The Link - Issue 41

ISSUE 41

SPRING 2022

▶ Let's Get Booking ▶ Be Upfront With Your Clients ▶ Lessons From a Wig

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contents 16 Lights, Camera, Action

5 6 11 13 16 19

28 From Hair Puller to Hair Loss Stylist

Welcome New Members Let's Get Booking A Case for Custom Orders State of the Wig Industry Lights, Camera, Action Being Upfront With Clients

22 25 28 31 34 36 38

34 Look to the Stars

The FOR Method Promoting a Sense of Community From Hair Puller to Hair Loss Stylist Lessons From a Wig Look to the Stars The Link: The Tool You Need AHLC Academy

THIS ISSUE MADE POSSIBLE BY THE SUPPORT OF THESE ADVERTISERS | PLEASE SHOW YOUR SUPPORT IN RETURN

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contributors MANAGING PARTNER, ATS DESIGN GROUP

STYLIST, ÉLAN HAIR STUDIO, HOUSTON, TEXAS

JEANNE BEIRNE

FOUNDER AND CEO, TABENGIN CONSULTING

JUDY BRUNELLI POLIDORI’S SALON, CHAMBERSBURG, PENNSYLVANIA

EDITOR, THE LINK MAGAZINE

MAX DALENS

KELLY NEMITZ

BERNARD ORY

LENNY VENTIMIGLIA

JACKIE YU

PAUL ALBEE

C.O.O., HAIRSKEEN USA

DORIN AZERAD

THE HAIR SPECIALISTS, HUDSON, OHIO

OWNER, THE PROFITABLE STYLIST, SLIDELL, LOUISIANA

THE LINK STAFF The Link Magazine is the official, quarterly publication of the American Hair Loss Council. The Trade Association Serving the Hair Restoration Industry. For advertising or contributing editorially, please contact us: THE AMERICAN HAIR LOSS COUNCIL 615.721.8085 or info@ahlc.org

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Publisher: Janine Farro Editor: Kelly Carson Editorial Committee: Paul Albee, Lisa Ferestad, Kelly Nemitz

AHLC Board of Directors

Joseph Ellis, President Susan Kettering, Executive Director Marsha Scott, Past President Janine Farro, Administrator Randy Clark, Board Member

PRESIDENT, ATLAS DIGITAL

SUBSCRIPTIONS Subscriptions to The Link Magazine are mailed FREE to AHLC members within the continental U.S. International members are provided digital copies. Please contact us for additional shipping rates if you are an AHLC member outside the US and wish to receive a printed edition.

To become an AHLC member or renew your membership please call 615.721.8085 or log on to AHLC.org.

KELLY CARSON

PRESIDENT, HAIRART INT'L INC. HEH MEN'S, HOUSE OF EUROPEAN HAIR

LEGAL STUFF The opinions expressed in The Link Magazine are those of the authors and may not reflect the views of the AHLC. Advertisements in The Link may not reflect the beliefs, opinions or attitudes of the AHLC and do not imply endorsement. © 2022 The American Hair Loss Council, All rights reserved. Reproduction in whole or in part without written permission is prohibited.

SEPTEMBER 10-12

THE WESTIN CHARLOTTE NORTH CAROLINA

Welcome New Members!

Lauren Haggard The Hair Extensions Expert LLC, Alamo, California I am passionate about helping women with hair loss by way of extensions and toppers. One of my favorite services is transitioning women out of wigs with the use of finer hair extensions and giving them that feeling of freedom and a sense of normalcy. Extensions can be a need or a want for finer hair, and I absolutely love helping people love their hair again.

Carrie Hicks nurish.d Hair Loss Wellness Aesthetics, Flagstaff, Arizona My salon is the culmination of the 30 years I have spent behind the chair as a stylist and my advanced education in hair loss and holistic nutrition. I am excited to be able to bring my experience together to help men, women and children suffering from hair loss on a whole new level.

SEE PAGE 20 FOR MORE INFORMATION

ahlc.org/annual conference/

Claire Ikerd Hair Concepts, Hickory, North Carolina When I was in high school I fell in love with doing hair. After cosmetology school and several years behind the chair, I built a clientele that I adored. In January 2019 I had the opportunity to become the owner of Hair Concepts. I spend most of my days behind the scenes managing the business and I've learned that I love that side of the salon. My role allows me to support our team and give them the tools they need to care for their clients and make them feel amazing and confident.

Margaret Raether Main Street Hair Solutions, Thorp, Wisconsin, and Woodbury, Minnesota I opened my wig shop in August 2018 then added a second location in February 2019. We specialize in helping clients find the perfect wig or topper they can wear confidently and comfortably. As someone who has struggled with thin hair my entire life, I am able to empathize with my clients and help them see they are not alone.

Did we miss you?

If you missed getting your photo and bio in The Link when you became an AHLC Member, please contact us.

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Let's (Left to right) Back row: Cecilia Swansiger, Kelly Nemitz, Courtney Catalano, Jill Wood Front row: Melissa Gordon, Allison Huff, Michi Rodesheim, Maritza Gallardo 6

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Get Booking

By Kelly Nemitz, The Hair Specialists, Hudson, Ohio Let’s chat about having your salon fully booked. When I say booked, I mean 98% booked out four, six, eight, even 10-plus weeks at a time with zero openings. How do we handle this? Do you open your book for more? Do you hire more staff? What’s healthy and financially productive?

Start with figuring out your productivity rate. Productivity rate equals service hours sold divided by hours available for sale.

Example: If you sold 60 hours, which means you booked 60 hours’ worth of appointments for your clients and you have 100 hours available for the month, you have a 60% productivity rate.

To keep things in perspective, a healthy productivity rate is 85%. When you run higher than 85% you slowly become toxic.

You mentally and physically get run down.

You will have little time for yourself or your team. Lunches are nonexistent. Visiting the restroom is a challenge. And forget about answering your texts and returning telephone calls.

More importantly, your customer service and quality of work will slowly start to deteriorate. It's not because you don’t care, or you are not trying your best. You simply can’t do it all. The absolute worst thing about having too high a productivity rate is you will not have time to take on new clients.

Hold on, did I just say no time for new clients?

Once upon a time, I thought being completely booked was an amazing thing, which it is. However, it brings new challenges to the business. It is normal for any business to constantly be gaining and losing clientele.

As your clientele changes you can’t wait around to have enough room for it to drop to keep it growing. You need to be constantly making new connections.

Think about it. If you tell all your clients you are so busy you are not taking new ones, they won’t refer you. If you tell everyone on social media you are not taking new clients, you will be forgotten about. If you have new clients call and you tell them over the phone you are no longer accepting new clients, they will move on and find the next stylist who is available for them. For the icing on the cake, if you are spending money on marketing in any way and then are not taking on new clients, you are wasting your money.

We are here to grow and continue to make more are we not? If we don’t continue taking new clients while fully booked then we financially cap ourselves, burn ourselves out and end up working harder not smarter.

Here are some tips to help maintain your productivity rate, your clients and your sanity.

• Schedule off time on your schedule specifically for new client consultations only.

• Schedule off time to book services for new clients only.

• Schedule time for your lunch.

• Schedule downtime and catch-up time during the day.

• If you don’t do this already, consider changing your salon to a team-based salon where everyone helps everyone.

• If you are team-based, train new guests it’s OK to see anyone who is available in the salon. Explain your salon motto. It’s a foreign concept to truly be team-based.

• If you work by yourself, hire an assistant and train them to take over more generic services for you to gain more time in your schedule for the cut in’s, resets and consulting.

• You do not need to be removing hair, doing root touch-ups, shampooing, prepping hair, or blow-drying.

• Salon owners, schedule time you are working “in” your salon and time you are working “on” your salon.

• Focus only on your specialty work. You didn’t train to be a hair loss specialist to do regular hair.

• Unless it is an absolute emergency, and we know in hair replacement there are hair emergencies, then you only schedule clients in the allotted time you are supposed to be behind the chair.

• Work on saying, "I don’t have time that day, however so and so does." Let’s get you booked with them.

So, how do we keep our existing clients happy while taking on new clients if we are already running at a high productivity rate?

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ALL YOU NEED TO GIVE THEM A FRESH LOOK WalkerTapeCo.com • Info@WalkerTapeCo.com • 800.759.5150

Left to right Jill Wood, Kelly Nemitz, Courtney Catalano, Michi Rodesheim

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• Strategically pre-book your existing clients. (Hint: Not every client you have is a good fit for you and may not necessarily fit your business, and it's OK if they go to another stylist in your salon. It is also OK if some clients need to be fired and go to another salon).

• Give your clients the time they need from you. Yes, as your client they are more tolerant of things in the salon but do not take them for granted. When they are in your chair, they want your attention. Give it to them.

• Get creative and up your customer service game.

• Trained your customers to know that your salon is team-based and they can go to anyone. That way everyone is available to take them and it works with everyone’s schedule.

• If you work solo, hire an assistant or two and get them trained to be part of your team and explain to clients that you will all be working together to give them the best experience.

My team from the beginning was trained to be team-based. This was the best thing I could have ever done. We literally are all there for one another, always. The blessing is that it allows you and your team to always continue to grow, shift and change to be what you want. Don’t get burned out.

Don’t overbook yourself. Don’t forget you always need to be taking on new clients.

There are millions of people who suffer from hair loss. They need our help and together we can create an entire team to help them.

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Let's help each other as we help each other.

The American Hair Loss Council is creating a database of support groups across the country that your clients can access and find the help they need.

If you host a support group or know of a group in your area, please email TheLink@ahlc.org.

Please include SUPPORT GROUP in the subject line.

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A Case for Custom Orders specifications and designs that will suit 90% or more of your client’s needs with great quality and consistency.

So why make a case for custom orders, you may be yourself? Well, because in challenging times we come up with clever solutions.

The current difficulties with supplying stock systems has forced us to think about our options.

Custom orders are a source of supplies by themselves, something we didn’t really use to its full potential.

by Max Dalens, Hairskeen USA COO, Bedford, Massachusetts What is a custom order? Why do we need custom orders?

A custom order is a way of getting a hair replacement system customized to the specifications of your client. You can pick and choose everything, from the size of the base, the type of material, the density, the length of hair, the color, the curls and texture, and more.

Sounds amazing right! Well not that much.

A custom order can be difficult to produce. Because of all those specifications, there is a lot involved in the making of a hair replacement that will look natural. There are limitations in the material you use, the color you want — blond colors and grays especially — the density and more. Because of all this, custom orders lack consistency in the making and in quality.

That is why the entire industry worked hard to create what we call “stock” hair systems with the most sought-after

Why can’t we get the best of both worlds?

The truth is that we can if we adjust the offer to our real needs and if we make it more affordable.

I’m not saying cheaper, I’m saying easier, simpler.

We came up with a simple custom order. We use the designs we’ve created over the years and added the customization of those custom orders along with a kit of premade plastic molds from our factory. That way we can specify a design they already know provides the basics of the hair system. We can modify the size using our premade molds and adjust the length, curl and density of the hair.

Doing so we have the consistency and quality of “stock” systems with a controlled lead time along with the customization of a tailored hair system.

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The Wig Industry: Where We Stand Today

By Jackie Yu, President, HairArt Int'l Inc. HEH Men's, House of European Hair If you're a wig shop or hair replacement center you've probably noticed extreme changes in availability, quality and communication from wig brands since the start of the pandemic.

And even as we appear to be coming to the final year of the pandemic, instead of things getting better they're getting worse for wig and hairpiece brands.

The industry is running out of real Swiss lace for high-quality lace wigs due to a global shortage that's backed up through 2024. Production in factories in Asia is

limited and at best lagging, raw hair is in short supply, and the cost of importing goods and shipping from factories has also quadrupled. There's no immediate foreseeable change to this situation.

The pandemic has also affected oncereliable hair centers and wig shops we in the industry have worked with for decades.

Places like Hair Direct, a men's hairpiece mainstay, have gone out of business and other suppliers and brands aren't stable or have no inventory.

Poor communication and questionable business practices also seem to be on the rise. We've heard repeatedly of vendors changing the sale price of an ordered item after the fact. This leaves the purchaser

feeling as though their piece is being held hostage, destroying their budget, their ability to set resale pricing, and deeply affecting their sales margins.

Guarantee pricing at the time of order needs to be industry practice because stability and trust are as important as delivering a high-quality product.

Another problematic issue seems to be poor communication between the U.S.based brand and their production facilities in China. Some companies have gone so far as to tell customers to stop asking about ETAs or delivery times regarding the custom orders placed by salons and shops purchasing for end-users.

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With the Franka from our Amani Ready-to-Wear Collection your clients can change their look as often as they like.

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As an industry, we ... should be determined to take every one of these critical issues and make them into an opportunity to improve our processes and procedures ...

CONTINUED FROM PAGE 13

This lack of goods, organization, communication and empathy is threatening the industry.

As an industry, we, the wig manufacturers, should be determined to take every one of these critical issues and make them into an opportunity to improve our processes and procedures so we can all get through this together without affecting our most sensitive users — those with medical hair-loss issues and the salons and professionals who serve them.

To stay afloat during these times, we need to plan, spend and take some calculated risks so we can stay strong for our customers. Among them: • Coming up with plans to keep a massive inventory of the finest European hair, including human gray and naturally curly hair, warehoused in the U.S. for quality control and availability is essential.

• Having amazing relationships with, and insider knowledge of, Hong Kong and China will mean wig manufacturers can have stock piece production prioritized as well as get custom orders in a quarter of the time of current industry standards.

Relationships and planning are the only things that will help keep production strong in a supply chain crisis.

Jackie Yu, President, HairArt Int'l Inc. HEH Men's, House of European Hair

For example, accommodate in-house wig repair as well as overseas expedited repairs for your own brand wigs as well as competitors' wigs. Working together to keep our customers happy keeps our industry alive, and working together is part of the solution.

The hair industry has had some serious setbacks. Instead of decreasing staff, make some adjustments by adding dedicated staff to help keep customers in the loop.

Develop software so custom clients can view their ETAs in real-time, online 24/7.

Increase men's hairpiece selections with several cap types so men can get hair even during an industry lace shortage.

Instead of going into a panic mode that makes the end-users and piece-wearers suffer, working to find any possible option to find solutions and workarounds is our only way out of this as an industry.

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Lights, Camera, Action Get Creative with Your Video Content

By Paul Albee, ATS Design Group

One of the reasons video is so emotionally compelling is that it tells a story in which viewers can become emotionally involved. Stories evoke emotions and create connections that people remember.

Business is about relationships. And attracting and retaining customers, and by extension, customer referrals is, at the end of the day, about trust and authenticity. Video has been shown over and over again to be one of the best ways to build trust in you, your studio and your passion for helping others.

Video provides a simple way to access information quickly and easily, which is why it has grown in popularity in such a short period, especially on social media. From a business owner's perspective, the numbers are impressive: Video has been shown to increase brand awareness by up to 54% and lead generation by up to 66% per year.

And creating quick, informative videos has become so easy that there is no reason not to take advantage of the medium to help boost trust in your studio and increase your brand recognition and authority in the eyes of clients and prospects alike.

Video's Effectiveness in Brand Building Video is extremely effective in building brand awareness and brand recall. Images, testimonials, success stories, product demonstrations, and explanations demonstrate your knowledge and expertise and work together to capture the attention of prospective clients and help them to get to know and trust you. Video also works to generate brand recall, fostering not only trust but brand loyalty. This can be especially helpful for independent studio owners who are competing with well-known national brands in their marketplace.

What Types of Videos Should I Make?

The most effective brand-building videos are not outright sales pitches, but rather are focused on increasing awareness and trust. One video might be 90 seconds on the difference between human hair 16

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and synthetic hair. Another might focus on explaining what a topper is. Yet another might be a testimonial of a teenage trichotillomania sufferer or how to achieve the latest men's hairstyle. Perhaps a 1-minute video on how a men's hair system is attached.

Each allows the viewer to get to know you and trust you and remember you rather than some faceless corporate name.

Intro Videos Intro videos help make a quick yet lasting impression. Used on your website, they can quickly engage and involve visitors on specific topics. A good intro video on your women's hair replacement page, for example, can help keep visitors on your site and help make a positive first impression.

One type of video that resonates with new website visitors is a short video of no more than 90 seconds explaining what happens during an initial consultation since these consultations are fraught with emotion, uncertainty and nervousness.

With a well-thought-out intro video, you can instantly start to build connections with your prospective client, putting them at ease and helping them to trust that they are in good hands when they call you.

Explainer Videos Another type of video is the explainer video, which is a quick, highly effective way to again build trust with prospective clients early on in their journey of discovery.

The best explainer videos are short — no more than a minute or two — that quickly define a problem and explain the solution.

You can use this opportunity to empathize and show how you help people overcome specific challenges.

One example of an explainer video is how, over the past several months, some studio

owners have taken the time to sit down and talk on camera about the effects of telogen effluvium as it relates to long-term COVID 19 survivors and the available options they offer to help clients overcome temporary or more permanent hair loss.

Other explainer videos might demonstrate how and why we take a mold, or how to touch up a front hairline between visits to your studio.

Educational Videos Educational videos help build trust.

Sometimes it’s easier to explain how specific solutions work to help your audience understand what it is that you do.

Educational videos can target specific customer demographics such as chemotherapy patients and why they need to see you before they start treatment. These types of videos show in a visual and compelling way that you understand what your clients are going through and that you have the knowledge and skill to help them.

Testimonial Videos It is impossible to overstate the importance of social proof in generating trust.

And there is no better way to do this than to gather testimonials from your existing clients. Testimonials are tried and true tools for building trust. In terms of length, testimonials are best when they don't go beyond about 3 minutes.

Testimonial videos are powerful because they are someone else's opinion, not yours.

Testimonials and reviews are compelling for new customers and allow them to connect and identify with another person who had the same problem they are experiencing and see what you have been able to do for them, giving them confidence and trust in you and your studio.

General Video Tips Creating a strong video library for your studio is an ongoing process. Regardless of the specific type of video you create, here are a few tips to ensure long-term success: • Identify your audience and their needs.

Create a list of the most often asked questions from your initial consultations and answer those questions directly.

• Define your goal for each video. Never cover more than one topic per video.

Keep it simple, concise, clear, and to the point.

• Make your content shine. Be genuine and sincere.

• Forget the "marketing lingo." You are "selling" two things in each video you produce: honesty and sincerity.

• Share your videos. Social media is your friend, and that includes creating your own YouTube or Vimeo channel, embedding videos on your website, and sharing them on Facebook and Instagram.

• Watch your video's performance over time.

Keep track of how many views they get.

• Always include some form of a call to action with each video you publish.

Boost Brand Loyalty with Video Brand building is something that never ends. Loyal customers are the lifeblood of small businesses. Not only will clients return again and again, but they will provide you with an ongoing source of new client referrals and new business. Focus on creating videos that generate positive experiences for your viewers. By creating (and continuing to create) videos that build trust and increase the value of your brand, you can continue to grow a loyal client following.

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Trichologists now able to offer cutting edge follicular testing Have you seen an increase in hair loss clients? 2020 and 2021 have seen the largest increase in hair loss in recent history. Stress, food, diet, and other contributing factors have broadened the demographic for hair loss, making cases younger and younger. How many times do you hear your clients say their labs are 'within range'? Blood work will typically give us 72 hours of information. With Follicular Analysis, because we are plucking out of scalp and gathering epithelial cells, a more comprehensive report is generated based on the last 90 days of exposures.

What makes this analysis stand out? Popular subscription services use packaging and clipping methods that limit and skew their results...However, this crucial tool uses plucking methods and state of the art packaging to deliver three months of your clients immune information with only a few pulled hairs. The comprehensive data report lands in their own email and identifies hormones, immune system, environmental exposures, nutritional deficiencies, over 400 foods/intolerances and more!

With this new technology, help your clients get to their health goals much quicker.

National Hair Loss Med Aesthetics talks about what is trending with patient hair loss To receive your own customized report, email code AHLC to education@nhlma.com and receive exclusive member pricing. In addition, if you have questions regarding your clients growth, email inquiries or photos for more information education@nhlma.com.

OMICRON VIRUS HAIR LOSS

VACCINE & BOOSTER HAIR LOSS

UPCOMING SEASONAL SHEDDING

In some cases, reports of shockshedding have occurred after injections of the Covid-19 vaccine or boosters, of which fever is a possible side effect. Luckily, this hair loss, while distressing, is temporary. In severe cases, hair shedding can last 6-9 months before it finally stops. If the hair that re-grows comes in thinner and finer, this is an indication of underlying genetic hair loss.

With the most recent variant of Covid-19, Omicron, many infected with the illness experience temporary hair loss, or hair shedding, which is a normal side effect after an illness or a high fever. The cause? A fever or illness can force more hairs into the shedding phase of the hair growth life cycle than usual - resulting in temporary hair loss.

As seasons shift, an uptick in client cases reporting unruly amounts of shedding also occurs.

We shed an average of 80 to 100 hairs every day during normal periods, however, certain times of the year, such as seasonal changes, bring about more loss as a result. These hairs that are shed are not lost, but rather they are going through a cycle of growth.

TOP HAIR LOSS EDUCATORS

602-283-2355 | www.nhlma.com

Being Upfront with Potential Clients Can Be a Game-Changer

By Lenny Ventimiglia, Atlas Digital Whether it’s in your personal life or at work, developing relationships start with trust. This holds especially true in the world of marketing and advertising.

The first job I had out of college was in a sales role for an NFL team. In a company that size, its sales training was about as good and thorough as it gets. We practiced daily, role-playing sales scenarios and constantly worked at perfecting our techniques. The one thing that was drilled into us constantly was getting the client to trust us. We had to open up about ourselves if we expected them to open up to us.

Shouldn’t we try to use the same approach in our marketing and advertising strategies? Our industry is personal. We are altering peoples’ image and how they feel about themselves. When somebody is at home doing research on how to address their hair loss, why should they trust your company to be the one to help them?

One of the best things to do is to break down the walls between you and potential new clients. Don’t be scared to show some of the old “trade secrets”.

not fully understand what you offer when they come to the conclusion that it’s “too expensive.”

On the other hand, there are consumers who won’t reach out to a company if they don’t know the price they’d be paying. If you are going to display your pricing, it is important to clearly show the value of what you offer. Information changes situations, so if you can define the value of your service better than your competitor, somebody may be willing to pay more to come to you.

Keep in mind your target audience. A younger audience may be more apprehensive to pick up the phone and call you and try to figure out your pricing. They’re more likely to price shop online and click through a bunch of different websites until they find what they’re looking for. An older audience might be more willing to give you a call and ask questions. If you do show your pricing, using qualifiers like "only," "just" and "starting at" on your price list can help make the consumer feel as though they are getting good value.

If you want to take a big step toward building immediate trust with potential clients, telling them your prices can be CONTINUED ON PAGE 21

Should I Show My Pricing?

Displaying the prices of your services upfront can be a tricky decision. If you are selling physical products or using e-commerce on your website, it is most likely necessary. However, if you are providing a service, you may not mention pricing at all until somebody comes into your place of business. So is it better to hide the prices of our services or to show them upfront?

On one hand, people will see the price and immediately define the value of your services. This can cause somebody to look at a price, tell themselves no, and look for a cheaper solution. They may THE LINK MAGAZINE

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3 DAYS OF HAIR RESTORATION EDUCATION

THE AMERICAN HAIR LOSS COUNCIL

TICKETS: $449 TICKET PRICE INCLUDES: 3-Day All Access Pass Vendor Trade Show Floor All Classes & Education All Meals & Special Events

ANNUAL CONFERENCE

SEPTEMBER 10-12 THE WESTIN CHARLOTTE ahlc.org/annualconference/

⬤ ⬤ ⬤ ⬤

* Registration requires AHLC Membership and The Westin Charlotte Hotel Reservation Confirmation Number

THANKS TO OUR 2021 PARTICIPATING VENDORS

It was a huge success.

We'll see you in 2022 in Charlotte.

CHARLOTTE,

CONTINUED FROM PAGE 19

effective. They might choose you just because you gave them information that others wouldn’t. Make sure you are able to explain the value of your product or service well if you plan on displaying pricing online.

Answer Their Questions Before They’re Asked One of the best things to do to build trust with a new client is to explain your process before they are in your chair.

Think about the questions they’re asking themselves while they’re doing research and trying to find a solution to their problem. Maybe they’re asking things along the lines of: “What kinds of results am I going to see?”

“How does it work?”

“What is this going to cost me?”

“What am I getting myself into?”

The more of these kinds of questions that we can answer, the better chance we have of getting a new client. If we get rid of objections beforehand and they know exactly what they should expect from you, it will be easier to make a sale when they come to see you in person.

Using Video Content To Build Trust Video content is a great way to knock out questions like these all at once. For example, you could post a time-lapse video from start to finish showing how you apply a hair system or put in hair extensions. In a short 1-minute video, somebody can learn what you do, what the before and after results look like, and what the process to get those results looks like. Don’t be afraid to show your process.

A rarely used video concept is a “what to expect” video.

This is a video that could be used on a landing page that walks a potential client through the entire process of working with you. You can make the viewer feel as though they have already been in the building and know you.

Video testimonials are another great tool to use in your marketing. A quick video of one of your clients talking about what to expect when coming to your business and how it changed their life can help build trust immediately.

Video content is much more engaging than standard display or text content. Using videos like these prominently on your website or landing pages could be the difference between landing a new client or having them exit the page and going to a competitor's website. Video also allows you to fit much more content into a smaller amount of real estate on your webpage.

If two of our main goals in the sales process are to build trust and eliminate objections, what better way is there to do that than with transparency and answering questions before they’re even asked.

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The FOR Method

Confidently talk to anyone at any time

By Bernard Ory, Owner The Profitable Stylist, Slidell, Louisiana While the Serious Business Conference was underway recently in New Orleans, I went to dinner with salon owners Heather and Wayne Tytula of Brio SalonSpa in Lethbridge, Alberta, Canada, as well as Lead Master Stylist Olivia McLellan and Master Stylist Jordan Bryan.

During our dinner conversation about the communication techniques I use and teach my stylists, Heather asked me, “How do you get a stylist to talk to their clients when they’re just too quiet?

I explained that I train my staff to ask strategic questions and mostly listen, this is the start of my powerful FOR technique.

Someone at the table mentioned that it’s also a great idea for stylists who also talk too much. Too often, we get off track talking about ourselves or things that don’t help our client relationship or future business. I asked everyone at the table, “Who feels more important in a conversation, the

person doing most of the talking or the one doing most of the listening?” We all agreed that the talker feels the most important.

Successfully communicating with clients is an important tool in our industry and while it seems like it should be a natural skill, many of us lack the fundamentals of how to drive a conversation. We just don’t know what to say.

I know I couldn’t do it for many years. I would watch others just chat away with no problem and think, "How do they just know what to say?" Sure, it comes naturally to some, and many others learn the art of conversation in school speech classes and public speaking courses.

My easy technique can help us all become better conversationalists.

It’s a short simple acronym, FOR It stands for Family, Occupation and Recreation. Those are the three topics I used to build rapport with my clientele and teach my stylists to use it for successful clientfocused conversations.

It starts by knowing what questions to ask to get them talking at length about meaningful things. Some of your clients don’t know what to say or they may think you wouldn't be interested. The secret is having a few planned questions to ask that get them talking about things that are important to them. Then practice active listening. Listen intently and actively. For example, nod your head, provide positive and appropriate comments, but do not interrupt.

FOR can be used in any conversation situation, but I’ll break it down for our industry and how we translate into building trust relationships we need to help our clients feel comfortable in our chair over a long period.

Here are some tips on questions to ask and not to ask.

It Starts with Family Family comes first. However, it can be offensive to directly ask a person if they are married or have children. So start with something like: Are you from this area? Did

If your client is consistently pleased with the service and experience, you will establish a relationship that allows you to ask for referrals.

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you grow up here? What brought you here?

They will often reveal if they are married, have children, or have other family members in the area. You should be genuinely interested in learning about your client’s life dynamics. It will help build an authentic relationship while also recognizing that these family members could be future clients. If your client is consistently pleased with the service and experience, you will establish a relationship that allows you to ask for referrals.

Occupation Comes Next Ask about their career, their occupation, their job. What do you do for work?

After the short answer, the next question

is usually the most important one. How did you get into that? Try hard not to say anything for a few seconds. There will usually be awkward silence while they decide how far back to go and how much to share. Then they might go on for 30 or 40 minutes, depending on how much interest you show.

Round it Out with Recreation Recreation is the final step in the FOR system. This covers whatever a person does for fun or outside work. Again, the second question here is going to be the powerful one. What do you do for fun? Wait for the answer before asking the next question, "How did you get into that? "Now, really wait

for the answer. This is when they think for a minute before answering and then maybe answer for 20 minutes or more. Remember during this answer, if their hobby is with other people, this may be another opportunity to gain clients through their relationships. Offer to do something that might get you notified at the next event. Offer to style just before they get together again. In some situations, you may be able to go to this meeting to present on the topic of hair or just go and style their hair for their next outing or party.

The main goal is to build relationships to better understand your clients’ needs, develop a more loyal clientele and increase referrals to your salon.

Bernard and his staff with guest artists, Sacha Quarles and Eddie Ohanian, recording SHE hair extensions videos.

(Left to right) Back Row: Melissa Bould, Brittany Fowler, Shelbi Ransom, Sacha Quarles, Eddie Ohanian, Isabella Borrego, Vivien Holley Front Row: Corie McCaffrey, Bernard Ory, Mariah Cary THE LINK MAGAZINE

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5 Things You Can Do to Promote a Sense of Community

By Jeanne Beirne, Founder and CEO, Tabengin Consulting One of the first things to understand about social media is that it is social. It is not traditional advertising for your product, but rather an entity that rewards community and your engagement.

This requires a different strategy and one way is to build a community.

You are building content for your followers and potential followers. Always remember to put people first and your brand second because they are the main character.

It is important specifically in this industry to understand that your followers are at different stages of understanding their hair loss and are trying to discover what will work for them. You

are there to help them and be that resource when they are ready to move forward with a hair loss solution.

How do you engage and build your community?

Content: The content that you post should speak to them, engage them, educate them and entertain them. It all starts with your content.

• People will only engage with you if you provide them with lots of value and solve their problems.

• Create content that actually helps your community — snackable-sized how-to videos or quick Q&As. Human Interaction: Your followers want to know they can have a conversation with you.

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Promote a Sense of Community

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Engagement: Get to know other people.

• Are you showing up in stories? You can use Instagram stories to collect the most popular questions your community has about you and your brands.

• Respond to people who leave comments in a sincere way. it is also good to ask them a question back based on their comment.

• Answering your direct messages in a timely and sincere way?

• Are you asking how you can help your followers?

• You need to make it easy for your followers to talk to you so show up consistently.

Auto Interaction: An automated direct message service within your social media platform.

• Sometimes your followers have simple questions and you can use automation here. It should not be your only tool in the kit though since most know when they are talking to a chatbot.

• There is an emotional punch to what you are providing and there is a vulnerability to someone leaving a comment with a question.

• Go to your followers' pages and comment on their most recent post. Make sure your comment ties back to their post and has value. Spread some love back.

• Engage with their stories, too. It's easy to do and builds community.

• Interact with those organizations that support your mission like alopecia or trichotillomania nonprofits.

• My suggestion, be clear it is a bot.

The goal is to create a safe, warm environment, and the way to do that is by building a community.

Find an influencer in your niche: We all need special friends.

Here are some quick action items to try on your page:

• We are seeing more and more hair loss influencers, including micro-influencers with whom you could build a relationship and move toward collaborations.

• Jump on your stories and introduce yourself and why you have your business.

• An influencer can put another face to your brand that followers can identify with through your content.

• Share education on your posted content. It could be about alopecia, trichotillomania, or anything that ties into what you do, but not about your products and services specifically.

• Film a fun video — a tutorial on a fun way to wear hair — or a reel that captures the personality of your business.

• Identify five followers (not peer businesses) and go to their pages and comment on a recent post.

• Do an introduction post on your feed.

Share who you are.

My final nuggets regarding social media: • These are demanding platforms and your account growth and engagement will suffer when you are not consistent. Post and engage daily.

• There actually is no relationship between your financial success and the size of your followers. In this industry, many hair loss people will not hit the follow button, but they will be following quietly.

• Social media marketing is a long game so build your strategy and know that having a presence is a must because future clients will look at your social media to get a feel for you and your brand.

• If you are expecting quick and direct sales, social media can be frustrating and you will be disappointed. Remember, it is a relationship and community-building engine that helps people become comfortable with you.

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From Hair Puller to Hair Loss Hairstylist

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By Dorin Azerad, Stylist, Élan Hair Studio, Houston, Texas I am a hair puller and a hairstylist.

My journey with trichotillomania — the hair-pulling disorder — began more than 20 years ago when I started pulling out my eyelashes and eyebrows at age 4. A few years later, my hands moved to my left hairline. With that, the number of hairs I pulled increased exponentially.

Just a few years ago, if you even mentioned the word “hair” around me, I would flinch and change the conversation. Wanting nothing more than to stop pulling, I tried everything from doctors and medications to fidget toys and hair-pulling journals. Nothing worked. My bald spots only got bigger and bigger.

My hair pulling got so bad that I wore a headband every day from the age of 12 to 16. Over the years, my headbands got thicker and thicker. What once just covered up my front hairline eventually covered from my front hairline to the crown of my head. At the age of 16, my headbands were not enough to cover up my bald spots, and my mom found me a hairstylist who worked with alternative hair.

This was a game-changer for me. It’s helped me change my relationship with my hair loss and my trichotillomania.

For many of us living with trichotillomania, going into a hair salon can be a vulnerable and uncomfortable place. I am no stranger to that. I know how uncomfortable it is to sit in a salon chair and expose bald or thin spots in front of strangers.

A few years ago, I was grappling with my trichotillomania. I was beginning to come to terms with the fact that after 20 years of hair-pulling, it was not going away any time soon. Even if I did stop pulling out my hair at some point in my life, my trichotillomania was always going to be a part of my story and who I am.

It was then that I decided I wanted to become a hairstylist for people with hair loss.

I quit my first job out of college and enrolled in cosmetology school. After finishing, I apprenticed in a traditional hair salon for a year. In 2018, I moved back to Houston where I now work at Élan Hair Studio, a salon that specializes in hair loss solutions for men, women and children. I’m lucky enough to have a clientele of people experiencing all forms of hair loss from all walks of life.

• Avoid phrases like “it makes me want to pull my hair out.”

• Don’t tell your clients to “just stop” pulling out their hair. This is offensive and hurtful for those with trichotillomania.

• Offer solutions for how you can help them without making them feel like their hair loss is their fault.

As someone who has experienced both sides of the chair — hair loss hairstylist and trichotillomania client — I understand how challenging it can be to support trichotillomania clients.

Since the beginning of the pandemic, I have seen a large uptick in trichotillomania clients coming into the salon seeking alternative hair options. For many, myself included, the pandemic was a time when people began pulling at a higher rate than they had previously or even started pulling for the first time.

As a hairstylist, the first step in working with a trichotillomania client is creating a judgment-free zone.

Like many other clients experiencing hair loss, trichotillomania clients might have avoided the hair salon for years. It is also not uncommon for many people with trichotillomania to be private about the disorder, not sharing it with many people in their life. For these reasons, it is important that your salon chair is a safe space.

Beyond creating a safe environment, it is important that you educate yourself about trichotillomania. There are organizations such as The TLC Foundation for Body-Focused Repetitive Behaviors that provide education about trichotillomania, offer support groups, and educate beauty professionals on how to work with trichotillomania clients.

Here are some other tips for working with trichotillomania clients: • Meet your client where they are in their journey. Wait for your client to open up to you about their experience.

• Offer your client a private room.

For so many years it felt like my trichotillomania and my hair loss was my burden to bear alone. I thought I would be judged if I reached out for help. I never could have imagined that my hair-pulling disorder would lead me to a life as a hair loss hairstylist. When I work with hair loss clients today, I aim to make my chair a safe space where they no longer feel the burden that taking care of their hair is solely in their hands and where they can begin taking control of their hair loss journey.

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Barb and husband Earl at her son’s wedding in September 2016

Lessons from a Wig From Loss Comes an Unexpected Benefit I Couldn't See

By Judy Brunelli, Polidori’s Salon, Chambersburg, Pennsylvania It was a Sunday afternoon in midDecember last year. I was fighting a sinus headache while pondering the battles my friend fought while styling her wig for the first and last time. She passed away the previous Friday. We met more than seven years ago.

The day Barbara came into my studio, she had learned her cancer had returned. Not only that, but she had received her port and the first round of chemo the same day. In more than 30 years of working with cancer patients, this was a first. One thing I have learned about this disease is that the faster the treatment begins the worse the diagnosis usually is. She had long, rich, naturally brown hair. Her son was getting married in a few months and she wanted to be sure she had beautiful hair for the event. She was not frightened like many women I'd met in less pressing circumstances.

And then she started teaching me some valuable life lessons.

How to deal with loss: She had hope and that hope was deeper than her hair.

She wanted to live another day and see her son get married. She also wanted to have a human hair wig that was at least 12 inches long, made with her own hair as she was going to lose it through chemo. This complicated things because the amount of hair needed for this specific wig's length and volume would require more than she had. She would need to find donors. Not only was this an unusual request, but it was also costly as well.

Faith in the fire: She had a deep religious faith and belief things would work out in her favor. And it did. A man she worked for was willing to cover the $1,700 cost of the wig. I had no leads at that time on such an item, but we struck up such a friendship that I wanted to be a part of her journey.

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Enjoy the miracles along the way: Not only did she need money for the wig, but she needed lots of hair. Years ago, I worked with sewn hair extensions. When you would order a bundle of 3 ounces of hair, it would stretch about 20 feet when unrolled.

She needed 8 ounces of hair to make the wig. Wig makers need 3 inches of extra length, besides the length of the finished product, for sewing purposes. It ended up that she had four women at her church with long dark hair as well who were willing to give her their locks. This means the wig would not need to be colored and would be made of virgin hair. I would have loved to be part of the haircutting party, but I was out of the country. They didn't collect 8 ounces.

They got 11 ounces!

Give generously: Barb poured out her life like a fountain of continuous life-giving milk. She volunteered with children teaching Bible lessons over the years. I caught up with her after her son's wedding. Not only did she have a fine wig for the wedding but it arrived in time for another special event.

And because they collected 3 ounces extra, her hair went to good use for another wig.

Perseverance: During the next five years I received regular emails updates regarding Barb's journey. She would occasionally stop by my salon and we would catch up. She was always wearing her beautiful wig. Typically human hair wigs last up to two years, but hers was lasting longer.

Grace: Just about a year ago, my husband was invited to visit a nearby church. I wore my cutest wig that was tapered short in the back with long chin-length curly tendrils in the front. As we entered the church, I felt a little uncomfortable as most of the ladies had long hair and wore head coverings. I was a little surprised when I noticed Barb in the front. She smiled and winked at me. Her grace and loving acceptance of me made me feel welcomed and loved even though I looked a bit different. Grace is fixing someone else's crown, without telling them it's crooked. Barb fixed my crown.

As I held her wig in my hand that December day, I was flushed with emotion and grateful for her friendship.

Hair donors with Barbara in the middle Discipline: When Barb passed her husband contacted me and asked if I could style her wig for the funeral. When I received the wig, there was hairspray buildup in it. Some hair sprays contain plastic polymers in them. These do not rinse out of the hair. and you need to be extra careful with delicate human hair wigs. And remember she wore this wig for at least six years.

After using cool, running water and a specific shampoo for human hair wigs followed by gently reconditioning the hair to maintain integrity, I made a discovery.

As I unwrapped the towel and secured the wig to the mannequin, the residue was now flaky, whitish in color and still stuck.

I needed to rewash the wig, as well as pray for courage and wisdom. This was a challenge I hadn't faced before and since it was Sunday afternoon and my head was splitting I was going to take a nap. I formulated a concoction of baking soda and my favorite gentle, deep cleansing shampoo, made a paste, and left it to marinade in the hair. I stepped away.

Stepping away and mentally regrouping is powerful in a challenge. This was when I thought about Barb's endless perseverance and her never-give-up attitude. The last thing I needed was for this wig to come

Eleven ounces of donated hair being weighed apart. I remembered receiving emails from Barb over the years about the many challenges she and her husband faced in addition to her cancer. Yet they always pressed on and asked for spiritual guidance on their journey as well as health.

When I returned, rinsed the hair, and reconditioned it, I was thrilled and relieved to see that it worked. I would much rather cut and style hair than tediously take tiny sections of hair to detangle and style, but remembering what a disciplined woman Barb was gave me the encouragement to go the extra mile. My husband entered the room in the nick of time to help rescue me to hold the ponytail in place while I wrangled the large barrette in place. It was an honor to both know her as well as run my hands through her hair that day. The wig looked amazing and the family was very happy.

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Look to the Stars

By Kelly Carson

It's not unusual for a client suffering hair loss to be charged with anxiety, uncertainty and gloom. The pressure to have perfect hair can be overwhelming.

"From impossible beauty standards and folklore — think of the fairytale of Rapunzel and her impossibly-long, 'golden' hair, or the biblical story of Samson’s strength as residing in his hair — to 20th century feminist and social justice movements ... it’s such a fraught signifier," said Ellery E. Foutch, an assistant professor of American Studies at Middlebury College in Vermont, where she examines the role of hair in our history.

So what's a quick way to help your clients? You may consider turning to the stars. It's helpful to tell clients they are not suffering alone and show how some heavyhitter celebs are coping with their journey.

Celebrity star Jada Pinkett Smith, wife of mega-star Will Smith, shared an Instagram video recently, which was promoted by Prevention magazine, about her sojourn with alopecia. The Link reached out to Pinkett Smith for comment, but we did not hear back in time for publication.

“It was terrifying when it first started,” Pinkett Smith said. “I was in the shower one day and had just handfuls of hair in my In her Instagram post, Pinkett Smith said, hands and I was just like, oh my god, am I going bald?”

“Now at this point, I can only laugh,” as She said she was inspired by her daughshe ran her finger across a bald line patch ter, Willow Smith, to go bald. “Willow made along the center of her scalp. “Y’all know me do it because it was time to let go, BUT I’ve been struggling with alopecia and just … my 50s are ’bout to be divinely lit with all of a sudden one day, look at this line this shed.” right here. Look at that.”

She also posted, “Mama’s gonna have to take it down to the scalp so nobody thinks she got brain surgery or something. Me and this alopecia are going to be friends … period!.”

In a 2018 episode of 'Red Table Talk,' a Facebook Watch talk show, Pinkett Smith opened up about her hair loss.

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But she's not the only A-List celebrity to publicize their hair loss journey.

The Manchester, England, Farjo Hair Institute website, farjo.com, recently posted mini-profiles of a half dozen celebrities suffering various forms of hair loss. (The profiles have been lightly edited for spelling.)

Tyra Banks, 47: American TV personality and model Tyra Banks reported experiencing hair loss in 2011 while writing her book ‘Modelland’. She said it was caused by her stress levels reaching their peak and admitted 'chilling for me was eating a meal. I couldn’t just look at the ocean. In hindsight that wasn’t healthy.'

Keira Knightley, 36: British actress Keira Knightley’s hair loss has been said to be down to many years of dying it for movie roles. Knightley told InStyle UK: 'I have dyed my hair virtually every color imaginable for different films. It got so bad that my hair literally began to fall out of my head. So, for the past five years, I’ve used wigs, which is the greatest thing that’s ever happened to my hair.'

Lea Michele, 35: Lea Michele, most well known for her role on the TV show 'Glee,' opened up on Instagram earlier this year about her postpartum hair loss, following the birth of her first child, Ever Leo. She shared a photo of a clump of hair with the caption, ‘The postpartum hair loss is REAL. Enjoying this long hair while it lasts because the mom bob is right around the corner.’

Kristin Davis, 56: 'Sex in the City' star Kristin Davis has spoken out about the hair loss she experienced after shooting the final season of the popular hit show.

The star has said one day she just realized her hair was no longer what it used to be, admitting: 'It was very fine like it had gone away, there just was hardly any hair there.'

Naomi Campbell, 51: The model experienced significant hair loss due to rough handling and the use of extensions and weaves. She revealed to the Evening Standard, that she had ‘lost all of it,’ which prompted her to become more careful and caring towards her hair. Thankfully this change enabled her to grow most of her bald spots back.

Jesy Nelson, 30: Former Little Mix singer Jesy Nelson began experiencing hair loss when she was just 13 years old and was bullied at school due to her noticeable bald spots. 'I was probably about 13 when my hair started coming out. Stress can cause alopecia, and it wasn’t nice. I’ve always been picked on anyway because I’ve always liked to dress differently. I’ve never really wanted to fit in with everyone else.'

Trinny Woodhall, 57: Fashion guru Tinny took to Instagram back in (2021) to share her dramatic hair loss, which she believes was a result of having coronavirus.

Confirming she had seen her GP about her problem, Trinny’s doctor said it hadn’t been uncommon to see more and more patients suffering from hair loss around the 90-day mark following a COVID-19 diagnosis.

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From C-Suite to the Warehouse:

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The Link Is On Everyone's Reading List

By Kelly Carson, Editor, The Link Magazine Nothing feels better than knowing the work you pour your heart into actually makes a difference in someone's life. And it feels even better when the person singing your praises wants to tell others about it as well.

That’s what happened recently during a conversation with a vendor who said the American Hair Loss Council’s Link magazine is a “must-read” for every person in their organization.

Kim Flores, vice president of sales with the Carlsbad, California-based Jon Renau, spent some time on the telephone with us recently telling us why the Link is valuable to each of Jon Renau’s 60-plus employees, from the C-suite to the warehouse.

Since 2021, the magazine has been included in the company’s online education platform along with on-demand offerings including Jon Renau’s master class.

The variety of articles published in the magazine, Flores says, gives a window into the industry they serve.

“We use the Link to better understand our customers and their clients and how to serve them better,” she said. “It allows us to see what our clients deal with every day.

They have an emotional connection with their clients.”

From the personal stories of salon owners and their clients to tips and tricks for better utilizing social media, Flores says Jon Renau team members see a benefit with each edition.

A recent piece on leveraging Instagram to grow the business was “super valuable to our team” because it shined a light on strategies to bolster salon owners presence online. As salon businesses grow, so do sales opportunities.

Flores also says articles that are more personal — about the people who drive our industry — help put a more human touch on well-known personalities. She specifically pointed to an article by Bernard Ory, owner of the Profitable Stylist in Slidell, Louisiana, published in the Winter 2022 edition of the Link.

While Ory is an acknowledged expert in hair extension and hair replacement, the article focused on stylists, not technique.

“Personal interviews,” Flores said, “let us better understand what they do behind the chair and see the emotional connection with the end consumer.”

And that really is what it’s all about, she says — understanding the consumer experience. The Link, she says, is the gateway to that understanding.

“We give ourselves two weeks to read the magazine,” Flores said. “We discuss the magazine in sales team meetings because it helps create more understanding of the industry.’

Kim Flores, vice president of sales, Jon Renau

The articles also serve as a catalyst for connections, a conversation starter, so to speak. It paves the way for sales team members to reach out to salon owners and managers.

While the Link continues to offer compelling and useful articles for salons and vendors, we also serve as a clearinghouse for consumers looking for help. Our searchable online database, Find A Hair Loss Expert, lists experts by state helping to connect clients with salons. https://ahlc.org/ ahlc-member-locations/ This year we are building another helpful database of studios that offer support to those who suffer hair loss. If you know of such a group or host a support group yourself, please send your information to thelink@ahlc.org.

(SEE PAGE 10 FOR MORE INFORMATION) THE LINK MAGAZINE

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Ventilation is one of the most important skills to have in the industry. Doris will teach you this increasingly important skill as well as repairing bases and re-sizing wigs. Cost: $1,000 days. Duration: 2 days.

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TWO-DAY HAIRSKEEN CERTIFICATION COURSE! FOR $1,500 *50% deposit due at registration.

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You may bring your client with you to your training, real-time application, under the guidance European and United States, professional Hairskeen Trainers.

Graduates will have access to powerful images and marketing materials, including videos. *Classes are limited to ten to fifteen students.

AMERICAN HAIRLINES VIRTUAL NON-SURGICAL HAIR REPLACEMENT CERTIFICATION Select from the following options: • One-Day Men’s Hair Replacement Virtual Certification • One-Day Women’s Hair Replacement Virtual Certification • Two-Day Men’s & Women’s Hair Replacement Virtual Certification • Each session is approximately 4 hours Registration Includes: • Non-Surgical Hair Replacement Training Manual • American Hairlines Workshop Kit • Canvas Blockhead & Balding Mannequin for each training day • American Hairlines Men’s and/or Women’s Hair System • Recorded video of the workshop • “Certified American Hairlines Stylist” Certificate Virtual Workshop Includes: • Understanding Hair Loss And Hair Growth – Causes and Solutions • Client Consultation • Detailed Review Of System Constructions • Hands-On Template Making for Custom Orders • Hands-On System Application Customization and Application • Bleaching/Coloring, Application & Cut-In, Styling CONTACT YOUR AMERICAN HAIRLINES ACCOUNT EXECUTIVE, CALL (866) 618-1200 OR EMAIL EDUCATION@HAIRUWEAR.COM

HAIRUWEAR ON THE ROAD TWO-DAY HANDS-ON WORKSHOP

Schedule to be announced soon Visit www.hairuwear.com or follow HairUWear Inc. on Facebook, https://www.facebook. com/HairUWearINC, for updates.

Contact your HairUWear Account Executive or email education@hairuwear.com for Virtual Training opportunities.

VIRTUAL COACHING! At Hair Visions International's Hair Academy, your agenda is our agenda. An open curriculum gives you the opportunity to learn the technical skills that are important to you. Tell us what you want to learn and we'll present the class. The Hair Academy's four-hour customized virtual coaching lets you learn new skills or polish up on old ones. in the safety of your own studio.

Four-Hour Customized Virtual Coaching benefits for your studio: ■ Forget the hassle of booking flights or hotels. Our virtual interactive class save you valuable time, money, and most importantly, keeps you and your staff safe in the comfort of your studio ■ Professional trainer Baha Alwardi brings his expertise as one of Hair Visions’ leading instructors ■ One studio per session provides personalized instruction (limited to five participants.)

■ Flexible class dates to accommodate your schedule ■ 10% discount on products a week before and a week after your training class (excludes hair replacement and wigs) Scheduling your Four-Hour Customized Virtual Coaching class today. Book now!

LIMITED AVAILABILITY. CONTACT KARLA HURTADO AT 800-327-5555, EXT. 3325 TODAY.

International Hairgoods Education for Spring 2022 Regional Live, In-Person REGIONAL Training Dates to Be Announced Soon. Please contact IHI for dates and locations.

ON DEMAND Virtual Training Available NOW! • Virtual Cyberhair Certification Now available! Comprehensive E-Learning Webinars, Hands On Video Zoom, and Kit. All hair replacement and wig studios eligible to become Cyberhair Studios!!

• Micro Point Solutions Certification in E-Learning Classes with additional Hands On Video Zoom Demonstration & Coaching • Virtual Intro to Hair Replacement Certification – online classes and video library with Interactive Hands On Video Zoom and Kit. Micro Point Solutions Certification (one day) Going where no extension has gone before, this solution is for clients in the early stages of hair loss. A safe, healthy way to add volume and density to your client’s fine, thin hair. Recreate the look and feel of your client’s natural hair and visibly boost thin hair in just one appointment.

Intro to Hair Replacement Certification (2 days) Hair Replacement Certification class helps you master the many fundamental technical aspects of non-surgical hair replacement for women and men. Intensive and comprehensive hands-on technical training, and Includes thorough client consultation and coaching, and in-depth business discussion.

Cyberhair Custom Designs (two days) The Cyberhair Customs Designs Certification has been revamped to streamline the technical and business aspects of working with this unprecedented and in-demand product! Cyberhair® is a superior created hair fiber - beating human hair in its durability and ability to hold color, and beats synthetic fibers by its heat tolerance, love of water and ultra-light weight. Cyberhair Custom Designs allows you to create a personalized solution for your client, no matter their needs. This comprehensive and hands on 2-day session encompasses the many possibilities of non-surgical hair replacement for women & men, and how they will exceed the expectations of your hair loss clients! Typical Cyberhair Custom Lead time is 4-6 months.

Call or Text 800.328.0311 or email promos@inthair.com for more information and please visit our website atwww.internationalhairgoods.com!

JON RENAU MASTERCLASS – ON DEMAND Certification Ready when you are regardless of distance or time zones. No travel expenses, no lost time, no waiting for what you need.

Business Success Mastery + Product Knowledge for Success This certification will lead you through the hair loss client's journey, providing you and your team with actionable steps to emphasize capturing new clients while gaining market share to engage today's clients and provide the best client experience.

• Increase revenue, reduce returns, maximize your time • Increase brand awareness & impact purchase decisions • Implement client retention strategies

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JON RENAU Topper Certification – ON Demand This certification is designed to provide you with the tools and knowledge you need to service the fastest growing segment in alternative hair: the topper client. Because not every client is ready for a wig!

• Address all aspects of in-person and virtual topper consultation • Customize toppers and apply blending techniques • Provide maintenance and care • Set the right expectations to ensure success Contact your Jon Renau Account Manager for more information and pricing www.jonrenau.com 800-462-9447

NHLMA Medical Hair Loss Academy equips you with knowledge and strategy to help you fill in the blanks for hair, skin and wellness.

What can you learn from NHLMA Medical Academy?

■ ■ ■ ■ ■ ■ ■ ■ ■ ■ ■

Individual, hands on, one on one course training customized to your unique practice How to incorporate a hair recovery program in your own practice Identify different forms of alopecia Create prevention programs customized to your facility Carry your own at home boosters The difference between PRP, Exosomes, and other hair loss booster treatments Treat Chemo/Radiation related hair loss Cutting edge medical services and customized protocols for treatments Booster injections that aid extension damage or traction alopecia Tracking your clients success with digitized 3D global photos NEW Follicular Assessment to expose environmental exposures, nutritional deficiencies, food intolerances, and more!

For more information, visit www.nhlma.com/academy-courses, email education@ nhlma.com, or call us directly 602-283-2355.

New Image Crossfit Educational Training 2022 June 12 - 13, New Image Corporate Headquarters, West Palm Beach, FL (Price: $572*) October 16- 17, New Image Corporate Headquarters, West Palm Beach, FL (Price: $572*) September 18-19 Nice, France (Price: €514.19*) *Call a New Image Brand Ambassador today to to earn a complimentary pass.

At New Image Labs, we offer Crossfit Educational Training that prepares you to be the best in the hair replacement industry, whether you're new to the industry or a veteran. Now, we're bringing the training to you! We deliver intensive, hands-on training and certification sessions to help you gain in-depth knowledge of our latest technology and products and how they will benefit your business. Our renowned team of educators provides expertise in application, theory, and technique to help you meet your clients' needs and demands.

Choose from any of the topics below and get ready to train with the best of the best at our educator's established hair centers or in the comfort of your own salon.

Educators: • Ricky Knowles • Keith Zimmerman • Randy Clark • Shannon Sorbara • Marcelle Baumann • Karyna Fields Topics Covered: • Tools for success using Pro|Gen Probe scalp analyzers • Attract new clients with Pro|Gen Active Care scalp therapy • Repair and maintain processed hair with Pro|Gen Nutrifuse hair products • Become a hair fiber master with Pro|Gen Fiberbond Keratin Thickening Fibers • Increase your bottom line with our new Club.W women's collection • The art of delivering to the female market with top-of-head and micro-linking application • Transform pre-custom lace and skin units to custom units • Become a certified Luxia Artiss hair extension stylist • Deliver pre-custom skin units from start to finish • Procedures for custom hair orders, from mold making, proper hair samples, distribution, etc.

Learn from the industry's most successful business owners and see how you can grow your business by receiving one-on-one training at the best hair centers in the country or the comfort of your own salon.

Limited availability, please contact Debbie Metz for details: Debbie Metz | 1-800-359-4247, EXT. 343 | dmetz@newimagelabs.com THE LINK MAGAZINE

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THE H.E.H. DIFFERENCE OUR SERVICE

OUR HAIR

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24/7 Custom piece E.T.A. Check online / get automated updates

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Rush order custom piece delivery fastest in industry; from 8-10 weeks mens, 12-16 weeks womens

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Guaranteed price at the time of order, No excuses!

Salon services: Color, balayage, high and low lights, and a multitude of perm methods differentiating from tightly coiled curls to soft wave patterns Top-tier customer service: Domestic order questions in one business day overseas questions the next business day

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Highest quality European and Remy hair

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The largest human hair inventory in the US! From 10” to 30” hair including natural curly hair

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We hand pick human hair from our US warehouse to match your order’s color and texture!

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We offer raw hair and supplies

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We have first quality 100% human gray

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We have customizable stock pieces in inventory in California

We offer in-house and overseas repairs. For HEH and other brand’s wigs / hairpieces!

Our experienced technical support backs you 100% Our customer-centric return policy In stock items and stock pieces can ship same day!

WIGS

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TOPPERS

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EXTENSIONS

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MEN’S HAIR PIECES

Nancy B. 310.817.6645 Johanna B. 310.928.7657

service@houseofeuropeanhair.com House of European Hair 400 W. 157th St. Gardena CA 90248 1.888.HAIR ART • houseofeuropeanhair.com • hehmens.com

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