Fast. Cheap. Good. Pick two.
- Jen Martinelli
- 2 days ago
- 14 min read
🖤 From Jen: Fast. Cheap. Good. Pick Two.
Hi BEAUTISTA Fam,
I'll never forget one of my marketing professors in college saying, "Fast. Cheap. Good. You can ONLY Pick two." And he didn't just say it once. He would randomly stop in the middle of a lecture, pause VERY dramatically and say it again. Fast. Cheap. Good. Pick two - you can't have all three. I remember thinking, okayyyyy we get it.
Well, apparently I didn't because here I am all these years later repeating the exact same thing to Matt over and over. I've been thinking about this a lot lately as BEAUTISTA grows. We serve a lot of different people. We're solving some really big problems. And every once in a while someone comes along who wants what we provide... but they want it fast, they want it really good, AND they want it cheap... Fast. Cheap. Good. Pick two.
Want it cheap and fast? It probably wont be very good. Want it cheap and good? It's probably wont be very fast. Want it fast AND good? That's going to cost you.
Matt is our head of sales, and because of some of his own beliefs around money, his instinct is to figure out how to make the sale. He wants to find a way. He'll come to me and say, "But what if we..." and start rearranging the entire universe trying to figure out how we can give someone all three.
And lately I've even surprised myself. I've started saying no. I've struggled with my own beliefs around money and worth my entire life. There have been MANY times when I've wondered, Who are we to charge that? Will people pay it? What if they say no? What if we lose the business?
I remember reading You Are a Badass at Making Money by Jen Sincero (if you haven't read this it's a must read if you have limiting money beliefs) and a story the author told about being offered a deal to turn one of her books into a TV show. Obviously, she wanted the deal. Who wouldn't?! But the terms weren't right, so she said no. She was willing to lose the opportunity rather than accept something that didn't feel right. About a week later, they came back and agreed to her terms.
I think about that story a lot because it's really easy to know your worth when you don't need the sale. It's a whole different thing when you DO. When you know what your business needs to sell this month. When payroll is real. When growth costs money. When there's an actual check sitting in front of you and saying no means accepting that the check might disappear. That's where Matt struggles. And I get it. He's the head of sales. He knows what we need to continuously sell to keep growing and serving our community. But I'm learning that sometimes the most expensive sale you can make is the one you SHOULD have said no to.
I've also had enough experience to know what happens when someone wants the value without valuing what it takes to create it. So I've been walking away. I've even surprised our team a few times when I've said, "Nope. It's not worth our energy." And honestly, I've surprised myself too. There was a time when I would have been terrified to turn away business. Now I know that not all revenue is good revenue. I say this often to our team, and especially my kids, Go where you are valued.
I heard a story years ago that I've never forgotten. A father gives his child an old car and tells them to go find out what it's worth. They take it to a pawn shop and get offered almost nothing. They take it somewhere else and the offer is a little better, but still not much. Finally, the father tells them to take it to a group of people who collect classic cars. And that's when everything changes. This group knows exactly what they're looking at. The car isn't just old. It's rare. It's special. And to someone who actually understands what it is, it's worth exponentially more. The car never changed. Who was valuing it did.
And THAT is what I mean when I constantly say, go where you are valued. Stop exhausting yourself trying to convince someone who sees an old car that they're actually looking at something rare. Maybe they aren't your customer. Maybe they're never going to understand why you charge what you charge. And that's okay. There are people who WILL understand what you bring to the table and happily pay for it. Because here's what I've learned about the customers who want fast, cheap AND good: even when you manage to make the numbers work, there's another price you pay. Your peace of mind.
You start over-delivering because you're trying to prove the value they didn't see in the first place. You start resenting how much you're giving compared to what you're getting back. Your team feels it. You feel it. And something you normally LOVE doing starts to feel heavy. It's not an equal exchange anymore. And saying yes to that person also means you're using time, attention and energy that you no longer have available for someone who WOULD value what you do. I think this applies to so much more than business.
We do it with clients. We do it in friendships. We do it in relationships. We keep trying harder and giving more because somewhere inside of us we think if we can just prove our value, the other person will finally see it.
I'm realizing more and more that my job isn't to convince everyone of my value. And as I get older, saying no to people who drain me is getting SO much easier. Matt is coming around too. LOL.
Fast. Cheap. Good. Pick two. But maybe there's another lesson my professor didn't teach me back then: Know what you bring to the table. Know what it costs you to bring it. And stop being afraid to leave the tables that don't value it.
And if you're experiencing this right now, maybe try saying no. Walk away from the client, customer, opportunity, or even relationship that you KNOW isn't an equal exchange anymore. You might be surprised by how different you feel when you stop pouring your energy into trying to convince someone of your value. And you might be even more surprised by what starts showing up when you actually have the time, energy, and space for the people who already see it.
Go where you are valued.
xoxo,
Jen Martinelli
🚀 The Shift: Weekly Mindset + Strategy Upgrade.
The Energy Audit
This week, pay attention to the people, clients, customers, or opportunities that leave you feeling drained instead of energized. You probably already know who they are.
The client you bend every rule for. The customer who always wants just one more thing. The opportunity you're doing way too much for because you're afraid to lose it. The relationship where you're constantly trying to prove your value.
Pick ONE. Then ask yourself:
If I wasn't afraid of losing this person, their money, or this opportunity... would I still say yes?
If the answer is no, there's your shift. Maybe you raise the price. Set the boundary. Stop over-delivering. Say no to the request. Or walk away completely.
And then pay attention to what happens—not only to your bank account, but to your energy.
Because sometimes making space for what's right starts with finally being willing to let go of what's wrong.
Stop trying to prove your value. Go where it's already valued.
🎙️ In Case You Missed It (ICYMI)
Missed a class this week? No worries. Catch up on some of the FREE education you may have missed on BEAUTISTA:
Moroccanoil | Mastering Care-Infused Blonding Techniques
Create bright, dimensional blondes with intentional placement and modern lightening techniques while keeping hair health and integrity front and center. This one also gets into creating a blonding framework that can support higher-value color services behind the chair.
Redken | Haircare & Treatments Pro Connect
Get better at diagnosing what your clients' hair actually needs and confidently recommending customized Redken haircare and treatments. Bonus: stronger consultations can also mean stronger retail.
T3 | The Modern Stylist Blueprint: Building a Profitable, Purpose-Driven Business
This one's about the BUSINESS of being behind the chair. Learn how to naturally recommend tools and products without feeling salesy, plus the systems and tracking tools that can help turn those conversations into additional commission and salon revenue.
Pureology | Bridal Hairstyling & the Business
Not just pretty bridal hair. Learn long-lasting styling techniques PLUS how to price your services, attract and book higher-value bridal clients, improve consultations and client flow, and build a bridal business without burning yourself out.
UNITE | Bridal Styling
Learn advanced bridal techniques from UNITE Creative Director Gary Baker with a focus on soft structure, intentional detailing, and camera-ready finishes—plus how to work faster on wedding mornings, elevate your pricing, and position yourself as a premium bridal specialist.
OLAPLEX | 3 Plus Express Service
Learn how to add a 30-minute scalp-to-ends repair service to your menu, address different types of damage, educate clients on at-home care, and turn better hair health into another revenue opportunity.
Keratin Complex | Texture Masterclass
Go beyond one-size-fits-all smoothing. Learn how to customize services across textures, including curl definition and enhancement, relaxer transitioning, protective styling, natural styling, frizz control, and more.
Mizani | Wash & Go Hairstyling Made Easy for Curls
Get better at defining curls, reducing frizz, improving longevity, speeding up dry time, and choosing the right product combinations for different curl types.
L'Oréal Professionnel | Blond Studio Essentials
Get to know the Blond Studio lightener portfolio and learn how to choose the right lightener based on your client, technique, and desired result for more customized blonding.
Redken | Lift & Tone Pro Connect
Dive into Redken's Blonde IQ system, lightener portfolio, product selection, and application techniques to create more consistent blonde results.
Bonika Shears | Shear Knowledge
When was the last time anyone actually taught you how to take care of one of the most important tools you own? Learn daily shear care, convex vs. bevel edges, adjustments you can make yourself, and how bad sharpening can ruin your favorite pair.
Pulp Riot | Renegade Blonde: Técnica de Aclarado con & Matizado
A Spanish-language class for pushing your blonding skills further with lighteners, artistic precision, and High Speed Toners.
(And if you're a salon owner, school leader, or educator—share these with your team. One class can change a service. A habit of learning can change a career.)
💻 Tech-Forward:
Where tech meets beauty (and your next big move begins).
Afraid to Raise Your Prices? Let AI Run the Numbers.
I've been in the beauty industry for a LONG time, and one conversation I have heard over and over and over again is about raising prices. Stylists know they probably need to do it... but they're terrified their clients will leave.
I literally just had this conversation with my eyebrow girl. She told me she's booked out months in advance and it's gotten to the point where some of the clients she's had for YEARS can't even get in to see her. I said, "Raise your prices." She looked at me like she was scared to death.
But think about it. If you're completely booked months in advance and can't accommodate your existing clients, that may be telling you something about your pricing. Yes, some people might fall off when you raise your prices. But that isn't automatically a bad thing. You could potentially see fewer clients, make the same amount or more, open up space in your schedule AND bring in new clients who are comfortable coming in at the new price point.
The problem is that raising your prices feels emotional when you don't know what the numbers actually look like.
This is where AI can help.
Instead of asking ChatGPT, "Should I raise my prices?" give it your actual numbers and make it show you what different increases could mean for your business.
Try this:
I see approximately [X] clients per week, my average ticket is $[X], and I work approximately [X] weeks per year. I'm currently [X]% booked. Show me what happens to my annual revenue if I raise my prices by 5%, 8%, 10% and 15%. For each scenario, show me what happens if my client volume decreases by 5%, 10% or 15%. Then calculate how many clients I could lose at each new price point and still make the same revenue I make today. Put it into a simple table so I can compare the scenarios.
Now you're not just sitting there thinking, But what if people leave??? You can actually SEE what happens if they do.
And you can keep going. Give AI your individual services, how long each one takes and what you charge, and have it calculate your revenue per service hour. Ask what happens if you work one less day. Ask how many appointments you'd need at your new pricing to make what you're making today. Ask it to model the income you WANT and work backward.
AI isn't deciding what you should charge. It's helping you see the math behind a decision that can otherwise feel REALLY personal. And sometimes the goal of raising your prices isn't to work more. It's to make more while doing less.
What we're learning from Hiring Funnels:
The $1 Million Empty Chair
We built a calculator that lets salon owners plug in their own numbers — average service ticket, daily client count, empty chairs — and see what that vacancy is actually costing them.
4 out of 7 beauty businesses who ran it were looking at more than $1 million in annualized revenue opportunity at risk. Not an industry estimate. Not a projection. Their own math.
That's the moment the conversation changes. Hiring stops feeling like an HR task and starts feeling like the most urgent financial decision in the building. Because it is.
The empty chair isn't just an inconvenience. It's revenue that isn't coming in — every week, every month, compounding. Most salon owners know this somewhere in the back of their mind. They just haven't done the math out loud yet.
It takes about 60 seconds.
And if the number surprises you, that's what Gavin is here for.
🔥 What’s Happening:
Virtual Live Events You Don’t Want to Miss
Next Live Virtual Classes
Your next breakthrough could be just one class away. Here's what's happening live this week on BEAUTISTA:
ChatGPT Bootcamp with Summit
August 24 · 11:00 AM ET
AI is already changing how salons market, communicate with clients, and run their businesses. Learn how to actually USE ChatGPT for your salon—from creating content and marketing to streamlining operations and client communication.
Let’s Get Reels with Color Wow
August 24 · 12:00 PM ET
Want to get better at Reels? Learn from the team behind Color Wow’s 1M+ TikTok and Instagram following. They’re getting into lighting, positioning, transitions, filming, editing, building your aesthetic AND growing your personal brand.
Biolage Essential Scalp Certification
August 24 · 11:00 AM ET
Scalp care continues to be a HUGE opportunity behind the chair. Learn how to analyze scalp conditions, tell the difference between dryness and dandruff, recommend personalized solutions, and turn that knowledge into better consultations and new service revenue.
The Future of Hair Growth: Technology, Trichology & the Scalp Microbiome with BosleyMD
August 24 · 1:00 PM ET
This one sounds FASCINATING. Trichologist Colleen Camp is getting into the scalp microbiome, follicle health, mitochondrial function, graying AND how AI and new technology are changing professional hair solutions.
K18 University: Intro to Innovative Haircare
August 24 · 10:30 AM ET
Go beyond knowing what K18 does and learn the science behind it. You’ll get into hair damage, biotechnology, molecular repair, K18REPAIR services, and how to incorporate K18 across your services while building your business.
Mizani Silk Press Mastery
August 25 · 2:00 PM ET
Learn what Mizani calls the #1 requested service by textured guests: the Silk Press. Get into product ratios, heat settings, technique, at-home care, retail recommendations, and how to create results that actually last.
Endure Beauty: Brow Lamination & Tint
August 25 · 11:00 AM ET
Calling our estheticians and beauty pros looking to expand their services! Learn brow lamination and tint while also getting into the BUSINESS of the service—rebooking, bundling, attracting new clients, and increasing revenue.
(And if you’re reading this as a salon owner or educator — send your team. One class can shift an entire culture.)
👀 Watch This Space
(Jobs Worth Seeing)
👀 Watch This Space
Hair & Co. BKLYN |📍Brooklyn, NY
OPEN ROLES
If you've already put a few years behind the chair and you're starting to wonder, “Okay... where does my career go from here?” Hair & Co. BKLYN might have a pretty good answer. This six-chair Brooklyn salon isn't looking for someone to simply fill a chair. They're looking for an experienced stylist who wants to keep getting better—and they've built an actual path for that growth.
Why we think this one is worth a look:
There's proof you can grow here. One of their stylists started as an apprentice and has grown into a Tier 4 Stylist, Assistant Manager, top producer AND is beginning to build a celebrity clientele. That's a pretty great example of what “career growth” can actually look like.
They put real money and time behind education. The team gets annual custom Goldwell Academy training, ongoing in-salon education and mentorship, academy opportunities throughout the year, plus salon-supported classes with leading artists 3–4 times a year.
There's an actual career ladder. Hair & Co. uses a tiered growth system with measurable opportunities to advance as you strengthen your skills and build your clientele.
Six figures is on the table. They specifically call out six-figure earning potential for motivated stylists who grow within their system.
You don't have to fit into one box. Their team works across all hair types and textures, and they want stylists to keep developing their own point of view rather than becoming carbon copies of one another.
There are benefits beyond your commission. Vacation and sick pay are based on average hourly earnings, and they offer a SIMPLE IRA with a 1% employer match.
And it's small. Nine team members. Six chairs. This isn't getting lost inside a giant salon operation. There's structure and opportunity, but still room to be YOU.
Hair & Co. says, “We believe ambition should have somewhere to go.” We love that. Because once you've learned how to do the job, the next question becomes where you can take it.
If you're an experienced stylist in NYC with 2+ years behind the chair and you're ready to see how far your talent can take you, this one is worth checking out.
👉 Apply with your portfolio + watch the video to experience the space for yourself
🎤 Educators Wanted: Your Dream Role Just Went Live
Ready to teach, inspire, and represent iconic brands?
💥 Educator roles at Pureology, Matrix and Kérastase are now LIVE on BEAUTISTA.
Whether you’re a seasoned pro or a rising educator, this is your moment.
🔦 BEAUTISTA Spotlight
Kevin Budhoo
📍New York, NY
🎓 Aveda Institute Atlanta
Okay Kevin... THIS is how you use a BEAUTISTA portfolio! 🙌 Kevin Budhoo is a New York hairstylist with more than a decade behind the chair, specializing in color, cutting and styling, blowouts, and hair and scalp therapies.
Why we're loving Kevin's portfolio:
🎥 He uses VIDEO! And not just one intro video. Kevin has multiple videos throughout his portfolio showing real client experiences, talking through what he's doing, and letting you see him at work. YES!!!
✂️ He isn't just telling you he's experienced. He's showing you. His portfolio includes photos AND videos of his work, so a potential salon can actually get a feel for the professional behind the resume.
🗣️ You get to hear him communicate with clients. This is HUGE. Technical ability matters, but so does the experience you create in the chair. Video gives a future employer a glimpse into something a traditional resume could never show.
🏆 He has more than a decade of industry experience and graduated from Aveda Arts & Sciences Institute Atlanta before building his career in the industry.
Kevin is such a good example of what we mean when we say your portfolio should tell your story, not just list your experience. Don't just tell someone you're great with clients. Show them. Don't just say you know your craft. Let them watch you work. Don't just upload a resume and hope someone can imagine what it would be like to have you on their team.
Kevin is putting himself out there and letting his work AND personality speak for him. And THAT'S how you get noticed. 👏
👉 Connect with Kevin, explore his portfolio, and follow his journey on BEAUTISTA.
Want this for your students?
Reach out to hello@beautista.com and we’ll show you how to make it happen.
💫 WE WANT TO FEATURE YOU
Have a story about how BEAUTISTA helped or inspired your career? Email us at hello@beautista.com to be spotlighted in an upcoming issue.
💡 BEAUTISTA Tips & Tricks
Want to Go to NYC + the L'Oréal Academy? WATCH LIVE.
Okay, this might be the easiest tip we've ever given you! :) Our Virtual Mastery Series kicks off September 14 with 5 FREE masterclasses and 7 incredible artists from Matrix, Color Wow, Redken, Mizani, and L'Oréal Professionnel.
But here's the part we REALLY don't want you to miss: you have to WATCH LIVE to earn an entry for the chance to win a trip to NEW YORK CITY + the L'Oréal Academy. Watch one class live? One entry. Watch all five live? FIVE entries.
So our tip this week is pretty simple: register for all five and put them on your calendar NOW. 😂 You're getting FREE education from some of the industry's leading artists, learning techniques you can take back behind the chair, AND every class you attend live gives you another entry for the chance to take your education from your screen all the way to NYC.
Five classes. Five chances. See you LIVE. 🙌
REGISTER FOR ALL FIVE + PUT THEM ON YOUR CALENDAR NOW →
💌 Pass It On
Know someone who needs this kind of real talk in their beauty journey?
Share The TRIMM with a fellow BEAUTISTA and help them grow, too.
Check out last week's newsletter!
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