From Failing Businesses to Multi 7-Figure Brands with Drew & Rachel Thomas

Things are just messy. Like, things are not going to be perfect whatsoever. I feel like if you have that expectation that it's got to look perfect, you'll never make it. You'll try to record your first podcast. You'll be so pissed. It'll just. Nothing will ever come out.

We don't edit anything. Like, put the song on the front end, the back end. That's it.

Done is better than perfect. That is, like, our full life mantra. I'm like, look, I would love to be a master in some areas, and I think that's important. But, like, there's a whole lot of stuff that's just done, if you know what I mean.

Rachel and Drew, welcome to the Earn your happy podcast.

Thank you so much for coming on.

Thanks for having us.

I'm so excited to have you in person here. It's so much fun that you actually got to travel in person, and I love that I get to chat with another husband and wife who work together.

Yeah, it's hard. No, it's not, like, hard to work together, but really, it's, like, hard to meet other people that work together that, like, don't bite each other's heads off.

And I. I would agree with you, though, I would have to say my husband and I had to learn so much about how to work together in the beginning. We did not do well together in.

The very, very beginning.

Like, the first year, I was like, what the hell did I do?

We always say that. Worried about it as we, like, grow. As the businesses grow, like, our marriage has to expand at the same time and everything. We have to expand in all directions, really do. Because we work together.

Yeah. I can't wait to dive into that. I'm gonna. I have a few questions around that, because I do think so many people have it as the dream of either retiring their husband or wanting to, you know, bring their husband into the business. And I think setting up kind of the expectations around it and knowing what works is so important. Or you could. You can be kind of walking into a nightmare. Like, I literally felt like I was in a nightmare for the first year.

Yeah.

Because him and I were speaking a different language. So what I would love to chat with you about, though, is I want to go back to baby Drew and Rachel before you got into exactly what you're doing now. And I would love to know what both of your perspectives were on entrepreneurship and dreaming big.

Yeah, let me take that one. Well, we met as Covid was unraveling, unfolding.

Okay.

And I own gyms and she had the salon, and they were both just full free fall, you know, everything.

Everything shut down.

And it was. Everything was beginning to get shut down. So we met and, like, how's your business? Like, awful. Like, you know, not good.

Trauma bonding.

Yeah, a little trauma bonding. And then we just. We immediately just got. Just started helping each other, you know, with, like, SBA loans and for the salons. And then I needed things that were. I think we were building, like a front desk or something, and she was helping me build the front desk, and we had our kids together, and we just immediately started making. Making moves, taking action to help one another. And that was the. That was the beginning, you know, the early days.

Wow. So you. You literally met, bonded over failing businesses.

Yes.

But then what. What would you say it was in both of you that you stopped looking at the failure and started going, how in the heck do we make this work?

It just wasn't an option to. To, like, have it fail. Because I was, like, a single widow, mom of two. Wow. Met him on Bumblebee. And, you know, I remember. I think I. Well, the girl has to message the guy first, which I hated. I was like. So anyway, I messaged him. Like, you know, I had no idea how to date at the time. I'm like, hi. Like, what's up?

What are you doing?

You know, like, totally didn't know how to talk.

How's your business?

Yeah, because I was, like, a workaholic, and that's, like, all I did was just work, work, work and travel and teach. And so then when all those things were, like, plucked away, it was like, okay, I have to, like, be home. I have to. Can't, like, go to work. Like, what? So anyway, we met and I. I had messaged him, and he's like, oh, I'm. I'm building an invisible business that nobody cares about. And I said, oh, well, what is it? And then that's, like, how we started. Then he's like, can I call you? And I was like, this is weird. Like, he doesn't call me, you know, But I also, like, you know, both my kids were sleeping with me, you know, at night, and I was just. I had one under each arm, and I'm just kind of, like, texting. And I'm like, great. He wants to call me. Like, when am I going to talk to him? Right here. For my kids. Yeah. So I, like, got up and went in the other room, took his call, and we talked for, like, two hours about, like, business and life and just how to. Just how to like, what is he doing to get his business out of a hole? And me too, and all of that. So it was really interesting because, like, we both just kind of like we met the next day and then I'd say, I mean, we were for sure like living together by the end of the year. Wow. And, you know, he had a son from a previous relationship, I had two kids from my previous marriage. And it just like kind of, I don't know, everything just kind of like fit into place.

Is that crazy to look back on and be like. Like, you kind of can't believe that happened and that it all worked out the way that it did?

Not. Not really. I think it was supposed to happen for us. It was like, it was just, it was such a. It was such a fit, you know, and like, we both had kind of fizzling relationships that were kind of not moving anywhere.

Yeah.

And then for me, like, when I met her, I knew there was a lot of responsibility there because there's now this. An expanded potential family and there's young kids, you know, and then the absence of a. Of a dad, you know, so as all that kind of just was there, it wasn't there. And it was there. I don't know, you could sense something there, you know, with us and what we're doing. And it was immediate. There was an. I don't know what to call it. There's a connection, electricity around her and I just obviously her and I, you know, romantically, but also there's. There's a lot of things happening around us. Like, we were responsible. She was responsible for her team. I had a team and we just had a lot we were doing, so it just kind of made sense.

Okay. So I, I know there's going to be women who are listening, like, okay, how did you go into that relationship? Like, were you both doing personal development? Like, there must have been a lot of things you guys had to, like, talk through, be able to talk about hard things really quickly. Where were you guys both, like, personal development wise and being able to have those hard conversations?

Yeah, I mean, well, she had been through some things. You know, I've always been a super nerd with development and I was trying to become a version of the guy I am now and then to attract someone like her, you know, so I'd been geeking out on stuff like that for a long time and she had her own story, you know, so.

Yeah, so I, like I said, I was a single widow, mom of two kids, so the person that I was married to actually just Had. We were building a house at the time, and our contractor basically, like, there's liens coming out of the property left and right, and the contractor basically stole all the money that we had. So we went from, like, having, you know, things to, like, having nothing overnight. And then, you know, compile a brand new business. Two young kids. My son Evan was two and a half at the time. Kenzie was, I think, five. And then the man I was married to tried to take my life and then took his.

Oh, my God.

So it's like I'm processed. I mean, I. By the time I met Drew, it had been almost about three years. And so I had already, like, gone through grief share at my church multiple times. I've gone through, like, therapy and all that kind of stuff. And then, you know, really just kind of throwing myself into just taking care of my kids and working. Like, I didn't really, like, make time for relationships. I didn't really care to have, you know, much of a relationship. I was just kind of like, okay, I need a. Because at a certain point, like, I had to work. I had to get my, you know, personal life back in order financially. The business always did well, but it was like, my personal stuff. Like, I had to, like, not let that interfere with the business thing that was going so well because. Cause if both of them went down, it would be like. I mean, we'd lose everything. So I'd already gone through a lot of that. And then just my faith, really, like, that allowed me to just keep going. And then when we met, it was very much like, I think my mom and just everyone was like, rachel, like, you need a date. You can't just, like, be alone forever, you know? And my mom's like. I think also my mom was like, well, if you met someone and you got married, then I wouldn't have to babysit all the time. So I think it's part of that too.

Yeah, your mom's, like, speed and get along.

Yes. So, like, my mom was so happy to babysit while we, like, had, you know, our first probably, I don't know, 10 or so dates just to kind of, like, see if this was gonna go anywhere. But we ended up. We were both building an online company at the same time. This is, like, you know, in the beginning of COVID like, I launched my first round of coaching for salon owners in, like, January of 2020, not knowing everything that was gonna go down. And then him, too. He was building an online fitness coaching company. And so we were both already doing that, and he was really good at, like sales and marketing. I good at social media and organic. And so like, when we met, it was kind of like we filled in each other's gaps in that sense. And then also of course in like a personal sense, you know, him with Ollie and then me with Kenzie and Evan, and it just kind of just fit. It was. It was weird. And everyone around us was like, you guys are moving, like really quickly or like you just met him or all these outside, you know, things. But I just knew my gut, like, no, like, this is what we're doing, you know, and we've never like, allowed other. And now everybody else, like, you know, it's like, oh, wow. Like, yeah, y' all remember each other.

Yeah. So I don't, I don't feel like there's. I talk about this all the time with people. I don't. There's like no timeline specific anything. And there's no good way to get over something or amount of time that I believe that you should take this amount of time to get over this and do this. It's like, I just have heard way too many stories like this where all of a sudden it's just. There is. It's so clear to the both of you or a partnership or what, whatever that looks like. So I love hearing this and I hope that it's permission for people to not have to follow some sort of timeline or guideline of what a relationship should look like. So I would love for you to just catch everybody up on, you know, how you both kind of came together, exactly what you're doing right now and how that all like started to look. Because it sounds like you then had let go of some of your fitness stuff to come into this business.

There. Yeah, there was a moment of that. So gym did that for eight years sold that took an online.

Was it like a smaller personal training or a large box gym or what was it?

It was, it was like. Well, it was a small gym trying to be a big box gym. Okay. So I got into the CrossFit world and when that happened and I was, you know, always really in the fitness. So fitness is like the best thing that's ever happened to me and the worst in regards to, like, business. But I wouldn't trade it because I learned I kind of cut my teeth training to build a gym. It's very, very, very difficult because the churn is just ridiculous. So you, like, you, you meet, you get three new. You get three new members and you're like, wow, great day. And then four Quit. You're like, wait a minute, I'm. I'm backwards now. So it's an emotional roller coaster.

Yeah.

So humans, they be humans.

Maybe human. They be human, and they sure do.

I had a gym years ago, so.

Okay, yeah, yeah, brutal. So I took it online. High Ticket got in High Ticket space, learned how to do that. We were actually in Florida on a. She went with me to a Mastermind, and no one would want to go to, like, Masterminds with me, so. And she was like, I'm down, let's go.

I love this for you guys.

We're out there. I did my first High Ticket deal on the phone in Florida, not in my oven gym. You know, I'm going from $180 a month memberships to now $2,000, you know, client. And anyway, that changed my. That everything pivoted right there. And I was like, I can do this. I can do a lot of this. I can scale this.

You know, I love hearing that. The one domino for anybody listening, like, sometime that one. The one tip just makes you go, oh, this now becomes possible.

I remember the night. I remember the room. I remember what the moon looked like. I remember everything, you know, because that.

Was that from Masterminds? Was that from joining a Mastermind and being around that was people learning about.

High Ticket because what High Ticket was other than, like, personal training packages, you know, I didn't know, like, High Ticket space.

Yeah, I didn't know anything about that.

Yeah, yeah, we did that. And then that started going well. Worked my butt off. And with the administrative stuff, like, she's so good at, like, deep details, and I'm really good with people and talking and doing that. And it just started going. And the salons, that. Everything started going at the same time. But early on, she was like, we need to, like, we need to team up. And I was like, no, you got the salon, I got the fitness, and we'll just do that. But we were just working with each other. I was helping her do some sales stuff, and she was helping me with my mess, you know, my admin email mess, you know, and then we were just going back and forth. She had a sales team.

It was a mess.

She. She had a sales team who wasn't selling nothing. And then she's like, I need you. I need your help on this, you know, and she'd been helping me, so I was like, okay. So I got on the phone and I. I would close a couple 18k deals, you know, and then I'm like, there's some there's some clients and then off they went. And I went back into my fitness world, you know, and then. But there was a moment, I'm like, what am I, what am I doing? I just, I just did two deals on the phone, walking around, helping my wife when we weren't married yet. No, no, no, we weren't married.

Yeah, right.

And then totally. And then I go back into my fitness space selling 2000, $3000 and it's really hard still. The volume is just crazy, you know, that I'm talking to just all kinds of weirdos, you know. So I had a moment. I don't remember how this exactly went down, but I think I probably went to her. I'm like, we should, we should just team up.

And she's like, what a great idea that you have.

She's like, I'm so happy you finally.

Came to that conclusion to your senses.

So once that clicked for me, I was just out. I was done with fitness and we went all into the beauty space and then I took over all the marketing, I took over all of the sales. And then I think we grew by like 600% or something wild. Because we could scale it because of her organization and her attention and knowing our client and then my ability to, you know, make, make content and produce marketing and meta and all the things and then actually do the deals.

You know, he's essentially married. Like the client that we're trying to attract is like me from, you know, five years prior. So it was like he already knew that person. You know, he's like living and you know, with that person. So market research also, I will say I think one of the things that was like had him be resistant to us working together. At first it didn't really help that my business was called Babes in Business and so on. It he was just kind of like, I'm not having babes in business. Exo is my email. I'm sorry, I'm just not. I'm like, but why?

It's cute.

Now I get it. So obviously like we rebranded. Everything became like seven figure salon. And so we were helping salon owners, you know, with the same frameworks and everything that I had been doing. But like it basically became like more obtainable for other people.

You know, she had the salons crushing multi, million multi seven figures, you know, on that front. And then it just kind of all just.

Well, that's kind of how like the coaching demand began is like I was teaching for a global hair extension company at the time. I was doing their education I was, like, building their academy out, and I was meeting a lot of people, like, all around the country, and almost everybody after class. Like, I would be missing flights or, like, running to my flights, like, because, you know, I'm wanting to be valuable, and I want to be there and answer questions, but I'm also, like, I got to get home by midnight to, like, be there for my kids. You know, my mom's leaving. And so anyway, a lot of those. A lot of those questions, I was, okay. They're all repetitive questions. These are. I feel like every person I'm talking to, it's like, the same conversation. I need to. I need to create, like, and I'm sending free resources and stuff all the time. Didn't have a funnel. Didn't have any of that stuff set up. It was more just like, well, this is what I do. Here's what I do. Here's how I. Here's my, you know, exact template. So I just started, like, I would say, in 2020, and we all had some time. I started just, like, really index, like, all the templates, resources, everything, like, making them and then just, like, filing them away and then just digitizing everything that I had. And so then when it came time to, like, be able to help people build their business and so forth, I already had that audience from teaching and then just relationships I had built. And then we already had, like, all the other stuff. We just didn't know how to sell it. And that's kind of like where Drew was able to take it from. Like, I was doing, like, 60k months by myself, and then we turn around, and we're doing, like, close to 300k months. So it's just, like, crazy how. And, like, nothing changed other than him being able to, like, work with me together, like, us work together and build it together, you know? And for some people, like, 60k months, like, oh, wow, that's amazing. But, like, we weren't able to help as many people until Drew came in the scene because they just didn't know about it. And so now we help salon owners, like, build their own brand of hair extensions, too. And then we're getting into the retail game with, like, shampoos, conditioners, and so forth. And now we're just helping them, like, basically get their cost of goods under control and have a product that, you know, their client can't get anywhere else. And so that's kind of how byob build your own brand became a thing. And that we launched. I guess it'll be two years in March. That We. We built that company, like, completely from scratch together, and that's just been absolutely insane.

Wow.

Yeah.

Okay, so, ladies, you need to look for someone with your opposite skill set on bubble.

Yes.

So we can multiply whatever your business is.

Totally.

Okay, so let's go over everything, because I want whoever's listening to know if they're, like, the perfect customer for this. So let's go through your offerings. It's so funny. I have literally had your. Your hair that you've done on my head. We figured that out because I went down there and just got my hair done at a salon. This was way before each other. We found out who was a client of hers, and I was like, this is absolutely insane. While I was in Wisconsin, like, just randomly for a few months. Okay, so we'll. We'll shout out to Anna. We'll send her this podcast.

But.

Yeah, I thought that was such a crazy, like. Yeah, connection there. But let's go through all of the things you do again. I know that you just said it, but to really share who is kind of that perfect person who would come into your world? And what do all the offerings look like?

Yeah, that's. We call her our girl, you know, so we're always looking for a girl and that. Because a lot of what we do doesn't make sense for everyone. And our goal is not to have, like, everyone become a client, you know, but when we. When we find her, what we do just makes a ton of sense. So a salon professional suite owner, primarily a salon owner with a team. She comes in and launches her own line of luxury extensions. And by luxury, I mean like, a marketplace. Not like a cute buzzword that the beauty industry uses, but actual, like, high quality. And the client cannot get it anywhere else. So they got to have exclusivity and they got to have the highest quality, you know, in. In the hair world, like the level four Remy stuff, you know, and most of what's out there is. Is not that. So that's where we've made a space for ourselves, is by offering that high, high quality. And then we. We only. We don't distribute to customers. We only distribute through the brands that we've helped develop. They own everything. We're just really helpful distribution.

Yes. Our inventory is reserved for, like, the brands that we have helped build. And I see that's it, because in the extension industry, like, extension companies will literally sell to anyone. They'll sell to, like, you, they'll sell to me. They'll sell to my freaking grandma. Like, anyone happens Is client is the product itself. Like it, it basically robs the, the salon owner of profit that she could and should be making by allowing the client to get a wholesale product, a professionally only product at a wholesale rate.

And so like, like sidestep the salon owner.

Yeah. What's even worse is like a lot of big extension brands, they'll have like hair available to consumers. So they're you know, B2C and they're also B2B and they're also on their website list the actual discount that the customer or that the salonaire could get so that now the customer knows that salon or gets a discount. So it's just like this.

They're like getting their margins. Yeah, sorry, I didn't mean to cut you off but they're getting like their margins like blasted.

Yeah.

All over the world.

Yeah. So what we do is like basically we help build bespoke brands and so they, they come in, we help them get their pricing straight, we help them, we do a full business analysis of their salon. They're always leaking money like all over the place. And the girl that we help like she is slammed behind the chair. She's super in high demand, she's really good at her craft, but she just literally can't slow down to work on the business because she feels like she's going to either lose clients or lose money or both. And she's likely missing dinner with her family, missing out on things on the weekends with her kids because she's just so busy. And that person right there is literally who I was like. So I know exactly who she is. I know exactly what her day looks like. And that's the person that we basically are looking for. And that's the person like when we do meet them, they know like this is absolutely a no brainer like what we can help them do and we can turn their business around like really fast.

Yes, we're able to help them not based like there's a lot of people out there that are helping in like theory. You know, like there's like. And it's all good. Like you read a book and then you learn something and then you teach that. That's how I think about like teaching theory. Valuable. You know, school's often like that, you.

Know, so teaching someone to swim without getting in a pool.

Yeah, there's nothing bad about that but that just kind of is what that is how we think about it where what we teach them is like we've, we've physically done what they're looking to do and have dealt with that specific problem times 100, you know, and we can actually give them. I always say it's like, like there's like a forest and like we've gone through that. We've kind of gone through the forest and it's scary and it's hard and we've come back to get them and it's like, hey, I know you can't see over there, but like, follow me and we'll take you through. And they're like, well, what if it's not going to work? I'm like, I.

We have the path. Like, yeah, yeah, it is beat down.

There's a path in there and there's some monkeys and it's sketchy, you know.

Yeah. I've actually blacktopped this particular path right over here for you.

Yeah, yeah. So you have to follow us and we got you. But we've been there, we came back and we're gonna, you know, it's kind of how I think about problems in that specific space.

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Client this person has found you and what is like onboarding look like Meaning you know are they working with you through courses. Is it one on one? Is it, is it group coaching? Do you go into their business? What does that all look like?

So I think everybody has a different learning style. So the way that our programs and our mentorships work is everything. It's like, it's a group format. There's online learning, and there's also one to one component, though. The one to one is going to be like their lead coach who's doing the business assessment, doing the onboarding call, getting them registered for classes, like, really helping them step into more of like a CEO role as opposed to just like, hey, I signed up for this thing and I'm going to immediately be successful. I'm like, well, you got to do the thing. You can't just like register for something and not show up. And I think a lot of times people, like, when we meet them, they have tried other things or they think they've tried other things, but they haven't really like applied the things or shown up. And so sometimes people can be like, like a lot of times, like, it's funny, in the beginning, some of these salon owners will like, no show their onboarding call. I'm like, come on. I'm like, this is literally why you joined in the first.

Why you're stuck.

This is why you're stuck.

Yeah, right there.

Exactly. So, like, that's the main thing, is just getting them to honor their word, getting them to actually like be on time. And then from there, like, once they do that, we're really like helping personally develop them into being better leaders, better owners. And to stop just thinking like a hairstylist. Like, hairstylist thinking is great. It's like they're scrappy. You know, they can, they can do that, but you can't like, approach your business like you would approach a color correction. Like, you have to have a plan and you can't just kind of figure it out as you go. And so we'll do that. We'll do the business assessment, we'll get their pricing structured correctly. We'll actually like give them a like 20 plus page business plan of like, here are the things we're gonna do right now. Here are the things we're gonna like put a quirk in and do in six months. But that way they can like really prioritize the money moves now and get like quick wins and cash injections into their business once they do that. Cause they're, they're very like. I mean, anyone these days is like instant gratification once they do that. They're like, oh, wow. Like, those simple things worked. Once they see that, they're like, like in, you know, and we've had clients that we've worked with for years and our community is awesome. Like, we have saloners all across the country. We have some in other countries that we work with and we have people that have gone to like, every single event that we've hosted, every mastermind we've hosted. So the community is great. But like, we also make sure they have the online courses and the other stuff to dive into. If they're more of like a binge learner like I am, they want to like, get in there and like, you know, consume everything in, in a week. Week. They can do that too.

Yeah, you're really turning them into true CEO CEOs and business owners. Like, I have so many girlfriends who have either owned salons or worked in salons. And obviously I've been, I've been getting hair extensions since I was 26, you guys, almost 20 years. And I have very deep conversations with pretty much everyone, obviously, because you're in it for, you know, for my hair and getting blonde, you guys, that's a five to six hour appointment for me, like, because I'm naturally dark work. So with that, I have learned so much about what, you know, a good salon owner is, what a bad salon owner is, like, how these different people are doing really well, how some are doing terrible. And you know something, I feel like a lot of people don't even realize that the way that the industry is, is actually built like it's, it's kind of. They're all kind of holding each other down and back because they don't understand how business truly is operated at a level where you can get your time back, where you can start, you know, doing more delegation, raising your prices. Like, it's very much like a. It's almost like you're in a bubble and everybody's just thinking the same and not getting ideas outside of that. So I love that you guys are really bringing in like a holistic, full business perspective from how to truly run a business that is scalable and that you can actually make money and doesn't feel like you're going to burn out. Because that's one of the biggest thing that things I hear is like, yeah, I'm so burnt out and this just isn't scalable.

And. And we have five kids.

Yeah.

It's like, it's bonkers and it's messy sometimes. And that's like, okay, you know.

Yeah.

Because Everyone wants to be like, perfect, like, super neat and orderly. And that's not how it is.

I was literally in the back seat of the car, like, eating avocado toast and breastfeeding on the way here.

Like, we're worried about our babies here. You know, we're about, like, I don't want him to be upset and, and like ruin the show and you know.

Well, my dogs are here and they'll ruin it first, so no worries. Like, that's the whole part about like, my husband and I get it, we don't have kids, but we understand, like, things are just messy. Like, things are not gonna be perfect whatsoever. And we don't. I feel like if you have that expectation that it's gotta look perfect, you'll never make it. Like, yeah, you'll try to record your first podcast, you'll be so pissed. It'll just. Nothing will ever come out.

We don't edit anything. Like, oh truly. Like, you put the song on the front end, the back end. That's it.

Done is better than perfect. That is like our full life mantra. I'm like, look, I would love to be a master in some areas and I think that's important. But like, there's a whole lot of stuff that's just done, if you know what I mean. So you two, you run multiple seven figure businesses together while raising a family, five children. What would you say are some of the core rhythms or beliefs that have allowed you to scale as both CEOs and spouses together?

Oh, man. Core beliefs. I mean, like Rachel said, our faith, you know, we're, we're Christian based and, and that is something we lean on a lot and don't always understand. But that is our, that is our foundation and that keeps us pointed in the right direction. So. And we, we like, you know, we'll pray for growth in the business or expansion of the territory. And we're not given that. We're usually given. Like, like, can I cuss a problem?

Absolutely. I'm like, hell yes. Yes, you can cuss.

We get, we're just giving a bunch of to deal with and we're not perfect by any means, you know, so when we get the, the, the plate of crap to deal with, you know, we have to go through it and it's really hard, but we have the free will to choose to do that. And then we're, we are blessed through that process and it's very difficult. It's not like, oh, we're just like, like given stuff. Like, we're given very Difficult things to uphold and problems to solve. And there's so many problems. It's comical. Like, it's. It is ridiculous, you know, but that's what we asked for, and that's what we got. So we gotta. Yeah, we gotta. I say we played for a full plate, now we have to eat it.

You know, a lot of times when you, like, pray for something, you think it's gonna show up one way, and it's like, so not. And like, it's. If you ask for a big life, like, like, you're going to have a lot of challenges, like, thousand percent. So I think a lot of people, like, they. It's one of those things, like, be careful what you wish for, but don't get it. We. And go and get it. Yeah, but like, you. You have, like, if you want a big life, you want to be able to have impact, you want to be able to, like, help other people. Like, a lot of times that looks like you going through more pain than other people, you know, and being able to, like, just get back up and keep going. And I would say another thing that really helps us work together is, like, we don't interfere with, like, each other's strengths. Like, I know what Drew's really good at. He knows what I'm really good at, and we've both just understood, like, we. If we're gonna divide and conquer, like, we can't just be intercepting back into each other's lanes. And he, like, trusts me to make decisions on the fulfillment and, like, operation side, and then on the sales marketing side. Like, I don't. Don't really. I know what's going on, but I don't get involved in trying to figure out.

That took me a hot second to learn in the beginning. What's really helped is actually dividing time where I'm physically not in my husband's stuff anymore. Because in the beginning, what was happening is we'd be on meetings together where you're. You're still hearing about each other's stuff and the ideas that are going out, and then it's, like, very.

It was hard for me not to.

Weigh in on what I thought. And I would say that was one of our biggest struggles in the beginning was the realization of, like, let them take it and fully respect them and know even if it's not the way that you would do it, because it probably won't be. It's. Yeah, it's going to be different. Right. And sometimes you're going to be like, that was dumb. Yeah, that's Like, a really dumb way. You could just do it this way. But that is such a. Like, it. It fully just kind of like, oversteps them. And it becomes such a thing between, you know, a husband and wife, men and women, partners like that. You just don't feel that mutual respect, and I feel like that's where it can break a lot, is when you just don't respect the other person's decisions, like, no matter if they're the ones that you want or not.

Right.

So you often say simplify to multiply. What does that look like practically when it comes to building and running multiple brands?

So it's hard because, like, you know, we're both in our own individual masterminds. That. And that's another thing too.

Like, you've joined them separately for your own education.

Okay.

Yeah.

We're constantly like, he's in other masterminds, I'm another masterminds. And then we're in masterminds together.

Yep.

So. And we usually are just in, like, one at a time. Like, we're not, like, spread across multiples. But the reason that I like that is because I have my own learning journey and my own way of learning, and so does he. So where I'm, you know, where I learn one way, he learns a different way. And then a lot of the time, too, as we, like, you know, are learning things independently and we bring our own, like, version. Translated version of that back. You know, it just sparks ideas. Like, my ideas I get are different than the ideas he gets. And then from there, we can, like, together brainstorm and mastermind together and then birth whatever that version of what we learned is. And so a lot of times with him, he likes to talk things out and, like, he learns something and he has to tell me about it and, you know, hear it out loud where, like, I'm not like that. I can just, like, learn something and I'll just, like, independently work on it. So you've had to kind of learn. Learn how to. How. Okay. He's not. He's not asking me to create a task list to make that thing real. He just wants to talk about it.

Yep.

So, yeah, I need to, like, teach it.

If I could teach.

I'm like you.

I understand it, and you talk it out. I talk much better than I write.

That's actually.

I'm. I'm listening to a book right now. It actually helps a lot of people. More people than not to. That's how they learn it is to, like, reteach it and retalk it and.

And she can, she can just go super deep.

Yeah.

And like, like do that. And. Which is awesome.

And then I envy that.

Yeah.

But I like that because, like, it's.

And, and for me, the more inputs, the better. So, like, I, I fly helicopters and I recently got into that aviation and love that.

Actually want to do that.

They're wild. There's so many. That thing does not want to go straight. So there's so many things, you know, there's so many things physically happening that you have to deal with and you have to control all multiple planes of movement. And I just, I love it. Like, I, I get it, you know, and it is chaos, but I got it, you know.

Yeah.

And then I can be talked to and I can be taught things. And I'm controlling this machine and I'm thinking about and checking everything and listening to weather and talking to the traffic. And like, I'm. And then while you're doing all this, oh, by the way, you gotta call in and say you're five miles south as you approach the airport. And I'm like, I'm on it. He's like, you did that really good. Like, I can talk, you know, like, I can do this and speak, but, like, I'll have to go into the book soon and then I'll have to, like, really, I can do it, but it doesn't come as naturally to me as like a bunch of inputs and like, go.

I think being in it, I think for like, the simplifying part of it is like, how we do that is like, we'll learn things independently and share the ideas, but then we both have the discernment to know, like, what parts of that feel right for us to put into our business. Because we've been in masterminds where they're like, you know, stop trying to increase your ltv. Like, just, just, just focus on new, new, new. And I'm like, that doesn't feel right to me. Like, that doesn't. Like, why would I want to keep adding new people when I could just, like, work with these people for a longer period of time, help them be more successful and get them to order more, you know, of hair extensions or, you know, whatever it is. Why continually, like, get new, new, new. And so, like, it's. It's hard because sometimes the masterminds like, like, you know, I think, I think the ego can get in the way where you're like, yeah, we want to build a big sales team, or, yeah, we want to do this. And at the end of the day, like, We've done that. And it just, I would say, caused us way more stress and chaos and headaches than just simplifying things and doing things the way that we've realized that work better and then just, like, doubling down on what actually works. Instead of, like, trying to look cool or do. Do bigger, have a bigger operation because it looks cool, but then your margins.

Are, like, less totally.

It's, like, such a waste of time.

I think a lot of people don't understand that. So easy. Even I get caught up in it. So easy online now. Everyone's just thrown out. I made this. I do this. This is what my year is. And I'm like, who's on the team?

Yeah. What do you think?

What are your ads? How much have you spent? Like, all of those things? Because I used to get so caught up. I'm like, she made 20 million this year. And then I'm like, oh, yeah. But she has a team of have, you know, 35, and their ad spend is X. And so 20 million really is, like, exactly 22 million. Yeah.

You. You literally have 22.

We're in the negative marketing jokes.

Exactly.

But they get to put that out there, so it's really understanding. Like, I love that you have done all of that as well when you go into these different businesses, because it's really asking the business owner, what type of business do you want? Like, I think that's so huge. And, you know, my husband and I are in different masterminds as well, and I get in different rooms. And it is. One of the big things is it's very easy to get overwhelmed, and, like, you're drinking from a fire hose and you want to do all those big things, but then, realistically, knowing thyself and knowing how you guys work. So how would you say to, like, a more beginner person to figure that out when everything just feels, you know, like, big and shiny and new? When you're coming into, like, a mastermind or learning or listening to podcasts, man.

That'S a great question.

Yeah, I think you gotta just pick. Like, the first thing that came to mind is, like, you just have to pick what's gonna make the biggest impact for you. Like, what's gonna solve the most problems that you're having right now? And, like, pick that thing, because, yeah, you might have this, like, bouquet of options that you want to do or should do. But, you know, if you. What I see a lot, especially in entrepreneurs is, like, it's always exciting at that dopamine hit when you, like, start something New, but then you don't finish it. So then you will start this other thing new, and then you don't finish that. You know, so a lot of people are in the industry, or just any industry really starting a bunch of stuff but then not finishing and they never really get to give that idea full, a full go. And so just picking the thing that's going to make the right impact and then just earmarking those things that you like want to do, but they're not a priority right now.

Yeah, you said, she said something really good at. That's what we do. Yes. Money's all a part of it and money's only a part of it because that's just what humans have decided to. It's people talking to each other, trading money for products and services. That's the whole economy. So that's always happening everywhere, all the time, constantly. So instead of like, I'm going to get in there and make as many transactions, it's like, how can we make the most impact with our clients? And then the money is a byproduct. Like you gotta have all your pricing and your numbers and your margins in order and have all that. Correct. But if we can go make an impact with the people that we're looking to serve, the money grows. So rather than chasing the bag, that's a byproduct of. It's like our little kids when they're playing football, it's like the leadership of that coach and that team, the communication is where they need to focus, not the, the score. Because the score is the byproduct of what's happening over in the game, you know, so we're trying to be in the game and drive impact for the humans that we're, that we work with. And then the money just works.

Totally. It's the result. Okay, so you guys are building what you call a full beauty empire. So instead of just one salon or just sticking to business coaching, what was the turning point that shifted your strategy from just being salon owner to multi company founders?

The main thing I think is like, it was kind of like this thing. We didn't anticipate people wanting to like work with us longer than just one time. So we was like, okay, cool. Like we helped them fix their business. Their business is, you know, 20 to 24% profit. Amazing. They have two days behind the chair. The rest of the time they can enjoy with their family and running their business remotely. So like that was like a huge win right there. But then they were like, okay, so like, what else do you guys have, like, what else can I do? What else can you help me do?

Pardon?

And, yeah, because it was like, give.

Us five minutes, we'll make some.

Well, the thing was.

The thing was, is it was, like, stuff that we were. It was stuff that we were doing that we, like, already did, but we just hadn't shared with anybody.

You hadn't systematized it like, you had systematized the other things.

Exactly. Yeah. So it was more like. Like, we had started our own hair extension brand, and it was just inside of our salon. And because I was working for a global brand at the time, I didn't, like, I didn't tell anybody about it because I just was. I just started with five colors. I just wanted to have five colors that I didn't have to reroute every appointment or low light or highlight to get the color back to where it was because the quality of the product started changing. It looked the same, but it didn't perform the same. And because I was so deep in with the brand I was working with, I was like, I can't, like, tell people this. Like, everyone in the. This company over here is going to hate my guts. And they still kind of do, but. Well, not everybody.

That's the cost.

Not everybody but the owners, but all the. Everybody else, like, they. They understood why we did it. So, like, doing that, it was just like, okay, I. When we launched it, which was at our March Mastermind, like, almost two years ago, I was like, I hope maybe, like, five people want to build their brand. Well, like, the entire room stood up.

We did a dope launch, though. Like, we did, like, full stage.

Yeah.

But, like, we did it how you do a lunch.

Yeah, it was cool, but it was like, I just hope five people want to build their. Like, you know. Yeah. The production was amazing.

Real dramatic, but we didn't have enough.

Inventory to do more than that. Like, we, like, we started, like, very small. We, like, bootstrapped all of our own growth.

So when we launched, did we have that shitty little.

Yeah, we had those crappy little carts.

Big launch and then these crappy little carts.

I'm talking, like, just a little, like, the craft. Like, what, you put, like, craft supplies in, like, in your closet. Yeah.

So that's like a child. Yeah.

Yeah. And. And we were like. We had, like, maybe a few packs of everything, and then we sold out. Like, and then it became a thing. Well, like, now we can't. Now they want more. We don't have more.

Then you're out of process.

Get More, you know, it's like you're like when you, when you launch something. I think we underestimated, like how great it would have, how, how great it really went. And then I think we severely underestimated like, how long all of these people would be working with us. And so, so we really started helping them create their brand. And then now that they're making more money, they're like, well, what do I do with it now? I have to pay taxes on it or I have to go invest it? Like, how do you guys do investments? Then we started like, okay, well I guess we need to teach them how we do investments. And so it was just like this natural progression of like what we do. It wasn't hard to teach because we already do it. And we're like, you know, it's like normal for us, but to be able to help them do it too. And that's really what they were wanting is just like, like, what do you guys, like, how do you guys do what you do? And so that's just kind of how it happened. A lot of the people that are in our communities, they're married, they have kids or they want to have kids. And you know, they all have teams, they all have people counting on them, you know, to make it work and to be successful. And so it was just like a very natural fit for all of the different things that we could show them how to do. And so we have a program called CEO Club, which is just like our private mastermind.

We have.

Don't, I don't like post it on Instagram or anything, but like it's more of a back end mastermind, like in.

Our programs, invitation kind of thing.

Yeah. So like anybody that's doing, you know, a million or more, like that's the mastermind that they could be a part of. Yep. And so we teach them how to do like tax free strategy, be able to do investments. Really like, like giving them like executive assistant playbooks, nanny playbooks, like all the different stuff to just make their life easier. Yeah, we're not so much focusing on like the salon anymore in that program. We're more so focusing on like, how do you run multiple businesses without like killing each other? So, so like, you know, just depending on where people are at in their business journey, like we, we a thousand percent have a place that like we could guide them to, you know, and then the next thing is like, well, what's next? Or not everybody wants to go all the way, you know, down that path. Some people want to like take A take a breather and pause and enjoy that for a few years. But, like, we have people that have been in programs with us, and then they circle back two years later or a year later, you know, and they're like, okay, I'm ready to do the next thing. So us doing all that stuff, it could just kind of naturally fit. We didn't really, like, plan on building multiple companies together. It was more so just like, we want to help the salon owner create multiple income streams evolved that way.

Yeah, yeah. Well, the. The problems kept clearly coming up that were the same problems over and over again. So for. For the entrepreneurs that are listening, I think a lot of people struggle with something that it sounds like you're really good at. So you have identified the main problems. How do you guys take the time and create? Like, what does it look like if someone's listening right now who's like, oh, I get that problem all the time. I would love to solve that.

That.

What does that creative process look like to create something? Like, do you go, hey, this week, let's set aside time to solve this problem for this business owner? So that now you just said you've kind of got, like a full suite that covers pretty much every problem that's coming up. How do you guys take that? What does that process look like to create that?

I think it starts with, like, responsibility. Like, so it starts with.

With.

Rather than early in. Early on in the days when something happened. The business, we kind of get very blimy, oh, it's the economy. It's this, it's that. It's this. This person. This person. I think in the beginning, like, we took responsibility for the problem. You know, it's like, okay, that person did that. We hired that person that is on us. So that allows us to actually have a stable ground to begin to develop. Is it our hiring process? Like, let's go through that. And then we would go really from the bottom up or top down, whatever, you know, and get to the root of the issue and solve the problem rather than the symptoms of the problem. So problems create symptoms. You know, are we solving symptoms, or is there a problem that's causing those symptoms? And we really have to discuss it and understand what's happening. And then once we can understand what's happening, we actually solve it rather than. Because if you try to solve all the symptoms, it won't solve the problem problem, and it's just a shit show, you know, nothing. Nothing moves. But when you solve the problem, the actual problem that I think of, it Like a water, like a water hose. It's like the water hose un kinks. And then it's just like, then you see growth. And this, this is like a mythological idea to me. For a long time until we began to do that, we actually were solving the problems, not the symptoms, you know, and it started with like, responsibility. So that's kind of the general way we do that. And then Rachel will go and like, you probably go into the, like the tactical. You can go deeper into the tactical.

Well, I'll be like a thousand feet deep on like the problem and like figuring out, okay, from, from the owner point of view, like, what's that experience like? From the client point of view, what's that experience like? And then the team, because a lot of times, like the client is gonna go take this system or whatever it is back to the team. So then like, how can we make the system, the process, whatever it is, like the simplest. That way that person doesn't. Doesn't it up. Because sometimes that could happen where it's like, it can't be like this super complex system or process. Like, it has to be simple. It has to be easily explainable because I need this owner to understand it so well that she can go teach it. And then that person doesn't forget 50 of what she just learned.

Totally.

So you like, know it and understand it.

So my Google Drive is like very elaborate, very organized, but I have like, like all the different processes and things, like, all laid out. And then if they're, I mean, we allow our clients to like, basically submit ideas. Like if they're like, hey, I'm having this problem, or if I see something like on a recurring basis coming up, like, I'll go on my own and just make a resource for that thing. Even if, like, it's not a common problem for me or my business. You know, three or more people in the community are having that, that come up. Like, I want to get ahead of it and be able to give them something.

And what we do is so identifying the problem and making sure that we're not going 100ft deep on a symptom. So making sure she doesn't go way down deep and start building things for a system. And then it won't work. We've been able to identify that. So it starts there. And then once we identify the problem and develop the tactical, the document or the overview of the system itself, like the checklist or whatever that system's going to be, we make that. And then that will go onto a calendar and that calendar will go into two people and we'll hold the people responsible for said process. So our cam guy, Josh, as he's editing, it's this many units a week. It is. Here are the shoot days, here's what you need to do at the end of the day. Here's the weekly production meetings that we have that Sydney's on and like the whole production crew's on. And then we go over the numbers. We go over just kind of state of like what's going on. Like does our content suck? Is it good? Like what's. How do we. How the ads doing, how this or that. And then we go and implement and deploy actions and then we research the KPI and then next week it, it just, it goes again. So I think problem tactical checklist or documentation on like what you're going to do to, to continuously mold the problem that you're trying to work on. And then calendar people, you know, I think that's how it completes the loop of, of that.

I think a lot of people will like create a, like a. They'll create something to fix the problem, but then they just like never check in and see like how it's going implement it.

Yeah, I've been guilty of that before. I'm not a super systematized person and I'm, I'm working so hard on it. But it's, it's like sticking to. You created it. Now you must go back to it weekly and, and hold people accountable.

We kind of have this thing we do. It's like I do. We do. You do. So like I'll do something or I'll explain something and then I'll do it with that person and then I'll let them do it. So that way I make sure like they got it. Because a lot of times it was just like, I do. We do. And that was the end of it. And then like adding the, you know, you do part of it. Like that actually made sure that okay, now that thing lives with that person and like they got it it. You know, and also just asking the team like do you. Do you got it or do you have questions? You know?

Yeah.

And then just like supporting them around that feel dumb if they have questions. Like quite all questions are good questions.

Totally.

You know, and then just making sure that like you're available, you know, you're not like too busy to check in on that person.

Yeah.

Which is the calendar for us. Because if they come to us between the, the set time, then it gets, it's.

Yeah. So your Calendar in time for that specifically already. Okay, so for entrepreneurs who want to build real wealth beyond their business, what would you say are the first steps towards thinking like an owner instead of an operator?

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What would you say are the first steps towards thinking like an owner instead of an operator?

You gotta make sure that you're treating your business like a business. Like you can love your people. Like I laugh, I have fun, I like have a great time with my team. But at the end of the day like it's my responsibility to make sure that business is profitable and like that right there is like the main focus is not getting everyone not operating just to get everybody to like you and getting everyone to stay because not everyone's gonna like you and not everyone's gonna stay, but getting your business profitable so so that you can actually build wealth through your business. Your business is just a income source. That's it. It's an income stream. I think every entrepreneur or every business owner who aspires to be wealthy needs to have multiple streams of income because that way you have like something to fall back on if that one thing isn't going well. And so like even us, like we don't have just one income stream. And I don't really know if I ever have like since I became an entrepreneur, like I've always wanted to have at least two or three same. And that way it's like, okay, if this one because I feel like it's hard to get everything growing at the same time. You'll have a few things that are growing and then you have this other thing that's just like just sucking you drive every ounce of money, energy, mental capacity that you've got.

We all know what they are, right?

Yes, we all can think of what they are. And so that way you're getting ahead over time and you're not just constantly falling behind. I think it's just really important for people to like, just like figure out what's your main money maker and like, how can you get that thing scaled as quickly as possible, you know, to where you can then you know, either keep it as an income stream, sell it for a multiple, you know, but if you're an entrepreneur, you're going to go make something else, you're going to go do something else. Like Drew and I never really, I don't think we're going to like just, you know, retire and go live by the beach somewhere and not work. Like I, I can't even take a bath. Like I just get like so bored. I have no idea. I'm just like, is it over? You know, can this be over yet? But you just have to figure out like what's the thing that's going to get you where you want to go and not be afraid to pull the plug on something if it's just not possible or you can't give your energy to it, you know, and like that's.

Yeah. And then that's sometimes hard having that going on. But also understanding like financial structures, like understanding, you know, your policies and understanding like ways to hold money and move money legally and do all that. Like that, that's a whole multi day thing if you're looking to learn it, you know. And I think understanding how these things work and then the right types of accounts to start to move money into, that way you can keep your money Move your money and turn it into more money, but also not get, get not tricked. But like what we're told to do with your money is typically incorrect, you know, and we had to like figure this out kind of on our own through mistakes. And we've, oh, you know, we, we've got our, our family bank all in place and all these types of things. But it was, you know, we didn't get it right the first time. We've, we've, we've started multiple accounts and then put money into these accounts that were not the right types of accountants to do what we wanted to do, do. But we would just keep going and then we would, we figured it out and built a really sophisticated family banking system for like our kids and ourselves. And we had to learn all that.

You know, that stuff takes so much.

Time and it's a lot of time layered it is.

And a lot of times the money has come in and then you're like, oh, like what on earth am I supposed to be doing? And it is mind blowing. All the different things that you can, that you can do with money, all the different things that wealthy people do to grow their money, it's it. That was one of the most eye opening things for Chris and I when we, you know, at a young age our, our network marketing company really took off and we just were like, what, what on earth do you do? And thankfully we had someone that we were connected to who taught us. Sounds like what you're helping teach a lot of people, which is mind blowing. If you don't know what to do with that cash because you're losing a lot of it, then for sure. Like there's so much that you could be keeping or investing that people don't know at all that you've never even heard of you.

People try to take it from you.

Yeah, totally.

For sure.

You don't protect it.

Yep. Okay, so you also have, you have an event, you have a podcast. Tell me a little bit about those.

Our podcast is called Brand Talk with Rachel Andrew. We get together every Thursday and we just, we'll have either Rachel will like plan a whole thing, you know, and then we'll do that and she'll give me like a documentation and you know.

Yeah, and then I'll like be like, did you go? He like glances at, he's like, yeah.

And then, and then, and then like the next episode will be just like, you know, nothing. And like we'll just talk, you know, and those are typically pretty good. But people want, people do want the Tactical. They're like, give me some juicy business stuff. And then she knows what the. With what the. What the girls want. Typically we have a. We have a very large female based audience. And then we'll do that. And then I want to make sure that they get to like, know us. And then we'll just like, goof off for an episode and. And then, I mean, our whole world is. Is kids in business, you know, you know, hobbies and stuff like that.

Drew has more hobbies than me, for sure. Like, every time he starts a new hobby, I'm like, here we go again.

Flying helicopters, Jiu jitsu fitness.

It was funny because, like, we were doing this like, family interview for our son to get into this, the same school that his sister goes to. And you know, they. They asked both of us like, so what are Yalls hobbies like? Well, and Drew. Yeah. Immediately he's like, well. And he starts talking about all his hobbies, like, listing helicopters. I work out a lot. I like. I'm learning Spanish. He like, has all these things. And then like, Rachel, what do you like to do in your spare time? And I'm like, systematize our lives.

I like to build documentation.

No. And then I go. I like to decorate things, I think. And then Drew just starts laughing and I'm like, I need to get some hobbies. Because a lot of times I'll make my. My hobby becomes like a business, you know, which is like, I don't need to do that all the time.

I'm the same.

Yeah.

I'm gonna teach people this.

I know. It's like, like some. Some of those things, like, just need to be like mine, you know?

Totally.

But yeah, Salon Con, we got an event coming up. We're excited to have you there.

I'm so excited to be there.

It's gonna be in Miami in January, so January 24th through the 27th. And it's going to be at the Wynwood Mana Wynwood event, which is like this awesome convention center. So we're excited about that. And our events just keep. They just keep doubling in size. So, like, this was. This is the first time we're doing it at a convention center. We have normally done, like, cute hotels, but, you know, this is for sure, like, going to be our biggest Salon Con event yet. I'm excited about it because, you know, it's for the whole salon team. Yeah.

Who should go to that?

Yeah. It's not just for, like the owner. It's for them. It's for their spouse. It's for their manager, their front desk person. It's for their A players. Okay. You know, I always tell people, like, leave your B and C players at home. Like, leave them at home.

Yeah.

But bring your A players. Because, like, all those stylists that want to become educators, they want to teach classes. They want to. You start teaching classes for this owner's extension brand. Like, that is, like, now what you can create by learning these different things is, like, you can create other income streams for your stylists. That's how you get stylists to stay.

It's also for stylists if they're wanting to know, like, how to level up. Like, what's the next. Like, what does the industry. What's the state of the industry, you know?

Yeah.

Because after talking to. Oh, boy.

Thousands.

Thousands and thousands and thousands and thousands of salon owners over the last year. Years. Personally, you know. Yep. Like, we really have our ear to the ground on what's going on out there.

For sure.

Very much so.

Which is vital because so many people don't realize how behind they are in so many things. And again, how many new opportunities there are to make money that I know that you guys have for people.

Yeah. It's really hard to tell someone they're behind without being like, you know, I know. Like, you don't want to tell them. You don't want to be rude or anything, but there's. There's. There's folks that are behind the curve on certain things in the northeast part of. Of the country, primarily.

Look, I'm from the Midwest. I can go back and be like, y' all are way behind.

Guys.

Nobody's doing this anymore, and here's why, you know?

But there are people in those towns that are. I'll talk to them. They're like, no one's doing this because everyone's afraid to do anything different, and they want a different result. You have to do something different, or.

They'Ll have, like, a limiting belief of, like, what they can earn, where they're at. And that's one of the biggest things I see. If I had a neighborhood is like, small town mindset.

Yeah.

A thousand percent. Like, there are people out there that are paying X amount of dollars for that same thing, and you're charging 25 bucks. Like, I don't get it, you know, but, like, helping people see their own worth, I think is important too. And I think that's a lot of, like, what we do is, like, helping them see their own potential and, like, the potential that is inside their business. So that's what Salon Cons for is like the, the person that values beauty and brains. It's not like this. There's so many like party. There's so many events in the industry that everybody just gets shit faced at and it's. And just.

You guys been to one and spoke. And my speaking thing was at the end and everyone was just drunk or gone.

Yeah.

And I travel like, it was like a big thing and they're like a thousand people. I think I had 25 people in the room of a thousand.

Wow.

It was crazy.

Well, because then people are hungover and they don't show up for sessions. It's just a disaster. So, like, we don't. That's not what our events are like. Like, everybody's there, they're learning, they're developing, they're. They're learning either maybe mindset stuff to like be able to charge more, earn more, provide more. They're learning hands on extension trainings. The owners are there learning how to literally like build family banking out. Like, that's just stuff that nobody teaches in the industry. Like, nobody. And so like depending on what they're there to learn, like there are classes for everybody in the team.

So.

So Salon Con happens once a year. We have other events that we do. We have a power couple event that we do once a year. We have a babes in Business mastermind that we do once a year. Those are a lot smaller, like 50 people. But, you know, it's just like based on where everybody's at, like, I don't think everybody should go to a power couple event or everybody should go to this other event. But I think based on where they're at, like, there's something for mostly everybody.

I'd say so. Trying to arrange a helicopter entrance for.

Us at Salon, I think that's great.

Waste of money.

See, I know we just had helicopters in our Mastermind.

It was wonderful.

They're the coolest thing ever.

I'm like, drew, that's too flashy. Don't do that.

It's not. We just take a modest little. Modest little helicopter. Nothing crazy.

I want them still to be flying it while you come down.

Yeah.

From a helicopter.

Yes. Yes.

He's like, yes, I see this.

We have two pilots. I would bring it in and then he could.

Yes.

And just hold there for a second just to make it dramatic.

This is what Salon girls to want want.

Yes.

Yeah.

No, it's not hair that doesn't tangle.

I can say, you know, from somebody truly, like, I feel like I've gotten to see what you guys have done, which is so crazy to be able to say because, you know, when I'm. I'm from the Midwest originally and it is where Anna is, is. It's. It's tough with the mindset there. Like, I left when I was in fitness and wanting to compete and I wanted to be in covers and I wanted to start my own gym. I left because everyone was like, why? How you think you could do that? You're gonna charge how much you want what kind of life? And it was, how dare you. It was such. Yeah, it was such a challenging place to live and try to grow a business, especially as a female. And when I was looking for someone to do my hair, I literally can't remember how I found her, but I'm like, whoa, this salon seems like very high end for a small town. What is going on? And so I went, got booked with her because I had like, kind of said that I wanted to go there and I had messaged and whatever. Said a couple things about, like, I would really love to like, chat with the salon owner or work with the salon owner. And she ended up doing my hair and we ended up talking all about business. And I don't think she was. Had been able to talk to other women about business.

Right.

You know, for a while. And I was like, whoa. Like, she really had her together.

She's great.

And her salon was running really well. I was like, this is crazy for here. Like, I was just. It was such a standout for the area. And so now that I also get to see, oh, wow. Like what she's gotten to learn and work with. And the, the mindset piece was really huge because I knew that she had to do a lot of work.

Yeah, she's amazing.

Her and her husband and their daughter. I mean, it's amazing. And just to see like what she's doing and everything is great. She's a great leader for her.

So to be able to see that.

In a small town, though, and to be able to have such a successful business charging way more than the area is used to and still be so successful and still be full of clientele, like, I just want people to hear that who are thinking, oh, well, I don't know if that's possible for me. Like, this is small town America. This is definitely where people do not want to pay a lot. They'll tell you that that's not going to work. And it still worked. And she's doing incredible.

So that's like to assume that no one in that town is.

Is.

Has any. Has any type of success, you know, they're there and they want. They want the. The best. They want the best. Yeah. And they will pay for it. And they're looking. And then the business owners are like, oh, that's not me. And they won't go there.

They'll go.

They'll go to the girl who's like, that's me. I am the best. This is where you'll find the top quality, the top services. I am the best, you know, and I charge for it.

We also know, like, you know, no matter what town you're in, there are those people. Especially if it's. It's like, you know, the, the. I knew there had to be somebody at that point because the packers live there and they're. I'm like, there's Packer wives. Who do they go to?

Right.

That's literally what I looked for. I'm like, where do these 12 women go? I think that's how I ended up finding it. I don't know.

That's awesome. I think for the person that, like, is, you know, is doing that and is going to go out there and, like, say, hey, like, this is what we do here. Like, it takes a lot of boldness, a lot of confidence and like, like, pep talking yourself to, like, get to that point where you're like, okay, no one's doing this, but I know my gut. Like, this is what I need to do and this is like, how I have to show up. And you know that of course people are going to talk about you. I'm sure, like, people are going to talk about you if you're doing something different than ever, no matter what. But there's always somebody out there, like, who's going to be able to see that, and it immediately draws them to you.

Yeah. And becoming the best in the world at what you do and like, genuinely being. Being. Being that. Like, if you're actually that and you.

Really are that, it's the obvious choice.

You have the. You have. You just have it. You have that thing and they're like, what's that thing? It's like being absolutely excellent. Like, everything is excellent. And that was what I didn't quite get. I tried to do that in my gym, you know, my. My heart was there, but I wasn't that, you know, and there's people doing much better. But when you are the best in the area, no matter what you do, and you're the best at your marketing, you're the best at email campaigns and Conversions. And you're the best at creating content. Hint. And you're best with people, and you're best at staying organized, and you're best at hair or whatever your thing is. You're just the best. You'll. You'll crush it.

I just also want to say, as a couple, it's. It's so beautiful to watch that, you know, you had said I wasn't the best at my gym, but you took what you're best at and saw how that could make what you're doing now the best. So it does take a bit of, like, stepping out of your ego and going, okay, I'm not great over here.

Here.

Who is great over here?

Or how could I partner in my business with somebody or who's got the skill set that I don't have? So I think there's a lot of people who aren't willing to be, like, let's be honest, like, I. I suck at organization.

Like, I hire people based off of.

Like, are you organized, but how organized? You know what I mean? So I think that that's huge that you guys both, like, really, like, own your lanes. You know what you're good at, you know what you're not good at? You're not going to spend a lot of time in this stuff you're not great at. You're going to go hire someone or you're going to try more. You're going to try to learn more about that thing to make up for your skill set. So I love that the both of you seem like you've really just, like, gotten into your zones of genius and.

Hired the rest out.

So.

Yeah.

Thank you. Yeah, thank you.

What is something that you want to leave with everybody?

I think the thing that comes to mind for me is, like, doesn't matter, like, what you've gone through and, like, what, like, everybody goes through pain, everybody goes through problems. You know, you're going to have people that are very close to you that betray you, but, like, you can't allow that to, like, knock you down, like, and not just not show up, like, who you truly are. And so for me, like, especially going through the traumatic stuff that I went through and, like, becoming a widowed single mom overnight and, like, having to completely rewrite my life and, like, completely redo everything that I thought my life was going to be, like, you're stronger than you think, really. And obviously for me, my faith has been the huge factor as to how my life is. Has been able to look the way that it does now and feel the way that it feels now. And I think a lot of times out there you can see people that look successful or see people that, you know, it's like this illusion and really their marriage is falling apart, their businesses are not profitable, they could potentially hate each other. I mean, like, you know, with Instagram, objects are not always what they, they seem, you know, so for us, like, it's very. We prioritize our marriage first. We prioritize our, you know, our faith, our family. And like, as long as those three things are in, are in, like, are good, like, doesn't matter if we're winning at business, losing a business, like, we are going to be a. Okay. You know, and we could always, if we lost, we always say, like, if we lost everything tomorrow, like, we would just rebuild.

Yep.

And we know that because we would rebuild together.

Yeah. And I would say, I would say dream bigger, you know, like, if you, if you would have told me 10 years ago, we would be where we're at, doing what we're doing. And I'm flying helicopters and we're doing, you know, we're scaling a nine figure company, you know, like that'll happen and it's wild, you know, so I would have never have thought in a million years. And you hear people say this, it's like, well, you know, I've heard people say this when I was trying to figure it out. I'm like, shut up. Like nonsense. But you, your, your dreams have to be so big that you can harness a team's, has their goals, can live inside of your dream. And who do you got to become to facilitate that, you know? Because you'll, if you can, if you can be clear on what you want to do by impacting people. I say the world, the world's made of people, so it's people. And then you can keep that in your, in your crosshairs and you can keep moving towards it and then just be relentless in the pursuit of this crazy, crazy goal. Like, you'll, you'll get there.

Do you guys still feel freaked out sometimes? And how do you deal with, with.

That freaked out house out by the.

By the big dream? Like, have you ever just taken really big leaps and been like, oh, damn, here we go.

Over and over and over and over and over and over again.

I'm over here saying no. She's like, no. She's like, I don't really get scared of anything because I just know, like, okay, well, like it feels. You know what I mean? I always say this too. Like, if we have clients that Are like, oh, my gosh, I'm so nervous. I'm like, are you nervous? Or is it really just excitement?

Should be.

You know, because. Because, like, if you're not. You know, if you're not risking anything, like, you know, where there's risk, there is also reward, but if you don't.

Risk any risk, there's probably not a big reward whatsoever.

You gotta risk it for the Biscuit.

Yeah.

Risk it for the Biscuit.

Yeah. And it's. What? In the. In the. It's. It's more suitable now. Like, we can. We can plan better. Like, we can see the. The numbers work better. But earlier on, it was. It was. I felt like every other. And this surprised me, freaking out. And Rachel's like, yeah, we're good. You know, I'm like, how? She's like, we'll figure it out. I'm like, I gotta figure that out. You know, like, we don't have it figured out. I gotta figure that part out. That's my part, you know?

Yeah.

And we did. You know, but it was always just like. I remember we did our first little event in Cabo, and it was just like, oh, my gosh, like, we're doing this, and then we did another one, and you gotta pay crazy deposits on these things. And our first event, when we launched this thing, I think we had to spend hundreds and hundreds of thousands. And we were getting hustled by the Marriott. They were just smoking us on. On fees that now we know you don't have to pay.

Yeah.

Yeah. I'm like, what? For what? You're gonna watch us load in for 7,000? No. And then now we're just like, no, we're not paying that.

Exactly. I think with every, like, every, let's say, mistake you make or every, like, issue that you come across, and you get on the other side of it, you're smarter and wiser. And, you know, now when we plan events, we're like, okay, okay. Like, we know we. We're coming into the conversation, like, more seasoned than the last one. You know, we're always learning, always learning. And I think for people, too, like, just to not lose yourself in the process of becoming successful, like, always, like, stay true to who you are. And, like, I, like, you know, if he wants to enter Salon Con, and, like, that's just Drew, like, he just wants to, like, do that, like, just as a guy, you know, it's not like he doesn't give a shit what other people think about him. It's just. Just, like, for himself, like, that would make his own day. But, like, I see a lot of people online that just, like, they flaunt a bunch of stuff. They like, you know, they're doing all that stuff, but they're, like, absolutely not impressing anyone in the process. They're just, like, becoming more unrelatable by the second. And I think that's why I think people with, like, you know, people with, like, millions and millions of followers. Like, I personally feel like I like. I like my smaller audience because I feel like I'm very relatable to them and. And Drew, too. Just because you just don't want to be like. You just don't want to be, like, so just far from where you once were. I think you're allowed to evolve for sure. But, like, as far as, like, your values, your morals, like, who you are, like, keeping all that stuff, like, tightly close to you. So that way, you know, when you look back at your younger self, you can. You can still see yourself, but, like, you're just like the big sister version now.

So where can we get more of you guys? I know that you do live trainings every Monday, and this is for the person who wants to pretty much do everything that we have chatted about. That's kind of a great entry point for them. So is, would they follow you first on Instagram? What does that look like? Or I can also put a link in the show notes.

Yeah, definitely. I think give us a follow on Instagram just to keep an eye on what we got going on. Rachel Pak. So, and mine is Imgur. Thomas. Michael Drew Thomas. And then. And we. We do a live training. Yeah, we do a.

A blueprint training. Like, build their business and their brand or both. You know, some people are like, they've got a great business and they just want to build their brand of extensions or retail. Perfect. Some people, they want to build their own brand, but they just don't have the cash flow to, like, do that. So, yeah, I want to focus on the business first and then build the brand after the first fact. But, yeah, I think that's a great place for people to just meet us, like, in real life, like, meet us and ask questions. We have a ton of free resources as well. So, like, just following us on Instagram and seeing what we got going on, it's probably. Probably the best thing for sure.

And we'll be doing the this. Depending on when this airs. I believe the following Monday, we'll be doing a blueprint live. Okay, cool. So they can. They can register for that. They'll get some reminders, and then we'll be. We'll be live, and then we can answer their questions and then just kind of show them a bit. Little. Little bit behind the. Behind the curtain.

Okay. Amazing. Well, thank you guys so much for coming on. This was so fun.

Thanks for having us.

I mean, I have a podcast because I love learning, so thanks for teaching me some. Some good stuff today, too.

Yeah. Thanks for having us. Yeah.