"...the last impression is the first recalled."

It's amazing to me how much time we spend preparing ourselves to join an organization and how little thought we give to leaving one. For me the first impression is lasting but the last impression is the first recalled. Many forget how important an exit can be. Our reputation is built on the accumulation of our actions over time. Like a GPA, bad choices carry weight, negatively effecting our reputation long after we’ve grown and learned from them. 

We need only read a resume to see how important choices are in career progression. A resume is like a roadmap through our professional journey leading the reader step by step to our current location. It tells the story of where we’ve been, choices we’ve made, and potentially relationships we’ve sustained or ended along the way. Ever want to leave a step out?  If so, it’s most likely due to the circumstances under which you left.

That being said, here are some things to consider when planning a career move.  Your clients come first. If you always remember this you will inevitably prevail. Decide how they will best be served and plan accordingly, even if that means recommending a stylist at your previous salon to serve them. Include your current employer in your plan, Keep them informed, and don’t drag it out. Communication is the key to success. Be honest and keep your intentions clear to everyone in the organization so there is little doubt or room for gossip.

Every situation is different and there will be matters out of our control, however we always have the ability to make better choices. We cannot control what others think of us; we can only modify our behavior and hope they respond positively to it. You may find yourself in a situation that has already resulted in behavior you regret or wish you could change but it’s never to late to salvage a professional relationship or at least leave it on a note you can live with.

Look, things happen, aspirations change or we simply evolve and want more than what the current environment can provide. Regardless of the reason, we must remember to be professional. It may seem like you should plan and scheme or feel like you have to manipulate the situation but if that is true, once you’ve gone, I urge you to consider what led you to your ultimate decision and learn from your mistakes. It is the nature of career progression and development that we leave one organization for another so prepare for it and become good at it. Your reputation depends on it. 

"...and confidence will result in new clients."

Let's face it, marketing and self-promotion can be difficult for even a seasoned stylist but for many industry freshmen its down right terrifying and if not soon mastered can end a career before it even begins.

If we break it down we're basically talking about a fear of rejection. Complicate matters with inexperience, lack of confidence and financial pressure and you have an increased likelihood of failure. The best way to combat fear and set ourselves up for success is to plan, prepare, and execute our own marketing strategy.

Plan: Have a business card with your basic information including available days and hours. If you can, create a brochure with some pictures of your work and a picture of yourself. Scout places near your salon that present opportunities to interact with potential clients like a coffee shop or bookstore. Have something to do that allows you to be non-threatening and relaxed. For example, I'm usually writing on my iPad or reading a fashion magazine. Writing stimulates an internal dialog that can easily be transferred to a potential client and fashion magazines both inspire and give me ideas when scouting people to approach.

Prepare: You will attract what you project so before you head out to market yourself get into the right frame of mind by looking at work or listening to music that inspires you and don't forget to dress the part. Find what motivates you and add those things to your preparation. The goal is to set yourself up for success and remain positive and focused on your task. Most importantly, set an achievable goal. It can be a target number of contacts made or a period of time that you will commit to building your business. Better yet, a combination of the two. Preparation will build confidence and confidence will result in new clients.

Execute: Actually, I'm marketing right now at a Barnes & Nobel just 2 blocks from my salon. My goal is to speak directly to 10 people before I leave and I've committed to staying for 60 minutes. It's an achievable goal and one I strive to accomplish daily.

In the first few minutes of my arrival I opened the door for two women that entered slightly behind me; made eye contact with everyone who would glance at me; spoke to a woman about an open seat; noticed a girl wearing an Iowa sweatshirt (I'm from there); joked with a guy in the Starbucks line; and remained pleasant, approachable, and opportunistic at all times.

You may be thinking this all sounds a bit contrived but I assure you, being prepared for any opportunity is key to success. Speaking of opportunity, the cashier from Starbucks just came to clear and wipe off part of the group table I'm sitting at. She smiled and thanked me as I lifted all of my belonging to assist her. When she finished, the table was still wet so I politely asked; "Excuse me Susan, may I have a towel or some napkins to dry this off?"  "Certainly", she replied with a smile and headed to the counter.

When Susan returned; I thanked her, introduced myself, and commented on her hair to which she immediately replied; "Ugh, these bangs are driving me crazy!". I learned a lot from the brief conversation that followed, most importantly that she is a student and only has Tuesdays off. I reached into my bag for my "card", which is a two-sided, colored postcard with my photo and contact information on one side and six photo examples of my work and basic menu prices on the other. I handed it to Susan and informed her that my salon is just around the corner and that I'd be happy to reshape those bangs and refresh her layers next Tuesday on her day off. One down, nine more to go! Now, where's that girl in the Iowa sweatshirt?

"...expectations of repeat business are seldom met."

Before web-based coupons I was a firm believer in the idea that you got what you paid for. There was comfort in the notion that I could make a conscious decision to select a product or service at a lower cost but still perceive value based on its affordability. 

Now however, when you buy a web-based coupon you get what you pay for and a whole lot more. Or do you? In the short term perhaps but in the long run businesses will find a way to cover their costs and as a result, quality may suffer.

My father believed in creating value and sales opportunities through innovation and controlling costs. That works well in manufacturing where you can control the cost of goods but in the beauty industry, a minute still equals a minute and the last I checked even the most seasoned hairdressers cannot manipulate time, they can only modify the activities in it to control their margin of profit.

In the current scenario, the website encourages the over inflation of the service ensuring them a guaranteed, immediate profit; the hairdresser works hard and long to accomodate the deal for a percent of the remaining insufficient funds; the purchaser receives gratification from the dollars saved not the services received; and the salon owner's expectations of repeat business are seldom met.  

As a result, web-based coupons have devalued our services and created a new breed of shopper that measures value mainly on the deal rather than quality of service and overall experience. Look, times are tough and we cannot keep doing the same thing over and over again and expect different results, however I'm afraid that marketing through these discounted sites encourages the practice of over-promising and under-delivering. 

If you need to adjust prices for services to reflect current economic conditions, do so on your own terms without sacrificing quality and your professional integrity.  If you feel you must use these sites make sure you're creating opportunity and not just activity because they have VERY different affects on your bottom line.

"...I feel most creative when I’m sharing my experiences."

This may sound funny but I feel most creative when I’m sharing my experiences.  It’s when I reflect that I truly feel the value of my work.  I think we are inundated with stimulation throughout the day and either consciously or subconsciously that stimulus manifests itself in our work. 

I’m still at the beginning of this new career, a generalist perhaps, and not yet having chosen to specialize in either styling or color therefore I think I’m open to all stimuli.  I reflected on this question and tried to reference the brilliant colors of an Arizona desert sunset or the sharp, jagged texture of Phoenix’s South Mountain, but sadly I couldn’t relate the images to my work.  I thought of music, paintings, and pictures in magazines but still I could not draw a correlation. 

While pondering this thought, the phone rang and like countless nights before, found myself sharing my day with my daughter. As I described the events of the day I could feel my voice getting louder and my pulse quicken.  I could feel the smile on my face and actually see the entire day play out in my mind as I shared what I had done and what I’d do differently tomorrow. 

 

After hanging up I began to write about what I was feeling and it all came together.  I don’t always know why I do things, can’t always make correlations between things and actions, I just know that when I remain open to my environment and share my experiences, the creativity flows.

"...make a positive impact on the lives of others..."

Returning to school was an enlightening experience.  I thought going in that being a hairdresser simply meant that I could be creative, connect with people, have my own hours, and make a good living.  A few weeks into school I entered the Professional Beauty Associations (PBA), Beacon competition and won.
 

Just a few months later I was in Las Vegas attending the PBA’s Symposium listening to industry professionals and icons like Geno Stampora, Christopher Benson, Eric Fisher, and Vivienne Mackinder open my eyes to an industry that extends well beyond a hydraulic chair.  Then it hit me, this career change although challenging, isn’t a change at all – it’s an evolution. 

 

Beauty is a business and I am acquiring a new set of skills to enhance my current abilities.  This industry is exciting, challenging, and full of endless possibilities to make a positive impact on the lives of others and that is what being a hairdresser means to me.  So whether I’m styling a single client preparing for a job interview in Phoenix, teaching a seminar in New York, or directing the global launch of a product line in London, I will be positively affecting the lives of my clients and inspiring them every time they look in the mirror.

"...it only takes a minute to let down your guard and let in a blessing."

I was recently asked, "If you could make one change in the world, what would it be and why?"  My answer stems from my belief that we’ve developed a fear of conflict, fear of being judged, and fear of being different. We talk over, around, at, and behind one another rather than with each other. We associate or affiliate with, and become members of something instead of simply connecting to one another.  We log on and off, tune in and out, like or dislike and seldom take the time to even comment on what we see, hear, or feel. 

I remember hearing a terrible comment once that if you are an idiot but remain silent you’ll keep your critics guessing, however if you open your mouth you’re sure to confirm it. A critic can only influence us if we give them the power to do so. Our fear of rejection has become more powerful than our desire to express our individuality and has stifled our courage to act. If we continue to confuse association, affiliation, proximity, and membership with being connected to life, we will lose the skill and passion required to be involved in it.  

Where we used to step up, now we step out. We remain unheard, unseen, unaware, and unaccounted for because it requires an investment we’re no longer willing to make, that is of ourselves. Too bad, it only takes a minute to let down your guard and let in a blessing. So let’s connect with one another. Talk with each other. Drop our fear of being judged and embrace our desire to be heard, to share, to contribute and to be involved. The next time you want to send someone a text, invite them for coffee and when they arrive give them a big hug, it will remind you both how important you are to one another. 

"...it’s not where you’re at, it’s who you’re with..."

I have always felt most comfortable being involved.  Life is not a spectator sport, and to think that many of us are content to sit it out, be benched, or live vicariously through another person's experiences, are unfathomable to me.  I need to remain connected to people and although technology allows us to interact with one another in multiple ways and on a global scale, nothing beats the sincerity and simplicity of a handshake. 

After I was nominated for The Matrix Spread the Love Tour I went on the website and began to research last year’s journey and it wasn’t the places or events that excited me as much as it was the people and experiences shared along the way.  I was inspired by blogs and videos and all I could think about was being right there with them. 

As I’ve mentioned before, the Army took me to places I didn’t want to be and some places I never wanted to leave and despite the reason I was there, one thing remained constant, it’s not where you’re at, it’s who you’re with that defined my experience.  After all, there are only so many salons you can work at or ways you can fold a foil, however the unique way in which we interact and share our experiences with one another are infinite and truly how we spread the love for our industry.

"...it doesn't require any less time..."

One of the nice things about knowing my clients and maintaining a good sense of humor with them is the latitude they grant me when discussing potentially awkward subjects. Rebecca arrived a few minutes late for her color service; winded and visibly agitated she began venting her story without even saying hello. I helped her into the smock, got her in the chair, and settled into what I have learned to be a hair dresser's most important implied task, listening.

Several minutes into her service she stopped mid-sentence, gave me a smirk through the mirror, and said, "You're not even listening to me are you?" I laughed out loud and said "Of course I am, despite being blessed with selective hearing unique to all males in our species, I'm hanging on your every word." She smiled, crossed her arms, and as if channeling my mother asked, "So what did I say then?"

Loving a good challenge, I put both hands on the back of the chair, leaned in and said, "You wish people understood that time is money and that price doesn't just reflect the physical item. You're frustrated with the customer who only wanted one of the three dozen cupcakes she ordered a week ago based on an RSVP and couldn't understand why you charged full price even though she was only taking 12 with her." "Exactly!" she said slapping the arm of the chair.

She went on to explain passionately that whether you're making one cupcake or two dozen every step takes time. I smiled wide and chuckled. "What's so funny?", she asked. I replied, "So in essence you're saying that it doesn't require any less time or effort to fill a cup with flower than it does a teaspoon?" "Nope, none at all", she said. "Funny," I replied, "because it doesn't require any less time or effort to cut an 1/8 of an inch or 6 inches of hair and I'm going to remind you of this conversation the next time you look at me funny when I charge you $65 for a 'trim'".

"You have to stick with it..."

Until recently I would rather pick up a scorpion than my Denman brush.  The slow, tedious wrapping technique required a level of patience I had not yet acquired.  Fortunately for me, a colleague suggested I slow down and imagine the process being a transfer of energy.  He said, "You have to stick with it until the hair gives up its energy to you; until it surrenders to you".  Despite being armed with this new analogy it was obvious I didn't have the patience or "feel" for what was happening during the final seconds of the process.  I should have practiced it more.  

A few days later I was giving a product knowledge class at a salon and the receptionist asked if I would demonstrate a reconstructive process on her. Happy to reward participation I obliged.  When complete I asked for a blow dryer and brush.  Yep, you guessed it; I was handed a Denman.  

I think I spontaneously laughed out of fear then looked at her like she was handing me a speeding ticket.  I composed myself, smiled, took a deep breath then grabbed that brush like a Jedi grabbing his light saber and did EXACTLY as my colleague described. 

I even repeated his words to the class and those bending necks to see all the while reassuring myself that I could do it.  The group grew from four to seven just as I reached the 99% dry mark.  As countless times before, the hair began to swell.  My heart pounded, sweat beaded on my brow and my pace quickened resulting in even more volume!  I don't know why but my mind drifted to a traumatic childhood vacation when my father refused to look at the map instead sped up only to get us lost faster! Slow down I thought to myself and then I remembered the transfer of energy. 

I pulled the brush from the hair, took a shallow breath and went back in; this time with a softer hand and slower movement. Patiently, persistently, and with the determination of a salmon to spawn I exaggerated my stroke wrapping the entire surface of her head remembering to turn inward slightly when I reached the ends. I could see the shine developing as her hair transferred its energy to me. My patience had rewarded me with a beautiful finish and incredible feeling of satisfaction and pride. 

Patience pays and when you do the thing you fear the most the death of fear is certain. 

"...if you look good you feel good,..."

Staff Sergeant Aponte was a section sergeant in my first platoon and he repeatedly said to all of us “if you look good you feel good, and if you feel good you’ll look even better”.  His message was that of empowerment.  All of us have the ability to change our situation from the inside out or from the outside in.  It’s that understanding of the “inside” that helps beauty professionals to create a vision of the “outside”.  Who we are, who we think we are, and who others perceive us to be – for many, are three entirely different people.  I believe that through a better understanding of my clients I can “sculpt” their ideal image inspiring them every time they look in the mirror. 

"...I wanted to help people."

I studied psychology in college because I wanted to help people. I joined the Army because I needed the money to realize that dream, or so I thought.  After graduating college, the Army took me to places I didn’t want to be and some places I never wanted to leave.  During that time I applied what I had learned in college and surprisingly enough, it wasn’t weapons that liberated Kuwait, or equipment that rebuilt Bosnia, it was soldiers.  People just like you and me.  Extraordinary individuals who through design were made to look alike.  Despite the sea of camouflage I learned to look deeper, listen more intently, and connect with people by taking the time to get to know them from the inside out.

"...what really matters..."

My father taught me that business is about people and if you take the time to get to know them, they will reach into their pockets and spend with you versus a competitor.  As with any good student, I took the lesson my father taught me, applied my own life experiences, and came up with my own belief.  For me, people and relationships are what really matter and if we take the time to get to know one another, through shared experiences we will enrich each others lives.