[00:00:00] Austin: Wow. I don't know where to start. Leslie. Um, my first observation about you is that you're extraordinary. Second observation is refer to first observation or observation number one. And the third is that you are in a town, the size of my bedroom, and yet you are absolutely still yet crushing it. In fact, you're making, if my, if my mathematics are correct here, You are making CIR $10 per person in your town at least a month in Albert, Texas, a town of as of 2020, 1,104 people.
[00:00:43] And you are Testament to the power of, well, I don't know, grit, perseverance, uh, relentless execution and all the rest of it. And today we're gonna get into all of those joys. So, Leslie, thanks for being here. I'm tickled to have.
[00:00:58] Leslee: Well, thank you for having [00:01:00] me.
[00:01:01] Austin: Mm-hmm I am so excited and I just can't hide it in the words of the 90 song or was the two thousands I'm so excited.
[00:01:08] I just can't hide it. That might be a nursery rhyme. So let's move on in any case case. Uh, very cool. And gosh, well, why don't we start, let's start at the beginning because I don't know where else you should start, but the beginning. So tell me how you ended up in Albert Texas doing what you're doing today.
[00:01:28] Leslee: I went through a divorce and then I, my high school sweetheart had messaged me on Facebook, asked me what I was doing. And I said, going through a divorce. And he said, me too, we started dating. And here I am. I moved to his town. I know. No, I knew no one other than him, his mom and dad. And from there, I just started, I was a preschool teacher.
[00:01:53] And then I wanted more, I wanted to work my own hours. And from there, I mean, I worked way more [00:02:00] hours than I did as a teacher, but it's very rewarding.
[00:02:03] Austin: Wow. So divorce gone, serendipity gone move, gone full on beauty as the, uh, extreme makeover, uh, health and beauty bar premier. Spa, shall we say of Albert? Uh, yes, sir.
[00:02:22] Wow, very cool. Massages hair, lashes, cryos skin, permanent makeup, and, uh, to sliming. Okay. Very cool. Collective menu. Well, I, I think for today's show, um, I'm actually gonna set this up a little bit differently than I I have in the past where we're gonna cite one of the, uh, glorious minds. Recent antiquity, Austria wild.
[00:02:46] And here it is. So actually I'll hold this up for the, the viewers on the, uh, uh, on YouTube, beautiful book called whatever you think. Think the opposite by Paul. Arden's a fantastic read, but here's a quote from Oscar wild. [00:03:00] Most people are other people. Their thoughts are someone else's opinions, their lives, a mimicry, their passions, a quotation.
[00:03:10] So here's the punchline quote. What's your opinion and the more radical, the more different, the more authentic, the more genuine to who you are the better. So today we're gonna talk about Leslie's views on three things. Categorically. Number one is how she creates not just vision for her, uh, potential clients and clients, but also hope for those that are, um, in some ways hopeless with their appearance and their general state of beauty and the rest of it.
[00:03:42] Then we're gonna get into Bates and hooks, which is perhaps poorly named, but it's really more this art of social media and how Leslie is able to, uh, like a, uh, a black hole of attention or a super magnet suck people into her spa, where they just fall in love with her. [00:04:00] And then lastly, a note on competition.
[00:04:06] Now there's exciting news at the end of this, with respects to competition. And building towards a personal monopoly that will then make it such that competition. That's not a word of my dictionary. So let's, let's start with the, uh, the first chunk here. So tell me with as much detail in color as you're willing, what you think about creating vision and hope, particularly in the consultation period and frankly, beyond for your new customers and what you do to help them see.
[00:04:38] Okay. Here's where I am. Here's my set of aesthetic goals for tomorrow. How do you help them paint that picture of vision for them? What does that look like? Talk us through that.
[00:04:50] Leslee: Okay. When they come in, we talk, they tell me what their goals are and. I don't care what size they are. I, because they're, [00:05:00] everybody wants to be beautiful and everybody's beautiful on the inside.
[00:05:03] You just gotta bring that out where they see it. So we go over, they tell me their goals and I tell 'em how many sessions that we should start with to get to this. And we'll look at this and we just build us a little gold deal here, and I make sure we take pictures and. Every session, you're going to see a result.
[00:05:25] If you're doing it the correct way. If you're not, then you need to go back and work on that and you need to be uplifting, share with them that they're beautiful and that we're just gonna make 'em more amazing. We're just gonna add to whatever they already have because every person is beautiful. When they come in, you got to make 'em feel beautiful.
[00:05:45] Don't make 'em beat 'em up and say, oh my God, there's no way I can help you. You can help 'em and if it's just by you talking to them, you're gonna make 'em feel amazing. And they're gonna keep coming back because you are making 'em feel amazing. And [00:06:00] then the looks and the results that they're getting from you.
[00:06:04] Austin: You said that you build a goal bit mm-hmm what, what does was like specifically?
[00:06:10] Leslee: Well, if we have a little bitty skinny thing that really has not, not, not an inch of weight on 'em, but they're wanting to tighten up. We say, well, let's start with five sessions, you know? And we'll look at that. We take the picture and after each session we take a picture, whatever there is that they saw, they look absolutely amazing.
[00:06:35] Now I can't believe you came in and got this done and they're like, I'm gonna go tell all my friends, oh my gosh, I do look great. Help them see their vision. It that's all you have to.
[00:06:51] Austin: I'm gonna, I'm gonna play like I'm very, very much so incapable of doing this, teach me. So I come [00:07:00] in, sorry, I'll be less. I'll be less high energy. I come in and I say, Leslie, I have these concerns. I'd like to work on this the way you get me to see division. Can you. Can you ex Exco can't speak explicate or tell us with further clarity, how you do that?
[00:07:24] Because in my head, what I'm, what I'm imagining is you are effectively, I'll use a metaphor here. Maybe I'm answering the question on accident for you, but it's something like this. This is what I'm seeing. At least maybe you're painting a vision in my head. Maybe this is getting quite meta, but it's as if you are.
[00:07:39] Entering the canvas of my mind or the, the art room gallery of my mind with a blank canvas. And you step alongside the prospective client and together you both pick up paint, brushes, and you're together drafting what their ideal self looks like and talking through [00:08:00] how you can help them get there. And then further.
[00:08:03] You're getting them to feel what it would be like to be in this position where, Hey, I've erased a decade of fine lines and wrinkles off my face, or I've dropped in the case of, um, Courtney, who I had on yesterday. I think it was, she's got clients that are losing seven inches. Nine inches off their waistline, you know, they're 10, 10 plus packs.
[00:08:24] Yeah. But they're having these insanely dramatic results that are fundamentally life changing, but you're, you're, you're drawing this canvas, this, this picture, and yeah, through that, through that, they're seeing it, they're feeling it. And I would imagine that when you do this masterfully, there are no objections.
[00:08:43] They just say, take my money. Let's go. I'm in.
[00:08:46] Leslee: Absolutely. That's basically it. The least I've taken off a person in one session is an inch. The most I've taken off a person in one session is seven inches, but I measure 'em [00:09:00] three places, the upper, the middle and the lower part of the belly. And then when they see that they're just blown away and then.
[00:09:08] We show a picture and it's just amazing. You've got to have the pictures, but yeah. And when I measure, I make sure that they see exactly what I'm doing, what I write down. So they know nothing is being exaggerated. Everything's up and up.
[00:09:27] Austin: Wow. Okay. Let let's, let's unpack that a bit for the audience that doesn't know what we're referring to.
[00:09:31] So when you say, okay, someone's losing seven inches. Can you tell me with what product can you tell me over? What span of treatments? I think you said one, which is insane. That's the case. And then three, where are you taking his measurements and what is actually being lost? Tell me more about what you're you're referring
[00:09:47] Leslee: here.
[00:09:48] Okay. Um, I'm using the cryo skin slimming and you do one side. First, and then you do the other side. And I measure right [00:10:00] here at the upper part of the belly where the belly button is. And then this part that seems to go south, as we get older, I, I measure down there too. So then when I'm measuring that they see drastic results, but when I'm doing it, I'm making sure that, I mean, we.
[00:10:18] I'm like your hand, you take it with their belly. So it's between there and you're cupping it to make sure you're freezing the fat cells. Once them fat cells, it's like an onion as you freeze that cell, they can just see the layers of the fat, just leaving. And I also tell 'em do you want. Just like really, really fast results.
[00:10:41] Then you've got to go by the drink in the water two hours before two hours after watch what you're eating. And if you wanna help exercise on the side of this, we are going to jump to a whole nother level of you looking amazing.
[00:10:57] Austin: Okay. Let me give a hat on straight here. So you're [00:11:00] saying with one cryo skin slimming session, yes, you are seeing.
[00:11:06] Now, this is accumulation of three different measurements added together, right? So an inch here, three inches here, three inches here. Okay. But over the course of one session, you're seeing, in some cases, how many inches lost with cryos skin in one circumference reduction? Cause I don't, I don't want something them is it's like, it seems to be exaggerating.
[00:11:26] So what are you seeing for. Maybe the, the,
[00:11:30] Leslee: I wish I had taken pic, had pictures printed up to where I could show you, but one lady, I took seven inches off in one session and you could just see the fat melting away right there in front of us. I mean, It's just crazy. Now, the scales, they didn't change until she started watching watches eight was eating, but I mean, you could see her belly completely transforming that one session.
[00:11:59] Austin: One [00:12:00] lady wa lost, excuse me. Seven inches with one cryos skin stomaching session. Yes, sir. I almost don't believe you . I know
[00:12:11] Leslee: they had her here, but yes, I. It, it is amazing. If we do another one, I can have her come on and talk with, and I, I could even we'll do a session on her where y'all see,
[00:12:24] Austin: well, well audience members that is not the normal to be very clear with cryos skin.
[00:12:28] I seven inches. I've heard for 10 packs and 20 packs, but my God in one session, that's unbelievable.
[00:12:37] Leslee: And we are measuring three places. Like I said, it's not just one place around the waist. It is three places.
[00:12:44] Austin: So in reality, if we look at her pants size, it might have gone from a, I don't actually know the lady's pan size, but for men it would be like a 34 with 30 sort of thing.
[00:12:55] Not a 40 to a 33
[00:12:58] Leslee: inch. No, no, [00:13:00] it would just be like a pan size.
[00:13:02] Austin: Okay. Which is still incredible from one session wild. Right. When
[00:13:06] Leslee: you lay down, when you. Take or I take the measurements when they're laying down. Cause when you stand up, everything goes down. So that gets an accurate measurement when they're laying down.
[00:13:19] That's when everything's where it's supposed to be. I measure like that. And when we're done, I measure like that.
[00:13:25] Austin: Wow. Wild. So the results are there. Incredible. Very cool. Wow. Okay. Well, so what, what else can you do? Cause I want to, I want to give. I wanna give the audience some, some tools that they can stand up immediately to help their consultations, cuz really this vision creation stuff is first of all, it's the antidote to push backs, objections, blockers, stalls, you know, these sales terms where there's [00:14:00] hesitancy from your potential buyer.
[00:14:03] I think that the greater you create a vision. With the potential clients, the li the more likely you are to actually get to the sale, which is not, again, this is not to be conflated with, I mean, obviously we're in business to make money, but really, if you can, if you step back and realize that your job as a beauty professional is almost rooted in a moral obligation to be good at selling.
[00:14:30] So that provider that you actually provide results. Noteworthy. If, if, if you don't then stop and figure out your life and get new devices or learn new techniques or get training or whatever for your microblading, et cetera. In fact, go listen to the episode audience members of, uh, of Courtney who was talking about microblading artists, half of them not knowing really what they're doing.
[00:14:50] So. Anyway, provided that you're providing services that are high quality. You almost have a moral duty to sell well so that you can get people through the doors, pass their own [00:15:00] hesitancy so that you can provide the life, change that for many people that have these different treatments, and it's not just Artis products, it's, there's a whole host of different products out there.
[00:15:07] Mm-hmm that, that improve people's quality of life, confidence levels in the rest of it. So the punchline here is that if you can create high degree of vision, By stepping aside or beside them with the paintbrush in their mind to architect the canvas of their future self, the more likely you are to actually pull off a feat of getting them to become a customer.
[00:15:28] So what other tools, if there, if there are any that we haven't already spoke to, that you could share with the audience on, okay. How do I actually create vision in the consultation room before I even allow them to become a customer of mine? Is there anything else that we didn't touch?
[00:15:44] Leslee: Before they even come to my consultation room.
[00:15:46] When they walk in the front door, I am very bubbly. I'm greeting them and I'm telling them them, oh my gosh, it's so good to see you. I'm so glad you came in. They [00:16:00] feel so amazing when they come in, you have to, the first thing they walk in, then I'm just, oh, your skin is so beautiful. Oh, we just need to do this right here and you're gonna be amazing.
[00:16:13] You've got to talk to 'em all through the time I'm working on them. I am working on them and sometimes they come in. I've had firefighters, teachers, nurses, if they come in from work and they're just drained. I don't talk near as much. I try to let 'em rest. Sometimes they fall asleep when I'm working on them, but.
[00:16:32] Um, they know that they're gonna leave their feeling amazing. So I just constantly reassure them that it's awesome. And they made the right decision coming in my door.
[00:16:46] Austin: I think there's something of a subliminal message here, which is that you are effectively a gas tank of energy and you feel everyone's tank and, and the antithesis of that would be to.[00:17:00]
[00:17:00] Uh, an entropy tank where what I'm getting at is this. If you're not creating a high energy environment in your spa, maybe this is me just projecting. I think you're doing yourself a disservice and you're setting yourself up to not create the vision. If it feels very cold, it feels very, you know, fluorescent.
[00:17:22] Lighty like I'm going into an operating room. They're not gonna leave with that same feeling, cuz they will never remember what you said typically, but they sure as heck will remember how you made them feel. And I think Leslie is a goddess at making people feel like they are this centerpiece of the universe and you probably give them maximum attention when they're in the consultation room with you.
[00:17:46] It's it's you it's me. Let's get to the bottom of what you want to. And it's all about
[00:17:52] Leslee: them. I'm not, they're not coming in my room and I'm telling them all my problems. I wanna know everything about them. And if they ask me something, I just, [00:18:00] I answer the question real quick, but put it right back on. 'em I wanna hear about their day.
[00:18:04] I want them to vent. I want them to know that that is a safe place. And if they get quiet, I say a prayer over every person I work on. I Lord go with 'em today. Be with 'em, bless them. I want them to know. It's a, it's a nice place to come.
[00:18:24] Austin: Totally. And that's reflected in your numbers, which we can get to in a moment if you're willing to share it, which you can say, no, I don't wanna tell you my revenue.
[00:18:32] No, I'm not telling . Hey, I plead the fifth. She's the first fifth taker I've ever had pleading the fifth. That is, well, by the way, that's bill of rights. What does that creepy? Fifth that's anyway, doesn't matter. Okay. So. Punchline summary bullet point here for the audience, find ways to create vision for your perspective clients in the consultation room early, by the way, that probably, uh, [00:19:00] probably rather means go slow in the consultation room before you go fast, meaning don't just get 'em on a table, figure out what they need, because most people with problem X.
[00:19:13] Think they need Y but actually it might be the case that Y will make X worse. And so what they really need is something different, AKA Z,
[00:19:22] Leslee: right? Yes. And you wanna make sure about their health issues. I mean, you need to really look over that cuz you wanna make sure they ain't gotta pacemaker and stuff like that.
[00:19:32] Really? That that's another thing you really need to talk with them and see, Hey, what are your health issues? Uh, if they have. Lewis stuff you just say here, take this paper where the doctor knows what you're wanting to do. Come back with a sign saying that, yes, you can do this because I don't wanna, I don't wanna get into any trouble, but I do wanna make 'em feel good, but I don't want to do something that that's gonna hurt.
[00:19:57] 'em more.
[00:19:58] Austin: Yeah. Yeah. [00:20:00] Completely take your own medical advice. Go to your doctor. Yes, sir. If you have dication et cetera. Of course. Yeah. Well actually don't get treatments if you have contraindication, but right. Your point, your point. Yeah. Well, well taken. So that, that is all just Testament to the idea of slow is smooth and smooth is fast.
[00:20:17] And this is why firefighters don't run into a burning building. You'll notice that when they walk into. Keyword there, walk in the verb into a burning building where there are people about to be in a dangerous position. Well, currently in a dangerous position is because if you go fast, you trip, which I've always been.
[00:20:36] I, I was what I initially learned about this. I was shocked. It's like, why, why are they not leaping into their fire gear? Because they make mistakes that they do that and they end up being way slower. So there's something about the military expression of slow, smooth and smooth as fast that's applicable.
[00:20:52] I think in the consultation room here as well. Okay. Did we touch on everything? Did we miss anything on creating [00:21:00] vision, Leslie?
[00:21:02] Leslee: Um, well I know they say that. There's a certain measurement, certain size. I take all sizes. If they are willing to come in, I'm going to work on them and that's what they want.
[00:21:16] And I, I don't get why people say they're this only size and we're only gonna help this because larger people want to lose too. And they wanna feel beautiful. So, I mean, and they're just as beautiful on the inside as everybody else. So I absolutely take every person that comes in unless they have a health issue.
[00:21:36] Austin: Create vision. Vision is more potent than value giving it free. That is to say yes. Cool. Okay. And by the way, audience members, you might go research, learn about how to tell a story as well, because if you can get. Them in a position where you can tell a story that describes their ideal future in a way that excites them.
[00:21:58] There's a book called wired for story [00:22:00] wired for story, by the way, if you're curious about that audience members, um, that talks to this point, and if you can tell a story about their future self, oh, they're gonna be fawning to come in and buying 20 packs. I said 20 packs. Uh, Courtney sch from the most recent episode is selling 20 packs for $6,000 and she's killing it.
[00:22:22] It's very cool. And it serves the customers well, um, which we of course bias over everything else. So moving into the second leg of the. I guess a pyramid does a pyramid of legs. No, it doesn't matter. , uh, I figured of the pyramids in threes. Um, but in any case, the second leg here with, uh, Bates and hooks, or maybe a better way to say this would be magnets and something.
[00:22:52] So getting people through the door and what you are doing with social media to make that happen. So talk us through what that looks like, cuz to my knowledge, you're not actually working with an [00:23:00] agency to help you. Pull in clients with V gen. So what are you doing on that front to get people into your spa?
[00:23:06] Where again, a town of literally a thousand people and change, and you're making at least 10 X that a month in revenue. Mm-hmm so $10 a person in your town from the sounds of it.
[00:23:19] Leslee: I am using social media. I'm using my before and afters. With their consent. They have signs saying that it's okay. But, uh, I will take, like, if it's a lady with the real wrinkled face, I'll take real close where they can see, and then I take another one where they see where they can see, oh my goodness.
[00:23:39] And I put how many sessions it was to get to that. and the same with the stomach, the legs, I had a lady lose 180 pounds. She had the gastric bypass and we tightened, she needed to have all that skin removed. We tightened every bit of it on her stomach with four sessions. Uh, what I [00:24:00] did is I put a pillow behind her back where it was pulled tighter, and then I pulled up and it made drastic, drastic, improve.
[00:24:09] Austin: I'm sorry. So, wow. Tell me, tell me the story again, with, with
[00:24:14] Leslee: this, a lady had lost lots of weight and you know, the skin just zags there. It just like hangs on them and she wanted that tightened up and she came in and I had not ever worked on anybody like that. So I could see it was changing in the one is, uh, the first session when she came back, the second session, um, the massage pillows, they're hard.
[00:24:36] They're round. I put that behind her back and it made the skin pull tight and then I lifted it. We just went real slow and within four sessions, her stomach was toned. It, it, you can even tell that she had had it. I mean, it was amazing.
[00:24:54] Austin: After she had gastric bypass surgery. Yes, sir. Producing a ton of skin laxity, moose [00:25:00] skin.
[00:25:00] Yes.
[00:25:01] Leslee: Cryo skin tightened it right back up and put it where it goes
[00:25:05] Austin: in four sessions. Yes, sir.
[00:25:11] Leslee: Wow.
[00:25:14] Austin: How did she feel after that?
[00:25:15] Leslee: She she's like, I am coming the rest of my life and we just go to different areas of her body. I mean, she loves having her face done. I mean, just, they just feel so good. The cryo gets the blood flowing when they come in and have it done when they leave out. They're like, So relaxed and everything, but like the next day, they're, everybody's just like, oh my gosh, that gave me so much energy.
[00:25:39] And when I'm done, when I'm working on the face, I massage the head and put lotion on their face and everything. It's just all the little extras that you do to make 'em feel very special when they're there. Wow.
[00:25:54] Austin: That's wild. That is wild. So cryos skin is changing lives. [00:26:00] Unsurprisingly. But to get them in the door though.
[00:26:03] So when we say, when we use the burb I do, I used, I'm
[00:26:06] Leslee: sorry, you, you didn't even know about all that. I use Facebook and then there's like, out for it is so small. So we have all these little surrounding towns and so on. Usually on Facebook, there's like a town. On each one saying this is our town page, where we have an Al board page that talks about the residential areas.
[00:26:28] So I went to all the surrounding towns that have these little websites and I put my before and afters what I offer. And every morning when I get up, that's the first thing I do is I go through all these pages saying, come in my appointments are filling up fast. Call me. Come in, get your free consultation.
[00:26:50] You gotta get in the door. You can't see results if you don't come in. So, I mean, we'll have tons of messages. Then when I get off at night, I'm [00:27:00] going back through answering, filling up the appointment foot
[00:27:04] Austin: and, and the, the medium that you're delivering this message of free consultations, et cetera. That's done through Facebook specifically.
[00:27:12] What does that look like?
[00:27:14] Leslee: They go crazy. They. How did you do that? And if I put somebody like that has gave me permission that people recognize that's well known in the towns or whatever, they're like, oh my gosh, I did see her. And yes, she has drastic. We need to jump on this bandwagon and then the friend old quote or comment and comment, and then another friend will comment and it just it's a wild storm.
[00:27:38] Austin: So you're okay. So the, the strategy is you, you take consensual before and afters mm-hmm . Or that they consent to you releasing and using, and then you post those. You just post those on your Facebook page? Yes. Your business, Facebook page. That's it. You're not advertising it. You're just putting it on your Facebook page.
[00:27:56] Yes. And you're saying, Hey, this is, I [00:28:00] dunno, this is Jennifer. She had five sessions of cryo.
[00:28:03] Leslee: Say the name. If they know they recognize and know the name, I'm just putting the before and actors. And if somebody says, is that your company's before? And after I say, no, these are my before and afters. These are my results.
[00:28:19] Because, wow. I mean, anybody can just go Google something, you know, but I want them to know no, this, this was done at my place and come in and let's see what we can do for you.
[00:28:31] Austin: So the strategy to distill this down, which this is great. Cause it's simple is you take before and afters, you get the consent of your customer.
[00:28:38] You post those on your Facebook page and you just say, look what I did. Yes. And because it is. Someone a customer from your tribe that people recognize that then produce in their head. A, oh my gosh. I have seen her. She looks amazing. What is she doing? Then your phone rings off the hook and [00:29:00] here we are today,
[00:29:00] Leslee: if you can.
[00:29:01] Okay. So like I said, I'm new to this town. I'm knew no one. And then, so when I went to work this little beauty shop, before I opened my own, I. I'm like a sponge. I just sit and I listen and I figure out who is very well known in town and everything. So then, you know, I, I make friends with 'em and I'm like, come in.
[00:29:27] I tell you what if you'll let me use your face or whatever you want done. You'll sign the consent. Tell you what? I'll give you a discount, come in here and let me work on you. And then if this person's very, very well known, I mean, it, everybody goes to talking really fast. You've got to gotta listen, you gotta pay attention and jump on it.
[00:29:49] Austin: So this is something like audience hacking in some sense, or, uh, reach or having someone retweet your tweet to use [00:30:00] Twitter terms, meaning. In this case, you're finding an influencer, someone, somebody that somebody knows. So maybe it's the pastor of the town or it's, uh, Jenny, the hairstylist that everybody's been going to for 30 years or whatever.
[00:30:13] And, and those people have their own following on social, what Instagram, whatever, that's it. And so we're, we're effectively retweeting. Your tweet, your tweet is the before and after results, proof, social proof, certainty, gap closing, et cetera. And then bam. So really what we're advocating for here is three things.
[00:30:36] You gotta get people in through. Hey, if I do this, will you let me do this? So I'll give you a discount, you know, above the price evens, and we'll give you discount to, uh, to get a slimming session done. In exchange of that, I will then use that as before and after that I'll post on my page and you probably ask them to post it on their pages, which they will anyway, more than [00:31:00] likely.
[00:31:00] Yes. Yes
[00:31:00] Leslee: they do. Cause they're like, oh my goodness.
[00:31:03] Austin: And then through that, the act of them posting your proof, that is them retweeting, your tweet of proof. And then their audience sees that. So now we're hacking a different audience and then their audience starts to call you. Yes. I think we just saw social media.
[00:31:20] Mm-hmm for everybody. That's like, I don't know how to do it. There's how you do it. Let me say it again. Take notes. Here. It is from professor Leslie, who is generating $10 per at least per person in her town, by the way. Insane. And here it is, you take phenomenal before and afters. Leslie, are there any tips actually on that before we move on, uh, I
[00:31:43] Leslee: have the ring light and I shine on them.
[00:31:46] So you see all the imperfections and then I shine it back on them. So, I mean, you're getting everything. So then they know you're not trying to hide anything. Mm. And on my phone, I [00:32:00] will, uh, put side by sides and show them immediately after. So then they know you're not going home and fixing it or anything else.
[00:32:08] And they're like, oh,
[00:32:11] Austin: Wow. Okay. So there is an art to be before and actors as well. And it's continuity of lighting, maybe the same dress or, I mean, same clothes. Yeah. Well, same angles.
[00:32:22] Leslee: Yes. Right, exactly. I line white background and yeah, if I'm taken before and afters, they're gonna have the same clothes on, but I've had some that show up that wear the same sports brawl and spandex shorts or whatever, every time they come.
[00:32:36] So then you see a huge difference.
[00:32:39] Austin: So the metaphor be, we don't wanna just do apples to apples. We wanna do red delicious apples from Seattle, Washington against red delicious apples from Seattle, Washington from the same farm plucked by the same farmer. Yes, sir. Which is just a way of saying it needs to be exactly the same.
[00:32:56] So it's continuity between each shot. Yes. [00:33:00] Okay. Okay. So let's go back. So here's the how to do social media for those that are confused before and afters nail. Partner with an influencer, by the way, this doesn't need to be Kylie Jenner. Although if you do get her on board, you probably just made a truck ton of money because she'll tell everybody and I'll buy it.
[00:33:17] I mean, it's right. But for those that don't have Kylie Jenner's phone number in their back pocket. How about you call your local pastor or you call again Jennifer, the hair stylist that has a thousand clients or whatever, and ask them, Hey, if I do this free or discounted treatment or session, procedure, whatever on you.
[00:33:37] Are you willing to let me do this, which is promoting it on your social or my own? They say, yes, you have just audience hacked or piggybacked. Think of those little birds that, that ride on the back of rhinos that pluck off the bugs from the rhino's back, the rhino protects the bird, the bird protects the rhino.
[00:33:56] It's like the symbiotic relationship. Find ways to do that [00:34:00] and then promote it. And then Leslie who's spending, how much, how, what do you spend on advertising? Leslie?
[00:34:07] Leslee: Uh, other than just the signs on my building, and then I have some window art being done right now that will cover, we have six picture windows and it will have, it'll be the stick on deal that will cover every window, that off what we offer.
[00:34:22] But other than that, it's free. I'm doing it all social media all by myself. It just it's it's time consuming. I mean, yeah, it's in the morning and in the evening, I'm, that's what I'm doing.
[00:34:37] Austin: $0 is the answer to the question. She's spending nothing on ads because this works so well. So I think if, if you don't disagree, Leslie, this is a high impact activity that you probably would advocate that all spot owners do. Yes. Yeah. Okay. Well, uh, Leslie's book, how to social media is coming out this fall.
[00:34:58] Uh, it'll be , [00:35:00] uh, uh, conjoined with a thousand dollars course. And, uh, just kidding, actually, there's maybe an idea for you to create a course. Right. Um, cool. Okay. So we've talked social media, magnets, Bates hooks called them what you will. Um, awesome.
[00:35:15] Leslee: I did, uh, I wasn't getting as many people as I wanted. I don't know how everyone else is, but I'm constantly thinking and I'm reading books and I'm trying to always be, so I started Zumba on two nights a week and the.
[00:35:32] Doors flew open. I have, and I have a whole church that's coming and doing cryo. Now that came in, the preacher, brought the congregation and they come every week, both nights and all of 'em are signed up. I'm doing neck bellies, preacher and off. They're all coming in and I'm working on them.
[00:35:53] Austin: Wow. Uh, that is audience hacking.
[00:35:58] Five. Oh one that's a senior level course [00:36:00] in audience hacking. You've got, so let's unpack this. You, you started a Zoomba course. Mm-hmm so you started something completely distally related or unrelated to cryo skin treatments
[00:36:13] Leslee: services. Yes. Cause I wanted to meet more and get more in the door because I don't know nobody and I'm any way I can to reach out.
[00:36:21] And then. I'm having a ribbon cutting for different towns that surround me, that I went and joined their chambers. So we'll have two different ribbon cuttings, one from each end, east and west from different towns over.
[00:36:40] Austin: That's a genius idea. So you, this is actually Testament to the idea of, well, a think of that said the box, duh, but weaving in.
[00:36:50] Yeah, finding relationships where they, they ordinarily would not exist. So Zumba, cryos skin, that's a really, [00:37:00] really smart idea. And it's got me thinking like, maybe I bet you there's some spa owners actually let's, let's get into this cuz there's I wanted to touch on referrals a bit, but I think the thing about referrals in your universe is that you're not asking for them.
[00:37:14] Why? Because you know what referrals are, referrals are a. Results of word of mouth potency, not being potent enough to catalyze and instigate your partners, customers, clients, call 'em, which you will to go out and do your proselytizing for you. Let me see that differently. You only need referrals because your people are not raving enough about you.
[00:37:39] AKA word of mouth, which you could say is something. And this is not exactly right. In some sense, this is a semantical game of just different words, but. I don't think you have a referral problem personally, Leslie, because you have everybody in the town and the town surrounding you talking about you now because of your social media work with you before and afters and the, the experience that you give [00:38:00] them when you are, uh, when you are well, when they, and engage with you, which is just high energy and they love you.
[00:38:07] And that's a great setup for the next point. So let's get into the word that everybody wants to avoid talking about, which is competition. So here's the. Now I'm gonna cite Peter till here. Quote, all happy companies, spas, salons, what have you are different? Each one earns a monopoly by solving a unique problem.
[00:38:33] Whereas all failed companies are the same. They failed to escape competition. So Peter, till to a teal quote. Now, Leslie is very interesting because. You sold, how many machines in Oklahoma or referred to
[00:38:47] Leslee: artists in the exact same county
[00:38:50] Austin: and how big is that county?
[00:38:53] Leslee: I'm gonna say they probably 20,000. It's, it's a, it's a bigger, uh, town than what I live in by now.
[00:38:59] [00:39:00] But, um, and they, uh, all had their own company. I mean, they all have their own businesses and, um, and they're all doing good, but the people I had, like, so. I watched a web deal, one of the training deals, and it said if you're not making it go to other places, go to the gym one day a week and be there that day, every week until you get your clientele built up.
[00:39:26] So my mother, I lost my father and he, she lives in McAllister. It's three hours from where I live here. So every week I would take my machine with me when I would go to take care of her. And I was working from 7:00 AM till like nine 30 at night. I didn't even get time to go eat lunch or anything. People would be waiting in the waiting room, but that's where I'm from.
[00:39:49] So it, when word got out and so then friends would call going, Hey, I wanna be a part of this. How do I get my own machine? I would like that in mind. I said, absolutely. I would love to [00:40:00] help you. So then I emailed the company and they said, Hey, we're gonna send you a link and you can be able referral. And this was like a year ago.
[00:40:08] And, uh, so then as people would come in, I'll go, yeah, I got this link. Let me send it in. Within the past week, I've got two more machines so that, um, they're waiting for their approval. One has already been approved. So,
[00:40:24] Austin: so, so here we have audience members, Leslie, a gal and a town, again, the size of my bedroom, closet thousand people who is unfazed at the prospect.
[00:40:37] Of competition. And in fact, when she was in MacAllister H how, what did you make in revenue with cryos skin in, uh, in two days in MacAllister Oklahoma, when you were still living there?
[00:40:50] Leslee: Um, the largest week was 4,500 and, uh, that's two days. And then I'd go back the following week, I'd make 4,000 and [00:41:00] that's not selling the packets or anything.
[00:41:02] That's individual people just coming in and buying their session.
[00:41:07] Austin: So without even selling five packs, 10 packs, 20 packs, where you make $6,000 for a 20 pack. Yes. 3,500 for a 10 pack, etcetera, et cetera. You were doing roughly $4,000 a week in McAllister, Oklahoma. A town. The size of maybe my kitchen. Yes.
[00:41:27] With cryos skin. Yes, sir. And that's after you unabashedly said, yeah, these four other businesses that want cryos skin. Yes, sir. There's interesting as competition because, and we'll get to that in a second. And despite that you were still doing fabulous, do well in McAllister and now doing the same thing, rinsing, repeating in well there's
[00:41:48] Leslee: beauty stops on every corner.
[00:41:50] I mean, shoot. We can all there's people all over the world. We can all make a great living. You just gotta go out there and get.
[00:41:59] Austin: Yes, [00:42:00] exactly. And I think the reason you've succeeded, where a lot of folks are really nervous about other providers of similar technology. And this is not just for cryos skin or any Artemis products, other devices to you or services, Botox, uh, microblading, you name.
[00:42:16] It is the people that do well. They have found a way to position themselves in such a way. It doesn't matter if another 300 salons spas opened up next door, your customers, Hey,
[00:42:35] Leslee: I want to open up. I, I mean, cause I wanna see I, well, what is she doing that we're not doing? I welcome them to have it. Cause I wanna show 'em Hey, this is how you do it.
[00:42:47] Austin: Yes. Beautiful. Exactly. So this, this is a good spot to a good section, to, to jump into, to close out the show today, which is this idea of creating your own personal [00:43:00] monopoly. So this borrows from Peter Teal's idea of, again, I'll, I'll say the quote again, all happy companies are different keyword. There each one earns.
[00:43:11] Monopoly by solving a unique problem. All failed companies are the same. They fail to escape competition. So the question might be if Peter Till's right, and I don't know, he's worth four plus billions, maybe he has some ideas that are worth note. What, what we need to be thinking about is how do we create a monopoly?
[00:43:29] Well, but Austin, Leslie, I'm not Amazon. I don't have monopoly on manufacturers or a big moat around my company. Like apple, where I've gotta buy all the products or what have you. There's a different way to create a monopoly. And it's this notion of the personal monopoly, which is this intersection of the things that define you, where your passions lie, your unique qualities, characteristics, personality, et cetera.
[00:43:55] How have you created a personal, uh, personal monopoly? There's two things that you mentioned earlier, which was number [00:44:00] one, the results that you provide, two, knowing your craft and then three. Tell us. Tell, tell us more about that. If you would and how you've created your own personal monopoly, where you're not afraid of competition is the point,
[00:44:13] Leslee: right?
[00:44:14] I'm just, um, I welcome it because if you have competition that makes you strive to be better, to find more, uh, information out to. Zone in to be better. I mean, I welcome competition. Cause that makes me strive. It makes me want to do better to see what I can do to improve constantly, to make it better. And for people to see more results, I'm not gonna sit around and just go.
[00:44:39] There is no, they bought a machine next door. That is awesome. I am so glad. I hope you do amazing. If I can help you in any way, you just let me know. I'm I'm any of the machines I've sold. I tell 'em if you get stuck, if you need help, if I can do anything for you, even if you need me to help advertise for you say, Hey, [00:45:00] so, and so's in town, they're doing this this week.
[00:45:04] Get out there and see her. I don't mind. I don't mind at all, because I want them to succeed.
[00:45:10] Austin: Hmm. Yeah. So I would, I would add to that, uh, you, one of your differentiators is that you are of all the guests of that on the show. You might be. Let me speak truthfully here, top three, top two, maybe the top highest.
[00:45:34] Energy infectiously, positive humans I've spoke to spoken to. And I think that's a key differentiator as well. And what makes you so magnetic, such that you are immune to other people opening up a spa, even if they clone your name, which would be annoying, must be Frank. Uh, but your name, the, the services you offer, et cetera, they [00:46:00] still couldn't do what you do because you are.
[00:46:03] Your own owner of your own personal monopoly, which is the intersection again, of the things that define you, which you radically display to the world. What, what shirt are you wearing? There's some, it it's my husband's shirt. yeah, just do it. OK. you're not, you're not wearing something cliche, like a, I don't know, a white robe or whatever.
[00:46:23] You're like, this is who I am. You and behind you, you have a bunch of rodeo photos on the wall. Yeah, this is my,
[00:46:29] Leslee: my brag wall. That's my kids are both top Cowboys. My husband's a team rope. And he's been the Vegas. And then I was in a movie, uh, bittersweet with the Royal Conways and world champion bull rider.
[00:46:44] Look at that.
[00:46:45] Austin: So this is a part of your personal monopoly. So you are a magnet for people that are like you, your birds with the same feather that flock together. They're not going to leave you. The problem though is when people don't have the gall to [00:47:00] stand out and say, I'm gonna plant my flag here. I am a rodeo loving cowgirl.
[00:47:05] Is it cow woman, cow lady, cow person cowboy, cow. I don't know. Cow. It's great. OK. Cow person. Okay. Cowboy. We'll go with Cowboys. That's the classic term. Bam. I'm a cowboy. I serve my clients in a way that I will bleed. If it's required to make sure they have the best experience of their life, where they will always have a result.
[00:47:27] To whatever varying degree where I know my craft and, you know, whatever dot, dot, dot, dot, defining characteristics that are you, which another Oscar wild quote, be yourself, everyone else has already taken. And then just exude that to the world and you will naturally gravitate towards, or people will gravitate towards you that are like you, that would become your customers for life.
[00:47:49] Yes, sir. You are the embodiment of that. Wow. What do we not tell the world today that we should? Leslie, is there anything that you'd have as a closing note for the [00:48:00] universe, the planet gala, just be
[00:48:02] Leslee: yourself and motivate people, make 'em feel good, be just know what you're doing, make sure you understand that if they have health problems or everything, make sure all your paperwork's done correctly and show the results.
[00:48:17] And if you are not getting. You need to go back and watch your VI training videos and stuff, because this is like a magic machine and it is amazing. And if you know how to use it, it you're gonna change people's lives. Which machine is that? The cryo skin.
[00:48:34] Austin: Oh my goodness. That was not a plug by design, but I can't resist.
[00:48:39] Leslie. It's true. It's you know, a while back as in Monday, I did a webinar and I drew a parallel between Michael Angelo's chisel and his instrument. Let's say that sculpted the statue of David out of the block of marble. And to me, it seems like cryos skin is the modern day equivalence of that in terms [00:49:00] of helping people achieve the DIC, like body that they desire.
[00:49:05] And, uh, of course there's other products in sculpt sculpture. And what have you that, that do something similar, but, um, not in the same way as cryogen, it's, it's wild to hear these stories. So thank you for sharing that. Beautiful. I have one more thing to
[00:49:17] Leslee: share. Do it. Yes. On one of the social medias where on the little towns and everything, a man came on and he was in the gym and he was putting me down and he has lifting his weights.
[00:49:28] And he said, there is no way, what she's saying is true and you cannot achieve. Any results, unless you're at the gym, not eating and lifting weights. And he was just like bashing telling people do not believe anything. I say, it's a scam. So then I went under his little thing and I said, I am so sorry. You feel that way, but because you do, you come in and I am going to give you a free session and you can see it yourself.
[00:49:56] And these are people I have actually changed their [00:50:00] lives and I put. Before and after pictures of people in that town, and then it went crazy. All the people that I had been working on said it does work. And you need to, when you need to find out what you're talking about before you bash people. So all these people went to taking up for me.
[00:50:20] Austin: Wow. I'm desperately for a quote here in this book, because this is what you just said. No, I won't bother searching. You just converted to skeptic whether he realizes it or not. Did he come in for a treatment by the way?
[00:50:35] Leslee: No, but he never did say nothing else. He didn't come back with a anything.
[00:50:41] Austin: And by the way, audience members Leslie's tribe responding in the way that she did is evidence that she has anchored herself to her personal monopoly, radically displaying herself authentically to the world provided outstanding results because she knows her.
[00:50:59] [00:51:00] She has loved her clients. She's energized them. She has created vision and hope for them. And through that, they seeing not just her praises, but the praises of her work. And I bet you through that, you converted the skeptic as well, which is beautiful and powerful. And, uh, can I stay moving? I think I just did.
[00:51:22] Oh, what's wrong. Thank you. Wow. Well, What else did we not cover? Is there anything else you'd wanna leave the world with today? I,
[00:51:35] Leslee: I think that's it. I think you covered it.
[00:51:38] Austin: Beautiful. Well, now I will cite this one quote again, in closing as a call to the audience. To consider things that we've discussed on this show today, and then also perhaps implore them to reexamine their [00:52:00] own opinions, beliefs, et cetera, the way they're living their lives and operating their spas and salons in such a way that maybe they step even an inch closer to, towards being their authentic self and exuding that throughout the let's see.
[00:52:14] So here it is again from Oscar wild, most people are other people. Their thoughts are someone else's opinions, their lives, a mimicry, their passions, a quotation in quote, Oscar wild. Don't be a Sheephole stand out. Don't be afraid to do so. Identify your personal monopoly, create hope and vision in your consultation room with your patients, your customers, your clients call 'em what you will probably don't call them patients unless you're medically proficient and have an MD after your name.
[00:52:49] That's my, uh, unsolicited advice. Non-ad advice, advice, um, and be you. And on that note, Leslie, I'm so glad we made this. [00:53:00]
[00:53:01] Leslee: Thank you for having me.
[00:53:03] Austin: Awesome. Well, you take care and we will talk soon. All the best.
[00:53:08] Leslee: Have a great day. Bye-bye.
[00:53:10] Austin: Wow. I don't know where to start. Leslie. Um, my first observation about you is that you're extraordinary. Second observation is refer to first observation or observation number one. And the third is that you are in a town, the size of my bedroom, and yet you are absolutely still yet crushing it. In fact, you're making, if my, if my mathematics are correct here, You are making CIR $10 per person in your town at least a month in Albert, Texas, a town of as of 2020, 1,104 people.
[00:53:53] And you are Testament to the power of, well, I don't know, grit, perseverance, [00:54:00] uh, relentless execution and all the rest of it. And today we're gonna get into all of those joys. So, Leslie, thanks for being here. I'm tickled to have.
[00:54:08] Leslee: Well, thank you for having me.
[00:54:11] Austin: Mm-hmm I am so excited and I just can't hide it in the words of the 90 song or was the two thousands I'm so excited.
[00:54:18] I just can't hide it. That might be a nursery rhyme. So let's move on in any case case. Uh, very cool. And gosh, well, why don't we start, let's start at the beginning because I don't know where else you should start, but the beginning. So tell me how you ended up in Albert Texas doing what you're doing today.
[00:54:38] Leslee: I went through a divorce and then I, my high school sweetheart had messaged me on Facebook, asked me what I was doing. And I said, going through a divorce. And he said, me too, we started dating. And here I am. I moved to his town. I know. No, I knew no one other than him, his mom and dad. And from there, [00:55:00] I just started, I was a preschool teacher.
[00:55:03] And then I wanted more, I wanted to work my own hours. And from there, I mean, I worked way more hours than I did as a teacher, but it's very rewarding.
[00:55:13] Austin: Wow. So divorce gone, serendipity gone move, gone full on beauty as the, uh, extreme makeover, uh, health and beauty bar premier. Spa, shall we say of Albert? Uh, yes, sir.
[00:55:33] Wow, very cool. Massages hair, lashes, cryos skin, permanent makeup, and, uh, to sliming. Okay. Very cool. Collective menu. Well, I, I think for today's show, um, I'm actually gonna set this up a little bit differently than I I have in the past where we're gonna cite one of the, uh, glorious minds. Recent antiquity, Austria wild.
[00:55:56] And here it is. So actually I'll hold this up for the, the viewers on [00:56:00] the, uh, uh, on YouTube, beautiful book called whatever you think. Think the opposite by Paul. Arden's a fantastic read, but here's a quote from Oscar wild. Most people are other people. Their thoughts are someone else's opinions, their lives, a mimicry, their passions, a quotation.
[00:56:21] So here's the punchline quote. What's your opinion and the more radical, the more different, the more authentic, the more genuine to who you are the better. So today we're gonna talk about Leslie's views on three things. Categorically. Number one is how she creates not just vision for her, uh, potential clients and clients, but also hope for those that are, um, in some ways hopeless with their appearance and their general state of beauty and the rest of it.
[00:56:52] Then we're gonna get into Bates and hooks, which is perhaps poorly named, but it's really more this art of social media and [00:57:00] how Leslie is able to, uh, like a, uh, a black hole of attention or a super magnet suck people into her spa, where they just fall in love with her. And then lastly, a note on competition.
[00:57:16] Now there's exciting news at the end of this, with respects to competition. And building towards a personal monopoly that will then make it such that competition. That's not a word of my dictionary. So let's, let's start with the, uh, the first chunk here. So tell me with as much detail in color as you're willing, what you think about creating vision and hope, particularly in the consultation period and frankly, beyond for your new customers and what you do to help them see.
[00:57:48] Okay. Here's where I am. Here's my set of aesthetic goals for tomorrow. How do you help them paint that picture of vision for them? What does that look like? Talk us [00:58:00] through that.
[00:58:01] Leslee: Okay. When they come in, we talk, they tell me what their goals are and. I don't care what size they are. I, because they're, everybody wants to be beautiful and everybody's beautiful on the inside.
[00:58:13] You just gotta bring that out where they see it. So we go over, they tell me their goals and I tell 'em how many sessions that we should start with to get to this. And we'll look at this and we just build us a little gold deal here, and I make sure we take pictures and. Every session, you're going to see a result.
[00:58:35] If you're doing it the correct way. If you're not, then you need to go back and work on that and you need to be uplifting, share with them that they're beautiful and that we're just gonna make 'em more amazing. We're just gonna add to whatever they already have because every person is beautiful. When they come in, you got to make 'em feel beautiful.
[00:58:55] Don't make 'em beat 'em up and say, oh my God, there's no way I can help you. [00:59:00] You can help 'em and if it's just by you talking to them, you're gonna make 'em feel amazing. And they're gonna keep coming back because you are making 'em feel amazing. And then the looks and the results that they're getting from you.
[00:59:14] Austin: You said that you build a goal bit mm-hmm what, what does was like specifically?
[00:59:20] Leslee: Well, if we have a little bitty skinny thing that really has not, not, not an inch of weight on 'em, but they're wanting to tighten up. We say, well, let's start with five sessions, you know? And we'll look at that. We take the picture and after each session we take a picture, whatever there is that they saw, they look absolutely amazing.
[00:59:46] Now I can't believe you came in and got this done and they're like, I'm gonna go tell all my friends, oh my gosh, I do look great. Help them see their vision. It that's all you have to.[01:00:00]
[01:00:02] Austin: I'm gonna, I'm gonna play like I'm very, very much so incapable of doing this, teach me. So I come in, sorry, I'll be less. I'll be less high energy. I come in and I say, Leslie, I have these concerns. I'd like to work on this the way you get me to see division. Can you. Can you ex Exco can't speak explicate or tell us with further clarity, how you do that?
[01:00:34] Because in my head, what I'm, what I'm imagining is you are effectively, I'll use a metaphor here. Maybe I'm answering the question on accident for you, but it's something like this. This is what I'm seeing. At least maybe you're painting a vision in my head. Maybe this is getting quite meta, but it's as if you are.
[01:00:50] Entering the canvas of my mind or the, the art room gallery of my mind with a blank canvas. And you step alongside the prospective [01:01:00] client and together you both pick up paint, brushes, and you're together drafting what their ideal self looks like and talking through how you can help them get there. And then further.
[01:01:13] You're getting them to feel what it would be like to be in this position where, Hey, I've erased a decade of fine lines and wrinkles off my face, or I've dropped in the case of, um, Courtney, who I had on yesterday. I think it was, she's got clients that are losing seven inches. Nine inches off their waistline, you know, they're 10, 10 plus packs.
[01:01:34] Yeah. But they're having these insanely dramatic results that are fundamentally life changing, but you're, you're, you're drawing this canvas, this, this picture, and yeah, through that, through that, they're seeing it, they're feeling it. And I would imagine that when you do this masterfully, there are no objections.
[01:01:54] They just say, take my money. Let's go. I'm in.
[01:01:57] Leslee: Absolutely. That's basically it. [01:02:00] The least I've taken off a person in one session is an inch. The most I've taken off a person in one session is seven inches, but I measure 'em three places, the upper, the middle and the lower part of the belly. And then when they see that they're just blown away and then.
[01:02:19] We show a picture and it's just amazing. You've got to have the pictures, but yeah. And when I measure, I make sure that they see exactly what I'm doing, what I write down. So they know nothing is being exaggerated. Everything's up and up.
[01:02:37] Austin: Wow. Okay. Let let's, let's unpack that a bit for the audience that doesn't know what we're referring to.
[01:02:41] So when you say, okay, someone's losing seven inches. Can you tell me with what product can you tell me over? What span of treatments? I think you said one, which is insane. That's the case. And then three, where are you taking his measurements and what is actually being lost? Tell me more about what you're you're referring
[01:02:58] Leslee: here.
[01:02:58] Okay. Um, I'm [01:03:00] using the cryo skin slimming and you do one side. First, and then you do the other side. And I measure right here at the upper part of the belly where the belly button is. And then this part that seems to go south, as we get older, I, I measure down there too. So then when I'm measuring that they see drastic results, but when I'm doing it, I'm making sure that, I mean, we.
[01:03:29] I'm like your hand, you take it with their belly. So it's between there and you're cupping it to make sure you're freezing the fat cells. Once them fat cells, it's like an onion as you freeze that cell, they can just see the layers of the fat, just leaving. And I also tell 'em do you want. Just like really, really fast results.
[01:03:51] Then you've got to go by the drink in the water two hours before two hours after watch what you're eating. And if you wanna help [01:04:00] exercise on the side of this, we are going to jump to a whole nother level of you looking amazing.
[01:04:07] Austin: Okay. Let me give a hat on straight here. So you're saying with one cryo skin slimming session, yes, you are seeing.
[01:04:17] Now, this is accumulation of three different measurements added together, right? So an inch here, three inches here, three inches here. Okay. But over the course of one session, you're seeing, in some cases, how many inches lost with cryos skin in one circumference reduction? Cause I don't, I don't want something them is it's like, it seems to be exaggerating.
[01:04:36] So what are you seeing for. Maybe the, the,
[01:04:41] Leslee: I wish I had taken pic, had pictures printed up to where I could show you, but one lady, I took seven inches off in one session and you could just see the fat melting away right there in front of us. I mean, It's just crazy. Now, the scales, they didn't [01:05:00] change until she started watching watches eight was eating, but I mean, you could see her belly completely transforming that one session.
[01:05:09] Austin: One lady wa lost, excuse me. Seven inches with one cryos skin stomaching session. Yes, sir. I almost don't believe you . I know
[01:05:21] Leslee: they had her here, but yes, I. It, it is amazing. If we do another one, I can have her come on and talk with, and I, I could even we'll do a session on her where y'all see,
[01:05:34] Austin: well, well audience members that is not the normal to be very clear with cryos skin.
[01:05:39] I seven inches. I've heard for 10 packs and 20 packs, but my God in one session, that's unbelievable.
[01:05:48] Leslee: And we are measuring three places. Like I said, it's not just one place around the waist. It is three places.
[01:05:54] Austin: So in reality, if we look at her pants size, it might have gone from a, [01:06:00] I don't actually know the lady's pan size, but for men it would be like a 34 with 30 sort of thing.
[01:06:06] Not a 40 to a 33
[01:06:08] Leslee: inch. No, no, it would just be like a pan size.
[01:06:12] Austin: Okay. Which is still incredible from one session wild. Right. When
[01:06:17] Leslee: you lay down, when you. Take or I take the measurements when they're laying down. Cause when you stand up, everything goes down. So that gets an accurate measurement when they're laying down.
[01:06:29] That's when everything's where it's supposed to be. I measure like that. And when we're done, I measure like that.
[01:06:35] Austin: Wow. Wild. So the results are there. Incredible. Very cool. Wow. Okay. Well, so what, what else can you do? Cause I want to, I want to give. I wanna give the audience some, some tools that they can stand up immediately to help their consultations, cuz really this vision creation stuff [01:07:00] is first of all, it's the antidote to push backs, objections, blockers, stalls, you know, these sales terms where there's hesitancy from your potential buyer.
[01:07:13] I think that the greater you create a vision. With the potential clients, the li the more likely you are to actually get to the sale, which is not, again, this is not to be conflated with, I mean, obviously we're in business to make money, but really, if you can, if you step back and realize that your job as a beauty professional is almost rooted in a moral obligation to be good at selling.
[01:07:40] So that provider that you actually provide results. Noteworthy. If, if, if you don't then stop and figure out your life and get new devices or learn new techniques or get training or whatever for your microblading, et cetera. In fact, go listen to the episode audience members of, uh, of Courtney who was talking about microblading artists, half of them not knowing [01:08:00] really what they're doing.
[01:08:00] So. Anyway, provided that you're providing services that are high quality. You almost have a moral duty to sell well so that you can get people through the doors, pass their own hesitancy so that you can provide the life, change that for many people that have these different treatments, and it's not just Artis products, it's, there's a whole host of different products out there.
[01:08:18] Mm-hmm that, that improve people's quality of life, confidence levels in the rest of it. So the punchline here is that if you can create high degree of vision, By stepping aside or beside them with the paintbrush in their mind to architect the canvas of their future self, the more likely you are to actually pull off a feat of getting them to become a customer.
[01:08:39] So what other tools, if there, if there are any that we haven't already spoke to, that you could share with the audience on, okay. How do I actually create vision in the consultation room before I even allow them to become a customer of mine? Is there anything else that we didn't touch?
[01:08:54] Leslee: Before they even come to my consultation room.
[01:08:57] When they walk in the front door, I [01:09:00] am very bubbly. I'm greeting them and I'm telling them them, oh my gosh, it's so good to see you. I'm so glad you came in. They feel so amazing when they come in, you have to, the first thing they walk in, then I'm just, oh, your skin is so beautiful. Oh, we just need to do this right here and you're gonna be amazing.
[01:09:23] You've got to talk to 'em all through the time I'm working on them. I am working on them and sometimes they come in. I've had firefighters, teachers, nurses, if they come in from work and they're just drained. I don't talk near as much. I try to let 'em rest. Sometimes they fall asleep when I'm working on them, but.
[01:09:42] Um, they know that they're gonna leave their feeling amazing. So I just constantly reassure them that it's awesome. And they made the right decision coming in my door.
[01:09:56] Austin: I think there's something of a subliminal message here, [01:10:00] which is that you are effectively a gas tank of energy and you feel everyone's tank and, and the antithesis of that would be to.
[01:10:10] Uh, an entropy tank where what I'm getting at is this. If you're not creating a high energy environment in your spa, maybe this is me just projecting. I think you're doing yourself a disservice and you're setting yourself up to not create the vision. If it feels very cold, it feels very, you know, fluorescent.
[01:10:33] Lighty like I'm going into an operating room. They're not gonna leave with that same feeling, cuz they will never remember what you said typically, but they sure as heck will remember how you made them feel. And I think Leslie is a goddess at making people feel like they are this centerpiece of the universe and you probably give them maximum attention when they're in the consultation room with you.
[01:10:56] It's it's you it's me. Let's get to the bottom of [01:11:00] what you want to. And it's all about
[01:11:02] Leslee: them. I'm not, they're not coming in my room and I'm telling them all my problems. I wanna know everything about them. And if they ask me something, I just, I answer the question real quick, but put it right back on. 'em I wanna hear about their day.
[01:11:15] I want them to vent. I want them to know that that is a safe place. And if they get quiet, I say a prayer over every person I work on. I Lord go with 'em today. Be with 'em, bless them. I want them to know. It's a, it's a nice place to come.
[01:11:34] Austin: Totally. And that's reflected in your numbers, which we can get to in a moment if you're willing to share it, which you can say, no, I don't wanna tell you my revenue.
[01:11:42] No, I'm not telling . Hey, I plead the fifth. She's the first fifth taker I've ever had pleading the fifth. That is, well, by the way, that's bill of rights. What does that creepy? Fifth that's anyway, doesn't matter. Okay. So. Punchline summary bullet point here for the [01:12:00] audience, find ways to create vision for your perspective clients in the consultation room early, by the way, that probably, uh, probably rather means go slow in the consultation room before you go fast, meaning don't just get 'em on a table, figure out what they need, because most people with problem X.
[01:12:23] Think they need Y but actually it might be the case that Y will make X worse. And so what they really need is something different, AKA Z,
[01:12:33] Leslee: right? Yes. And you wanna make sure about their health issues. I mean, you need to really look over that cuz you wanna make sure they ain't gotta pacemaker and stuff like that.
[01:12:42] Really? That that's another thing you really need to talk with them and see, Hey, what are your health issues? Uh, if they have. Lewis stuff you just say here, take this paper where the doctor knows what you're wanting to do. Come back with a sign saying that, yes, you can do this [01:13:00] because I don't wanna, I don't wanna get into any trouble, but I do wanna make 'em feel good, but I don't want to do something that that's gonna hurt.
[01:13:08] 'em more.
[01:13:08] Austin: Yeah. Yeah. Completely take your own medical advice. Go to your doctor. Yes, sir. If you have dication et cetera. Of course. Yeah. Well actually don't get treatments if you have contraindication, but right. Your point, your point. Yeah. Well, well taken. So that, that is all just Testament to the idea of slow is smooth and smooth is fast.
[01:13:28] And this is why firefighters don't run into a burning building. You'll notice that when they walk into. Keyword there, walk in the verb into a burning building where there are people about to be in a dangerous position. Well, currently in a dangerous position is because if you go fast, you trip, which I've always been.
[01:13:46] I, I was what I initially learned about this. I was shocked. It's like, why, why are they not leaping into their fire gear? Because they make mistakes that they do that and they end up being way slower. So there's something about the military expression [01:14:00] of slow, smooth and smooth as fast that's applicable.
[01:14:02] I think in the consultation room here as well. Okay. Did we touch on everything? Did we miss anything on creating vision, Leslie?
[01:14:12] Leslee: Um, well I know they say that. There's a certain measurement, certain size. I take all sizes. If they are willing to come in, I'm going to work on them and that's what they want.
[01:14:26] And I, I don't get why people say they're this only size and we're only gonna help this because larger people want to lose too. And they wanna feel beautiful. So, I mean, and they're just as beautiful on the inside as everybody else. So I absolutely take every person that comes in unless they have a health issue.
[01:14:47] Austin: Create vision. Vision is more potent than value giving it free. That is to say yes. Cool. Okay. And by the way, audience members, you might go research, [01:15:00] learn about how to tell a story as well, because if you can get. Them in a position where you can tell a story that describes their ideal future in a way that excites them.
[01:15:08] There's a book called wired for story wired for story, by the way, if you're curious about that audience members, um, that talks to this point, and if you can tell a story about their future self, oh, they're gonna be fawning to come in and buying 20 packs. I said 20 packs. Uh, Courtney sch from the most recent episode is selling 20 packs for $6,000 and she's killing it.
[01:15:32] It's very cool. And it serves the customers well, um, which we of course bias over everything else. So moving into the second leg of the. I guess a pyramid does a pyramid of legs. No, it doesn't matter. , uh, I figured of the pyramids in threes. Um, but in any case, the second leg here with, uh, Bates and hooks, or maybe a better way to say this would [01:16:00] be magnets and something.
[01:16:02] So getting people through the door and what you are doing with social media to make that happen. So talk us through what that looks like, cuz to my knowledge, you're not actually working with an agency to help you. Pull in clients with V gen. So what are you doing on that front to get people into your spa?
[01:16:17] Where again, a town of literally a thousand people and change, and you're making at least 10 X that a month in revenue. Mm-hmm so $10 a person in your town from the sounds of it.
[01:16:29] Leslee: I am using social media. I'm using my before and afters. With their consent. They have signs saying that it's okay. But, uh, I will take, like, if it's a lady with the real wrinkled face, I'll take real close where they can see, and then I take another one where they see where they can see, oh my goodness.
[01:16:49] And I put how many sessions it was to get to that. and the same with the stomach, the legs, I had a lady lose 180 pounds. She had the [01:17:00] gastric bypass and we tightened, she needed to have all that skin removed. We tightened every bit of it on her stomach with four sessions. Uh, what I did is I put a pillow behind her back where it was pulled tighter, and then I pulled up and it made drastic, drastic, improve.
[01:17:20] Austin: I'm sorry. So, wow. Tell me, tell me the story again, with, with
[01:17:24] Leslee: this, a lady had lost lots of weight and you know, the skin just zags there. It just like hangs on them and she wanted that tightened up and she came in and I had not ever worked on anybody like that. So I could see it was changing in the one is, uh, the first session when she came back, the second session, um, the massage pillows, they're hard.
[01:17:46] They're round. I put that behind her back and it made the skin pull tight and then I lifted it. We just went real slow and within four sessions, her stomach was toned. [01:18:00] It, it, you can even tell that she had had it. I mean, it was amazing.
[01:18:04] Austin: After she had gastric bypass surgery. Yes, sir. Producing a ton of skin laxity, moose skin.
[01:18:10] Yes.
[01:18:11] Leslee: Cryo skin tightened it right back up and put it where it goes
[01:18:16] Austin: in four sessions. Yes, sir.
[01:18:21] Leslee: Wow.
[01:18:24] Austin: How did she feel after that?
[01:18:26] Leslee: She she's like, I am coming the rest of my life and we just go to different areas of her body. I mean, she loves having her face done. I mean, just, they just feel so good. The cryo gets the blood flowing when they come in and have it done when they leave out. They're like, So relaxed and everything, but like the next day, they're, everybody's just like, oh my gosh, that gave me so much energy.
[01:18:49] And when I'm done, when I'm working on the face, I massage the head and put lotion on their face and everything. It's just all the little extras that you do to make 'em [01:19:00] feel very special when they're there. Wow.
[01:19:05] Austin: That's wild. That is wild. So cryos skin is changing lives. Unsurprisingly. But to get them in the door though.
[01:19:13] So when we say, when we use the burb I do, I used, I'm
[01:19:17] Leslee: sorry, you, you didn't even know about all that. I use Facebook and then there's like, out for it is so small. So we have all these little surrounding towns and so on. Usually on Facebook, there's like a town. On each one saying this is our town page, where we have an Al board page that talks about the residential areas.
[01:19:38] So I went to all the surrounding towns that have these little websites and I put my before and afters what I offer. And every morning when I get up, that's the first thing I do is I go through all these pages saying, come in my appointments are filling up fast. Call me. Come in, get your [01:20:00] free consultation.
[01:20:01] You gotta get in the door. You can't see results if you don't come in. So, I mean, we'll have tons of messages. Then when I get off at night, I'm going back through answering, filling up the appointment foot
[01:20:14] Austin: and, and the, the medium that you're delivering this message of free consultations, et cetera. That's done through Facebook specifically.
[01:20:22] What does that look like?
[01:20:24] Leslee: They go crazy. They. How did you do that? And if I put somebody like that has gave me permission that people recognize that's well known in the towns or whatever, they're like, oh my gosh, I did see her. And yes, she has drastic. We need to jump on this bandwagon and then the friend old quote or comment and comment, and then another friend will comment and it just it's a wild storm.
[01:20:49] Austin: So you're okay. So the, the strategy is you, you take consensual before and afters mm-hmm . Or that they consent to you releasing and using, and then you post those. [01:21:00] You just post those on your Facebook page? Yes. Your business, Facebook page. That's it. You're not advertising it. You're just putting it on your Facebook page.
[01:21:07] Yes. And you're saying, Hey, this is, I dunno, this is Jennifer. She had five sessions of cryo.
[01:21:14] Leslee: Say the name. If they know they recognize and know the name, I'm just putting the before and actors. And if somebody says, is that your company's before? And after I say, no, these are my before and afters. These are my results.
[01:21:29] Because, wow. I mean, anybody can just go Google something, you know, but I want them to know no, this, this was done at my place and come in and let's see what we can do for you.
[01:21:41] Austin: So the strategy to distill this down, which this is great. Cause it's simple is you take before and afters, you get the consent of your customer.
[01:21:48] You post those on your Facebook page and you just say, look what I did. Yes. And because it is. Someone a customer from your tribe [01:22:00] that people recognize that then produce in their head. A, oh my gosh. I have seen her. She looks amazing. What is she doing? Then your phone rings off the hook and here we are today,
[01:22:11] Leslee: if you can.
[01:22:11] Okay. So like I said, I'm new to this town. I'm knew no one. And then, so when I went to work this little beauty shop, before I opened my own, I. I'm like a sponge. I just sit and I listen and I figure out who is very well known in town and everything. So then, you know, I, I make friends with 'em and I'm like, come in.
[01:22:37] I tell you what if you'll let me use your face or whatever you want done. You'll sign the consent. Tell you what? I'll give you a discount, come in here and let me work on you. And then if this person's very, very well known, I mean, it, everybody goes to talking really fast. You've got to gotta listen, you gotta pay attention and jump on it.[01:23:00]
[01:23:00] Austin: So this is something like audience hacking in some sense, or, uh, reach or having someone retweet your tweet to use Twitter terms, meaning. In this case, you're finding an influencer, someone, somebody that somebody knows. So maybe it's the pastor of the town or it's, uh, Jenny, the hairstylist that everybody's been going to for 30 years or whatever.
[01:23:23] And, and those people have their own following on social, what Instagram, whatever, that's it. And so we're, we're effectively retweeting. Your tweet, your tweet is the before and after results, proof, social proof, certainty, gap closing, et cetera. And then bam. So really what we're advocating for here is three things.
[01:23:46] You gotta get people in through. Hey, if I do this, will you let me do this? So I'll give you a discount, you know, above the price evens, and we'll give you discount to, uh, to get a slimming session done. [01:24:00] In exchange of that, I will then use that as before and after that I'll post on my page and you probably ask them to post it on their pages, which they will anyway, more than likely.
[01:24:10] Yes. Yes
[01:24:11] Leslee: they do. Cause they're like, oh my goodness.
[01:24:13] Austin: And then through that, the act of them posting your proof, that is them retweeting, your tweet of proof. And then their audience sees that. So now we're hacking a different audience and then their audience starts to call you. Yes. I think we just saw social media.
[01:24:30] Mm-hmm for everybody. That's like, I don't know how to do it. There's how you do it. Let me say it again. Take notes. Here. It is from professor Leslie, who is generating $10 per at least per person in her town, by the way. Insane. And here it is, you take phenomenal before and afters. Leslie, are there any tips actually on that before we move on, uh, I
[01:24:54] Leslee: have the ring light and I shine on them.
[01:24:57] So you see all the [01:25:00] imperfections and then I shine it back on them. So, I mean, you're getting everything. So then they know you're not trying to hide anything. Mm. And on my phone, I will, uh, put side by sides and show them immediately after. So then they know you're not going home and fixing it or anything else.
[01:25:19] And they're like, oh,
[01:25:21] Austin: Wow. Okay. So there is an art to be before and actors as well. And it's continuity of lighting, maybe the same dress or, I mean, same clothes. Yeah. Well, same angles.
[01:25:32] Leslee: Yes. Right, exactly. I line white background and yeah, if I'm taken before and afters, they're gonna have the same clothes on, but I've had some that show up that wear the same sports brawl and spandex shorts or whatever, every time they come.
[01:25:47] So then you see a huge difference.
[01:25:50] Austin: So the metaphor be, we don't wanna just do apples to apples. We wanna do red delicious apples from Seattle, Washington against red delicious apples from Seattle, Washington from the [01:26:00] same farm plucked by the same farmer. Yes, sir. Which is just a way of saying it needs to be exactly the same.
[01:26:07] So it's continuity between each shot. Yes. Okay. Okay. So let's go back. So here's the how to do social media for those that are confused before and afters nail. Partner with an influencer, by the way, this doesn't need to be Kylie Jenner. Although if you do get her on board, you probably just made a truck ton of money because she'll tell everybody and I'll buy it.
[01:26:28] I mean, it's right. But for those that don't have Kylie Jenner's phone number in their back pocket. How about you call your local pastor or you call again Jennifer, the hair stylist that has a thousand clients or whatever, and ask them, Hey, if I do this free or discounted treatment or session, procedure, whatever on you.
[01:26:47] Are you willing to let me do this, which is promoting it on your social or my own? They say, yes, you have just audience hacked or piggybacked. Think of those little birds [01:27:00] that, that ride on the back of rhinos that pluck off the bugs from the rhino's back, the rhino protects the bird, the bird protects the rhino.
[01:27:06] It's like the symbiotic relationship. Find ways to do that and then promote it. And then Leslie who's spending, how much, how, what do you spend on advertising? Leslie?
[01:27:17] Leslee: Uh, other than just the signs on my building, and then I have some window art being done right now that will cover, we have six picture windows and it will have, it'll be the stick on deal that will cover every window, that off what we offer.
[01:27:32] But other than that, it's free. I'm doing it all social media all by myself. It just it's it's time consuming. I mean, yeah, it's in the morning and in the evening, I'm, that's what I'm doing.
[01:27:47] Austin: $0 is the answer to the question. She's spending nothing on ads because this works so well. So I think if, if you don't disagree, Leslie, this is a high impact activity that you probably would [01:28:00] advocate that all spot owners do. Yes. Yeah. Okay. Well, uh, Leslie's book, how to social media is coming out this fall.
[01:28:08] Uh, it'll be , uh, uh, conjoined with a thousand dollars course. And, uh, just kidding, actually, there's maybe an idea for you to create a course. Right. Um, cool. Okay. So we've talked social media, magnets, Bates hooks called them what you will. Um, awesome.
[01:28:25] Leslee: I did, uh, I wasn't getting as many people as I wanted. I don't know how everyone else is, but I'm constantly thinking and I'm reading books and I'm trying to always be, so I started Zumba on two nights a week and the.
[01:28:43] Doors flew open. I have, and I have a whole church that's coming and doing cryo. Now that came in, the preacher, brought the congregation and they come every week, both nights and all of 'em are signed up. I'm doing neck bellies, preacher and off. They're all coming in [01:29:00] and I'm working on them.
[01:29:03] Austin: Wow. Uh, that is audience hacking.
[01:29:08] Five. Oh one that's a senior level course in audience hacking. You've got, so let's unpack this. You, you started a Zoomba course. Mm-hmm so you started something completely distally related or unrelated to cryo skin treatments
[01:29:23] Leslee: services. Yes. Cause I wanted to meet more and get more in the door because I don't know nobody and I'm any way I can to reach out.
[01:29:32] And then. I'm having a ribbon cutting for different towns that surround me, that I went and joined their chambers. So we'll have two different ribbon cuttings, one from each end, east and west from different towns over.
[01:29:50] Austin: That's a genius idea. So you, this is actually Testament to the idea of, well, a think of that said the box, duh, but [01:30:00] weaving in.
[01:30:01] Yeah, finding relationships where they, they ordinarily would not exist. So Zumba, cryos skin, that's a really, really smart idea. And it's got me thinking like, maybe I bet you there's some spa owners actually let's, let's get into this cuz there's I wanted to touch on referrals a bit, but I think the thing about referrals in your universe is that you're not asking for them.
[01:30:25] Why? Because you know what referrals are, referrals are a. Results of word of mouth potency, not being potent enough to catalyze and instigate your partners, customers, clients, call 'em, which you will to go out and do your proselytizing for you. Let me see that differently. You only need referrals because your people are not raving enough about you.
[01:30:49] AKA word of mouth, which you could say is something. And this is not exactly right. In some sense, this is a semantical game of just different words, but. I don't think you have a referral [01:31:00] problem personally, Leslie, because you have everybody in the town and the town surrounding you talking about you now because of your social media work with you before and afters and the, the experience that you give them when you are, uh, when you are well, when they, and engage with you, which is just high energy and they love you.
[01:31:18] And that's a great setup for the next point. So let's get into the word that everybody wants to avoid talking about, which is competition. So here's the. Now I'm gonna cite Peter till here. Quote, all happy companies, spas, salons, what have you are different? Each one earns a monopoly by solving a unique problem.
[01:31:43] Whereas all failed companies are the same. They failed to escape competition. So Peter, till to a teal quote. Now, Leslie is very interesting because. You sold, how many machines in Oklahoma or referred to
[01:31:58] Leslee: artists in the exact same [01:32:00] county
[01:32:01] Austin: and how big is that county?
[01:32:03] Leslee: I'm gonna say they probably 20,000. It's, it's a, it's a bigger, uh, town than what I live in by now.
[01:32:10] But, um, and they, uh, all had their own company. I mean, they all have their own businesses and, um, and they're all doing good, but the people I had, like, so. I watched a web deal, one of the training deals, and it said if you're not making it go to other places, go to the gym one day a week and be there that day, every week until you get your clientele built up.
[01:32:36] So my mother, I lost my father and he, she lives in McAllister. It's three hours from where I live here. So every week I would take my machine with me when I would go to take care of her. And I was working from 7:00 AM till like nine 30 at night. I didn't even get time to go eat lunch or anything. People would be waiting in the waiting room, but that's where I'm from.
[01:32:59] So it, [01:33:00] when word got out and so then friends would call going, Hey, I wanna be a part of this. How do I get my own machine? I would like that in mind. I said, absolutely. I would love to help you. So then I emailed the company and they said, Hey, we're gonna send you a link and you can be able referral. And this was like a year ago.
[01:33:18] And, uh, so then as people would come in, I'll go, yeah, I got this link. Let me send it in. Within the past week, I've got two more machines so that, um, they're waiting for their approval. One has already been approved. So,
[01:33:34] Austin: so, so here we have audience members, Leslie, a gal and a town, again, the size of my bedroom, closet thousand people who is unfazed at the prospect.
[01:33:48] Of competition. And in fact, when she was in MacAllister H how, what did you make in revenue with cryos skin in, uh, in two days in MacAllister Oklahoma, when you were [01:34:00] still living there?
[01:34:01] Leslee: Um, the largest week was 4,500 and, uh, that's two days. And then I'd go back the following week, I'd make 4,000 and that's not selling the packets or anything.
[01:34:12] That's individual people just coming in and buying their session.
[01:34:18] Austin: So without even selling five packs, 10 packs, 20 packs, where you make $6,000 for a 20 pack. Yes. 3,500 for a 10 pack, etcetera, et cetera. You were doing roughly $4,000 a week in McAllister, Oklahoma. A town. The size of maybe my kitchen. Yes.
[01:34:37] With cryos skin. Yes, sir. And that's after you unabashedly said, yeah, these four other businesses that want cryos skin. Yes, sir. There's interesting as competition because, and we'll get to that in a second. And despite that you were still doing fabulous, do well in McAllister and now doing the same thing, rinsing, repeating in well there's
[01:34:58] Leslee: beauty stops on [01:35:00] every corner.
[01:35:00] I mean, shoot. We can all there's people all over the world. We can all make a great living. You just gotta go out there and get.
[01:35:09] Austin: Yes, exactly. And I think the reason you've succeeded, where a lot of folks are really nervous about other providers of similar technology. And this is not just for cryos skin or any Artemis products, other devices to you or services, Botox, uh, microblading, you name.
[01:35:27] It is the people that do well. They have found a way to position themselves in such a way. It doesn't matter if another 300 salons spas opened up next door, your customers, Hey,
[01:35:45] Leslee: I want to open up. I, I mean, cause I wanna see I, well, what is she doing that we're not doing? I welcome them to have it. Cause I wanna show 'em Hey, this is how you do it.
[01:35:57] Austin: Yes. Beautiful. Exactly. So this, [01:36:00] this is a good spot to a good section, to, to jump into, to close out the show today, which is this idea of creating your own personal monopoly. So this borrows from Peter Teal's idea of, again, I'll, I'll say the quote again, all happy companies are different keyword. There each one earns.
[01:36:21] Monopoly by solving a unique problem. All failed companies are the same. They fail to escape competition. So the question might be if Peter Till's right, and I don't know, he's worth four plus billions, maybe he has some ideas that are worth note. What, what we need to be thinking about is how do we create a monopoly?
[01:36:39] Well, but Austin, Leslie, I'm not Amazon. I don't have monopoly on manufacturers or a big moat around my company. Like apple, where I've gotta buy all the products or what have you. There's a different way to create a monopoly. And it's this notion of the personal monopoly, which is this intersection of the things that define you, where your [01:37:00] passions lie, your unique qualities, characteristics, personality, et cetera.
[01:37:05] How have you created a personal, uh, personal monopoly? There's two things that you mentioned earlier, which was number one, the results that you provide, two, knowing your craft and then three. Tell us. Tell, tell us more about that. If you would and how you've created your own personal monopoly, where you're not afraid of competition is the point,
[01:37:24] Leslee: right?
[01:37:24] I'm just, um, I welcome it because if you have competition that makes you strive to be better, to find more, uh, information out to. Zone in to be better. I mean, I welcome competition. Cause that makes me strive. It makes me want to do better to see what I can do to improve constantly, to make it better. And for people to see more results, I'm not gonna sit around and just go.
[01:37:50] There is no, they bought a machine next door. That is awesome. I am so glad. I hope you do amazing. If I can help you in any way, you just let me know. [01:38:00] I'm I'm any of the machines I've sold. I tell 'em if you get stuck, if you need help, if I can do anything for you, even if you need me to help advertise for you say, Hey, so, and so's in town, they're doing this this week.
[01:38:14] Get out there and see her. I don't mind. I don't mind at all, because I want them to succeed.
[01:38:20] Austin: Hmm. Yeah. So I would, I would add to that, uh, you, one of your differentiators is that you are of all the guests of that on the show. You might be. Let me speak truthfully here, top three, top two, maybe the top highest.
[01:38:44] Energy infectiously, positive humans I've spoke to spoken to. And I think that's a key differentiator as well. And what makes you so magnetic, such that you are immune to other people opening up a [01:39:00] spa, even if they clone your name, which would be annoying, must be Frank. Uh, but your name, the, the services you offer, et cetera, they still couldn't do what you do because you are.
[01:39:13] Your own owner of your own personal monopoly, which is the intersection again, of the things that define you, which you radically display to the world. What, what shirt are you wearing? There's some, it it's my husband's shirt. yeah, just do it. OK. you're not, you're not wearing something cliche, like a, I don't know, a white robe or whatever.
[01:39:33] You're like, this is who I am. You and behind you, you have a bunch of rodeo photos on the wall. Yeah, this is my,
[01:39:40] Leslee: my brag wall. That's my kids are both top Cowboys. My husband's a team rope. And he's been the Vegas. And then I was in a movie, uh, bittersweet with the Royal Conways and world champion bull rider.
[01:39:54] Look at that.
[01:39:55] Austin: So this is a part of your personal monopoly. So you are a magnet for [01:40:00] people that are like you, your birds with the same feather that flock together. They're not going to leave you. The problem though is when people don't have the gall to stand out and say, I'm gonna plant my flag here. I am a rodeo loving cowgirl.
[01:40:16] Is it cow woman, cow lady, cow person cowboy, cow. I don't know. Cow. It's great. OK. Cow person. Okay. Cowboy. We'll go with Cowboys. That's the classic term. Bam. I'm a cowboy. I serve my clients in a way that I will bleed. If it's required to make sure they have the best experience of their life, where they will always have a result.
[01:40:37] To whatever varying degree where I know my craft and, you know, whatever dot, dot, dot, dot, defining characteristics that are you, which another Oscar wild quote, be yourself, everyone else has already taken. And then just exude that to the world and you will naturally gravitate towards, or people will gravitate towards you that are like you, that would become your customers for life.[01:41:00]
[01:41:00] Yes, sir. You are the embodiment of that. Wow. What do we not tell the world today that we should? Leslie, is there anything that you'd have as a closing note for the universe, the planet gala, just be
[01:41:12] Leslee: yourself and motivate people, make 'em feel good, be just know what you're doing, make sure you understand that if they have health problems or everything, make sure all your paperwork's done correctly and show the results.
[01:41:27] And if you are not getting. You need to go back and watch your VI training videos and stuff, because this is like a magic machine and it is amazing. And if you know how to use it, it you're gonna change people's lives. Which machine is that? The cryo skin.
[01:41:44] Austin: Oh my goodness. That was not a plug by design, but I can't resist.
[01:41:49] Leslie. It's true. It's you know, a while back as in Monday, I did a webinar and I drew a parallel between Michael Angelo's chisel and his instrument. Let's [01:42:00] say that sculpted the statue of David out of the block of marble. And to me, it seems like cryos skin is the modern day equivalence of that in terms of helping people achieve the DIC, like body that they desire.
[01:42:15] And, uh, of course there's other products in sculpt sculpture. And what have you that, that do something similar, but, um, not in the same way as cryogen, it's, it's wild to hear these stories. So thank you for sharing that. Beautiful. I have one more thing to
[01:42:27] Leslee: share. Do it. Yes. On one of the social medias where on the little towns and everything, a man came on and he was in the gym and he was putting me down and he has lifting his weights.
[01:42:38] And he said, there is no way, what she's saying is true and you cannot achieve. Any results, unless you're at the gym, not eating and lifting weights. And he was just like bashing telling people do not believe anything. I say, it's a scam. So then I went under his little thing and I said, I am so [01:43:00] sorry. You feel that way, but because you do, you come in and I am going to give you a free session and you can see it yourself.
[01:43:06] And these are people I have actually changed their lives and I put. Before and after pictures of people in that town, and then it went crazy. All the people that I had been working on said it does work. And you need to, when you need to find out what you're talking about before you bash people. So all these people went to taking up for me.
[01:43:30] Austin: Wow. I'm desperately for a quote here in this book, because this is what you just said. No, I won't bother searching. You just converted to skeptic whether he realizes it or not. Did he come in for a treatment by the way?
[01:43:45] Leslee: No, but he never did say nothing else. He didn't come back with a anything.
[01:43:51] Austin: And by the way, audience members Leslie's tribe responding in the way that she did is evidence [01:44:00] that she has anchored herself to her personal monopoly, radically displaying herself authentically to the world provided outstanding results because she knows her.
[01:44:10] She has loved her clients. She's energized them. She has created vision and hope for them. And through that, they seeing not just her praises, but the praises of her work. And I bet you through that, you converted the skeptic as well, which is beautiful and powerful. And, uh, can I stay moving? I think I just did.
[01:44:33] Oh, what's wrong. Thank you. Wow. Well, What else did we not cover? Is there anything else you'd wanna leave the world with today? I,
[01:44:45] Leslee: I think that's it. I think you covered it.
[01:44:48] Austin: Beautiful. Well, now I will cite this one quote again, in closing as a call to the [01:45:00] audience. To consider things that we've discussed on this show today, and then also perhaps implore them to reexamine their own opinions, beliefs, et cetera, the way they're living their lives and operating their spas and salons in such a way that maybe they step even an inch closer to, towards being their authentic self and exuding that throughout the let's see.
[01:45:24] So here it is again from Oscar wild, most people are other people. Their thoughts are someone else's opinions, their lives, a mimicry, their passions, a quotation in quote, Oscar wild. Don't be a Sheephole stand out. Don't be afraid to do so. Identify your personal monopoly, create hope and vision in your consultation room with your patients, your customers, your clients call 'em what you will probably don't call them patients unless you're medically proficient and have an MD after your name.
[01:45:59] That's [01:46:00] my, uh, unsolicited advice. Non-ad advice, advice, um, and be you. And on that note, Leslie, I'm so glad we made this.
[01:46:11] Leslee: Thank you for having me.
[01:46:13] Austin: Awesome. Well, you take