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In this episode of the Hello Hair Pro Podcast, Todd and Jen unpack the Evolution Trap — the danger salon and barbershop owners face when they stop evolving their business.
Complacency might feel comfortable, but in reality, it leads to shrinking profits, bored staff, and clients who notice when nothing changes.
Drawing from their own salon experience and mentoring work, Todd and Jen share practical strategies for staying adaptable, auditing systems, and keeping your business fresh — without overwhelming yourself or your team.
Key Takeaways:
If you’re not evolving, you’re regressing — because inflation, client expectations, and staff goals are always moving forward.
Stability often equals stagnation. Your business can look “fine” while actually losing money and momentum.
Staff want growth and opportunity. Without it, your best people will outgrow your business.
Clients value consistency but also crave freshness. A business that never changes feels stale.
Small, consistent nudges toward improvement compound into massive long-term growth.
Timestamps:
[00:00] – Intro & Labor Day recording Todd and Jen kick things off on Labor Day
[02:00] – Staff complaints vs. staff goals Jen explains why owners should ask their staff about their goals instead of assuming laziness or a lack of work ethic.
[05:00] – Defining the Evolution Trap Todd explains why saying “my business is fine” is a red flag — stability without evolution equals stagnation
[07:00] – Systems that need revisiting Examples: cleaning lists, product lines, and small changes that create energy and accountability in the salon
[10:00] – Why owners resist change Comfort and fear make it easy to default to “just doing more hair” instead of leading
[14:00] – Mistaking stability for growth Why repeating the same playbook for 5–10 years leads to declining profit margins, bored clients, and high staff turnover
[17:00] – The hidden costs of stagnation How failing to evolve affects money, staff retention, and client experience.
[20:00] – Creating opportunity for staff Why your best stylists will leave if they can’t see a path forward — and how to give them leadership or education roles
[25:00] – Signs you’re stuck Haven’t raised prices in years, verbal systems only, repeated staff questions, or plateaued growth = trapped
[27:00] – How to break free Audit your systems annually, update standards, seek mentorship outside the industry, and use “nudges” (small changes that compound)
[32:00] – Lessons from other industries Todd and Jen share ideas borrowed from restaurants and hospitality that salons can adapt.
[34:00] – Closing & challenge Final reflections and this week’s listener challenge: What’s one area of your business that hasn’t changed in 3+ years?
Are discounts really the best way to grow your salon? Spoiler: they’re not.
In this episode, Todd and Jen break down why discounting hurts your business long-term and share proven, real-world strategies to fill your books without ever lowering your prices.
From rebooking systems and referrals to solving client problems and improving your marketing, this conversation gives you practical steps to attract and retain loyal clients—while keeping your profits intact.
If you’ve ever felt pressured to run “new client specials” or endless deals, this episode will show you a better way forward.
[00:00:30] Why Discounts Don’t Work
Discounts train clients to chase deals instead of building loyalty.
The wrong kind of client shows up when your main value is price.
Discounts erode profit margins.
[00:08:30] Losing Clients After Price Increases
Why losing some clients can help growth.
The story of a longtime client who left after a price increase—only to return later because the service was worth it.
Why “books closed” strategies backfire long-term.
[00:12:00] The Psychology of Discounts
Why discount-driven clients rarely stay.
Early bird rates, grandfathered pricing, and the fairness problem.
Clients aren’t looking for the cheapest salon—they’re looking for solutions.
[00:16:00] Positioning Your Salon Correctly
Luxury vs. high-volume vs. best-solution salons (from The Pumpkin Plan).
Why most salons misuse the word “luxury.”
Building systems that create client experiences, not discounts.
[00:18:00] Marketing That Actually Works
How to Raise Your Salon Prices Without Losing Clients [EP:206]
In this episode, Todd and Jen break down one of the most misunderstood topics in the salon business — price increases.
Forget the blanket $5 rule or the “just raise 3%” advice you’ve seen floating around. Those outdated approaches are costing salons profit, stressing out owners, and undervaluing high-ticket services.
What's covered:
Why flat-rate or micro-percentage increases don’t make sense for every service.
The “technician-to-owner” gap and how it sabotages pricing decisions.
Why public price increase announcements can hurt more than help.
How to confidently raise prices without losing your best clients.
The exact steps Hello Hair used to give nine employees a 15–25% raise, with zero client loss.
Todd and Jen also share real-world scripts, leadership strategies, and client psychology tips to help you increase your pricing strategically, protect your profit margins, and keep the right clients coming back.
If you’ve been hesitant about raising prices or worried about client pushback, this episode will give you the mindset, math, and method to do it the right way.
Key Topics Covered:
00:00 – Intro: Why $5 or 3% increases don’t work 03:50 – The technician-to-owner gap and leadership blind spots 07:40 – Myth #1: The $5 Rule explained (and debunked) 09:55 – Myth #2: The 3% Rule and why it’s too low 12:30 – The hidden cost of announcing price increases publicly 20:00 – What pricing should be based on 26:40 – Education vs. value: what clients care about 27:50 – Hello Hair Pro’s 15–25% raise case study 36:00 – Coaching your team through price changes 39:00 – How to raise prices: step-by-step 46:00 – Standing firm and projecting confidence 47:40 – Client psychology and retention after an increase49:00 – Closing thoughts and call to action
Salon Success: Avoid Pitfalls, Find Mentors, and Set Non-Negotiables [EP:205]
Owning a salon isn’t just about doing great hair—it’s about leading a team, solving problems, and staying steady when chaos strikes.
In this episode, Todd and Jen pull back the curtain on a whirlwind week of running Hello Hair Co.
From dealing with a busted dryer, a tough staffing decision, and a convincing scam attempt, to unpacking why so many salon owners fall into the “keep all the money” trap, this conversation is packed with hard-earned lessons.
They dive deep into:
Finding the right mentor (and spotting the wrong ones before they derail your business)
Why non-negotiables are essential for building a strong culture and consistent standards
How to prepare for seasonal slowdowns instead of just “accepting them”
The leadership mindset shift every salon owner needs if they want to grow and last
Whether you’re a new salon owner, an experienced stylist thinking of branching out, or just curious about the behind-the-scenes of running a business, this episode will give you strategies to lead with clarity, handle curveballs with confidence, and avoid costly mistakes.
Timestamps: 00:00 – Opening banter & download spike update 02:00 – Jen’s week of business curveballs (dryer problems, staffing decisions, and resilience) 04:45 – The salon owner “keep all the money” myth and why it fails 10:00 – Seasonal slowdowns: the bad advice floating around & how to actually prepare 17:00 – The Eversource scam attempt: how it unfolded and what to watch for 24:00 – Finding the right mentor (and avoiding the wrong ones) 31:00 – Why customized mentorship beats cookie-cutter templates 35:00 – Non-negotiables: how they shape culture, performance, and growth 40:00 – High expectations, vision alignment, and leading from the front 41:00 – Todd’s restaurant story: enforcing standards when it’s uncomfortable 42:30 – Final thoughts and call to action
How to Keep Your Salon Staff: What Our Stylists Said When We Asked Why They Stay [EP:204]
What makes someone want to stay at your salon? This episode answers that question—straight from the people who matter most.
Todd and Jen read real, unfiltered responses from their team about why they choose to stay at Hello Hair Co.
These messages are full of honesty, emotion, and insights that speak to what stylists value in a work environment.
From mentorship and leadership to laughter and lizards (yes, really), this is an episode that gets to the heart of retention.
They also react to real posts from salon owner forums—some hilarious, some concerning—and offer sharp, honest takes on pricing, commission structures, culture breakdowns, and the dangers of social media advice.
If you’re trying to build a salon that people never want to leave, this episode is your blueprint.
Key Topics Covered:
[00:00] Real Talk: Reactions, Feedback, and Social Media Rants [00:03] Jen’s Opening Take: From “Talks Too Much” to Career Asset [00:05] Todd’s Opening Take: Specialists Work for Generalists [00:08] Why We Asked Our Staff “Why Do You Stay Here?” [00:09–00:24] Reading the Team’s Responses (and Getting a Little Emotional) [00:25] A Client Turned Blowdry Addict Turned Teammate [00:27] Why People Come In Even on Their Days Off [00:31] The Power of Individualized Goals and Coaching [00:33] What Real Culture Looks Like (Hint: It’s Not Buzzwords) [00:35] Reactions to Wild Salon Owner Forum Posts: • Vaping in "luxury" salons? • Grandfathered pricing drama • 70% commissions?! • Suite renters getting “called out” • When staff stop showing up [00:42] Final Take: Culture, Leadership, and Creating a Place People Want to Be
Hiring a stylist is hard. Retaining one is harder. Training them from scratch? That’s where most salon owners throw in the towel.
Todd and Jen believe that’s exactly where the opportunity lies.
In this episode, they break down their education funnel—the system they’ve built to train new hires (especially those straight out of cosmetology school) into fully booked, confident, high-performing stylists.
From blow-dry assessments to client-ready test-outs, you’ll hear exactly how they do it, how long it takes, and how it leads to stronger retention, higher performance, and long-term growth.
Whether you’re thinking about training your first stylist or looking to improve the education model inside your salon, this episode will help you build a path that scales with your business and supports your team.
Key Topics Covered:
[00:00] Stop Waiting for the “Unicorn” Hire [00:02] Jen’s Story: Learning the Hard Way at Her First Salon [00:04] Daydreaming Won’t Save Your Business—Systems Will [00:05] Todd’s Opening Rant: $80 Haircuts, Facebook Negativity, and a Dying Industry Mindset [00:12] Stop Asking Facebook What a Lawyer or Accountant Should Answer [00:14] Building an Education Funnel [00:16] Going Wider Reduces Risk and Builds Retention [00:17] Why We Focus on Hiring Stylists Out of School [00:19] How a True Apprenticeship Works (And What States Offer It) [00:20] Are You a “Push Forward” or “Hold Back” Type Leader? [00:22] Our Step-by-Step Training System (From Model to Client-Ready) [00:27] The Blow-Dry Test: A Crucial First Win [00:30] Why Clients Are Paying During Training—and Why That’s a Win [00:32] Adding Services One by One = Confidence + Clarity [00:34] Transparency Builds Trust: Don’t Hide the Training [00:36] Matching Clients and Stylists Without Compromising Standards [00:39] Transitioning From Friends/Family to Real Clients [00:41] Ongoing Training, Redos, and Leadership Conversations [00:44] Education Never Ends—Even for Experienced Stylists [00:46] Paying Stylists and Educators During Training [00:47] What If You Don’t Have Time to Train? [00:49] Be Willing to Let People Go—If They’re Not Growing, You’re Shrinking [00:51] The Term “Apprenticeship” [00:52] Get on the Email List
Real Talk on Hiring, Culture, and Why People Stay.
After a technical hiccup on Monday’s episode (sorry if you caught the glitchy one!), Todd and Jen are back with a full redo—and it might be even better than the original.
This episode covers team retention, leadership, and how to build a salon culture that people don’t want to leave.
They cover everything from how to attract new talent straight out of school, why “luxury” means nothing if your client experience doesn’t back it up, and how simplifying your systems might be the key to long-term success.
Oh—and they don’t shy away from calling out toxic industry mindsets that are holding people back.
Whether you’re running a salon or running a rental model, this episode is full of practical, experience-backed advice you can implement immediately.
🔥 Key Topics Covered:
[00:00] Why We’re Re-Recording + Behind-the-Scenes Podcast Real Talk [00:03] Luxury Isn’t a Word—It’s a Client Experience [00:06] Simplicity Wins: What Lego Can Teach Salon Owners [00:11] Bad Advice on Facebook and the Mentorship Void [00:12] Why You Should Always Be Interviewing [00:15] Don’t Be Salty When Stylists Leave—Plan for It [00:18] Creating a Clear Career Path with Visible Growth Opportunities [00:22] How to Build Education Into Your Salon Model [00:24] Stop Waiting for the “Perfect Stylist”—Hire Out of School [00:28] Buy-In Beats Experience [00:29] Flexibility + Rules = Sustainable Culture [00:32] Why You Might Be the Reason You Can’t Retain Staff [00:34] How to Structure Your Team to Handle Turnover [00:36] The Secret Power of Station Sharing [00:38] Culture Can’t Just Be a Buzzword—It Must Be Defined [00:39] The Fun Factor: Why Energy, Leadership, and Respect Matter [00:41] Culture > Commission: What Stylists Want Today
How to Run a Successful Commission Salon in 2025 Pt 3 [EP:201]
In this final episode of our commission salon business mini-series, Todd and Jen break down how their roles as salon owners have evolved over time—and what it really takes to build a sustainable commission-based business.
From systems and structure to trust, delegation, and team culture, this episode is packed with real-world insight and hard-won lessons. Whether you're just starting or scaling up, this is a must-listen.
🔹 Timestamps + Topics
[00:00] - Welcome back & what we covered in parts 1 and 2 [03:00] - Jen’s opening take: The first real vacation after 16 years of owning a salon [05:30] - Todd’s opening take: Use AI smartly—but don’t outsource your thinking [09:45] - How our ownership roles have changed over the years [13:00] - Your team determines how far you can go [14:40] - How we got our team to care about cleaning (without nagging) [16:30] - Why simplicity in systems makes them stick [18:00] - Using Slack for communication and why it works [19:00] - How we structure team meetings to inspire, not intimidate [22:45] - Honest self-audits: “Where have we failed you as leaders?” [24:00] - Delegation, creating opportunities, and expanding team roles [27:00] - Station-sharing, working 7 days, and maximizing space without expanding [30:00] - What most salons miss: supporting multiple generations of stylists [34:30] - Why we don’t micromanage KPIs and tailor mentorship to the stylist [36:00] - Taking care of your team holistically (yes, that includes hydration) [37:00] - Final thoughts: You don’t need to have it all figured out [38:00] - Culture is built on your worst days, not your best [39:00] - What to do next: Audit yourself, your systems, and your leadership
💡 Key Takeaways
How to Run a Successful Commission Salon in 2025 Pt 2 [EP:200]
In this milestone 200th episode, Todd and Jen continue their in-depth exploration of what it takes not only to build a successful commission salon but also to sustain one.
From emotional intelligence behind the chair to their refined hiring process, leadership growth, team retention strategies, and handling conflict like pros—this episode is loaded with actionable insights for salon owners and hair professionals alike.
🕒 Timestamps & Topics:
[00:00] – Opening Takes
[07:00] – Recap of Part 1 + This Week’s Focus: Culture & Hiring
[08:00] – Early Hiring Mistakes & Leadership Growth How the initial team didn’t align with the Hello Hair Pro mission—and how Todd and Jen refined their leadership and hiring approach as a result.
[10:30] – Hello’s Current Hiring Process From culture fit first to post-hire model evaluations, shadow days, and hands-on onboarding.
[15:00] – What They Look for in New Team Members Hiring for personality, not just skill. Todd looks for people he genuinely wants to be around; Jen assesses presentation and willingness to learn.
[18:00] – Common Hiring Traps in the Salon Industry Why relying solely on technical ability is short-sighted, and how mentorship and real education matter more than ever.
[20:00] – Maintaining Culture & Retaining Your Team What do you do after the hire? Jen shares how they constantly create opportunities, set goals, and keep their staff engaged long-term.
[22:00] – Fighting “The Social Media Carrot” Why your team is being recruited 24/7 online—and how Hello Hair Pro stays ahead by offering real, meaningful value inside the business.
How to Run a Successful Commission Salon in 2025 Pt 1 [EP:199]
Is running a commission salon even worth it anymore? Should you go solo, rent a suite, or bring it back to commission?
In this episode, Todd and Jen dig deep into what it actually takes to run a successful salon in 2025—from ditching discounts to building strong foundations, leading new generations of hair pros, and why most salon owners burn out.
You’ll hear why leadership is everything, how to market with intention, and how to avoid the trap of working harder instead of smarter.
This episode is full of real talk, hard truths, and proven strategies that Todd and Jen have actually implemented in their own salon.
What You’ll Learn:
Why salon ownership isn’t about hair—it’s about business
How blaming “the next generation” is lazy leadership
The fatal mistake of constant discounting
What a solid mission, vision, and core values actually do for your business
How to build a brand people want to work for (and with)
Timestamps: 00:00 – Happy (not really) Monday + Opening Takes 01:30 – Is Commission Still Worth It in 2025? 02:15 – Todd’s Opening Take: Put the scissors down 03:00 – Jen’s Opening Take: Blaming the new generation won’t work 05:00 – The real reason salon owners burn out 06:30 – Discounting is not a marketing plan 09:00 – What your promotions say about your business 10:00 – Foundations: Mission, Vision, Core Values 13:00 – Choosing aligned brands and distributors 16:00 – Why salon marketing starts with knowing yourself 19:00 – Likes vs Revenue: What good marketing actually looks like 21:00 – Why making money isn’t “selling out”—it’s survival 24:00 – Culture is everything: How we built ours 27:00 – Jen’s honesty: “I didn’t know if I could be this uncomfortable” 30:00 – Listening over lecturing: The new leadership model 32:00 – Join our newsletter + what's next
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Key Topics Covered: Salon leadership, seasonal business strategies, avoiding scams, finding the right mentor, mentorship pitfalls, setting non-negotiables, leadership decision-making, staff management, salon business growth, vision and values, problem-solving mindset
[24:00] – Education & Growth Opportunities Daily education, peer-led classes, paid teaching gigs, and goal tracking. Jen explains how these initiatives keep their team connected and motivated.
[26:00] – The Power of Little Things Sometimes, upgrading the breakroom fridge is the culture win of the year. Small gestures = big impact.
[28:00] – Making Work Fun: Games, Challenges & Contests From Google review competitions to team videos, Todd and Jen explain how they use fun strategically, so it doesn’t become “just another thing.”
[29:00] – Treating Staff Like Adults, Not Children Professional respect is key. Feedback is given directly, respectfully, and constructively.
[30:00] – Handling Conflict the Right Way Disagreements happen. Jen and Todd discuss how they approach staff conflicts, encourage resolution, and maintain healthy team dynamics.
[32:00] – Wrap-Up + Teaser for Next Episode Todd will be asking the team, “Why do you stay at Hello?” and they’ll share those answers in a future episode.
💡 Key Takeaways:
Hire for character, teach the skill.
Retention is the real growth strategy.
Create a salon people don’t want to leave.
Your culture is built on what you tolerate and celebrate.
Conflict is natural—how you handle it defines your leadership.
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