings. There comes a point where you can't even turn the corner because the sidewalk's gone; it's too late."

— Anianne Rivera

Clear communication, structure, and leadership are some of the topics that Danielle and Ani take on inside of this week’s episode of the Big Money Stylist. Although it’s hard to put the CEO pants on if you’ve never actually been a CEO, learning to walk in another’s shoes is something we can all benefit from.

It’s the best of both worlds in this week’s episode of the Big Money Stylist where Lala Land Danielle and fact-driven Ani come together to have some candid conversations around the topics of entitled artists, being a business owner, and never giving up, even in your darkest hour.

It’s the best of both worlds in this week’s episode of the Big Money Stylist where Lala Land Danielle and fact-driven Ani come together to have some candid conversations around the topics of entitled artists, being a business owner, and never giving up, even in your darkest hour.

For Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..PROTECTION Point #1: # The Naive Asshole

• In a recent training inside of the BMS network, an artist revealed that she was the product of a walk-out inside of the salon she had been working in.
• Now that she is trying to start her own business, she realizes how much of an asshole she was. At one time, Danielle was also that naive asshole who didn’t have the respect for those who had blazed the trail before her.

QUESTION

How are you currently being a naive asshole?

Point #2: It Takes Mad Skills

• While many think they have what it takes to be successful in business, oftentimes they lack many of the skills necessary to actually do the job that would make it successful.
• It’s the little things you don’t think about, plus you assume you’re just going to walk in and ‘own the world.’ It’s never as easy as you think, ever!

QUESTION

In what area do you know it’s time to increase your skill level?

Point #3: Risk Takers

• People forget to put themselves in other people’s shoes and are so quick to judge, not realizing there are a lot of hard decisions business owners must make.
• They can gather opinions of others, but at the end of the day, the final say-so will forever fall on the shoulders of the business owners who are also the ones taking ALL of the risk.

QUESTION

Are you prepared to take on all of the risk inside your next business decision?

Point #4: Change the Frame

• Many people equate change with betrayal, no matter how hard you nail it in that a business has to be successful, and that change is sometimes necessary for that success to happen.
• If something is not working, putting blinders on is not going to get the job done. A new frame must be established, and those who want to remain in the old frame and are unwilling to move forward with the new one, must be let go.

QUESTION

What new frame must you step into in order for you to move forward and progress?

Point #5: Letting Go of the Noise

• Ani’s experiences over the past few months had thrown her into a state of chaos. She took a step back and found that it was necessary to drown out the opinions and voices of those who were influencing her in order for her to hear her own voice.
• Ani: Is that the person I’m going to be, that the minute it gets hard I give in? I give up? We’re all a little bit insane which is why we’re changing this industry. Inside of that, I know I am not done here.

QUESTION

Where in your world is it time to separate yourself from the influencing voices of others?

Quote of the Week:

“It’s in those dark moments where your true colors start to show up; where you decide you’re going to keep going even when you hit those hard corners.”

— Danielle White

“It’s going to get dark, it’s going to get hard, but don’t you dare give up!”

— Anianne Rivera

On the heels of their first million-dollar event in June of 2018, Danielle and the ladies have a conversation around the topic of Profit, and how it is revealed in many ways, not only monetarily.

For Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week's Episode…..PROFIT Point #1: #growth

• Coach Ani: Six months ago, we stood in front of a room of 165 empty chairs and we were like, "Oh fuck, do you see all of these chairs? There's going to be a person in every fucking chair!" This time we had double the size of that, and as we looked over the audience, Val turned to me and said, "This is it?"
• Coach Val: Leaving my kids, being in front of people, putting myself out there and teaching – none of it is my natural state. If you know how painfully shy I am, and how much I hate being in the spotlight, I was not only totally fine, I really enjoyed the whole process. So the fact that I did it and enjoyed it, I was like yay! All the hard work is paying off. If I can grow at this rate, anyone can!

QUESTION

Where in your world are you currently doing something that at one time seemed impossible for you, but has now become almost second nature?

Point #2: It's in the Numbers

• Danielle: This was our first million-dollar event! The numbers and the money have to be important. If you don't know your numbers and you're not moving forward, what's the point? As a mom with two kids, I wouldn't fucking do this if there was no profit.
• Coach Ani: If we don't look at the numbers, we have no idea how to course correct or what we can do to improve. I feel like numbers are part of protection and profit. You have to know your numbers in order to move forward and grow.

QUESTION

How has taking the time to know your numbers been a game changer for you? What changes have you made as a result?

Point #3: Walk the Talk

• Coach Val: After the convention, I got some clarity about how I have been complicating things again, squeezing in more clients, and working more hours at night when I don't need to. By the time I get home, my husband says I'm like a Zombie. It's hard to let go of something when you enjoy it, but in order for me to live what we're teaching, it's time for me to reel it back in.
• Danielle: In BMS, we teach that profit is reflected in other areas of life, and not only in a dollar figure. Because it's hard to let go of the art, the clients, and money, we tend to burn ourselves out. But in order to live what we preach, we have to figure out how to be in that place of managing and delegating so we can actually have a good life. It's about owning and creating that balance.

QUESTION

What can you do today to create more balance in your life between work and home?

Point #4: Letting Go

• Coach Ani: I admit I'm a complete control freak, especially when it comes to everything inside of BMS. I've spent so much time creating and building it, I swear there are little pieces of my soul inside of it. Having an assistant has been a game changer, and for me, that's such a big profit. Having an extra set of hands has freed up space for me to create more.
• Danielle: When you have that assistant – and when you let go – you'll be a new you. You think you're letting go of power and that you're not going to be as powerful, but you'll find that you become even morepowerful. You're going to get to this weird space where everything on the checklist is done, your mind goes quiet, and it opens up space for you to create something new or different.

QUESTION

Where in your life have you been feeling that tug to let go?

Point #5: Freedom and Time

• Coach Val: When Danielle and I were on stage talking about being moms and missing out on a lot of things, we received a lot of messages from the artists. One said that when she gets back, she's letting her clients know she is no longer working Saturday's. "I've been putting my clients in front of my children. No more! Not one more fucking day!" I love when artists take a stand for themselves, their family, and their time.
• Coach Ani: When the convention first started, we each were on stage telling a little about our story. Garrett asked one of the artists what they wanted. "Freedom." That describes me to a T. I am so fiercely independent. I had let my clients dictate so much of everything that I did- the time, the energy, the days, the money. Never again will I let someone dictate my life. I want to do what I want, when I want, and how I want –  be damned what everybody else thinks.

QUESTION

Where in your world is it time to take a stand for your life?

Quote of the Week:

"Entrepreneurs and people that work really hard get so addicted to the grind, and I get that. But if your company is moving forward and you're able to enjoy life, for me, that's profitable."

— Danielle White

"When you spread yourself too thin, you're not multitasking, you're giving everybody shitty pieces of you. You're trying to survive and you're barely getting through the day instead of thriving. You have to find that sweet spot so you have that space to create."

— Valerie Plunk

"I tell our students that if it seems like we have our life together, I'm so sorry. I'm still a student inside of this."

— Anianne Rivera

On the heels of their first million-dollar event in June of 2018, Danielle and the ladies have a conversation around the topic of Profit, and how it is revealed in many ways, not only monetarily.

In this episode, the White’s tackle this reality: Most Artists are slaves behind the chair who are searching for a magic pill or magic checklist to success, and they’re looking for a Savior to bail them out. Danielle and Garrett share how Artists can flip that story and take a stand for themselves as an Artist AND a Marketer.

In this episode, the White’s tackle this reality: Most Artists are slaves behind the chair who are searching for a magic pill or magic checklist to success, and they’re looking for a Savior to bail them out. Danielle and Garrett share how Artists can flip that story and take a stand for themselves as an Artist AND a Marketer.

Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week’s Episode…..POWER Point #1: Magic Pill?

• When Artists sign up for a class or seminar, they pay the fee and then want a play-by-play action book to success. They’re looking for that magic pill or magic checklist.
• Danielle explains that’s not how business works. The easy part is paying the money and signing up for the class; the hard part is actually doing the work.

QUESTION

What have been your expectations re a Magic Pill to success?

 

Point #2: Slave Behind the Chair

• Hair stylists have a problem: They’re slaves trained in an industry and by a society that says, “You are not an artist, you are a slave and will come in the days and hours that I want.”
• Inside the slavery game, you have a second game which sets up Artists to look for a Savior. The life is being sucked out of so many Artists in the industry – the art, the fun, the joy, the passion – and they are slowly dying.

QUESTION

How has being a slave behind the chair worked for you thus far?

 

Point #3: No Salvation In Checklists

• An Artist with a slave mentality can be given a checklist or formula, but they will not see the actual art around the science of the checklist, nor have the intuitive knowledge to be able to move with the ebb and flow in and out of the formula.
• As they attempt to find salvation inside of these checklists, Artists begin looking at them as commandments to salvation, but they will never set them free.

QUESTION

How is this conversation opening your eyes and helping to change your story?

Point #4: How Do I Get Leads?

• There are four things you need to do every single day: 1) Livestream Video 2) Elite Photos of your Before and After work 3) Audio through podcasting or communication with clients 4) Text via FB page as a blog, an actual blog, or writing email copy.
• The Artist slave asks, “What is the checklist?” We tell them: The Daily 4. Their response? “But Garrett, I don’t have enough time!” The challenge is, you want to be free but you’re so busy being a slave that you can’t actually hear nor do what’s actually required to set yourself free.

QUESTION

What aspect of the Daily Four are you going to implement first?

 

Point #5:  Micro Wins

• Micro Wins is an actual strategy used in Military Training and inside of big business. You have these big visions for change but the problem is, you can’t move this big business very quickly if you try to make it move in one big swoop.
• So what you have are Micro Goals or Benchmarks where you take on one thing for a month and become master at that, then you set another Micro Goal. It’s a process where you take down your big goal one micro piece at a time.

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QUESTION

What is one big goal that you can start breaking down into Mirco wins?

Quote of the Week:

 “One of the stories that you must kill is, “I don’t have time.” The one thing about time is this: you will do whatever you’re committed to.”

–Garrett J White

“Find value in the small consistencies throughout your day. Start with the simple shit, do the work, and then be patient.”

–Danielle K White

This week's episode of the Big Money Stylist podcast comes from a recent BMS event where Danielle, Garrett, Val, and Ani trained over 300 Artists in the Art of Marketing, specifically covering the following: I'm a Marketer, I'm a Closer, I'm a Leader, not a Savior.

Big Money Stylist, we go over the following formula each month: Week #1: Power Week #2: Production Week #3: Profit Week #4: Protection In This Week's Episode…..PROTECTION Point #1: Marketing

• When Danielle started her NBR brand, Social Media wasn't as it is today. She knew the power was in leads so she started hustling and using the power of Marketing.
• As she worked on her Marketing and began seeing results, she experienced a mind shift and realized it didn't matter if she lived in a small town or a big city, she could still bring in big money through Marketing.

QUESTION

What are you doing to market yourself?

 

Point #2: Give Me Your Card, Bitch

• Ani: As Artists, we feel so beyond awkward trying to close anybody, especially when it's on the phone. You have to go in knowing that what you're selling is amazing, and you have to trust that you can produce the work to collect this money.
•  Val: The mindset of being a Closer began to shift for me after the first successful class we had. I knew that it worked. I was in the mindset of: We're selling out this class, this shit works, I'm a fucking closer, and I'm going to collect your card info.

QUESTION

What needs to shift in your mind in order for you to become a Closer?

 

Point #3: The Land of Yes or No

• Ani: We live in a world where Maybe is an acceptable answer, where you can be a super flake and not commit to anything.
  In Marketing, it's not maybe anymore; it's either a clear Yes, or a clear No.
• Danielle: If you're a Marketer, you're not scared of the Nos; you've got to own that marketing side of you, even in your panic mode. Give yourself a pep talk and then go after the Closing.

QUESTION

What area of your life do you find yourself living in the Land of Maybe instead of the Land of Yes or No?

Point #4: I Am a Leader, Not a Savior

• Ani: This is a hard one for Artists because we see the difference we can make in a woman's confidence. We want to do that for everyone, including anything that you can sort-of-kind-of-fuck-up along the way.
• Just because someone contacts you and they're willing to pay you, doesn't mean they're qualified to sit in your chair or get NBR.

QUESTION

Where in your world are you acting like a Savior instead of a Leader?

 

Point #5:  Daily Four

• Ani: When I began marketing the way Garrett taught us, I had to literally put up blinders and focus only on what I was doing in that moment. Otherwise, it was so easy to get sidetracked by all the chatter of the other Artists in my salon.
• Danielle: I think it's so important to communicate your message because it's literally the way to get your dream client in the chair. In addition to taking Before and Afters, you have to showcase a little bit of you.

QUESTION

What has been your experience using the Daily Four?

Quote of the Week:

"There are five pivotal points inside of this. Some of you are looking for a miracle switch when all you need is one shift in how you see your world. You just had bombs dropped on your face. What are you going to do with them?"

–Garrett J White

"Don't base your results on your social media following, base your results on actual clients sitting in your chair. Don't worry about the wrong numbers, worry about the right numbers."

–Danielle K White

"I wasn't taking anything personally, I just knew I was in the mindset of: We're selling out this class, this shit works, I'm a fucking Closer, and I'm going to collect your card."

–Valerie Plunk

"You never stop marketing, even if your books are full; it doesn't matter. You are going to grow, you are going to change, and your clientele will continue to change with you."

–Anianne Rivera